2018

Why I Decided to Join the SPARXiQ Team

Mike Kunkle

[ NOTE: This post was originally published in late November of 2018. I have updated it to reflect a few changes, including the company rebranding, my title, and some cool new solutions that we offer.].

Account-Based Marketing (ABM): A Complete Guide

Drift

A long, long time ago, in a time known as “the 2000s,” marketers were obsessed with casting these super-wide nets in the hopes of pulling in as many leads as possible. Blogs became content farms, covering topics that were meant to attract anyone and everyone. As far as marketers were concerned, the more traffic they could send to their sites, the better. Their underlying philosophy at the time: Source. Drift Blog Marketing Sales

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The Ultimate Guide to Cold Calling

Nutshell

Definition of Cold Calling: Cold calling is a form of telemarketing in which a salesperson attempts to solicit business from potential customers who have not previously expressed interest in the seller’s product or solution. For outbound sales teams, cold calling is often the first—and arguably the most important—step towards creating sales opportunities.

Burn Your Ships: A History Lesson About How to Be a Great Leader

The Center for Sales Strategy

If you are a history buff, you may know the story of Cort é s and the burning of his ships. In the year 1519, Hern á n Cort é s arrived in the New World with six hundred men and, upon arrival, made history by destroying his ships. This sent a clear message to his men: There is no turning back. Two years later, he succeeded in his conquest of the Aztec empire.

Content Creation & Curation: The Missing Link Between Sales & Marketing

Speaker: Pam Didner - B2B and Tech Marketing Consultant

Content plays a vital role in creating a symbiotic –– and successful –– relationship and alignment between your sales and marketing teams. Join Pam Didner to learn how to create and curate great content to support your sales and revenue goals!

Top 3 Sales Strategy Priorities of CEOs

SBI Growth

Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and.

Sales 101

5 Ways To Sell To The Modern Day Buyer

MTD Sales Training

One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology, globalisation and communication methods advance and progress. But the evolution of the buyer has been exponentially faster. So what do you need to do to keep up with these changes? Here are five up-to-date ways to sell to the modern-day buyer : 1) Be social-media savvy.

More Trending

Is Your Buyer Part of the Solution?

Engage Selling

You need to know what’s going on in the minds of your buyers when it comes to the solution you’re offering. Confused about what this means, exactly? Let me explain.

21 Powerful, Open-Ended Sales Questions

RAIN Group

Broad, open-ended sales questions are great for helping you find out what's going on in your prospects' and clients' worlds. They are essential to sales success. In fact, "listened to me" and "understood my needs" are two of the top five factors most separating sales winners from second-place finishers. Sales questions also help you connect with buyers personally, understand what's important to them, reshape their thinking, and create better futures for them.

Sales 87

New Year’s Resolutions for Business Owners in 2019

Outbound Engine

The new year is the perfect time to take stock and set goals for the year ahead. You may have plans to eat better, exercise more, or finally take that trip to Europe you’ve been talking about forever. For business owners, making new year’s resolutions can significantly impact their success. Here are a few of our favorite new year’s resolutions for business owners in 2019. Find a buddy.

Show Me the Money! A Guide to Creating a Scalable Sales Compensation Plan

Openview

We’ve all heard Tom Cruise’s famous line from Jerry Maguire, but showing your sales team members the money is often a complicated equation. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. As most CEOs have discovered at some point, sales compensation is very often a delicate balancing act. Pay too little, and you will never be able to recruit (or retain) the kind of game-changing sales talent that fuels growth.

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Maximizing the Power of Role Play and Sales Simulations

Mike Kunkle

It’s unfortunate that role play has a low level of acceptance in many sales organizations. Done well, it’s one of the very best ways to train, coach, and improve skill levels.

The Drift Lead Response Report: Why Every Minute Matters For Sales Teams In 2018

Drift

This year, B2B digital ad buyers–mostly marketers–will spend $4.6 billion to tell the world about their products. They’ll use all the typical marketing channels and tactics to spread the word — display, content syndication, SEM, social, re-marketing, email, and more. The ad copy will be different, of course. The calls to action? Optimized for maximum clicks and conversions. Source. Uncategorized Marketing Sales

B2B 94

Sales tactics encyclopedia: 15+ strategies for prospecting, qualifying, and closing

Nutshell

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. But how do you decide which ones make the most sense for your business? To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals. Prospecting. What is prospecting?

Body Language Tactics For The Sales Pro

The Center for Sales Strategy

It's not just what you say; it's how you say it. In fact, I'd go as far to say that what you say matters a lot less than how you're perceived, especially in sales. You have to exude confidence and calmness when calling on prospects. Because, if you don't, they'll pick up on it, and you won't be seen as trusted and valued. If you can master eye contact (including eyebrow gestures), facial expressions, torso and arms behavior, and leg activity, you'll be on your way to a successful appointment.

Sales 87

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

Did You Set the Right Sales Quotas?

