Connect2Sell
OCTOBER 10, 2018
It’s the dreaded price question, and this is only your first meeting … the buyer is asking for price information before the needs assessment, before the solution has been crafted, and before value has been established. So, what’s a seller to do? Use these sales negotiation skills. if you want to torpedo your chances of success.
SBI
OCTOBER 9, 2018
On the 8th September 2018 I sat on the start line for a totally awesome, yet challenging, adventure. Riding the length of the UK from Lands End in Cornwall to John O’Groats in Scotland. I was with another 700 people, ready to cover 980 miles, a lot of hills (like cycling up Everest twice), and camping every night for 9 days. I was confident that I was ready.
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Sales and Marketing Management
OCTOBER 10, 2018
Author: Anil Kaul Co-Founder and CEO of Absolutdata Artificial intelligence — AI for short — is already changing the world in countless ways. Millions of people use devices like Amazon Echo and Google Home to find out more about products and services they need or to control their home environment. Virtually all automakers are exploring self-driving car technology.
No More Cold Calling
OCTOBER 11, 2018
Do you really need more leads? Sure, cold calling techniques put lots of leads in the pipe. Enough for management to see that reps made the requisite number of phone calls, email pitches, and social media connections. But are those really leads, or just smoke-and-mirror numbers? Reps have their cold call list, and they go at it—with automatic dialers, AI virtual assistants, and other automation technology.
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.
Jeffrey Gitomer
OCTOBER 10, 2018
How do you feel about your competitors? You say, "I have a great relationship with my competitors." Right, if you needed $50,000 or your business would fold, I guarantee your friend, the competitor, would send you a bon voyage note. Get real, man. They may talk to you, they may be civil to you, they may even appear to help you – but ask them if they wish you were dead or alive, I'm betting on the funeral home.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
OCTOBER 12, 2018
Author: Lee B. Salz At a young age, I was told that I should pursue a career in sales. I heard it in high school, again in college and, yet again, post-graduation. Perhaps, people told you that you have what it takes to be a great salesperson. Why did people tell us that we should pursue a sales career? There was one reason. We were great talkers. People not in the sales profession think that “talking” is the key to sales success.
The Sales Heretic
OCTOBER 9, 2018
A trade show is a challenging sales environment. You don’t have the natural advantages you have when talking with a prospect on your own turf. Your competition is everywhere. And all the exhibits look so similar. How do you stand out and effectively compete? Especially against larger competitors that may be able to buy a [.].
Understanding the Sales Force
OCTOBER 8, 2018
The difference between great salespeople and weak salespeople has been debated for years. The articles in my Blog typically address these differences with science and data to support to my position.
Zoominfo
OCTOBER 10, 2018
In a world where content is still king, B2B businesses who blog are seeing the most success. Here’s why—consistent B2B blogging has a huge impact on lead generation, web presence, brand awareness, customer relationships, and ultimately revenue. If you’re not prioritizing your B2B blog, there’s a good chance you’re not reaching important prospects, driving traffic to your website, or communicating with your customers effectively.
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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.
Jeffrey Gitomer
OCTOBER 10, 2018
People are not afraid of achieving success, they just don't know how. Here's one element that will put you on the path. You have several goals you want to achieve, but they are not written down. They just pop up in your head every once in a while, only to be buried in a black hole of procrastination, excuses and guilt. Take heart – I found a way to beat the system.
SBI Growth
OCTOBER 8, 2018
Look across your digital tactics and channels…do your buyers go there? Is their engagement worth the challenges involved in creating these? How do you know? Let’s first define Digital Planning (or Digital Marketing) – Leveraging digital channels to reach customers and.
MTD Sales Training
OCTOBER 12, 2018
Here’s a question to start your day. ‘If you’re going to make some contacts with prospects today, why should they bother talking to you?’. Now, if you answered with something like ‘because my products are better than the competition’ or ‘I know what people in their position need’ then maybe you need to take a step back first. We’ve all heard that pre-call research is important, so it doesn’t sound like a scripted pitch you’ve made 146 times before.
Bernadette McClelland
OCTOBER 7, 2018
‘Will you slow down – you’re like bloody bull in a china shop’ he would yell at me as I sped through the hallway, flew past him on his favourite chair in the lounge and skidded around into the kitchen. If I heard it once, I heard it a hundred times – ‘Does that girl have to rush everywhere?’. And there it was again on the tattered pages of my school report, ‘If Bernadette slowed down she might just….’.
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.
Jeffrey Gitomer
OCTOBER 8, 2018
Selling is not about defining the type of buyer you're facing. There are a millions of types of buyers. Ever see those "four types" of buyer things? The Driver. The Amiable. The Idiot. The Big Idiot. The Big Idiot is someone who thinks there are four types of people, and you can somehow pigeon–hole them into characteristic categories that will make them buy.
