DiscoverOrg Sales

JUNE 6, 2018

You already know how to recruit active candidates. They’re easy to find. They’re the ones with the ready-to-go resume and up-to-date website. They’re attending networking events, following your company on social media, and applying for your open positions. However, if your active candidates are not the right candidate, recruiters have to go beyond those seeking employment now to strengthen their company’s workforce – by building a pipeline of passive job seekers.

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Hiring Networking Positioning Compensation 230

Sales and Marketing Management

JUNE 25, 2018

Author: Tony Hughes You may be struggling thinking, "What on Earth am I doing, I hate this job!". I know, you fell into sales, and perhaps from there, sales management. I think of what powers me to prevent burnout and I think of these five words. So I want to deconstruct each one as an emotional manual for sellers in this quick post in reverse chronological order.

B2B 319

B2B Banking Conference Decision Maker 319

No More Cold Calling

JUNE 7, 2018

Because what you’re already doing isn’t working. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. I’ve just returned from three conferences, and the #1 challenge I heard sales pros repeat again and again was how to get leads in the pipe. Everyone complained that they didn’t have enough leads, or at least not enough qualified leads.

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Referrals Sales Qualified Lead Leads Marketing Qualified Lead 276

Zoominfo

JUNE 6, 2018

In today’s digital world, recruiters use a variety of platforms for candidate sourcing. But, there’s one place that nearly all applicants will end up: The career page on your company website. In fact, recent studies show that 77% of job seekers visit company websites to look for jobs, and career sites are the top source of hires at 27.35% ( source ).

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Hiring Google Analytics Analytics Engineering 250

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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

Understanding the Sales Force

JUNE 4, 2018

In my most recent article, I shared data that showed a chain reaction would occur when salespeople have more than one major weakness in their Sales DNA and the second major weakness is their tendency to become emotional. As a trigger, the first major weakness causes the salesperson to become emotional, at which time their listening skills become compromised.

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Data Study LinkedIn Sales 242

DiscoverOrg Sales

JUNE 13, 2018

“When I first started at DiscoverOrg two years ago, I joined a group of six other Sales Development Reps (SDRs). We were all green to the role and new to sales in general. We had a team lead, whose job was daily cheerleading – but the role of ‘manager’ on the Inbound team didn’t exist.” This is a story we tell to all new hires , to show how quickly we have grown and how far we’ve come.

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Lead Rank Inbound Lead Scoring Sales Qualified Lead 276

Steven Rosen

JUNE 20, 2018

What is Leadership Coaching? Leadership coaching is the fastest growing phenomenon today! Leadership coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Leadership coaches lead their clients towards the fulfillment of specific professional goals. Today’s executives are experiencing unprecedented change.

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Coaching Lead Rank Face-to-face Sports 232

No More Cold Calling

JUNE 22, 2018

Check out my NEW online sales training course on LinkedIn Learning. It was time. Time to make my introductory referral program accessible to as many sales organizations as possible. I couldn’t decide on the best platform. Then a colleague suggested LinkedIn Learning, a new platform for online sales training. I checked out the platform and spoke with a colleague who’s already a LinkedIn Learning instructor.

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Referrals Closing Cold Calling Lead Generation 97

Zoominfo

JUNE 13, 2018

Social media has completely transformed the way people interact with each other—including the way sales professionals interact with customers and prospects. Social selling is one of the hottest trends in the business world, yet many sales professionals remain skeptical of its effectiveness. But, take one look at these statistics and you’ll see that social selling produces serious results ( source ): 78% of salespeople using social media outperform their peers.

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Social Selling Social Media Channels Media 244

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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.

Sales Management

Understanding the Sales Force

JUNE 6, 2018

I can't remember a spring where the pollen was worse than in 2018. You go to the car wash and an hour later your beautiful car is covered in yellow crud and you're out $20. A waste. Perhaps you have an irrigation system with a rain sensor that tells the controller that your lawn and flower beds don't need to be watered today because it is pouring outside.

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Data CRM Distribution Study 233

Sales and Marketing Management

JUNE 1, 2018

Author: Paul Nolan Compelling stories gain the trust and understanding of others, and make them open to new ideas. Stop selling products or services and start selling stories. Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. But where to begin?

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Marketing Telemarketing Scale Education 226

The Sales Heretic

JUNE 19, 2018

You already know that effective follow up is crucial to closing sales. But how can you follow up with prospects without annoying them to the point where they scream, “Leave me alone!” The key is to deliver value in your follow up efforts. Provide your prospects with information, entertainment, or other items of value to [.].

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Sales 2.0

JUNE 23, 2018

When you send a prospect an email or leave them a voicemail what do many of them do? They Google you (as well as your company.). As you know, buyers are seriously concerned about burning their time these days. If you happen to pique someone’s interest with your brilliant email or voicemail they are likely to vet you before they call you back and invest their precious time.

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Google Twitter LinkedIn Buyer 220

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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

No More Cold Calling

JUNE 14, 2018

Salespeople are only as good as the people they know. When is it time to toss the technology and start talking to people? When internet leads and a call script no longer reap new business. When it interferes with the most powerful tool in your toolbox—you. Don’t get me wrong. There’s a lot of great sales technology out there, and it would be dumb for sales reps not to use it.

