Sales and Marketing Management

SEPTEMBER 21, 2020

Author: Leeatt Rothschild Virtual sales meetings have become the norm as a result of COVID-19. However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Here are four actionable tips to help you lead more successful virtual sales meetings and ultimately earn more new business.

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Sales Meeting Meeting Nonprofit Face-to-face 317

Sales 2.0

MAY 2, 2016

As I’ve said before , I think time management is one of the top 3 most important skills in sales. I love the work “Uncle Paul” does so I signed up for his upcoming webinar on using your sales time effectively. (I’m How To Prospect Consistently Even When You’re Completely Swamped.

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Prospecting Webinar Metrics Industry How To 150

SalesLoft

OCTOBER 4, 2016

Modern sales is taking over Dreamforce 2016 in the form of 30 Salesloft representatives. 30 advocates whose goal is to make the lives of modern sales professionals better through the application of record for sales engagement. Modern sales is taking over Dreamforce 2016 in the form of 30 Salesloft representatives.

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Meeting Sales Sales Process Prospecting 52

Zoominfo

OCTOBER 13, 2022

Between 2016 and 2018, total US forest product exports increased from about $37.7 If AGL was to successfully make the transition and survive, the sales team would have to identify new potential customers, as well as services beyond AGL’s core expertise. We didn’t have a formal prospecting strategy,” Zambo says. “We

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Ideal Customer Profile Prospecting Face-to-face Scale 100

Increase Sales

DECEMBER 28, 2015

With the New Year of 2016 just 5 days away, now is the time to begin to increase sales. Actually much of this probably should have been started 30 to 90 days ago, but there is still time to make 2016 far better than 2015. Here are some steps to ensure your path to a better 2016 sales year. Step 5 – Hone Your Tools.

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Top of Funnel Ideal Customer Profile Funnel Decision Maker 70

Zoominfo

FEBRUARY 3, 2021

The decision to fold Bizo was made in early 2016. A sales enablement software company can now create an audience consisting solely of sales employees at companies with 20+ people in sales. Since then, no solutions have been able to offer business audiences like Bizo did. There’s a reason I’m talking about Bizo so much.

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Data Advertising Advertising Lead Rank 246

The Sales Hunter

JANUARY 5, 2016

Your 2016 will be better for it! What did I change in my sales process this past year and what do I need to change going forward? Now — not later — is the time to sit down with pen and paper and thoroughly answer the below questions honestly. Do I know how […].

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Julie Hanson

DECEMBER 29, 2016

You voted with your mouse on what sales issues mattered to you this year, so in case you missed them or want to re-read, here are your favorite Top 10 Sales Blog Posts from 2016! P.S. Be sure and read to the end of this post for an opportunity to jump start your sales success in 2017. Fill that knowledge gap here.

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Maximizer Follow-up Sales Course 61

The Pipeline

OCTOBER 20, 2016

It seems prospecting is back in style, we’re talking proactive, resource and process based methodical approach to professionally engaging with potential buyers, by leveraging all the tools and techniques available to them. That’s what makes the book a must read for anyone looking to succeed in prospecting.

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Customer Centric Selling

OCTOBER 14, 2015

Sales Tips: How to Step Up Your Prospecting for 2016. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Even in our recent 2015 CCS® Index, 50% of salespeople indicated cold calling as the least effective method of prospecting.

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Sales and Marketing Management

JULY 24, 2020

Perhaps especially while the COVID-19 pandemic has placed a temporary hold on popular incentives among this demographic like travel, sales leaders can improve their incentives programs for younger employees by embedding a sense of purpose into their sales outreach. . Boost Sales Enablement with a Meaningful Prospecting Gift.

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Incentive Incentives Motivation Demographics 227

Sales and Marketing Management

JUNE 8, 2020

Perhaps especially while the COVID-19 pandemic has placed a temporary hold on popular incentives like travel among this demographic, sales leaders can improve their incentive programs for younger employees by embedding a sense of purpose into their sales outreach. Boost Sales Enablement with a Meaningful Prospecting Gift.

