Pipeliner
MARCH 8, 2019
Ask a top sales producer about keys to success, and they’ll share insights like “prioritize your work,” “maintain a good opportunity pipeline,” and “serve the customer.”. I’ve heard many anecdotes to explain a top producer’s ascent to the pinnacle. Curiously, one that never gets mentioned is “I conform to the sales process.” This lack of recognition is odd.
No More Cold Calling
MARCH 8, 2019
In honor of International Women’s Day, how can your sales team attract more female rainmakers? It was 1936. My mom graduated with a degree in finance from Syracuse University, but she couldn’t get a job at a bank. They didn’t hire women, not even as tellers. That was 16 years after the 19th Amendment to the U.S. Constitution granted suffrage for women.
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Openview
MARCH 7, 2019
The average salesperson is losing up to 40% of their deals because they’re not following-up effectively. After a sales meeting, do you ever experience a prospect ‘going dark’ on you? Everything felt like it should have gone great – the prospect seemed interested in the meeting, they asked the right questions, your sales pitch was stellar. And then you send 2-3 follow-ups…but no response.
Jeffrey Gitomer
MARCH 4, 2019
Are you willing to refer your clients or customers to someone else? Is someone else willing to refer their clients or customers to you? Yes, if there is mutual trust. Here are the prerequisites: You consider yourself the best at what you do. You do a memorable job in making the sale. You do a perfect job of delivering what you promised. You provide impeccable service after the sale.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Understanding the Sales Force
MARCH 4, 2019
Over the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply everything they learn, and coach as instructed, there are enough that don't follow through and fail to move the needle for their teams. A few don't want to be coached. A few don't think they need to be coached.
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The Pipeline
MARCH 7, 2019
By Tibor Shanto. I think it was in Skip Miller’s book that I read that a manager should know how his year will end by the Q1. Not taking anything away from that great insight and practice in terms of creating and driving strategy for your teams, one key factor has changed, which may you be the judge, change time horizons for front line reps, and by extension, their managers, and all the calculations this impacts.
Jeffrey Gitomer
MARCH 5, 2019
The most coveted prize in selling besides a sale is a referral. How do you approach this person? Everyone tells you to get referrals, no one tells you what to do next. How do you maximize the selling power of this referral? Here are 8.5 rules to ensure your success: Approach with care, be prepared, don't move too quickly. Timing is everything. Don't appear to be too anxious to get the sale (money).
Zoominfo
MARCH 3, 2019
In the world of B2B sales, company research is a critical aspect of any successful rep’s daily duties. In fact, access to the right research tools and information can make or break your ability to identify target accounts, personalize a sales pitch, and ultimately, close deals. As a B2B sales rep, the more you know about a prospect and their company, the easier it is to sell to them.
SBI Growth
MARCH 2, 2019
Today’s interview is a special one, we have two guests on SBI TV – a marketing leader and sales leader – you’ll learn they’ve teamed up to tackle data siloes and make data-driven decisions. We are joined by Jill.
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.
The Pipeline
MARCH 5, 2019
By Tibor Shanto. How you think about your pipeline, will drive your approach to ensure it leads to your objectives, which by extension should dictate your actions. Strategy-Planning-Execution. Simple, yet elusive at the same time, most people are good at planning, yet fall short on execution. One major hurdle many face, is the often lack of clear purpose brought to the call or e-mail by the prospector.
Jeffrey Gitomer
MARCH 5, 2019
"Don't start your presentation until the customer agrees to buy," says Ray Leone. WOW. That's power if you can pull it off. "The sale is made before the presentation begins if you ask the right questions to qualify and interest the buyer to a point of commitment," he says. Ray Leone uses strategies that gets the customer to commit to buy before the actual presentation starts.
MTD Sales Training
MARCH 5, 2019
When you hear the term ‘customer service’, what connotations spring up? Maybe it’s that annoying assistant who won’t leave you alone in a shop? Or that company who never stops cold-calling you? Or maybe it’s that waiter whose splendid attention to your every need makes your normal restaurant visit that bit more special? Whatever you think customer service is, it often needs to be revisited in order to be kept front-of-mind.
Sales and Marketing Management
MARCH 8, 2019
Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. Typically, in January and February, depending on fiscal calendars, we all see pictures of salespeople in our networks posting party pics from Las Vegas or some other city’s convention center. We know they’re having fun, but how are they learning and preparing for a successful new selling year?
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The Sales Heretic
MARCH 5, 2019
Success is such a burden. It takes a ton of time and effort, and it frequently requires sacrifice. And for what? Everybody knows it’s lonely at the top. And then you have to do it all again, because you don’t want to be labeled a “one-hit wonder.” Then you have to deal with higher expectations, [.].
