Discounted pricing is a strategic tool, which when used correctly can drive a variety of business goals, from marketing through to sales strategy. This best practice PDF explores the paradigm of strategic value-based discounting for both marketers and salespeople involved in the business-to-business...Author: Curtis Bendt
Many companies are not happy with their sales reps’ data collection process. In fact, 79 percent of opportunities go unrecorded in CRM. So how do you get managers the data they need when sales reps hate data entry? Learn how to build a data-driven sales team.Author: Stefan Groschupf, SalesHero
A few tips to prepare you for an event and be successful. Whether it is before, during or after you have to make the best impression. 1st interactions are the most important!Author: Ashley Becker & Gabe Moncayo
Dan Marx says "BANT is an old way of qualifying leads. Unfortunately, call centers still use this as criteria for a qualified lead. BANT (Budget, Authority, Needs, and Timeline) only identifies a target market, it does nothing to qualify a lead." Download the article to learn why.Author: Dan Marx, CEO, Supply Chain Connection
The key to rapid — and successful — sales onboarding is to establish a data-driven process and implement supporting technologies that can both manage and measure onboarding effectiveness. In Qstream's latest eBook, they discuss the benefits of a data-driven approach that enables sales leaders...Author: Qstream
Attracting, hiring and retaining people is harder than ever before as companies compete for the same, small, limited pool of revenue-generating talent. It’s an insidious problem that can thwart inside sales initiatives and diminish a company’s ability to hit sales and revenue goals. The chall...Author: Joe Culotta, President, Inside Sales Staff
Download ExecVision's entire Ultimate Sales Coaching Playbook.Author: Steve Richard, Chief Revenue Officer, ExecVision
Left in the lurch when a member of your Inside Sales team turns over? Here are five ways to turn your customer service organization into an incubator for Inside Sales talent that’s ready to step into a revenue generating role from Day One.Author: Ed Shineman, co-founder SalesGenomix LLC
Selling is essentially about influential language skills. In this highly practical white paper, you can learn some unique approaches to dealing with resistant buyers. You might not feel comfortable trying all 8 techniques, but as you read them, you can recognize that your growing verbal agility (you...Author: Dan Seidman, CEO, GOT INFLUENCE?
Are you tired of losing to your competitors? Is there a particular competitor that you find yourself constantly coming up against? Is there a new competitor in your space that's starting to gain traction? While every industry is obviously different, there are similarities in why you're losing to ...Author: Sales Result Inc.
As a CEO, you are expected to know a good deal of very accurate data about your sales organization. How can you be sure you're looking for the right data, and at the right data?Author: Sales Result Inc.
Optimize Lead Quality by Addressing the Sales vs Marketing Debate The work of getting better leads often sparks a conflict that goes something like this: Marketing believes sales is not following up on their leads. Sales believes the leads they receive are unqualified. Get 7 high-impact tool...Author: Elisa Ciarametaro, Principal, Exceed Sales, Inc,
Learn Strategies that Deliver Beyond Your Current Expectations. Are you tired of hacking through a jungle of information about outbound prospecting? This Focused Outreach - Outbound Prospecting Best Practice Guide will give you ten step-by-step practical tips to implement an initiative that in...Author: Elisa Ciarametaro, Principal, Exceed Sales
A thorough account plan provides many useful details about an account. Details are not useful unless they are put to use in a winning strategy. A good sales manager will use each detail from the account plan to formulate a particular part of the strategy that results in more closed sales. This artic...Author: Chris Strandin, Business Development Manager, Sales Result Inc.
For early-stage entrepreneurs, getting the product or service right is critical. Botch this and the company does not even make it out of the blocks. In this article, you'll hear what founders need to do when the company gets beyond proof of concept into the "second stage," when scaling ...Author: Dan Weinfurter, Chief Executive Officer, GrowthPlay
Now, more than ever, it is important for companies and sales teams to be in compliance with industry regulations and restrictions, including the recent FCC TCPA ruling for wireless dialing. This article takes a look at what the recent FCC TCPA Declaration means for sales organizations and best pract...Author: Karl Koster, IP & Compliance Counsel, Noble Systems
Many have heard of the term BANT to qualify leads, but don't know the questions to ask. Get to BANT quicker with these helpful questions.Author: Ryan Strandin, Business Development Manager, Sales Result Inc.
Your reps need to make the most out of every call. When you have a top performer who clearly does one part better than the rest, convert it to call scripts, and help everyone to perform like your top performer.Author: Ryan Strandin, Business Development Manager, Sales Result Inc.
From an executive's perspective, sales can be viewed in two ways: sales as an art, and sales as a process. It is vital to fully understand both perspectives to become the best sales manager that you can be.Author: Ron Strandin, Sales Result Inc