Igniting Sales Transformation
FEBRUARY 4, 2019
I read a LinkedIn post recently that focused on the many complaints about cold calling and sales spam being talked about online. What struck me most was the author’s complaint that people publicly post the “negative” examples of sales spam they receive. She only wants us to share “positive” sales messages that work. And, yes, I’m rolling my eyes as I type those words.
Janek Performance Group
FEBRUARY 4, 2019
One of the realities of our global, digital sales world is that buyers have more options and easier access to those wider choices than ever before. What this means for businesses and their sales reps is that the objective and measurable differences, such as specific features or time to delivery, frequently aren’t strong enough to lock down a sale – other companies in the marketplace have similar offerings.
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Trinity Perspectives
FEBRUARY 4, 2019
It’s a confusing and frightening time for many salespeople right now. They’re grappling with the competing forces of automation and commoditisation in the industry, combined with the rapid disruption of the markets they serve, not to mention artificially intelligent technology that they need to grasp to succeed in this new world. Added to this mix are increasingly well-informed customers, with higher expectations of their vendors and more choice than they’ve ever had before.
No More Cold Calling
FEBRUARY 7, 2019
“Imagination is the highest form of research.” —Albert Einstein. Ever have a good idea pop into your head, seemingly out of nowhere? We all have, but I bet it didn’t happen when you were heads-down working on a project, facing a demanding deadline, running late for a meeting, yelling at the stupid drivers who cut you off, or in the middle of some other intense experience.
Speaker: Lee Andrews, Founder at LJA New Media & Tony Karrer, Founder and CTO at Aggregage
This session will walk you through how one CEO used generative AI, workflow automation, and sales personalization to transform an entire security company—then built the Zero to Strategy framework that other mid-market leaders are now using to unlock 3.5x ROI. As a business executive, you’ll learn how to assess AI opportunities in your business, drive adoption across teams, and overcome internal resource constraints—without hiring a single data scientist.
Understanding the Sales Force
FEBRUARY 6, 2019
Hiring the right salespeople has always been problematic for most companies but with the shortage of quality sales candidates, it's more difficult than ever. The pressure to fill a role often causes sales management to hire the best of the pool of candidates instead of the right candidate. What's the difference you ask? The difference is huge, especially if you have a complex sale, a long sales cycle, or a lot of competition.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
FEBRUARY 4, 2019
Author: Dean Stier All successful sales teams share common qualities regardless of what industry they are in. Winning teams have a strong culture of communication and know what their goals are, they are part of a collaborative environment where best practices can move throughout the organization. They are comprised of energetic self-starters that are hungry to close the deal.
SBI Growth
FEBRUARY 8, 2019
A sales rep’s mind can be their worst enemy when it comes to pricing initiatives. You have probably heard the comments in the hall-way and board rooms. “We don’t have good products/solutions to command those types of prices” “My customer.
The Sales Heretic
FEBRUARY 5, 2019
So I’m sitting around with a bunch of friends, and we’re discussing really important stuff, when somehow the subject of potato chips comes up. (Possibly because we were eating them.) Within a few seconds, our friendly discussion morphed into a heated debate on the merits of regular potato chips versus “Kettle-Cooked” potato chips. Both sides [.].
Score More Sales
FEBRUARY 8, 2019
Resource #1. Modern Sales Pros virtual Google group and in-person meetings. They are totally focused on peer knowledge sharing and whether virtual or in-person, you’ll learn from them.
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.
Sales and Marketing Management
FEBRUARY 8, 2019
Author: Richard Lowe There’s no doubt in my mind that the world of software sales has evolved drastically in recent times with the growth of Software as a Service (SaaS) creating the need for new skills and knowledge from professionals in this arena. As this service-based approach becomes the norm, we are seeing a new type of expert emerge. One with a combined ability to both understand the functionality of their solutions but combine that with a much deep knowledge of the value delivered to the
SBI Growth
FEBRUARY 4, 2019
Zoominfo
FEBRUARY 7, 2019
As with most business functions, technology is drastically changing the way we market our products and services. We’ve long since understood the power of one-to-one marketing, but without modern technology, it wasn’t always feasible, scalable, or affordable. So, instead of one-to-one interactions, marketers relied on one-to-many marketing tactics– i.e. email, social media, direct mail, billboards, etc.
Connect2Sell
FEBRUARY 6, 2019
When it’s time to buy, a buyer will reach out to a seller who left a memorable impression. No one likes to start from scratch and take a chance. No one likes to go through the vetting process of talking to multiple sellers (and then dodging their follow-up calls for months). We’d all prefer to have a seller top-of-mind who has already become memorable.
