Sales Hacker
OCTOBER 16, 2019
Want happy employees, happier customers, and more revenue? The secret may surprise you… It’s as simple as a solid sales-to-service handoff. For several years, I ran account management at a marketing agency — a business model infamous for mismatched expectations and subjective quality of delivery. I’ve seen lots of good AND bad handoffs, and learned what to look for the hard way.
The Center for Sales Strategy
OCTOBER 15, 2019
It’s no secret time management is one of the highest requirements for succeeding in sales. Consistent questions heard within the industry are, “What are some ways I can improve my time management?” and “How can I be more efficient?”. There are a multitude of strategies to help us be more productive, but they can be difficult to adopt because they force us to go against routines we’ve had for years.
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Anthony Iannarino
OCTOBER 13, 2019
Much of what I write here is going to be anathema to a particular variety of sales experts and those who read too much into the idea that relationships are no longer critical in sales. Much of the dominant opinion that relationships don’t matter in sales stems from the book, The Challenger Sale. But were you to ask the authors, they would tell you that “challengers” had the second-highest score on relationships, and it was just a smidge behind “challenging.
Zendesk Sell
OCTOBER 17, 2019
In construction, it’s impossible to erect a building if you don’t have one critical document — a blueprint. Steel frames, power tools, and a team of builders are all important elements, but they’re useless if you don’t have a document to guide the process. Like a blueprint is essential for constructing buildings, you need a strategy as a manager to build a successful sales department — a step-by-step plan to help you and your team drive company revenue.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Xactly
OCTOBER 16, 2019
Sales incentives are the number one driver of team performance. Improve your team's performance in 2020 with these five sales compensation planning tips.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
OCTOBER 15, 2019
By Tibor Shanto. At one time, I had a co-worker who had a bit of a problem with the horses. He always knew just the right horse, in the right race, cause “today was the day.” He handicapped it, and every day he knew why his timing was just right; each day, it was not. A lot of people in sales remind me of a conversation I had with Leon. They seem to be convinced that not only is sales about timing, but they have divined a way to leverage it to their advantage.
Sales 2.0
OCTOBER 16, 2019
When I started selling technology I was told to get to the office at 8AM so I could cold call CIOs and catch them before their assistants came in. When I did succeed in catching a CIO on the phone (one in say 50 dials) they nearly all dismissed me as a time waster. In fact, looking back on my efforts, I agree with them. I was a time waster. I didn’t have any knowledge of their organization and issues.
SBI
OCTOBER 15, 2019
The Pros and Cons of Following Sales Playbooks. When you think of a “sales playbook”, what’s the first thing that comes to mind? If you’re thinking of a plan or guidebook for your sales team to follow, you aren’t too far off. Most of us will agree that planning your work and working according to plan is a good idea. Yet not all sales workflows are created equal – there are some pros and cons to keep in mind before you decide whether a playbook is right for you.
Sales and Marketing Management
OCTOBER 14, 2019
Author: Rafael Lourenco When you work for a B2B company, it’s easy to assume that your customers and colleagues make their decisions based only on ROI and other data. However, the higher you move in the hierarchy of an organization, or the closer you get to sales activities, the more your day-to-day life becomes about interacting with people – colleagues, bosses, investors, board members, employees and customers.
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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.
Zoominfo
OCTOBER 15, 2019
Cold email is one of the most common and tested tactics in a modern salesperson’s repertoire. And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ). Fine-tuning your cold email strategy might not make your open rates skyrocket to 90%, but it can make a major difference.
No More Cold Calling
OCTOBER 17, 2019
It’s not too early for a Q1 push. How would you like to fill your Q1 pipeline with only qualified leads—the kind of prospects who already want to talk to you before you ever make contact? That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not. You’ll need to move quickly, because we’re already deep into Q4.
The Pipeline
OCTOBER 16, 2019
13 Experts – 2 Days – 1 focus: The post Today is the day – Prospecting Unbound Virtual Summit appeared first on TiborShanto.com.
The Sales Hunter
OCTOBER 18, 2019
Recently, I had a discussion with a sales manager about how to connect with customers. This was no casual conversation; it was serious, because he was with a start-up company who had 18 months at best, to achieve critical mass. The sales manager knew me well from my work with him at a previous company. The longer the conversation, the more animated we both became.
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.
