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.

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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

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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

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 10, 2018

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

Prospecting 74

Prospecting Sales 74

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

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.

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Meeting Product Sales Negotiate 74

Hubspot

JULY 12, 2018

If you dream of clocking out of your nine-to-five job for the last time and becoming your own boss, you’ve probably considered a variety of small business ideas. But, while you have plenty of passion, direction can be hard to find. To help, I’ve pulled together 40 small business ideas for anyone who wants to run their own business. Use these as a jumping off point to spark your own unique ideas.

Consult 101

Consult Niche Referrals Clients 101

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

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

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.

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Lead generation Price Referrals Contact 69

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: 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

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 66

Pipeline Sales 66

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.

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Appointment Drivers/motivators Sales Meeting 63

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 68

Appointment Sales Process 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 Cross-sell 99

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

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

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

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 64

Lead generation Technique Pipeline Sales 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

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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

Outreach

JULY 12, 2018

Enabling reps to be highly productive anywhere they browse.

Product 60

Product 60

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

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 96

Sales Drivers/motivators Start-ups Represent 96

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

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.

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Sales 58

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 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.

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Government Service Product Conversion 78

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