SBI Growth
OCTOBER 7, 2018
Joining us on  is Ryan Tognazzini, Chief Executive Officer for iGrafx, an enterprise class business operations and modeling software that allow it’s users to capture, communicate, improve and optimize every aspect of their business processes. Ryan represents one of the new breed.
Sales and Marketing Management
OCTOBER 8, 2018
Author: Jon Robinson Some of the biggest companies in the world use Salesforce to meet their business needs. Adidas, ADP and T-Mobile all utilize the customer relationship management (CRM) platform to streamline and optimize their sales processes, but many of Salesforce’s customers are also startups and small-medium businesses (SMBs). While other CRMs can be easily outgrown as a company gets larger, Salesforce offers solutions that can be scaled and upgraded to meet the needs of any business – f
DiscoverOrg Sales
OCTOBER 10, 2018
Hey, everyone! I’m Monica Stewart from Skaled : A modern sales-consulting firm that helps increase the efficiency and effectiveness of sales organizations through the use of sales technology. Welcome to another Whiteboard Wednesday! How many times have you run an awesome demo that didn’t close? They loved the product, everybody was super excited!
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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.
Jeffrey Gitomer
OCTOBER 10, 2018
You didn't qualify the prospect very well, did you? OK, what do you do now? When others need to approve the deal, besides qualifying the buyer better, you must take four action steps: Get the prospect's approval. Get on the prospect's team. Arrange a meeting with all deciders. Make your entire presentation again. If you think you can get around these steps, think again.
SBI Growth
OCTOBER 12, 2018
It is almost that time of year again for companies both big and small, the dreaded compensation season. Numbers are crunched, budgets are realigned, and a firms overall compensation strategy is brought into the spotlight once again. As your company.
Sales and Marketing Management
OCTOBER 8, 2018
Author: Jon Robinson Some of the biggest companies in the world use Salesforce to meet their business needs. Adidas, ADP and T-Mobile all utilize the customer relationship management (CRM) platform to streamline and optimize their sales processes, but many of Salesforce’s customers are also startups and small-medium businesses (SMBs). While other CRMs can be easily outgrown as a company gets larger, Salesforce offers solutions that can be scaled and upgraded to meet the needs of any business – f
MTD Sales Training
OCTOBER 10, 2018
When I was growing up, my uncle had some ideas that, in this modern world, would seem laughable. Yet, in those days, we had no social media and a mobile phone was a brick attached to a 16lb battery! Yes, things were a little different then. One of my uncle’s ideas was that ‘if it’s in the paper, it’s true’. Journalists were lauded for having all the background knowledge and wisdom so that everything that came out of their mouths was deemed to be correct and wise.
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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.
Jeffrey Gitomer
OCTOBER 9, 2018
All sales training includes this line: "If you want to make the sale, be sure to push his hot button." Great, where's that? It's within plain sight, it's within asking distance, it's within listening distance. All you have to do is be alert. Pushing the hot button only works if you can find it. Here are some ways to discover/uncover the hot button in a conversation: Ask questions about status and situation – Where he vacationed, where his kid goes to college.
SBI Growth
OCTOBER 9, 2018
If you opened this blog post looking for the perfect answer to setting pricing KPIs… I hate to tell you that the perfect answer is: There is no answer. However, I do have some guidance for you. Let’s think of pricing.
Sales 2.0
OCTOBER 6, 2018
Back in the day when I was selling technology to banks I used my social selling approaches to get a meeting with a super-senior executive in a super-large bank (you know it, but I can’t tell you which one on a blog post.). It turned out this super-senior executive was a very nice bloke and I stayed in touch for many years. What actually happened when I called though is a I spoke to his assistant.
Hubspot Sales
OCTOBER 9, 2018
You've started a new business and you're building up your customer base. But how can you reach the prospects who might benefit from your product or service? A business proposal can bridge the gap between you and potential clients. It outlines your value proposition, and its primary purpose is to persuade a company or organization to do business with you.
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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.
Jeffrey Gitomer
OCTOBER 10, 2018
Where will you be one year from today? Where will your sales be? How will you get there? Are your goals established for next year? Are they written down? If not, next year you'll likely be where you are today. Wishing you were someplace else, without the direction or drive to get there. A goal is a dream with a plan and a deadline. The three main reasons people don't achieve their goals are: They fail to write them down and post them in plain view.
SBI Growth
OCTOBER 11, 2018
You’re Blind and You Have a Problem. When you sell entirely through indirect channels you are blind to the street price and how your products or service is valued by the end customer. The gap between the price you sell to.
Sales 2.0
OCTOBER 6, 2018
Back in the day when I was selling technology to banks I used my social selling approaches to get a meeting with a super-senior executive in a super-large bank (you know it, but I can’t tell you which one on a blog post.). It turned out this super-senior executive was a very nice bloke and I stayed in touch for many years. What actually happened when I called though is a I spoke to his assistant.
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