Sales Hacker Training

FEBRUARY 10, 2020

A consultative selling approach is key to running a well-oiled sales team. To me, the difference between a traditional sales process and a consultative one looks a bit like the difference between a doctor and a therapist. What Is Consultative Selling? Rather than telling your prospects what they need, consultative selling is an investigative approach by which prospects are engaged with thought-provoking questions that help them identify their own pain points.

Consultative Selling 139

Consultative Selling Lead Rank Call-back Hiring 139

SBI

FEBRUARY 10, 2020

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. by Howard Brown, CEO of ringDNA. The role of Sales Manager has always been one of the hardest jobs in sales. Tasked with recruiting and hiring, overseeing large teams, providing guidance and training, building culture, setting quotas, creating sales plans, analyzing data, forecasting, assigning territories… the list of responsibilities is as diverse as it is long.

Sales Management 136

Sales Management Scale Top of Funnel Hiring 136

Hubspot Sales

FEBRUARY 12, 2020

Wouldn’t it be amazing if every lead entered your pipeline convinced your product is for them, ready to sign on the dotted line? Well, maybe that wouldn’t be amazing — because then your customers wouldn’t need to be sold to , which is what you’re here to do. At times, you will have very engaged leads who have done their own research and are ready to buy right away.

Closing 126

Closing Software Software Small Business 126

The Pipeline

FEBRUARY 13, 2020

By Tibor Shanto. To Check-in, or not to, that is the question: Whether ’tis nobler in the mind to suffer. The silence of unmanaged fortunes and opportunities, Or to take arms against a sea of pundits. And by opposing end them – Check-in and know, know more; and by making the call uncover the unknown! A great frustration for salespeople is when an engaged buyer turns aloof, going radio silence – transponders off.

Proposal 264

Proposal Call-back Follow-up Lead Rank 264

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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

FEBRUARY 13, 2020

Put people before technology in your prospecting. Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. It’s your company’s strategy for attracting customers. Not much has changed over the years. An executive reads the latest book and declares the precepts in the book are the company’s new strategy.

Webinar Metrics 339

Webinar Metrics Strategy Cold Calling Customer 339

Understanding the Sales Force

FEBRUARY 11, 2020

Do you partake of dessert prior to eating your appetizer? Do you eat your dinner in the morning and have breakfast at night? Would you prefer to have the builder complete the finish work on your new house prior to framing it and installing the roof? Would you back your car out of the garage before opening the garage door? (I've actually done that by accident - twice!).

Company 323

Company Training Hiring Sales 323

MTD Sales Training

FEBRUARY 11, 2020

You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision.

Closing 300

Closing Proposal Negotiation Benefit 300

Sales and Marketing Management

FEBRUARY 12, 2020

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Customers have more power and more information than ever?—?they know what they want. B2B companies need to switch from a mentality of “here’s what we’re selling” to “we understand what you need.

Trends 289

Trends Ideal Customer Profile InsideView Customer 289

Connect2Sell

FEBRUARY 12, 2020

Listening well improves business results, including sales. Consider these findings: A study of 267 leading U.S. businesses found that upgrading team members’ communication effectiveness is associated with a 30% improvement in the organization’s market value. Fortune 500s lose an estimated $15,000 per employee per year due to miscommunication. This adds up to over $50 million in annual losses.

Lead Rank 245

Lead Rank Lead Scoring Study Meeting 245

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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

Zoominfo

FEBRUARY 13, 2020

They delete your emails. They decline your invitations. They cut your calls short. So, what does it really take to sell to the Chief Marketing Officer? We wanted to know just like you do, so we went straight to the source: a CMO. We asked Jill Konrath, best-selling author and speaker on the subject of […].

Marketing 247

Marketing Sales B2B 247

SBI Growth

FEBRUARY 8, 2020

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

Segment 227

Segment Strategy B2B Sales Operations 227

Sales and Marketing Management

FEBRUARY 13, 2020

Author: Andrea Grodnitzky The sales professional has the job of encouraging the customer to become comfortable with the idea of committing to a product or a service. The problem, however, is that making this commitment has become a high-stakes challenge because today’s buying decisions represent more risk to the buyer for three reasons: Current economic indicators portend difficult times ahead.

Influencer 262

Influencer Journal Lead Rank Decision Maker 262

Sales 2.0

FEBRUARY 13, 2020

This post is about an interesting place you can look for “suspects” when you are prospecting. This is a place that is super-obvious, but as with many real world things, often not utilized: your company’s own CRM/old contact lists. I’ve seen the scenario umpteen times. A rep has a quota to make and feels under-the-gun. The first place they go for a “suspect”/”lead” list is Linkedin or another third-party list (InsideView, Zoominfo etc. etc.

CRM 195

CRM InsideView Ideal Customer Profile Territories 195

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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

Anthony Cole Training

FEBRUARY 14, 2020

It's a new year and we have some new content to share with you here at Anthony Cole Training Group. If you're looking to increase sales this year and beyond, then you're in the right place!

Tools 199

Tools Hiring Groups Training 199

Alice Heiman

FEBRUARY 12, 2020

Do you ever feel like most of your days are spent going to meeting s, assembling information for reports , a nd putting out fires? Do you w ish you had more time to focus on the things that will make the biggest impact? . W hat if you had more time each day to spend coaching your salespeople to close business? Just one more hour a day would be an extra 250 hours a year.

