Sales and Marketing Management

FEBRUARY 19, 2018

Author: Tony Hughes When I sell, there's usually something nagging at my conscience that I'm avoiding. I start the day and there's someone I'm afraid to call. Maybe the timing isn't right or they're too senior. Shoulda, woulda, coulda, becomes didn't. Yes, I'm human. But to transcend, I use fear as a guide that points me to what I should do next. Repetition is the mother of skill, but it also gives us another profound gift which is the development of 'gut instinct.

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No More Cold Calling

FEBRUARY 15, 2018

Getting past the gatekeeper shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? Because the process has gotten incredibly complicated, even though it can almost be a no-brainer. At most companies, the sales process is a balancing act that doesn’t always work so well. It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees.

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Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

Bernadette McClelland

FEBRUARY 18, 2018

If you want to get lucky in your sales career, then I seriously want you to meet someone. Jill Konrath. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her. What many don’t know is the type of person she is to those who do know her. If her name is not familiar, then let me tell you a story, to put this article into perspective.

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Meeting B2B Sales Leadership Sports 294

MTD Sales Training

FEBRUARY 12, 2018

One of the best salespeople I ever worked with gave me a hint into his working life and what made him so successful. He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. That question struck me because, basically, I hadn’t considered it much before. I used to simply write up my notes, put them on the CRM system and carry on from there.

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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.

Trends

SBI Growth

FEBRUARY 8, 2018

Territory misalignment is one of the leading causes for missing your number. As the Sales Operations leader, your mission is to improve the efficiency of the sales team. Within that charter, along with a lot of other responsibilities, comes territory.

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Territories Sales Operations Ideal Customer Profile Sales 275

The Pipeline

FEBRUARY 13, 2018

By Tibor Shanto. The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it. The murky fluid nature of the grey that is human emotion, clouds objectivity, suppresses logic and nullifies many conclusions derived from reams and mountains of data. While data will paint a great picture, give you viewpoints you may have missed, but data is not fact, statistics are a good indicator, but not conclusive.

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DiscoverOrg Sales

FEBRUARY 19, 2018

Have you ever crafted an awesome email sequence … and watched in disappointment as less-than-awesome results rolled in? High email bounce rates are a campaign killer. We’ve all been there. We’ve bought lead lists and tested them. We’ve seen lists with a 40% bounce rate ( yes, really ), and many others around 15% … but few people in sales and marketing rely on lists alone.

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Bernadette McClelland

FEBRUARY 17, 2018

We’ve seen United Airlines as front page news a while back because a staff member dragged a man screaming from his seat. We’ve seen a toxic culture raise its head in Australian politics not too far in the past with Pauline Hansen calling out a group of children with disabilities as being disruptive to ‘normal’ kids. Surprisingly, we saw Uber’s founder Travis Kalanick, dethroned off the back of a sole blog post from a junior employee in the company, because of his ap

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Sales Leadership Airlines Call-back Face-to-face 281

Score More Sales

FEBRUARY 26, 2018

It’s strange to think that the talk you have going on in your head can and will affect your success in any endeavor – but it’s true.

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Sales Account Strategy 243

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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.

SalesForce

SBI Growth

FEBRUARY 5, 2018

Our guest today is Gabe Larson, the VP of InsideSales Labs for InsideSales.com. Gabe provides a behind-the-scenes look at building and operating one of the best sales development rep teams that we’ve ever had the benefit of examining. InsideSales.com has.

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Zoominfo

FEBRUARY 1, 2018

Millions of companies crowd the B2B universe, vying for the same share of business. As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct.

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The Pipeline

FEBRUARY 20, 2018

By Tibor Shanto. Last week I posted a call for understanding the importance human involvement at crucial times along the prospecting experience. To be clear, this was not an either-or proposition; it was a reminder that the human element plays a pivotal role in success. But when you look at the performance of many reps, it is easy to understand the allure of technology.

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DiscoverOrg Sales

FEBRUARY 6, 2018

B2B sales pros and marketers swim in an ocean of information. A large part of our day is spent trying to find data that is relevant to our jobs, and what we can ignore – because we don’t have time to digest it all. Most businesses agree that data-driven decision making is important, and the vast majority of companies collect data in some form.

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Ideal Customer Profile Data Intent Data Lead Rank 238

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.

Hiring

Bernadette McClelland

FEBRUARY 10, 2018

The alarm buzzed at 5.00am, our daughter knocked on our front door at 5.45am and by 6.00am we were standing in the drizzling rain, in the dark, beside a fire-pit, in our local town of Sunbury, Victoria as a growing crowd gathered to commemorate the 101st Anzac Day. Standing beside us was Sergeant Danielle McClelland, a ten-year veteran of the Royal Australian Air Force, having served in the Middle East, jacket emblazoned with medals she had so aptly earned.

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Lead Rank Lead Scoring Sales Leadership Face-to-face 230

MTD Sales Training

FEBRUARY 26, 2018

No matter how long you’ve been associated with sales, you’ll never know it all. We’ve worked with sales managers and directors who have been involved in sales all their working lives, sometimes over 40 years, and the evidence of bad leadership exists in the wastelands of their past, through poor motivational techniques, overload of their teams and a determination to prove no-one is as good as they are.

