Jeff Shore

JULY 10, 2018

By Jeff Shore. Sometimes we come across customers trapped in their own mental dilemma. They like what you have to offer, but they are hesitant to make a change. What you are dealing with is what psychologists refer to as the “Status Quo Bias.”. In short, people make decisions from a baseline; that baseline is their current situation. As they consider moving away from the baseline, they face the discomfort of the unknown.

Drivers/motivators 109

Drivers/motivators Technique Represent Strategize 109

Women Sales Pros

JULY 13, 2018

Those pesky competitors! They seem to show up in every deal and exactly at the wrong time too. Also, the numbers of competitors is multiplying at an alarming rate. You need a strategy to beat them and you need it quickly. Start by analyzing your competitor from your customer’s perspective. In other words, how does your customer or prospect view your competitor’s strengths and weaknesses?

Contract 105

Contract Strategize Consult Up-sell 105

Hubspot

JULY 13, 2018

Chrome Keyboard Shortcuts. Open a new tab: hold Command and press T. Close the current tab: hold Command and press W. Reopen last tab closed: hold Command and Shift, then press T. View next tab: hold Command and Option, then press the right arrow key. View previous tab: hold Command and Option, then press the left arrow key. Jump to a specific tab: hold Command and select the appropriate number.

Closing 101

Closing Pipeline Start-ups Prospecting 101

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.

Meeting 90

Meeting Product Sales Negotiate 90

Speaker: Jady West, VP of Hospitality & Chris Bennett, Head of Sales & Engineering

The modern hotel room is no longer just a place to stay—it’s an experience to remember. Today’s guests expect seamless 5G connectivity, personalized comfort, and high-tech convenience. From AI-powered smart room controls to in-room entertainment and app-based services, technology is redefining hospitality from the inside out. In this new session featuring industry pros Jady West and Chris Bennett, we’ll explore how high-speed, high-bandwidth connectivity powers the innovations that are enabling

Hospitality

Engage Selling

JULY 12, 2018

A lack of speed kills sales. We live in an “on-demand” world. Your favorite show or movie is available on Netflix at the click of a button.

Sales 89

Sales Clients Service Pipeline 89

Outreach

JULY 11, 2018

Ahh summer: the season of barbeques, vacations, and…a slump in sales. Salespeople know that summertime is the most challenging season of the year to book meetings with prospects. One out of every five decision-makers will be out of the office during various, sometimes unpredictable, times. But summer is also one of the most important seasons for sales because companies tend to do their budgeting in September or October.

Quota 80

Quota Gaming Sales Prospecting 80

Sales Hacker

JULY 11, 2018

We’ve gathered a list of the best lead generation tools on the market today. These providers use the most advanced methods to boost your response rates. We’ve also included pricing in our rundown to make sure you find a solution that works within your own budget. Building a successful business starts with great leads. The right contact information can be key to closing deals.

Lead generation 85

Lead generation Price Referrals Contact 85

Membrain

JULY 8, 2018

Today’s case covers a common issue within sales departments, when salespeople waste unnecessary time with unqualified leads. This often happens when appointments are set by marketing or poorly trained SDRs, leading to inefficient use of time by highly paid salespeople.

Meeting 73

Meeting Appointment Sales 73

Openview

JULY 9, 2018

When starting a business, the responsibility falls on the CEO to wear multiple hats, one of which is being a sales rep. At first, this can be hard – especially if you have no prior background in the art of selling. As a founder, however, you have one vital advantage: Vision. It’s your product, and people are buying into your vision. If you can convince them to do just that, then your sales skills are better than you thought.

A/B testing 71

A/B testing Sales Gaming Up-sell 71

Hubspot

JULY 10, 2018

Lead generation for B2B is not about chasing a “secret method” that results in a ton of leads. Instead, building the best lead generation strategy for your business is more about understanding tried-and-tested channels, and finding the most effective combination of tactics for your unique goals. A disciplined B2B marketer should understand the different dynamics, budgets, and expectations typical of each lead generation channel.

Campaign 101

Campaign B2B Lead generation CTR 101

Speaker: Frank Taliano

Documents are the backbone of enterprise operations, but they are also a common source of inefficiency. From buried insights to manual handoffs, document-based workflows can quietly stall decision-making and drain resources. For large, complex organizations, legacy systems and siloed processes create friction that AI is uniquely positioned to resolve.

High impact

Sales Hacker

JULY 10, 2018

The post How To Properly Identify Your Prospect’s Pains To Skyrocket Your Win Rate appeared first on Sales Hacker.

Prospecting 75

Prospecting Sales 75

criteria for success

JULY 10, 2018

Creating a strong culture within a remote team can be hard. That’s why it’s so important to have creative remote team building ideas that establish lasting impressions. If you manage a remote team, the relationships your employees have with each other are very choppy. Everyone is probably familiar with one another from off-sites and virtual [ ] The post 5 Remote Team Building Ideas To Bring Your Team Together appeared first on Criteria for Success.

Sales 68

Sales 68

Outreach

JULY 9, 2018

After a long holiday week of sparklers, sun (yes, we have that in Seattle!), and cookouts, we had a lot of time to reflect on things to be grateful for -- independence, summer, and our fantastic Prodgineering team here at Outreach. While the rest of us were cooking up burgers and hotdogs to celebrate warmer, sunnier days, our team has been cooking up some killer new features and updates to Outreach.

Product 68

Product Contact Strategize Meeting 68

Hubspot

JULY 11, 2018

Entrepreneurs used to be those who had an idea, started a company, and made money. They wrote a business plan, circulated the document to a bank, and worked tirelessly to scale their company and drive profits for themselves and their investors. But in 2018, we’re a startup nation. Actually, we’re a startup world. Entrepreneurs have different motivations for starting a business just as consumers have different motivations to buy.

Non-Profits 99

Non-Profits Manufacturing Healthcare Drivers/motivators 99

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B2B

Sales Hacker

JULY 12, 2018

The post The 5 Key Barriers to Setting High-Value Appointments & How to Overcome Them appeared first on Sales Hacker.

Appointment 75

Appointment Sales Process 75

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!

Pipeline 65

Pipeline Sales 65

Heinz Marketing

JULY 8, 2018

If you create content, you likely also spend a significant amount of time publishing, promoting and amplifying that content. And without realizing it, those tasks can take an inordinate amount of time mostly through manual, siloed steps and processes. Lately attempts to streamline and automate much of content publishing, promoting and re-purposing.

Promote 64

Promote Process 64

Hubspot

JULY 13, 2018

Real Estate Quotes. “I am basically a full-time psychologist who shows houses every now and then.” -Dori Warner. “To be successful in real estate, you must always and consistently put your clients' best interests first. When you do, your personal needs will be realized beyond your greatest expectations.” -Anthony Hitt. “Buyers decide in the first eight seconds of seeing a home if they’re interested in buying it.

Real Estate 96

Real Estate Drivers/motivators Government Clients 96

Advertiser: ZoomInfo

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Sales

Sales Hacker

JULY 12, 2018

The post Modern Lead Generation Strategies & Techniques To Supercharge Your Pipeline In 2018 appeared first on Sales Hacker.

Lead generation 75

Lead generation Technique Pipeline Sales 75

criteria for success

JULY 13, 2018

Let's Talk Sales! Inspirational Quote from Vince Lombardi - Episode 64. The post Let’s Talk Sales! Inspirational Quote from Vince Lombardi – Episode 64 appeared first on Criteria for Success. Do you manage a remote sales team? This quote from Vince Lombardi will show how important it is for everyone in your team to be fully committed to their work.

