Mr. Inside Sales
MAY 7, 2018
Last week I was speaking with a service provider who wanted to joint venture with me. They have a CRM solution they wanted to me to market to my list of subscribers. After the initial conversation, next steps were outlined and they sent me more in-depth info on their product to evaluate. After exploring their solution, I decided they weren’t a good match for my vertical.
Allego
MAY 9, 2018
The last time you wanted to know how to cook a Thanksgiving turkey did you: Look it up in a thick Betty Crocker cookbook? Pull up a YouTube video on it? If you answered ‘b’ then me too. In fact these days video is the place most of us start when we want to learn something on the fly. What does that mean for your sales team? You’re more likely to capture your employees’ attention if you integrate video into your training strategy.
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No More Cold Calling
MAY 10, 2018
Don’t believe everything you hear about women. Women don’t speak up, don’t apply for jobs unless they meet 100 percent of the requirements, go unnoticed, and lack confidence. That’s why more of us haven’t broken through the glass ceiling yet. At least that’s what we’ve read in article after article. I’ve even written about how women in sales lack confidence.
Hubspot Sales
MAY 10, 2018
Bad sales advice is shockingly common -- and you don’t want to find out you’ve been misdirected the hard way. After all, every mistake means it’s harder to achieve your sales goals. Yes, some mistakes you have to make firsthand. But if you’re eager to learn which suggestions you should never follow in the first place, read on for the worst sales advices these 21 salespeople say they ever received. 1) “Focus solely on activity.”.
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.
Openview
MAY 11, 2018
To achieve explosive growth, technology startups need to have world-class sales teams. From smart cities and driverless cars to artificial intelligence, big data and SaaS, 2018 is ripe for companies to achieve record revenue and profits. That is, if they have the right sales team in place. A company’s success depends on the ability of its sales teams to deliver sustainable, predictable revenue at scale.
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The Pipeline
MAY 8, 2018
By Tibor Shanto. I do a lot of work with organizations trying to improve their prospecting, and the piece they look to from me is the telephone component of a robust prospecting routine. The ones that do best are the companies where the leaders understand that they need their people using all tools available to them, not cherry pick the ones they like while ignoring the ones they don’t hate, like the phone.
Steven Rosen
MAY 9, 2018
Most sales executives realize the value and importance of sales coaching. They know that sales coaching is one of the most significant levers to drive superior sales performance. To Coach Or Not To Coach? That Is The Question. . Here is what the data shows: Only 14% are spending enough time sales coaching. Only 7% are effectively sales coaching. Less than 1% are doing the right kind of coaching and debriefing.
DiscoverOrg Sales
MAY 8, 2018
“HOW THE %$#@ DID YOU GET THIS NUMBER? Take me off your call list!”. … Not really the cold-call response you’re looking for! But you’ve been pursuing this company for almost a year. You finally found a direct phone number for the perfect decision-maker – AND a hot tip that the company finally got funding in place to purchase a solution like yours.
Zoominfo
MAY 10, 2018
Under constant pressure to meet quota, productivity is at the forefront of every sales rep’s mind. Yet, regardless of the many sales productivity tips and tricks published online, 65% of B2B organizations say they still struggle with sales productivity ( source ). Although the sales productivity quandary can be attributed to many different factors—it’s largely due to bad habits formed after years of sales experience—bad habits you’re likely not even aware of.
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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.
SBI Growth
MAY 7, 2018
Many CEO’s today lack confidence in their sales leaders to produce an accurate forecast. They have learned to apply algorithms to de-risk the number. This is a roller coaster ride that happens quarter after quarter of inconsistent forecasts. This problem.
Sales and Marketing Management
MAY 7, 2018
Author: Bob Junke Recently, I had the honor of being asked by the Sales Enablement Society (SES) to offer my definition of sales enablement as an alternative to the one the SES Definition Working Group came up with. My definition follows, along with the reasons for it and application of it. I hope you find it beneficial. Defining sales enablement is important.
Understanding the Sales Force
MAY 7, 2018
Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. There is data everywhere. 5 of my last 10 articles were based on data and I know that my regular readers love the articles that are based on data so I am writing about data again today.
Zoominfo
MAY 7, 2018
Growth hacking—though, not a new concept, has swept the business world in recent months. The term refers to the use of experimentation and creativity as a means to ignite a company’s growth. Growth hackers skip the big-budget production of conventional marketing in favor of low-cost alternatives that grow and engage their user base. Traditionally, growth hacking has been associated with small budget, tech start-ups.
