Sat.Oct 07, 2017 - Fri.Oct 13, 2017

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3 Hidden Secrets About Key Account Management

No More Cold Calling

Account based selling is an art, not a science. Attracting key accounts is the #1 challenge for account based selling teams. (No big shocker there, right?) Their charter is to land and expand within their named accounts while fending off substantial competitors and navigating an increasingly complex buyer landscape—while simultaneously coordinating an internal team to devise a strategy and assign a myriad of tasks.

Account 278
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It’s Not A Race

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca. It is easy to see why people in sales, at all levels, are infatuated by speed, or as the hipsters say, velocity. You have a specific target, with a defined time line, or more accurately, an end point, which drives many to approach sales like they were the winners of a local grocery store contest. You know where they crown a winner, who runs through the store, filling their cart with as much as they can in 60 seconds, and when they time is up, they

Scale 265
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Keep Your Product Team Focused on These 2 Things in 2018

SBI Growth

Strategy 261
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Reading Every Day Can Help Position You as Your Buyer's Trusted Adviser

Sales and Marketing Management

Author: Jay Mitchell There are endless blogs you can read on how to be a better salesperson. Do a quick Google search on the topic and you will find list upon list of tricks, hacks and sales “secrets” to closing deals and making millions. Sure, there is merit to some of these short cuts and quick tips; heck, we have a blog of our own sharing techniques that work for us.

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How to Create Sales Email Sequences That Convert

Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.

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The 5 Biggest Sales Hiring Mistakes and the Top 5 Resume Claims That are Fake

Understanding the Sales Force

Image Copyright iStock Photos. I always enjoy reading articles that expose things I don't know about topics I enjoy, like 7 Unsung Built-in Gems in Mac OS X. I had the opportunity to provide that kind of training to a dozen or so sales leaders on some of the less obvious findings and relationships in Objective Management Group's (OMG) Sales Candidate Assessments and how to use them.

Hiring 200

More Trending

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How to Build Your 2018 Dream Team

SBI Growth

How To 252
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5 Habits of the Best Salespeople

Sales and Marketing Management

Author: Rick Wong Whether you’re the CEO or a sales representative, you’re a seller. You know that in order for your company to be competitive, you’ve got to continually make new sales. Still, it isn’t enough to just make sales. In this business environment, you’ve got to do such a stellar job for your customers that they return to you again and again – and become lifelong customers.

Microsoft 213
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50 Sales Director Interview Questions

MTD Sales Training

The Sales Director role is considered to be the lifeblood of many companies because of the strategic and operational role they play in the success of the business. Recruiting for the role can be a painstaking experience, especially when there are so many good candidates out there. How can you attract the right one for your business? How can you differentiate the really great from the averagely normal, so you stand a better chance of choosing the right person?

Lead Rank 199
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Do You Sell Confidence? If Not, You’re Not Selling!

The Sales Hunter

How confident are you in the outcomes you can help your customers achieve? After finishing speaking to an audience recently, I was approached by a salesperson who was seen by his company as a high achiever. This person had won numerous awards and was viewed as a rock star by his peers. Within a minute […].

Company 198
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The Trends You Need to Succeed This Holiday Season

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.

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Sales Compensation: Are You In Line or Off The Rail?

SBI Growth

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Prevent Defense or Permit Offense? What a Football Argument Has to Do with B2B Sales Lead Generation

Pointclear

According to Wikipedia, the Prevent Defense is a defensive alignment in American football that seeks to prevent the offense from completing a long pass or scoring a touchdown in a single play and seeks to run out the clock. Super Bowl winning coach John Madden doesn’t quite agree with this definition. He has this to say about the prevent defense: "All a prevent defense does is prevent you from winning.".

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How to Boost Your Fourth Quarter Sales

The Sales Heretic

The fourth quarter is already upon us. Are your sales where you’d like them to be? Want to finish the year strong? Listen to my appearance on Breakthrough Radio with Michele Price. In this 35-minute-long interview, we discuss: • The biggest myths about selling in the fourth quarter • The first thing you need to [.].

How To 164
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Do You Even Qualify to Be Called a Salesperson?

The Sales Hunter

I’m proud to be in sales. In fact, I’m not just proud — I’m very proud. But I admit that wasn’t the case early in my career. I got into sales only because I couldn’t afford car insurance due to my driving record, and I took a sales job purely because they offered me a […].

Insurance 192
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AI Strategies for Sales Managers: How to Cut Down on Tedious Admin Work

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.

