Pointclear

NOVEMBER 13, 2017

For one client, it takes 9.82 touches to engage with a prospect. The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). This approach yields a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—well-qualified leads.

Media 266

Media PointClear Sales Qualified Lead Direct Mail 266

SBI Growth

NOVEMBER 16, 2017

Joining us for today’s show is Randolph Carter, the VP of Marketing in North America for Rentokil. Randolph answers questions out of SBI’s 2018 hbspt.cta.load(23541, 'b3b0ba05-3172-4e97-8fd8-29d6273cafc2', {}); to share his deep knowledge of campaign strategy and planning. To follow along.

Campaigns 271

Campaigns Strategy Marketing Segment 271

The Pipeline

NOVEMBER 16, 2017

By Tibor Shanto. With the end of the year in site, only six hopping Saturdays till Xmas, we sometimes face hard choices as to where to put our efforts. Put everything we have in closing and renewing what’s here and now; or ensure that I am well set for the next quarter, or year. Unfortunately, and often for all the wrong reasons, including guidance from a manager, the former wins out.

Face-to-face 230

Face-to-face Closing Sales 230

The Sales Heretic

NOVEMBER 14, 2017

In my last post, I warned against using six weak approaches to closing a presentation. Whether you’re introducing a new product at a trade show, addressing your team at your annual sales meeting, or making the case for your company to your dream client, you want to end with a bang, not a whimper. How [.].

Trade Show 229

Trade Show Closing Meeting Sales Meeting 229

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Sales and Marketing Management

NOVEMBER 12, 2017

Author: Frank Visgatis A constant reality for salespeople is quota pressure. There are years when everything goes well and hardly a thought is given to whether numbers will be achieved. If 2017 has been a year like that I hope you’re enjoying it. Remember, coming off a strong year often means starting January 1 at zero with more aggressive numbers to make.

Proposal 224

Proposal Top of Funnel Quota Pipeline 224

MTD Sales Training

NOVEMBER 15, 2017

When we work with Key Account Managers (KAMs) we are often impressed by their knowledge, skillsets and attitudes that drive them to success. So that we can share their successful attributes and maybe model their behaviours, we have put together some ideas that drive their progress. Here are seven habits that the best ones we’ve studied consistently apply to gain great results.

Account 189

Account Up-Sell ROI Google 189

The Pipeline

NOVEMBER 13, 2017

By Tibor Shanto. No one is saying you are lying, I know you are not, but not lying and being believable are two different things. For sellers, it is less about telling the truth, and more about believability; if the buyer doesn’t buy the information and materials to support your offering, no matter how accurate or factual, they aren’t buying. I understand the challenge for proud marketing and sales professionals, especially those who may be breaking new ground, truly innovative, and driving mea

Buyer 180

Buyer Leads Marketing Qualified Lead Marketing 180

Sales and Marketing Management

NOVEMBER 17, 2017

Author: Michael Ray Newman Small potholes may seem like insignificant road hazards. We routinely drive over them, thinking little of the momentary bump in an otherwise smooth commute. But these minor jolts can cause lasting damage to the alignment of a car over the long run. Over the course of hundreds and thousands of wheel revolutions, any slight alignment shift might evolve into an expensive repair job.

Top of Funnel 185

Top of Funnel Social Media Face-to-face Funnel 185

No More Cold Calling

NOVEMBER 16, 2017

Are you Stephanie? “I came across No More Cold Calling while looking for resources for our next blog and I knew I had to reach out immediately, kudos on a fantastic blog. My name is Stephanie, I’m on an account based selling team, and I’m reaching out on behalf of a growing startup. This month, we’re looking to secure sponsorship placements with five prominent blogs and No More Cold Calling jumped straight to the top of our list.

Up-Sell 179

Up-Sell Account Cold Calling Referrals 179

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Sales

The Sales Hunter

NOVEMBER 14, 2017

Your success in prospecting is not going to be based solely on the app or hack you buy or download and spend too many hours learning how to use. Your success is going to be based on the conversations you have with prospects. It’s time to quit thinking one more tool is going to bring […].

Conversion 186

Conversion Prospecting Tools How To 186

MTD Sales Training

NOVEMBER 16, 2017

How come so many sales managers who are highly intelligent and experienced are still unable to motivate their teams to achieve great results? What happens to great salespeople so that when they become sales managers they fall by the wayside? Much of the success of sales management comes down to daily routines that build great teams and support successful individuals.

Sales Management 169

Sales Management Face-to-face Motivation Trends 169

Sales and Marketing Management

NOVEMBER 14, 2017

Author: Irina Jakovleva Building a business cemented in the customer experience is table stakes in today’s connected economy for both B2B and B2C organizations. In fact, a recent report from Gartner found that 89 percent of marketers expect that customer experience will be their primary differentiator in 2017. If a vast majority of marketers consider CX to be their secret sauce in winning and maintaining loyal customers, they need to make sure they have the right strategies in place to align all

Customer 174

Customer Top of Funnel B2C Funnel 174

Score More Sales

NOVEMBER 14, 2017

In a long sales career there are many opportunities for negotiation. Companies and products with poor value propositions make it hard on sellers to hold full price.

