SBI Growth
MARCH 1, 2018
Our guest on SBI TV is Burney Barker, SVP of Worldwide Sales at Gigamon. Follow along as we learn from a transformative global sales leader with success at EMC, Dell, and now with Gigamon. With 96%+ of Gigamon’s revenue coming.
No More Cold Calling
MARCH 1, 2018
You can do what the data tells you, or you can do what works. Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? There actually was a time before the internet, before social media, before apps, and before sales technology tools.
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Bernadette McClelland
FEBRUARY 25, 2018
There are a plethora of reasons surrounding the fact that 50% of sales quotas are not being met. I am saying 50% because it’s ‘about right’ and besides what’s a percentage here and there between friends, readers or even salespeople and sales leaders – you know what they say about statistics! Well, the truth is – one percentage point amortised over a sales team, a community or an economy for just one day matters.
MTD Sales Training
FEBRUARY 26, 2018
No matter how long you’ve been associated with sales, you’ll never know it all. We’ve worked with sales managers and directors who have been involved in sales all their working lives, sometimes over 40 years, and the evidence of bad leadership exists in the wastelands of their past, through poor motivational techniques, overload of their teams and a determination to prove no-one is as good as they are.
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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.
Zoominfo
FEBRUARY 28, 2018
Technological advancements have the ability to transform any industry or job function overnight—including B2B sales. Although these changes are often exciting, keeping up with the evolving technological landscape can feel like a full-time job. If you fall behind on the latest and greatest in technology, you fall behind your competitors. Don’t let this happen to you!
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Score More Sales
FEBRUARY 26, 2018
It’s strange to think that the talk you have going on in your head can and will affect your success in any endeavor – but it’s true.
Connect2Sell
FEBRUARY 28, 2018
Maybe you’ve felt this way as a sales professional. Stereotypical selling skills take away from the joy of selling in a way that helps other people. Or maybe you’ve mastered traditional selling skills, but something is still missing. Our research with buyers and stories from sellers will show you how to use leadership behaviors to enhance your selling skills.
Zoominfo
FEBRUARY 26, 2018
As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. After all, you have calls to make, quotas to hit, and demos to run. But, what if we told you a quick reading break might actually increase your sales productivity? We won’t go so far as to say you should skip important meetings or spend half of your day reading blog posts—but we definitely recommend that you spend a few minutes every day catching up on industry news and sales blogs.
Understanding the Sales Force
FEBRUARY 26, 2018
I still conduct a limited amount of training with some of my personal clients. We work with companies in more than 200 industries, from startups to multi-billion dollar corporations, that call on every possible vertical and decision maker, in nearly every geography across the globe. I find that even the most seasoned and resistant of salespeople get to this point: When they realize how much more there is to selling, how much more effective they can be, how much more business they could generate,
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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 and Marketing Management
FEBRUARY 26, 2018
Author: Mike Schultz, President, RAIN Group Breaking through and setting sales meetings with C-suite buyers is tough. They’re off-the-charts busy, bombarded with sales messages, and gatekeepers keep them well insulated. Yet, many sellers are successful in breaking through and setting initial sales meetings with the C-suite. In a recent RAIN Group Center for Sales Research report , we asked buyers how they prefer to be contacted by sellers and what influences their decision to connect with some s
The Sales Heretic
FEBRUARY 28, 2018
Every salesperson wishes they sold the perfect product or service. And some salespeople believe they sell the perfect one. But “perfect” doesn’t exist. Because the reality is that every purchase we make is a compromise. From food, to clothing, to where we live, to legal representation, everything we buy is a compromise among myriad factors. [.].
SBI Growth
FEBRUARY 27, 2018
Our guest on SBI TV is Jack Molloy, Executive Vice President of Worldwide Sales for Motorola Solutions. Jack has transformed the sales force and generated tremendous growth in shareholder value. Jack is here today to share how he made that.
Sales 2.0
MARCH 1, 2018
I think it’s all about qualified leads. What do you think? So I’ve tried most forms of sales and marketing techniques now. (I’m getting old/older!) But whichever way I slice it, it all comes back to the revenue bottleneck being qualified leads. Notice I said “qualified leads” not “leads” “Leads” are not that useful.
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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.
Sales and Marketing Management
MARCH 2, 2018
Author: Judi Hand Contact center employees have one aim: using the information at their disposal to solve a customer’s problem. Companies provide these workers with data, contact history, service history, and so on to help them answer whatever questions the customer asks. But companies focus so much on the relationship between customers and data that they often ignore how smart data practices affect employees.