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.
DiscoverOrg Sales
FEBRUARY 6, 2019
Hey everyone, welcome to the Discover Series! I’m Krystan Resch , DiscoverOrg’s Director of Partnerships. Today, we’re gonna be talking about the importance of organizational intelligence – AKA knowing how to leverage the org chart of your target accounts. Wait – what are org charts? Org charts are a visual way to represent a company’s hierarchy.
SBI Growth
FEBRUARY 5, 2019
“Strategy is simply resource allocation. When you strip away all the noise, that’s what it comes down to.” – Jack Welch. As the CEO, your job is to execute against your corporate strategy. To do this, you must align your resources.
Zoominfo
FEBRUARY 5, 2019
Welcome back to our B2B Blog Post Round-Up series. We took two months off to plan for the upcoming year. But, we’re back and better than ever with our February 2019 installment. For those of you who aren’t familiar with this series, let us explain. We use this monthly post to highlight the great work the ZoomInfo team has contributed to outside publications.
Hubspot Sales
FEBRUARY 8, 2019
Disclaimer : This article does not constitute legal advice. Interpretations of the Realtor Code of Ethics may differ from state to state, so you should seek your own legal advice to ensure you follow the correct process. A client came to David Magua , a top-selling real estate agent in Weston, Florida, asking for advice on a subdivision he had his eye on.
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.
Mr. Inside Sales
FEBRUARY 8, 2019
Many sales reps don’t know how to deal successfully with the gatekeeper. If things like: “Will he know what this call is regarding?” keep you up at night, then you need to watch this video and use the proven techniques in it. And if you’re a sales manager , you need to send this out to all of the reps on your team! The post How to Successfully Deal with the Gatekeeper appeared first on Mr.
SBI Growth
FEBRUARY 8, 2019
Dave Peranich is the EVP of Sales for Palo Alto Networks a global leader in preventing successful cyber attacks. This is a company that is on an unbelievable growth trajectory. Tune in to hear more from Dave on how a business can move.
Anthony Cole Training
FEBRUARY 6, 2019
Part of being a highly successful and effective salesperson is having the ability to walk away from an opportunity. After numerous attempts to contact a prospect and close a deal, there will be a time when you as a professional must determine when and how to call it quits.
Hubspot Sales
FEBRUARY 7, 2019
Have you ever purchased a product based solely on its quality? Whether we're thinking about purchasing the next iPhone or a new-release Nike sneaker, we often justify the purchase of an expensive item based on more than just quality -- we also factor in our perception of the product and brand behind it. And if we do purchase one of these products, we're often left thinking, "Is the actual value and quality of this product really worth the price I paid for it?".
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Mr. Inside Sales
FEBRUARY 4, 2019
If you’re an entrepreneur or small business owner and you want to sell your product or service over the phone successfully, then there are 3 things you need to know before you begin. Watch this short video, and I’ll tell you exactly what they are: The post Entrepreneurs: 3 Best Practices for Building an Inside Sales Team appeared first on Mr.
SBI Growth
FEBRUARY 7, 2019
As the product leader, the knock is on your door when sell-through doesn’t meet expectations. And then the painful inquiry starts – was this a strategic error? Poor execution? One fatal cause often overlooked is functional alignment – well-intentioned people.
MTD Sales Training
FEBRUARY 4, 2019
How many times have you walked away from a sales meeting, returned to your office and stated that the sale is in the bag, and it’s just a matter of getting the signature on the contract? How often have you then been disappointed that the sales didn’t materialise, especially after you had been convinced the customer bought into your solution and said all the right things while you were making your presentation?
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!
John Barrows
FEBRUARY 6, 2019
There are three types of contact strategies in my experience: 1) Tailored: where you do research on a specific person or company and then craft multiple, relevant, and direct messages, 2) Targeted: where you segment contacts based on similar characteristics and develop messages that focus on their broad priorities or challenges, and 3) Templated: where you create various, self-serving templates about your great solution and then blast messages out to everyone on a list.
SBI Growth
FEBRUARY 6, 2019
Should Competitors Dominate Your Pricing Analysis? Few companies regard pricing as a strategic lever, to be used proactively, rather than in reaction to a competitor’s moves. Competitive analysis is one part of the broader evaluation of where a company should play.
Nutshell
FEBRUARY 6, 2019
One of the main benefits of CRM software is the ability to get every aspect of your business working in sync. By uniting your communication and marketing tools with your sales platform, your team can conduct and track all their sales conversations from a single tool. But if you also rely on accounting software to manage incoming and outgoing payments, there are a lot of hidden benefits to integrating it with your CRM as well.
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