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Incentive Incentives Motivation Demographics 227

Understanding the Sales Force

JUNE 20, 2023

Last week, I wrote about how the criteria you use to choose your all-time favorite songs is essentially the same as the criteria your prospects use to choose between you and a competitor. Sales Leaders at nearly every company complain about CRM compliance. Sales Leaders at nearly every company complain about lack of new business.

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Motivation Pipeline Hiring How To 156

Sales Hacker

JUNE 16, 2020

What if I told you there was a simple, 3-step strategy that takes the guesswork out of your sales cadence and accelerates prospect responses? We caught onto this in about 2016 and haven’t looked back since. We’re going to look at each step in-depth, so you can take your prospecting to the next level today.

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Ideal Customer Profile Prospecting How To Face-to-face 115

The Pipeline

NOVEMBER 9, 2021

Many will remember the 2016 buzzer beater Kris Jenkins of Villanova scored to win the championship. Winning salespeople and sales managers know the game is won early, not last minute. Year end should be a time for where you can add extra value by helping prospects plan. By Tibor Shanto. But was it?

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Energy Video Account Prospecting 201

KLA Group

AUGUST 29, 2022

By Kendra Lee This post was originally published in January, 2016 and updated in August, 2022. Whether you’re in sales or marketing, you have a list you’re targeting and you’re using prospecting.

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Leads Marketing Qualified Lead Prospecting Sales 73

SalesLoft

DECEMBER 9, 2015

Teams are setting initiatives, setting budgets, and planning for 2016 — and you need to get on their calendar. Each sales tip from Salesloft Director of Sales Anthony Zhang and VP of Sales Derek Grant will help you get in front of the right people at the right time. Win the sale. Find the decisionmakers.

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Decision Maker Video Call-back Objections 52

Zoominfo

FEBRUARY 3, 2021

The decision to fold Bizo was made in early 2016. A sales enablement software company can now create an audience consisting solely of sales employees at companies with 20+ people in sales and target ads to them. Since then, no solutions have been able to offer business audiences like Bizo did.

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Advertising Advertising Prospecting Intent 130

Partners in Excellence

OCTOBER 1, 2016

More Books: I completed or reread some great books by friends and colleagues I think they belong on every sales professionals bookshelves: Sell with a Story: How to Capture Attention, Build Trust, and Close the Sales , Paul Smith: We know how critical stories are in connecting and engaging our customers.

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Top of Funnel Conference Funnel Inside Sales 48

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Streamlining the sales process. Create relevant sales content. Two things.

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Sales Enablement Collateral Decision Maker Study 295

No More Cold Calling

OCTOBER 6, 2016

Are your sales reps wasting time prospecting? You’re a sales leader accountable for increasing revenue, while at the same time managing your profit margins. If you’re fairly new to your company, your sales reps are a mixed bag of talent. However, a few critical sales challenges still remain. In 2015, 43.6

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Referrals Lead Rank Sales Qualified Lead Lead Scoring 279

DiscoverOrg Sales

AUGUST 7, 2018

Your prospects are out there right now, hunting for a solution to a problem you can solve. But they’re not asking for help from your sales team. 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. Demand Gen Report, 2016). Unfortunately, sales does not reward second or third place.

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Intent Data Intent Data Lead Rank 313

Sales and Marketing Management

JUNE 16, 2016

Issue Date: 2016-06-17. Author: Judd Marcello, vice president of marketing at Smartling. Teaser: Incorporating the following four key elements to personalize global content will ensure your messages and brand resonate in any language, all cultures and every market. read more

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Prospecting Customer Marketing 120

Salesmate

SEPTEMBER 18, 2020

It is enticing to play the role of a manager in a sales team. Along with your own quota, you even need to ensure that your sales team performs well and achieves its sales quota. The real key to building a winning sales team is effective sales management. Are you wondering how to manage a sales team effectively?

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Sales Management Face-to-face Quota Coaching 116

The Pipeline

NOVEMBER 12, 2015

As we head to the finish line 0f 2015, there is a tendency among many in sales to maximize their “closing” activities. Spurred on by their managers to close business, sales people get distracted from executing on the entire cycle, and focus on the here and now, and sacrifice future opportunities.

