MTD Sales Training

MARCH 31, 2020

We’ve had over 82 sales training programmes postponed! Some have moved over to virtual channels like webinars and online training but a lot are just waiting it out. Be proactive and make sure all of your contacts know you’re open for business (if you are of course!). I’m being bombarded with sales pitches at the moment.

Skype 246

Skype Webinar Metrics Call-back Exercises 246

Allego

NOVEMBER 17, 2022

But to get your channel partners working for you, you need to think programmatically. Companies with high-performing channel partner programs know this. But when you need to build a partner channel from scratch—a “greenfield” or undeveloped channel—the challenge can feel overwhelming. Get Internal Teams Onboard.

Channels 105

Channels Scale Account Based Marketing SalesForce 105

Sales and Marketing Management

OCTOBER 12, 2020

Author: David Satterwhite In 2020, I reached my 30th year in business-to-business technology sales. Then, everything I thought I knew about sales blew up. . The hive-like atmosphere of our sales offices was replaced by Zoom calls. . The hive-like atmosphere of our sales offices was replaced by Zoom calls. .

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

Sales and Marketing Management

JUNE 16, 2019

So why drown your B2B sales team in administrative tasks better served by artificial intelligence? The more your sales folks can concentrate on the art of selling, the better. AI Is Stoking the Sales Field Fires. You don’t have to reinvent any wheels to begin adding AI into your sales process. No one, that’s who.

B2B 232

B2B Top of Funnel Hiring Ideal Customer Profile 232

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?

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales and Marketing Management

APRIL 26, 2019

I was surprised to hear him talk about the fact that his company was now embracing specialist sales roles. The CMO said this “breakthrough” strategy was the foundation of the company’s sales and marketing plans. The days of the sales generalist are over. The time spent with sales is decreasing.

Top of Funnel 229

Top of Funnel Ideal Customer Profile Customer Lead Rank 229

Zoominfo

SEPTEMBER 12, 2018

Today’s sales professionals have more ways than ever to get in touch with prospects. And yet, sales reps can’t escape the most common and often the most frustrating method of sales prospecting communication—and that’s voicemail. . Consider these statistics ( source ): 15% of a sales rep’s time is spent leaving voicemails.

Call-back 210

Call-back Follow-up B2B Social Media 210

Zoominfo

SEPTEMBER 16, 2020

Shortens the sales cycle. Of course, every brand is different, but every good brand has a story to tell, and a compelling way of telling it. Developing A Channel Strategy. So your various channels should be unique, yet incredibly in sync. Different content does well on different channels, i.e

B2B 261

B2B Social Media Hubspot SalesForce 261

Zoominfo

MARCH 8, 2021

Every data point helps your revenue team (sales, marketing, and customer success) determine if this lead fits your ideal customer profile (ICP). Afterward, they’re either disqualified or passed onto sales teams. Some things need to be as automated as possible for sales teams to make the best decisions when acting on MQLs and leads.

Lead Qualification 246

Lead Qualification Ideal Customer Profile Sales Qualified Lead Lead Rank 246

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. What is a Lead?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. Prospecting is an early and critical stage in the sales process.

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

Bernadette McClelland

MARCH 17, 2023

STORYTELLING: King Brian Boru's Stone at St Patricks' Cathedral, Armargh Of course the Irish are great storytellers – they don’t shut up! channel on YouTube Connect with us in the ‘StorySeller from DownUnder Facebook’ page where stories, strategies and shortcuts will be shared to boost sales.

Loyalty 397

Loyalty Face-to-face Travel Up-Sell 397

The Pipeline

APRIL 23, 2019

No, I am not going to talk about green selling or climate change, not even sales change. Starting right in prospecting, of course, means putting the buyer at the centre of every action. This forces us to not just be multi-channel in our approach, but also multi-lingual. By Tibor Shanto. Let’s Start Right.

