DiscoverOrg Sales

JANUARY 15, 2019

Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which means I’ve spent a lot (A LOT) of time at Home Depot and Lowe’s over the last 15 years. I remember clearly, during those Saturday afternoons walking up and down aisles looking for just the right tile, how much I preferred shopping at Lowe’s to Home Depot.

B2B 192

B2B Cold Calling B2C Fashion 192

SBI Growth

JANUARY 15, 2019

Recently, my colleague Sid Nakappan wrote an article on How the CEO can jumpstart the Customer Experience Transformation. If your boss put this article on your desk, you are probably getting started. With the interest of beginning with the end.

Customer 290

Customer Lead Rank Marketing Qualified Lead Lead Scoring 290

Sales and Marketing Management

JANUARY 14, 2019

Author: Dean Kaplan As the head of a collections agency, I work with many different kinds of businesses. One thing many businesses with collection issues have in common is that they focus too strongly on making a sale, and not strongly enough on improving their sales process. Although it’s obvious that any business needs sales to survive, organizations that become too focused on sales at any cost tend to overlook warning signs that a client might not be creditworthy.

Negotiation 292

Negotiation Sales Process Strategy Discount 292

No More Cold Calling

JANUARY 17, 2019

Don’t believe everything you hear about selling in a digital world. You’ve probably heard the often-quoted statistic that says 57 percent of the buying process is complete before a customer talks to a salesperson. Rubbish. Believe that, and you’ll look like everyone else to your buyers. You’ll get in way too late. Your prospects will be confused about how your solution is different from the next guy’s.

Competition 318

Competition Referrals Cold Calling Study 318

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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

Jeffrey Gitomer

JANUARY 13, 2019

YES! The success of a small business rests on the owner's ability to sell. Small business owners have about 50 different hats to wear, but sales is the biggest hat an entrepreneur wears. Actually without the sales hat, the other hats are useless. When I say sales, I'm not just talking, "Hey, please buy my stuff." Sales is not just selling your product or service.

Small Business 313

Small Business Small Business Banking Commission 313

Sales and Marketing Management

JANUARY 16, 2019

Author: Chanan Greenberg The sales landscape is shifting – customer service is becoming the most important factor for buyers, expected to surpass both product and price within three years, according to the Customers 2020 report. Further, the landscape is expanding – 81 percent of potential buyers conduct online research prior to purchase, and 30 percent of all ecommerce purchases are from mobile devices.

Channels 259

Channels Social Media Consumer Lead Rank 259

SBI Growth

JANUARY 18, 2019

Advocacy is on fire! Why? Because harnessing passion from advocates is an authentic way to drive customer intimacy and revenue growth. Research from the Demand Gen Report shared that as much as 84% of buyers seek input from their peers.

Customer 249

Customer Revenue Report Research 249

Jeffrey Gitomer

JANUARY 14, 2019

You will no longer dread the dreaded cold call after you read this column several hundred thousand times. There is a fear and dislike many salespeople have when it comes to cold calling. John Whittington at the Lake Norman SalesMasters ® club mentioned that he had a big fear of being thrown out of a company when making a cold call. It was suggested to him that his strategy should be to only cold call on one-story buildings.

Cold Calling 265

Cold Calling Guidelines Sales Qualified Lead Follow-up 265

Understanding the Sales Force

JANUARY 17, 2019

In my last article I shared the t op 8 requirements for becoming a great salesperson. Wow, did that resonate with people and there was a great discussion about it on LinkedIn. In addition to that, I received a number of emails asking, what are the requirements for becoming a great sales manager? I'll share those in a moment but first, since they were so popular, a few more "do you remember the first time" questions: Do you remember your first cell phone that didn't need to be plugged into a roof

Sales Management 246

Sales Management Transportation Coaching LinkedIn 246

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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

The Sales Heretic

JANUARY 15, 2019

In my last post, I discussed the role risk plays in preventing people from making purchasing decisions. The greater the risk, the less likely a person is to buy. Which means, the more you can reduce the perception of risk in buyers’ minds, the more sales you’ll make. So how can you increase your prospect’s [.].

Prospecting 206

Prospecting Buyer Sales 206

SBI Growth

JANUARY 14, 2019

Download The 90 Day Sales Enablement Plan for Customer Success. In this tool, we review the core functional accountabilities for sales enablement leaders, which of these accountabilities need to be leveraged to enable customer success managers, and a 90 workplan.

Ideal Customer Profile 244

Ideal Customer Profile Customer Sales Enablement Account 244

Jeffrey Gitomer

JANUARY 15, 2019

Paula Kearney just spent the weekend selling door to door. She made more than 150 sales. Paula is 7. Paula's success has her so pumped to sell more, her parents have to dampen her enthusiasm with the reality of homework, school, household chores and bedtime. What kind of saleswoman will this kid be when she's 21? So, what does this 7–year old kid have to do with your sales success?

Call-back 222

Call-back Up-Sell Benefit Closing 222

Score More Sales

JANUARY 18, 2019

We all have the same number of hours in a week – 168, yet some of us get more done than others. Here is a quick look at how to be more productive – share your ideas with us on LinkedIn or Twitter.

Twitter 201

Twitter LinkedIn How To Sales 201

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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

Zoominfo

JANUARY 16, 2019

In decades past, the world of marketing was dominated by print advertisements in newspapers and magazines. Then came television and the rise of infomercials. These antiquated marketing tactics had one thing in common: They put the product front and center, with clever presentations intended to entice prospects to become paying customers. But, the Internet led to a drastic shift in B2B marketing.

