No More Cold Calling

JUNE 22, 2017

Do sales organizations really need a B2B sales strategy? After all, pundits tell us it’s the buyer’s journey that matters. They’re in control, so shouldn’t account-based selling pros just be prepared to wing it? Besides, developing and implementing any strategy—whether for sales, service, marketing, or products—can take weeks or months. Once you’ve mapped the company sales strategy, you need to consistently dissect it, revise it, and communicate it.

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Account Strategy Ideal Customer Profile Hiring 291

SBI Growth

JUNE 20, 2017

Our expert practitioner today is a Chief Technology Officer who knows a thing or two about the science of understanding buyer behavior to accomplish a product-market fit. To follow along, download our 10th annual workbook, How to Make Your Number in.

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Workbooks Buyer Marketing Sales 278

Understanding the Sales Force

JUNE 19, 2017

Image Copyright Gustavofrazao. I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI. The resources, including people, time and money, required to respond to the specs from just one of these requests is daunting. Some companies have so many requests coming in that they spend all of their time responding to them.

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How To Resources Sales Company 278

DiscoverOrg Sales

JUNE 21, 2017

We could spend all day telling you what DiscoverOrg actually does and how our customers use it – but we thought it would be more interesting to show you – with real people, in our funny new video showing off how sales intelligence is done. Our gracious host is determined to show two newcomers – from sales and marketing, respectively – how the DiscoverOrg platform powers a bigger pipeline , more appointments, and faster revenue growth.

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Account Based Marketing Ideal Customer Profile Video Lead Rank 250

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Unlock growth through customer-centric campaigns that deeply understand buyer journeys from awareness to post-purchase. This eBook shows how aligning marketing, sales, and customer service via an "outside-in" approach resonates with audiences, fosters trust, and drives loyalty - outperforming "inside-out" product-focused tactics. Gain a competitive edge through customer insights!

Buyer

The Pipeline

JUNE 19, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . Most sales people tend to ease off on their prospecting when they have a healthy pipeline. They feel that there is plenty to work, they have a number of prospects on the go, and tell me, that their time is better used to drive the opportunities in the pipeline, and figure that they will prospect for more opportunities once the current pipeline solidifies.

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Prospecting Pipeline Energy Forecasting 224

Sales and Marketing Management

JUNE 19, 2017

Author: Mark Donnolo Account planning is an essential part of any high-performing sales organization. It brings together critical information about your customer, your competitors and your strategy to win business. The problems come when you ask an account leader to stop what he’s doing and focus on a plan. More problems arise when you expect multiple people to be involved in writing the plan – to stop calling on customers, sit down, and look up some numbers or competitive information.

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Account Ideal Customer Profile Revenue Forecasting 214

The Sales Hunter

JUNE 23, 2017

What makes you think offering a discount is going to be an effective way to close a deal? The reasons are many, but none of them make any sense. The key is to be focused on the value the customer will receive and the outcome they will achieve by buying from you. You can’t cut […].

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Discount Closing Sales Customer 219

The Pipeline

JUNE 22, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . Next week both Canada and the US celebrate their respective independence days, which means barbecues galore, and as you may have guessed, an opportune lesson for cold callers everywhere. Most cold callers, carnivores and vegetarians, make the same common errors in executing their telephone prospecting calls, many of these mistakes contribute to their lack of success, making the whole thing a further mess.

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Prospecting Cold Calling Buyer Objections 218

SBI Growth

JUNE 23, 2017

Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Today’s topic is customer marketing and how to grow revenues from existing customers. We leveraged the SBI annual workbook to guide our conversation.

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Revenue Workbooks Customer How To 214

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

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DiscoverOrg Sales

JUNE 21, 2017

What we do in sales at DiscoverOrg is regularly run plays and campaigns that have immediate boosts on our pipeline. Three of those plays we run involve some form of going back to leads that went dead on us and bringing them back to life. The really interesting thing is, we find re-livened leads actually outperform our regular leads. In this video we’ll explain how to use a few techniques in your B2B sales efforts.

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Sales Qualified Lead Lead Rank Lead Scoring B2B 202

The Sales Heretic

JUNE 20, 2017

I have a black belt in aikido. But that doesn’t mean I’m an expert in the Japanese martial art. Quite the opposite in fact. In aikido—as in many other martial arts—a black belt is not considered to signify mastery. Achieving a black belt means you are now a “beginner.” You have put in several years [.].

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Sales and Marketing Management

JUNE 20, 2017

Author: Tim Riesterer, Chief Strategy and Research Officer, Corporate Visions A few months ago, whenever I’d mention in a public event that my company was conducting academic research to determine the best way to communicate a price increase, I’d get a flurry of responses from folks eager to see the results. That research is now complete, and the results, taken together, reveal something critical about challenging the customer in your sales conversa­tions: There is a proper time to provoke and c

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SBI Growth

JUNE 17, 2017

Modern marketing organizations operate as revenue centers, not cost centers. CEOs at top-performing companies utilize revenue attribution to understand which activities produce revenue bookings. Revenue attribution models give executives a clear line of sight from the corporate strategy through customer.

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Campaigns Marketing Revenue Strategy 209

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

The Sales Hunter

JUNE 20, 2017

Is your sales pipeline moving fast or slow? We do a disservice to our customers when we fail to move them quickly from prospect to customer. Problem you and too many other salespeople have is you can’t move prospects fast because your pipeline is stuck with people who can’t make a decision. You’re better off […].

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Pipeline Prospecting Sales Customer 174

Score More Sales

JUNE 23, 2017

It IS almost Q3 and many people are behind in hitting their quotas. Over the years we have written about how distracted sellers get – and sales leaders do as well. We come up with ideas to help counter the slower pace of the first two months of Q3.

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Revenue Quota B2B Sales 149

Sales and Marketing Management

JUNE 23, 2017

Author: Jessica Thiefels Your sales team is a digital workforce, 81 percent of which use tools to identify new leads. Empower them by providing your team with tools that they can use and customize for their own workflow and preferences. The following web and mobile apps can be used to track sales, personalize emails and spend less time scheduling – all of which will empower your employees to close more sales.

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SBI Growth

JUNE 17, 2017

You are busier than you have ever been. You not only have to make the number, but you also have to plan for next year. You wonder what initiatives should be part of next year’s plan. You’re concerned that you.

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Sales Tools Strategy Marketing 196

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

The Sales Hunter

JUNE 18, 2017

It’s summer, and as most sales leaders like yourself know, it is a prime time when clients and prospects cancel appointments. Want to know how to increase the likelihood of them KEEPING the appointment? Call them to confirm the appointment, and whether you reach them or their voicemail, be sure to remind them you will […].

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Cancellation Motivation Video Sales 159

Increase Sales

JUNE 22, 2017

Is it just me or has gratitude become a less traveled street than in years gone by? What happened to personal thank you cards or even small gifts to acknowledge the work efforts of others? Have we become so conditioned to he or she “is getting paid to do” whatever that we have forgotten this simple, human gesture of gratitude? The reason for this question is because of some recent interactions with a local health care facility and its staff.

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Health Care Social Media Travel Media 159

MTD Sales Training

JUNE 19, 2017

The modern day sales person and organisations encounter many issues with embedding the latest technological trends into their daily practices. Please find below a free 64 page report called “The Sales Automation Guide”. This great free report covers: – An overview of sales force automation in the modern business world. – How to build a sales strategy that harnesses the IT mega-trends. – How is sales force automation evolving?

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Trends Sales Automation Report Training 133

SBI Growth

JUNE 23, 2017

The harsh reality of being a VP of Sales is getting a quota increase mid- year. It is sometimes masked as a ‘Recovery Plan.’ Don’t be fooled. There are many ways to try and hit this extra revenue. To explore.

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Quota How To Revenue Sales 176

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Competition

Jill Konrath

JUNE 20, 2017

Here's Chapter 1 from my newest book, More Sales, Less Time. See if you can relate! And, if so, please realize that it doesn't have to be this way.

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Relationals Sales 141

Mr. Inside Sales

JUNE 19, 2017

Whatever You’re Thinking, Think Bigger. –Tony Hsieh, entrepreneur. You’ve probably heard the expression that “Life is a self-fulfilling prophesy.” Nowhere is that more immediately apparent than in the world of commission sales. As you look around the company or industry you work in, I’ll bet it’s true that some reps, the top producers, are making two, three or even four times more than other reps selling the exact same product or service?

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Commission Sales Qualified Lead Industry Energy 124

Increase Sales

JUNE 20, 2017

Many sales experts including sales coaches share quotes about sales success or success in general. These words of wisdom sometimes include the word determination. Yet determination is almost a smoke screen hiding the one of the essential characteristics for sales success. What Is Hiding? Years ago I learned this definition of success from Resource Associates Corporation and discovered what was hiding within many definitions of success: “Success is the continual achievement of your predete

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Sales Coaching Coaching Facebook Resources 137

SBI Growth

JUNE 22, 2017

Revenue attribution is a challenging topic. Marketers are always looking for ways to demonstrate that their investments are connected to revenue generation. New tools allow marketers to leverage metrics that show how various marketing investments impact the company. Attribution modeling.

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Revenue Marketing Tools Company 166

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Fill the Funnel

JUNE 23, 2017

What does that do? One of the most frequent questions I get asked. As a reader of Fill the Funnel you are frequently participating in one of more tests or experiments I am running at any given time. For over ten years, I have been exploring, testing, deploying and sharing my experiences with sales web […]. The post What Does That Do? Curiosity Stimulates Interaction. appeared first on Fill the Funnel.

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Top of Funnel Funnel Facebook Tools 118

Mr. Inside Sales

JUNE 19, 2017

Whatever You’re Thinking, Think Bigger. –Tony Hsieh, entrepreneur. You’ve probably heard the expression that “Life is a self-fulfilling prophesy.” Nowhere is that more immediately apparent than in the world of commission sales. As you look around the company or industry you work in, I’ll bet it’s true that some reps, the top producers, are making two, three or even four times more than other reps selling the exact same product or service?

Commission 120

Commission Sales Qualified Lead Industry Energy 120

Increase Sales

JUNE 23, 2017

What with all the impersonal marketing and social media outreach by those who believe they are sales leaders? If people buy from people they know and trust, doesn’t it make sense to be somewhat personal in your marketing, prospecting and general business behaviors? Of course, this doesn’t mean invading someone else’s privacy, but a little personalization goes a long way to start building that trusting relationship.

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