SBI

APRIL 11, 2018

The ultimate, and most desirable goal of any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step. You know the feeling. You hang up the phone from a sales call, pumped with turbo-infused Adrenalin, giving yourself a mental high-five, feeling like you ‘nailed-it.’ Your confidence is soaring, and you’d bet a million bucks the prospect is feeling the same sense of excitement.

Opportunity 139

Opportunity Infusion Buyer Sales Cycle 139

Sales and Marketing Management

APRIL 9, 2018

Author: Rich Lanchantin, CEO, Qstream With unemployment rates at a 10-year low, it simply isn’t practical to buy your way to sales performance by cherry-picking top reps from the market. Instead, the most resilient and successful sales organizations are building programs that draw maximum value from more of their existing reps. This requires going beyond one-size-fits-all training and development programs that are measured by simple pass/fail certifications or completion rates.

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276

Jeffrey Gitomer

APRIL 9, 2018

Pat me on the head and tell me to go away. That's the real meaning of call me in six months (or any nebulous "get back to me" after some period of time).

Call-back 272

Call-back Objections 272

DiscoverOrg Sales

APRIL 10, 2018

The quick buck. A free lunch. Easy money. All that glitters is not gold, but yet few of us can resist the occasional temptation of things that are too good to be true. The problem is, sometimes things ARE too good to be true. It happens rarely, but just often enough that we think our turn is next, our number is sure to be next. Indeed, a $700 billion gambling industry is structured around the eternal human hope of beating the odds.

Data 46

Data Ideal Customer Profile Cost per Lead Outbound 46

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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.

Trends

The Pipeline

APRIL 10, 2018

By Tibor Shanto. Given that sales is partly art and science, or more accurately “a science artfully executed,” we need to the create the right balance between the two. The best way to do that is to nail down the science part, freeing up maximum bandwidth, focus and creative thinking possible committed to mastering and improving the evolving art side of sales.

Account 215

Account Quota Lead Rank Lead Scoring 215

Jeffrey Gitomer

APRIL 12, 2018

When a prospect asks me a yes or no question, I never answer yes or no. When a prospect asks me any question, I always answer in the form of a question.

Prospecting 251

Prospecting 251

The Sales Heretic

APRIL 11, 2018

James Saucedo isn’t a salesperson. But most salespeople could learn a thing or two from him. James drives a shuttle van for the Courtyard by Marriott hotel in Austin, Texas. I had the pleasure of riding in his van when I flew into Austin not long ago. Just before he pulled the van away from [.].

Customer Service 190

Customer Service Hotels Customer Sales 190

Understanding the Sales Force

APRIL 11, 2018

In September I wrote this article on the difference between asking good, tough and great questions. I included examples all three types of question in the article. There is also a proper sequence: Good question. Tough Question. Great question. You will get immediate feedback on how effective your questions are: Your prospects will say, "Good question" when you ask one.

Sales Cycle 113

Sales Cycle Training Examples Prospecting 113

Zoominfo

APRIL 8, 2018

If content is king, consider your blog its throne. In the B2B space, consistent blogging can have a huge impact on the success of your business—i.e. more leads, heightened brand awareness, improved customer relationships, and ultimately, more revenue. If your company isn’t blogging—it’s time to start. Not convinced? Check out these numbers: 33 Business Blogging Statistics.

Lead Scoring 201

Lead Scoring Lead Rank Lead Generation Inbound 201

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales Management

Jeffrey Gitomer

APRIL 13, 2018

How long does it take to establish a networking relationship? There is no set answer. It takes time. How much time does it take to show a prospect you are credible, honorable, have a good company and can deliver consistently? It takes time.

Networking 211

Networking Sales Prospecting Company 211

SBI Growth

APRIL 7, 2018

As March Madness comes to an end, one of the biggest takeaways from the tournament is the impact of high quality coaching. Top tier Basketball programs spend millions of dollars on their coaching. Are your Sales Managers setting you up.

Sales Management 189

Sales Management Coaching Sales Sales Enablement 189

Sales and Marketing Management

APRIL 12, 2018

Author: Kevin Harrington Why is it some people struggle to sell their products or services no matter how hard they try, while others seem able to sell just about anything to anyone? It’s almost as if people who experience phenomenal sales success know something others don’t, like they have insider info that gives them an unfair advantage. It’s like they have access to sales secrets no one else knows.

Intent 189

Intent Up-Sell Sales Course 189

Zoominfo

APRIL 10, 2018

From the time social media became a viable marketing channel, B2B companies have been looking for ways to automate social processes. Although social media tools have made this easier—with features like post scheduling, conversation monitoring, and hashtag tracking—some aspects of social selling can’t be pre-planned. Today we’re covering a topic that B2B marketers have disputed for years—scripted social media.

Social Media 188

Social Media Media Ideal Customer Profile Social Selling 188

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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.