Marketing 202

Marketing Advertising Advertising Face-to-face 202

SBI Growth

JANUARY 17, 2019

Entering 2019 your organization has aggressive revenue goals. You are on the hook to deliver a human capital recommendation that can support the aggressive plan.

Hiring 245

Hiring Revenue Sales Resources 245

Jeffrey Gitomer

JANUARY 14, 2019

Take me to your leader. If you have one. Are you a leader? Do you aspire to be one? Are you a true leader or a leader in name (or title) only? Leadership is the true challenge for the next decade. Entrepreneurial ventures are starting in record numbers, competition is stiffer than ever, customers are demanding more, profit margins are thinning. All of these trends create leadership opportunities.

Lead Rank 218

Lead Rank Lead Scoring Margin Intent 218

The Sales Hunter

JANUARY 18, 2019

What company do you work for? The name of your company is seen in your email address, email signature, business card and many other places. I can even look at your profile on social media and see the name of the company you work for. This begs the question: what’s the value of your name? I am not talking about the name of the company you work for. I am referring to your individual name.

Lead Rank 181

Lead Rank Lead Scoring Scale Social Media 181

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

JANUARY 15, 2019

For most of the world, the beginning of a new year signifies a fresh start– a chance for re-dos and second chances. The conclusion of 2018 not only allows us to look back and fine-tune our business strategies, but it also affords us the opportunity to reflect on a few things we got right this year. So, allow us to indulge. This year, the ZoomInfo team published nearly 250 blog posts related to sales, marketing, recruiting, and business growth.

Cold Calling 185

Cold Calling Social Selling Social Media B2B 185

SBI Growth

JANUARY 14, 2019

Transforming a Cloud Solution Provider by Being a Sales-Driven CEO CEO of iGrafx shares his incredible journey from a frontline sales rep to the office of chief executive… 2018 Priority: Grow Revenue With Customer Success We analyzed over 1,000 responses by CEOs.

Revenue 209

Revenue Customer Sales Strategy 209

Jeffrey Gitomer

JANUARY 15, 2019

Going places? Have big dreams? The first person to tell is yourself. The first person to convince is yourself. The first person to affirm is yourself. Ken Blanchard in his legendary, "One–Minute Manager," recommends that everyone write their Personal Mission Statement. The results are startling. Have you written yours? A Personal Mission Statement is your affirmation, philosophy and purpose rolled into one.

Construction 211

Construction Examples Positioning Opportunity 211

Connect2Sell

JANUARY 16, 2019

What does it mean to be memorable?

How To 314

How To Sales Process Strategy Sales 314

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

MTD Sales Training

JANUARY 14, 2019

Loyal clients are always the best to deal with. They offer opportunities to work with them at various levels and can support new initiatives that you are planning. However, we sometimes find even these most patriotic of buyers can cause us challenges through raising objections or concerns. What should we do if we face this dilemma? How should we deal with situations that are unexpected?

Objections 161

Objections How To Face-to-face Loyalty 161

SBI Growth

JANUARY 16, 2019

Reconstructing a Marketing Organization from Start to Finish Chief Marketing Officer demonstrates how she transformed a marketing organization to help her company achieve a successful exit strategy… Design Thinking, Empathy, and the Ideal Customer Experience Design Including customers in the design process.

Strategy 192

Strategy Marketing Customer Company 192

Jeffrey Gitomer

JANUARY 14, 2019

Are you blaming the prospect when you can't close? Are you telling the boss it's the prospect's fault that you can't set an appointment, or they won't order now? After 25 years of selling, training and consulting one truth remains - I have yet to hear one salesperson say, "The prospect wouldn't buy and it was my fault," or, "The prospect wouldn't appoint me and it was my fault.".

Closing 191

Closing Call-back ACT Objections 191

Zoominfo

JANUARY 13, 2019

Today we’re talking about Neuro-Linguistic Programming (NLP). Now, if you’re not familiar with the phrase, NLP probably sounds like something straight out of a science fiction novel- but, don’t let that scare you off. In actuality, NLP is a unique discipline that combines psychology, neurology, and linguistics to provide practitioners with important skills needed to manage the connection between a person’s mind and body.

B2B 169

B2B Marketing 169

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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

Anthony Cole Training

JANUARY 16, 2019

Selling is a 'slight edge business' that is driven by one more phone call, one more prospecting effort, one more cold email outreach, one more social media push, and one more effort to build a new relationship and land a new client.

Social Media 146

Social Media Media Prospecting How To 146

SBI Growth

JANUARY 16, 2019

Is Your Product Leader a Grief Creator or Grief Reliever When It Comes to Annual Planning? The best Product Leaders are grief relievers. They are on top of the three steps talked about in this article, and they execute the necessary.

Revenue 189

Revenue Strategy Marketing Sales 189

Jeffrey Gitomer

JANUARY 15, 2019

My cat, Lito, has a business card. She is our corporate mascot, and plays a vital role in my office productivity. Whenever I need an important paper, Lito is laying on it. I give her card out in seminars and training programs for fun and a laugh. But everyone who gets her card keeps it, shows it to someone else, talks about it, and talks about me. Being memorable is creating a vivid image in the mind of the prospect that distinguishes you from others.

Sports 177

Sports Call-back Networking Follow-up 177