Partners in Excellence

JULY 5, 2018

Business people, particularly sales, are obsessed with numbers. We measure everything, we scorecard everything. Revenue, orders, growth, margin, share, performance against plan, performance against prior periods, pipeline metrics, calls made, meetings held, demos conducted, proposals submitted, wins/losses, expenses/budget, CPOD, people hired, turnover (voluntary/involuntary), performance in customers (e.g. major accounts), performance in market sectors, performance by product line, performance

Proposal 48

Proposal Marketing Qualified Lead Margin Hiring 48

Jeffrey Gitomer

JULY 2, 2018

WOW is your ability to be different. The WOW factor and your closing ratio have lots in common. If you don't WOW 'em it's likely you won't sell 'em. I went to New York to sell a publisher on a book of my first 100 articles. I used the WOW factor.

Closing 214

Closing Sales 214

SalesLatitude

JULY 5, 2018

As sales professionals, we sometimes forget how important it is to deliver the right messages to buyers – messages that resonate with and engage them. One of our key sales activities is to get to know our customers better than we know ourselves and show them how we’ve successfully helped others with similar issues. And while we’re doing all this, the buyer is checking us out, too.

Buyer 82

Buyer Pipeline Social Media Prospecting 82

The Pipeline

JULY 3, 2018

By Tibor Shanto. In the past, I have spoken about the importance of dynamics in sales from prospecting to close. Especially when prospecting, where salespeople put a disproportionate amount of effort on their “message”, without taking into account some of the other elements that impact how clear their message is received, dynamics. It would be easy to blame the salesperson, but remember, in most cases, someone (manager or management) put them up to it, telling reps to do it pretty mu

Decision Maker 179

Decision Maker Objections Cold Calling Buyer 179

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Buyer

Connect2Sell

JULY 4, 2018

I wanted to give you this formula for pipeline sales management because I get a lot of questions from sellers about: time management, about how to keep the funnel filled, and about when (and if) you should take people out of your funnel.

Pipeline 163

Pipeline Top of Funnel Funnel Sales 163

Zoominfo

JULY 2, 2018

We get it, recruiting can be tough—especially in today’s competitive hiring market. The reality is, as a recruiter, you’re competing with thousands of other recruiters for the same batch of high-quality candidates. In any given day, a recruiter must focus on building strong relationships with both job seekers and hiring managers and put in the effort to stay organized, keep track of scheduling information, minute candidate details, and hiring preferences.

Salary 252

Salary Call-back Motivation Competition 252

DiscoverOrg Sales

JULY 3, 2018

If you’re singing the Blues after Q2 , it’s time to change your tune. Even if you hit your sales goal, the new quarter is still a great time to take stock of wins and losses … AND start building your pipeline for a quota-crushing Q3. It starts today. Just like exercise and eating your vegetables, building sales pipeline means doing the hard things now in order to reap a future reward.

Pipeline 192

Pipeline Top of Funnel Buyer Intent Sales Qualified Lead 192

SBI Growth

JULY 6, 2018

Home field advantage. If you follow or have any familiarity with the sports world, you have heard the term. It’s what teams play for on the road to a championship because of the competitive advantage. Comparisons exist when it comes.

Comparison 189

Comparison Sports Customer Competition 189

Sales 2.0

JUNE 30, 2018

For those that have parachuted into this blog from Google, this is part of a series of posts about how to save your sales job. This first batch of ten posts is about preparing to go to market when you get that new sales gig or greenfield opportunity. One of the things it’s well worth knowing (and the one your boss will likely get fixated on) is the products your company sells.

Up-Sell 170

Up-Sell Google Data Benefit 170

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

Zoominfo

JULY 4, 2018

Social selling has quickly become one of the most popular and effective selling tactics. As social media platforms grew in popularity, businesses began to recognize how essential social media is to the sales process. Consider these statistics ( source ): 78% of salespeople using social media perform better than their peers. Social sellers generate 38% more new opportunities than traditional sellers. 62% of employees at large companies say social selling enables them to build stronger, more authe

Social Selling 233

Social Selling Social Media Ideal Customer Profile Media 233

Sales and Marketing Management

JULY 5, 2018

Author: Chris Richardson In 2018, social media channels continue to remain one of the most accessible, profitable, and popular traffic sources for most of the businesses. According to a recent research performed by Content Marketing Institute , 83 percent of B2B marketers use social media networks for traffic/client generation – making it the No. 1 preferred tactic.

Social Media 185

Social Media Media Buyer Persona Marketing 185

SBI Growth

JULY 1, 2018

Today’s topic explores the challenges a CSO faces when transitioning from a publicly traded company to a private equity firm. Paula Shannon, former CSO of Lionbridge, has a wealth of experience with this exact change. She delves into the impact.

Face-to-face 189

Face-to-face Exact Company Sales 189

No More Cold Calling

JULY 1, 2018

Here’s what you might have missed last month from No More Cold Calling. Wondering how to get leads? Not just smoke-and-mirror leads, but only qualified leads? Every sales rep asks that question, and surveys of sales leaders confirm that getting leads in the pipeline is their top challenge. It has been for years. But why? Reps have KPIs for cold calling, sending emails, and making connections on social media.

