Anthony Cole Training

APRIL 10, 2019

There are a certain number of rules that must be followed when it comes to prospecting in sales.

Prospecting 173

Prospecting Cold Call Sales Referrals 173

Women Sales Pros

APRIL 12, 2019

The 48-Hour Rule Did you know that your prospects and customers are evaluating you (and your organization) with every interaction? They’re asking themselves the following questions: Is this person (organization) reliable? Will this person handle my needs in a timely manner? Can I trust this person to follow-up on their promises? Will this person’s sense of urgency match my timeframes?

Strategize 114

Strategize Sales Follow-up Consult 114

SalesProInsider

APRIL 10, 2019

Ready to grow your business? Who isn’t? The problem is that it can be frustrating, confusing, and hard! So, let’s simplify it. Generate more leads and then convert them. Of course, doing this isn’t easy. Lead gen and lead conversion both need effort, time, confidence, resources, and skill. While my focus is on equipping people to increase their conversion rates with collaborative conversations that sell*, that doesn’t matter if you don’t have enough leads or prospects to convert.

Lead generation 113

Lead generation Cold Call Conversion Referrals 113

Membrain

APRIL 10, 2019

Sales employee turnover has reached crisis proportions and threatens to get worse before it gets better. According to Forbes , employee turnover in sales averages above 20%, and rises to 34% or higher if you include both voluntary and involuntary turnover.

Sales 110

Sales 110

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

RAIN Group

APRIL 10, 2019

Buyer and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller's expense. Even if you—as the seller—have a win-win mindset and approach, you need to know how to maneuver the situation when buyers throw you curveballs.

Negotiate 110

Negotiate Sales 110

Understanding the Sales Force

APRIL 11, 2019

This week I've been sick with my annual bout of asthmatic bronchitis - fun stuff - and the question I've been asking myself is, "how long will it last this year?" Historically, it's takes 2-4 weeks for this to subside and it sucks big time during that 2-4 weeks. But thinking about time frames got me thinking about one of the universal timelines and challenges facing companies everywhere.

Sales 105

Sales 105

Sales Hacker

APRIL 8, 2019

In sales, culture is everything—and right now, it’s every where too. Sales culture has become one of the buzziest buzzwords out there, with think pieces popping up left and right about why culture matters. Don’t get us wrong: it does matter. In a survey from Deloitte , 94% of executives and 88% of employees said they believe a distinct workplace culture is important to business success.

Objectives and Key Results 106

Objectives and Key Results Quota Sales Drivers/motivators 106

Membrain

APRIL 7, 2019

I spend a lot of time with CEOs, boards, and top executives. Inevitably, profitable growth is a key issue, universal to almost all.

Growth 116

Growth Sales 116

Hubspot

APRIL 12, 2019

As a baseball player turned blogger, my blogging platform is just as important to me as my bat was to me. If I went up to the plate with a quality bat that I personally preferred swinging, I would feel more confident, boosting my chances of getting a hit. If I didn’t, I would most likely tap a dribbler back to the pitcher. Similarly, when blogging eventually replaced baseball in my life, I discovered using a blogging platform I was comfortable with and liked enabled me to produce better work and

Legal 101

Legal Promote Referrals Campaign 101

Miller Heiman Group

APRIL 9, 2019

According to CSO Insights research , only 29 percent of organizations report being effective at using a formal process for account engagement and development of relationships with key stakeholders. When managing large accounts, many sales teams struggle to access diverse stakeholders. Beyond securing buy-in, another benefit of effectively communicating with all the key stakeholders is understanding the multiple perspectives inside a large account.

Territory 92

Territory Account management Price Contract 92

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

Partners in Excellence

APRIL 10, 2019

AI, “Bots” and related technologies can do a lot to help improve our effectiveness and efficiency. The technology enables us to unload mundane tasks, both making us more effective and efficient. And, of course, there are those that enable the users to do terrible things. We hear reports, almost daily, of concerted efforts to exploit social and other networks with these bots.

