At this year’s Sales Acceleration Technology Summit, 25 of the brightest minds in sales technology will reveal the solutions they use to increase revenues. This summit will consist of a rapid-fire series of online presentations all on Thursday, October 20, 2016.
When you hear “sales enablement,” you probably jump straight to thinking of sales presentations and collateral. While those are certainly core elements of sales enablement, they’re only a fraction of what you should be thinking about in terms of equipping your sales organization for success. This checklist will help you think more creatively about sales enablement and the content your team needs.
Dreamforce is a big deal.
Companies invest thousands - sometimes millions - of dollars to be at the conference, and spend months in advance to plan their trip. That’s why it’s important to maximize your Dreamforce experience. A great source of ROI is through the face-to-face meetings you have with customers and prospects.
But these meetings are important, so you can’t put them together on the fly. Start planning early. Make sure your team understands how important the meetings are and what your strategy around them will be. Here are four steps to help you optimize your Dreamforce meeting plans
Ever worked with a prospect who makes you want to tear your hair out? Maybe this person sends you 6 emails a day. Or perhaps you’re frustrated with someone who is rude, asks invasive questions, or wants an answer and solution “yesterday.”
If you find yourself nodding “yes,” to all of these statements, remember that you’re not alone. Even the best sales reps encounter friction and personality conflicts in their sales conversations. What matters most is how you handle the situation — and the goal of this blog post is to help you do exactly that: give you an arsenal of battle-tested techniques to help you stay sane and help you steer your conversations from soul-sucking to heartfelt and constructive.
Follow these tips next time you’re dealing with an annoying, rude, or frustrating prospect. You’ll challenge yourself, discover new capabilities, and realize that your sales alter ego is actually a magician. Here goes.
Congratulations! Your efforts in developing engaging content and pushing interesting ideas has netted you prime earned media exposure. The question now is, how can you sustain the benefits from your successes and translate this into consistent sales growth?
There comes a time after every instance of positive press where the initial buzz begins to dissipate, and business leaders are left wondering how to continually leverage it. That’s why it’s important to have a cohesive strategy for maximizing your mentions and turning them into prolonged opportunities for sales conversions. Over 80% of tech buyers have indicated that earned media content is the most influential factor in their buying decisions, so you need a concrete plan for getting your press mentions in front of the right eyes for as long as possible.
Inbound Sales Day is a free one-day event on September 14th, 2016presenting over six hours of educational material from 19 sales professionals (including myself) who’ve demonstrated a successful track record in sales. These aren’t just speakers who preach, but people who’ve been in the trenches and helped build multi-million dollar companies.
Here’s what you can expect from attending Inbound Sales Day:
Ah, the tire kicker.
One of a salesperson's worst nightmares!
A tire kicker is someone who will drag the sales cycle on...and on...and on while hogging your time and resources without ever actually buying. They're a huge time suck — they'll happily steal your time to ask questions, raise objections, and instill you with the false hope that they're ever going to close.
Even if your pipeline isn't at capacity, you're far better off using your time on more profitable pursuits than entertaining these chatty Kathies. The key is to get to a hard 'yes' or 'no' as quickly as possible.
These red flags will help you know when it's time to wave the white flag:
Ever gotten an email like this? “Hey! I love your product. It’s the perfect solution for our company! But we’re a small business, just me and a developer, and there’s no way we can afford your pricing. Any chance you could give us a discount?”
Discount requests like this happen all the time. You could be selling your product for $5 and you’d still have people asking for a discount. So what do you do?
In today’s digital world, physically signing a document is cumbersome and, quite frankly, unnecessary. So it makes sense that electronic signatures are the new standard for businesses. They’re quicker, easier, and better suited to a global economy. If you’ve also heard about digital signatures, you’re wondering “are they the same?” Good question! Although similar, they are, in fact, two very different things. Find out the differences between the two, where they came from, and why they matter.
Every sales organization has at least one person who seems always to be at the top of their game. They kill their quota and crush commissions left and right.
And you're always wondering: "what are they doing that I'm not?"
It's time to claim your rightful place at the top of the sales leaderboard. Here's how: