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.
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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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.
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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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.
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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
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.
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?
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 [.].
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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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.
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.
Connect2Sell
JUNE 27, 2018
I'm fortunate to be invited to lots of conferences and events as a sales keynote speaker. I get great opportunities to learn from others while I'm at these events. Even before I became a keynoter and regular at sales conferences, I’d go to them whenever I could -- even if it meant spending money out of my own pocket. That's because I see the value in learning from others who are up there on stage.
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.
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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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.
SBI Growth
JUNE 7, 2018
It is essential for organizations to have the most talented people embedded in their businesses. Without their greatest assets, there is risk for major losses across the board. Key elements in preventing such loss are the: Approach Framework Timing of senior talent reviews. Consider.
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 ).
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.
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.
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.
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.
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.
SBI Growth
JUNE 9, 2018
There is an emerging best practice in Key Account Management that successful B2B firms are quickly deploying. The best practice is a “Revenue Desk”. In this blog, I will outline the role of Marketing in this critical new Key Account.
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.
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!
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.
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.
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.
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?
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.
SBI Growth
JUNE 18, 2018
Jeff Bezos is famous for his “customers come first” philosophy. In a world where choices are ample, and the customer rules, Bezos has done amazingly well putting the customer first. He has developed a systematic way to understand and anticipate.
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.
The Pipeline
JUNE 26, 2018
By Tibor Shanto. Last week I looked at the power of the small word ‘NO’ in halting sales, preventing President’s Club, and more; but we looked at it in the context of the prospecting experience, very early in the process. But objections are dynamic, just like the buy/sell cycle, and as such our ability to recognize them and deal with them effectively needs to be as or probably more dynamic.
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