BrainShark

JULY 3, 2019

Sales training can feel more like trial-by-fire than a helpful introduction to a new company – and that won’t cut it for today’s busy reps.

Training 73

Training Sales Company 73

The Center for Sales Strategy

JULY 1, 2019

Over the last few years, company culture has been a hot topic in corporate America. Companies geared towards Millennials tout game rooms and espresso machines, and most companies are having serious discussions about how to create the right atmosphere. Ask any manager trying to recruit talent, and they will tell you that culture matters. A few bad reviews on an employment website, and talent will look right past your company for one with a “great culture.

Company 78

Company How To 78

InsideSales.com

JULY 4, 2019

Doing sales mapping can be fast and easy with these six sales process steps. Keep reading to find out more. RELATED: 7 Most Common Mistakes In Sales Process Mapping And How To Avoid Them In this article: A Business Needs to Have a Sales Process Map What Is a Sales Process? Sales Process vs Sales […]. The post Mapping The Sales Process: 6 Steps For Success appeared first on The Sales Insider.

Sales Process 70

Sales Process Relationals Sales How To 70

The Pipeline

JULY 2, 2019

No matter how hard we work to cover it up or deny it, as humans, we are very much driven by our “primal brain.” Sellers already buy into this when they agree that “people buy on emotion, ( primal brain ), then rationalize it, ( logical brain ).” No emotion is more powerful than fear; one of our greatest fears is the fear of missing out. This same cause/effect reaction presents itself in other human interactions, where sellers can leverage these triggers and the buyer behaviour they lead to.

Face-to-face 227

Face-to-face ACT Margin Buyer 227

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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

Score More Sales

JULY 1, 2019

At the start of another new quarter, there are always those hopes and dreams for a big outcome in a few short months.

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No More Cold Calling

JUNE 29, 2019

Why it’s important to train from the trenches. “From now on, I am going to make it a fixed rule that no unit, from the time it reaches this theater until the war is won, will ever stop training.”. —Dwight D. Eisenhower, Supreme Commander of the Allied Forces. I’ve just returned from a trip to Normandy for the 75th anniversary of the Allied Landing to ensure freedom for Europe and the world.

Referrals 222

Referrals Social Media Sales Qualified Lead Cold Calling 222

The Sales Hunter

JULY 1, 2019

Prospecting does not have to be painful nor does it have to be as hard as you think. The first rule is to make every conversation one where you earn the right, privilege, honor and respect to meet with that person again. Sales and prospecting is not a slimy or ugly activity like some people describe it. I count prospecting and sales as an honor. When you prospect with integrity, you’ll gain customers who have integrity.

Prospecting 210

Prospecting Top of Funnel Exercises Funnel 210

Zoominfo

JUNE 30, 2019

Creativity is a difficult concept to put into words. So, in an effort to demystify the term, we recently took to our blog to discuss marketing creativity —what it is, what it isn’t, and how to achieve it. But, we didn’t want to leave it at that. We also thought it would be helpful to provide our readers with examples of truly creative marketing. So if you’re ready for some inspiration, keep reading.

Examples 208

Examples B2B Marketing Inbound 208

Sales and Marketing Management

JUNE 30, 2019

Author: Greg Flynn Imagine a marathon runner starting a race without having trained or even stretched beforehand. Or a restaurant serving newly conceived meals that no one had sampled previously. Imagine a new office building opening up without a strong framework and structural support. In all these cases, it’s inconceivable that prep work and a solid foundation wouldn’t precede the final product or event.

Hiring 221

Hiring Retention Case Study Maximizer 221

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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

MTD Sales Training

JULY 2, 2019

We often encounter prospects who are comfortable. By that, I mean they are happy with their current situation and don’t want, or need, to change their perspective. In these situations, salespeople often find it difficult to progress the conversation. They see the obstacle of ‘the comfort zone’ as being a major obstacle in working with the potential buyer.

Education 186

Education Buyer How To Positioning 186

Anthony Cole Training

JULY 1, 2019

Sales and marketing go hand-in-hand. Without leads, salespeople will have a hard time selling. Without marketing, salespeople will have a difficult time sharing their product and features with prospective clients.

Prospecting 186

Prospecting Sales Qualified Lead Sales Leads 186

Zoominfo

JULY 1, 2019

In a recent blog post, A Corporate Guide to Pride— Companies Who’ve Gotten it Right (And Wrong) , we briefly touched on the importance of LGBTQ+ representation in advertising. In that article, we state the following, “A critical step toward a more inclusive work environment and equal rights for LGBTQ+ employees is simple— and it comes in the form of representation.

Advertising 188

Advertising Advertising Survey Scale 188

Sales and Marketing Management

JULY 2, 2019

Author: Tom Houlihan There are more ways to deliver value and results than relying on the same old approaches to the same old problems. By looking at problems differently and through different lenses, new solutions get revealed. This was highlighted in the work of Paul DePodesta, the real-life brains in the Oakland Athletics story dramatized by Michael Lewis’ in the best-seller “Moneyball.

Scale 184

Scale Segment Proposal Social Media 184

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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

Connect2Sell

JULY 3, 2019

You already know that your actions significantly impact sales performance. As a sales manager, there’s a cause-and-effec t for nearly every thing you do. The problem is that you may not know how the pieces fit together. You probably have more questions that answers: Which sales manager actions trigger which seller reactions? What are the manager behaviors that produce stronger sales?

