Connect2Sell
JANUARY 29, 2020
In last week’s CONNECT2Sell blog post, we laid out the case for developing soft skills. We examined how soft skills, in balance with technical/functional hard skills for selling, will improve sales performance. Our high-level overview listed three broad categories of soft skills that sellers need to focus on: critical thinking, communication, and emotional intelligence.
Mr. Inside Sales
JANUARY 31, 2020
If I asked you what the most important qualifying question was, what would you (or your team) say? Budget? Decision making process? Buying motives? Needs or pain points? These are all important, of course, but they aren’t what—in my mind—is most important of all. And that is: Timeline for making a decision to move forward. The reason timeline is the most important is that it encompasses all of the above.
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The Pipeline
JANUARY 28, 2020
By Tibor Shanto. When we were young, we accepted things we were told but knew not to be true. We also understand that ignoring some of the facts can add to the discussion. The example here is the old saying about sticks and stones and words and the ability of these to hurt. We all know that words can hurt, and over time, do much more damage than sticks or stones.
The Center for Sales Strategy
JANUARY 27, 2020
What we say and how we say it matters. The language used with prospects impacts your capability to excite and encourage them about the deal at hand. Certain words prompt predictable behavior, and every word or phrase you choose to use will generate an emotional response. Sales leaders who understand the psychology of communication and language learn to upgrade their vocabulary quickly.
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.
MTD Sales Training
JANUARY 28, 2020
You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up. Whether it’s the price you are charging or their needs to get different quotes, or many other reasons, it can be quite deflating when the competition is brought up in the sales meeting. Should you try to by-pass the issue?
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The Sales Heretic
JANUARY 28, 2020
If you’re a regular reader of this blog (and if you’re not, you can be—just click one of the “Subscribe” links to the right, wink, wink, nudge, nudge), you know that I’m a big fan of asking questions. When I conduct sales training seminars, I typically give audiences 20 to 40 questions to ask their [.].
SBI Growth
JANUARY 30, 2020
Remember when a cloud was only a fluffy thing in the sky? It was only 20 years ago that Salesforce introduced the revolutionary idea to help companies use cloud-based applications for customer relations management. The applications would be run over.
Sales and Marketing Management
JANUARY 27, 2020
Author: William Putsis Sometimes, as customers, we see things that the company delivering the product or service doesn’t see. While some companies spend countless hours devising business plans that encourage new customers to buy, join or stay, others manage to devise schemes that leave customers with little or no choice but to move to competitive offerings.
Zoominfo
JANUARY 30, 2020
If you’re looking to grow your business, publishing high-quality marketing content is a must. But as the online marketplace becomes louder with each passing year, it becomes more difficult to stand out. How do you create content that consistently boosts your rankings, drives traffic, and generates leads? And what exactly constitutes knock-out content that’s guaranteed […].
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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.
Anthony Cole Training
JANUARY 28, 2020
The sales management activities that we perform today create the results that we achieve today. What activities are you doing now that are creating your current unsatisfactory results? How can you change them?
SBI Growth
JANUARY 28, 2020
We have launched and transformed several Customer Success teams. Typically, for new teams, the focus should be on onboarding, value messaging, and renewals. To effectively execute on this, we develop the talent profiles, build playbooks for the team, and design.
Membrain
JANUARY 29, 2020
“I like the sound of your solution, but I’ve already spent a lot of money with this vendor, so we’re going to keep trying to make it work.” “You seem to have built an impressive solution, but we really put a lot into our in-house solution, and even though it’s not working right now, we like it, so we’re going to keep building on it.”.
Zoominfo
JANUARY 27, 2020
January 28 marks a very special holiday: Data Privacy Day. If this is one of those holidays that has slipped under your radar, 2020 is the year to correct that mistake — so allow us to give you a little background. Spearheaded by the National Cyber Security Alliance (NCSA), Data Privacy Day serves the purpose […].
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.
Nutshell
JANUARY 30, 2020
Although typically perceived as software for salespeople, CRMs are the secret sauce behind most successful marketing initiatives. A CRM is an integral piece of software for marketers and salespeople. Powerful and versatile, CRMs are used to manage every aspect of the sales pipeline , from signing up newsletter subscribers to nurturing longtime customers, and literally everything in between.
