The Pipeline
OCTOBER 24, 2019
By Tibor Shanto. Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. If you approach sales with the right attitude and outlook, you can help customers, make money, and get a free education. As a bonus, your prospects/customers will help you sell your next deal without them even knowing or caring.
Sales and Marketing Management
OCTOBER 21, 2019
Author: Giles House Whether it be too many emails or not enough snacks in the kitchen, everyone has a set of pet peeves in the workplace. Salespeople, as a profession, are certainly not immune. From manual CRM updates, to uninspired training programs or hard-to-find content, the more roadblocks to seamless sales, the more staff becomes demoralized. That, in turn, leads to greater sales rep churn.
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Close.io
OCTOBER 24, 2019
A high performing sales team is invaluable to a growing startup. Winning the most promising candidates is a cutthroat battle. It takes a lot more than a generous compensation package to get top candidates to accept your offer. You need to show them early on that they’re joining a company that values every member of their team. Here’s how a startup can successfully compete in the war for sales talent. 1.
Zoominfo
OCTOBER 23, 2019
Artificial intelligence may seem like a new edition to the business world– but it’s already transformed the way we sell B2B products and services. Early adopters of AI have achieved significant benefits – including increased efficiency, cost reduction, improved customer experience, revenue growth, and more. But, many businesses still question the effectiveness and practicality of AI.
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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.
No More Cold Calling
OCTOBER 24, 2019
Have you ever been confused about your company’s vision? I have. I’m not surprised that communication is the #1 driver of exceptional leadership. It’s common sense. It’s also becoming a common problem, considering effective communication is in increasingly short supply. We see lack of communication in our companies, when we travel, when we shop, and at home.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Hunter
OCTOBER 22, 2019
The prospect agrees to take your meeting, and they even agree to your demo call. Both indicate that they are going to make decision quickly. Then, it’s time for you to close the deal and boom! You get hit hard as this new favorite customer tells you that they have to take it to others to get an approval to buy. Suddenly, the potential to make your quarterly number is going up in smoke!
Zoominfo
OCTOBER 22, 2019
Salespeople are perpetually busy throughout the year, as they strive to find their next customer and hit their quotas. While it’s great to see a motivated sales team working hard day in and day out, it’s important for them to take a step back and regroup every once in a while. Sales professionals thrive when given the opportunity to learn, develop new skills, and interact with one another.
The Pipeline
OCTOBER 22, 2019
By Tibor Shanto. I enjoy doing podcasts about sales, and as with anything, some are better than others. The ones I seem to enjoy most are ones where the host is still actively involved in sales. The quality and tone of the discussion are always more challenging and meaningful. They speak from experience, rather than the second-hand view from the press booth, far from the field.
Anthony Cole Training
OCTOBER 22, 2019
In our fourth installment of the 9 Sales Productivity Tools, we bring you the next tool in our series, Goal Setting. When we talk about goal setting, we start with personal goals and then help our clients convert those personal goals into business plans. Those business plans have goals for activities that need to be performed, as well as practice management objectives to be accomplished.
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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.
Mr. Inside Sales
OCTOBER 25, 2019
How do you open your 2 nd or 3 rd. call to prospects whom you’ve already pitched? Is it something like: “I’m just calling to follow up on our proposal….”. OR. “I’m just calling to see what you thought about our bid?”. OR. “I was just seeing if you had time to speak with (your boss, partner, committee) yet?”. What do all of these openings have in common?
Zoominfo
OCTOBER 25, 2019
You may encounter the term corporate social responsibility (CSR) and question whether it’s just another industry buzzword. Is CSR nothing more than a PR gimmick designed to boost a company’s brand or public image? Or is it a realistic method for companies to integrate environmental and social issues into their business models? Let’s consider the statistics ( source ): More than half of millennials would defend a socially and ethically conscious company if people spoke badly about it. 71% of U.S.
Sales and Marketing Management
OCTOBER 24, 2019
Author: Tobias Goebel Customer loyalty programs are a critical marketing tool for many businesses, and it’s clear to see why: they reward return customers, provide touchpoints to drive sales, and help provide insight into customer experience and behavior. But, despite these benefits, many businesses implementing loyalty programs fall behind when it comes to communication, resulting in missed opportunities to increase customer loyalty and drive sales.
Anthony Cole Training
OCTOBER 25, 2019
In this article, we discuss the Zero Moment of Truth (ZMOT) and the notion that significant changes have swept over the sales landscape these past 20 years.
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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.
