Inside Sales

Once you are doing business with a national, multi-national or company it’s hard to plan for growth. What’s next? Who’s in charge? Is marketing still involved? Should you include the entire footprint? I’ll give you a method for an account-based sales development plan jointly designed and run by marketing and sales.

Technology has dramatically changed the way people buy and sell. But maybe not how you think. It’s certainly important to participate in “social selling.” But the real secret is leveraging online information resources with proven sales techniques to discover the right prospect, at the right time, with the right message.

Other sales experts talk to you about how to sell, I teach companies how to build sales organizations that hit revenue goals.

Starting with:

- What your sales team will need to succeed
- Why strategy delivers sales results
- The importance of messaging to close deals
- How a funnel will support your sales effort
- Things to consider before you hire

John Barrows is known as “Sales trainer to the world's fastest growing companies” and he proves it every day. He travels the world working with SDRs and Sales Reps at some of the hottest companies on earth to push them to the next level of skill development.

John is someone you need to hear from now, as we enter into the new year. Take responsibility, make your own success and make it happen; these are the tenets John takes us through on this week’s pod. Listen to his story of taking advantage of opportunities and working your tail off for success.

Follow John on Instagram to stay updated on his travels and philosophy on sales and life.
https://www.instagram.com/johnmbarrows/

This is a must listen!

Big thanks to @Darryl Praill of @VanillaSoft for making this podcast possible. Check out their new Sales Engagement solutions.

Next Break N Build coming up this week - jump in here: https://www.linkedin.com/feed/update/urn:li:activity:6475478666565554176


#SDR #BDR #salesdevelopmentrep #salesdevelopment #prospecting #coldcalling #salesloft #outreach #sales #tenbound #salesforce #salesappointment #revenue #salesops #salesdev19
#marketingops #salesforce #tech #salestech #marketingtech #salestraining #brighttalk
#salesenablement #discoverorg #leadgeneration #accountbasedmarketing #abm #salesdev18

Are you looking for ways to help your sales team succeed? (Well I mean, of course you are!)

So, let's get to it. Let's help your sales team succeed at selling and building relationships. This special edition webinar features two members of the Criteria for Success team, a sales growth company:

Charles Bernard, CEO
Rebecca Twomey, Director of Marketing
During the webinar, Charles and Rebecca will share the Client Evolution Model with you. It's an impactful tool that will help your sales and marketing teams understand where to focus energy, and what to do during each step of the prospect/client relationship process.

If you want more business and stronger relationships with your prospects and customers--this webinar is for you!

Ready to empower your sales and marketing teams and grow your business? Get signed up today!

Three seemingly simple questions lie at the heart of why sellers win or lose. “Who buys?” “Who cares?” “What matters?” If you don’t know or aren’t sure of the answers, you may be in for a bumpy ride.

In this 45-minute webinar we will discuss the importance of stakeholder mapping and how it can prioritize and customize sales activity. The information provided will be from Chapter I of the book entitled “The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales” which the presenters co-authored.
You will learn:
Why It’s Difficult to Identify Key Stakeholders
What is Stakeholder Mapping
The Six Questions That Stakeholder Mapping Can Answer
The Difference Between Internal and External Stakeholders
The Importance of Identifying Mindset
The Three Types of Change Drivers

Learn the 8 steps that every sales team needs to implement in order to launch a profitable and scalable LinkedIn & Social Selling program.

1. Define KPIs and Goals
2. Buyer Mapping
3. Selecting Tool Stack
4. Content Strategy
5. Playbook
6. Profile Development
7. Training
8. Measure and Coach for Improvement

Dan Gottlieb is a Sales Development Analyst with TOPO, where he consults with Sales Development programs at some of the highest growth companies in technology and beyond.

He brings a viewpoint few of us can gain: a higher level view of what works and what doesn’t in Sales Development today based on working with many companies across industries.

It’s easy to get so heads-down on our own Sales Development programs, we can lose focus on the big picture and the high level view of what other companies are doing to succeed. Tune in to gain this view.

