The Pipeline
NOVEMBER 26, 2019
By Tibor Shanto. Some of you Boomers will remember the “Is it live – or Memorex” commercial, you Millies can see it here. The goal was to deliver an experience so real; the listener can’t tell if they hear something live or recorded. That desire to provide “an in-room experience” took hold and was further propagated by people who sold us voicemail. Hasn’t turned out to be the boon for sellers as promised.
Sales and Marketing Management
NOVEMBER 25, 2019
Author: Greg McBeth “Bluffing” isn’t a word you’ll hear often in the professional world, partly because it conjures some negative connotations. It’s often interpreted synonymously with lying. But this staple tactic of the poker table can be a valuable and valid tool in sales negotiations. There’s admittedly a fine line between a bluff and a lie. It can be helpful to think about a bluff as a tactic used in a zero-sum game where both parties are on an even playing field and trying to maximize thei
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Predictable Revenue
NOVEMBER 28, 2019
The challenge in sales is we are trying to get our needs met. That can be motivating – but it can also be a negative. We spend so much time trying to get people to care about what we do, and what we sell, but you have to start with what your customers care about and what they are trying to get done. The post How to deliver empathy as a prospector and increase sales with Brian Carroll appeared first on Predictable Revenue.
Membrain
NOVEMBER 27, 2019
Every sales manager has encountered a salesperson who just can’t seem to “get it.” This is the underperforming team member you work with on the same thing over and over, and no matter how much training, enablement, and coaching you provide, they just keep making the same bad decisions, having the same bad conversations, and experiencing the same bad outcomes.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
SBI
NOVEMBER 26, 2019
What Cooking Thanksgiving Dinner Can Teach You About Building a Sales Stack. My sister and her husband go all out on Thanksgiving. Our families pack up and head to her house from as far away as Iowa for 3 days of feasting on meals truly fit for a king or queen. They have the smoker, the deep-fryer, the sous vide (yeah, that’s a thing), the steamer, and – well, pretty much every machine you’d expect gourmet cooks to have in their kitchen.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Connect2Sell
NOVEMBER 27, 2019
Each of us has a preferred style when it comes to conflict. This preference influences how we make decisions and negotiate, too. Knowing and adapting your style can make you more effective, especially when paired with solid critical thinking skills.
The Sales Heretic
NOVEMBER 26, 2019
I don’t watch a lot of television, but I recently binge-watched the Discovery Channel program, Undercover Billionaire. The eight-episode reality show follows self-made billionaire, Glenn Stearns, as he attempts to build a million-dollar business in a mere 90 days. While it may not sound like much of a challenge for a billionaire to start a [.].
SBI Growth
NOVEMBER 24, 2019
Do we have the right sales process? How can we close more deals faster? Gone are the days when companies sold one product into one market for one customer. Many companies nowadays sell multiple products or solutions to various markets. Which.
No More Cold Calling
NOVEMBER 28, 2019
What jaw-dropping moments have you had this year? Our blackout lasted for three (obviously stressful) days. We left the dark house each morning and returned late at night to sleep. When I pulled into our driveway one night, I got out of the car and looked up at the sky. I was in awe. The stars were peppered across the sky—more than I’d ever seen before.
Advertiser: ZoomInfo
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.
Grant Cardone
NOVEMBER 27, 2019
When you were around 30, what was the thing that you were most fearful of? Well, for me, I was working for a guy at that time and I knew it was a dead end. I’ve never said this before, but I actually went back to my treatment center that I went to when I was 25 and chilled out for two weeks. I quit the job. I had been on the road for 18 months and I thought I was burned out.
MTD Sales Training
NOVEMBER 26, 2019
I read an interesting article by Jim Domanski the other day, where he introduces the ‘rule of 25’. This rule is good to know when you are trying to cross-sell or up-sell your client. The rule states that, after people have made the decision to buy, they have accepted they will be spending or investing a certain amount of money. Now, if you have been taught to up-sell or add another product onto that sale, it is unusual for people to spend more than 25% more than what they have just invested.
SBI Growth
NOVEMBER 26, 2019
Much has been written in recent months about the demise of the CMO position. While such a drastic assertion is great for grabbing business headlines, the reality is, as usual, decidedly more nuanced. As the marketing function has evolved over the.
Mr. Inside Sales
NOVEMBER 27, 2019
It’s that time of year again–the time when every company has a black Friday sale. . I’m going to make this easy for you: We’re offering just one product on sale–the best product we have at the lowest price it has EVER been offered. . It’s my bestselling 5-CD Series: “ How to Double Your Income Selling Over the Phone, “ and this audio series (available as in MP3 instant download as well), has made many sales professionals more money than they tho
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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.
Shari Levitin
NOVEMBER 26, 2019
As a sales strategist, I’ve spent the past 30 years studying how gratitude, optimism, and resilience shapes people’s lives. Research shows that feeling grateful has positive effects on our behavior making us more honest (I swear!), increasing our self-control, enhancing our performance at work, and our relationships. The post Is the “If Only Syndrome” Robbing You of Your Happiness?
