Social Selling

By Vernon Niven | Tips, tricks and knowledge for the modern sales professional.

Top 100 Sales Influencers

1<p>Grant Cardone<p>Grant Cardone is a best selling author, speaker, CEO of 4 private companies with $100 million in recurring revenue, and has a number of …

Digital Marketing

The 5 Most Powerful Sales Techniques

Here are five simple yet incredibly powerful sales techniques that are responsible for over $1 billion in sales.<p>At business conferences I speak at, I often get asked, "<i>If you had just five techniques you could use to improve a sales process, what five techniques would you use more than any …

B2B

Outreach raises $30 million pitching a tool sales teams can use to sell more and work less

Outreach, a software developer selling services that gives sales forces a needed prompt to more efficiently use their time and optimize sales, along with an organizational tool to manage their pitching process, has just raised $30 million with that very pitch.<p>The company touts its ability to triple …

CRM

Document management platform PandaDoc raises $15 million to help sales teams close deals

PandaDoc, an all-in-one software platform designed to help sales teams create and manage quotes, proposals, and contracts, has raised $15 million in a series B round of funding led by Rembrandt Ventures Partners, with participation from Microsoft Ventures, HubSpot, EBRD, and Altos Ventures.<p>Founded …

Startups

How Top Sellers Keep Winning

Great sellers repeatedly grill themselves with two questions:<p>How much more time does this opportunity merit?<p>How can I be more certain of my …

Math Doesn’t Care

If you need to create 4 opportunities a month, each one worth $75,000, to be able to make your number. If you don’t create those opportunities, you …

Mathematics

Are Salespeople Becoming Obsolete?

Sales professionals usually fall into one of three groups: The Order Takers, The Salespeople and The Experts.<p>The Order Taker, as the name suggests, is the sales associate who takes the customer’s order when he or she calls-in to place that order. Think Zappos, Amazon and Papa John’s Pizza.<p>The …

Intelligence

Are Buyers Really Better Educated?

How did you learn what you know? Not facts and figures, not data, but the things your really know and believe. How did you learn what you prefer and …

Selling

Case Study: Inside Sales Team

Case Study: EMS<p>Engagio’s Program Impact report has become a key feature for EMS Software, giving marketing critical insigh...

Marketing

Sales Quotas, A Thing Of The Past?

Recently read a provocative post declaring “Sales Quotas A Thing Of The Past!” For the most part, the article was a tutorial on pipeline metrics and …

Thing of the Past

Understand The “How” and Win the Deal

You wanna get better at selling? You wanna get better at demand creation rather than demand reaction?Then learn how to uncover your prospects …

This Is The Cold Email I Used to Connect With C-Level Execs at 22 of the World's Biggest Companies

With little more than a subject line and a body, I was able to establish rapport, build a client base and generate revenue for my company.<p>Sending a cold email can make you feel like a scientist searching for alien life -- once it shoots out into the ether, the chances of ever hearing a response are …

Marketing

How To Sell To Millennial B2B Buyers [Infographic]

Make way for a new generation: New research shows that 73% of Millennials are involved in B2B purchasing decisions. But most sales teams are stuck in …

Why LinkedIn Is About to Become Scary Good

With its recent unveiling of some new, data-driven user engagement tools, LinkedIn is setting the stage to become an indispensable tool in B2B sales and marketing.<p>If you are still not convinced of the power of LinkedIn for sales and marketing, listen to this announcement about the platform's …

Lead Generation

What Ryan Wished He Knew Before Becoming a Sales Manager

<b>By Ryan Taft</b><p>With a growing economy comes the need to grow our sales teams. That usually means promoting new sales managers.<p>When I was first promoted …

Leadership

You Own the Outcomes, Not the Transactions - Episode 113

Devante writes to ask me how he should be accountable to his clients for the outcomes he promised–without stepping on the toes of his account …

How to generate leads through LinkedIn [video]

LinkedIn’s core proposition remains: get found and get recruited. Keep your CV up to date on LinkedIn. Make it look pretty. Recruiters find you. Job …

Digital Marketing

How to Keep the Pipeline Full When There’s No Time to Cold Call

Shane Gibson - Moderator; Ago Cluytens, Barbara Weaver Smith, Lee Bartlett<p>Welcome to The Sales Experts Channel! We are a community of 63 sales …

Thought Leadership

3 Ways To Unlock Your LinkedIn Sales Navigator Investment

Most sales teams are only using LinkedIn Sales Navigator at half capacity; unlock its full potential with these 3 social selling strategies.

How to Use Your LinkedIn Page as a Sales Funnel

I think LinkedIn is one of the best social media networks to be on, hands down.<p>Sure, the big names like Facebook and Twitter are great. But LinkedIn …

Digital Marketing

When Asking for Referrals Can Hurt Account-Based Sales

<b>Avoid this digital danger zone!</b><p>As comedic director Woody Allen once said, 80 percent of success is showing up. Some readers might not know who Woody …

Selling

10 things to do when you first meet someone if you want them to remember you forever

We all strive to be memorable. But leaving a great first impression takes some effort.<p>As it turns out, with the right words and actions, almost anyone can create a captivating presence.<p>To help you figure out how to do this, we looked at the answers posted on Quora in response to the question, "How …

Body Language

The Most Awkward Sales Moments

Every salesperson has them. You know, that awkward moment where you say something wrong, or the client does something crazy, or . . . You can fill in …

Why Mark Cuban is Dead Wrong About Twitter and Artificial Intelligence

This is not exactly an all-knowing AI. Twitter is filtering some content and responding to user reports, but contextual awareness is not their strong suit.<p>Twitter hasn't done anything interesting with AI lately.<p>I know this because whatever machine learning they use to stop online harassment is more …

Artificial Intelligence

5 Ways to Use LinkedIn for Sales Prospecting

Social selling is the art of using social networks to find, connect with, understand and nurture sales prospects.<p>Social selling is the art of using social networks to find, connect with, understand and nurture sales prospects. According to HubSpot, “The use of social media in sales allows …

Selling

B2B Sales Reps Are Out of Sync With Buyers, But Is Marketing at Fault?

Too often, salespeople don't understand the buyer's world or needs, and don't know to communicate real value. But whose fault is it? The sellers'? …

Marketing

How to Easily Handle Sales Resistance and Objections

Shane Gibson - Moderator; Ago Cluytens, Barbara Weaver Smith, Lee Bartlett<p>Welcome to The Sales Experts Channel! We are a community of 63 sales …

Leadership

#446. Perfect Your Screen-to- Screen Selling. With Doug Devitre.

<b>Doug Devitre,</b> Founder of Doug Devitre International, and author of <i>Screen to Screen Selling,</i> and wannabe sushi chef, joins me on this episode of …

Sushi

6 Critical Data Points Your Sales Team Needs to Collect

It used to be the ability to schmooze was a salesperson's greatest asset. These days, it's data.<p>Salespeople consistently cite data as being critical for lead generation and sales strategy development. That's because data allows salespeople and marketers to identify leads, segment their audience, …

Analytics