Sales Coaching 168

Sales Coaching Coaching Closing Trade Show 168

Sales and Marketing Management

FEBRUARY 9, 2020

Author: TIM HOULIHAN Sales reps and rewards go hand in hand. Managers use rewards because they reliably deliver recognition and motivation. However, one often overlooked aspect of a reward is the signals that go with them. This came to light in a recent conversation with Jana Gallus from UCLA’s Anderson School of Management at a Behavioral Science workshop in Philadelphia.

Sales Management 259

Sales Management Compensation Loyalty Social Media 259

Zoominfo

FEBRUARY 9, 2020

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 130

Marketing Advertising Advertising Face-to-face 130

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

Anthony Cole Training

FEBRUARY 12, 2020

The most successful salespeople are always challenging and adapting their personal sales process to be more effective. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.

Hiring 194

Hiring Sales Process Sales Prospecting 194

The Center for Sales Strategy

FEBRUARY 10, 2020

Of all the decisions and executive makes, none is as important as the decisions about people, because they determine the performance capacity of the organization." - Peter Drucker. The new year is 1/12 complete, and January is old news. How is your organization doing so far? Are you on track to exceed your growth goals for 2020? Are you lagging behind?

Coaching 143

Coaching Sales Banking Sales Talent 143

Sales and Marketing Management

FEBRUARY 10, 2020

Author: Adam Ortman Each year, it seems like the list of marketing conferences grows exponentially, which isn’t a bad thing. After all, they serve as an effective means for keeping abreast of what’s trending in the industry. At conferences, you can learn about best practices, the latest technologies, and upcoming tools in the marketing world. You can also rub elbows with influential people.

Conference 229

Conference Microsoft Marketing Advertising 229

Grant Cardone

FEBRUARY 12, 2020

WHAT IT REALLY TAKES TO BUILD AN EMPIRE. A quick story that you may have learned in history class… but the teacher probably never told you the real lesson you can actually learn from it. In 334 B.C., Alexander the Great set sail on a fleet of Greek ships to a narrow waterway in a part of modern-day Turkey called the Dardanelles. Crossing this small strip of water was a BIG deal… But why?

Real Estate 139

Real Estate Social Media Conference Call-back 139

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

Membrain

FEBRUARY 9, 2020

Pause for a moment. Look at your qualified pipeline. Start at the bottom. Can you identify the problem the customer is trying to solve? Or the opportunity they are trying to address?

Customer 134

Customer Pipeline Opportunity Sales Process 134

John Barrows

FEBRUARY 14, 2020

Jake Dunlap joins us on the podcast this week to talk about where and why the prospecting/sales process is broken. Jake’s seen a lot of companies change their thinking on sales methodologies, activity metrics and their general approach to the sales process. But what’s broken? Where are leadership teams making life harder for sales managers and reps?

Sales Process 119

Sales Process Ideal Customer Profile Prospecting Sales Methodology 119

Sales and Marketing Management

FEBRUARY 12, 2020

Author: Umberto Milletti All trends point to 2020 being more focused on the B2B customer, with data and insights as the key to understanding their needs. Marketing and sales have switched to account-based everything, which crystallizes focus on the customer. Customers have more power and more information than ever?—?they know what they want. B2B companies need to switch from a mentality of “here’s what we’re selling” to “we understand what you need.

Trends 156

Trends Ideal Customer Profile InsideView Customer 156

Smooth Sale

FEBRUARY 14, 2020

Attract The Right Job Or Clientele: Note: Nirav Dave, CTO & CO-Founder, Capsicum MediaWorks, LLP , provides today’s Guest Post. Nirav Dave, CTO & Co-Founder at Capsicum Mediaworks, a digital agency based out of Mumbai, India. The company specializes in all things Web Design & WordPress. He Worships WordPress and Loves to read anything and everything about this exceptional CMS.

Lead Rank 125

Lead Rank Lead Scoring Hiring Campaigns 125

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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

Salesmate

FEBRUARY 11, 2020

It’s a no-brainer that sales methodologies help businesses sell better and choose better customers for life. In our past articles, we have talked about some of the best sales methodologies in depth. This would be the last article in that series, and we’re talking about Sandler Sales Methodology. But first, if you haven’t checked our detailed article on sales methodology, please check that out from here.

Sales Methodology 136

Sales Methodology Lead Rank Lead Qualification Sales Qualified Lead 136

SalesProInsider

FEBRUARY 12, 2020

Last summer I visited Yellowstone National Park with my family. We looked forward to hiking, seeing cool geysers, and were hopeful we’d have the opportunity to see a real grizzly bear in the wild. Little did we know that on Day 3 as we rounded the bend during a hike, 150 ft away would be a mama grizzly and two cubs. Within moments, three out of the five of us hightailed it and ran.

Objections 129

Objections Opportunity Buyer Conversion 129

Sales and Marketing Management

FEBRUARY 9, 2020

Author: Paul Nolan This issue’s cover feature on artificial intelligence (AI) marks the second straight issue that we have focused our cover story on technology. Our last issue of 2019 looked at how 5G technology will change how sales reps and marketing professionals do their jobs. Technology is more important than ever in B2B sales and marketing, yet it’s increasingly challenging for managers and executives to tackle their day jobs and stay on top of new technology that will help their teams pe

B2B 156

B2B Motivation Trends Consumer 156