Understanding the Sales Force

FEBRUARY 22, 2023

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Back then, new digital marketing companies were telling everyone that salespeople would be replaced by inbound marketing. Fifteen years later, their products have a place at the very top of the sales funnel.

Top of Funnel 409

Top of Funnel Positioning Scale Inbound 409

Zoominfo

JUNE 28, 2021

Enter conversational marketing — the new paradigm to tackling your business deals and converting prospects in minutes. What is conversational marketing? Conversational marketing is the strategy of leveraging 1:1 engagement between you and your customer in the form of real-time conversations. Problem #2: Pushy marketing.

Conversion 246

Conversion Marketing Lead Capture Face-to-face 246

Sales and Marketing Management

MAY 4, 2020

Author: Nick Lisette Email remains one of the best marketing tools at our fingertips, and yet it’s also one of the most underutilized. If you’ve been dabbling in email marketing or using email for sales purposes, it’s no surprise you’re ending up disappointed by the results. It’s annoying your intended audience.

Email Marketing 248

Email Marketing Marketing Follow-up Data 248

Sales and Marketing Management

MAY 4, 2020

Author: Nick Lisette Email remains one of the best marketing tools at our fingertips, and yet it’s also one of the most underutilized. If you’ve been dabbling in email marketing or using email for sales purposes, it’s no surprise you’re ending up disappointed by the results. It’s annoying your intended audience.

Email Marketing 265

Email Marketing Marketing Follow-up Data 265

No More Cold Calling

FEBRUARY 13, 2020

Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. An executive reads the latest book and declares the precepts in the book are the company’s new strategy. What does this mean for sales leaders?

Webinar Metrics 339

Webinar Metrics Strategy Cold Calling Customer 339

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have that kind of sales conversations? I wrote my second book— Pick Up the Damn Phone!: The phone works. Do your salespeople?

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Nimble - Sales

JANUARY 10, 2024

As we enter 2024, the marketing landscape is prepared for significant changes, with a specific focus on the dynamic realm of social media marketing. The new year offers businesses a valuable opportunity to reassess and update their marketing strategies, particularly within the ever-evolving social media sphere.

Social Media 111

Social Media Media Marketing Opportunity 111

Alice Heiman

JANUARY 6, 2023

I read at least one book a month and this past year so many important books on selling were published. As Anthony Iannarino points out, it’s time to unlearn much of the sales methodology that worked 10 years ago. This reading list will help you modernize your sales strategies and achieve your growth objectives.

Lead Rank 141

Lead Rank Sales Methodology Quota Promotion 141

Zoominfo

AUGUST 25, 2020

But what does it mean to actually be productive when it comes to marketing? Obstacles to Marketing Productivity. Either way, there are a host of obstacles to marketing time management that can impede productivity. Lack Of Strategy And Alignment: Sales and marketing alignment is imperative for efficient time use.

Marketing 221

Marketing Campaigns ROI Scale 221

Steven Rosen

NOVEMBER 14, 2021

Sales Eagles Soar Turkeys to Get Consumed. If you are chasing your 2015 sales numbers, you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. When I was running a sales force , I was equally focused on finishing the year off and starting the next year even stronger.

Consumer 374

Consumer Analysis Territories Account 374

The Pipeline

JUNE 15, 2020

Sales Scrum Podcast Episode #13 – Guest George Brontén. Lucky 13, I am speaking of my guest on Sales Scrum, George Brontén. As the founder & CEO of Membrain.com, the B2B Sales Enablement CRM, George Brontén is passionate about the art and science of sales. You can see my full review here.

Sales Enablement 289

Sales Enablement B2B CRM Relationals 289

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Industry classification remains a foundational component to achieving ABM (account-based marketing) success. 323117 Books Printing. 424920 Book, Periodical, & Newspaper Merchant Wholesalers. 445210 Meat Markets.