SBI Growth
JANUARY 27, 2020
As the U.S. responded to the last recession of 2007-2008, a recurring theme became the quote made famous by Winston Churchill, “Never let a good crisis go to waste.” This was to describe the mindset of the top businesspersons during.
Shari Levitin
JANUARY 30, 2020
We’ve all heard it, “It’s not in our budget;” “The timing isn’t right;” “We’re looking at many different options;” “I’ll run it by the board;” “It’s not a priority right now;” “My brother’s in the business…” Sometimes customer excuses and objections seem endless. I know this first-hand.
Salesmate
JANUARY 28, 2020
Back in the days, students and knowledge-seekers used to choose a guru. One man that can teach everything from skills to the meaning of life. Now the time has changed, and one guru is not enough! You have to suck every drop of knowledge from industry leaders to be in the legend league. Especially in sales, you need to know everything best and worst of the industry, from news to new sales techniques.
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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.
Engage Selling
JANUARY 29, 2020
It’s a friction point that holds you back from achieving sales success: buyer objections. If left unchecked, those objections will stop you dead in your tracks from being able to present a compelling proposal to your prospective customer.
Membrain
JANUARY 26, 2020
Have you spent money on sales training without seeing rewards? Are its promises of increased revenue and the vision of stress-free management evaporating? Well, you are not alone.
Hubspot Sales
JANUARY 27, 2020
During high school, I never did well during my physical education class. One of the main reasons? The track and field unit. Every year during this unit, we'd have to do a high jump, hurdles, and baton racing. Needless to say, none of these activities were my forte. However, baton racing has continued to be an apt metaphor in my career. For example, most organizations have a process of passing a lead from the marketing team to the sales team.
Grant Cardone
JANUARY 30, 2020
Many people don’t realize how difficult it is to sell seats to an event. The fact is, most events that are attempted DON’T sell out and some even have to cancel because not enough tickets are sold—or they end up giving seats away for FREE for pennies on the dollar. Whether it’s a concert, a ballgame, or a conference…it’s a tough gig selling seats!
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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.
KLA Group
JANUARY 29, 2020
By Kendra Olney Lee Every January 1st brings with it a new round of resolutions, both personal and professional. You’ve made it through the first week of the year and your goals are hanging there. You may be feeling as if you’re already behind, or you’ve missed them already. For me, the first week went. Read more.
SBI
JANUARY 28, 2020
6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. This focus is understandable as the definition of Sales Enablement might lead people in this direction. “ Sales enablement is the strategy and processes for helping sales teams efficiently move customers through the sales process to the point where the customer can make a buying decision with a highe
Hubspot Sales
JANUARY 31, 2020
The nature of contract work begs a lot of questions. What does it take for a contractor to actually land a job? How do they differentiate themselves from their competition? How do their customers know what they’re getting into financially? How do you know if you love someone? Do dogs know their own names? A lot goes into answering those questions, but there’s a consistent factor involved in most of them.
Anthony Iannarino
JANUARY 26, 2020
In the foreword to the book, Ender’s Game , Orson Scott Card writes about finding the concept for the book in a three-volume set on the United States Civil War, titled, The Army of the Potomac by Bruce Catton. The insight Card gained from reading these books was that President Lincoln had four generals, three of whom failed him because they lacked the will to be aggressive and win the war.
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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.
Salesmate
JANUARY 31, 2020
Type ‘business reviewing sites’ on Google’s search and it will give you many results such as G2 Crowd, SiteJabber, Capterra, Yelp, HundredX, Manta, Zomato, TripAdvisor. Oh, there are seriously too many reviewing sites for anything and everything on the internet. Besides these sites, how can we forget the popular social media sites like Facebook and Twitter, where hundreds of customers post their positive and negative feedback.
G2Crowd - Sales Blog
JANUARY 30, 2020
Don’t believe the hype about inbound marketing replacing cold prospecting.
Hubspot Sales
JANUARY 28, 2020
How do you know how much effort you should put into pursuing a specific prospect? How can you prioritize one contact over another? Those scenarios aren’t always easy to navigate. Prospecting is a spectrum. There are going to be sales opportunities worth pursuing to different degrees for different reasons. But, how can you tell what those degrees and reasons actually are?
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