Sales and Marketing Management

AUGUST 3, 2017

Author: Mark Magnacca A distributed workplace is increasingly becoming the norm in most organizations, particularly with sales and marketing departments – a trend that is enabled in part by technology advancements that have made it viable, though not necessarily ideal, for teams to work together while being geographically dispersed.

Video 180

Video Face-to-face Distribution Hiring 180

Pipeliner

JANUARY 6, 2022

To kick off 2022, Brian Sullivan interviews Jay McBain about the key trends impacting channels in the new year and beyond. Jay is one of the most visible and respected thought leaders in global channels, having been named 2021 Channel Influencer of the Year by Channel Partners Magazine. In addition to being a SalesPOP!

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Channels Trends AutoTask Lead Rank 98

Openview

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Channel Sales versus Direct Sales – The Good and the Bad. Channel – Cons.

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Channels Scale Hiring Lead Rank 129

Zoominfo

SEPTEMBER 9, 2020

There are two distinguishing factors that help separate the universes: Common pain points: How can your solution resolve issues and challenges your prospects face? Successful selling really boils down to one common goal: provide value through solving the customer’s problem. On the surface, it is. Timing is everything. Want proof?

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Top of Funnel Ideal Customer Profile Funnel Sales Qualified Lead 191

Zoominfo

MAY 20, 2019

Create and distribute an agenda. But if you’re running an important meeting that will have ramifications on future decisions, be sure to create and distribute a clear agenda ahead of time. If you’ve worked in business for any length of time, you’ve attended two very different types of meetings. Let’s get started!

Meeting 221

Meeting Distribution Follow-up Objections 221

DiscoverOrg Sales

SEPTEMBER 28, 2017

How can you challenge enthusiasm, channel energy, and constantly focus your sales team on the accounts that really matter? Technology and the availability of quality data has made it easier than ever to achieve personalization … theoretically, at least. They admit to the efficiency of an ABM strategy. But this is all theoretical.

Account Based Marketing 237

Account Based Marketing Demand Generation Targets Ideal Customer Profile Account 237

Zoominfo

DECEMBER 16, 2020

Because, let’s face it, even in a perfect world, CRMs benefit company leadership more than the quota-carrying sales rep. . This latest product enhancement is just the latest chapter in our ongoing effort to put actionable data directly into technologies, channels, and workflows that go-to-market teams use and love. . Think about it.

SalesForce 219

SalesForce Territories Intent Signal Buyer Persona 219

SBI

MARCH 18, 2021

Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Allego customers were already fairly savvy given many of them were using Allego to keep their distributed sales teams connected pre-pandemic. Another example of how teams are using Allego is sharing best practices.

Hiring 164

Hiring Face-to-face Video Distribution 164

Sales and Marketing Management

JANUARY 27, 2020

Cable wire to the wall: Originally, in the analog days, most televisions could be connected to the wall directly by cable wire and we would switch channels up and down on the television set itself. . I call this a blueprint for how to become the next Blockbuster, the next Kodak or the next taxi cab medallion owner. .

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Incentives Incentive Negotiation Channels 199

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Theres certainly no shortage of sales tools available to help your team master every step in the modern sales process. The bad news? These represent the key software platforms for your sales team to evaluate.

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Sales Tools Tools B2B Lead Rank 130

Allbound

DECEMBER 18, 2019

Being a channel manager isn’t an easy job. While a Google search will provide plenty of “best practices” for channel management, we wanted to take a deeper dive. In this post, we sought advice from leaders that are on the front lines of channel management. We spoke with three channel leaders from different industries.

Channels 83

Channels Face-to-face Intent Data Intent 83

Allego

NOVEMBER 10, 2021

Sales teams are facing unprecedented change and sales enablement must adapt to help organizations succeed is the main message of Forrester’s recent report, Is Your Sales Enablement Ready To Level Up? Here is a high-level overview of the report’s key topics. You can download a complete copy here: Is Your Sales Enablement Ready To Level Up?

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Report Sales Enablement Face-to-face Maximizer 141

Sales and Marketing Management

MAY 25, 2017

While many people think of apps as outward-facing, some of the most effective deployments to date have been internally focused. By centralizing information in one place, apps empower distributed workforces and those constantly on the move with anytime/anywhere access to information they need where they want it most – on their mobile devices.