MTD Sales Training
NOVEMBER 26, 2019
Good discovery skills are essential if you are to reach the top level of retail sales : being recognised as a trusted advisor by your customers. When you are in this position people will talk more openly to you and tell you what they want to buy, and even how to help them to do it! Not every customer is open to the kind of conversation we are discussing, but when you approach people in the right way you will find that more of them will be ready to open up to you.
SBI Growth
NOVEMBER 28, 2019
Are you about to hold your annual sales kick-off meeting (SKO)? If you are, you are about to take your producing employees out of their day-to-day for over two days. Are you doing everything you can to make sure the.
Mr. Inside Sales
NOVEMBER 24, 2019
Don’t you hate when this happens? You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. Right out of the gate, they won’t even give you the chance to pitch them! The good news is that this is a repeatable selling situation, and if you’re prepared for it with good scripted response (or three!
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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 and Marketing Management
NOVEMBER 28, 2019
Author: Jason Kren Ink and paper have a great history of helping people communicate. Paper's digital cousin, the PDF, was a great invention and certainly has its merits. But just like the Blackberry Curve and the Motorola Razr, its days are coming to an end. Or need to. PDFs are still great for printing as well as storing fonts, colors and layout information.
Hubspot Sales
NOVEMBER 29, 2019
"I don’t really want my business to have higher profits," said no entrepreneur ever. For most business owners, their main objective is to bring in as much revenue as possible and to increase the earning potential of their business over time. While having a solid understanding of how much money your company is bringing in is important, revenue values alone don’t provide enough information to help you gauge the health and growth potential of your small business.
John Barrows
NOVEMBER 25, 2019
This week on the podcast, we’re excited to welcome a baller on the sales team at SalesLoft, Jordan Arogeti. She’s crushing it and is here to tell us about how she found her sweet spot in sales, how she picked the right company to work for and embraced their culture. This is one for the reps out there looking to build their career and also the managers who wants to hire and retain amazing talent to nurture.
Mr. Inside Sales
NOVEMBER 24, 2019
Don’t you hate when this happens? You felt like you had a really qualified and interested prospect, set the demo call, looked forward to what you thought was for sure your next sale, and…. Right out of the gate, they won’t even give you the chance to pitch them! The good news is that this is a repeatable selling situation, and if you’re prepared for it with good scripted response (or three!
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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.
RAIN Group
NOVEMBER 27, 2019
Preparation is often the greatest determinant of negotiation success. Across negotiation studies and surveys, sellers who get the best outcomes: Know what they sell. Research buyer wants and needs through sources other than the buyer. Have a keen understanding of the buyer’s day-to-day life and concerns. Prepare for each negotiation with trades, counteroffers, and knowledge of their walk-away points.
BrainShark
NOVEMBER 25, 2019
The winners are in for the 2019 SHARKIE Awards! This annual Brainshark awards program honors the best sales enablement success stories and content across our customer base over the past year.
Anthony Iannarino
NOVEMBER 27, 2019
You are always telling yourself and others stories. Those stories include the meaning you attach to your thoughts, beliefs, and experiences, and you may frame them as positive or negative or neutral. How you frame your views, beliefs, and experiences largely determine your overall mindset. It also plays a massive role in your overall success and well-being.
Sales Hacker
NOVEMBER 26, 2019
Save the date! The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. WHEN : December 9–13, 2019. WHERE : Your office or home. COST : Nada. It’s 100% free. RESERVE YOUR SEAT NOW. Sales Hacker Success Summit: Level Up for 2020. We heard somewhere that December 13 is Salesperson’s Day.
Advertiser: ZoomInfo
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.
Nimble - Sales
NOVEMBER 25, 2019
You already have a great product, and you’re selling it at a competitive price. However, the future belongs to those who deliver an exceptional experience around their product in each stage of the sales funnel. In fact, by 2020, consumers will be relying on the quality of customer experiences when making buying decisions. For most […].
Sales Hacker Training
NOVEMBER 27, 2019
Sales leaders have a bad habit of dumping people into a new job without properly preparing them to succeed. When I landed my first “big girl job” 20 years ago as an Inside Sales Manager , I was underqualified, overambitious, and soon underwater. Although I went through two weeks of training with my team, they were underwater too. I wondered, “How did no one teach us how to actually do the job we were hired to do?!”.
Anthony Iannarino
NOVEMBER 23, 2019
Every week I receive an InMail or a connection request on LinkedIn from a person who describes them as a “high ticket closer,” an inaccurate description of both the individual and their skill set. Also not something a salesperson should ever strive to become. First, let’s dispatch with the idea of “high ticket.” The idea that $2,997 is a “high ticket” is an indication that the person describing themselves in this way is not a “high ticket” anything, that number being minuscule.
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