Transportation 204

Transportation Chemicals Automotive Marketing 204

Bernadette McClelland

JULY 5, 2022

So aesthetics aside, let me dive a little deeper for you because it is a book that MUST be on your bookshelf if you are any type of self-respecting business leader or boots-on-the-ground, bag-carrying, zoom-hybrid seller wanting to market themselves in a very noisy world. Not real crying, but watering eyes kind of tears. I wrote: .

Guarantee 284

Guarantee Strategy Journal Lead Rank 284

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

Zoominfo

DECEMBER 11, 2020

A public health crisis, limping economy, divisive election, and heavy unemployment have all made the job market unpredictable. These businesses outstripped mid-market firms when it comes to product launches over the past three years. Job seekers face a new workplace in 2021 that reflects the harshness of the prior year.

Nonprofit 246

Nonprofit Hiring Marketing Face-to-face 246

Sales and Marketing Management

MAY 10, 2020

The use of Zoom and other face-to-face applications to carry out sales calls instead of doing them in person is the new normal. Encouraging the Team Through Changing Sales Climates. To me, the most important role of management is to motivate and remove obstacles for their sales teams. Shifting Messaging .

Face-to-face 302

Face-to-face Hiring Lead Rank Lead Scoring 302

Bernadette McClelland

DECEMBER 27, 2018

Maybe we raise a glass or two and valiantly declare to those around us how we are going to solve the world’s problems, shove the job, write a book, pop the question or that this will be the year we’ll own our own metaphorical mountain. Book your Conference or Sales Kick Off Meeting today! , hat tip the year that was. Some won’t.

Comparison 363

Comparison Discount Conference Energy 363

No More Cold Calling

APRIL 3, 2020

We see deals in our sales pipeline postponed or disappearing. Sales leaders: Lead generation must be your primary focus. What do businesses typically do when clients stop buying and the sales pipeline dries up? They cut advertising, travel, training, marketing, and discretionary expense line items. So, what do you do?

Pipeline 414

Pipeline Prospecting Ideal Customer Profile Referrals 414

Zoominfo

AUGUST 17, 2021

One of the many benefits of conversational marketing is its ability to accelerate your sales cycle. After all, it is built for and used by both your marketing and sales teams to drive pipeline and generate revenue. Sync your HubSpot fields into your conversational marketing platform to make this happen.

Hubspot 195

Hubspot Conversion Sales Qualified Lead Webinar Metrics 195

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. Some are written by marketing experts. I am concerned about the subjects being curated for sales and sales leadership professionals. Absolutely.

Sales Leadership 218

Sales Leadership Hiring How To Account Based Marketing 218

Sales and Marketing Management

OCTOBER 30, 2020

Author: Jim Ewel This should be the golden age of marketing. We have more tools at our disposal to implement and measure marketing, and, until the pandemic hit, advertising budgets were at record levels. The traditional marketing plan is broken. The traditional marketing organization is broken. How do we fix this?

Marketing 207

Marketing Advertising Advertising Twitter 207

Bernadette McClelland

FEBRUARY 18, 2018

If you want to get lucky in your sales career, then I seriously want you to meet someone. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her. Speakers who were in the sales space doing what I wanted to do. Jill Konrath.

Meeting 294

Meeting B2B Sales Leadership Sports 294

Sales 2.0

MAY 1, 2020

You may easily say “yes” but if I look at real sales people’s actions over the course of a couple of decades, I see that their actions say “no”. Take a look at Stu Heinecke’s books on this. Going retro and sending people old-fashioned “boring” letters without any marketing glitz has worked well. It can be frustrating.

Enterprise 416

Enterprise Enterprise Social Media Referrals 416

Bernadette McClelland

DECEMBER 31, 2018

Bernadette McClelland is CEO of 3 Red Folders – a modern day saleswoman and keynote speaker on business growth, personal leadership and sales performance. Book your Conference or Sales Kick Off Meeting today! Image Credit: My camera whilst walking the line at Pointe Au Pic, Quebec.

Conference 299

Conference Lead Generation Groups System 299

Sales and Marketing Management

SEPTEMBER 17, 2018

Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation. Although many sales emails are quickly zapped into electronic junkyards, some companies are highly successful in implementing cold email campaigns. Forget about the sales mantra “Always Be Closing.”