Mr. Inside Sales
OCTOBER 19, 2019
If you’re in inside sales management, then you know all about metrics. In fact, whenever I consult with new clients the owners and managers automatically begin showing me their call monitoring reports. They show me metrics on how many calls a rep is making, how much average time each rep spends on the phone, what their conversion rate is, and on and on.
Zoominfo
OCTOBER 25, 2019
You may encounter the term corporate social responsibility (CSR) and question whether it’s just another industry buzzword. Is CSR nothing more than a PR gimmick designed to boost a company’s brand or public image? Or is it a realistic method for companies to integrate environmental and social issues into their business models? Let’s consider the statistics ( source ): More than half of millennials would defend a socially and ethically conscious company if people spoke badly about it. 71% of U.S.
Understanding the Sales Force
OCTOBER 23, 2019
Quid pro quo is all the rage. The news networks are pointing to and from quid pro quo and arguing whether it was or wasn't implied. Regardless of which side of the political spectrum you're on, you've probably heard it plenty more than you need to.
Connect2Sell
OCTOBER 23, 2019
Socrates was a scholar and teacher in ancient Greece. His method is the foundation of most Western systems of logic to this day. He believed that the power of the mind was more important than physical power and aimed to use ideas and dialogue to improve the well-being of society.
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.
The Sales Hunter
OCTOBER 20, 2019
Did you know that you have some brilliant customers? The mindset of your mind dictates the mindset of your customer. When your mind is negative, it’s amazing how quickly your customer can have a negative reaction. Take time this week to positively think about your customers and the outcomes you can provide them. Copyright 2019, Mark Hunter “The Sales Hunter” Sales Motivation Blog.
Zoominfo
OCTOBER 20, 2019
Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Although an intensive interview process can help you weed out unqualified applicants, you never really know how well a candidate is going to perform until a few weeks or even months into the job. Hiring the right people can directly impact your company’s overall success and revenue.
Grant Cardone
OCTOBER 23, 2019
Do it the Rocky Balboa way. Sylvester Stallone and I have much in common. We’re both Italian. We both found ourselves completely broke in our 20s. We’ve both found a way to dig ourselves out of that hole and do something with our life. Sylvester’s life mirrors that of his best-known role as the movie character Rocky. I think that movie is one of the most popular movies of all-time because so many people can relate to it—including me.
Hubspot Sales
OCTOBER 25, 2019
Let's talk about supplier management. You need a specific product or service to run your small business, so you reach out to your suppliers and tell them what you need. They provide it. You pay them for it. End of story. Sound too easy? It is. Yes, the process of procuring goods can be more complicated than the description above. There can be payment issues, supply shortages, miscommunications that lead to incorrect shipments and scheduling delays.
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!
Alice Heiman
OCTOBER 23, 2019
Account-based selling or marketing are both big buzz words in the sales industry. It’s not a new concept, but new technology, data, and tools are bringing this selling method to the forefront for many sales leaders and company owners. . My friend Joanne Black and I were discussing this resurgence , and we both agree that getting a referral is the best way to start a sale.
Zoominfo
OCTOBER 23, 2019
Artificial intelligence may seem like a new edition to the business world– but it’s already transformed the way we sell B2B products and services. Early adopters of AI have achieved significant benefits – including increased efficiency, cost reduction, improved customer experience, revenue growth, and more. But, many businesses still question the effectiveness and practicality of AI.
Nimble - Sales
OCTOBER 22, 2019
Employers often wonder how to increase profit. Unfortunately, not many of them consider motivating the employees an important factor. However, your profit and success directly depend on the people on your team. The more efficiently they work, the higher the company’s performance. Employee engagement ideas for small companies are especially important.
Women Sales Pros
OCTOBER 25, 2019
When I hired a sales coach over a decade ago, things didn’t just start happening in my professional life; things started happening in my personal life as well. It started with a small change in the way I interacted with my husband. At the end of most days, he would come home, greet the dog, grab a couple of beers, and trek down the stairs to my home office.
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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
Force Management
OCTOBER 23, 2019
Sales managers deserve support from your organization, starting with a clear definition of what success looks like in their role. Great companies start with a strong blueprint that includes the processes and tools that enable sales managers to drive success at the team level.
Zoominfo
OCTOBER 22, 2019
As with nearly every other aspect of business— automation, predictive learning, and artificial intelligence have drastically changed the advertising landscape. The biggest change? Programmatic advertising. Defined, programmatic advertising is the use of data-driven software to automate the buying and placement of digital ads, including online desktop display, mobile, video, etc.
Sales Hacker
OCTOBER 21, 2019
There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. That’s not really honest, is it? What about the amazing sales leaders who aren’t well-known already? And why let LinkedIn’s algorithm decide who is the best?
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