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Collateral Distribution Scale Face-to-face 136

Cincom Smart Selling

JULY 21, 2021

policies, contracts and billings) under control, most find the dynamic, ad hoc nature of letter correspondence to be difficult to tame, especially when delivering personalized content in real time across a multitude of channels. This is a great question, and one that is very important to insurers of all sizes and lines of business.

Insurance 118

Insurance Insurance Policies Face-to-face 118

Vengreso

SEPTEMBER 13, 2024

In this article, I delve into channel sales —a strategy that involves leveraging third-party intermediaries such as dealers and affiliates to distribute products—enabling companies to penetrate new markets without relying on a sizable in-house sales team. Discover how in our latest article by @M_3Jr!

Channels 65

Channels Outsourcing Services Strategy Lead Rank 65

Vengreso

JULY 29, 2024

Have you heard about how important channel sales partners are? In this article we cover different kinds of channel sales partners, why they’re good, and how to work well with them. Plus, working with channel sales partners has other benefits like growing your market. Each one has a special job in selling products.

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Outsourcing Services Channels Webinar Metrics Strategy 67

Zoominfo

OCTOBER 5, 2021

There’s little we do in the world of B2B marketing that doesn’t involve thorough planning. We like to make sure that we’re setting ourselves up for success. And who wouldn’t? The whole spray and pray method is one of the past. Today, we have solutions like automation, data, and buyer personas to fall back on. What Are Buyer Personas? Check it out!

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Ideal Customer Profile Buyer Persona Marketing How To 130

Zoominfo

SEPTEMBER 4, 2019

Invest in multi-channel customer service. Today’s customers interact with brands through a variety of channels, and they expect high-quality service on each one. In order to maintain consistent customer service and avoid errors, brands must invest in a comprehensive, multi-channel customer service strategy.

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Loyalty Customer Incentive Incentives 206

Zoominfo

MARCH 5, 2018

Distribute your buyer personas. Consider these statistics ( source ): Only 8% of companies have strong alignment between sales and marketing. Aligning sales and marketing leads to 38% higher sales win rates. Companies with strong alignment achieve 24% faster three-year revenue growth. Take a collaborative approach to buyer personas.

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Lead Rank Lead Scoring Sales Qualified Lead Buyer Persona 201

The Brooks Group

MARCH 18, 2019

When executed effectively, channel sales can allow your company to grow and expand rapidly. In order to be successful, you must strategically build your distribution channel network and follow the right steps to develop a strong, ongoing relationship with each channel partner. What is a Channel Sales Program?

Outsourcing Services 70

Outsourcing Services Channels Sales Process Margin 70

Cincom Smart Selling

MARCH 1, 2016

As a manufacturer, you know the important role of your channels. The ability to sell indirectly through channels gives you the ability to focus on what you do best: developing, designing and producing a product. Channel managers face many challenges, but some are more prevalent than others.

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Channels Face-to-face Segment Collateral 54

No More Cold Calling

SEPTEMBER 22, 2016

She writes: Alex kept … assuming decision makers just needed reassurance that his technology could solve every problem they faced. Instead of promising easy fixes, Alex could have asked: What other problems are you facing because you can’t get IT to make the changes do you need? How does that affect your distribution channel?

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Prospecting Decision Maker Face-to-face Cold Calling 120

Zoominfo

NOVEMBER 1, 2022

It’s the only way to learn about the challenges your customers face, and find out what kind of features they need from you. Meeting people face-to-face was a valuable experience. Castro began his career in sales in a field role, which has long been shorthand for good old-fashioned door-to-door selling.

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Prospecting Hiring Face-to-face Intent Data 130

Partners in Excellence

MAY 25, 2021

And a concept called distributed computing was emerging and I relied on bringing in those specialists to help my customer think differently about this emerging technology, and how where they might use it. But in the past 15 years, we seem to have gone off the rails with our specialization. We are shifting to other resources to help us buy!”

Banking 133

Banking Maximizer Face-to-face Distribution 133

Guru

SEPTEMBER 23, 2020

But building a genuinely positive work environment, especially in a distributed setting, relies on much more than office perks. There’s a long list of tools available to streamline communication, keep internal information organized , and bolster a positive distributed working environment. Gone are the days of water-cooler chats.

