Gong.io

MARCH 12, 2018

Successful sales reps are handling sales objections in six different ways. Five of them are intuitive. The sixth one, not so much. Let me explain. We pulled 67,149 call recordings from our database of over 1M calls. And we analyzed them with machine learning. The calls in this 67k subset were all demos done over screen sharing platforms. Each demo was recorded, transcribed, and analyzed to identify the behaviors that correlate with success.

Objection handling 102

Objection handling Quota Sales Technique 102

Hubspot

MARCH 12, 2018

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. No, this isn't an infomercial. And you're right that they won't work every time. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. To be eligible, just pay me one easy payment of $99.99 before reading the rest of this article.

Prospecting 101

Prospecting Referrals Sales Up-sell 101

Openview

MARCH 16, 2018

Editor’s Note: The following article is based on Liz Cain’s presentation at SalesLoft’s Rainmaker Conference. You can see the full presentation here. I’m going to take you back, way way back. The year is 1999. And what we now consider to be “old cloud” companies were just being founded. Salesforce was one of the first out of the gate with an inside model.

Pitch 89

Pitch Education Sales Territory 89

Membrain

MARCH 14, 2018

If you’ve ever talked to someone who has been happily married for many years, you have probably heard them call their partner their “better half.” There’s a reason for this. The right marriage makes both people feel like they are more than they were alone.

Technology 95

Technology Technology Sales 95

Advertisement

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

Follow-up

Gong.io

MARCH 16, 2018

“W e’re a fast-paced organization that builds and brings commercial products to market for businesses that are growing quickly. And the majority of the company is remote.”. You read that right. Remote. CodeScience has spent the last 10 years creating solutions to increase business’ bottom line and avoid the common pitfalls associated with growth.

Sales 88

Sales Clients Conversion Up-sell 88

Hubspot

MARCH 14, 2018

The definition of a whitepaper varies heavily from industry to industry, which can be a little confusing for marketers looking to create one for their business. The old-school definition comes from politics, where it means a legislative document explaining and supporting a particular political solution. In tech, a whitepaper usually describes a theory behind a new piece of technology.

Education 99

Education Legal Promote Pitch 99

Membrain

MARCH 11, 2018

You’ve nailed your opening call, delivered a superb value proposition and you’ve piqued your client’s curiosity. But there’s only a small window of opportunity to present a proposal, so timing is mission critical. Are you sure you’re ready – and what about the client? Is there such a thing as too soon in the world of consultative selling?

Consult 81

Consult Presentation Clients Sales 81

Heinz Marketing

MARCH 15, 2018

By Matt Heinz, President of Heinz Marketing. “How I Work” type articles are some of my favorite features (as seen in Inc Magazine and Lifehacker ). Every week we highlight sales, marketing or business leaders in our very own series. You can catch up on everyone we’ve featured so far in the “How I Work” series here. Get tips on productivity, work-life balance and a lot more.

Technique 83

Technique Finance Meeting Relationship building 83

Hubspot

MARCH 15, 2018

These days, almost every new hire in sales is told to read " The Challenger Sale.". It's a great book based off one of the largest studies ever done in sales. Problem is, when you're learning how to sell on the job with a giant quota hovering over your head. you don't have any time to read. Download more free summaries of top sales books here. That's why this post is a five-minute review of the Challenger Sales Approach.

Quota 95

Quota Relationship building Sales B2B 95

Outreach

MARCH 15, 2018

Our learnings from analyzing 100,000 emails with Outreach Amplify Intent Classification. Reply rates are important, but they don’t tell the whole story. What? I know - this is sales sacrilege. I’m not saying the way you’ve been measuring success and tracking KPIs is wrong, but there is a better way that you need to know about ASAP. Case in point — Any sales rep who’s ever gotten an email that looks like this will tell you that not all replies are created equally: Yes, the reply rate you get is a

Legal 83

Legal Prospecting Meeting Conversion 83

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

RAIN Group

MARCH 14, 2018

Buyers are awash with information, bombarded with sales and marketing messages, crazy busy, and tasked to do more with less. Yet they still want to hear from sellers and they still accept meetings with sellers who reach out to them proactively. 82% of buyers will accept meetings with sellers who reach out. The sellers who secure these meetings achieve significantly greater success with a much different approach.