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Maximizer Closing Opportunity Marketing 120

The Sales Hunter

SEPTEMBER 2, 2016

This week I had another discussion with a sales executive where he went off on saying how his sales team was terrible and the reason the company was going to miss its 2016 numbers. Specifically, he was saying how the team spends too little time prospecting and too much time taking care of existing business.

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Sales Prospecting Company Selling Skills 122

SalesLoft

SEPTEMBER 27, 2016

Between the tips from both the seasoned travel vets and newly nomadic, find out how you can make the most out of your Dreamforce 2016 tickets this year: Make Yourself Visible to Your Prospects. If you have a prospect that’s going to be speaking at Dreamforce sessions, obviously go see them speak. Win-win!

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Understanding the Sales Force

DECEMBER 16, 2016

I reviewed the 88 articles I wrote in 2016 (nearly 1,600 articles on the Blog) and was surprised to discover what I wrote about the most. It wasn't about sales force evaluations, sales candidate assessments or attacks on the Harvard Business Review. I listed the reader favorite and finally, my 4 favorite articles of 2016.

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Trends Pipeline Conversion Sales 120

Hubspot Sales

JUNE 24, 2024

In my experience as both a budding sales rep and, later on, a team manager, success in selling often comes down to the process. Using a sales cheat sheet has been one of the most effective ways I’ve found to get new employees up to speed, create a consistent experience for prospects, and consistently exceed sales goals.

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Ideal Customer Profile Sales Qualified Lead Data Top of Funnel 113

Sales and Marketing Management

MARCH 27, 2016

Issue Date: 2016-03-28. Author: Judd Marcello, vice president of marketing at Smartling. Teaser: Considering that 95 percent of the world’s consumers and 80 percent of the world’s purchasing power live outside of the U.S.,

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Scale Prospecting Customer Consumer 120

Sales and Marketing Management

DECEMBER 6, 2016

Issue Date: 2016-12-07. Teaser: The Three Vs of sales tools - voice, video and virtual reality - will only continue to strengthen the buying experience for your prospects and further enable your sales team. Author: Sean Alpert. Here's why it's important to embrace them. read more

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Sales and Marketing Management

MAY 26, 2016

Issue Date: 2016-05-26. Author: Scott Benedetti, VP of Sales, The Pedowitz Group. Teaser: Lead scoring is a methodology to rank prospects against a scale that represents the perceived value each lead represents to an organization. Here are five best practices. Here are five best practices. read more

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Lead Scoring Lead Rank Scale Revenue 200

The Brooks Group

NOVEMBER 2, 2015

Great sales teams don’t just happen. Sales is the heartbeat of your organization and it’s important to invest in the right people. Hiring mistakes can cost you missed sales opportunities and management time in addition to salary and administrative expenses. They are carefully built. Improve the players you already have.

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Sales and Marketing Management

APRIL 21, 2016

Issue Date: 2016-03-01. Teaser: Once you know the key influencers at your prospect companies, it's important to execute a strategy that will allow you to turn a dialogue into a into a relationship and a relationship into deals and referrals. Author: Stu Heinecke. read more

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Meeting Referrals Marketing Influencer 226

Hubspot Sales

MAY 3, 2021

LinkedIn's some 722 million members make for a massive pool of data that could provide sales organizations with invaluable guidance about potential opportunities and ideal prospects. What is LinkedIn Sales Insights? What can you do with LinkedIn Sales Insights?

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LinkedIn Buyer Persona Microsoft Analytics 135

DiscoverOrg Sales

JANUARY 1, 2018

In Q3 2016, 42% of respondents identified this difficulty, while in Q3 2017, 45% said it was a pain point. Three areas continued to see a high average of new spend in both 2016 and 2017: Digital advertising solutions. This is a great opportunity if your target prospects are in the Marketing department! Marketing CRM solutions.

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Trends Advertising Advertising Survey 184

The Bridge Group

APRIL 4, 2019

Account-based revenue is a concept as old as outbound sales. The names have varied—whale hunting, selling to big companies, target account sales, and so on—but the desire has always been the same: Get strategic on big accounts. Even the smartest, prettiest plays are dead on arrival without co-creation and buy-in from sales.

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