Sat.Jan 13, 2018 - Fri.Jan 19, 2018

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18 Sales Podcasts Every Rep Should Check Out

Hubspot Sales

Best Sales Podcasts. B2B Growth Show. The Advanced Selling Podcast. Sales Gravy. The Salesman Podcast. Linking Into Sales Podcast. In the Arena. The Ziglar Show -- Inspiring Your True Performance. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Accelerate! Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast.

Sales 145
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How to Coach a B2B Sales Team to Win Bigger and Better Deals

Openview

Every sales manager wants their team to close bigger deals. How much would revenue go up if your entire team was closing deals like your best sales rep? What if every rep was prospecting as well as the rep generating the most leads? Your team’s success starts with you. Let’s talk about how to become the manager of a sales team where every rep performs at their absolute best.

B2B 104
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Trending Sources

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Key Mistakes CEOs Make When Allocating the Sales Budget

SBI Growth

Top CEOs understand that their role is to provide their company with an executable strategy. Strategy is the allocation of time, money, and people. The best CEOs are masters of where to place bets, invest their time, and divest from.

Sales 98
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92% of Executives are Immune to this Sales Tactic | Sales Strategies

Engage Selling

?I don’t know how many of you visit my LinkedIn profile page, but I encourage you to go there because there’s a really active conversation going on around a number of my posts.

Sales 78
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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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The Ultimate Guide to Sales Scripts (With Examples)

Hubspot Sales

Many salespeople believe they won’t sound good if they read from a sales script. While I agree you should never read from a script when selling , a sales script can greatly improve your results by preparing you with the best questions and lines to say and ask. First, let’s walk through the sales script creation process. You can follow this framework to craft your pitching strategy -- then simply plug in your unique value props into the template.

Sales 132
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Is Your Employee Ready To Be A Sales Manager?

MTD Sales Training

One of the key motivational drivers for many salespeople is the desire for advancement and growth. This could involve seeing their territory sales improve, helping a new product through its launch or possibly farming an account for new business. For some, though, it would be seen as real progress if they were to be promoted to a management position.

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How to keep yourself accountable without a sales manager

Nutshell

Anthony Iannarino is an international speaker, B2B sales leader, and the bestselling author of The Only Sales Guide You’ll Ever Need and The Lost Art of Closing. Visit thesalesblog.com to read more of his daily sales tips and insights. *. It’s a sales manager’s job to ensure that the right resources are applied to the right set of tasks and objectives.

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The Secret Tool You Can Use to Close Way More Deals

Hubspot Sales

I’m a big believer in preparation, so whenever I can, I create a deal plan with my prospect. The deal plan should cover whatever your prospect suggests but will generally encompass the remainder of the sales cycle, how to sell the product internally, and the implementation of the product. Why You Should Create a Deal Plan. Setting up a formal deal plan makes sure you and your prospect -- and anyone else associated with the purchase decision -- are on the same page.

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A Great Sales Story: Getting the First Appointment

The Center for Sales Strategy

After a workshop I was leading about earning a first appointment with prospects, one of the folks in attendance shared an incredible success story with me.

Sales 75
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Are You Managing Your Culture As Closely As You’re Managing Your Strategy?

SBI Growth

Strategy and culture are inextricably intertwined. The saying goes, “Culture eats strategy for breakfast.” Strategy is logical, tangible, formal. Culture is more amorphous, evidenced through values, purpose, and shared goals. Leaders rise through the ranks developing their strategic capabilities along.

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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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Don’t Interrogate Your Prospect, Use This Approach…

MTD Sales Training

Many buyers have told us in the past that the one thing they hate when with salespeople is being sold to. That seems odd, when you think the reason they are there is to sell their products! But what they mean is that they dislike feeling under pressure, the salesperson using sales tricks and tactics, and the false promises that are only used to grab short-term deals.

Banking 67
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4 Simple Strategies for Creating a Better Sales Forecasting Model

Hubspot Sales

Sales forecasting is a necessary -- but sometimes painful -- part of preparing for the upcoming fiscal year and managing sales goals along the way. Since leaders can’t use a crystal ball to predict the future, they are left analyzing quantitative, and sometimes qualitative, data to anticipate future sales. This sales forecasting process becomes problematic when sales teams and executives confuse “optimistic goals” and “accurate forecasting.”.

Sales 116
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The New Word of Mouth

The Center for Sales Strategy

Personal recommendations are a powerful thing. Good or bad, they have the power to persuade us in one direction or another. Think about it—when most of us have little to no knowledge about a particular company or product, we typically ask those whose opinions we trust: family, friends or coworkers. As we all become more and more connected, most of us have also begun to rely on digital reviews.

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Beat the Odds by Perfecting Your Market Entry Strategy

SBI Growth

Joining us for today’s show is Walt Megura, Vice President of Emerging Industry Segments and Channels for Ericcson. Walt is here to share his experience in creating new beachheads in verticals that provide future long-term growth to Ericsson. Matt and.

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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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The Hidden Influencer in Your Sales Process

Engage Selling

There is an influencer in your sales process that often remains hidden. But, you need to know about it if you’re going to have success in 2018 and beyond. Want to know exactly what it is?