Meeting 74

Meeting Sales Prospecting 74

SalesforLife

MARCH 12, 2018

With so much literature and data supporting the need for digital transformation, it might seem like all modern companies are making the leap. Nothing could be further from the truth. Only 3 percent of CEOs say they've successfully completed digital transformations. Why? They might be standing in their own way.

Sales 69

Sales 69

Hubspot

MARCH 15, 2018

We’ve all been through the same sales training and coached on the same sales playbook. When it comes to qualifying high-potential sales opportunities, salespeople look for: Senior decision-maker involvement. Buying authority. Customer consensus. Approved budget. A clearly articulated need. However, in a world where customers learn far more on the their own and progress further along a purchase path before reaching out to reps, yesterday’s winning playbook is today’s losing recipe.

Drivers/motivators 78

Drivers/motivators Healthcare Represent Strategize 78

Outreach

MARCH 11, 2018

My shoulders stiffen with tension. They move in a herky jerky way, like a hinged scarecrow. I am a fish out of water-a hardcore hustlin’ salesperson in my first Quijong class. For the uninitiated, Quijong is a Chinese exercise designed to reduce stress by slowing your breath and repeating a series of fluid movements. As quirky as it sounds, this class represents an important step for me—a time to step away from being a female breadwinner, mom and salesperson and do something that is just for me

Quota 82

Quota Represent Sales Start-ups 82

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Promote

Heinz Marketing

MARCH 14, 2018

When a recent or soon-to-be college graduate who also wants to go into marketing asks me for advice, I tell most of them the same thing – start in sales. When B2B marketers well into their careers ask me where they should focus their learning time, I point them to some of my favorite sales blogs, books and speakers. If you’re working in marketing today, spend as much time as possible with your sales team – literally amidst them.

Sell 76

Sell Appointment Inside sales Quota 76

SalesforLife

MARCH 14, 2018

Companies still struggle with formalizing their approach to social selling. The sales process itself doesn’t change with the addition of social selling, but using it as a data mining tool has the power to speed the customer’s journey through the traditional sales funnel, allowing salespeople who use social selling outperform those who do not. The social sharing landscape provides the perfect opportunity for sales people to tune into their customers and potential customers’ needs, wants, goals an

Product 67

Product Sales Sell Process 67

Hubspot

MARCH 15, 2018

What is an Account Executive? An account executive supports existing client accounts. Traditional sales representatives sell a product or service to clients and then hand those accounts off to customer service teams or account executives. It’s the AE’s job to manage, grow, and renew those accounts. “Account executive” often means different things to different people.

Commission 76

Commission Strategize Growth Clients 76

The Sales Hunter

MARCH 13, 2018

Full disclosure. I did not always like sales. In fact, just saying the word “sales” sounded creepy. While in one of my first sales jobs, I did not call myself a sales rep. I called myself a “marketing rep.” To me, marketing was a good term, but “sales” was everything evil. Funny thing happened to […].

Sales 68

Sales Drivers/motivators Sell 68

Advertisement

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Pipeline

SalesFolk

MARCH 13, 2018

Recently I asked some folks on LinkedIn to share their sales prospecting emails with me so that I could do some live feedback and edits. For this particular email, I chose to just do feedback rather than edits, since I didn’t have enough context to do more serious revisions. Take a look at my feedback to see how the sender can improve their sales prospecting email and targeting in order to get more positive responses from qualified leads.

Prospecting 68

Prospecting Sales 68

Sales Hacker

MARCH 14, 2018

The General Data Privacy Regulation (GDPR) was a key component that was highlighted in Sales Hacker’s sales trends and predictions for 2018. This article dives into an overview of the GDPR, the good, the bad, and the grey areas around this new data privacy regulation. Before we begin, let’s set a few things straight. For most of us, we proceed each day repeating the same set of processes we completed the day prior—especially in sales.

