Alice Heiman

SEPTEMBER 11, 2019

Buyer 122

Buyer 122

Connect2Sell

SEPTEMBER 11, 2019

Has this ever happened to you?

Sales 154

Sales 154

Anthony Iannarino

SEPTEMBER 8, 2019

What prevents you from being productive throughout the week is not the internet or social apps. It isn’t the many distractions that vie for your time and attention, each one demanding you stop what you are doing and shift your focus in its direction. While these things may be problematic, they are not the root cause of your doing less than you intended to during the week.

eBook 108

eBook Intent Guarantee Facebook 108

The Pipeline

SEPTEMBER 10, 2019

By Tibor Shanto. Data-driven models in sales can be a double-edged sword. While they do help create focus, especially across large swaths of data and opportunities, they also have limitations. Especially in how they may limit or prevent us from understanding and winning any given individual opportunity. These models are great , in context, as indicators and validation.

Trends 310

Trends Opportunity Pipeline Lead Rank 310

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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

SBI Growth

SEPTEMBER 8, 2019

Over the past few years, marketers are increasingly held responsible for revenue goals. If you’re like most CMOs, you can identify with at least one of these: You’re not sure how to calculate the number of leads you need to generate. You.

Lead Rank 268

Lead Rank Marketing Qualified Lead Top of Funnel Funnel 268

Sales and Marketing Management

SEPTEMBER 13, 2019

Author: Parth Mukherjee Chorus.ai is a champion for having more women in sales positions. As a Conversation Intelligence platform, Chorus stores and analyzes millions of sales calls every year. With all of that data at our fingertips, people like to ask, "Are male or female sales reps better? What do they do differently?". Unfortunately, these types of questions are the result of some poorly crafted content available online; some of which even goes as far as to say that women do everything “wron

Hiring 227

Hiring Demographics Positioning Data 227

The Pipeline

SEPTEMBER 12, 2019

By Tibor Shanto. Our reaction to rejection is hardwired on a primal level. This means it is about managing yourself and your reactions, and less about managing the objection. You are better off learning to control your emotion, and think through the issue, and rely on your process. When in doubt, follow your training, work the process the way you practiced before things got emotional.

Objections 253

Objections Video Training Prospecting 253

SBI Growth

SEPTEMBER 7, 2019

This or That? As CEO, you’re presented with initiatives from your team all the time, and every single one is a top priority. Whether it’s signing off on a new marketing campaign or helping revamp the sales team, it’s tough to.

Marketing 234

Marketing Leads Marketing Qualified Lead Campaigns 234

MTD Sales Training

SEPTEMBER 9, 2019

We often get salespeople asking “What’s the best ‘close’ I can use?” or “How can I ‘close the sale’ more often?”. Putting the emphasis on the ‘close’ can be a big mistake in the sales process. Too often, the salesperson will try to get the order and prescribe an answer before determining and diagnosing the real problems that occur in every business.

Proposal 196

Proposal Objections Closing Buyer 196

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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

Sales and Marketing Management

SEPTEMBER 9, 2019

Author: Lewis Robinson It is not a hidden fact that there are trust issues being developed each day in the business markets. These issues may stem due to various reasons, but regardless of the different types, one thing that is common to all of them is they are incredibly injurious to the health of the business environment. Several hindrances may pop up just because of the lack of trust for example, the communication may become ineffective , quid pro quo information exchange may become biased an

How To 196

How To Competition Trends Consumer 196

The Pipeline

SEPTEMBER 9, 2019

The Pipeline Guest Post – Mell Harding. These famous words from Shakespeare’s Merchant of Venice equally apply to our sales pipeline. As sales managers, we know from experience that when we review the opportunities our sales reps have promised to close this month, next month and the next 90 day, that they won’t all close. But which ones will close?

Lead Rank 49

Lead Rank Lead Scoring Sales Qualified Lead Face-to-face 49

No More Cold Calling

SEPTEMBER 11, 2019

A bad boss is bad for your health. We’ve all heard stories about toxic bosses, and many of us have had one. But I never realized the impact bad managers can have on our health—for example, that it could make us “60% more likely to suffer a heart attack, stroke, or other life-threatening cardiac condition.” Yep, that’s what one study showed. And there are other startling ramifications.

Energy 189

Energy Referrals Cold Calling Study 189

The Sales Heretic

SEPTEMBER 11, 2019

Your customers are exactly like your employees. And both of them are exactly like the people in your life you love most. In one critically important way: They have the exact same emotional needs. They all want to feel valued and valuable. That means they want to feel: 1. Understood 2. Appreciated 3. Important 4. [.].

Customer 174

Customer Exact Loyalty Sales 174

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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

SEPTEMBER 11, 2019

Is all of your hard work, team offsite meetings, and weeks of collaboration leaving you with a rigid annual plan that looks too much the one from last year? No CEO wants to shape a plan that is too stiff to.