Prospecting 260

Prospecting Transportation Retail Exact 260

No More Cold Calling

SEPTEMBER 18, 2014

A new research study unlocks the key to using social media for sales. Is it just another term to check off your buzzword bingo card at the next sales meeting you attend? You bet, and it’s critical to increasing B2B sales effectiveness. Not every social outreach is going to result in a sale, nor should it. Not really.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Zoominfo

SEPTEMBER 26, 2018

To build a strong employer brand, you must craft a comprehensive, multi-channel content strategy to engage your target candidates. Not all of your employees are recruiters— of course— but they’re an integral part of the employer brand building process. Establish an employee advocacy program. Leverage social media.

Hiring 250

Hiring Social Media Face-to-face Channels 250

Sales and Marketing Management

APRIL 18, 2018

Author: Matt Sunshine Sales and marketing belong on the same side of the negotiating table. Then, he can claim to sales, “See what I brought you?”. Then, he can claim to sales, “See what I brought you?”. That brings us to the other hand: the sales pro. Customer retention soars by more than a third , as do closed sales.

Marketing Qualified Lead 195

Marketing Qualified Lead Lead Rank Sales Qualified Lead Ideal Customer Profile 195

Zoominfo

JUNE 26, 2020

Increasing sales with enterprise customers starts here — find out how to build custom solutions. Measurements of Success: Tracking success with agreed metrics (between sales and marketing) steers the course for current and future marketing strategies. Align Sales and Marketing. Organize Lead Sources and Channels.

Ideal Customer Profile 246

Ideal Customer Profile Buyer Persona Strategy Marketing 246

Zoominfo

JANUARY 15, 2021

Additionally, your lead magnets should be promoted on your company’s social media channels. Once qualified , these leads are then passed on to sales for purchase conversion. You must think through the buyer’s journey and assign value to the interactions and engagement a prospect has with your brand across various channels.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

DiscoverOrg Sales

FEBRUARY 19, 2019

From assessing which channels perform the best, to evaluating existing tracking capabilities or implementing new attribution solutions, establishing key milestones ensures you are continuously providing value for your business. PRO TIP: A quick-win might be to create consistently across all lead-gen channels. This will 1.)

Lead Rank 230

Lead Rank Marketing Qualified Lead Lead Gen ROI 230

No More Cold Calling

JANUARY 14, 2021

Register for Back in The Black Sales TV—first episode on January 19. The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Why am I doing a monthly Sales TV Show? Of course you would. Consider the opposite sales approach.

Gatekeeper 265

Gatekeeper Cold Calling Referrals Telemarketing 265

Zoominfo

FEBRUARY 25, 2021

Are you thinking about increasing sales with a webinar? A webinar funnel works a lot like a sales funnel or marketing funnel. Now, as people get comfortable with the idea of running a sales webinar, we’ll likely see a continued uptick in these sales presentations. How Do I Create a Sales Webinar? Ask for the Sale.

Top of Funnel 208

Top of Funnel Webinar Metrics Funnel Social Media 208

Sales and Marketing Management

APRIL 2, 2018

Author: Jeb Blount There is no easy button in sales. Fact: Most sales professionals are not too keen on prospecting. These top-earning sales stars are relentless, unstoppable and obsessive about keeping their pipeline full of qualified opportunities. Of course you do. Whining about why sales is so hard.

Prospecting 198

Prospecting Face-to-face Sales Qualified Lead Channels 198

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. To put it simply, sales reps are only as effective as their managers enable them to be.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

No More Cold Calling

APRIL 30, 2020

Of course, I know why,” she said. “My I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. If there ever was a time for real, authentic sales conversations, it’s now. You take action.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Sales and Marketing Management

JUNE 22, 2018

Author: Kevin McGirl Sales managers have a tough job. Leading a team of salespeople in a world of ever-changing purchasing trends, a proliferation of new engagement channels, and highly educated customers, is stressful. Success in sales demands quick reflexes. It requires patience, agility, and a lot of motivational guidance.

Sales Management 196

Sales Management B2B Fashion Call-back 196

Zoominfo

JANUARY 23, 2019

If you’ve worked in sales for any length of time, you know your success is dependent on the quality of your prospect lists. Think about it- you might be the most skilled salesperson at your company, but if you’re reaching out to the wrong people, your sales skills will have no impact on their desire to purchase your product.