Appointment 63

Appointment Drivers/motivators Sales Meeting 63

Outreach

JULY 11, 2018

Opportunities are the main indicator of success for every company’s revenue team. They track every engagement with your prospects and customers throughout their entire journey with your company, making it easier to forecast your pipeline and hit your monthly, quarterly, and annual business goals. The status of your opportunities and how they are progressing through your pipeline indicates how revenue efficient your team is, and opportunities are a critical point of reference in every customer-fa

Pipeline 63

Pipeline Government Strategize Prospecting 63

Hubspot

JULY 12, 2018

Sales Interview Questions and Answers. "What do you know about our company?". "Tell me a bit more about yourself.". "Give me an overview of your career to date.". "What are your short- to mid-term career goals?". "How do you generate, develop, and close sales opportunities?". "What do you consider your most significant sales achievement to date?". "Tell me about a time that you failed to achieve goals you set.

Sales 96

Sales Drivers/motivators Start-ups Represent 96

Speaker: Jesse Hunter and Brynn Chadwick

Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.

Sales

Gong.io

JULY 12, 2018

Highly successful salespeople deploy tiny persuasive language techniques to sell more. Some of these techniques are so subtle, they’re barely perceptible: Like using “I” or “we” language at the right time. It’s a small switch, but these two first-person language types create completely different dynamics in your sales conversation. When you predominantly use “we” language (referring to your company rather than yourself), the tone of the conversation seems formal: “ We’ve raised $26M fro

Technique 61

Technique Cold Call Negotiate Price 61

Engage Selling

JULY 13, 2018

??????????????????????Recently, I was speaking at a large conference that was focusing on sustainability and building technologies in the green space.

Sell 59

Sell Presentation Technology Technology 59

Outreach

JULY 12, 2018

Enabling reps to be highly productive anywhere they browse.

Product 60

Product 60

Hubspot

JULY 13, 2018

In some circles, market research is a catch-all term for asking the industry what it wants. "Do we know what the demand is for this product? Who's even looking for our services? Let me do some market research to find out," someone might say. Market research can answer various questions about the state of an industry, but it's hardly a crystal ball that marketers can rely on for insights on their customers.

Government 78

Government Service Product Conversion 78

Speaker: Yohan Lobo and Dennis Street

In the accounting world, staying ahead means embracing the tools that allow you to work smarter, not harder. Outdated processes and disconnected systems can hold your organization back, but the right technologies can help you streamline operations, boost productivity, and improve client delivery. Dive into the strategies and innovations transforming accounting practices.

Product

Membrain

JULY 11, 2018

Everybody knows that value conversations are important to sales success, but remarkably few sales teams consistently execute on the concept. It can be frustrating to teach reps the importance of value-based selling, to enroll them in training, and to watch them continue to try to sell features or have generic sales conversations that go nowhere.

Conversion 59

Conversion Sell Sales 59

KO Advantage Group

JULY 8, 2018

If you see all my videos, you know that I usually shoot in a studio. This time, however, I switched things up a bit. I’m here to show you what my Fridays look like and how much of a breeze it is to do business where and when I’m able to. Studies show that it takes between 28 to 36 hours of working to squeeze out as much productivity in our work performance.

Gaming 59

Gaming Start-ups Process Product 59

SalesHood

JULY 7, 2018

There are guiding principles for sales content and communications that are attention grabbing, impactful and proven. There is a secret to getting your words heard, understood, and then re-shared. This blog is an excerpt from my new book called Enablement Mastery that will be published on January 8, 2019. Here are the guiding principles for [ ] The post Guiding Principles for Sales Content and Communications appeared first on SalesHood.

Sales 58

Sales 58

Hubspot

JULY 12, 2018

Let’s say you want to block certain websites, like Facebook or Pinterest, on your work computer to ensure those distractions aren’t inhibiting your productivity. Or, maybe you just want to guarantee all Google searches aren’t available to your six-year-old. Whatever the case, blocking a website on Chrome desktop or mobile is an easy and simple process.

Sports 78

Sports Product Process 78

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