Why Your Sales Contest is Demotivating Your Sales Team (& How to Fix It)
Sales Hacker
JUNE 6, 2019
Sat.Jun 01, 2019 - Fri.Jun 07, 2019
74 
Make It Small
The Pipeline
JUNE 4, 2019
By Tibor Shanto. Not a popular refrain among sales types, which may explain why nearly half of B2B reps will miss quota this year. In a world obsessed with ‘big,’ even more so than sales success, make it small may seem counter-intuitive. And so it is, but so is being a card-carrying member the 80% on the wrong side of the 80/20 rule. While I am not working with sales teams, I am buying.
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The Science Behind Successful Sales
Sales and Marketing Management
JUNE 3, 2019
Author: Lance Tyson In the hypercompetitive field of sales, escalating goals have become standard. In over two decades that I’ve worked in this industry, I’ve never encountered an organization that said to me, “You know what? This year we’d be fine with flat or declining sales.” Everyone wants to see that hockey stick curve of escalating sales performance that will take their organization to unprecedented levels of success.
Partner Enablement – the Key to a Successful Indirect Go-to-Market Strategy
SBI Growth
JUNE 6, 2019
Why Are Your Partners Producing Far Less Than Expected? Selling through the channel can be the most rewarding or painful aspect of your GTM strategy. When a partner takes on the promise of representing your products and brands, it is.
Evolving Beyond Intent: Create Customer Value with Signals
Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester
Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!
How To Build Value Before Having To Add Value
MTD Sales Training
JUNE 4, 2019
Many salespeople tell us that the way they differentiate themselves from their competition is by adding value to their products, in order for the customer to see why they are charging the price they are. Nothing wrong with this, of course. It adds meaning to why they are positioned where they are. The customer can see exactly what they are getting for their money, and by adding value. ?
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More Trending
How to Know if You Are You Really Selling Consultatively
Understanding the Sales Force
JUNE 3, 2019
Most of the CEOs and sales leaders I speak with agree that their sales organizations need to be more effective at taking a consultative approach to selling. At the same time, they insist that they talk about it often and that their salespeople are doing OK with a consultative approach. OMG's Sales Force Evaluation usually reveals that they aren't doing much more than talking about it, as their scores for the Consultative Seller competency are quite low.
Are You Feeling Rejected?
The Pipeline
JUNE 6, 2019
By Tibor Shanto. As with all subjective things, there is often a chance to look at the issue from a different perspective. While there is no avoiding rejection in sales, there is the ability to understand it. Once you do, you can adjust and gain more success and more appointments. Watch this video, and then ask yourself why you are feeling rejected?
Building Trust in Sales: A Guide for Sales Professionals
Zoominfo
JUNE 4, 2019
Trust is the foundation of any successful deal. Think about it: you wouldn’t buy a car from a sketchy salesman or a house from a realtor you don’t trust. Why would your B2B sales prospects be any different? In B2B sales, the quicker you build trust with your prospect, the more likely it is that you will close a deal. Yet, it’s easier said than done.
Marketing Operations in 2025: A New Framework for Success
Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com
Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.
What is Your Attitude Towards Prospecting? 20 Things You Can Do
The Sales Hunter
JUNE 4, 2019
Is prospecting a four-letter word in your mind? If you had to choose between prospecting and having a root canal, which would you choose? Maybe you wouldn’t choose the root canal; however, you certainly would rather have a cavity filled than have to prospect. Relax! You’re not alone. It’s always been said that the things people fear most are death, taxes, and public speaking.
How to Raise the Incomes of Minimum Wage Workers Without Wealth Distribution or Socialism
Understanding the Sales Force
JUNE 5, 2019
Hang in there - this will be an article on sales - but you need to get through the big set up. Bernie Sanders spoke at a Walmart shareholders meeting and criticized the company for not paying higher wages. He said that a company owned by the wealthiest family in the USA, should be able to pay $15/hour. Bernie and some of his colleagues believe in wealth redistribution, conjuring up images of Robin Hood stealing from the wealthy and giving it to the poor.
To Get B2B Leads, Pick Up the Damn Phone!
No More Cold Calling
JUNE 6, 2019
Have you forgotten that selling is social? “Turn off your computer. You’re actually going to have to turn off your phone and discover all that is human around us.” That’s what Eric Schmidt, then chairman and CEO of Google, told the graduating class of the University of Pennsylvania in May 2009. Ten years later, his advice is even more relevant than it was back then—for college graduates starting their careers, and for salespeople looking to get B2B leads.
6 Ways to Improve Your B2B Sales Prospecting
Zoominfo
JUNE 6, 2019
Sales prospecting—a common source of misery for most sales reps—is a critical aspect of selling for nearly all businesses. Prospecting uncovers potential buyers, fuels an organization’s sales pipeline, and provides important context to future sales conversations. So, whether you’re brand new to sales or just looking for a refresher, today’s post will take you back to the basics of B2B sales prospecting.
Don't Let AI Pass You By: The New Era of Personalized Sales Coaching & Development
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
Monday Motivation Video: What Do Successful People Believe?
The Sales Hunter
JUNE 2, 2019
Successful people go out and make it happen without ever making excuses. They just do it! On the other hand, those who are victims blame this or that and never see themselves as being successful. If you want to be successful, believe that you are not the victim. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
How NOT to Write a Prospecting Email
The Sales Heretic
JUNE 4, 2019
Email can be a great way to reach your prospects. But there are good emails and not-so-good emails. And then there are emails like this one. I recently received this email from a local hotel. (As a speaker—and someone who produces some of my own seminars—I attend a lot of meetings-industry events, so I probably [.].