SalesForce

Jeffrey Gitomer

APRIL 9, 2018

Ask anyone in sales if they consider themselves a professional and the response is an immediate YES. But I challenge you.if you were in court, in front of a judge, could you produce the evidence to prove you're a professional salesperson?

Sales 200

Sales 200

The Sales Hunter

APRIL 9, 2018

Want to change your perspective for the better and boost your sales motivation? A great way to do this is in your approach when meeting others. Each time you meet with someone, do you earn the right, privilege, honor and respect to meet with them again? I hope so! That’s what my video talks about today. Check out the Monday Motivation video at this link.

Motivation 49

Motivation Meeting Video Coaching 49

No More Cold Calling

APRIL 12, 2018

If you’re not getting the results you want, it’s time for sales innovation. Business is unpredictable and uber-fast-paced. Everyone is overloaded with work. The day of the week (or weekend) doesn’t matter much anymore. We can be on calls anyplace around the globe at any hour. Much is not only unpredictable, but complicated. We get mixed messages. Clients tell us deals will close, and then delay the launch.

Prospecting 99

Prospecting Referrals Decision Maker Cold Calling 99

Zoominfo

APRIL 11, 2018

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Although an intensive interview process can help you weed out unqualified applicants, you never really know how well a candidate is going to perform until a few weeks or even months into the job. Hiring the right people can directly impact your company’s overall success and revenue.

Hiring 178

Hiring B2B Sales Cycle Call-back 178

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Hiring

Jeffrey Gitomer

APRIL 12, 2018

The customer is always right. Except when they are wrong, which is most of the time. In sales right and wrong don't matter.

Customer 193

Customer Sales Objections 193

SBI Growth

APRIL 11, 2018

Today’s show focuses on capturing the attention of customers and prospects through campaign strategy and planning. Our expert guest is Randolph Carter, the VP of Marketing in North America for Rentokil. Rentokil-Steritech represents the North American division of Rentokil, one.

Campaigns 166

Campaigns Marketing Strategy Prospecting 166

Anthony Cole Training

APRIL 13, 2018

Email jeni@anthonycoletraining.com to request a sample of the Coaching Findings form from the Objective Management Group’s Sales Effectiveness and Impact Analysis.

Coaching 160

Coaching Sales Coaching Analysis Objections 160

Zoominfo

APRIL 9, 2018

Welcome to our eighth installment in our series of B2B Blog Post Round-Ups. As part of an effort to promote content we contribute to outside publications, each month we compile a list of our five favorite articles that we’ve written for other thought leaders and industry experts. Today’s edition features content about lead generation, data-driven recruitment, marketing influencer selection and more.

Influencer 157

Influencer B2B Hiring Lead Generation 157

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Call Monitoring

Jeffrey Gitomer

APRIL 12, 2018

Question – When is the buyer ready to buy? Answer – He'll tell you if you just pay attention.

Prospecting 162

Prospecting Buyer Closing 162

Connect2Sell

APRIL 12, 2018

I don't have anything against sales management training. … But, in most cases, the approach puts the cart before the horse.

Sales Management 154

Sales Management Training Sales 154

SBI Growth

APRIL 9, 2018

Joining us for today’s show is Christopher Bray, the Senior Vice President, and GM for Cylance. Christopher has successfully launched products across multiple organizations and is the top revenue leader to speak on the topic of Go-to-Market new product launch.

Revenue 153

Revenue Marketing Channels Tools 153

Hubspot Sales

APRIL 9, 2018

Sales Objection Responses. “If money and resources were no object, would you be willing to start with our product today?”. “What’s holding you back?”. “When would be a good time to buy?”. “What are your company’s other priorities right now?”. “How can I help you get the resources you need to sell this to the decision maker?”. “So is X goal no longer a priority for you?”.

Objections 145

Objections Decision Maker Call-back Case Study 145

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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

Zoominfo

APRIL 11, 2018

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Although an intensive interview process can help you weed out unqualified applicants, you never really know how well a candidate is going to perform until a few weeks or even months into the job. Hiring the right people can directly impact your company’s overall success and revenue.

Hiring 138

Hiring Sales Cycle B2B Call-back 138

Connect2Sell

APRIL 12, 2018

( NOTE: This guest blog post about trustworthy leadership was written by Steve Smith, sales director of U.K.-based company The Tree Group. He’s the one in the orange shorts.).

Groups 154

Groups Company Sales Sales Leadership 154

The Sales Hunter

APRIL 11, 2018

Are you the lone wolf at your company or are you the first one to sign up to help organize the 3-legged sack race at the company picnic? Sales is emotional and don’t say it’s not. We all have found ourselves screaming loudly after closing a big sale and gnashing our teeth when the “stupid customer” doesn’t agree to the sale.

Sports 138

Sports Territories Outbound Conference 138