Zoominfo
OCTOBER 16, 2019
Companies hire new talent for a number of reasons. Perhaps they’re growing, or have new goals and needs, or an existing employee is leaving, etc. But, modern recruiters can’t simply wait for one of these things to happen before they start looking for new job candidates. Given the fast-paced and increasingly competitive hiring landscape, recruiters must take a proactive approach to cultivate a group of potential hires — even before they need to fill open positions.
Understanding the Sales Force
OCTOBER 17, 2019
Last night I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm. It was so bad I couldn't see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic. It was almost as scary as the plane's rocky decent from 30,000 feet in gale-force winds last night or driving in a blizzard!
The Pipeline
OCTOBER 17, 2019
By Tibor Shanto. Some may not like to say it, but there is a lot of theater in sales. Sometimes drama, sometimes comedy, at times tragic, but sales is a performance art. Once you accept that, it becomes easier to accept some of the up-front work, rehearsal and more that goes into a successful sale. Practice, warm-up, dress rehearsal and all. Much like actors warm up physically before each performance, so should professional sellers.
The Sales Hunter
OCTOBER 13, 2019
There are less than 90 days left in this decade, but that’s still plenty of time to make it happen. What’s the difference you will make? What do you want others to remember you by this year? Set yourself up to have the greatest decade yet in 2020! 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.
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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.
Zoominfo
OCTOBER 18, 2019
Every form of content has unique advantages, so it’s difficult to say any one type of content is head and shoulders above the rest. But, if you were to declare the webinar the ‘king’ of marketing content , you wouldn’t be alone. After all, 73% of B2B marketers and sales leaders say webinars are the best way to generate high-quality leads ( source ).
MTD Sales Training
OCTOBER 14, 2019
Have you heard of the term ‘integrative negotiation’? It’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. Here, we discuss what it is and how you can best utilise it in your negotiating meetings, especially if you need to get to a position during win-win bargaining. The term ‘integrative’ comes from the counselling and therapy world.
Hubspot Sales
OCTOBER 14, 2019
It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. Before we dive into the insider tips, let’s get crystal clear on what B2B selling entails. When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding.
Mr. Inside Sales
OCTOBER 14, 2019
Have you ever gotten to the end of your demo and wondered how it was going to end? Wondered not only if the prospect was going to move forward, but also what it would take and how long that might take? If you have, then you’re probably missing one of the most important “pre-qualifying” questions you should be asking on each and every demo call before you launch into your actual presentation.
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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.
Grant Cardone
OCTOBER 16, 2019
Trying to avoid danger in a world that is filled with it is impossible. Bad things happen to good people every day. Sometimes you lose money before you make money. Customers betray you for the competition. Your spouse leaves you. Employees screw up. The stock market will not coddle you and the economy punishes good people and bad people alike. By being careful and trying to avoid danger, people actually spend their lives in danger.
Connect2Sell
OCTOBER 16, 2019
At the risk of sounding preachy, we’re continuing what we started last week in the CONNECT2Sell series on Critical Thinking. Last week, we looked at truth as an absolute standard that buyers demand. This week, it’s a similar take on credibility because that, too, is in short supply (at least according to buyers!).
Zoominfo
OCTOBER 16, 2019
Companies hire new talent for a number of reasons. Perhaps they’re growing, or have new goals and needs, or an existing employee is leaving, etc. But, modern recruiters can’t simply wait for one of these things to happen before they start looking for new job candidates. Given the fast-paced and increasingly competitive hiring landscape, recruiters must develop a proactive approach to cultivate a group of potential hires — even before they need to fill open positions.
Hubspot Sales
OCTOBER 15, 2019
If you are getting acquainted with your CRM software and are impressed with how it functions independently, allow us to introduce you to your new favorite feature — integrations. While CRM software is powerful on its own, integrating your CRM with other tools across your sales stack makes your job so much easier. Ideally, your CRM should serve as the core hub to all of your sales activities, and integrations serve as the supporting cast making your central software even more powerful.
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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.
Sales and Marketing Management
OCTOBER 17, 2019
Author: Ben Thoren This past May marked the one-year anniversary of Europe’s General Data Protection Regulation (GDPR), a data privacy regulation that has had a significant impact on the way enterprises process and store personal data. With this particular regulation and others like it being enacted across the globe, data privacy has become a mission critical priority.
Zoominfo
OCTOBER 16, 2019
Your marketing landing pages may receive a ton of traffic – but are you converting those visitors to leads? For marketers, there’s nothing more frustrating than low landing page conversion rates, especially when it’s difficult to determine what the cause is. Likely there are many reasons why your landing pages may be suffering from low conversion rates.
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