2014 is just around the corner, and while most of the office is already checked-out and ready for the holidays, real sales winners are already planning for next year's sales success.
The new year is the perfect time to reflect on the past year and commit to changes in behavior and habits that...
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Many organizations have a two-tiered sales process. One team is focused on qualifying inbound leads from marketing (MQLs), and the other team is focused on closing business (revenue). This structure exists to maximize pipeline creation and increase sales team productivity.
While some companies...
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Most sales scripts often include questions intended to move the sale forward. However, ask any of these questions during an initial conversation with a customer and you've probably lost the sale.
Question 1. "Would you agree that...?"
This question is trying to manipulate the...
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At Dreamforce '13, Data.com held a networking roundtable where Sales Ops leaders met and shared best practices. For 90 minutes, over 200 Sales Ops professionals traded tips on how to be more successful. Here are some of their best tips for you.
1. Ride along with your sales...
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Why did droves of sales pros attend this year’s Dreamforce? To sell? Maybe, but that wasn’t everyone’s primary objective.
As an event blogger, I asked many attendees what brought them out. I was surprised (and delighted) by the consistent answers—from techies and marketers, as well as salespeople....
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As the end of the year approaches, a lot of people are going to tell you what you should start doing to make your number in 2014. However, taking a moment to think about sales habits you should stop in the coming year can be just as effective, if not more, in helping you make your...
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The Challenge: Sales managers must simultaneously balance and command two key things to consistently succeed:
Drive short-term results while leading long-term rep development
Master being both a ‘Manager’ and ‘Coach’
Allowing an imbalance, as tends to happen, limits...
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InsideSales.com recently published research that reveals companies are not leveraging the most effective lead generation techniques. InsideSales.com aggregated their statistical trend data from the top sales organizations in the world to find that while executive events and telemarketing rank as...
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Today’s buyers are changing their habits. While they once reached out to sales reps at the beginning of their research process, they’re now waiting until much later in the sales process to come forward. In fact, according to DemandGen, 90% of business buyers say when they’re ready to buy, they’ll...
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