Referrals 220

Referrals Networking Oracle How To 220

Zoominfo

JUNE 10, 2018

As a B2B sales rep, you already know objections are an unavoidable part of your job. Yet, as we explained in a recent blog post , there are many tips and tricks sales reps can use to bypass common objections during the sales cycle. Research shows price objections are the number one objection sales rep face—but half of all price objections are phony ( source ).

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Objections Case Study Face-to-face Study 239

The Pipeline

JUNE 5, 2018

By Tibor Shanto. Ten years ago I got involved in a project that eventually led to me co-authoring what became an award-winning book, Title. A lot has changed in 10 years, including how I view trigger events, their limitations, and how you can take some basic concepts, update them to give you a much more powerful way to engage a wider range of buyers than presented in the book.

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Quota Buyer Competition Objections 131

Sales and Marketing Management

JUNE 19, 2018

Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” But too many salespeople today forget that this question comes from the customer’s point of view, not their own. Want proof of this attitude reversal? Look no further than a recent DiscoverOrg study on buyer personas. The study’s eye-opening findings include the fact that only 35 percent of salespeople were rated “good” or “excellent”; by contrast, 65 percent received

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Referrals Journal Buyer Persona Study 219

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!

Call Monitoring

SBI Growth

JUNE 29, 2018

Sales 218

Sales Strategy 218

Understanding the Sales Force

JUNE 25, 2018

Last week I wrote a revealing article which showed that Sales Managers are even worse than I thought when it comes to coaching their salespeople. That article stimulated this great conversation on LinkedIn. Following that article I dug further into the same 9,000 rows of data to look at the role that tenure and experience have on sales management effectiveness.

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Sales Management Data Coaching LinkedIn 214

DiscoverOrg Sales

JUNE 19, 2018

Let’s agree that the goal of your marketing team should be to help your sales team. Sound good? Awesome. But as sales professionals, how can you feed your sales intelligence in to your marketing team and how can they use that intelligence to better help you close sales? To improve quality of marketing leads, here are three key pieces of information sales must share with the marketing team: Raw feedback from customers and prospects.

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Buyer Persona Marketing Collateral Scale 214

Zoominfo

JUNE 17, 2018

Nothing captivates an audience like a great story– no matter what industry you work in. In the marketing world, brand storytelling refers to campaigns that use creative narratives to showcase a brand or product. Effective storytelling provides human context to your brand and allows you to connect with your audience on a more emotional level. Brand storytelling is a staple of B2C content marketing, but it’s less common in the B2B world.

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Examples B2B Microsoft Telecommunications 237

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

JUNE 12, 2018

By Tibor Shanto. No doubt addiction is a terrible thing, regardless of whether one is addicted to drugs or any dependency addicts struggle with, it has a heavy human toll, both on the victim, those around them, and the unintended devastation experienced by those who depend on the addict. In the mid-West, this addiction is to opioids, in Sales the addiction to ‘product’ is as severe and crippling.

Objections 205

Objections Buyer Face-to-face Sales 205

Sales and Marketing Management

JUNE 28, 2018

Author: Glenton Davis Today’s consumer has access to more knowledge than ever before, adding a burden to businesses to provide truly innovative products and services — and for sales teams to understand their companies’ offerings in a deep and informed way. From casual browsing to thorough research, online exploration occurs well before customers meet a salesperson.

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Buyer Guidelines Insurance Insurance 209

SBI Growth

JUNE 23, 2018

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Territories How To Sales SalesForce 216

Understanding the Sales Force

JUNE 18, 2018

When you watch the news these days, it seems like all you hear is Russia, Immigration, North Korea, FBI, DOJ, liars and leakers, and the latest celebrities to be disgraced by their behavior. You would think there wasn't anything else going on! You might be having a similar experience with my recent articles as I have been sharing lots of data about salespeople - to the degree where you might think that nothing else matters.

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Data Sales Management Coaching Sales 214

Speaker: Jeff Tarran, COO, Gunderson Direct & Margaret Pepe, Executive Director of Product Management, U.S. Postal Service

Learn the secrets to direct mail success for growth marketers! Industry veterans Jeff Tarran and Margaret Pepe are here to delve into how direct mail has completely evolved in recent years, and has rightfully earned a seat at the table alongside the email and digital marketing plans of SMBs, enterprise companies, and agencies as they look into strategy for 2024 and beyond.

Direct Mail

MTD Sales Training

JUNE 6, 2018

You know well how customer don’t buy on price alone. The risk that is taken when they buy the cheapest option is sometimes too great and so other components are taken into account when decisions are made. We often say that we should sell the concept of value, as it appears in the eyes of the prospect. But how can you generate that value? How do you know what would be valuable to a client?

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Customer Up-Sell Competition Benefit 203

Zoominfo

JUNE 4, 2018

B2B marketers beware: Marketing vanity metrics are easy on the eyes but only skim the surface when it comes to actual value. Although vanity metrics make you feel good about your marketing efforts, these surface-level metrics only reveal part of the story. But, fear not dear marketer! If you turn your attention to the metrics that matter, you can improve your marketing strategy and communicate the important insights to leadership.

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Social Media Marketing How To Campaigns 234

Connect2Sell

JUNE 13, 2018

This is a message for sellers who sometimes feel like they have to set their own values and standards aside in order to do the work of selling. What you need is a Sales Philosophy.

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Sales Sales Leadership 201