Prospecting 182

Prospecting Ideal Customer Profile Hiring How To 182

Zoominfo

JUNE 12, 2019

The B2B sales arena has a few social celebs of its own. In today’s post, we’ve compiled a list of the top sales influencers on our radar. Leading off our list is sales consultant and coach, Jeb Blount. Jeb carries his sales wisdom over to all his social media channels and spreads his expertise to the masses.

Influencer 188

Influencer B2B Social Media Twitter 188

Zoominfo

MARCH 2, 2021

According to research from Litmus, email marketing remains a top digital channel for ROI , although the ability to measure that ROI isn’t always effective. Of course, it is vital to synchronize email marketing with other CRM systems, sales intelligence platforms, and data providers to create a 360-degree view of a customer.

Email Marketing 272

Email Marketing Campaigns Data Marketing 272

The Pipeline

MAY 8, 2018

One Of Sale’s Ironies. As a result, most will avoid the phone, and opt for other channels that have the same rejection rates, but it is sugar coded and easier to swallow. As a result, most will avoid the phone, and opt for other channels that have the same rejection rates, but it is sugar coded and easier to swallow.

Inbound 268

Inbound Call-back Cold Calling Objections 268

Zoominfo

FEBRUARY 19, 2019

A comprehensive content calendar takes all buyer personas, marketing channels, and stages of the sales funnel into consideration. Cross-Channel Consistency. And, as your team grows, more people will have a hand in a variety of products, channels, and personas. Say your marketing team is organized by channel.

Top of Funnel 189

Top of Funnel B2B Buyer Persona How To 189

Partners in Excellence

JANUARY 26, 2021

We inflict mass, meaningless outreaches across increasing numbers of channels and increasing volumes of suspects. Sales growth has become a “predictable” math equation. Customers become widgets in our efficient sales strategy. Sales has always been about people and relationships. We Get Sales Math Wrong!

Face-to-face 147

Face-to-face B2B Buyer Vendor 147

Bernadette McClelland

MARCH 11, 2018

As sales expert, Jeffrey Gitomer so eloquently asks, ‘would you prefer your partner to be satisfied or loyal?’ BX, or the Buyer Experience, may be considered by some to be a subset of CX, but I really do think it stands on its own and ought to be given more airtime, especially from a sales enablement perspective.

Lead Rank 294

Lead Rank Loyalty Lead Scoring Face-to-face 294

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. What is a Lead?

Lead Generation 177

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 177

Zoominfo

JUNE 2, 2019

Of course, some meetings are productive and necessary. Use other channels: If you’ve ever thought, “This could have been solved in an email or two,” while you’re in a meeting, you’re not alone. Team alignment: Sales and marketing alignment is key to B2B marketing productivity. Sales reps ignore 50% of marketing leads.

B2B 254

B2B Marketing Sales Qualified Lead Meeting 254

Zoominfo

AUGUST 11, 2020

Below are some of the key benefits of using ideal client profiles in your sales and marketing strategies: Personalization: Everyone’s favorite buzzword. grouped them into categories based on similar traits), you can develop different, and more personalized, campaigns across channels. Which clients had the shortest sales cycle?

Ideal Customer Profile 246

Ideal Customer Profile Account Based Marketing Buyer Persona Top of Funnel 246

Zoominfo

JANUARY 16, 2019

Not only do prospects have an unprecedented amount of information available to them, but they’re also spread out across innumerable channels and websites– making them much harder to reach. On either side of this image are several statistics that illustrate the effectiveness of the sales enablement platform.

Marketing 202

Marketing Advertising Advertising Face-to-face 202

Zoominfo

MARCH 5, 2018

It’s no secret, sales and marketing teams don’t always work well together. In fact, research shows that 53% of sales professionals are unhappy with the support they get from marketing ( source ). Consider these statistics ( source ): Only 8% of companies have strong alignment between sales and marketing.

Lead Rank 201

Lead Rank Lead Scoring Sales Qualified Lead Buyer Persona 201