Zoominfo
FEBRUARY 26, 2018
As a busy sales rep, you don’t have a ton of time to spend perusing blog posts. After all, you have calls to make, quotas to hit, and demos to run. But, what if we told you a quick reading break might actually increase your sales productivity? We won’t go so far as to say you should skip important meetings or spend half of your day reading blog posts—but we definitely recommend that you spend a few minutes every day catching up on industry news and sales blogs.
SBI Growth
FEBRUARY 28, 2018
The best CEO’s not only motivate their teams to hit aggressive goals, they oversee a process that gives their functional leaders a road map. You and your team need be in lock step on how much growth will come from.
Understanding the Sales Force
MARCH 2, 2018
Can you imagine attaching a snow plow to a Lamborghini and hiring yourself out to clear parking lots? Back in April I wrote that we had gotten a new puppy. He's a year old now and has grown - a lot - but could you imagine putting a saddle on him and selling rides on the beach? Could you imagine if the US arsenal of nuclear weapons consisted of putting 1,000's of firecrackers into a plastic cylinder and then saying to North Korea, "try us!".
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.
MTD Sales Training
MARCH 2, 2018
Gone are the days when you had to wait for your company to build your leads for you. You know what I mean; walking into that sales meeting and anticipating with bated breath what your manager would hand down to you. Those golden nuggets of information that would give you your next sale. Today’s sales professionals know that they themselves are in charge of lead generation.
Zoominfo
FEBRUARY 27, 2018
Even the most experienced sales reps don’t enjoy picking up the phone to call a complete stranger. Yet, cold calling is still an essential part of selling. In fact, 78% of decision-makers polled have taken an appointment or attended an event that came from a cold call ( source ). If your team’s performance is lagging and your cold calls are falling flat, it’s time to conduct an audit of your B2B database.
The Sales Hunter
FEBRUARY 27, 2018
Recently I shared 7 things the top 1% of all prospectors do and then I shared the next 5 secrets that they do. Today I am sharing secrets 13-20. 13. Heavy use of the telephone, knowing the ability to have a live conversation will move a prospect forward faster than anything else. This is the one […].
DiscoverOrg Sales
FEBRUARY 27, 2018
Knowing the technology stack of your prospect is an important piece of marketing and sales intelligence. In fact, the tech stack isn’t just part of competitive intelligence – it’s the critical heart. In order to target the right prospects with relevant talking points, this information is key. Other other critical piece of competitive intelligence?
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!
Understanding the Sales Force
FEBRUARY 26, 2018
In the current social and political environment, can you even imagine what it must be like to be a salesperson working to sell memberships for the NRA? How about selling guns for Smith & Wesson, Glock, Colt, Sturm Ruger, or Beretta? Many of you have worked for companies that had less than desirable products and/or reputations and you know how difficult that can be.
Zoominfo
FEBRUARY 25, 2018
93% of B2B marketers use social media, and with good reason—it works ( source ). A 2014 study revealed that the ten most socially connected brands saw 31% greater revenue growth than the least connected brands. The same study showed that B2B decision makers are 10% more likely to consider brands that consumers know and feel connected to ( source ). We haven’t been shy about touting the benefits of social media in B2B sales and marketing.
The Sales Hunter
MARCH 2, 2018
Three people reached out to me in the last few days and each one shared a common problem. Each person felt that due to problems they’ve had in the past in sales, they would never be successful in the future. Each person was quite serious in their phone call or email, and each one appeared […].
Mr. Inside Sales
FEBRUARY 25, 2018
Seems too good to be true, doesn’t it? I mean, who can double their income in just 90 days?! Those were my thoughts when I first heard the top inside sales trainer at the time, Stan Billue, claim that if you followed this one technique, you would do just that. I was struggling at the time, and out of 25 sales reps in my company, I was 23. Life wasn’t very good back then.
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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
Hubspot Sales
FEBRUARY 28, 2018
In Jill Konrath's opinion, the salesperson is the primary differentiator in purchases today. As products and services become increasingly commoditized, buyers are aware they can get a similar offering from another company. But what they can't get from just any vendor is the same sales experience, which is created by the sales rep. This means salespeople have almost complete control of their own destinies.
SBI
MARCH 1, 2018
Speed-to-lead. It’s an expression we use often here at VanillaSoft. If you’re not familiar with the definition, it refers to how quickly you respond to a new lead entering your system. Perhaps a prospect has filled out a form on your website for a killer piece of content or signed up to attend a powerful webinar you’ve scheduled. Maybe somebody responded to an email blast or a social media post asking for more information.
The Sales Hunter
FEBRUARY 25, 2018
Having a hard time reaching your prospects, company managers and CEOs? Try calling right around the top of the hour. This is a phone technique that is quite effective, whether you are trying to reach prospects or existing clients. Check out this video to see what I mean: A coach can help you excel […].
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