Have you subscribed to the new Sales Development Mastermind on BrightTALK ??
https://www.brighttalk.com/channel/17061/the-sales-development-mastermind

Follow Tenbound on Facebook for latest updates --> https://www.facebook.com/tenboundinc/

#SDR #BDR #salesdevelopmentrep #salesdevelopment #prospecting #coldcalling #salesloft #outreach #sales #tenbound #salesforce #salesappointment #revenue #salesops #salesdev19
#marketingops #salesforce #tech #salestech #marketingtech #salestraining #brighttalk
#salesenablement #discoverorg #leadgeneration #accountbasedmarketing #abm #salesdev18

Join Deb Calvert from People First Productivity Solutions to learn 7 sure-fire sales hacks that will amp up your sales productivity. Each of Deb's sales hacks are field-tested and come directly from top-performing sales pros who found smart workarounds and processes that led to sales success, quota attainment, and making more money!

Want to be more successful?

Experts say one way to is model success. i.e., find out what successful people are doing and study their strategies.

Implement those in your own program and see how they support you.

Listen in this week as we unpack success with @Sarah Harbison Tosh at @sigstr and discover how she moved up through the ranks from SDR to Director of Sales Development.

We dig-in to what she’s done over the last few years to deliver consistent results for her company, develop relationships with executives and run a high-performance Sales Development program.

This is a must listen!

Couldn’t make the @Tenbound Meet-Up in Boston? Follow on Instagram to see the pics https://www.instagram.com/tenbound/
More info on the Meet-up here https://www.linkedin.com/feed/update/urn:li:activity:6468815668568477696/

Have you subscribed to the new Sales Development Mastermind on @BrightTALK ??
https://www.brighttalk.com/channel/17061/the-sales-development-mastermind

#SDR #BDR #salesdevelopmentrep #salesdevelopment #prospecting #coldcalling #salesloft #outreach #sales #tenbound #salesforce #salesappointment #revenue #salesops #salesdev19
#marketingops #salesforce #tech #salestech #marketingtech #salestraining #brighttalk
#salesenablement #discoverorg #leadgeneration #accountbasedmarketing #abm #salesdev18

In this webinar, you’ll learn:
-3 critical Millennial mindsets to leverage to get engagement
-3 must-have beliefs needed for success
-3 differences to providing feedback to Next Gen salespeople

Discover how to triple your close ratio using the two key questions that are zero pressure and advance the sale with 95% certainty. In this session you will learn the exact questions for advancing the sale while making client feel more educated, in control, and causes them to see you as a trusted advisor and consultant.

When you can see what your accounts spend on IT, what technologies they have installed, and when their contracts are up for renewal, you’re in a much better position to add value to your prospects and deliver more revenue for your company. Every day, successful sales teams are using the Magic Triangle of IT intelligence to target their accounts when they’re most ready to buy.

In this webcast, you’ll learn why IT Spend, Installed Technologies, and Contract IT data (the three components of the Magic Triangle) are crucial to growing your wallet share. We’ll explain how:

• Deep spend insights drive sales via the targeting of top spending accounts
• Knowledge of your customers installed technology base can help you better plan, target and compete
• Sales cycles are shortened and win rates increased with actionable intelligence on customer contracts

Register for this webinar today and learn how to leverage the Magic Triangle of IT intelligence to gain an unfair advantage and increase your win rate!

What is the difference between sales productivity, efficiency, and effectiveness? What can we do to maximize the output of our sales teams? Where should we place our focus? How do we ensure that everyone is working with the right things? Is sales and marketing technology helping or making matters worse?

Sell the value! Those are the marching orders commonly given to salespeople as they are sent on a quest to hit their quotas. But what is the value? That’s what salespeople want (and need) to know. Without a sales differentiation strategy in place, every buying decision is laser-focused on price.

Lee B. Salz, author of the new, groundbreaking book “Sales Differentiation,” teaches you how to harness the power of sales differentiation to win more deals at the prices you want. In this entertaining and educational virtual presentation, Lee will share 7 sales differentiation secrets every salesperson needs to know.

What should a sales manager’s schedule look like to have the maximum impact on their sales teams’ performance?

Join this webinar and discover sales productivity best practices that overcome challenges with:
●Building relationships with salespeople
●Improving sales performance
●Managing quota to exceed expectations

Having trouble with making sure all of Marketing leads are followed up on? Do you find it hard to meet your Lead SLA? Sales leaders such as yourself often put a lot of pressure on ensuring a smooth handoff between Marketing and Sales teams. Unfortunately, this firm handoff isn't the best experience for your customer.

