Anthony Cole Training
JUNE 10, 2019
In this article, we discuss the theory that a prospect might want what you are selling, if you (as the salesperson) are willing to walk away from the table first. It may sound counterintuitive but one of the keys for more effective selling is going for the ‘no’ early in the sales process.
Miller Heiman Group
JUNE 13, 2019
Ostensibly designed to help sellers close more deals, in many organizations, the CRM is just another administrative task on a salesperson’s already crowded plate. It’s a way for sales managers to monitor deal status that adds little, if any, value to their selling activities. But this approach to CRM is changing. More and more businesses are adopting sales technology tools, such as our analytics solution Scout , that turn their CRM data into actionable insights.
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Membrain
JUNE 9, 2019
Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and Timeframe) approach to sales opportunity qualification is fundamentally flawed and not fit for purpose when it comes to complex B2B sales.
SalesforLife
JUNE 13, 2019
There’s no question that sales pros—especially territory-based sellers—have a weakness in a key skill. Let me explain, these sales pros are typically given a geographic territory or a specific vertical – but their weakness is that they lack the understanding that they need to treat their territory as if they’re the CEO of that territory. As the CEO of your territory, it’s your responsibility to understand the Total Addressable Market (“TAM”) of your industry, and be able to segment it between wh
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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.
Anthony Cole Training
JUNE 13, 2019
The most successful salespeople are always challenging and adapting their personal sales process to be more effective, but they don’t challenge the notion of the importance of making prospecting their A priority every week.
Jill Konrath
JUNE 13, 2019
Today’s overwhelmed buyers don't care about what you're selling. They only care about what it does for them. That's why value propositions are so important today.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Hubspot
JUNE 13, 2019
To thrive as a small business, you need press coverage. But, unfortunately, coverage doesn’t just come naturally -- you need to work for it. Enter: The press release. Press releases are important for increasing your brand awareness and helping your public relations (PR). But if nobody sees your release, you won’t get very far. You need to distribute it effectively to get your story picked up by national newspapers, magazines, or blogs.
Miller Heiman Group
JUNE 11, 2019
Jess Greenwood, the chief strategy officer at R/GA, once noted that, “data is the new crude oil—it’s only useful when it’s refined.” This couldn’t better describe the way sellers approach data in their CRM. Data within a CRM is just that—it hasn’t been analyzed or prioritized for action. But what if sellers had a tool to help guide them on what actions they should take to move deals further down the funnel?
Engage Selling
JUNE 13, 2019
Are you harnessing the power of change? Change is often associated with pain, discomfort and all sorts of other negative feelings. But, it can actually be the biggest driver of success in your sales.
Outreach
JUNE 11, 2019
Pushing the Limits of Outbound. Back in 2017, it’s fair to say Segment was happy with the success of our outbound sales. Our email efforts were already driving significant results and we knew we were being smart about it. We used APIs to automatically customize the text in each outbound mail, so the message you might receive from us would be specific to the needs of your company's analytics, engineering, and marketing teams, and different from the one somebody else received.
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
Membrain
JUNE 12, 2019
Have you heard the phrase, “Never in the history of calming down, has anyone ever actually calmed down, by being told to calm down”?
criteria for success
JUNE 12, 2019
Some salespeople have one thing in mind when it comes to sales: closing the deal. But what they don’t seem to understand is that closing is only one, tiny part of the transaction. Salespeople need to realize that strictly focusing on closing won't help them in the long-run, especially with a consultative sale. The truth [ ] The post Why Being a Problem Solver is Important in Sales appeared first on Criteria for Success.
Hubspot
JUNE 13, 2019
Your sales close rate is a number you need to keep a close eye on -- out of all the deals in your pipeline, what percentage do you actually close? Sales close rates let you know how efficient and effective you are as a sales rep. And it's a good way for managers to measure sales rep and sales team performance. The higher the close rate, the better your rep and team are at converting opportunities in the pipeline into revenue.
Partners in Excellence
JUNE 9, 2019
This post is the tenth post in my series on Sensemaking. Like the previous two posts, this focuses on how you apply the principles of Cynefin in your sales strategies with your customers. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. In the previous posts we looked and how the “context” or domain your customers may be in will change depending on where in the organization of the functions that you engage.
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
KO Advantage Group
JUNE 11, 2019
"People will forget what you did. You'll forget what they said. But they will never forget how you made them feel.". These are wise words from the American poet and civil rights activist , Maya Angelou. It’s true, isn’t it? How people made us feel, that’s unforgettable. We can spout sales pitches from hours on end, and the client might take that as gobbledygook.
