Bernadette McClelland

JANUARY 14, 2018

We think it’s the company that sells the same as us, Or the paperwork we have to do, Or the meetings we have to run, Or the slackness of our admin team, Or the lack of urgency of our buyers. The real competition is ‘no change’. If we don’t move with times, Predict the future, Be prepared to read and learn, Ask better questions, If instead, we just…” Believe the world is flat, Or smoking won’t kill us, Or mindfulness is for hippies, Or our brains don’t need fuelling, We will become ou

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Competition Decision Maker Sports Sales Leadership 355

Sales and Marketing Management

JANUARY 5, 2018

Opinion: Research shows that millennial cadets' digital skills don't help them on the virtual battlefield.

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SBI Growth

JANUARY 23, 2018

Our guest today is Rob Hornish, the President of Americas Sales for Polycom. Rob has 20 years of sales leadership experience in the high-tech industry sector, with a proven record of building, scaling and developing high performing teams. Rob and.

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Scale Strategy Sales Leadership Industry 321

Steven Rosen

JANUARY 6, 2018

Develop a Coaching Culture. Hi, this is my fifth video on Sales Strategies to Crush Your Sales Numbers, I call it Develop a Coaching Culture. . In the last four video/blogs, I covered: Sales Strategy #1: Upgrading the skills of your front-line sales managers because you have a multiplier effect when their skills get better. Sales Strategy #2 Execute with Excellence because most companies do not execute with excellence.

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Coaching Strategy Video Course 307

Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester

Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!

Intent

No More Cold Calling

JANUARY 4, 2018

What’s your gratitude meter? As we begin the New Year, now is the perfect time to pay attention to what’s most important—the people in our lives. That means our clients and prospects, our families and friends, our colleagues. It’s time we remember the value of getting personal. Think about it this way: We don’t regret the text messages we don’t send or the work we don’t do.

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Referrals Social Media Cold Calling Sales Qualified Lead 287

Bernadette McClelland

JANUARY 20, 2018

And the basics of selling are….? It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. salespeople today don’t execute on the basics. And my response was, what are the basics then? And as would have it on social, there was a plethora of responses, from which I randomly collected this bakers dozen: 1.

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Selling Skills Negotiation Sales Leadership Margin 317

Sales and Marketing Management

JANUARY 1, 2018

Author: Kevin F. Davis In a SMMConnect webinar I delivered to over 100 sales managers recently, I talked about eight instincts they developed as salespeople that are now harming their effectiveness as team leaders. Interestingly, about 30 percent of the participants said that the sales instinct they struggle with the most is “avoiding conflict.”. What does that mean?

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Hiring Webinar Metrics Forecasting Proposal 260

SBI Growth

JANUARY 4, 2018

Did you set the quotas right to drive revenue growth? The purpose of today’s show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas. John.

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Quota Objections Revenue Sales 320

Steven Rosen

JANUARY 3, 2018

If you want to crush your sales numbers Sales Strategy #2: Execute with Excellence is guaranteed to help. Number one, your marketing team is ready to go, they have their strategies, their plans in place and their budgets. As the Head of Sales, you are still in 2017 my friend but you really need to have your head in 2018 deciding what you are going to do.

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Strategy Guarantee Coaching Sales 307

Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com

Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.

Marketing

No More Cold Calling

JANUARY 25, 2018

Sales leaders must take the rap. We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Then we gave them a phone, a list, and, a desk, and expected them to figure out how to book meetings. They ended up cold calling. Frustrated, many of them left, and we started the process again.

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Account Hiring Lead Generation Face-to-face 272

DiscoverOrg Sales

JANUARY 22, 2018

My love of all things college football comes in handy – even when it’s not football season. As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. It works. I consistently gets a response rate of 60% – and an engagement rate of 80%. (Check out my post, How to Heat Up Cold Emails with Personalization.).

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Prospecting Decision Maker Ideal Customer Profile Data 258

MTD Sales Training

JANUARY 4, 2018

Many salespeople ask us for our best tips on how to sell. How do I overcome price objections? What should I do with someone who ignores my emails? These questions and countless others often show salespeople are looking at sales from an old, out-of-date, perspective. These days, it isn’t about how good you are at selling; it’s about how good you are at determining the needs and wants of your buyers.

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Sales and Marketing Management

JANUARY 8, 2018

Author: Jason Kulpa Successful B2B marketing is all about saying the right thing through the right channel at the right time. In fast-paced marketing, the right time usually means right away. According to the Demand Gen Report’s 7th Annual B2B Buyer’s Survey, 97 percent of B2B buyers believe the timeliness of a vendor’s response to inquiries is an important aspect of the buying process.

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Sales Qualified Lead B2B Leads Marketing Qualified Lead 257

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

Sales Coaching

SBI Growth

JANUARY 18, 2018

Top CEOs understand that their role is to provide their company with an executable strategy. Strategy is the allocation of time, money, and people. The best CEOs are masters of where to place bets, invest their time, and divest from.