Promotion 171

Promotion Sales Management Training Sales 171

No More Cold Calling

JULY 4, 2019

My visit to Normandy on the 75th anniversary of D-Day gave me a lot to think about this July 4. I hadn’t been to France since I was 22, and last month I visited Paris and Normandy. Paris is still a gorgeous city with a rich history. Normandy was beyond anything I’d experienced. Some of you know my sister and I travel together every year. This was our 17th year.

Travel 136

Travel Scale Film Hotels 136

Partners in Excellence

JULY 2, 2019

Recently, someone made a comment saying, “It’s interesting to see cold calling coming back into style… ” The comment startled me, and I can see where the speaker was coming from, but I couldn’t have disagreed more. The reality is cold calling has never gone out of style. As you look at the performance of consistent top sales performers, you see they always have held themselves accountable for making sure they generated a sufficient number of opportunities to achieve

Cold Calling 127

Cold Calling Demand Generation Demand Generation Targets Call-back 127

Mr. Inside Sales

JULY 1, 2019

Tired of your emails not getting returned? If you’re a sales rep who is sending emails and waiting….and waiting for responses that never come, then why not use some best practices that will give your emails the best chances of getting a response. Here are 5 things you can begin doing right now: Email Secret #1: Use the prospect’s first name in the subject line.

Face-to-face 126

Face-to-face Inside Sales Gatekeeper Sales Qualified Lead 126

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

Membrain

JUNE 30, 2019

I was at a golf practice range the other day. I took a nice, easy swing, heard that ultra-satisfying “click”, and watched the ball travel straight downrange and land exactly where I intended it to. And for a moment, one brief, fleeting moment, I actually believed I was getting better at this game.

Travel 120

Travel Exact Sales Sales Enablement 120

Anthony Iannarino

JULY 5, 2019

There are 7.7 billion people on planet Earth. All of these people have beliefs that conflict with yours—all of them. While you might share a religious faith with some part of Earth’s population, you have conflicting beliefs about politics with approximately half of the community whose faith you share. You might also split from some significant part of that same population in their interpretation of the faith.

System 111

System Twitter ACT B2B 111

Partners in Excellence

JULY 2, 2019

None of us like to admit failure, we tend to want to celebrate our successes. We have a mindset that says, “Do more of what causes you to succeed!” I suppose it’s human nature to accentuate the positive, but I think it limits us, individually and organizationally. Success is not the strict opposite of failure. Focusing on why we succeed limits us to understanding a small subset of the opportunity.

Revelation 124

Revelation Relationals Opportunity Positioning 124

Zendesk Sell

JULY 2, 2019

Measuring salesman productivity has always been an important activity for sales managers. Now that businesses are more data-driven, it is even more crucial for every sales team to have effective productivity tracking practices. Fortunately, it doesn’t have to be hard to implement measures that show where your reps are wasting time, and where they should put more energy to get the most out of every minute they spend selling.

How To 110

How To Sales Qualified Lead Forecasting Sales Forecasts 110

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

Membrain

JULY 3, 2019

You know this scenario. You wanted to enable your sales team, so you purchased a CRM from a trusted vendor that promised you everything.

Vendor 112

Vendor How To CRM Sales 112

Hubspot Sales

JULY 2, 2019

So you've decided to get a CRM software. Congrats! Determining when it's the right time to get a CRM can be a momentous decision in itself. You've cleared one major milestone, but then you're faced with a second, even bigger hurdle -- choosing which system in particular to adopt. How can a first-time buyer sort through the bells and whistles to parse out what features are truly necessary?

CRM 109

CRM Buyer Hubspot System 109

Anthony Iannarino

JULY 3, 2019

Twice in as many months, I have had a reader email me to ask me how they can get a job in sales. In both cases, hiring managers were resistant to hiring the person emailing me because their backgrounds were technical, meaning they weren’t in a role that who have required that create and win new opportunities. The prospective employers were interested but desired to keep them in a technical position.

Hiring 109

Hiring Cold Calling Guarantee Outbound 109

SalesFolk

JULY 1, 2019

Conversion 109

Conversion Sales 109

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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

Sales Hacker

JULY 1, 2019

The Executive Suite is considered one of the most challenging (and important) groups in an organization to sell to. It can be tough to get their attention, and once you do, giving a sales presentation to this experienced audience can also be tough. So how do you make sure your sales presentation is what stands out amid their sea of competing priorities?

How To 108

How To Report Software Software 108

Partners in Excellence

JULY 1, 2019

My good friend, Buck McGugan , and I were having a conversation about sales performance. We were talking about what separates consistent high performers from everyone else. There were the usual competencies, we tend to think about–curiosity, business acumen, comfort with talking with money, resilience, mindset, and so forth. But then we started talking about “Caring.” All of a sudden, at the core of sales performance is this thing called caring.

Hiring 108

Hiring Coaching Customer Conversion 108

Anthony Iannarino

JUNE 29, 2019

It isn’t easy to become a top performing salesperson. If you are new to a sales role, it can appear to be a daunting task, but I assure you it is not so difficult as to prevent anyone sufficiently motivated from succeeding in becoming a great salesperson. Develop the Right Mindset : The first half of my first book, The Only Sales Guide You’ll Ever Need , is about the mindset necessary to succeed in B2B sales—and more generally—in any human endeavor.

Education 108

Education Lead Rank Coaching Competition 108