Meeting 168

Meeting Research Competition Report 168

The Pipeline

SEPTEMBER 11, 2019

Those of you who follow the blog, know that along with my friends at Scott’s Directories , have been presenting a series of webinars on Proactive Prospecting. This includes how to best leverage Scott’s amazing database of Canadian companies. As outlined in the first webinar, I built Renbor using Scott’s for leads in the early days, and have not stopped since.

Webinar Metrics 48

Webinar Metrics Objections Face-to-face Prospecting 48

Zoominfo

SEPTEMBER 8, 2019

There’s no way around it—industry conferences and networking events are expensive. As a team manager or executive, it can be difficult to justify this expense. But, live events provide a unique opportunity for your team to network, develop important skills, and ultimately improve your business. Keep reading for our top five reasons to send your employees to a B2B conference or tradeshow this year!

Conference 162

Conference B2B Face-to-face Scale 162

The Sales Hunter

SEPTEMBER 10, 2019

First off, don’t over complicate it. Your objective is first to generate interest and then get them to return your call. That’s it! Don’t think that your goal is to answer every objective or to even motivate them to immediately buy. You’re not going to do that by leaving one voicemail. That kind of thinking will only suck the life out of you when you don’t see it happening.

Prospecting 161

Prospecting Objections eBook Video 161

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

Mr. Inside Sales

SEPTEMBER 9, 2019

Here is another excerpt from a really good book on sales I’ve been reading—and quoting from—this summer: “The Salesman’s Book of Wisdom” by Chriswell Freeman. “The Presentation”. “In 1914, Thomas J. Watson, was named president of the company that would come to be known as IBM. Mr. Watson was not only a founding father of the computer industry, he was also a master salesman.

Face-to-face 144

Face-to-face Gatekeeper Inside Sales Decision Maker 144

Anthony Cole Training

SEPTEMBER 10, 2019

Prospecting for salespeople is often a struggle due to varying factors including their ability to stay committed to the process and overcome rejection.

Prospecting 128

Prospecting Opportunity Sales 128

Membrain

SEPTEMBER 11, 2019

For almost 20 years, one CRM platform has been in use by more sales organizations than any other. You know the one.

SalesForce 116

SalesForce CRM Sales 116

The Sales Hunter

SEPTEMBER 13, 2019

The answer to this question is a resounding, no! A few weeks ago, I received a prospecting email that contained over 15 different links. Rather than an email, it was a syllabus for a graduate course. I was floored at the email. I’ll admit that it captured my attention simply because of its stupidity. Your focus while prospecting is on uncovering a need and creating confidence.

Prospecting 158

Prospecting Lead Rank Lead Scoring Conversion 158

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

Sales Hacker

SEPTEMBER 11, 2019

Negotiating is one of the most important skills salespeople can develop, yet it’s often overlooked. Which is a real problem… Because after you’ve put effort and resources into researching and creating a solid pitch and proposal, it only makes sense to come to the table prepared to negotiate with the prospect. The key is to create a negotiation strategy in advance, which helps you talk about price and other important elements of the deal.

Negotiation 111

Negotiation Closing Energy Construction 111

Hubspot Sales

SEPTEMBER 10, 2019

As a sales professional, the rate at which you’re expected to guide prospects through the sales process and drive revenue for your company is likely increasing. Many companies create ambitious targets requiring growth, scalability, and hustle. How do you achieve these goals? Through growth hacking. The term growth hacking refers to strategies aimed at creating scalable growth through improved productivity and efficiency.

Tools 111

Tools Top of Funnel Hubspot CRM 111

Nimble - Sales

SEPTEMBER 10, 2019

Data is important for more types of organizations than ever before. No longer are giant corporations the firms that depend the most on big data for decision-making. Small businesses and even nonprofits rely on their data for support in nearly every aspect of their operations. Your small business almost certainly already uses its data about […].

Small Business 108

Small Business Small Business Nonprofit Data 108

The Sales Hunter

SEPTEMBER 8, 2019

Leaders don’t really have all the answers, they just have all the questions. The best way to get the information you need is by asking questions. That it how you create dialogue. Start this week by asking power questions, and I promise you’ll get better answers. Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Result.

Motivation 135

Motivation Video Strategy Prospecting 135

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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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Chorus.ai

SEPTEMBER 12, 2019

There’s no way around it: Strategy is exciting.

Strategy 102

Strategy Sales 102

Hubspot Sales

SEPTEMBER 12, 2019

As we creep closer to the end of the year, it’s natural for sales leaders to reflect on what worked, what didn’t, and to map out their priorities for the year ahead. But what are the matters that are most important to them? The RAIN Group Center for Sales Research asked 423 sales, enablement, and company leaders to find out. What bubbled to the top was fascinating.

How To 110

How To Sales Enablement Research Groups 110

Nimble - Sales

SEPTEMBER 9, 2019

The speed of development and the profitability of a business depends on the number of clients. For these reasons, companies are spending more and more resources on attracting new customers and increasing the loyalty of existing customers, and on converting consumers from the “user” category to the “business partner” category. Some methods have already proven […].

Strategy 102

Strategy Customer Loyalty Consumer 102