No More Cold Calling
DECEMBER 20, 2018
We need to speak up when people do the right thing. Whether you’re watching the news or perusing social media, you’ll see plenty of stories about people behaving badly, selfishly, or rudely. So, it’s always refreshing to be reminded that the world is also full of kind, compassionate people who go out of their way to help others, even strangers.
Bernadette McClelland
DECEMBER 27, 2018
Hello there! With the New Year about to kick off again we may do one, or both, of two things. We may reflect on the year just gone or project on the year ahead. Some of us may reflect and cringe at embarrassing moments we’ve had, hold regrets of what was done or not done, or try to suppress those fears that caused us to self-sabotage. Others, meanwhile, will pat themselves on the back, high-five and with hearts filled with ‘yeah, I did THAT!
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Sales and Marketing Management
DECEMBER 28, 2018
Author: Eugene Eaton Digital technologies enable sales reps to reach the global audiences almost instantly, but they eliminated that much-needed human factor from the sales process. This is why live events still play a major role in today’s business. According to industry reports: 98 percent of users feel more inclined to purchase after attending the activation. 95 percent of marketers agree that live events provide attendees with a valuable opportunity to form in-person connections in an increa
Steven Rosen
DECEMBER 10, 2018
I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be. Here is the question you need to ask yourself. Where does your region fall in terms of sales to quota this year?
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
SBI Growth
DECEMBER 10, 2018
You know the importance of delivering on customer outcomes, while delivering a differentiated customer experience, but you may be struggling with where to start. There are many interesting perspectives on how these two key components work together to deliver Customer.
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No More Cold Calling
DECEMBER 7, 2018
Referrals aren’t favors. Salespeople often downplay the importance of referral networks or just don’t know how to ask for a referral. Don’t get distracted; don’t get embarrassed. Relationships and referrals are what business is all about! When I interviewed Wes, senior vice president of sales for a well-known marketing automation company, I expected to hear all about the advantages of using his technology.
Bernadette McClelland
DECEMBER 31, 2018
Faith is a winner’s game. Fear is a survival game. Fragility is a losing game. Winners, high achievers, go-getters. Have more than belief. They have faith. A knowing … that everything will be OK. That taking both leaps and baby steps. Forward and backwards, Randomly, In the pursuit of change… Is always about growth. Is always about innovation.
The Pipeline
DECEMBER 11, 2018
By Tibor Shanto. There is a lot discussed about how sales and selling has changed over the years, be it the tech around sales, social attitudes changing what is acceptable and what no longer works due to many factors. What is lacking is a discussion about how sales should improve, not only functionally, but how the profession is perceived and valued and contributor to corporate success and social progress.
Steven Rosen
DECEMBER 3, 2018
The Not So Secret Way to Crush Your Numbers. Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program. The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
The Sales Heretic
DECEMBER 18, 2018
The Christmas toy, “Elf on the Shelf” has been accused of being part of a nefarious scheme to illegally gather intelligence on millions of unsuspecting families. The controversy erupted when Santa Claus let slip recently that the popular elves don’t actually work for him. “I’ve been keeping an eye on kids for centuries, long before [.].
SBI Growth
DECEMBER 18, 2018
As a leading CMO, you’ve integrated digital channels into your marketing channel spend to align with how your personas or buyers want to get information. You’ve started measuring the effectiveness of these now institutionalized channels through ROI (Return on Investment).
No More Cold Calling
DECEMBER 13, 2018
No toys at the table! Answer this question: What’s more important than the person sitting in front of you, walking beside you, sharing a meal with you, or sharing your bed? If actions speak louder than words, your phone is more important. If you’re like the average American, the first thing you do when you sit down at a meal or a meeting is put your phone on the table.
Bernadette McClelland
DECEMBER 31, 2018
If you’re wondering… then, yes, this is me getting my game face on and yes, I am wearing an authentic Super Bowl ring. My friend Jen Mueller is the sideline radio reporter for the Super Bowl Champion Seattle Seahawks, part of the Seattle Mariners television broadcast team and also the proud recipient of this classic piece of jewelery. She was officially recognised as an integral part of the team, clearly not for playing, but for a stack of little things like fronting up at all practi
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Understanding the Sales Force
DECEMBER 10, 2018
Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight. During 2008 and 2009 more than half of all US sales reps were missing quota and considering the circumstances, that didn't seem to shock anyone. But during a slow crawl back to respectability between 2010 and 2016, and soaring revenue during 2017-2018, the percentage of reps making quota has not only remained flat, but the pe
The Pipeline
DECEMBER 18, 2018
By Tibor Shanto. There a lot of things we want to know about our buyer, role in the company, role in the decision, experience in the industry and their functional role. But there is a fundamental question that salespeople fail to take into account, and if they did, they would find it changes the way they see the prospect, and how the prospects respond as a result and become customers.