Why Episode Analysis Is Vital to Understanding Your Customers
SBI Growth
JUNE 5, 2019
If you search “Episode Analysis” your results are flooded by “Game of Thrones” results. There is lots of great content on Customer Journey Mapping as well as Touchpoint Analysis, but why is this vital component overlooked? Let’s briefly define the.
How to Stand Out at a Trade Show: A Guide for Marketers
Zoominfo
JUNE 4, 2019
When it comes to B2B marketing tactics, no strategy has stood the test of time quite like the trade show. A recent survey done by the Content Marketing Institute shows 75% of respondents believe in-person events are an effective marketing tactic. In fact, in-person events ranked highest on the list, above tactics such as webinars/webcasts (66%), case studies (66%) and white papers (63%) ( source ).
Increase Revenue With Better, Faster Sales Onboarding
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Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.
Promoted! The Importance of Sales Force Evaluation
Connect2Sell
JUNE 5, 2019
As a new manager, you have one distinct advantage. But you won’t have it for long! Coming into this role, you have a fresh perspective. You’re not yet swayed by seller justifications regarding revenue performance, use (or disuse) of enablement tools, and daily practices and priorities. You can use that fresh perspective to objectively conduct a thorough sales force evaluation.
Does Your Product Description Create a Guessing Game?
Sales and Marketing Management
JUNE 7, 2019
Author: SMM Staff It’s been said that if you can’t clearly explain what a company does in a sentence or two, you shouldn’t buy shares of their stock. The same holds true in marketing. If your company can’t clearly explain how your product or service will help prospective buyers, can you seriously expect them to invest in you? Before you reassure yourself that your product or service?
Sales Leadership – 12 Questions You Need to Ask
The Sales Hunter
JUNE 7, 2019
Congratulations on making your quota for this quarter! It’s the 4th consecutive quarter you’ve made your number and you are feeling good. Instead of only seeing yourself as a salesperson, you’re now seeing yourself as a sales leader. You’ve arrived, but hold on… have you arrived? It’s easy to consider yourself a sales leader when you’re making your numbers, but are you really a sales leader?
Find Your Next Passive Candidate [Infographic]
Zoominfo
JUNE 5, 2019
In a recent blog post we declared that strategic candidate sourcing was not, in fact, dead. Instead, we proposed that technological advances have simply changed the way recruiters do it. This concept applies to passive candidates too! Hiding behind office doors and computer screens, the passive candidate is hard to find and tougher to catch. Yet with the right tools and mindset, it’s possible to track down this elusive prospect.
How to Find Common Ground: Account-Based Marketing (ABM) for Team Alignment
Speaker: Alex Moore, Co-Founder of Stratagon Marketing & Technology
Ever wondered why sales and marketing teams often struggle to collaborate effectively? Diverging goals, poor communication, and conflicting strategies frequently create silos, leading to a disconnect where marketing efforts fail to translate into substantial sales conversions. Enter Account-Based Marketing (ABM). ABM aligns marketing and sales efforts toward specific target accounts, fostering personalized interactions with high-value prospects.
Getting Buy-In Before Going Over Price
Mr. Inside Sales
JUNE 2, 2019
Want to instantly make asking for the sale easier? Then make sure and get buy in that your prospect is sold on your solution before you go over pricing options. If your sale cycle involves giving a demo or presentation that includes showing pricing options, then a mistake you may be making is moving into the pricing before you have confirmed that your prospect is completely sold that your solution will give them what they want (or help them accomplish what they need).
9 Free Sales Activity Tracker Templates
Hubspot Sales
JUNE 7, 2019
How do you keep track of everything? Calendars, planners, to-do lists: these are just a few of the tools we use to stay on top of our day-to-day activities. But, how can you stay on top of your sales activities? Luckily, there are sales activity trackers that can help you out. A sales activity tracker helps salespeople manage things like contacts, deals, quotas, etc.
How Engaged Accounts Can be Known and Then Treated More Effectively
SBI
JUNE 5, 2019
Transforming Sales: How Engaged Accounts Can be Known and Then Treated More Effectively. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview John Steinert , Chief Marketing Officer of TechTarget. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?
Knock Knock…Is Your Prospect There?
Anthony Cole Training
JUNE 7, 2019
In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We know they're busy but let's face it, we're all busy. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?
Data Modeling for Direct Mail: Boosting Multi-Channel Reach and Response
Speaker: Jesse Simms, VP at Giant Partners
This new, thought-provoking webinar will explore how even incremental efforts and investments in your data can have a tremendous impact on your direct mail and multi-channel marketing campaign results! Industry expert Jesse Simms, VP at Giant Partners, will share real-life case studies and best practices from client direct mail and digital campaigns where data modeling strategies pinpointed audience members, increasing their propensity to respond – and buy.
Here's how to reduce friction in sales
Membrain
JUNE 5, 2019
“The mitigation of friction which impedes sales.” That’s Bob Britton, in a guest post on this blog, defining sales enablement. While I’ve certainly heard more extensive definitions, I find Bob’s concept to be pleasingly simple and useful.
What Does a Sales Analyst Do? We Break It Down
Hubspot Sales
JUNE 6, 2019
Considering a career in sales but want something that pushes the limits of a traditional sales rep’s role? Enter, the sales analyst. It’s a sales operations role that’s less about selling a product or service to customers and more about selling next steps and solutions to your internal sales team. The result? A career and career path that draws heavily on your ability to think critically, analyze complex data, and communicate your results clearly to peers and executives.
Replacing The Sales Funnel With The Sales Flywheel
Partners in Excellence
JUNE 5, 2019
Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. It appeared in HBR in November, 2018, I keep coming back to it–something about it is disturbing to me. I’ve finally been able to put together some thoughts about it. Part of my discomfort in saying anything, is that I respect Brian and Hubspot so much.
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