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Strategy Sales Company 310

Steven Rosen

JANUARY 4, 2018

Invest in Yourself . Like most sales executives you cognitively understand the importance of developing your leadership skills and the advantages of ongoing networking. You find yourself too busy due to ongoing meetings, conferences, telephone calls and emails and you rarely find the time to develop yourself. Reality is, the higher we go in organizations the fewer opportunities there are for networking and fewer people to actually network with.

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Hiring Strategy Networking Coaching 291

Understanding the Sales Force

JANUARY 17, 2018

I was on the way to a meeting and the traffic was stop and go - not moving for a minute, then back up to 30 MPH, and then back to a dead stop. I've been driving since 1972 and have driven in all kinds of conditions. Pitch black on a moonless night on a narrow winding road with no street lights; on a 4-lane highway in white-out conditions where you can't see where the sides of the road are, down-hill on black ice with zero control of breaking and steering; snow-covered, two-lane road with cars st

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Score More Sales

JANUARY 30, 2018

We walk away from sales opportunities every day - abandoned sales opportunities. You do it, I do it, and a few of us have the discipline to identify why our deal didn’t come to closure.

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Opportunity Sales B2B 243

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Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.

Hiring

DiscoverOrg Sales

JANUARY 10, 2018

Account-Based Marketing (ABM) is all the rage in the B2B sales and marketing world … and it’s evolving into something more : Account-Based Everything (ABE) aligns sales and marketing teams with multi-touch campaigns on target accounts. We did an experiment to see just how effective this person-first approach was, using the launch of a new product – an HR dataset – to a market that doesn’t have much experience with our offering – marketing and sales intelligence.

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Account Based Marketing Account Video Decision Maker 46

Sales and Marketing Management

JANUARY 18, 2018

Author: Adrian DeGus When it comes to starting up a company and building a brand, visuals and an overall visual representation of your brand is very important. How your company is perceived depends a lot upon how it's seen. So when it comes to branding your company, first you need to take the time to think about an image for your company, both in branding and an overall visual that gives potential customers a specific perception of what your company offers.

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How To Hiring Social Media Pivotal 253

SBI Growth

JANUARY 19, 2018

You are launching a new product this quarter. As CEO, you ask yourself a question. “How are we going to make the year 1 goal with this new product?”. Here’s an answer based on experience. Don’t over-compensate the Sales team.

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Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance.

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Sales Coaching Coaching Sales Management Study 273

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Competition

Understanding the Sales Force

JANUARY 15, 2018

Last week I wrote about the deep freeze, why prospects suddenly go cold , and how you can prevent that from happening. That article was instantly as popular as any I have ever written. I also posted a 6-minute cold-calling rant on LinkedIn that had more than five-thousand views after just a couple of days. The video, like the article, was about mindset, not scripting and tactics.

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Prospecting Cold Calling LinkedIn Video 237

Score More Sales

JANUARY 10, 2018

It was time to visit a newer client of ours and this meeting would be at least two hours to go over our findings about their sales leadership, sales reps, sales process, and pipeline. Because we leave plenty of time as a buffer so that we are never late to clients, we ended up with thirty minutes to spare.

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DiscoverOrg Sales

JANUARY 25, 2018

As a business grows, the role of the CEO changes. Leaders who are able to evolve their mindset from survival to strategy are a lot more likely to find themselves among those 20% of businesses who survive beyond the first 18 months. It’s a transition Henry Schuck knows well. DiscoverOrg’s CEO has led the company for a decade – since its creation in 2007.

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Scale Hiring Epiphany System 113

Sales and Marketing Management

JANUARY 12, 2018

Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching. A good kickoff successfully blends motivational elements, education, team building and fun – setting the tone and momentum for the year ahead. Here are six secrets to make your meetings a hit and not a miss. Secret 1: Form the right planning committee. It’s easy and tempting to simply repeat the general format and agenda of past meetings.

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Motivation Retention Groups Construction 243

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Buyer

SBI Growth

JANUARY 31, 2018

Our guest on SBI TV is Mike Volpe, the Chief Marketing Officer for Cybereason. Mike is a who’s who among CMO’s. Often called the “godfather of inbound marketing” for his work in taking inbound marketing from an idea to a movement.

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Marketing Inbound Account Based Marketing Sales 296

Steven Rosen

JANUARY 22, 2018

Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance.

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Sales Coaching Coaching Sales Management Study 261

Understanding the Sales Force

JANUARY 3, 2018

I receive so many unsolicited emails each day that it makes my head spin. Most of them, like the cold calls I get, are simply horrible. Delete. Delete. Delete. Junk. Block. Unsubscribe. This week I received the daily double - a cold call with an identical, corresponding email. The email read like this: Hi Dave, I hope this message finds you well. We spoke in the past regarding the copier equipment in your office.

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Cold Calling How To Sales Company 235