Vainu

APRIL 1, 2019

Prospecting 90

Prospecting Sales 90

InsightSquared

APRIL 3, 2019

Our biases can make us do silly things. Our biases can also be leveraged to influence our decision-making. The best sales professionals and marketers understand how important it is to study human psychology and use that knowledge to create stories, messages and strategies that drive results. Psychological or cognitive biases are subjective perceptions that we fall back on as we process information.

Advertising 111

Advertising Advertising Study Proposal 111

Xactly

APRIL 3, 2019

Discover sales compensation best practices to improve your overall sales performance.

Compensation 69

Compensation Sales Incentives Incentive 69

Sales and Marketing Management

APRIL 1, 2019

Author: Kevin F. Davis It goes without saying that your top salespeople are the backbone of your team. Sure, they keep the sales rolling in, but they also play a key role in keeping your entire team motivated. When your top few are hard at work, the rest of the team aspires to their greatness. However, those top salespeople aren’t robots – they go through burnouts and times where they just need an extra boost of motivation, themselves.

Motivation 314

Motivation Hiring Ideal Customer Profile Guidelines 314

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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.

Sales Process

SBI Growth

APRIL 2, 2019

Opportunity 286

Opportunity Closing Sales Research 286

The Pipeline

APRIL 2, 2019

By Tibor Shanto. The start of any quarter is an opportunity to step back take stock and recommit to your success. The first quarter, however, is a bit different, it is far enough away from the year-end, that you can think, be positive, and have the space to course correct or accelerate your triumphs; it is an entirely different affair the first week of October, when the desperate clouds of Q4 cover the top of the funnel.

Top of Funnel 271

Top of Funnel Vendor Funnel Pipeline 271

No More Cold Calling

MARCH 31, 2019

Does age really matter in sales? “Explain it so your grandmother would understand.”. That’s exactly what the CMO of a tech company said about how to explain your mission statement. I was listening to his podcast at 7:00 on a Monday morning, and I was ready to kick butt. This isn’t the first time I’ve heard the grandmother reference. I’ve heard it for mothers, as well, but never for fathers or grandfathers.

Referrals 240

Referrals Hiring Decision Maker Cold Calling 240

The Sales Hunter

APRIL 5, 2019

How well do your questions push the customer’s thinking? Sales leadership is about the customer seeing you differently than every other salesperson. If all you do is ask the basic questions that they’ve already been asked a thousand times, how will you stand out? Sales is about taking the customer to a different level. If you just satisfy their basic needs, you are not selling your service to the customer.

Sales Leadership 223

Sales Leadership Motivation Sales Customer 223

Understanding the Sales Force

APRIL 5, 2019

About a year ago, I wrote a very popular article called, Persistence Over Polish , where I discussed the competencies that the top 10% of all salespeople were better at than everyone else. The article identified 5 of the 21 Sales Core Competencies that were the biggest difference makers, showed the gap in capabilities, and explained the impact of having these competencies as weaknesses.

Sales 259

Sales 259

Speaker: Jennifer Hodroge, Omni-Channel Strategic Leader, Forrester CX Certified

Marketers know that personalization is the key to engagement—but with limited budgets and time, how do you prioritize what, where, and how to personalize? Aligning your content, campaigns, and buyer experiences requires a deep understanding of customer needs. In this new webinar with expert Jennifer Hodroge, we’ll explore how to leverage insights and customer journey mapping to build personalization strategies that deliver real impact.

Campaigns

SBI Growth

MARCH 30, 2019

Today Meredith Kildow, Chief Revenue Officer of Consilio, joins us to discuss the ramifications of being a sales leader and how to design, manage and execute the integration effort when you combine multiple sales forces over time in a series.

Revenue 209

Revenue Company How To Sales 209

Sales and Marketing Management

APRIL 5, 2019

Author: Pete Dufner As a creative director in a past life, I witnessed Natasha Jen’s “Design Thinking is Bull ” presentation back at the HOW conference in 2017. That’s why I approached this article carefully, with eyes wide open and BS detectors set on high. (If you haven’t seen her video yet, it’s 13 minutes well spent.). Alexa, what’s design thinking?

Infusion 205

Infusion Incentives Incentive Groups 205

Zoominfo

APRIL 1, 2019

Technographic data is having its moment in the B2B sales world. But unlike other passing sales trends, it looks like technographic data is here to stay. For those who may be unfamiliar with the term, technographic data refers to the data points surrounding the core tools and technologies a company uses to conduct day-to-day business. Technographic data provides necessary context to important selling activities– enabling sales organizations to close more deals, faster.

B2B 197

B2B Data Survey Report 197

The Sales Hunter

MARCH 31, 2019

It must be to help others see and achieve things they didn’t think were possible. This should be your goal not just in the workplace but in your life every single day. Help your family. Help your friends. Help the stranger that catches your eye while out to lunch. Be a leader this week by reaching out and helping somebody see and achieve what they didn’t think was possible.

Motivation 189

Motivation Objections Video Marketing Qualified Lead 189

Advertiser: ZoomInfo

Savvy B2B marketers know that a great account-based marketing (ABM) strategy leads to higher ROI and sustainable growth. In this guide, we’ll cover: What makes for a successful ABM strategy? What are the key elements and capabilities of ABM that can make a real difference? How is AI changing workflows and driving functionality? This Martech Intelligence Report on Enterprise Account-Based Marketing examines the state of ABM in 2024 and what to consider when implementing ABM software.

Account Based Marketing

SBI Growth

APRIL 5, 2019

As a CRO, you’re supposed to be the perfect blend of sales leader, marketing genius, and metrics guru. If you’re doing it right, you’ve got your sales team closing, marketing group cranking out leads and you’re tracking your MCLs all.