Technology 89

Technology Technology Networking Price 89

SalesforLife

APRIL 9, 2019

Video marketing is getting more popular and effective every day. Marketers from all over the world are using videos to achieve a variety of different goals. Video is not only a useful educational tool, but they also help users to understand products and services, Website traffic sources show that videos not only cover a good percentage of traffic converting into leads, but also improve customers’ experience.

Education 88

Education Service Product Customers 88

Hubspot

APRIL 9, 2019

If you really think about it, the content formats we rely on today have an uncanny resemblance to the content formats we relied on yesterday -- our blog posts look like print articles, our offers look like books, and our slide decks like look presentations. Relying on the content formats we used yesterday to educate and entertain our audience today is fine, though.

Entertainment 101

Entertainment Government Angle Promote 101

SaaStr

APRIL 6, 2019

Much has been written about Zoom’s impressive financials as it prepared to IPO, growing > 100% at $425m+ in ARR! But as part of our new 5 Interesting Learnings series, I thought it might be helpful to go beyond the top line growth and pick out 5 learnings of particular interest to SaaStr founders: Zoom has a classic “Small-Medium-Large” customer distribution, currently about 20:50:30.

Contract 89

Contract Growth Engineering Start-ups 89

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

Partners in Excellence

APRIL 7, 2019

I was intrigued watching a LinkedIn video from a prospecting expert. He touted his great results, showed videos of him making prospecting calls. I suppose it was to promote his expertise in prospecting. He was leveraging all the best predictive dialing and software technologies, exploiting his glibness/provocativeness on those conversations he had. His numbers, roughly 1250 dials, roughly 50 conversations, roughly 2 meetings.

Meeting 85

Meeting Conversion Pipeline Prospecting 85

Sales Hacker

APRIL 11, 2019

Do all the research you want… Implement all the bright-shiny strategies you can think of to get sales reps excited about their roles and success…. And more than likely, they’ll still fall short of reaching their goals. Clearly, new strategies alone aren’t enough to motivate a sales team. So what’s the missing link? According to behavioral intelligence (BQ), it’s all about how you motivate your team.

Extrinsic 85

Extrinsic Drivers/motivators Intrinsic Commission 85

Hubspot

APRIL 7, 2019

A crucial aspect of being a great marketer is being able to measure your success. No matter which metrics you use, you want to prove to your boss (and the company) that you're worth your salt. You deserve your budget -- and maybe need more of it -- and you deserve to dedicate time to the marketing activities that work. Building UTM codes that track your campaigns' success is the best way to prove it.

Campaign 101

Campaign Promote Referrals Follow-up 101

Smarter With Gartner

APRIL 8, 2019

In 1967, Rollin Kin and Herb Kelleher drew a triangle on a napkin. At each point was a city: Dallas, San Antonio and Houston. The two men created a vision for a low-cost commuter airline moving passengers between the three cities. And so, Southwest Airlines was born, alongside a new industry for low-cost air transportation. As the CIO becomes more involved shaping the future of an enterprise, it is time to become more involved in the strategy.

Transportation 77

Transportation Strategize Service Growth 77

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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.

Pipeline

Partners in Excellence

APRIL 7, 2019

The SDR role is a critical role for many, if not most, organizations. SDRs have the responsibility of generating high quality, hopefully, highly qualified pipeline. When the SDR finds an opportunity, it is usually passed to a sales person to manage through closure. It’s an important job, not just because these people generate a lot of new opportunities, but because they are, often, the very first human contacts our prospects have with us.

Manufacturing 85

Manufacturing Pipeline High impact Prospecting 85

Closer's Coffee

APRIL 8, 2019

“To reach your audience you have to help them “get it,” by portraying your business concept in simple, concise terms that make them understand and want to know more.” – Lonnie Sciambi. In the sales world, the manner in which you introduce yourself sets the stage for the conversation that follows. This could be at a trade show, during an interview or during a chance meeting.

