Sat.Dec 02, 2017 - Fri.Dec 08, 2017

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36 Apps Every Sales Rep Needs on Their Phone in 2018

Hubspot Sales

The Best Mobile Sales Apps for Salespeople. Slack. LinkedIn. Twitter. 30/30. Profit Story. HubSpot Sales. vTie. CamCard. Keynote. Close the Sale. Mobile CRM app. Doc Scan. Dropbox. eSignature app. Evernote. Dragon. Wunderlist. QuickVoice. Mind Tools. Skill-Pill. Feedly. Pocket. SmartUp. Pulse Auto Dealer. DealApp Vantage. AutoPoint Driver Connect. NADA MarketValues.

CRM 145
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Managing and scaling an outbound sales team

PandaDoc

If outbound sales works for your company and product, it can be a powerful way to grow your business. Outbound sales is low cost, forecastable, relevant to almost any industry, from tech sales to small local businesses, and most importantly, almost infinitely scalable. Meaning that because you aren’t relying on inbound leads, you have the entire universe of prospects to call on.

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How Sales Should Respond to the Board of Directors

Openview

The Board of Directors serves an incredible purpose in organizations: they provide council, they instruct, and of course, they apply pressure and ask some (very) tough questions. For sales leaders, those questions can be extremely daunting. Many times, the answers lie in post-it notes or in Word doc blue sheets, are buried deep in Salesforce reports, or are based on hunches or anecdotes from conversations with sales professionals.

Sales 71
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6 Ways to Provide Superior Customer Service After the Sale

The Center for Sales Strategy

Recently, I was preparing for a presentation about the retail industry. An interesting statistic about customer service jumped out at me. According to MediaPost , only 17% of consumers think manufacturers and retailers are extremely good at caring for their customers after a sale. This was a surprising figure to me. It’s tough to earn a repeat customer if you don’t follow through and offer superior customer service.

Retail 72
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2024, The Year of the Customer

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

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3 Ways to Beat the Holiday Slump & Close More Deals

Hubspot Sales

Every holiday season, you'll find managers screaming at their reps to close more deals. Why? Well, let’s face it, deals closed on December 31st carry more weight than deals closed on January second. The holidays are a stressful time for salespeople, but much of that pressure is self-imposed. The problem stems from salespeople using the same strategies to close business in December that they use to close business in July.

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33 Sales Tip & Techniques

MTD Sales Training

Here are 33 tips and techniques that I believe will help every salesperson to improve their overall sales figures and create more motivation and drive. Take a look and let me know what your favourites are, and what other tips you would share with others. 1) Focus on what you can control , not on what you can’t. That focus will drive you forward instead of holding you back. 2) Invest in continual development of your skills, attitudes and abilities.

Sales 67

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When Managers Think They Are Coaching (but they are not)

The Center for Sales Strategy

I think most sales managers would agree that coaching their salespeople to get better at their craft is a good investment of time. I talk to scores of managers in my practice, and there seems to near universal agreement that coaching is important, and most sales managers do invest some time and energy to make it happen. That said, what constitutes coaching?

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The 15 Habits of Highly Productive People

Hubspot Sales

15 Habits of Productive People. They take frequent breaks to restore energy. They're driven by purpose. They create their to-do list the night before (and break major tasks into sub-tasks). They prevent internal distractions. They keep a separate to-do list for external distractions. They optimize their email with smart tools. They build healthy habits into their daily routine.

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A Quick Look Into Prospecting With LinkedIn

MTD Sales Training

Many people are under the impression that LinkedIn is generally only used as a recruitment tool, as it is very common to find job advertisements posted all over the site, and obviously LinkedIn’s main function is to provide each member with a professional (and searchable) profile. But recruitment is not the only service LinkedIn can provide and as a business owner or sales professional you should now realise what a fantastic tool LinkedIn can be…if you know how to use it.

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How to Identify the Top 1% of Sales Talent

SBI Growth

As a CEO, being able to hit your quarterly revenue projections predictably is paramount to your success. Knowing that you will make your number quarter-after-quarter, and year-after-year starts with the talent of your team. If you get the talent equation.

Sales 60
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How to Stay Competitive in the Evolving State of Martech

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

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Look Beyond Needs to the Effects of Trends

The Center for Sales Strategy

Getting a meeting is one of the most difficult steps in building a business relationship. If you’re in sales, you need that meeting, commonly known as the needs analysis , to determine how you can help. When we ask prospects what their needs are, they often don’t know. And if they do, those needs only scratch the surface. Scientists say that the universe we can observe is only about 5-10% of what is really out there.

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The 30 Gmail Keyboard Shortcuts That Save Me 60 Hours Per Year

Hubspot Sales

Gmail Keyboard Shortcuts. Open keyboard shortcut help (Shift + ?). Select a series of messages (Shift). Select random messages (Command). Select all unread messages (Shift + 8 + u). Archive selected messages (e). Mark selected messages as important (=). Compose (c). Undo last action (z). Search for messages (/). Go to tasks (g + k). Add a conversation to tasks (Shift + t).

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What is Value?

Service Excellence Partners

It’s a term we use frequently in new or expansion sales: product value, business value, Time-to-Value. But what is it, exactly? A broader definition Marketers say it’s a simple equation: Value = Benefits – Cost. When the benefits outweigh the costs, something has value. Marketers regularly communicate how their product’s features, advantages and benefits are better than the competition.

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Sales Forecast Falling Short for Next Year? Update Your Pricing Strategy

SBI Growth

It’s that time of year again when you receive your annual target. A big number is dropped in your lap and you are left putting the puzzle together of how you will hit your number.

