Openview

MAY 30, 2018

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.

Organization 118

Organization Profitability Software Software 118

Nutshell

AUGUST 16, 2018

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.

Prioritization 103

Prioritization B2B Marketing Organization 103

SBI Growth

JANUARY 23, 2018

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

Sales B2B Sales Leadership Leadership 101

MTD Sales Training

SEPTEMBER 24, 2018

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.

Suppliers 98

Suppliers Media Sales Training Communication 98

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Zoom were struggling to ensure that sales reps around the world - with different levels of experience and proficiency – were getting certified on updated messaging. Traditional methods were unexciting, time-consuming and ineffective! But using a new innovative method driven by AI, Zoom managed to: Achieve 100% participation for their certification program, increase the number of practice sales conversations performed by each employee, and standardize feedback and scoring of practice sessions. Find out how in Second Nature’s Customer Case Study!

Innovation

Jeffrey Gitomer

JULY 2, 2018

How important is a sales letter/email? Presentation Skills

Sales 95

Sales 95

The Center for Sales Strategy

JULY 5, 2018

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 92

Sales 92

Engage Selling

MAY 24, 2018

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.

Client Relationships 87

Client Relationships Communication Management Sales 87

Outbound Engine

DECEMBER 19, 2018

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.

Small Business 82

Small Business Prioritization Meetings Digitalization 82

Drift

JUNE 1, 2018

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

Marketing 105

Marketing Sales 105

Sales Latitude

AUGUST 2, 2018

As a sales professional, you may think your job is all about selling products and services, making quota, and driving revenue for your company. Sure, ok – that’s true. But that’s not the whole picture. Your job is really about helping buyers solve their problems and achieve their goals.

Account Planning 68

Account Planning Facilitation Organization Sales Management 68

Speaker: Steve Goldstein, Sales Leader

Currently in sales or involved in a business that depends on strong sales results? Join Steve Goldstein, Sales Success Coach, Motivational Speaker and Medical Device Sales Leader from Gold Selling LLC. You will absorb critical strategies to become a trusted partner in greater sales success.

Sales

Openview

DECEMBER 4, 2018

I talk to many startups these days who aren’t keen on hiring remote salespeople. And it genuinely baffles me as to why. The main pushback I see as someone who helps businesses build sales teams is “collaboration and culture.” And while I understand where my clients are coming from when they’re hung up on this, I have to respectfully disagree with them.

Prioritization 94

Prioritization Future of Work Remote Working Leadership 94

Nutshell

OCTOBER 24, 2018

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.

Publishing 89

Publishing Digitalization Marketing Software 89

SBI Growth

JANUARY 4, 2018

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

Sales 101

MTD Sales Training

OCTOBER 24, 2018

“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.

Transportation 89

Transportation Sales Training Meetings Management 89

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As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

Jeffrey Gitomer

OCTOBER 10, 2018

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.

Sales Management 91

Sales Management Meetings Marketing Management 91

The Center for Sales Strategy

MAY 31, 2018

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.

Leadership 89

Leadership Management Sales Management Sales 89

RAIN Group

NOVEMBER 20, 2018

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

Sales 87

Engage Selling

MAY 17, 2018

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.

Marketing 86

Marketing Client Relationships Management Sales 86

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Sales

Outbound Engine

OCTOBER 17, 2018

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 72

Media Internet Publishing Organization 72

Sales Readiness Group

SEPTEMBER 10, 2018

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

Sales Training 67

Sales Training Sales 67

Drift

APRIL 24, 2018

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

Digitalization 94

Digitalization B2B Sales Marketing 94

Openview

OCTOBER 31, 2018

I got on a call with an SDR recently who was nothing short of lovely. He asked great questions, talked about my goals, what I was looking for, what I wanted to see in their technology, etc. He listened well, was authentic, and was helpful from start to finish. Then I asked to see the technology. Which is when he told me it wasn’t his job and that he’d have to get me scheduled with an Account Executive because he wasn’t allowed to show me.

B2B 93

B2B Marketing Communication Organization 93

Advertiser: ZoomInfo

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

Marketing

Nutshell

AUGUST 27, 2018

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?

Prioritization 89

Prioritization Internet Marketing Publishing 89

SBI Growth

JANUARY 18, 2018

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

Profitability 98

Profitability Sales 98

MTD Sales Training

FEBRUARY 12, 2018

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.

Meetings 89

Meetings CRM Sales Training Sales 89

Jeffrey Gitomer

APRIL 9, 2018

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

88

Advertiser: BrainShark

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. This exclusive eBook, Increase Revenue with Faster Sales Onboarding, provides details on how to: • Achieve your sales organization's goals • Increase revenue • Avoid turnover • Give reps a path to success Download the eBook today!

Onboarding

The Center for Sales Strategy

MAY 15, 2018

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 88

Media B2B Sales 88

RAIN Group

NOVEMBER 7, 2018

"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

Communication 77

Communication Sales 77

Engage Selling

DECEMBER 13, 2018

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.

Marketing 85

Marketing Client Relationships Sales Management 85

Groove HQ

AUGUST 1, 2018

Solve complicated scenarios with great communication. There are a few main difficult scenarios you’ll most likely face as a support representative. In customer service, every interaction matters, and there is no 100% right or wrong way to deal with any situation. Even though the ability to think on a case-to-case basis is one of the […]. The post 5 Customer Service Email Templates for Tough Situations appeared first on Groove Blog. Customer Support

Communication 63

Communication 63

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Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

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