DiscoverOrg Sales
JULY 10, 2018
If you’re dealing with an objection, congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. A study from Gong.io shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is wrestling internally – hoping you can make them feel good.
BrainShark
JULY 9, 2018
Salespeople chasing bigger and better deals eventually have to win approval from executive buyers, but gaining access to the C-suite is no easy task.
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Sales Hacker
JULY 9, 2018
Sales meetings are an integral part of every business, regardless of maturity, industry, or goal. They’re key to keeping team members on the same page and working towards the same goal as a singular unit. For these reasons, it’s imperative that sales managers know exactly how to conduct a sales meeting. However, I’ve seen countless businesses who have no strategy for their meetings.
The Sales Heretic
JULY 9, 2018
The road to success isn’t straight, level, or smooth. There are bumps and potholes. Hills and curves. Dead-ends and detours. And as a result, we all get frustrated from time to time. What separates top salespeople—and high achievers in general—from everyone else, is that they don’t let frustration derail them. They find ways to deal [.].
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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
JULY 11, 2018
Cold calling is one of the most difficult parts of selling. To be successful at the science of cold calling you must first define the elements, functions and formulas that comprise the call. Then, like all other sciences, experiment (practice) until you have a method that works.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
JULY 12, 2018
Even in the age of artificial intelligence, common sense still matters. Technology addiction is running rampant. We spend more time looking at screens than talking to the people who matter. This digital dependence is impairing our ability to make decisions, because we no longer trust our common sense. The more we rely on technology advances like artificial intelligence and predictable algorithms to make decisions, the more unpredictable we become.
SBI Growth
JULY 7, 2018
I need quick growth. My current reps are good, but coverage is unsaturated. . Shouldn’t I just add another headcount? Isn’t that the quickest route to revenue? Add another rep, drop them into a territory? My on boarding process takes a.
The Pipeline
JULY 10, 2018
By Tibor Shanto. I was talking with a rep from an IT reseller last week, who was facing what she felt was an insurmountable challenge. She was facing a renewal for a product with one of her clients where the product being resold had gone up in price by some 300%. I’m not talking about Martin Shkreli type increases; to be fair to the manufacturer the product was solid, clients loved, but being innovators, they just hadn’t got around to reviewing the pricing since its release years ago.
Zoominfo
JULY 8, 2018
B2B sales can be a rewarding career for those who enjoy working with people, building relationships, and of course, selling a product or service. Yet, if you’ve ever looked for a sales job, you know how difficult it can be to land a good position with a reputable organization. Today, we make your life a little easier. Keep reading for a comprehensive guide to getting the B2B sales job of your dreams.
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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
JULY 9, 2018
Author: David Stott “Upsell current clients” has always been one of the mantras of the sales industry. After all, selling more to the base creates value beyond the obvious revenue gains. It increases trust, executive exposure, credibility, confidence, and provides a stronger ROI due to the decreased cost of goods sold. This not only creates value for the client, but also delivers an incredible customer experience that is paid forward in the industry. .
SBI Growth
JULY 9, 2018
As a leader of Sales Operations or Sales Enablement, how many times have you heard your sales teams say: “You all have no clue what we go through in the field!” This is a common theme in any company that sells a.
Jeffrey Gitomer
JULY 9, 2018
Cold calling is one reason many people shy away from a career in sales. Sales professionals who make a six figure living will tell you that cold call training provided the basis for their sales success. Doubt it? Ask 'em.
Sales 2.0
JULY 7, 2018
Many sales people’s “elevator pitches” are so bad that prospects at a conference with them would start using the stairs. It can happen in an elevator or at a networking event or at the weekend barbecue. Most often these days it happens when you write a prospecting email. You need to say what you do. How do you help people? I think Aaron Ross nailed it here.
