Connect2Sell

APRIL 10, 2019

You’re successful as a seller. You’re planning for the future, and you’re eyeing that next-level job of sales manager.

Promotion 292

Promotion Sales Management Sales 292

Guru

APRIL 11, 2019

I wouldn’t advocate taking many lessons from the notoriously toxic characters of Mad Men , but there is one exception: pitching. Don Draper was a man who knew how to give a sales pitch; and while he and his clients were but fictional characters, there are five main practices that real-world sales reps can borrow from the show to hone their own pitching habits.

Conversion 55

Conversion Sales How To Sales Enablement 55

Jill Konrath

APRIL 7, 2019

The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got.

Closing 264

Closing 264

John Barrows

APRIL 10, 2019

For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. Sometimes you hit your quarterly number with weeks to spare, other times you’re pushing in any deal you can to Make It Happen by the end of that third month. I received this email last week (looks like the end of someone’s Q1), which is a great example of sales done wrong, in my opinion.

Closing 161

Closing Licensing Discount Account 161

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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.

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No More Cold Calling

APRIL 11, 2019

Has management ever told you to take a break? Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy … really happy. All of that’s tough to achieve today, especially if our managers are constantly pushing us to do more, to work later, and to be available around the clock.

Cold Calling 328

Cold Calling Exercises Study Research 328

SBI Growth

APRIL 11, 2019

Your job description probably reads something like “generate revenue by increasing sales through successful marketing for the entire organization, using market research, pricing, product marketing, communications, advertising and public relations.” Yet, there’s inherently a level of gray enabling the marketing.

Advertising 258

Advertising Advertising Revenue Relationals 258

Sales and Marketing Management

APRIL 12, 2019

Author: Paul Nolan Anger has its benefits, writer Charles Duhigg states in a recent Atlantic cover story on the topic. “We’re more likely to perceive people who express anger as competent, powerful and the kinds of leaders who will overcome challenges. Anger motivates us to undertake difficult tasks. We’re often more creative when we’re angry, because our outrage helps us see solutions we’ve overlooked,” he writes.

Face-to-face 240

Face-to-face Journal Study Construction 240

The Pipeline

APRIL 9, 2019

By Tibor Shanto. The first week of Q2 is always welcome, spring is in the air, and the commissions are beginning to mount. While it is tempting to take a breath after a Q1 that was a blur in its speed and results, it is the last thing you should be thinking. This is the best time to revisit core skills, especially prospecting. The next few posts I will be sharing five simple things you can do today and every day to ensure that you are optimizing your time, prospecting, and your overall sales r

Prospecting 226

Prospecting Commission Video Sales 226

MTD Sales Training

APRIL 9, 2019

What exactly is ‘active listening’ and why can it be so difficult at times? As the term suggests, active listening skills can be developed, as it is a skill. Like any skill, it can improve with practice. But we have to see the benefits of active listening in order for us to take it seriously. Active listening can be defined as ‘the concept of listening that keeps you engaged in a conversation in a positive way’.

Exercises 224

Exercises Benefit Intent Positioning 224

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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

SBI Growth

APRIL 12, 2019

Scott Tapp, former CEO of Software Brands, joins us to discuss the evolution from being head of sales to becoming a CEO. The former sales leader turned CEO gives valuable insights that he has learned along his journey, and how.

Software 238

Software Software Sales Revenue 238

The Sales Heretic

APRIL 9, 2019

Whether you’re a salesperson, leader, or business owner, you have a lot of people you need to take care of: customers, support staff, family, and more. But there’s one person who needs your time and attention more than any other. YOU. Because if you don’t take good enough care of yourself, you can’t take care [.].

Customer 212

Customer Sales 212

DiscoverOrg Sales

APRIL 11, 2019

Spring break means vacation – and vacation means plenty of down time to catch up on reading! So order the margarita, stroll down to the beach, and grab a book for a little beach reading. What will it be? We assume you have an old copy of How to Win Friends and Influence People in your bookcase, and certainly Dale Carnegie’s book is a must-read for anyone in customer-facing roles.

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

Sales and Marketing Management

APRIL 10, 2019

Author: Linda Deeken Much can be learned from the successes and missteps of companies large and small across the marketplace. My partner, Eddie Yoon, and I have begun to unlock the emerging theme for 2019 around subscription models and their potential for the marketplace at large. As Eddie has discussed in several videos recently, subscription models are clearly not a one-size-fits-all phenomenon.

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Benefit Loyalty Segment Consumer 191

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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

SBI Growth

APRIL 9, 2019

Value of the GTO. Every great team has a leader on the court that directs their teammates and acts as an extension of the coach. Think of a great point guard holding up 3 fingers to signal the play that.

Company 191

Company ACT Coaching Revenue 191

Zoominfo

APRIL 10, 2019

As a recruiter, it may seem unnatural to think of yourself as a sales rep; after all, you work with people, not products. But, like consumers, candidates aren’t always immediately interested in what you have to offer. As all good recruiters know, there’s a certain amount of selling that must take place to secure a quality candidate. In fact, research has shown recruiters with superior sales skills are consistently top performers in their field.

B2B 185

B2B Hiring Salary Scale 185

Anthony Cole Training

APRIL 10, 2019

There are a certain number of rules that must be followed when it comes to prospecting in sales.