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The Biggest Time Sink for a Sales VP

SBI Growth

Sales 214
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75 Mind-Blowing Sales Statistics That Will Help You Sell Smarter in 2017

Hubspot Sales

Every time I think I've gotten a grip on the weird, wonderful world of sales, I learn something new that forces me to change my perspective and question my beliefs. Like just 17% of salespeople think they're pushy -- compared to 50% of prospects. And along similar lines, only 3% of buyers trust reps. The only professions with less credibility include car sales, politics, and lobbying.

Referrals 145
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First Annual Benchmark Survey to Identify Trends in Sales Enablement Technology Use

SBI

I have a passion for sales technology. It’s kind of my thing. Nancy Nardin? Oh, she’s that SalesTech person! Having spent 100% of my time studying the SalesTech market for the past 8 years, you can imagine how excited I am to be the one to launch the world’s first comprehensive benchmark study to track SalesTech usage trends over time.

Survey 139
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How many leads must you create to achieve sales forecasts?

Pointclear

To make your forecast for the new year, look at sales for the coming year in terms of units. How many units must be sold? Review the existing pipeline and your closing ratio. Now you have the number of units that will be sold in the coming months without lead generation. This is the basis for projecting the number of leads needed to make the forecast from sales leads for the new year.

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Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider

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.

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3 Questions CEOs are Asking to Judge Your Performance

SBI Growth

Strategy 184
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The Best Sales Job Boards for Finding or Filling a Sales Job

Hubspot Sales

According to Glassdoor, 68% of salespeople are currently looking for a new job. That might surprise you. but it probably doesn't. Heck, you might even be in the process of sending out applications as you read this. Just in case you're thinking the grass might be greener on the other side, we've scoured the internet to identify the best sites for sales jobs.

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Sales Motivation Video: How Confident Are You When Stating Your Price?

The Sales Hunter

Your confidence — including your eye contact and tone of voice — is vitally important when stating your price. Too many salespeople are confident right up until they have to be clear about the price. Then they hesitate or their voice gives them away, and the customer leverages this hesitancy. You must be confident when […].

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How Inbound Fits Into A Successful ABM Strategy

SBI

In the B2B marketing arena, Account Based Marketing (ABM) is on fire these days, and it isn’t showing signs of cooling off anytime soon. This practice of focusing on a smaller, albeit more lucrative, set of best-fit accounts and measuring success based on revenue generated, is quite the pivot from how many B2B marketing teams used to measure success.

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Foundational ABM Building Blocks

Account-based marketing (ABM) is a key strategy for driving sustainable growth. Today, many B2B companies use ABM teams or technologies to make sales. But getting a program off the ground successfully doesn’t have to be a daunting task. Watch this webinar with Rachael Foster, Director of Account-Based Experience at ZoomInfo, and Dan Dolph, Manager of Account-Based Experience at ZoomInfo.

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What Every Marketer Needs To Know About Measuring KPIs

SBI Growth

Marketing 184
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How Great Salespeople Continue to Learn and Earn

Anthony Cole Training

When I Googled ‘Keys to Great Sales Success’ here are some of the links I found interesting:

Google 122
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Your Product Won't Sell Itself

Connect2Sell

What you sell matters. Sellers who are looking for a new job take into account whether or not they'll be able to sell the product(s) required and apply to companies with products they feel they can proudly represent. Sellers often leave jobs when they are asked to sell products they don't believe in.

Account 120
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Going Beyond Features And Benefits…

MTD Sales Training

Features and benefits – as sales people you must master these with regards to your products and services. How many times have you been told in training courses that people don’t buy features, they only buy benefits? This is very true, as the brain doesn’t compute what the product ‘does’, it only listens to what it will do for me. A long list of features will only confuse the prospect , as they have to do the work in converting the meaning of the feature to how it will benefit them.

Benefit 120
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Beyond the Basics: How to Develop and Retain a Top-Performing Sales Team

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.

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How to Close the Sales Year Strong – and not Alienate Customers

SBI Growth

Closing 149
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What To Do When Your Salespeople Hit a Sales Slump

The Center for Sales Strategy

Slumps happen to everyone. No matter how good you are or how long you have been in sales, sooner or later you're going to hit a sales slump. And they always seem to come at the very worst times. (Actually, when is it ever good to go into a slump?) It’s never exactly the same, but it sometimes looks like this: You've put a lot of time and energy into a prospect, and thought for sure he or she would say yes—but the person gives you a NO.

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What’s Your Sales X Factor? 5 Questions to Find Out!

Julie Hanson

Yes, it’s the name of a popular television show, but it’s also an extremely important quality that salespeople need to have in today’s competitive marketplace. X Factor, def: “A variable in a given situation that could have the most significant impact on the outcome.” What is the Sales X Factor? Your Sales X factor is that variable that gives you a significant advantage over the competition.