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The Science of Sales Development

Design your own sales improvement program with the scientific process helped one SaaS sales team reach the top spot in their company with 114% over quota for the year, at a 98% retention rate of new customers and individual contributors going from 'on-plan' to promotion in less than 6 months.

Sales, Sales Team, Customers, Employees, Sales Development, Sales Enablement, Quota, Marketing, Solutions
Recorded Feb 21 2018 38 mins
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Presented by
Carole Mahoney
Presentation preview: The Science of Sales Development

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  • Making Sales Social: Digital Strategies to Grow Your Business - Episode 26 Jun 28 2021 4:00 pm UTC 24 mins
    Bill McCormick, The LinkedIn Sales Conversations Expert and Brynne Tillman, The LinkedIn for Sales Expert
    Featuring Scott Webb!

    On Making Sales Social each week we’ll be interviewing some of the top sales & marketing experts of our time to identify the tips and strategies that are truly working for their clients today. We’ll discuss how we can transform those skills to succeed with virtual and social selling.
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    Transformation starts with knowledge. 
     
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    The problem is time management. We're here to help! Here's a roll-up of current events for entrepreneurs, marketers, and sales leadership. It's a digest of the news that will impact YOU -- the mergers and acquisitions, brand positioning moves, business management, emerging technologies, high performance, and a little bit of gossip, too!


    It's the info you need for forecasting, decision making, problem management, innovation, strategic planning, troubleshooting, and staying in the know.


    Join VanillaSoft CRO Darryl Praill on Friday afternoons for The DRIVE. Darryl will highlight the latest and greatest, the news and opinions from the week in sales… in a fun and entertaining way that only Darryl can!

    So, block your calendar every Friday at 3:00pm ET, and spend part of your Friday afternoon drive home (does anyone do that anymore?!) with Darryl on The DRIVE."
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    Selling Remote is here to stay. Face to face meetings - which were already super difficult to land, are unlikely to remain the primary go to option for Sales folks. While the world changed practically overnight, we seem to have missed the writing on the wall. The fact that The Buyer Has Changed. And she is not buying the way she used to even 10 years back.

    The core of the value transaction process is now hinged on the Buyers desired outcomes. Because, although we believed otherwise - every single sale is closed by the buyer. We need to refocus our attention to the Buyer who is at the center of our success. We need to unlearn and now relearn the way to engage with this new buyer. On her terms.

    The eXtraordinary Outcomes Show will do just that. Bring you face to face with the New Buyer. And let you into her world. So together we can create eXtraordinay Outcomes!

    See you every Friday at 9am EST.
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    The candid truth is that you can’t have sales growth without strong sales conversations. Our sales conversations aren’t nearly as valuable as we think they are from the perspective of the decision maker, influencer, or buying group. Most times, they see less than 10% value in the time invested with sales professionals.

    This talk will provide you with some “before” and “after” improvements that will help you:

    • Create stellar sales conversations that provide real value in the eyes of your buying groups
    • Maintain momentum in your top opportunities so you can close them faster and with more credibility
    • Establish the executive sales presence that you need to become a trusted advisor to your best clients and top prospects

    You’ll come away from this conversation with specific actions you can take to boost sales productivity and overall sales effectiveness.
  • The Smarter Sales Show - Episode 25 Recorded: Jun 22 2021 13 mins
    Merit Kahn, The Sales Mindset Expert and Julie Holmes, The Sales Tech Expert
    Selling is different now… and remote selling is here to stay. Want to differentiate yourself and rise to the top of the new virtual sales game? Listen to The Smarter Sales Show to master the tech and technique to sell more and stress less.

    Tune in each week to learn, laugh and get a shot of sales motivation from Merit Kahn, sales technique expert, and Julie Holmes, sales technology guru.

    Inside each episode, these two sales-savvy funny women address your biggest sales challenges with solutions from a technique and technology perspective. No fluffy sales theory or coding talk… you get practical, easy to implement sales soundbites and tools to sell more and sell more easily… and you’ll laugh throughout the show and all the way to the bank.

    You will take on the tough topics like building remote relationships, mastering virtual sales meetings, keeping prospects engaged and excited during the sales process, the latest and greatest apps and gear you need (or don’t need) to be confident and successful in virtual sales and much more.

