Posts Tagged ‘Sales’
How to Design a Winning Team
One of the secrets of a good sales team is its DNA or team make up. Not many sales leaders focus on it but the ones who do often have a special team and special results. The reason many leaders don’t focus on designing the optimal team is because they don’t know how to do…
Read MoreHow To Align Sales And Marketing
Learn the fundamentals of how to align sales and marketing with expert Jeff Davis. RELATED: Sales and Marketing Alignment Seen as Solution to Pipeline Problem, Shows Survey In this article: Jeff Davis: Sales and Marketing Alignment Expert How To Achieve Marketing and Sales Alignment Where Do Organizations Fail? Do Organizations Need More People In Sales…
Read MoreWhat High Growth Companies Do Different
Every company wants to know how to GROW but growth is not an easy task. To learn more about this topic, DiscoverOrg surveyed leaders in sales and marketing on growth at their companies and factors accelerating it or inhibiting it. Survey questions delved into team structure, budgets, strategies, technologies stack, and more with the objective…
Read MoreOvercoming Cold Calling Objections
Cold calling? You probably don’t get very far into your call when you hear your first objection. At this point in the conversation, the prospect starts to blow you off for a variety of reasons: not enough time, not enough interest, not enough money, etc. Most people think you need a different answer for each…
Read MoreWhat Sales can Learn from Lean Manufacturing
Sales can learn a lot from other industries and principles. It turns out that improving sales productivity is very much like a six sigma, lean manufacturing process. In Six Sigma there is a framework called DMAIC that is very applicable in sales as well. Here’s what the acronym stands for: D – Define: First define…
Read MoreCold-Calling is NOT Dead: Three Cold-Calling Techniques Guaranteed to Help You Win
Let me guess, you’ve heard cold-calling is dead, right? I’ll tell you right now, the people saying that are not the people who are actually cold calling. Cold-calling is alive and well and we can prove it. We looked at nearly 1 million phone calls and the ability for a sales rep to convert a…
Read MorePost Event Follow-Up Strategies
Everybody get’s a cold-call but not everybody handles it like Ralph Barsi at ServiceNow. Ralph has made a lot of phone calls in his day and rather than giving sales people a hard time, he takes the time to provide coaching. Recently, Ralph received a cold call after an event he visited and the result…
Read MoreHow an AI System of Growth Solves the Biggest Challenge in Sales
There are a lot of challenges in sales but there is one that trumps them all. That challenge is building enough quality pipeline. The problem is leaders know it but they don’t know how to solve it. They often think it’s a people challenge so they hire more people but the numbers don’t improve. This…
Read MoreWhy You Can’t Survive Without a Digital Sales Strategy
Times are changing and companies need to change with it. In the modern era of selling customers are buying different and sales reps are selling different. For companies to win they need to understand the latest selling trends and modernize their sales team to compete in an era of constant change and disruption. In this…
Read MoreWhy You Need Data to Hit Your Sales Targets w/Edward Garry @Diolachan Consulting
Your sales process doesn’t have to be broken. Data can be used to drive the sales process forward and predict the result of the sales process. In this episode, Ed Garry talks about the importance of gathering the right data and making sure it is accurate. In addition, Ed hits on the pitfalls of sales…
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