Membrain

DECEMBER 12, 2018

An interview with Mike Adams, author of Seven Stories Every Salesperson Must Tell.

Engineering 92

Engineering How To Research 92

A Sales Guy

DECEMBER 12, 2018

For years, I mean for most of modern day sales, we have been taught how to sell and pitch our products. The product has been at the center of all that is sales, and unfortunately, it’s a problem, and we need to stop. It’s not that we haven’t attempted to move away from product-centric selling, leveraging terms like; Trusted Advisor , or Consultative Sales, or Solutions Selling , but the reality has been these approaches have been little more than window dressing, in spite of so

Buyer 162

Buyer Solutions Selling Benefit Company 162

Partners in Excellence

DECEMBER 11, 2018

I’ve been writing a number of pieces looking at the future of the sales profession. I’d be remiss not to include a discussion of stupidity in selling. Stupid works, and as long as stupid works, we will continue to see organizations invest in doing things stupidly. Stupid behavior exists everywhere, and selling is no more immune to stupidity than every other sector.

Discount 85

Discount Sales Strategy Up-Sell 85

Steven Rosen

DECEMBER 10, 2018

I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be. Here is the question you need to ask yourself. Where does your region fall in terms of sales to quota this year?

Sales Management 291

Sales Management Exercises Quota Coaching 291

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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

No More Cold Calling

DECEMBER 13, 2018

No toys at the table! Answer this question: What’s more important than the person sitting in front of you, walking beside you, sharing a meal with you, or sharing your bed? If actions speak louder than words, your phone is more important. If you’re like the average American, the first thing you do when you sit down at a meal or a meeting is put your phone on the table.

Face-to-face 294

Face-to-face Cold Calling Survey Research 294

Understanding the Sales Force

DECEMBER 13, 2018

Many of us love traditions, some of us have rituals or superstitions and most of us find comfort in a routine. Routines are familiar, we don't have to think about it, and it's predictable. In December I have two traditions with my Blog. The first is to repost my Nutcracker article - one of my most popular articles and by far, the most read article each December.

Sales 274

Sales 274

The Pipeline

DECEMBER 11, 2018

By Tibor Shanto. There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors. What is lacking is a discussion about how sales should improve, not only functionally, but how the profession is perceived and valued and contributor to corporate success and social progress.

Licensing 269

Licensing B2B Real Estate Lead Rank 269

Sales and Marketing Management

DECEMBER 10, 2018

Author: Ryan Myers You don’t have to reinvent the wheel every time you write an email to make it compelling. You just need to clearly articulate your value in a way that’s specific, relevant, and urgent to your audience. Know whom you’re talking to and contextualize your conversations within their respective categories. Be relevant by finding new ways to segment your prospects further and be more specific to particular subgroups — that's how you write sales emails that get responses.

How To 218

How To Ideal Customer Profile Campaigns Guidelines 218

SBI Growth

DECEMBER 13, 2018

You’re 6 months out from the launch of an exciting new product, and your CEO wants to talk about it. As Product leader, you’ve been planning this launch over the last 6 months, and everything is right on schedule. Your.

Revenue 232

Revenue Distribution Segment Benefit 232

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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

Understanding the Sales Force

DECEMBER 10, 2018

Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight. During 2008 and 2009 more than half of all US sales reps were missing quota and considering the circumstances, that didn't seem to shock anyone. But during a slow crawl back to respectability between 2010 and 2016, and soaring revenue during 2017-2018, the percentage of reps making quota has not only remained flat, but the pe

Quota 252

Quota Groups Objections Revenue 252

Zoominfo

DECEMBER 12, 2018

The B2B sales cycle has always been complex and multifaceted—and it’s grown even more complicated in recent years. Thanks to modern technology, more decision-makers are involved in the average B2B purchase and, as a result, the way buyers find and consider products has changed dramatically. Given the complex nature of the modern buyer’s journey, it should come as no surprise that the typical B2B sales cycle is longer than the typical B2C sales cycle.

Social Media 210

Social Media Sales Cycle Top of Funnel Media 210

Sales and Marketing Management

DECEMBER 14, 2018

Author: Allen Adamson, Co-founder & Managing Partner, Metaforce Talk about old school. Today’s traditional, linear model of building brands is actually a manifestation of the manufacturing assembly line used to build Ford’s Model T. One department at a time working a piece of the production, handing off to the next department, and then the next. In the case of brand building, it’s a process overseen and commented on by not one, but two hierarchical bodies – client and agency.

Lead Rank 208

Lead Rank Marketing Consumer Fashion 208

SBI Growth

DECEMBER 11, 2018

If past performance is not indicative of future returns, then why waste marketing dollars by employing tactics that used to work yesterday but will put you out of business today? If marketing is becoming more agile and personalized, how can.

Company 230

Company Marketing Social Media Opportunity 230

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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

Score More Sales

DECEMBER 14, 2018

Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: Does your sales rep / BDR / SDR candidate have the DESIRE & the COMMITMENT necessary to succeed? Hiring tip #2 : Is your sales rep / BDR / SDR candidate TRAINABLE & COACHABLE - they are not the same!

Hiring 197

Hiring Resources Company Sales 197

Zoominfo

DECEMBER 13, 2018

Thanks to the influx of information made available online in the last decade or so, modern business professionals are thriving. With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development.