Negotiation 175

Negotiation Sales Opportunity Company 175

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Data

DiscoverOrg Sales

NOVEMBER 13, 2017

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business. For most of the companies I’ve worked at, the Ideal Customer Profile (ICP) is has been anecdotal at best … meaning that if you ask sales leader who we sell to, they’ll offer a few key titles, maybe a couple of industries.

Ideal Customer Profile 150

Ideal Customer Profile Account Based Marketing Decision Maker Lead Rank 150

Mr. Inside Sales

NOVEMBER 13, 2017

Want to get your emails returned? Who doesn’t…. Many of us would settle for just getting our emails read! Let’s face it: prospects get hundreds of emails per week and there is a slim chance they are going to read – let alone respond to – an email from a sales rep. Luckily, there are 5 quick secrets to help your emails stand out and give you the best chance of getting them read and returned.

Face-to-face 131

Face-to-face Follow-up Prospecting Examples 131

The Sales Hunter

NOVEMBER 17, 2017

Last weekend I was with 66 business people who each have their own business and are passionately focused on growing them. For more than 8 hours on Saturday, we sat in small groups in conference rooms discussing business strategies and working through challenges. At the end of the weekend, I was physically tired, but mentally […].

Conference 140

Conference Groups Strategy Selling Skills 140

Anthony Cole Training

NOVEMBER 17, 2017

My wife Linda and I were recently in Columbia Maryland visiting family. While having a mid-afternoon lunch at Clyde’s I happen to see a “LifeLock” commercial on the bar TV.

Pipeline 130

Pipeline Sales Goal Sales 130

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

SBI Growth

NOVEMBER 17, 2017

Marketing 312

Marketing Strategy 312

Connect2Sell

NOVEMBER 15, 2017

Active listeners have an advantage. How did the rest of us miss out? In school and in most sales training courses, we are not taught how to ask questions or how to listen. These are critical skills distinguishing a top seller from an average one. Empowered buyers are demanding to be heard and to be challenged with new ideas and to have unique value created for them by sellers.

Course 120

Course Buyer Training How To 120

The Sales Hunter

NOVEMBER 12, 2017

As salespeople, we have this tendency to talk sometimes when we shouldn’t. One of those times you need to practice the art of silence is after you give your price. The more disciplined you become in this, the greater your sales motivation and the less tendency you will have to discount your price. Check out […].

Motivation 140

Motivation Discount Video Sales 140

MTD Sales Training

NOVEMBER 13, 2017

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. I’m really wet behind the ears with this. I appreciate that you run courses around this and I will be asking you to come in and help us to put strategies in place and then to train my team in account management best.

Account 120

Account Retention Discount Consultative Selling 120

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

SBI Growth

NOVEMBER 15, 2017

Lead Generation 296

Lead Generation Leads Marketing Qualified Lead Strategy 296

Hubspot Sales

NOVEMBER 13, 2017

Between ebooks, case studies, data sheets, proposals, and contracts, you probably send email attachments on a daily -- if not hourly -- basis. And that means you might be using the common phrase “Please find attached.” Other variations include “Attached please find,” Please kindly find the attached file,” Please find the attached file for your reference,” “Enclosed please find,” and the ultra-wordy, “Please find attached herewith.”.

Case Study 145

Case Study eBook Policies Study 145

SBI

NOVEMBER 14, 2017

Oh, year-end analysis. How I love thee and hate thee. Let me count the ways…. This is the time of year when executives become hyper-sensitive to numbers and are asking a flurry of questions. What revenue will we close the year with? What was our ROI on that new tech investment? What did we do this past year that was most effective at moving the needle?

Revenue 139

Revenue Lead Rank Lead Scoring Eloqua 139

Pointclear

NOVEMBER 17, 2017

The age-old issue of how Sales and Marketing work together (or not) is still on the table. While everyone agrees the two organizations must be in sync to meet revenue goals and scale, the finger pointing continues. Marketing complains that Sales doesn’t follow up on their leads; Sales contends that the leads Marketing sends their way aren’t any good.

Scale 100

Scale Marketing Conversion Inbound 100

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

Marketing

SBI Growth

NOVEMBER 13, 2017

Bullard Chie.

Demand Generation 264

Demand Generation Demand Generation Targets Account Based Marketing How To 264

Hubspot Sales

NOVEMBER 17, 2017

Writing a strong cover letter definitely increases the likelihood your sales job application will get a response. First, it tells the hiring manager you’re a good communicator. You don’t need to be J.K. Rowling to excel in a sales role, but you do need to be capable of expressing your ideas clearly, succinctly, and compellingly. Second, it shows you’re invested in the opportunity.

Hiring 108

Hiring Hubspot Lead Gen Engineering 108

Keith Rosen

NOVEMBER 11, 2017

Butting heads with some annoying co-workers or clients you can’t stand working with? Stressed and frustrated because they prevent you from getting your job done rather then help? This stagnates growth, revenue and market share. Here’s how to make your job easier and be the person everyone loves working with. Marketing needs to play nicely with sales.

Face-to-face 99

Face-to-face How To Customer Service Conversion 99