Five New Rules for a Modern Sales Leader

Five New Rules for a Modern Sales Leader

There's a set of new rules for the modern sales leader. The B2B market has evolved considerably over the past five to 10 years, marking a new era of dealmaking. In order to maximize the capacity of your sales team and maximize your revenue, consider these five new laws towards growth, which were articulated at the Revenue Summit 2018 in San Francisco by the team of Jacco vanderKooij of Winning By Design and Rob Jeppsen of Xvoyant

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5 Terrible Responses to Price Objections

5 Terrible Responses to Price Objections

Anyone who’s worked in sales knows that price objections are common. Just when you finally sell your prospect on a particular product or service, he or she hears the price and balks. Sound familiar?

Consider this: How you respond to these price objections can make or break your business sales. Make the wrong choice, and you may destroy your margins or lower the value of your product in the mind of your customer. Respond appropriately, and you diffuse the concern and encourage the sale.

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Moving Upstream

Moving Upstream

If you want to start selling to enterprise customers — the coveted large accounts with bigger revenues — it’s important to first consider exactly why you want to do this, and whether you should do it. If the reason is because you’re not doing well in SMB arena, then it’s time to reconsider, because struggling in a smaller market segment is not a good harbinger for success in a larger one. However, if your sales look good and you feel that a move upstream is the next natural expansion for your company, then you might be ready to explore a new market.

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Integrating Sales Development Representatives Into an Account Based Sales Program

Integrating Sales Development Representatives Into an Account Based Sales Program

It can be tempting to focus on account executives as the stars of your sales team; after all, they're the ones who close deals and bring in revenue. But in an account based sales approach, every part of the sales pipeline is critical to your success — especially the folks who first speak to potential buyers, your SDRs.

Defining the SDR Role

Ultimately, it's the SDR's job to find the right contacts and keep them moving along the sales pipeline, setting account executives up for meetings and demos. However, that looks a little different in an account based sales program than in a traditional sales program. In traditional sales, the role tends to be a free-for-all, with each SDR working in isolation on any lead that comes their way.

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Why Sales Should Care About the Customer Experience Now More Than Ever

Why Sales Should Care About the Customer Experience Now More Than Ever

Once upon a time, the success of your sales department was determined by internal metrics like how many emails they sent out, and customer service success was gauged on how quickly they got clients off the phone. But early pioneers in the account based approach are showing quality truly does trump quality — and that holds true across all channels throughout the entirety of the journey from buyer to customer and, ideally, on to "repeat buyer" status.

That means your sales department should now, more than ever, be fully invested in guaranteeing each prospect a positive customer experience. Here's why:

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The 5 Sales Trends That Will Define 2018

The 5 Sales Trends That Will Define 2018

The 2010s have seen a meteoric rise in the power of technology and analytics for your sales department, creating a clearer picture of just what's going on inside your prospect's mind, company, and heart. From streamlining workflows to highlighting the human touch that is your most unique sales value, here's a look at the top five trends that will drive — and define — sales in 2018.

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Close Out 2017 Strong: 4 Strategies to Conquer End-of-Year Sales Hurdles

Close Out 2017 Strong: 4 Strategies to Conquer End-of-Year Sales Hurdles

With the end of the year coming up fast, everybody gets a little frantic. Whether they're hustling to spend the last of their annual budget, fretting about the endless family visits and company dinners, or — in your case — working to meet sales goals despite an array of "out of the office" emails, it seems like there's never enough time. But if you follow these four strategies, you'll see that there is more than enough time to meet — and maybe even beat — your sales goals by the end of the year.

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Decoding Success for Your Sales Team

Decoding Success for Your Sales Team

Equipping your sales representatives with the best training, scripts, and contacts is a great way to get them started — but it's just that: a start. If you want your sales team to truly succeed, you must also give them the tools to keep evolving and fine-tuning their approaches, adapting what works for each client. The following four sales analytics give you the information to identify where your techniques succeed and where they can be improved, and to track how well those improvements work.

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What Does “All in One” Actually Mean?

What Does “All in One” Actually Mean?

Some sales tech only does one or two very specific things. That means your reps might have numerous tools to use throughout their day, resulting in extra time spent switching between applications, and extra logins to remember for reps. And it means extra vendors to manage, more data silos, and more training for sales ops. And managers are frustrated by the lack of visibility into sales activities since folks are working across many systems.

We built Groove to help entire sales organizations save time — including the time spent switching between tools and aggregating data from numerous silos. While Groove is packed with features that boost productivity, here are the main four that can help you eliminate having to work in several different places.

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Three Effective Ways Automation Can Transform the Way You Sell

Three Effective Ways Automation Can Transform the Way You Sell

A sales professional from the 1980s catapulted into a modern sales team would hardly know where to begin. Tools such as email, LinkedIn, Salesforce, and concepts like inbound marketing and software-as-a-service (SaaS) would seem like science-fiction to a salesperson used to relying heavily on the phone to conduct business. Yet the fundamentals of selling have remained unchanged; we’ve just gotten better and more innovative at doing it.

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The Most Wonderful Time of the Year: Dreamforce!

The Most Wonderful Time of the Year: Dreamforce!

I don’t know about you, but here at Groove, we’ve been looking forward to Dreamforce all year. We love meeting our customers face-to-face and making new friends with folks who might not know about us yet.

If you’re coming to San Francisco for Dreamforce, I hope you’ll get in touch! Our team would love to hear about your work and share what we’ve got in store for 2018. Swing by one (or both) of these events and say hello:

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Guide to Handling Common Sales Objections

Guide to Handling Common Sales Objections

Making sales pitches is never easy -- but if you can establish the right mindset right out of the gate, you'll be able to face the most common sales objections with poise and confidence.

For sales reps, getting into that mindset means doing the research to truly understand the prospect they're about to call or email, understanding their pain points, and feeling truly confident and certain that you have a solution that will solve that pain.

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Collaboration: When It Makes Sense for Sales Teams and How Groove Can Help

Collaboration: When It Makes Sense for Sales Teams and How Groove Can Help

As companies become more flat and office cultures become more open, collaboration is taking center stage in the workplace. That means coming together and sharing input more often. And that’s great! But in the sales world, how do you strike a balance between healthy competition and teamwork? And how do you avoid wasting one of your most valuable resources: time?

Let’s take a look at a few ways collaboration can help a modern sales team sharpen its skills and help reps crush their goals:

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Collaborating Across Sales Teams: How it Helps You Win

Collaborating Across Sales Teams: How it Helps You Win

Collaboration within sales teams benefits your brand as well as individual reps. Let’s take a deeper dive into some of the advantages you might enjoy:

Sales team collaboration provides a consistent message to your customers

Even high-performing, brand-driven salespeople will stray off-book every once in a while. By encouraging collaboration between departments and within your teams, you can be assured that your company’s mission and goals will always be first and foremost on their minds.

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