Sales Hacker
JUNE 11, 2019
The sales methodology is like a set of rules for how you sell your products or services to customers. You need to define your methodology before anything else, including the sales process. Otherwise, your sales process will be applied differently by each rep on the team. The methodology you choose also needs to fit your customers and your market, so it’s crucial to choose the right one!
Understanding the Sales Force
JUNE 14, 2019
Most salespeople don't take first impressions seriously enough. If they did, their first impressions would be much more favorable.
Richardson
JUNE 13, 2019
According to a recent study by Gallup, only 12% of employees strongly agree that their company does a great job onboarding. Effective onboarding is becoming a rising priority for businesses for two reasons. First, effective onboarding helps drive more value from the considerable costs associated with bringing a new sales professional onto the team. Consider that the average time needed to fill a position is 42 days, according to research from The Society for Human Resource Management.
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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.
KO Advantage Group
JUNE 14, 2019
When I first started in sales, the very first thing I was told to learn and develop was to have a “tough skin.” In our industry, rejections are rampant and inevitable--and not to be taken personally. Remember your first heartbreak or rejected job interview? Isn’t the first thing that crossed your mind after you collected yourself was, “what could I have done better?
Selling Power
JUNE 12, 2019
I talked with a few sales leaders to get their take on three common assumptions about being a successful salesperson. Here’s what they said.
Outreach
JUNE 11, 2019
Do you believe in magic? How about hypnosis or fortune telling through a crystal ball? It’s all a bit whimsical, but I’ve learned there’s some psychology behind those methods - some of it could even be advantageous in your sales strategy. Whether it happens subconsciously or not, many mind tricks are simply associated with basic human psychology. After reading “Methods of Persuasion” by Nick Kolenda, it became clear how elements of human psychology can be incorporated into cold email messaging t
Sandler Training
JUNE 13, 2019
Trials and demos can be an important part of your sales cycle, especially in the enterprise space. Another term for a trial or demo, is the “Monkey’s Paw,” which is a small version of your larger service or a consulting project. A successful Monkey’s Paw has three components, which are similar to a successful trial. Read Time: 7 Minutes.
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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
SalesforLife
JUNE 9, 2019
Over the last month, I’ve been having conversations with CEOs of companies that we work with and our Board advisors—and we’re hearing from them that a headwind is upon us. One of the advisors is on the Board of a ball-bearings company that goes into ocean liner freight ships. The long and short of it is that the shipping industry is one of the leading indicators to the health of the global economy.
Heinz Marketing
JUNE 9, 2019
By Lauren Dichter , Marketing Consultant at Heinz Marketing. “From recipe recommendations just for you to handy tools and helpful videos, Yummly has everything you need to improve life in the kitchen.”. I first heard about this website when I started googling the individual items I had in my fridge/pantry that were going to go bad if I didn’t use them quickly; a few weeks ago I looked up “sweet potato zucchini chicken” in Google and it spit out 27,500,000 results in.41 seconds, one of which was
Outreach
JUNE 13, 2019
In the ever-evolving world of sales, companies are always looking for an edge to cut through the noise, and adding emojis to emails have been touted as an effective way for your sales messaging to stand out. Swiftpage found that adding emojis to the subject line of prospecting emails could significantly increase results to a 29% boost in unique opens, 28% in click rates, and a 93% increase in click-through rates.
The Sales Hunter
JUNE 14, 2019
1. What level of risk are you willing to take? 2. What are you doing to nurture your network? 3. What are your 25-year goals? It’s amazing what you can achieve when you address those three questions. It is easy to rationalize why you’re not successful and make that why it’s ok to accept being average as good enough. Average is what other people do, but it’s not what you do.
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.
Hubspot
JUNE 12, 2019
In marketing these days, you can’t swing an enthusiastic micro-influencer without hitting someone who’s talking about video content. And it’s not without merit. A recent HubSpot study revealed 54% of consumers want to see more video content from brands and businesses they support. With video marketers earning 66% more qualified leads per year and a 54% increase in brand awareness, it’s clear video marketing is the future and product demo videos are a lucrative path forward.
criteria for success
JUNE 13, 2019
A telling characteristic of a great leader is whether or not they're an equally great problem solver. Are they preemptive? Are they able to clean up messes quickly? Problems or obstacles in business are a given. You'll come across one everyday. Solving or overcoming those obstacles are not. This requires effort and intention. Here are [ ] The post 6 Ways Leaders Solve Problems appeared first on Criteria for Success.
Heinz Marketing
JUNE 8, 2019
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. How to Do ABM at Scale (Without Killing Your Team). ABM isn’t just about accounts, it’s still about people.
Engage Selling
JUNE 14, 2019
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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.
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