Sales Hacker

AUGUST 14, 2019

Social Selling 83

Social Selling Sales 83

Membrain

AUGUST 11, 2019

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years.

Referrals 122

Referrals How To System Sales Management 122

Anthony Iannarino

AUGUST 13, 2019

In Eat Their Lunch: Winning Customers Away from Your Competition , I wrote a chapter on Capturing Mindshare, or building and supporting a general theory about why your dream client should change. That section is practical and tactical, and it is also what is necessary for B2B sales now. You have to do the work develop business acumen and the kind of theory you’ll find in that chapter.

Prospecting 98

Prospecting eBook Sales Cycle Campaigns 98

The Pipeline

AUGUST 13, 2019

Buyer 269

Buyer 269

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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

No More Cold Calling

AUGUST 14, 2019

There’s always a silver lining to getting sacked. I didn’t plan to start my referral business so soon. But then I was fired. Yep. Just like that, my manager gave me the news. I had a sense something might be going on, since I’d recently lost a big deal to a competitor. But I didn’t expect to be fired. I left the office, went home, and took my dog for a hike.

Referrals 291

Referrals Cold Calling Survey Scale 291

Score More Sales

AUGUST 16, 2019

Let’s get some sales activity going! How great will you feel when you connect with the right buyers and have a strong conversation today? Here are a few great resources we like. Cold Calling Tips from Gong’s research – 17 Proven Techniques. 21 Cold Calling Secrets From the Sales Masters. Cold Call Objection Handling – Outreach (is gated). 14 Actionable Cold Calling Tips and Techniques – Sales Hacker.

Cold Calling 243

Cold Calling Hiring Distribution Inside Sales 243

SBI Growth

AUGUST 13, 2019

Customer Experience (or CX) is at the forefront of how B2C companies are competing and winning. B2B firms are waking up to the importance of CX, and many are on their transformation journey. However, Harvard Business Review outlines that many.

B2C 227

B2C How To B2B Customer 227

The Sales Heretic

AUGUST 14, 2019

I was hungry. I had just checked in at the Sheraton hotel in Tampa, Florida, where I was conducting a sales training seminar the next day. Now, normally when I’m traveling, I like to get out of the hotel and find a good, local restaurant to eat at. But this evening, it was late and [.].

Customer Service 219

Customer Service Hotels Customer Travel 219

The Sales Hunter

AUGUST 13, 2019

How effective are your emails? You want to think that the email you just wrote is perfect and sending it out to 100 prospects will result in at least 90 meetings. If this is you, there’s no need for you to read any further; however, I suspect this is not your case, so let me share my techniques for using email to prospect. Watch my video to learn how to use email to prospect: Use email as simply one of your contacting tools.

Prospecting 215

Prospecting Real Estate eBook Objections 215

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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

MTD Sales Training

AUGUST 13, 2019

When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. Many suppliers actually think it’s good value, cheap prices and quality products. But the answers we get often prove that those things only get you to first base. They get you onto the playing field and are the basics that will only get the door opened. What is it that makes buyers really want to do business with you?

Buyer 192

Buyer Loyalty Follow-up Trends 192

SBI Growth

AUGUST 15, 2019

One of the most significant mistakes B2B companies can make is not utilizing third-parties to help manage their customer experience platforms. An expert in the customer success industry joins us to discuss the benefit of having a third-party perspective. In this.

Customer 195

Customer B2B Benefit Industry 195

Zoominfo

AUGUST 16, 2019

This GDPR for marketing post is informational only and not for the purpose of providing legal advice. You should contact your attorney to obtain advice with respect to any particular issue or problem. The views expressed are based solely upon ZoomInfo’s interpretation of these regulations, do not purport to constitute official guidance, and may not be relied upon.

Marketing 165

Marketing Government B2B Data 165

The Sales Hunter

AUGUST 16, 2019

You can run, but you can’t hide. You can fake it, but you won’t make it. The era of thinking that you can behave one way in one situation and a different way in another is long gone. Your reputation arrives before you do. It continues to amaze me that salespeople think they can craft this perfect image with customers but behave like a jerk in other situations.

Social Media 177

Social Media Travel Face-to-face Google 177

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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

Connect2Sell

AUGUST 14, 2019

If you’re a sales manager, keep reading! This post will also help you understand what’s reasonable to expect from HR and how you can become more effective by accessing expertise from others. Mostly, though, today’s post is intended for the HR team members who interact with the sales division.

Promotion 148

Promotion Sales Management Training Sales 148

Anthony Cole Training

AUGUST 13, 2019

In this article, we discuss the similarities between Super Mario World and life in sales. After playing, I realized that I had an opportunity to make it through to the next level but I wasn’t doing what was necessary to convert that opportunity into a win. I rushed through. I took risks that weren’t worth it, but I made them anyway, because it was the only play I had.