Jeffrey Gitomer
MARCH 5, 2019
The "Drop–in" visit. You go to a valued customer without an appointment and say, "I was just around the corner and thought I'd stop by.". Do you do it? Can you successfully pull it off? Will the customer be willing to see you? Or will he be "tied–up, busy or in a meeting?". Suppose there was a way to call on any prospect or customer and have them welcome you in, be glad to see you, and give you a chance to build the relationship.
DiscoverOrg Sales
MARCH 5, 2019
When asked why leadership changes matter, DiscoverOrg CRO Patrick Purvis likes to tell this story: “In 2012, Salesforce closed a legendary estimated $140 million deal with State Farm. At the time, it was one of the largest single sales in Salesforce history. “Word in sales circles was, the relationship between Salesforce and State Farm had languished under the watch of a sales rep who, for years, couldn’t find a way in.
Zoominfo
MARCH 6, 2019
Businessman and businesswoman working together discussing business strategy at office desk. How do you convince someone to buy a product? There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. But, regardless of the products you sell or the space you sell into, nothing sways a person’s buying decisions quite like a recommendation from their trusted peers.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Sales and Marketing Management
MARCH 6, 2019
Author: Kory Angelin If you’re a sales professional, I have news for you: there’s a good chance you’re a failure at your job. 55 percent of people who make their living in sales don’t have the skills to succeed. And there’s one key skill that you have to learn: That’s how to stop selling, and make a sale. . Turn the tables and imagine this scenario: You’re in a mall, when the sales person walks up.
Jeffrey Gitomer
MARCH 5, 2019
Hand written notes and cards are the rage. When I get one, it's usually for something special I've done for someone, or an appreciation for business. I always save them. It feels good to get them, and I have a better feeling for the person who sent the card. Business note cards leave a positive and personal impression. Randy Rosler is a card shark (in a business kind of a way).
Score More Sales
MARCH 8, 2019
The B2B sales world lacks women in sales and sales leadership. Men and women in sales leadership and company leadership can help move the needle to solve this long term issue. 1) Resource: Gartner’s Why Sales Must Hire More Women.
SBI Growth
MARCH 5, 2019
Misalignment between Marketing and Sales is most often one of the main reason’s companies miss the number. As a Marketing leader ask yourself the following two questions: Did the company hit its number last year? How aligned are you to sales? Download the.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Zoominfo
MARCH 5, 2019
As the number of B2B technology vendors continues to grow at an unprecedented rate, the modern technology stack is in a constant state of evolution. Today, the average B2B organization’s technology stack is akin to a human fingerprint– a unique identifier that reveals critical information about how a company conducts business, who they work with, and, most importantly, how they spend their money.
Connect2Sell
MARCH 6, 2019
We’ve been hearing great feedback about this series on how to be a memorable salesperson and hope you’re finding it to be useful, too.
Anthony Cole Training
MARCH 7, 2019
Great salespeople are masterful at asking open-ended, courageous questions of their prospects that either lead them towards, or away, from saying "yes" to their solution. There are many instances throughout the sales process where trial closes are appropriate to identify the prospects true compelling reason to make a change.
SBI Growth
MARCH 8, 2019
Sample output of multi-method forecasting: Some say that forecasting is an art and others say it’s a science. The indecisive say that it is a combination, and many board members and PE deal teams say it’s a disaster. In some.
Speaker: Jennifer Hodroge, Omni-Channel Strategic Leader, Forrester CX Certified
Marketers know that personalization is the key to engagement—but with limited budgets and time, how do you prioritize what, where, and how to personalize? Aligning your content, campaigns, and buyer experiences requires a deep understanding of customer needs. In this new webinar with expert Jennifer Hodroge, we’ll explore how to leverage insights and customer journey mapping to build personalization strategies that deliver real impact.
Hubspot Sales
MARCH 8, 2019
A lot of strategy and planning goes into building a business from the ground up. Before your startup is ready to launch, you need to think carefully about your brand and the image you'll present to consumers. So, how can you stand out from your competitors? Create a unique business name. With a catchy, creative, and descriptive name, your business and brand will be memorable.
Mr. Inside Sales
MARCH 8, 2019
To script or not to script? That is the question…. Whether you believe in scripts or not, you & your team are using one right now. Don’t believe me? Record what they say in a week, transcribe it out, and what will you be handing back to them? A script! The right phone scripts make you better, and here’s how to improve yours today: The post Why Phone Scripts Make You Better appeared first on Mr.
Grant Cardone
MARCH 6, 2019
I graduated from high school over 40 years ago in Lake Charles, Louisiana. I remember seeing my old school recently and it looks like a prison from the outside to this day. I was forced to go to classes I didn’t want to be in like History, Geography, Algebra, and English grammar ( whatever that was about ) and I was forced to read books I had zero interest in.
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