Groups 196

Groups Closing Marketing Qualified Lead Leads 196

MTD Sales Training

APRIL 2, 2019

What is a CRM system and what are the benefits of having one? CRM stands for Customer Relationship Management, and it’s essential that when you are selling your promises of a better future to your prospects, you are able to keep manageable records for those sales. The benefits of CRM systems are manifold, and here we list some of them so you can be assured you’re going in the right direction for the long-term relationship you’re building for your company and your customers. 1) It helps you manag

Benefit 185

Benefit CRM System Loyalty 185

Anthony Cole Training

APRIL 4, 2019

In sales, it is critical for a producer to develop behaviors for success and systems to support those behaviors. But often times, salespeople struggle and settle for the results they get because they don’t know how to adapt. In this article, we will review the formula and methodology for change and the key questions every successful salesperson must ask themselves when identifying how to improve their sales outcomes.

System 168

System How To Sales Goal Meeting 168

Connect2Sell

APRIL 3, 2019

In this, the final installment in our 12-part series about how to be a memorable salesperson, we’re going to take a look at one more skill. This one is tricky. It’s sensitive. It’s one that you may not want to admit you could use some help with.

Buyer 167

Buyer How To Selling Skills Conversion 167

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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

SBI Growth

APRIL 5, 2019

How Does the Marketing Leader Know If They Are Aligned to Sales? Often, companies miss their number because Marketing and Sales are not aligned. As a Marketing leader are you aligned with your sales counterparts? Are you driving towards the same.

Marketing 176

Marketing Company Revenue Sales 176

Hubspot Sales

APRIL 1, 2019

What makes a good sales presentation? An effective presentation tells a compelling story, highlights your value proposition, and aligns with your audience's needs and desires. It ends with a strong call-to-action. Hate the thought of doing sales presentations ? You’re not alone. But the best reps have sales presentations down pat, even if it’s not their favorite activity.

Closing 143

Closing ROI Call-back Buyer 143

The Sales Heretic

APRIL 3, 2019

Are you using a leads group as one of your prospecting strategies? If not, perhaps you should be. After all, if you’re prospecting for new sales leads, referrals are the best kind. And a leads group can be a very powerful way of generating referrals. Like any other prospecting tool, however, your results depend on [.].

Groups 140

Groups Lead Rank Lead Scoring Marketing Qualified Lead 140

Women Sales Pros

APRIL 5, 2019

Every sales training program and book about increasing sales offers a sales process. These step-by-step processes help sellers to orient themselves and move through a logical progression from opening the sale all the way through to closing the sale. Having a sales process is a good practice. Knowing and following your buyer’s process is an even better practice.

Sales Qualified Lead 123

Sales Qualified Lead Buyer Lead Rank Lead Scoring 123

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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

SBI Growth

APRIL 5, 2019

2019 Q1 CEO Research Report Your 2019 strategic plan may already be in jeopardy. Two-thirds of well-formulated corporate strategies fail due to poor execution. In this report, we provide a roadmap for CEOs to identify and close execution gaps across the organization… Get.

Report 168

Report Research Strategy Closing 168

Hubspot Sales

APRIL 4, 2019

Business development. It’s usually confused with sales , often overlooked, and only sometimes given the strategic focus it deserves. Having a business development strategy, however, is crucial to long term success and ensuring that everyone in your company is working toward a common goal. But how do you develop a business development plan? Pull up a chair and stay awhile, I’m diving into that and more below.

Referrals 142

Referrals Sales Cycle How To Conference 142

MTD Sales Training

APRIL 4, 2019

Episode 26: To my sales professional connections (and trainers). This podcast includes: The concept of reverse engineering in sales. Reverse engineering your next call. A quote from Henry Ford. Take a look at this episode on [link]. The post Reverse Engineering In Sales, Applying Reverse Engineering To Your Calls & A Quote From Henry Ford appeared first on MTD Sales Training.

Engineering 120

Engineering Training Sales 120

Nutshell

APRIL 1, 2019

As a great man once said , you miss 100% of the shots you don’t take. Or, to put it in sales terms, you close 0% of the prospects who don’t hear from you. Anyone who relies on email to start sales conversations understands that follow-up is what separates success from failure. Instead of dropping some bogus stat about how nearly half of salespeople never follow up with their prospects, we’ll just say that a lot of sellers don’t do it, and they’re leaving money on the table.

Follow-up 118

Follow-up Scale Sales Qualified Lead Sales Automation 118

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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

SBI Growth

APRIL 5, 2019

Is Poor Execution Endangering Your Sales Strategy? Sales leaders start the year on an emotional high from their SKO, confident in their strategic plan. But conditions quickly change. Unexpected challenges arise.

Strategy 168

Strategy Revenue Sales Marketing 168

Hubspot Sales

APRIL 3, 2019

I know what you woke up thinking this morning: “ I sure could use a quick refresher on price elasticity. ” If you’re shaking your head saying, “ Yes, Meg. Yes! ” then I’m so happy to have met your needs with this miraculous piece. Understanding the price elasticity of your product/service and how it impacts your sales and business strategy is crucial to building a responsive, successful company.

Strategy 122

Strategy Consumer Negotiation Up-Sell 122

Partners in Excellence

MARCH 31, 2019

I wrote, Changing The Questions , discussing how our questioning strategies tend to serve us, not help the customer think about their situations, what they are trying to achieve, and what they might learn. Turns out, managers are just as bad in the questions they ask sales people. (Perhaps, that’s why sales people are so bad.) Managers tend to ask questions that are helpful to them, but not to the sales people.

Forecasting 116

Forecasting Coaching Report CRM 116