Cold Calling 180

Cold Calling Referrals Sales Qualified Lead Lead Rank 180

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Follow-up

Zoominfo

JULY 1, 2018

We know B2B decision makers are using social media to inform their buying decisions. In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). But—as B2B marketers and sales professionals—we have a lot to learn about social selling.

Buyer 190

Buyer Social Media Social Selling Incentives 190

Sales and Marketing Management

JULY 2, 2018

Author: Tim Houlihan Sales professionals, management types and overburdened workhorses, this message is for you. You may think you’re God’s gift to multitasking, but the 60,000-year-old human brain in your cranium has not evolved for multitasking. It is best at focusing on one thing at a time and moving back and forth between different issues quickly.

Energy 174

Energy Face-to-face Call-back Conference 174

SBI Growth

JULY 3, 2018

A significant portion of a marketing budget is spent with agencies. Yet, often these agencies do not contribute to your revenue growth. This is the result of poor agency management. Be sure to hold every agency accountable to a business.

Account 174

Account Revenue Marketing Workbooks 174

Jeffrey Gitomer

JULY 3, 2018

When you go to a business meeting or are networking in general, you are on the lookout for contacts and prospects.

How To 208

How To Networking Meeting Prospecting 208

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

No More Cold Calling

JULY 5, 2018

My new LinkedIn sales training courses take out the guesswork! Is selling really tougher today? It’s more complex, and despite all the tech tools at our disposal, prospecting certainly hasn’t gotten any easier. Forget closing. Just getting prospects to return calls is hard enough. Getting meetings with decision-makers is an even greater struggle, because companies all look alike to buyers.

Referrals 159

Referrals Prospecting Cold Calling Decision Maker 159

Sales and Marketing Management

JULY 2, 2018

Author: Rilind Elezaj Everything starts with content. If your content development strategy is right from the beginning, the rest will follow. Things have changed, and today your content will not rank high just because it is SEO friendly. The quality of the content determines the feedback you will receive. Great content will inform, instruct, tell your story, entertain and sell both goods and services.

Social Media 159

Social Media Google Analytics Churn Demographics 159

SBI Growth

JULY 5, 2018

You have oceans of customer data, but how do you turn it into actionable insights that you use to drive your strategy? While long-term, you need to create a data infrastructure where this can be linked, maintained, and reported on. But.

Customer 168

Customer Report Data Strategy 168

Jeffrey Gitomer

JULY 2, 2018

How important is a sales letter/email?

Sales 296

Sales 296

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

The Sales Heretic

JULY 2, 2018

Most of the time, we salespeople want to be warm, friendly, and caring. We want to be liked and well-received. But warm and fuzzy doesn’t always get the job done. Sometimes, we need to be scary. Because sometimes prospects don’t appreciate the dangers of not acting. Other times, they’re afraid of the wrong thing. In [.].

ACT 146

ACT Prospecting Sales 146

Anthony Cole Training

JULY 2, 2018

In 1975, I was Junior offensive lineman at UConn. On the team that year were a group of seniors that knew that their playing days were pretty much over. Younger players had been recruited and they were starting ahead of them. Those seniors formed a bit of a club – the Coast-to-Coast Club.

Groups 138

Groups Sales 138

SBI Growth

JULY 4, 2018

ABM is a methodology, not a technology. If this is true, why do technology vendors keep trying to sell you ABM in a package? Use this article to avoid these vendors, and figure out if ABM is a good strategy.

Account Based Marketing 153

Account Based Marketing Vendor Strategy Engineering 153

Understanding the Sales Force

JULY 2, 2018

It's summer so they're digging up streets, repaving roads, and repairing bridges. That leads to epic traffic jams, long commutes and tremendous amounts of frustration. And you're late! I've been doing my best impression of the digging, without the paving and repairing. Ten of my last fourteen articles have been based on Objective Management Group's (OMG) data from the evaluations of 1.8 million sales professionals and like the road work, we're gonna dig some more today!

Data 130

Data Account Pipeline Groups 130

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Intent Data

Zoominfo

JULY 5, 2018

Welcome—or, welcome back—to our monthly blog post round-up. Our round-up blog posts are a series in which we highlight the best work our writers have contributed to outside publications. We cover topics related to sales, marketing, recruiting, and business—just as we do on our own B2B blog. July’s round-up covers topics such as storytelling as a recruiting tactic, employee advocacy, marketing metrics, SEO, and so much more.

B2B 113

B2B Hiring Buyer Persona Face-to-face 113

Hubspot Sales

JULY 3, 2018

Sales Territory Plan. Define Your Market. Assess Account Quality. Assess Territory Quality. Assess Rep Strengths. Review and Consolidate. One of the essential pillars of a successful business is a robust and organized sales territory strategy. Studies show that effective territory management can increase overall sales, improve customer coverage, and reduce costs.

Territories 131

Territories Lead Rank Lead Scoring Top of Funnel 131

SBI Growth

JUNE 30, 2018

Mergers, Bolt-ons, and tuck-in acquisitions are increasing common growth strategies being deployed by Private Equity firms today. However, they are also fraught with peril and littered with the tombstones of well-intentioned deals that were dead on arrival. We are here to.

Intent 136

Intent Company Strategy Marketing 136