Bernadette McClelland
MARCH 18, 2018
The year was 1986. I had not long gone through a divorce that was quite harrowing and confusing. I was a single mum to a one year old baby girl and had also not long been given a sales trainee role under sufferance, instantly recognising deep down inside, that a huge alignment piece to this jigsaw I had wanted to lay out in front of me, was missing.
Understanding the Sales Force
MARCH 19, 2018
Consider how frustrating it is to approach a traffic circle, or as we call them in Massachusetts, a rotary, during rush hour. You very slowly make your way towards the circle in a long line of traffic, attempt to merge into a congested circle, travel around to the other side of the circle, and finally exit the other end. Being a bit impatient, I'm usually screaming to myself, "Come on - don't stop!
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Sales and Marketing Management
MARCH 19, 2018
Author: Matthew Sunshine More than 40 percent of salespeople claim that lead prospecting is often more difficult than qualifying and closing the actual deal. This could be why so many salespeople struggle with lead generation and instead spend much of their time on current business. But difficulty and a lack of time are merely surface reasons explaining why sales teams often fail to generate more leads.
Zoominfo
MARCH 19, 2018
Social selling is a sales technique that leverages social networking sites to identify prospects, build relationships, and ideally, close more deals. Social selling is more than just a hot trend, it’s an essential part of the modern sales process. Consider these statistics ( source ): 78% of salespeople using social media outperform their peers. Social selling generates 38% more new opportunities than traditional sellers.
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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.
Score More Sales
MARCH 22, 2018
Have you seen the new documentary called The Story of Sales? It is now viewable through the Salesforce website , who funded the project. There are also some upcoming viewings in cities around the country. I know firsthand how dedicated the interviewers, producer, director and everyone involved in the production were.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
MARCH 20, 2018
Our guest on SBI TV is Dan Levinschi, the Vice President of Marketing for PandaDoc. Dan is a revenue generating marketer who knows how to quickly transition from marketing strategy to execution. If you prefer to watch a video of.
Zoominfo
MARCH 18, 2018
If we’ve worked in sales for any amount of time, you know how important sales outreach is. For those who aren’t as familiar, sales outreach is just what it sounds like: The process of reaching out to and engaging with prospects in a meaningful way. The appropriate sales outreach strategy can help your team close more deals and ultimately generate more revenue. .
Sales and Marketing Management
MARCH 23, 2018
Author: Mark Stouse You know the old adage, “We all work for sales?” Well, if we all work for sales, then we should get paid like sales too. As a C-level executive, I’ve worked with a lot of salespeople. When I meet one who has consistently over-performed, I know I’m looking at someone who will deliver the goods. And I also know I’m looking at someone who has made a lot of money in commissions, and will make a lot more in the future.
Connect2Sell
MARCH 21, 2018
( Note : This is an unabashed love letter to all sales authors. I’ve learned so much from you! Sales books have been my superpower for decades, overcoming every kind of sales kryptonite I’ve ever encountered!).
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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.
Jeffrey Gitomer
MARCH 22, 2018
More than half the time you hear the line, "I need home office approval," it's a lie. A stall tactic that frustrates and deceives. The challenge this objection presents is to find out if it's the truth (or true objection).
Zoominfo
MARCH 22, 2018
The art of the sales pitch has drastically changed in recent years. Technological advances have allowed your buyers to access more information than ever before. And, as a result, most are already educated about your products and services. In fact, experts estimate that 50%-90% of the buyer’s journey is complete before the buyer even speaks to a sales rep ( source ).
The Sales Heretic
MARCH 20, 2018
Trade shows are a vital component of many companies’ marketing mix. From general shows to specialty functions; tiny, local shows to gigantic, international affairs; consumer shows to industry events, trade shows are a 13 billion dollar-a-year industry in the U.S. alone. And sadly, much of that money is wasted. Because a tremendous number of organizations [.].
SBI Growth
MARCH 23, 2018
Perhaps you are familiar with the photo of the former CEO of Nokia sobbing with his leadership team as his company was sold to Microsoft for parts. The now infamous headline: “we didn’t do anything wrong.” Well, yes Steve –.
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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.
Pointclear
MARCH 19, 2018
“But why,” she asked, “do I need to master deep digital analytics? I have people to do that and we get website stats. We know geo distribution, client and platform by user.”. It wasn’t an easy conversation. The director of marketing, 20 years into her career, was confronted with a bewildering cornucopia of reports, making her heretofore creative life difficult.
Zoominfo
MARCH 21, 2018
When executed effectively, B2B blogging can help your organization achieve some of your most critical business objectives—from driving organic traffic to your website, to engaging prospective buyers, to generating leads. In a few of our recent posts, we focused heavily on helping you craft the ‘what’ of your B2B blogs. But, as experienced marketers know, it’s not always about what you’re saying, but rather how you say it.