    Don’t miss a single episode… your prospects (and your bank account) will thank you!
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    George Bronten, The Sales Effectiveness & Tech Expert
    In this Outside Perspective, we discuss how to cultivate and grow the strong circle of connections that is key to sustainable success. Learn how to communicate with confidence and clarity and turn connection into a competitive advantage in this insightful discussion with one of Forbes Top 25 Networking Experts and best-selling author, Michelle Tillis Lederman.
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    Transformation starts with knowledge. 
     
    You're working to get business intelligence, marketing strategy, customer insight, sales analytics, and the best practices to build your business. Your business growth depends on knowing what's happening in the world of business. 
     
    The problem is time management. We're here to help! Here's a roll-up of current events for entrepreneurs, marketers, and sales leadership. It's a digest of the news that will impact YOU -- the mergers and acquisitions, brand positioning moves, business management, emerging technologies, high performance, and a little bit of gossip, too!


    It's the info you need for forecasting, decision making, problem management, innovation, strategic planning, troubleshooting, and staying in the know.


    Join VanillaSoft CRO Darryl Praill on Friday afternoons for The DRIVE. Darryl will highlight the latest and greatest, the news and opinions from the week in sales… in a fun and entertaining way that only Darryl can!

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    Selling Remote is here to stay. Face to face meetings - which were already super difficult to land, are unlikely to remain the primary go to option for Sales folks. While the world changed practically overnight, we seem to have missed the writing on the wall. The fact that The Buyer Has Changed. And she is not buying the way she used to even 10 years back.


    The core of the value transaction process is now hinged on the Buyers desired outcomes. Because, although we believed otherwise - every single sale is closed by the buyer. We need to refocus our attention to the Buyer who is at the center of our success. We need to unlearn and now relearn the way to engage with this new buyer. On her terms.


    The eXtraordinary Outcomes Show will do just that. Bring you face to face with the New Buyer. And let you into her world. So together we can create eXtraordinay Outcomes!


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    The gatekeeper died, and why that’s a good thing
    There’s no such thing as a warm call
    Asking for referrals: What gets in the way
    How NOT to use LinkedIn for referral sales
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  • The Diamond Group - Getting Better at Sales - Episode 24 Recorded: Jun 14 2021 3 mins
    Fred Diamond, The Excellence in Sales Expert
    Join Institute for Excellence in Sales Cofounder Fred Diamond and his panel of sales experts, pundits and fixers every Monday at 4PM CST for the sales industry’s hottest show on solving the sales challenges you are facing.
    Each week, The Diamond Group will tackle perplexing sales problems submitted by in-the-field sales professionals that are stopping them from achieving their goals and hindering their performance.
    Diamond and his rotating expert panel of sales thought leaders and sales executives will go deep into solving the problem utilizing their collective wisdom, years of experience and been-there, done-that fortitude.
    Challenges include obstacles to successful prospecting, hindrances to deal flow, process glitches, mindset issues and other deterrents.
    Listeners will get real, thoughtful and implementable solutions to help them solve the problem and move forward. It will be a great way to find answers to what might be hindering your sales success.
    This is “appointment webinar.” Once you start attending, you will not want to miss a show.
    See you Monday at 4pm!
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    On All Things Sales Success you'll find Scott Ingram, host of the Sales Success Stories podcast, going deep into what's working with real sales professionals who are generating real results on the 2nd Monday of each month in 2021. Sometimes he'll bring favorite podcast guests on to go deeper into the specific tactics and strategies they're leveraging to attain and sustain their top 1% ranking. Other times he'll bring on top LinkedIn Sales Stars to talk about what's work on LinkedIn and more.
  • Making Sales Social: Digital Strategies to Grow Your Business - Episode 24 Recorded: Jun 14 2021 24 mins
    Bill McCormick, The LinkedIn Sales Conversations Expert and Brynne Tillman, The LinkedIn for Sales Expert
    Featuring Keith Reynolds!

    On Making Sales Social each week we’ll be interviewing some of the top sales & marketing experts of our time to identify the tips and strategies that are truly working for their clients today. We’ll discuss how we can transform those skills to succeed with virtual and social selling.
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