Opportunity 148

Opportunity Sales 148

Mr. Inside Sales

AUGUST 16, 2019

There is a disturbing trend I’ve heard with the companies I’m working with. And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products. The problem I’m hearing is that sales reps—both newer reps and even some seasoned reps—immediately drop the price or offer a trial, or readily hand out references thinking that this is what will close the sale.

Negotiation 137

Negotiation Closing Face-to-face How To 137

The Sales Hunter

AUGUST 11, 2019

Take one item this week and go all the way with it. You’ll gain a lot of satisfaction and joy when you just do one thing very well. Success will come if you narrow your focus to one task. Doing so will not only increase the level of competence and confidence you have in yourself but also the level of competence and confidence others have in you.

Motivation 164

Motivation Video Intent Strategy 164

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

Zoominfo

AUGUST 16, 2019

GDPR: The 4-letter word that kept marketers up at night. There was a lot of confusion and anxiety surrounding the upcoming General Data Protection Regulations (GDPR), which went into effect on May 25, 2018! If you’re still wondering how it impacts you as a B2B marketer, a year later, read on. Does GDPR Apply to U.S. Companies? The GDPR does apply outside the EU in some circumstances, but it does not apply to everyone.

Marketing 100

Marketing Government Scale Data 100

Anthony Cole Training

AUGUST 15, 2019

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution.

Face-to-face 140

Face-to-face Objections Sales Process Prospecting 140

SalesforLife

AUGUST 12, 2019

At Sales For Life, we’re huge proponents of strategy over execution. Here’s why. The number one prob lem sellers have with pipelin e creation or business development is that they and their managers believe that doubling, tripling, or 10x-ing down on activity levels is the only way to increase pipeline. (That being said, there are many organizations where sellers aren’t doing enough to influence a sales outcome).

Strategy 115

Strategy Face-to-face Government Pipeline 115

Nutshell

AUGUST 14, 2019

You’re days away from the end of the sales quarter, and you’ve been hustling to reach your quota all month. You’ve got a long list of calls to keep making. Tons of clients to connect with. And major goals to reach. IT IS CRUNCH TIME. So you pick up the phone to make your first call of the day, and then you feel it. There’s no hiding the growing tickle in your voice, and you’re sure by the end of the day it will become a major strain and turn your most powerful sales

How To 114

How To Intent Sports Influencer 114

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

Zoominfo

AUGUST 11, 2019

B2B marketers have embraced many new strategies to cut through the influx of content in our increasingly digital landscape. Yet, many tried-and-true marketing strategies continue to generate results. Among such strategies, webinars come out on top. Webinars are live or prerecorded online events, used to teach attendees about a specific topic or service.

Paid Content 100

Paid Content Webinar Metrics B2B Marketing 100

The Center for Sales Strategy

AUGUST 15, 2019

Salespeople seem to always have so much to do, yet never enough time to get it all finished. Recently I had the opportunity to meet one-on-one with about 30 different salespeople over the course of a 2-week period. During each of these meetings, the salespeople revealed that they could benefit from some priority management or time management lessons.

Course 107

Course Benefit Meeting Sales 107

Force Management

AUGUST 14, 2019

There are a lot of organizations out there that tout what makes them different from the competition. However, at times, that differentiation is simply talk and no action. What's on the PowerPoint slides fails to translate to the real-life customer experience. You can't just proclaim differentiation as an organization. You need to be able to justify it and demonstrate you really do what you say you do.

Buyer 88

Buyer Competition Customer Sales 88

Membrain

AUGUST 14, 2019

Everybody knows teenagers make bad decisions because their hormones are messed up. But surely once we reach adulthood and start making business decisions, we’re long past that, right?

Buyer 101

Buyer Sales Management Sales 101

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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

Nimble - Sales

AUGUST 15, 2019

Who could have predicted that social media would become such a massive influence on how we live our lives? The clothes we wear; the fragrances we buy; the brands we love; the services we choose; even the events we attend. You could say that social media has a creeping influence on every aspect of modern […]. The post How Video Marketing Can Maximize Your Conversion Rate on Social Media appeared first on Nimble Blog.

Social Media 104

Social Media Maximizer Media Conversion 104

Hubspot Sales

AUGUST 11, 2019

HubSpot research shows 40% of salespeople view prospecting as the most difficult part of their jobs. It’s often the most critical barrier to meeting quota, and the ability to prospect effectively and bring in qualified leads is what will help reps move forward and succeed. Whether you’re a rep looking for fresh lead generation avenues or a marketer trying to help their sales team, I’ve rounded up some strategies for helping you bring in new B2B leads.

Lead Rank 106

Lead Rank Lead Scoring Sales Qualified Lead Outsourcing Services 106

Anthony Iannarino

AUGUST 14, 2019

They say good judgment is the result of prior lousy judgment. That idea has proven true for me over the course of my life in sales. The following stories of nine mistakes are all true, and the name of the person responsible is known to you and cannot be changed to protect the guilty. Buying Clients : I was very young with a flush expense account to entertain clients or prospects.

Hiring 101

Hiring Call-back Decision Maker Cancellation 101