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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
JULY 11, 2018
Author: Patrick Foster Using Facebook Messenger as a sales channel has become an incredibly popular option recently, and for good reason. People primarily use their phones to send and receive messages, and moving your value propositions into that conversational space is a great way to capture their interest. But as with any element of marketing, it isn’t enough to simply have a Messenger chatbot – you need to execute it properly.
SBI Growth
JULY 9, 2018
Curt Redden, Global Director of Talent Development for UPS Capital, joins us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); to discuss talent management and, specifically, the connection between the experience of the employee and the experience of the customer. Employee Experience.
Jeffrey Gitomer
JULY 11, 2018
We are each responsible for our own success (or failure). Winning at a career in sales is no exception. To ensure a win, you must take a proactive approach. Prevention of failure is an important part of that process.
Connect2Sell
JULY 11, 2018
One simple question will help you with overcoming sales objections and change the way you handle them. You’ll be far more effective if you use this simple technique.
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.
Sales and Marketing Management
JULY 12, 2018
Author: Charles Ebert Startups need guidance and advice from people who have been in their shoes in the past and managed to make it in their respective industries. Learning from those that have been there before can bring a great deal of insight into what to expect and how to tackle some of the main challenges that startups face. Marketing is a strategy that makes or breaks a business.
SBI Growth
JULY 8, 2018
Data is everywhere. Channels are exploding. Technology is changing. Executives require more detailed reporting. Intuition and experience are no longer enough. You are living in the “show me” era. Marketing leaders are expecting data driven insights and greater ROI from.
Jeffrey Gitomer
JULY 10, 2018
Press one if you'd like to leave a message. I'll be glad to return your call as soon as I can. Right. And Santa will bring you toys if you're a good little boy.
Zoominfo
JULY 9, 2018
Your marketing initiatives are only as effective as the team executing them, but it’s not always easy to identify and put together an effective team. The reality is, marketing team building doesn’t happen overnight. It takes time. It takes careful planning. And it takes plenty of patience. But when done correctly, the right employees can close skill gaps, eliminate barriers to progress, and meet key business objectives.
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
JULY 11, 2018
If you happened to read the article about most salespeople being fired or arrested if they worked in accounting then this is the sequel - Arrested 2!
SBI Growth
JULY 10, 2018
Once an investment in a new portfolio company is live, the PE operating partner is riding high. They have just successfully convinced the investment committee about the merits of this deal. They have also briefed the LP advisory committee about.
Jeffrey Gitomer
JULY 8, 2018
Want to close more sales.listen more! How many of you ever had a course in listening skills? How to listen lessons were never offered as part of any formal education. It's amazing. the skills we need the most are never taught in school.
Zoominfo
JULY 10, 2018
It’s no secret: The B2B content landscape is more crowded than ever before. And, as a result, today’s B2B buyers are faced with many different buying options. While this undoubtedly makes for an ideal buying situation, it makes the job of a marketer significantly more difficult. Enter data-driven marketing. What is Data-Driven Marketing? If you’ve worked in marketing over the last few years, you’re likely familiar with the concept of data-driven marketing.
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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
Mr. Inside Sales
JULY 13, 2018
Avoid Rejection While Prospecting with this One Technique. By Mike Brooks, [link]. Discover sales training with best tips, rebuttal techniques and responses on how to go about handling and overcoming most common objections in phone cold call prospecting. Prospecting by phone can be hard—gatekeepers screening you out, decision makers don’t want to talk to you, etc.
SBI Growth
JULY 12, 2018
We often hear from clients that pricing differences across their client base are crippling their ability to scale and truly operationalize their business. It starts with a one-off that a client asks for.
MTD Sales Training
JULY 10, 2018
Episode 20 – How To Handle Objections From A Loyal Client, Being Clear On Your Customer’s Objection, Dan Pink On What We Need To Work At Our Best. This podcast includes: How To Handle Objections From A Loyal Client, Being Clear On Your Customer’s Objection, Inspire me quote from Dan Pink On What We Need To Work At Our Best. Take a look at this episode on [link].
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