Pitch 81

Pitch Cross-sell Sales Meeting 81

Hubspot

APRIL 12, 2019

A majority of businesses are using some form of marketing automation nowadays -- in fact, studies cite around 51% of businesses currently use the technology, and that number continues to grow. According to a 2018 Forrester report , 55% of marketing decision-makers plan to increase their spending on technology, with one-fifth of the respondents expecting to increase by 10 percent or more.

E-commerce 100

E-commerce CRM Campaign Growth 100

Miller Heiman Group

APRIL 10, 2019

Miller Heiman Group is thrilled to announce its inaugural class of the MHG Icons, bringing together outstanding client facilitators as trusted ambassadors and advocates of our sales and service methodology and skills programs. For more than 40 years, Miller Heiman Group has embedded sales and service leaders within customer organizations, providing on-the-ground support and expert instruction for tens of thousands of alumni.

Strategize 77

Strategize Represent Clients Networking 77

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Campaign

Partners in Excellence

APRIL 10, 2019

In the past week, I’ve participated in two reviews where the sales person has made the statement about some individual in the buying group, “So and so is incompetent… ” One wanted to hammer home the fact by saying, “I spoke to a friend selling other products to the same company, he agrees… So and So is incompetent!

Customers 82

Customers Meeting Sell Prospecting 82

Predictable Revenue

APRIL 11, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Kyle Roach, Sales Development Manager at Lessonly. The post How Lessonly’s Kyle Roach teaches his team to sell the dream appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales.

Sell 80

Sell Sales 80

Hubspot

APRIL 10, 2019

When most businesses forecast their revenue goals, they first calculate their total addressable market, which is the total market demand for their industry’s products or services. Put simply, it’s the maximum amount of revenue a business could generate if they captured their entire market. However, unless you're a monopoly, you most likely can’t capture the total addressable market for your products or services.

Process 97

Process Growth Up-sell Service 97

SalesLoft

APRIL 9, 2019

A guest post by Rob Käll , CEO and Co-Founder @ Cien. Your sales are being held back. The culprit? Intangible sales data. What makes a good sales rep? It’s a question that constantly plagues sales leaders. If you know how to spot your best salespeople, you can feed them with more sales opportunities. You can also use that knowledge to train team members who are not exhibiting these skills, and piece together other influences.

Sales 80

Sales CRM Product Closing 80

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

Sales Hacker

APRIL 9, 2019

Summary: Society has no shortage of opinions on the unique workplace habits of Millennials. The sales world is no different, but many of those stereotypes miss what makes Millennials shine when it comes to forging connections and closing deals. For years, the sales world has heard endless stories about Millennials and what makes them tick. Let’s be honest: We’ve probably formed opinions and let them shift into stereotypes without much firsthand experience.

Pharmaceutical 76

Pharmaceutical Sales Technology Technology 76

KO Advantage Group

APRIL 12, 2019

There are five stages of a relationship: attraction, dating, disappointment, stability, and ultimately, commitment. Leading a sales cycle and process is much like going through a relationship. Buyers and salespeople alike follow a journey, albeit they approach it in different ways. The buyer’s journey consists of five stages: awareness, seeking a solution, collaboration, challenge, decision, and experience.

Cold Call 72

Cold Call Education Prospecting Clients 72

Hubspot

APRIL 12, 2019

Nowadays, with so much critical information saved on our computer systems, we've learned to backup data regularly -- including our email inboxes, our Word documents, our photos, and entire folders of old work. It's typically a ton of data. And, since we usually backup and save our data on auto-pilot, we might not realize just how much has been re-copied and re-saved, time and time again.

Contact 94

Contact CRM Networking Technology 94

Closer's Coffee

APRIL 10, 2019

In the words of Joseph Pilates, “You are only as young as your spine is flexible.”. Pilates is a corrective exercise regimen created by Joseph Pilates originally named Contrology. Pilates helps students gain strength, control of breath, concentration, precision of movement, balance, uniformity of muscles and flexibility. Anyone in the sales profession has at one point or another struggled with concentration, control, and finding balance.

Territory 75

Territory Pitch Start-ups Clients 75

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