SBI Growth
NOVEMBER 24, 2019
Do we have the right sales process? How can we close more deals faster? Gone are the days when companies sold one product into one market for one customer. Many companies nowadays sell multiple products or solutions to various markets. Which.
Corporate Visions
NOVEMBER 7, 2019
The post Are Buyer Personas Sabotaging Your Sales? by Tim Riesterer appeared first on Corporate Visions. One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. These fictional characters usually have names, and they embody all the traits of your ideal prospects. Typical buyer personas include a character sheet full of your prospects’ demographics, challenges, goals, and KPIs.
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Membrain
NOVEMBER 17, 2019
We spend lots of time and money trying to create predictable revenue, increasing the predictability of our sales approaches. We constantly engineer, refine, tune and re-engineer what we do and how we engage our customers to produce POs.
The Pipeline
NOVEMBER 12, 2019
By Tibor Shanto. I don’t think many salespeople are pleased that there are more people than ever involved in any given B2B buying decision. What’s the last count, 6.8 people ? OK, it’s a b h, but it has been a b h for a few years now, time to move on. It’s time to deal with it; it’s time to learn from buyers, why are there more players? Can salespeople make this work for them?
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
Membrain
NOVEMBER 20, 2019
Every sales leader appreciates a great salesperson who can “hunt” and "close more logos” than anyone else. But in the complex b2b world, sometimes your team needs to be less hunters and more mycorrhizal fungus. Here’s why–and how.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Center for Sales Strategy
NOVEMBER 26, 2019
World-class leaders understand improving performance is part art and part science. A recipe that includes the proper blend of both—art and science—is often what separates failure from success and exhibits the following: Outstanding performance (beating others in their peer group). High level of employee engagement and satisfaction. Low turnover. A culture of engagement.
Understanding the Sales Force
NOVEMBER 5, 2019
Do you like movies and TV Shows? I love them! How do you go about selecting the next movie or show you will watch? Do you look for a specific show, watch the trailer and if you like the trailer, watch it? Or, do you look at all of the new releases, or everything in a particular genre, narrow down the selections, watch several trailers, and finally choose one?
Membrain
NOVEMBER 27, 2019
Every sales manager has encountered a salesperson who just can’t seem to “get it.” This is the underperforming team member you work with on the same thing over and over, and no matter how much training, enablement, and coaching you provide, they just keep making the same bad decisions, having the same bad conversations, and experiencing the same bad outcomes.
Sales 2.0
NOVEMBER 22, 2019
How would you do if you and your clients (and prospects) were on the Newlywed game? The Newlywed game was a classic game show (it ran from 1966 to 2013–I thought it ended in the 70’s but that’s the problem with watching too much Netflix). In the game the host would ask one member of the married couple questions about the other while their spouse was kept offstage and unable to hear.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
The Pipeline
NOVEMBER 26, 2019
By Tibor Shanto. Some of you Boomers will remember the “Is it live – or Memorex” commercial, you Millies can see it here. The goal was to deliver an experience so real; the listener can’t tell if they hear something live or recorded. That desire to provide “an in-room experience” took hold and was further propagated by people who sold us voicemail. Hasn’t turned out to be the boon for sellers as promised.
The Sales Heretic
NOVEMBER 26, 2019
I don’t watch a lot of television, but I recently binge-watched the Discovery Channel program, Undercover Billionaire. The eight-episode reality show follows self-made billionaire, Glenn Stearns, as he attempts to build a million-dollar business in a mere 90 days. While it may not sound like much of a challenge for a billionaire to start a [.].
Bernadette McClelland
NOVEMBER 4, 2019
LEADERSHIP LESSONS from the CAMINO de SANTIAGO! In the words of the famous poet Robert Frost: “ Two roads diverged in a wood, and I— I took the one less traveled by, And that has made all the difference “?. . We all walk the same path – some are ahead of others because they start sooner, others take detours, some might even get lost, many push the pause button and stop for a rest, some even walk backwards to move forwards and almost all of us will help those we meet or pass.
SBI Growth
NOVEMBER 26, 2019
Much has been written in recent months about the demise of the CMO position. While such a drastic assertion is great for grabbing business headlines, the reality is, as usual, decidedly more nuanced. As the marketing function has evolved over the.
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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
No More Cold Calling
NOVEMBER 28, 2019
What jaw-dropping moments have you had this year? Our blackout lasted for three (obviously stressful) days. We left the dark house each morning and returned late at night to sleep. When I pulled into our driveway one night, I got out of the car and looked up at the sky. I was in awe. The stars were peppered across the sky—more than I’d ever seen before.