The Sales Heretic
DECEMBER 25, 2018
I enjoy giving gifts. And I enjoy receiving gifts. It’s not my primary Love Language (that would be Physical Touch), but I definitely feel cared about when I receive a gift from someone. Over the course of my life, I’ve been blessed to receive a lot of gifts from a lot of people. One present [.].
SBI Growth
DECEMBER 20, 2018
I often meet with clients who tell me that the relationship between their Business Development Representatives and their quota-carrying sales reps (inside and out) is discouraging. I recently sat in on a meeting where the mistrust, finger-pointing and lack of.
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Sales and Marketing Management
DECEMBER 17, 2018
Author: Serena Dorf Business-to-business marketing is one of the most challenging facets of the marketing industry. Businesses aren't like retail customers. The requirements in B2B model are different. You deal at a level and the businesses are your core customers. Without taking care of your core customers, your business plans will soon falter, and your brand will suffer.
No More Cold Calling
DECEMBER 28, 2018
We’re not obsolete … yet. There’s a saying in B2B sales that people buy with emotion and justify with fact. It’s more than a saying; it’s a fact. Trust is a predominant factor in any buying decision. Two things being equal—and they never are—people buy from those they know, like, and trust. Unless a buyer likes and trusts you, you won’t get the deal.
Understanding the Sales Force
DECEMBER 4, 2018
Becoming a great at selling - or anything else for that matter - is about making adjustments. In order to make an adjustment you need feedback - something you see, hear or feel that informs your ability to adjust. Take Baseball for example. When I watch my son hit he receives instant feedback from every swing of the bat. He usually crushes the ball and that suggests that no adjustment is needed.
The Pipeline
DECEMBER 4, 2018
By Tibor Shanto. I have talked a lot on this blog about the need for sales people to get past or over their product. Yes, your product is important, but in the end, and I am sorry if I am minimizing it for some, just a deliverable nothing more! It may do great things, open many doors, expose abundant opportunities, but there is no denying, that it is something that is delivered after the terms are agreed to.
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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.
MTD Sales Training
DECEMBER 2, 2018
Very often, we see top quality salespeople made up to be sales manager and expected to deliver immediate success, as if they already have the necessary skills to succeed in that role. Think about it; just because they have been successful in one position doesn’t automatically ensure success in another. Many salespeople are excellent at organising themselves, can sell very proficiently and have achieved excellent results.
DiscoverOrg Sales
DECEMBER 18, 2018
You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. These companies had major events – new planned projects and partnerships, rounds of hiring, mergers and acquisitions, funding events … all “triggers” that predict ideal buying conditions.
Zoominfo
DECEMBER 3, 2018
There’s no way around it – prospect and customer data is one of the most valuable assets a B2B organization has access to. Think about it: without accurate information, how can you market, sell, or provide customer service to your target audience? Unfortunately, low-quality data is a real problem for many companies—simply because B2B data decays so rapidly.
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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.
Sales and Marketing Management
DECEMBER 10, 2018
Author: Ryan Myers You don’t have to reinvent the wheel every time you write an email to make it compelling. You just need to clearly articulate your value in a way that’s specific, relevant, and urgent to your audience. Know whom you’re talking to and contextualize your conversations within their respective categories. Be relevant by finding new ways to segment your prospects further and be more specific to particular subgroups — that's how you write sales emails that get responses.
Score More Sales
DECEMBER 14, 2018
Here are 3 tips, 1 quote, and 1 resource to end your week. Hiring tip #1: Does your sales rep / BDR / SDR candidate have the DESIRE & the COMMITMENT necessary to succeed? Hiring tip #2 : Is your sales rep / BDR / SDR candidate TRAINABLE & COACHABLE - they are not the same!
MTD Sales Training
DECEMBER 5, 2018
When someone says “That’s good value!” what do they mean? Well, there are a number of ways of interpreting value and it can mean different things to different people. For some of your customers, it could mean the actual price they are considering paying. For others, it could enhance their overall satisfaction and experience with the products or services.
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