Sales 54
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The Ultimate Guide to Agile Sales

Hubspot Sales

What is agile sales? Agile sales takes project management strategies from the IT world -- such as sprints, daily stand-ups, and constant iteration -- and applies them to selling. This methodology helps sales teams be more flexible, data-driven, and effective. Why should you care about agile? There are three changes in the sales world that should make you sit up and pay attention.

Sales 115
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Killing Your KPI’s

The Center for Sales Strategy

I bet when you read "Killing your KPI's", your first thought was this was going to be a blog about sales high performers , right? Not really! I'm literally telling you that you should KILL your KPI's. As in buried and dead. As in no longer around. Ok, that might be a little over the top, but I fear that if I don't push the envelope, you won't get my point about why you shouldn't be basing your sales success on just Key Performance Indicators.

Sales 63
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Are Relationships All That Important In Selling?

5600 Blue

So often in selling we hear about “relationship” as the reason we win deals. I am curious about your opinion here. Would you buy an inferior solution from someone you like better than someone else? Conversely, if you find a great solution at a fair price, but don't really like the salesperson, would you buy that solution? As a "victim" of multiple back surgeries, I have had the opportunity to experience bedside manner on at least two occasions.

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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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Sharks Help Save Elephants – Nathan Coleman

Pinnacle View

Nathan Coleman is the epitome of a strategist. His experience in the professional industry shaped him into a well-versed entrepreneur. The drive to become his own boss was always at the back of his mind, even as he jumped from one endeavor to the next. Ultimately, Nathan’s experiences led him to founding The Elephant Pants, an e-commence fashion brand.

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Canned Responses: How to Create Gmail Templates in 60 Seconds

Hubspot Sales

Canned Responses Gmail. Canned responses is a Gmail feature allowing users to create and save multiple email templates in their inbox. You must enable this feature in your Gmail Settings, and create templates, or "canned responses," before using this feature. Repeatedly copying and pasting the same email response is a nightmare. If you don't have dedicated sales automation software you can still save time by using Gmail templates (also known as “canned responses”).

Software 111
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How to Use the ‘Rule of Three’ to Create Engaging Content + More

The Center for Sales Strategy

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web. 1. How to Use the ‘Rule of Three’ to Create Engaging Content — Copyblogger. What’s so magical about the number three? It’s no accident that the number three is pervasive throughout some of our greatest stories, fairy tales, and myths.

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Be a Stand-Out Seller: Method 3 – People

Engage Selling

There are three methods that you can choose from to emulate stand-out sellers—even in crowded markets where products or services are hard to distinguish from each other.

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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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In Leadership, Which Dragon Do You Wish to Slay?

Sales Gravy

Leaders and those who display effective leadership skills can use this simple model to help their direct reports and others move from where they are now to where they want to be.

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How to Get a High-Quality LinkedIn Recommendation [ + Email Template]

Hubspot Sales

How to Request a Recommendation on LinkedIn. Go to the LinkedIn profile of the person you're requesting a recommendation from. Click the "More." button below their profile picture, and select "Request a Recommendation" from the drop-down menu. Select your relationship to the recommender and your position at the time you worked together. Write a brief note about what you would like the recommender to say, and click the "Send" button.

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Why Virtual Training Needs a Rethink

Corporate Visions

Training connoisseurs are pretty consistent when listing the pros and cons of virtual classroom training and onsite learning options. Here’s a simplified version of what you might hear: Virtual classroom pros: It’s cheaper, highly scalable, and less disruptive to schedules. Virtual classroom cons: It’s less engaging, thus multi-tasking can impinge on learning.

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4 Reasons Why Defining Goals is Critical to Successful Ideation Challenges

Planview

Defining goals is critical to running successful ideation challenges. This may seem like an obvious statement, but it’s not uncommon to skip or rush through this crucial step when creating challenges. I’ve been working with several ideation program managers recently to launch their first crowdsourcing challenge and noticed that many try to bypass the step of defining goals.

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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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Tips For Bypassing Mid-Level Gatekeepers

Sales Gravy

If you're going to bypass mid-level gatekeepers, you have to be strategic, and you also have to use the right tone & pace, so you can be perceived as someone who truly cares about their needs. It's inevitable.

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7 Ways to Build Grit and Be Exceptional Every Day

Hubspot Sales

Most salespeople want to be winners, but a select few are willing to put in the effort to get there. Those who do usually don’t possess a special skill or different approach, they simply show up and do the work -- even when it’s hard. You might call it desire, responsibility, or success. I just call it Grit. When I joined HubSpot in its early days I was one of the few employees who hadn’t graduated from MIT.

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How to Get Better Referrals

Engage Selling

Referrals don’t work. That’s what a client of mine recently told me.

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Sales Tech Game Changers: Identifying Actionable Intelligence to Penetrate Target Accounts @mattbenati

SBI

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Matt Benati , Founder & CEO of LeadGnome. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Matt: LeadGnome’s reply email mining service gives Sales a competitive advantage by identifying actionable intelligence that presents an opportunity to connect with the

Sales 45
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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.