Channels 187

Channels Face-to-face Video Hubspot 187

Sales and Marketing Management

DECEMBER 12, 2018

Author: Jacob Dillon The marketing environment never sits in one place. Trends come and go, strategies arise and disappear, and businesses launch and fade away quicker than ever before. As the digital era is here, every marketer and salesman must adapt to the most effective practices that bring the most results. Every business is looking for profits, and profits are accomplished when a business manages to sell its products and services better than its competitors. .

Marketing 196

Marketing Social Media Scale Case Study 196

SBI Growth

DECEMBER 14, 2018

Imagine turning on Monday Night Football, and watching your favorite team break the first huddle with 3 Quarterbacks, 2 Offensive Linemen, and 6 Wide Receivers. Besides looking strange, you would immediately recognize this strategy is going to fail before they.

Resources 209

Resources Company Strategy Segment 209

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

MTD Sales Training

DECEMBER 13, 2018

Negotiation comes from the root word ‘negotiat’ meaning ‘done in the course of business’. In other words, it’s a natural part of the conversation process when dealing with prospects, so if you feel you’re not good at negotiating, or you don’t have the assertiveness to get a good position for yourself during a negotiation, then you are certainly missing out on carrying out better deals and working well with the prospect.

Negotiation 174

Negotiation Margin Positioning Insurance 174

Connect2Sell

DECEMBER 12, 2018

The sale was made. The customer is on contract. Your job is to look for upsell opportunities, to keep the customer happy, and to renew the contract each year. So why bother to assess customer needs after the initial sale?

Customer 157

Customer How To Opportunity Sales 157

Zoominfo

DECEMBER 9, 2018

It’s that time of the year again— the holiday season is upon us and festivities are in full swing. Your B2B sales reps are working long hours to close last minute deals. And your marketing team is busy too—fully entrenched in holiday messaging and plans for the upcoming year. It seems like there’s not enough time in the day. Yet, there’s one last thing to consider before taking a well-deserved break for the holidays—corporate gift giving.

Handbook 160

Handbook Government Policies B2B 160

DiscoverOrg Sales

DECEMBER 11, 2018

The best way to prepare for the future is to understand the past: You have to know where you came from. And to direct future growth and change, you need a vision, and the right people and structures in place. When DiscoverOrg started out in 2007, it was a data company. But at some point a few years out, as our database and features continued to grow – we realized that it was a technology company, too.

Company 150

Company Data Scale Hiring 150

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

Anthony Cole Training

DECEMBER 13, 2018

Ineffective motivation of the sales team is not uncommon and it is the subject of one of the more frequent questions people ask me: “Tony, how do I keep my salespeople motivated?” My first response is normally a question in return: “Do you know what motivates your people ?”.

Motivation 149

Motivation Sales Sales Coaching Sales Leadership 149

Mr. Inside Sales

DECEMBER 9, 2018

What’s the ONE thing you all wish for this season? More money, right? If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it? And if you’d like to make more sales, then you need to upgrade your selling skills. Would you be willing to spend just $18.30 on yourself to do just that? If so, then the easiest way to do that is to gift yourself the bestselling book inside sales guide that has over 500 Word-For-Word Scripts, Phrases and Questions that will

Face-to-face 138

Face-to-face Cold Calling Inside Sales Selling Skills 138

Zoominfo

DECEMBER 11, 2018

It’s no secret that social selling can have a huge impact on a B2B organization’s bottom line. In fact, sales reps who leverage social selling are 79% more likely to attain their quota than those who do not ( source ). However, as impressive as this looks, B2B sales reps have been slow to adopt social media as an important sales tool. One study reported only 31% of sales reps use social media in their day-to-day sales process ( source ).

Facebook 138

Facebook B2B Buyer Persona Ideal Customer Profile 138

Hubspot Sales

DECEMBER 8, 2018

When qualifying , you bring value to your prospects, clients, and yourself through the questions you ask -- but only if they're good questions. Allow me to introduce you to a concept I call "high-value questions.". Simply stated, a high-value question for sales is one that creates a learning experience for either the questioner (you), the person being questioned (your prospect or client), or both.

Sales Qualified Lead 145

Sales Qualified Lead Lead Rank Lead Scoring Relationals 145

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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

Sales

Anthony Cole Training

DECEMBER 11, 2018

Welcome to our first audio blog here at ACTG! In today's episode, we talk about and explain the traits of what makes a champion salesperson.

Coaching 134

Coaching Sales 134

SBI

DECEMBER 12, 2018

I bought a robot vacuum cleaner. I know, I’m a little late to the party. They’ve been around for a long time after all. Even so, I was reluctant. I work from home and leave the door open for the fresh air (and dirt) to come in. I have indoor dogs. In other words, there’s a lot to vacuum up. Seems my floor is always in need of vacuuming.

Sales Qualified Lead 139

Sales Qualified Lead Lead Rank VanillaSoft Lead Scoring 139

Grant Cardone

DECEMBER 13, 2018

Have you ever seen someone really hungry? If you put a pizza in front of a starving man, would he sell you that pizza for money? It depends on how hungry he is, right? At some point, the value of the pizza becomes so great he’s got to eat it, and no amount of money is worth it. There’s simply a different level of hunger you have for different things as you go through life.

Sports 134

Sports Call-back Conference Up-Sell 134