Prospecting 169

Prospecting Cold Calling Opportunity Referrals 169

Sales and Marketing Management

APRIL 7, 2019

Author: David Sill In August 2017, the DiscoverOrg sales team was working at top speed, well aware that Q4 was right around the corner, when our CEO announced the acquisition of a formidable competitor, RainKing. A sort of panic set in: this meant merging two sales teams that had been accustomed to going head to head. This situation presented a challenge precisely because each team was so effective – and not surprisingly, so competitive.

Hiring 176

Hiring Pivotal Scale Journal 176

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

SBI Growth

APRIL 12, 2019

Winning Pricing Strategies for a Mature Business Have you tried multiple times to roll out price increases, only to find single-digit execution rates? Do leaders and sales reps justify the lack of adoption of pricing changes to fear their clients will.

Strategy 174

Strategy Revenue Sales Marketing 174

Grant Cardone

APRIL 11, 2019

I want to help you make your IDEAL life happen. I’m talking about making your dreams come true, I’m talking about getting you motivated enough to hit even your biggest, wildest goals. And it starts with you understanding a principle from a film that was released nearly 20 years ago. Do you remember the movie Fight Club? There’s a scene with the main character, Tyler Durden, and a convenience store owner.

Film 134

Film ACT Study Motivation 134

Nutshell

APRIL 10, 2019

Effective marketing is about more than just attracting one-time customers. It’s about creating a lasting impression that will keep all your customers engaged with your products or services and coming back for more. Imagine a locally-owned store operating in a small town—a simple, familiar place where the shopkeep knows your name and knows precisely how to help you find what you need.

Paid Content 128

Paid Content Marketing SugarCRM CRM 128

Zoominfo

APRIL 11, 2019

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. To put it simply, sales reps are only as effective as their managers enable them to be. Today’s post breaks down five ways you can support your sales team to become more productive.

Sales Qualified Lead 100

Sales Qualified Lead Penetration Face-to-face Quota 100

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

Gong.io

APRIL 9, 2019

Are you looking to get better at sales coaching, but you’re not sure how? Then this is the most important thing you’ll read today. Let me guess: no one trained you for sales coaching. You’re “making it up as you go.”. You’re simply doing your best to pass on what YOU know about sales to your team. BUT… that’s a dangerous sales coaching mistake. There are specific coaching methods you can use today.

Sales Coaching 121

Sales Coaching Coaching Top of Funnel Call-back 121

Hubspot Sales

APRIL 9, 2019

Formal Email. A formal email is used when conducting business with a new associate or executive, sending a professional inquiry, or corresponding about a job. Best practices include using a formal greeting like, " Dear [Name], " closing with, " Sincerely, " and keeping the subject line short and descriptive. You know you’re writing a formal email if … you have to pause and wonder, "Is this too casual?

Hubspot 122

Hubspot Follow-up Guarantee Proposal 122

Alice Heiman

APRIL 12, 2019

How do you get better performance from your sales team? . Pause, Reflect, Refine, Advance . Better Performance. I hear the same thing from sales leaders over and over. “ I want my team to perform better. ” . You want them to hit their quotas and even exceed them. But they aren’t. . So why aren’t they hitting their goals? The reasons may be different for each salesperson, but the bigger problem is they don’t know why and you may not either. .

How To 115

How To Quota Research LinkedIn 115

Zoominfo

APRIL 9, 2019

Since its inception in 2005, YouTube has become more than just the most popular video-sharing platform– it’s one of the most popular websites on the internet, period. Consider these statistics ( source ): Over a billion hours of video content is watched on YouTube every day. YouTube is the third most visited site in the world after Google and Facebook. 400 hours of video are uploaded to YouTube every minute. 6 out of 10 people prefer online video platforms like YouTube to live television.

B2B 100

B2B Marketing Lead Scoring Lead Rank 100

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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

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Women Sales Pros

APRIL 12, 2019

The 48-Hour Rule Did you know that your prospects and customers are evaluating you (and your organization) with every interaction? They’re asking themselves the following questions: Is this person (organization) reliable? Will this person handle my needs in a timely manner? Can I trust this person to follow-up on their promises? Will this person’s sense of urgency match my timeframes?

Webinar Metrics 114

Webinar Metrics Follow-up Account Channels 114

SalesProInsider

APRIL 10, 2019

Ready to grow your business? Who isn’t? The problem is that it can be frustrating, confusing, and hard! So, let’s simplify it. Generate more leads and then convert them. Of course, doing this isn’t easy. Lead gen and lead conversion both need effort, time, confidence, resources, and skill. While my focus is on equipping people to increase their conversion rates with collaborative conversations that sell*, that doesn’t matter if you don’t have enough leads or prospects to convert.

Lead Gen 113

Lead Gen Top of Funnel Lead Scoring Lead Rank 113

Membrain

APRIL 10, 2019

Sales employee turnover has reached crisis proportions and threatens to get worse before it gets better. According to Forbes , employee turnover in sales averages above 20%, and rises to 34% or higher if you include both voluntary and involuntary turnover.

Sales Talent 111

Sales Talent Sales Sales Enablement Sales Management 111