Legal 68

Legal Territory Contact Consult 68

Hubspot

MARCH 16, 2018

You might know your Instagram content is good, but imagine how much better it will seem if it looks like 10,000 people agree. Whether you’re trying to become a social media celebrity or simply looking to spread brand awareness on Instagram, it can seem tempting to pay for your first couple thousand followers. There are plenty of services available that allow you to buy 1,000 followers for the price of a small Starbucks latte.

Follow-up 78

Follow-up Legal Service Strategize 78

SalesHood

MARCH 14, 2018

One of the best ways to differentiate yourself is to show gratitude with hand-written cards in sales (and life). Hand written thank you cards are great sales tools to use and go way beyond thanking someone for a gift. A hand-written thank you card is good karma and good business. It’s amazing to me [ ] The post Hand-Written Thank You Cards In Sales appeared first on SalesHood.

Sales 66

Sales Process 66

Advertisement

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

Campaign

SalesforLife

MARCH 13, 2018

Innovations come in clusters. The mobile revolution couldn’t take off until it was supported by a vibrant app ecosystem, more powerful processors in phones and reliable cellular service virtually everywhere.

Sell 61

Sell Service Sales 61

Partners in Excellence

MARCH 12, 2018

In the Rime Of The Ancient Mariner, Samuel Taylor Coleridge writes, “Water water everywhere. Nor a drop to drink.” Sometimes, I think there is a sales version of this, “Information, information everywhere, But we struggle so to think… ” The amount of information and data available to each of us is overwhelming. There are thousands of blogs/articles/eBooks/white papers on sales and marketing.

Sell 59

Sell Customers Sales 59

Hubspot

MARCH 11, 2018

People have a lot of feelings about social media. Love it. Hate it. Use it for business. Build a brand on it. Quit it. Come back to it. With so many mixed messages, how are marketers supposed to stay on top of the right way to use social media -- and moreover, what users actually want from it? To answer that question, a panel of social media experts -- Teen Vogue 's Rajni Lucienne Jacques, Facebook's Tutti Taygerly, and Instagram's Joshua Dickens -- shared their insights on what followers want t

Networking 78

Networking Follow-up Represent Strategize 78

Adaptive Business Services

MARCH 14, 2018

While I had never planned for any of this, I have spent a lot of time over the last seven or so years writing. In addition to 100’s of articles, I wrote a book with a publisher and also created a very nice eBook with the help of my friend and mentor, Neal Schaffer. At one time, I had begun to explore self-publishing but, coincidentally at that exact same time, a publisher unexpectedly approached me about writing a book on Social CRM.

Cross-sell 54

Cross-sell Networking Start-ups CRM 54

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Gaming

SalesLoft

MARCH 16, 2018

In offices all over the US, completing March Madness brackets have been the top priority. Now that we’ve all hit submit (go UNC!), it’s time to refocus on closing out Q1 strong. Here are 5 actionable ways to dominate in the home stretch. March Madness: 5 Ways to Dominate Q1. 1. Take a shot. Get the rebound. You won’t see any player take a shot, miss it, and give up.

Pipeline 52

Pipeline Closing Prospecting Product 52

Outreach

MARCH 13, 2018

At Vonigo , we make business software for mobile service companies across a range of industries like moving, cleaning, and junk removal. Since our target customers are in such a clearly defined niche, we employ an account-based marketing strategy that involves using Outreach in our sales workflows. But we’ve also had success using Outreach after the deal is closed to distribute NPS surveys and, coupled with Advocately, encourage customer reviews and case studies. .

Customers 55

Customers Niche Follow-up Promote 55

Hubspot

MARCH 14, 2018

Every day, five billion YouTube videos are watched around the world. And they're not just being watched -- they're being devoured. The average YouTube session by any one viewer is roughly 40 minutes, up 50% from the previous year, according to Omnicore. If only there was a way to make money off of a website people spend so much time on. As a matter of fact, there is!

Real Estate 77

Real Estate Campaign Follow-up Commission 77

The Sales Hunter

MARCH 11, 2018

In sales motivation, there’s no room for whining about life being unfair. You have to find a way to get over it! The sooner you deal with moving past what you perceive as unfair, the sooner you’ll be able to accelerate your sales success. Check out the video: A coach can help you […].

Drivers/motivators 54

Drivers/motivators Sales Sell 54

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Service