Sales and Marketing Management
NOVEMBER 25, 2019
Author: Greg McBeth “Bluffing” isn’t a word you’ll hear often in the professional world, partly because it conjures some negative connotations. It’s often interpreted synonymously with lying. But this staple tactic of the poker table can be a valuable and valid tool in sales negotiations. There’s admittedly a fine line between a bluff and a lie. It can be helpful to think about a bluff as a tactic used in a zero-sum game where both parties are on an even playing field and trying to maximize thei
The Pipeline
NOVEMBER 5, 2019
By Tibor Shanto. Commodity, the word is like Kryptonite for salespeople, say it out loud, and you can see their social status and sales erode. Somehow over the years, the word has come to be something negative in sales. The implication becomes that it is low value, easy to undercut on price, delivers few loyal customers, and generally undesired. The implication being that the only way to win is by price, with the winning move being to lower it.
Understanding the Sales Force
NOVEMBER 6, 2019
No data or statistics today. No sales training or coaching either. This won't be a lesson for sales managers or sales leaders. This is my rant of the day.
Speaker: Brendan Sweeney, VP of Sales at Allego
Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.
Zoominfo
NOVEMBER 22, 2019
Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty-gritty. When confronted with the details – database management, customer account segmentation, and content creation – many companies balk and decide that perhaps ABM isn’t the right road after all. Sound familiar? Well, it’s really not as hard as you think. In fact, with just a few simple steps, DIY customer data segmentation for account-based marketing is a great way to get started.
SBI Growth
NOVEMBER 4, 2019
Enhancing the Customer Experience (CX) has long been a strategic objective of B2C companies. Most of us have experienced firsthand how companies like Amazon and Apple have created sustainable competitive advantages. They create this differentiation not only with great products.
No More Cold Calling
NOVEMBER 14, 2019
Stop confusing your buyers. I was so frustrated. I was trying to contact a prospect and couldn’t find the company phone number on their website. Maybe it’s old-fashioned, but the phone works. I wasn’t cold calling , I was calling a referral—who, by the way, had no contact information on his email signature. I’ve walked out of many retail stores when no one even bothered to acknowledge I was there.
Sales and Marketing Management
NOVEMBER 22, 2019
Author: Alfred Baumbusch Any company in the business of selling products or commodities has an underlying business model (formal or informal) that answers the key questions: What will we sell? To whom? How will we operate? How do we earn an adequate return for our investors? 5 Critical Ways Effective S&OP Drives to the Heart of Business Model Enablement.
Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions
Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!
Score More Sales
NOVEMBER 15, 2019
It is the time of year we traditionally think of a way of thanking a customer or referral partner, and we toy with whether to send a prospect some sort of a gift.
The Sales Heretic
NOVEMBER 19, 2019
Want to be a more successful salesperson? A more effective leader? Both? You can! And it doesn’t require an advanced degree, or years of study, or mastering some arcane, complex set of skills. It’s actually very simple. It’s just one thing. Anyone can do it, regardless of age, education, background, or experience. And you can [.].
The Pipeline
NOVEMBER 19, 2019
By Tibor Shanto. No, this is not a science fiction tale or another Elon Musk venture. This is a serious challenge facing many in B2B selling today, one that will continue to grow. As it does, it will look like the wealth gap that many are experiencing in society today. Those that get it will get more, and those who don’t will be replaced by AI and an app.
SBI Growth
NOVEMBER 21, 2019
Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events. You are likely one of them. What is the best strategy for communication across the executive team so you can drive the most value out of.
Speaker: David Nisbet, Everett Zufelt, and Michaela Weber
Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.
No More Cold Calling
NOVEMBER 20, 2019
Use Black Friday code 50OFFJB. My colleagues at Vengreso created an amazing online course on Selling with LinkedIn for Individuals. I’ve taken it. (Well, most of it.) It’s dynamic and highly detailed, and I’ve learned a ton. (A caveat: We differ about asking for referrals. They say yes to asking for referrals on LinkedIn. I say no way, ever.). Vengreso is celebrating Black Friday by offering 50% off the Selling with LinkedIn for Individuals training course.
Sales and Marketing Management
NOVEMBER 17, 2019
Author: Charlotte Powell You don’t need a big sales team to make a lot of money. Small sales teams can perform incredibly well if you get the right balance of skills, motivation, and resources. But how can you go about that? How can you inspire your sales team to go above and beyond? Below, we have seven tips to get you started on boosting the performance of your small sales team. 1.
Connect2Sell
NOVEMBER 27, 2019
Each of us has a preferred style when it comes to conflict. This preference influences how we make decisions and negotiate, too. Knowing and adapting your style can make you more effective, especially when paired with solid critical thinking skills.
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