Customer expectations in both B2B and B2C are evolving. They expect consistent communication and conversation at all stages in the buying cycle. Even before entering the Sales cycle, they want their questions answered and concerns addressed. At the same time, response rates for old communication channels are decreasing. Simply engaging customers with Drip emails isn't enough anymore. Both Marketing and Sales need to change the way they operate.

Join Hustle leaders Molly Babbington, Director of Sales, and Jonathan Gladbach, Director of Marketing to learn how they ran joint Marketing and Sales campaigns through text message with 85% response rates and 20% conversion rates to meetings.

You'll Learn:

- How to properly use SMS messaging to prospects at the very top of the funnel to quickly qualify leads and create interest.
- Ways to avoid disjointed customer experience between marketing campaigns and sales.
- Methods to successfully reactivate dead leads with a simple conversation.

70% of the sale is engagement and uncovering the need. Prospecting and engaging prospects is the weakest link and biggest challenge for salespeople. 80% of prospecting is emotional and 20% is strategic and technical. Explore and discover what it take to become effective at prospecting people who you don’t know yet.

There is probably no bigger “mindset” barrier to effective prospecting than the fear of rejection. This webinar will cover the mindset needed to prospect with courage and confidence for sellers at any level, as well as how to apply the same mindset to both leaving voicemails and email prospecting for maximum effectiveness.

AI makes it possible to know the B2B buyer like never before and to begin to answer critical questions about what works in attracting and engaging those buyers. B2B buying is conducted by buying teams, so why do most sales teams focus on just individual buyers?

Join MRP and SiriusDecisions for a conversation on how switching the focus from individuals to buying groups will improve your bottom line.

During this webinar, we will highlight these common reasons why you’re not closing deals, and how to fix it.
•You’re not noticing group buying signals
•You’re not acting upon these group buying signals
•Your systems and processes are causing missed opportunities

Register for this webinar and join Kerry Cunningham, Senior Research Director of Demand Creation Strategies at SiriusDecisions and Jim Regan, CMO and Co-Founder of MRP and learn how to avoid buying group blindness.

Register Now!

Wish you knew how business development pros land prospect meetings others can’t get? Here’s your chance to learn:
•Kopp Door Opener® cold call secrets to landing juicy meetings!
•What to avoid so you don’t waste time.
•Tips for effective voicemails, emails and live dialogue.
•The proven strategy for prospect silence.

This webinar is a must for both sales and marketing professionals. You will discover how content-marketing and sales-enablement teams are:

• Relying on engagement engines propelled by content to boost performance
• Creating strategies together and designing ways to measure content's effectiveness for their sales teams and business
• Using content collaboration, customer centricity, and common measurement to drive better alignment between sales and marketing

Sales Development success usually comes down to how fast you can think on your feet.

Every cold call, every email reply, every chat; you’re on the spot to come up with something that’s going to keep the conversation moving forward.

@Andrew Mewborn with @outreach.io has made this art of improv a study, and now shares those skills with the team at Outreach, showing phenomenal success.

As a matter of fact, the Outreach team won a coveted BEAST Award this year at the Sales Development Conference for outstanding SDR team.

Tune in to learn how YOU can make improv a key skill in your tool box for better performance.

We have some awesome upcoming shows with more Sales Development Thought Leaders... Subscribe here for updates: https://www.youtube.com/channel/UCHBsZnSSZ92VnUPZQhgI4-w

A few Live events coming up:
Sales Dev Management Meetup Boston Nov 14th with @OpenView Partners
Sales Dev Manager Training - Boston Nov 14th (same day as Meetup, same place)

Event link to sign up --> https://tenbound.com/events/

Need a discount or to convince your boss? Leave a comment and I’ll get with you on it G2 Crowd Reviews right here https://www.g2crowd.com/products/sales-development-program-consulting-training-and-events/reviews

Have you subscribed to the new Sales Development Mastermind on @BrightTALK
https://www.brighttalk.com/channel/17061/the-sales-development-mastermind

#SDR #BDR #salesdevelopmentrep #salesdevelopment #prospecting #coldcalling #salesloft #outreach #sales #tenbound #salesforce #salesappointment #revenue #salesops #salesdev19
#marketingops #salesforce #tech #salestech #marketingtech #salestraining #brighttalk
#salesenablement #discoverorg #leadgeneration #accountbasedmarketing #abm #salesdev18

Stop leaving money on the trade show floor.

In this webinar, discover how to:
1.Create a winning strategy
2.Dominate the show
3.Generate revenue by turning leads into deals