Sales 55
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Tell a Story to Improve Your Sales Strategy

The Center for Sales Strategy

Don’t you love a good story? We all do. Even before the days of romance novels, adventure movies, television shows, and Broadway productions, there was storytelling. The art of storytelling goes back thousands of years and served as the primary way for one generation to hand down knowledge and wisdom to the next. People learned about their culture, community values, and the most important life lessons through the meaningful stories shared by those who knew.

Sales 61
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3 Ways to Achieve a Winning Sales Attitude

Hubspot Sales

In the competitive world of sales, everyone is seeking the magic bullet that will accelerate revenue. Companies run brainstorming sessions, hire consultants, and invest in expensive technology. But there’s a simpler way to increase market share: Make your sales organization more optimistic. Don’t roll your eyes; this isn’t going to be a Pollyanna article.

Insurance 104
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Reduce Labor, Increase Sales

Engage Selling

Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing.

Sales 48
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Pitching and Selling Products at The Home Depot (Part 1)

SBI Growth

For companies selling any construction-related products, finding shelf space on the largest home improvement retailer, The Home Depot (HD), is a dream. All that exposure to the many customers shopping at the continually growing chain is hard to ignore, which is why many vendors apply to be put on HD’s shelves. Getting in and staying in requires a lot of work, but being available to its massive customer base is the ultimate payoff.

Retail 54
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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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The Top Sales Tools of the Year – The Final Cut

SBI

Just in time to get ready for a record-breaking 2018! The Top Sales Tools of 2017 Guide: Final Cut is where you’ll find the best sales tech for growing revenue. You’ll find detailed information on top selling tools for: Account-Based Selling. Closing Deals. Pipeline Management & Deal Flow. Sales Enablement & Engagement. Sales Prospecting & Communication.

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14 Ways to Respond to the "Call Me After the Holidays" Objection

Hubspot Sales

Responding to "Call Me Back After the Holidays. Probe into their reluctance. Point out the benefits of talking now. Ask about a recent compelling event. Extend the conversation by requesting more information. Offer a few suggestions "while you've got them.". Establish urgency. Investigate whether they have any "use it or lose it" budget. If all else fails, try to schedule a follow-up meeting right then.

Meetings 100
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Pump Up Your Sales Volume And Get Rid Of Distractions

Sales Gravy

Proactively dealing with distractions is one of the best ways to add more hours to your overloaded day. Did you know that distractions consume an average of 2.1 hours each day? What a waste of time.

Sales 40
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18 Inches Are All that Lie Between Corporate Success and Failure

SBI Growth

As the end of the year approaches, so does the completion of the strategic interlock process. Three-year plans are updated, the next year fiscal initiatives announced, and budgets refined. This is where your executive team should be interlocked and ready.

49
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Negotiate Larger Deals More Quickly

What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.

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Video Review: @ClearSlide

SBI

ClearSlide is a complete sales Engagement Platform including the best of Sales Enablement. Sellers need to do two things really well – Engage, and Demonstrate Value. ClearSlide’s solution provides for all of that in one platform. Visit ClearSlide.

Sales 23
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Hate Cold Calling? 4 Steps to Get Over Your Fear

Hubspot Sales

Are your social media and inbound efforts generating enough quality leads to keep your sales pipeline healthy? If so, you cannot get better than that. However, for most salespeople, they must proactively prospect on top of other initiatives to make sure they achieve their goals. Prospecting is an emotional as well as intellectual endeavor. When your energy and enthusiasm for pursuing new business lags, you may be suffering from sales call reluctance.

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The Key To Small Business Growth

Sales Gravy

How can you satisfy your current needs while building up opportunities for growth in the future? I get asked questions about sales and small business on almost a daily basis.

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Moneyball: ICP-driven Sales Performance

SBI Growth

Scoring the point that wins the game feels like closing a big sale. Sales and sports have a lot in common. They’re competitive institutions with high stakes and high rewards. Both arenas require players to possess many different skill-sets that.

Sales 49
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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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5 Funny App Reviews That’ll Make Any Developer Laugh

ReviewTrackers

App reviews play a major role in shaping user behavior. Not only are they a crucial source of information for smartphone and tablet users looking to download their next app; app reviews are also one of the key factors determining where a developer or an app ranks in app store search results. Most importantly, app reviews offer one of the best ways for developers to gain valuable insight into the user experience.

Banking 20
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4 Ways I Keep Sales Stress from Taking Over My Life

Hubspot Sales

Salespeople know stress. You get home from work and you’re trying to unwind, but your brain is still in that meeting where a prospect berated you. Or maybe your head’s spinning because you know you’re going to miss your quota and you just don’t know how it happened. Suddenly, you’re wondering if this company, job, or even a career in sales is right for you.

Sales 93
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Facts Tell, Emotion Sells: 5 Tips For Connecting Effectively

Sales Gravy

Great teachers use stories as a way to make a point memorable. We read. We hear. We remember. Facts tell. Emotion sells.

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How to avoid accidental complexity in software design

Nutshell

“There are two hard problems in computer science: cache invalidation, naming things, and off-by-one errors.” —  Leon Bambrick. In 1986, computer architect Fred Brooks published a paper called “ No Silver Bullet ,” in which he observed that software engineering wasn’t producing the same productivity gains compared to hardware engineering. Brooks argued that when it comes to making software, there were two major barriers to overcome: accidental complexity and essential complexity.

Software 120
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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.