SBI Growth

Did you set the quotas right to drive revenue growth? The purpose of today’s show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas. Podcast Sales Strategy SBI for SMB john young quota quota setting sales enablement sales force effectiveness sales leader sales quota

Sales 101

22 Ways To Critique Your Sales Meetings

MTD Sales Training

One of the best salespeople I ever worked with gave me a hint into his working life and what made him so successful. He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. That question struck me because, basically, I hadn’t considered it much before. I used to simply write up my notes, put them on the CRM system and carry on from there.

Dancing with the Competition? Watch your Step.

Jeffrey Gitomer

How do you feel about your competitors? You say, "I have a great relationship with my competitors." Right, if you needed $50,000 or your business would fold, I guarantee your friend, the competitor, would send you a bon voyage note. Get real, man. They may talk to you, they may be civil to you, they may even appear to help you – but ask them if they wish you were dead or alive, I'm betting on the funeral home.

Always be Retaining!

Engage Selling

I don’t know a single sales leader who finds hiring great new talent to be particularly easy. Especially in this virtually “full employment”current market. So, what’s the solution? Do everything possible to keep your team from leaving.

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

7 Ways to Build Rapport in Sales and Connect with People

RAIN Group

Consider this: a CBS News / New York Times poll asked, "What percent of people in general are trustworthy?" The answer: 30%. We're all pretty skeptical, right? Not necessarily. At the same time, the CBS News / New York Times poll asked a similar group the same question, but with a slight difference. What percent of people that you know are trustworthy?". The answer: 70%. This goes to show: when people get to know and like you, people begin to trust you.

Sales 87

Can On-Demand Sales Training Replace Classroom Training?

Sales Readiness Group

On this Q&A episode: "Can on-demand sales training replace classroom training. Sales Training

Facebook Business Page vs Personal Pages: The Differences, Do’s and Don’ts

Outbound Engine

Many of our clients come to us with the same question — what’s the difference between a Personal Profile and a Business Page on Facebook? Understanding the difference between the two, and what type of content to share on each one, is critical to staying relevant as a business owner on social media. Important: You must have a personal Facebook profile to create and manage a Facebook Business Page, but they function very differently. Personal Profiles vs. Business Pages.

Media 74

The Ultimate Guide to Sales Enablement and Creating a World-Class Sales Organization

Miller Heiman Group

“To be effective, sales enablement must be seen as a strategic discipline that is set apart from other functions such as marketing and training, even though those functions contribute to enablement.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”. Understanding sales enablement as a distinct, strategic discipline is a relatively new development.

Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

14 Sales Podcasts Every Rep Should Be Listening To Right Now

Drift

Podcasts have the power to provide bite-sized chunks of insight in a short period of time. In 15, 20, or 30 minutes in the car, on the train, or in your Uber, you can turn your commute into an opportunity to learn about sales and marketing from some of the best and brightest in the space. With hundreds of podcasts out there, it’s tough to craft a short list of the ones worth your time. But, not to. Source. Miscellaneous B2B sales Sales

How to use chatbots to qualify leads on your website

Nutshell

It’s rare to land on a website these days without seeing a chatbot emerge from the bottom right hand corner, asking, “What can I help you with today?”. The message appears to be coming from a nice man named Brent, but you can’t know for sure if it’s actually Brent or just some bot programmed to be Brent while the real Brent is off doing other things. Chatbots (also called “messenger bots”) are the latest trend in online sales, and there’s reason to believe they’re more than simply a passing fad.

10 Social Media Best Practices for Salespeople

The Center for Sales Strategy

In an ever-changing sales landscape, maintaining a healthy personal brand on social media has become a necessary tool for sales professionals to build and maintain relationships with prospects. According to a Forrester Consulting study, Social Selling: A New B2B Imperative , “49 percent of B2B enterprises have developed a formal social selling program, and 28 percent are in the process of doing so.”

Media 84

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. Article Corporate Strategy Sales Strategy allocation budget budget allocation ceo ceo guidance CEO sales budget investment blunders sales budgeting sales strategy sales team profitability sustainable growth

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

Should You Always Agree With Your Client?

MTD Sales Training

“The customer is always right”. I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name. And how often have you thought of those words and cringed when the customer you are with has said something you know is definitely the wrong side of wrong? Alexander Kjerulf is an independent writer and an expert on workplace happiness.

Call Me in 6 Months - A Polite Way of Saying No

Jeffrey Gitomer

Pat me on the head and tell me to go away. That's the real meaning of call me in six months (or any nebulous "get back to me" after some period of time). Objections

88

Slow Markets Don’t Have to Mean Slow Sales

Engage Selling

When all signs are pointing to your market slowing down, it’s important that you don’t give in to a “slow down” mindset! Here’s the thing, most sales professionals will complain about the market, perhaps even your colleagues.

How to Write a Proposal

RAIN Group

"Can you send me a proposal?". Sellers love to hear these 6 words from buyers. Once you submit a proposal, you can move forward to the win. While a good proposal summarizes what you've already discussed and agreed to, a proposal is, at its core, a persuasive document that communicates to buyers why they should buy, and why they should buy from you. Sales Process Consultative Selling

The 5 Stages of Account-Based Marketing — and How to Win Them All

Successfully complete the five stages of ABM: define, identify, engage, convert, and connect. We’ll show you how to create a unified system with your sales team to help them land more qualified opportunities and connect with prospects like never before.