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SBI Growth

FEBRUARY 1, 2018

In our customer success engagements, the timing of when to introduce the Customer Success Manager (CSM) is one of the most common questions. You only get one chance to make a first impression. Early engagement of Customer Success professionals accelerates.

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Zoominfo

FEBRUARY 28, 2018

Technological advancements have the ability to transform any industry or job function overnight—including B2B sales. Although these changes are often exciting, keeping up with the evolving technological landscape can feel like a full-time job. If you fall behind on the latest and greatest in technology, you fall behind your competitors. Don’t let this happen to you!

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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.

Sales

The Pipeline

FEBRUARY 6, 2018

By Tibor Shanto. A common question I am often asked about sales is what are the characteristics or attributes of successful salespeople. The potential list of responses is as varied as the number of sellers and potential buyers. Some of these can be learned practiced and mastered; others are less defined, but the best, those worth prioritizing and committing to, are those within your control, where you can proactively and consciously change.

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Coaching Lead Rank Incentives Incentive 247

No More Cold Calling

FEBRUARY 2, 2018

Describe your ideal client. Does everyone know your ideal client profile? That’s the question I asked more than 500 sales pros. Only 25.31 percent answered yes. That means three-quarters of account based sales teams have failed to complete the first step in asking for referrals—making it clear who they want to meet. If people don’t know exactly who your team wants to meet, it’s really hard for them to refer you.

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Referrals Ideal Customer Profile Sales Qualified Lead Top of Funnel 220

Score More Sales

FEBRUARY 1, 2018

Of course, the Super Bowl is “The Big Game” for football fans, but it could also be a big game for you. Just talking about the game could lead to big (or bigger) opportunities if you position yourself appropriately – not just as a fan, but as a leader.

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The Sales Heretic

FEBRUARY 13, 2018

As a salesperson, business owner, or professional, you only have so much time. And if you want to maximize your sales, you can’t afford to waste that precious time with people who are never going to buy from you. Which means you need to figure out—as quickly as possible—whether someone is an actual prospect or [.].

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Prospecting Maximizer Trade Show Cold Calling 218

Speaker: Akeel Jabber, B2B SaaS Investor and Growth Marketer at Horizen Capital

⭐ Are you ready to boost campaign success? Consider the untapped potential of integrating direct mail marketing seamlessly with digital marketing strategies. Combining the physical, tangible impact of direct mail with the dynamic reach of digital marketing can be a game-changer, significantly increasing your ROI when done right. Direct mail grabs attention, making it great for reaching your target audience 📩 Digital marketing keeps the momentum going, driving action 📲 So.

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SBI Growth

FEBRUARY 8, 2018

Joining us for today’s show is Andrea Brody, the Chief Marketing Officer for BravoSolution. Andrea is one of the top B2B revenue generating marketing leaders with a passion for building brands. Andrea has a great story to share with you.

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Marketing B2B Revenue Video 256

Understanding the Sales Force

FEBRUARY 2, 2018

We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve. We hope that training and coaching and sales ennoblement tools will get us there. We have also been told that there is more than one way to skin a cat but it might come as a surprise that there is more than one way to measure the progress being made by your salespeople.

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The Sales Hunter

FEBRUARY 6, 2018

A few weeks ago, I was sitting in an airport (no surprise!) waiting to board my flight, when an inbound inquiry from my website appeared from a person looking to see if I might be the right person for their sales kick-off meeting. The person said I could email them back when it was convenient, […].

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MTD Sales Training

FEBRUARY 14, 2018

It’s not easy these days managing a sales team. There’s the external pressures of competition, legislation changes, the economy, client expectations, product development and the like, along with the internal concerns of salesperson morale, budgets, target-setting, product quality and many other things that can affect performance. So, what should sales managers concentrate on to still maintain some kind of control and bring about results that they are responsible for?

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Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

The Pipeline

FEBRUARY 27, 2018

By Tibor Shanto. The problem with most call scripts salespeople use for proactive direct prospecting is that they are prepared for sellers, by people who are not buyers, and as a result, there is little for the prospect to grab and hang on too long enough to convert to engagement. Most salespeople have never bought their company’s product, in the case of enterprise offerings, they have likely never bought anything of the sort.

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Prospecting Skype ROI Face-to-face 215

Zoominfo

FEBRUARY 22, 2018

The success of a B2B organization is often dependent on the quantity and quality of leads it has access to. As a result, sales and marketing professionals are constantly looking for new ways to improve their lead generation strategies. In fact, 68% of B2B marketers rank “generating high-quality leads” as their top priority for this year ( source ). Yet, despite the exponential growth of social media in the past five years, B2B companies remain skeptical of its effectiveness as a lead generation

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SBI Growth

FEBRUARY 2, 2018

You are one month into 2018. Do you have a plan to hit your 2018 revenue goal? Every sales leader knows the routine. You crushed last year’s number. Your CEO and board repay you with a new, unrealistic revenue goal.

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