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

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

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

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

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

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 72

Meeting Appointment Sales 72

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 98

Non-Profits Manufacturing Healthcare Cross-sell 98

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

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 66

Meeting Product Sales Negotiate 66

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

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

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 95

Sales Drivers/motivators Start-ups Represent 95

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

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

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 63

Lead generation Price Referrals Contact 63

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

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 92

Real Estate Drivers/motivators Government Clients 92

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

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

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 64

Pipeline Sales 64

SalesforLife

JULY 13, 2018

After 6 years, +300 customer engagements, and meeting countless sales and marketing leaders in my travels, I’ve seen the GREAT, the bad, and the ugly when it comes to sales and marketing initiatives and leadership. Leaders have been asking me for tactical soundbites from the strong leaders I’ve met that are inspiring, change agents, and all-around great people to work with.

Sales 55

Sales Meeting Customers Sell 55

Hubspot

JULY 11, 2018

Twitter announced today the latest of its effort to fight platform abuse and maintain authenticity on its network. This week, wrote Legal, Policy and Trust & Safety Lead Vijaya Gadde in a statement , Twitter will begin removing locked accounts from users' total follower counts, potentially causing these numbers to drop significantly for some. You should be confident that the follower numbers presented across Twitter are meaningful and accurate.

Networking 77

Networking Legal Trust Price 77

Advertisement

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Campaign

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 73

Prospecting Sales 73

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

SalesLoft

JULY 11, 2018

It should come as no surprise that Sales Engagement software is a big value-add to sales organizations. Whether it’s to gain visibility into pipeline activity or decrease ramp time, enterprise sales platforms provide an opportunity to improve efficiency and get the most from your sales team. In fact, research shows that top-performing reps use data, intelligence, and productivity tools 30% more than average performers.

Pipeline 52

Pipeline Sales Process Product 52

Hubspot

JULY 9, 2018

Last week, on the Fourth of July, I was feeling rather patriotic, so I decided to binge watch the HBO classic Band of Brothers. The critically acclaimed mini-series takes place in Europe during World War II, recounting Major Richard Winters’ leadership of Easy Company from a grueling boot camp to the invasion of Normandy and on to the end of the war.

Trust 76

Trust Construction Drivers/motivators Technique 76

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

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

Miller Heiman Group

JULY 11, 2018

Forty years ago, Strategic Selling® changed the sales industry forever, giving organizations a powerful and proven methodology to win complex deals and create stronger customer relationships. Now, we’re changing the sales industry again by introducing an update to our core methodology to meet the challenges of today’s sales industry. And this time, it’s all about perspective.

Strategize 53

Strategize Sell Sales Technique 53

Outreach

JULY 9, 2018

In an ideal world, your organization would have bottomless pockets and ideal headcount for your sales department. Every rep would respond to leads within minutes, handoffs to account executives would move seamlessly, and every sale that’s rightfully yours would be landed — and then later, renewed. In the real — and sometimes less-than-ideal world — it’s more common for sales department leaders to operate under constraints: headcount varies and resources are finite.

Contract 56

Contract Strategize Follow-up Technology 56

Hubspot

JULY 10, 2018

With so much competition online, personalized content and appealing to the individual consumer is a key way for businesses to break through the noise. As customers, we want businesses to know what we want and tailor the content we see accordingly, but when companies appear to have too many insights into our personal affairs it sets alarm bells ringing -- and quite frankly freaks us out -- making us less likely to engage with the company again for fear of spilling more proverbial beans on our pri

Contract 76

Contract Networking Technique Service 76

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