Face-to-face 91

Face-to-face How To Distribution Guidelines 91

Zoominfo

OCTOBER 5, 2021

Messaging, distribution, reach, and optimization. These are just a few pillars that define demand generation. Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. What is Demand Generation? Demand generation is programmatic.

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Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 130

Zoominfo

DECEMBER 6, 2018

Here are eight tips to keep in mind before creating and distributing a corporate social media policy: Continue reading. Coupled with historically low unemployment rates, HR and recruiting professionals are often faced with more open positions than there are viable candidates to fill them. Let’s get into it!

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B2B Hiring Social Media Face-to-face 113

Mindtickle

JANUARY 19, 2021

In his 20-year journey in B2B tech, Gop has focused on connecting processes, content, and tools that equip customer-facing representatives to engage customers over that time. Almost overnight the world became more distributed, office-less, and digital. It’s a seller’s journey of continuous progress towards peak performance.

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Face-to-face Telemarketing Distribution Vendor 95

Fill the Funnel

MARCH 17, 2014

Once you have this converted to video, upload it to your company YouTube channel that has been customized to reflect the message you want to convey and compliment your website and other online presence. Here is a Jump-Start Guide to creating your YouTube Channel if you need some help. Compare your current website to your masterpiece.

Top of Funnel 117

Top of Funnel Customer Webinar Metrics Social Media 117

Sales Hacker

SEPTEMBER 27, 2019

What You Sell: Managed print services for large geographically distributed Fortune 500 and Fortune 1,000 organizations. I will highlight the key recurring meetings; however, the bulk of the white space on my calendar gets utilized for client-facing meetings, calls, or specific deal strategy. About Ryan Staley . Company Name: FlexTg.

Account 104

Account Travel Face-to-face Forecasting 104

Hubspot Sales

DECEMBER 3, 2019

Operational CRMs allow marketers to automate otherwise tedious and time-consuming responsibilities like coordinating email campaigns, distributing content offers, and reaching out to contacts at scale. billion in 2018. In other words, the CRM market is an absolute powerhouse. Operational CRMs. What is an Operational CRM?

CRM 131

CRM Software Software Analytics 131

Zoominfo

MARCH 7, 2023

Building a technology stack to support your account-based marketing (ABM) strategy is no easy feat. It can often take weeks or even months to gain executive buy-in with a compelling business case. Once you have buy-in, you need to secure a budget and resources to start building the desired tech stack.

Account Based Marketing 130

Account Based Marketing Ideal Customer Profile Lead Rank Marketing Qualified Lead 130

Zoominfo

JULY 30, 2019

There’s no universal set of rules for successful B2B branding, as much as we marketers would love for such a thing to exist. There’s barely even a universal definition of the word “branding” that all marketers agree on. What marketers do agree on, however, is that branding is an essential element of a successful business.

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Company Guidelines Social Media B2B 193

Sales Hacker

MARCH 1, 2024

Owned media refers to content distributed through a brand’s channels , including self-hosted video, company blogs, and email campaigns. Through these content channels, they can fuel conversations, educate the market, and build strong relationships with potential customers. The B2B playbook is changing. Austin’s F1 track.

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Media Company Distribution How To 94

Zoominfo

AUGUST 24, 2021

Are You Exhausting Email and Social to Distribute Content? Is it time to add chatbots (or live chat) to your demand engine? Chances are you’ve probably encountered your fair share of chatbots as a buyer. Be the Change You Want to See. It’s the very thing you need between your sales team and future prospects.

Demand Generation Targets 130

Demand Generation Targets Demand Generation Engineering Top of Funnel 130

Sales Hacker

OCTOBER 27, 2023

She has hosted high-end virtual wine events for late stage prospects and had customers join to talk about their experiences with the challenges prospects are facing and how Tackle helped solve them. It may be that there are already channels of communication open across executives if the deal was multithreaded. Let’s get into it.

Pipeline 124

Pipeline Distribution Intent Data Intent 124

Close.io

JUNE 20, 2018

with a distributed team: And in this blog post, we want to break down some of the steps to maintaining a quality culture for a remote sales team. If you’re not restricting your potential employee pool to one location, you’re able to hire the best of the best no matter where they live. These things aren’t so easy with a remote sales team.

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Hiring Face-to-face Objections Inside Sales 127