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.
SBI Growth
MAY 10, 2018
Weeks and months of planning go into defining the optimal sales org design for your organization. Countless meetings and analysis comparing the benefits of hunter/famer, stratification, product specialization or other org designs. Time is spent defining the role SDR’s, Sales.
The Sales Heretic
MAY 8, 2018
We tend to think of talking as the most important element of communicating, and thus, the most important element of sales, leadership, relationships, etc. But communication is a two-way street, and as Tony Alessandra points out in his book, Charisma, “When you want to win someone’s confidence, listening is just as important as speaking. Good [.].
Sales and Marketing Management
MAY 10, 2018
Author: Ryan Myers Landing sales meetings from a cold email exchange takes persistence and a data-driven approach to crafting the right messages and responses. For example, did you know that simply personalizing cold emails can increase their open rates by as much as 100 percent ? The more emails are being opened, the higher your chance landing a meeting from them.
Zoominfo
MAY 6, 2018
Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker. Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye.
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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.
SBI Growth
MAY 11, 2018
Great companies know how to educate the market about their products. But what if the buyer isn’t buying from you, even if they’ve been educated? What if Marketing has actively informed the market with a sound content marketing strategy? In.
Connect2Sell
MAY 9, 2018
Through research with buyers and sellers spanning over 25 years, I’m convinced that there’s one tool, above all others, that accelerates sales cycles and win rates. It’s why I recommend building your skills in asking open-ended questions for sales success.
MTD Sales Training
MAY 10, 2018
One thing many salespeople tell us is that, when they are in a sales meeting, the prospect often will derail the subject or cause objections to be raised. In fact, they do anything but agree to buy the product! It’s not surprising that often the prospect will be disengaged from you. They are trying to see if the product you are selling is going to be right for them and they run the risk of making a decision that may be counter-productive.
Zoominfo
MAY 8, 2018
Branding. If you’ve worked in business for any period of time, you likely hear this term thrown around a few times a day. But branding is a fluid, subjective concept that we don’t always take the time to quantify—a must in today’s competitive business landscape. Today, we explain the importance of a data-driven branding strategy and why contact data hygiene is the key to branding success.
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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.
Anthony Cole Training
MAY 11, 2018
There are multiple keys to successful selling. In a blog from last July, I discuss 5 very important activities that drive sales success! Any discussion about successful selling has to include your productivity and effectiveness as well as closing more business. But working harder isn’t always the answer to selling more. Being more productive and effective in your work will lead to more sales and more profitable sales.
Sales 2.0
MAY 5, 2018
What’s the point? The point is a good thing to know before you set out on an epic journey. And let’s face it most sales jobs are epic journeys. They’re not easy and they go on for a long time. There’s a ton of sweat and some tears involved in most of them. Epic! I’m going to be writing approximately ten posts next on how to prepare for such an epic journey.
Hubspot Sales
MAY 11, 2018
Does this sound familiar? You’ve put together a business plan, invested all your savings, and have been working your idea as a side hustle for a few months. Finally, you feel like it’s the right time to raise some real capital. That’s a big step. Luckily, the bank isn’t your only option these days. Crowdfunding sites abound on the internet, and I’ve rounded up a few of the best.
SBI
MAY 10, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Jon Kondo , Co-Founder & CEO of OpsPanda. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Jon: The easiest action a Sales Leader can take today to increase their forecast is to employ fine-grained, data-driven sales capacity planning that continuously aligns their
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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.
SBI Growth
MAY 8, 2018
Our guest today is Bernie Kassar, Chief Customer Officer for Xactly Corporation. Bernie pioneered the field of Customer Success as one of the first SVP’s of Customer Success five years ago. As companies scramble to catch up, Bernie is a.
Close.io
MAY 10, 2018
What’s the difference between business development and sales? Many founders we talk to believe the terms are interchangeable—simply two different ways to describe the same function… right? Not quite. Today, we’re talking business development vs sales. Let’s start by clearly defining both business development and sales. Then, we’ll dig deeper into the differences, how they support each other, and which function needs to be your focus based on the stage your company is at today.
Hubspot Sales
MAY 7, 2018
The Best First Job Is in Sales. Looking for your first job? Your best bet is in sales. You'll learn the skills you need to sell anything -- even yourself for future career moves. You'll also become a master of communication, increase your confidence through closed deals, and build an impressive professional network that will benefit your career now and in the future.
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