Understanding the Sales Force

MARCH 12, 2018

The best athletes in the world know exactly how they do the things they do that make them so great. In addition to their God-given talent, they outworked everyone else to master the mechanics and nuances of their sport, the mindset required for greatness, and competed at a high level from a very young age. When they falter they can easily make the adjustments necessary to get back on track.

Sports 31

Sports Sales 31

InsightSquared

MARCH 14, 2018

“Closed Reason” is one of the most valuable, yet underutilized, pieces of data that a sales organization can collect about its opportunities. Understanding the reasons why opportunities close, especially when they are lost, allows your sales team to adapt their strategy, provide targeted training, and better communicate with R&D about prospect demands.

Closing 103

Closing Clients Price Sales 103

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 15, 2018

Does Blogging Help With SEO? Blogging helps boost SEO quality by positioning your website as a relevant answer to your customers' questions. Blog posts that specifically use a variety of on-page SEO tactics can give you more opportunities to rank in search engines and get customers to visit your site. Search engine optimization is incredibly important for marketers.

Engineering 101

Engineering Click Through Rate Follow-up Start-ups 101

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales

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 96

Technology Technology Sales 96

Sales Hacker

MARCH 13, 2018

Contrary to popular belief, it’s not always just about how you say it. . What you say still matters, too. . In fact, the most decisive difference between superstar sales reps and everyone else comes down to what they say during their sales conversations. For the longest time, the dos and don’ts of sales conversations have been passed down from sales team to sales team.

Sell 94

Sell Quota Pitch Closing 94

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 101

Quota Relationship building Sales B2B 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

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

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 84

Technique Finance Meeting Relationship building 84

Speaker: Jay Allardyce, Deepak Vittal, Terrence Sheflin, and Mahyar Ghasemali

As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.

Product

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 101

Education Legal Promote Pitch 101

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

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 82

Consult Presentation Clients Sales 82

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 79

Sell Appointment Inside sales Quota 79

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

Sales

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

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

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 76

Legal Territory Contact Consult 76

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

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Customers

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 100

Drivers/motivators Healthcare Represent Strategize 100

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

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

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

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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

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 99

Commission Strategize Growth Clients 99

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

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

Sales Hacker

MARCH 13, 2018

The post Consultative Selling: How To Win Your Prospects Without Really Trying appeared first on Sales Hacker.

Consult 66

Consult Prospecting Sell Sales 66

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

User Experience

Hubspot

MARCH 16, 2018

Customers 78

Customers 78

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 63

Sell Customers Sales 63

Heinz Marketing

MARCH 13, 2018

If you are enamored with the “marketing of more” – more clicks, more traffic, more shares – then throwing your net as wide as possible might sound like a great idea. But I guarantee it will be counterproductive for multiple reasons. One , the wider you attempt to reach the more generic your message will have to be. And the more generic you are, the less interesting you are to anybody in particular.

B2B 62

B2B 62

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

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Sales