Conversion 293

Conversion Sales Qualified Lead Direct Mail B2B 293

Steven Rosen

NOVEMBER 7, 2022

As the business unit head, you and your team have spent hundreds of hours building your marketing plans , analyzing trends, developing key tactics and building and revising slide decks. Global leadership forces you to increase your sales numbers and reduce expenses, and you have to dance. Strategy and Strategy Execution.

Strategy 380

Strategy Call-back Objections Forecasting 380

Zoominfo

SEPTEMBER 25, 2018

Today, we’re sharing the ultimate list of sales podcasts. If you work in sales, it’s our hope that this list of sales podcasts provides you with some fresh listening material, newfound inspiration, and the tips and tricks you need to excel in the world of sales. The Ultimate List of Sales Podcasts. Listen here.

Hiring 269

Hiring Top of Funnel B2B Lead Rank 269

Bernadette McClelland

OCTOBER 3, 2019

For Salespeople, that behaviour is Responsibility , and to complete the equation, for the Sales Manager it is Accountability. In other words, 94% of elite salespeople don’t make any excuses or blame, compared to those 20% who, perhaps, shouldn’t be in sales. . Both in equal doses!

Account 301

Account Sports SalesForce Conference 301

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales and Marketing Management

FEBRUARY 19, 2018

We don't really see gut instinct discussed in many books or blogs because it's our inner dialog, our inner voice and world. And the greatest fear of all in sales that separates the titans from the also rans: walking on the deal. This sales thing violates a lot of psychology. Tony’s most recent book is “Combo Prospecting.”

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

Sales and Marketing Management

JUNE 25, 2018

I know, you fell into sales, and perhaps from there, sales management. studying sales methodologies, you know that you are obsessed. Action – If you're sitting reactively doing email, if you're sitting period – you’re failing in sales. If hesitation, don't work there - that's an anti-sales culture. is more cowbell!

B2B 319

B2B Banking Conference Decision Maker 319

Sales and Marketing Management

NOVEMBER 4, 2020

After all, a new business has to expand from being an ambitious business plan to getting the first office space to acquiring the needed IT infrastructure, to hiring skilled labor, and to expand its market reach. It could also mean your marketing efforts are bringing in too much business for your current operation to handle.

Hiring 334

Hiring Trends Guarantee Industry 334

The Pipeline

SEPTEMBER 23, 2021

There has been no shortage of new sales related books during COVID, the usual mixed bag, with scale. But one stands out, The Building Blocks of Sales Enablement , by Mike Kunkle. Not only because of the author, Mr. Kunkle and the subject, sales enablement, but because way Mike approaches the subject. By Tibor Shanto.

Sales Enablement 201

Sales Enablement Scale Hiring Maximizer 201

No More Cold Calling

MARCH 1, 2020

Read more about the importance of following up (and other important referral sales topics) in this month’s No More Cold Calling blog posts: The Sales Fortune Is in the Follow-Up. Read “ The Sales Fortune Is in the Follow-Up.”). The Ultimate Sales App—No Smartphone Required. Salespeople love their sales apps.

Follow-up 344

Follow-up Referrals Up-Sell Cold Calling 344

No More Cold Calling

MARCH 31, 2020

Ram Charan , author of 25 books and consultant to CEOs, said that many years ago, but it’s even more relevant now. Learn the nine “Killer Steps” to increase sales in an economic downturn, retain your loyal customers, and attract new business without increasing your cost of sales. Register here , even if you can’t attend live.

Referrals 326

Referrals Cold Calling How To Call-back 326

Score More Sales

DECEMBER 27, 2022

I am fortunate to know best-selling author and “Father of Contact Marketing” Stu Heinecke. I met him when he was writing his first book, “How to Get a Meeting with Anyone” as I was asked to and was able to share one of my own strategies for getting my foot in a prospect’s door.

How To 297

How To Meeting Strategy Marketing 297