The Sales Hunter
MARCH 23, 2018
Earlier this week, I was sitting in a strategic planning meeting with a client. It’s one of those days where the conversation is simply amazing. Five of us in the room and each one contributing ideas, sharing insights and collectively developing better outcomes. Reason I’m sharing this with you is I’ve been writing up my […].
Mr. Inside Sales
MARCH 19, 2018
We’ve all been there: you’re in the middle of something and your phone rings and it’s a sales person calling. You know instantly how the call is going to go just based on the first few sentences the sales rep utters. And if you listen for just 2 minutes longer, your hunch is confirmed – it’s either a “good” call or a “used car salesman” call. And unfortunately, many calls these days sound like the latter.
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.
Pointclear
MARCH 22, 2018
Unless you are the low-price leader, value selling is essential to the success of your business. It's a rather straightforward proposition to sell on price only. The real challenge is to learn how to demonstrate that the extra cost of your product or service is worth it. That takes more persuasive skills, better navigation of the prospect organization, a broader understanding of strategic objectives - and frankly a likable demeanor - to convince your target of the value you offer.
Zoominfo
MARCH 20, 2018
It’s 2018– by now, social media has infiltrated every aspect of our lives; whether we’re documenting our commute via Facebook live, sharing our latest culinary find with our Instagram followers or simply keeping up with the latest headlines on Twitter, there is hardly a time when we aren’t connected to a social platform – even at work. With the adoption of social networking as a business practice, the line between personal and professional is becoming more and more blurred.
The Sales Hunter
MARCH 18, 2018
Sometimes you just need to focus on one or two things. Do something so well that you are amazed at the outcomes. If you get too caught up in going too many directions, it becomes almost impossible to build true sales motivation and momentum. Check out the video to see what I mean: Want […].
MTD Sales Training
MARCH 23, 2018
Episode 2: Loads Bubbling Podcast. The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson. This podcast includes: What Exactly Is Consultative Selling? Communication Skills : 4 Revolutionising Steps. A Key Quote From Richard Branson. The post The Meaning of Consultative Selling, 4 Revolutionising Communication Steps, A Quote From Richard Branson appeared first on MTD Sales Training.
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!
Hubspot Sales
MARCH 23, 2018
Conversation Starters. What’s the most interesting thing you’ve read lately? What’s a fact about you that’s not on the internet? Do you listen to any podcasts? Which ones? If you were in charge of the playlist, which song would you play next? What’s the best gift you’ve ever gotten? What’s your favorite part about living in [city]? Least favorite? Are there any common misconceptions about your job?
No More Cold Calling
MARCH 22, 2018
Sure, but only when combined with human conversations. I love technology … when it works. When it doesn’t, it feels like the end of the world. OK, not exactly, but it does slow us down. In sales, time is money, and the more of that time is spent interacting with customers and prospects, the more money comes in. Plain and simple. Thus, sales enablement technology only works if it saves times on menial tasks and facilitates human conversations.
The Sales Hunter
MARCH 20, 2018
What is in your sales pipeline? More importantly, is what’s in your pipeline moving? When I’m working with salespeople, I see far too much sewage that is being passed off as prospects. News flash! There’s a big difference between a prospect and sewage! Clearly, too many did not read the memo. I hope you weren’t […].
SBI
MARCH 20, 2018
A dozen years ago, if you asked the average sales leader about their sales enablement strategy, the likely response would’ve been, “Huh?”. It’s not as if companies in years past weren’t training and enabling their sales forces; it’s just that the term “enablement” wasn’t yet a common part of the B2B sales lexicon. (Then again, back then most people didn’t know what YouTube was either.).
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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
MARCH 23, 2018
Sales Call Tips. Start Sales Calls with a Bang. Don't Bad-Mouth Competitors. Use Awesome Labels. Set the Agenda and Stay in Control. Stand Up. Use Emphasis Wisely. Simplify Options. Adopt Smart Product Positioning. Get Emotional. Clarify Product Value. Empower Customers. Remember, There's a Time for Everything. Serve Hot, Not Cold. Observe, Record, and Predict.
John Barrows
MARCH 21, 2018
A little while ago someone asked me – if there was one thing I could go back and tell your 22-year old self what would it be? The first thing that came to mind was to bet the farm on the 2004 Red Sox when they were down 0-3 to the Yankees in the ALCS. The second thing was to A/B split test everything you do. I’ve written and spoken a lot about how we need to become more scientific with our approach to selling to learn, succeed and survive in sales.
SBI Growth
MARCH 23, 2018
Our guest on SBI TV’s Fast Frame is Clint Poole, the CMO and SVP of Marketing for Lionbridge. Clint is here to share how he teamed with his peers in product and sales to launch a game-changing new product offering with.
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