Bernadette McClelland
MARCH 24, 2018
We’ve more than likely had people in our lives offer us advice or have given feedback that sticks in our mind. Possibly because it was repeated enough times that we had no choice but to remember it, or probably because there was an element of truth behind the message. In my case it was a sales manager who would use the phrase, ‘Attention to Detail’ quite regularly.
Sales and Marketing Management
MARCH 4, 2018
Author: Ajay Gupta It’s well-known that keeping customers is much more cost-effective and profitable than securing new clients. Harvard Business Review estimated that customer acquisition is 5 to 25 times as expensive as customer retention. What’s more, a Bain & Company study found that increasing customer retention rates by a mere 5% boosts profits by 25% to 95%.
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SBI Growth
MARCH 1, 2018
Our guest on SBI TV is Burney Barker, SVP of Worldwide Sales at Gigamon. Follow along as we learn from a transformative global sales leader with success at EMC, Dell, and now with Gigamon. With 96%+ of Gigamon’s revenue coming.
Zoominfo
MARCH 7, 2018
Today is International Women’s Day—a day that celebrates the social, economic, cultural, and political achievement of women all over the world. To commemorate International Women’s Day, we thought we’d highlight some of today’s most influential women in business, and share their message of empowerment. From entrepreneurs to CEOs, to engineers, to world-renowned thought leaders– these women are some of the most admired executives and experts in their industries.
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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.
The Pipeline
MARCH 27, 2018
By Tibor Shanto. “I may make you feel but I can’t make you think” Gerald Bostock. Those of you who have followed Gerald over the years know that he has dabbled in careers from banking to preaching, but had he picked sales as a career, he could have leveraged his observation above and found a stable, rewarding and reliable source of income.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Bernadette McClelland
MARCH 18, 2018
The year was 1986. I had not long gone through a divorce that was quite harrowing and confusing. I was a single mum to a one year old baby girl and had also not long been given a sales trainee role under sufferance, instantly recognising deep down inside, that a huge alignment piece to this jigsaw I had wanted to lay out in front of me, was missing.
No More Cold Calling
MARCH 1, 2018
You can do what the data tells you, or you can do what works. Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? There actually was a time before the internet, before social media, before apps, and before sales technology tools.
SBI Growth
MARCH 28, 2018
In this line of work, I run into many turtles on fence posts. If you have never heard the expression, it refers to a management fable that goes like this: When you walk down the road and see a turtle.
Score More Sales
MARCH 8, 2018
Sales leaders tell us they have a good percentage of reps who are not pulling their weight. Not only are some of their reps not making quota, but they are not working hard. It seems in many cases that they have unmotivated (or de-motivated) reps.
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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
MARCH 7, 2018
It was like losing my favorite pair of gym shorts, forgetting where I parked my car, or not being able to get my computer to restart. The past week presented me with its share of technology challenges. A single instance of my Mac not being able to connect to iCloud had a ripple effect on that and other devices that affected me for a week. But none of those issues bothered me more than what LinkedIn did.
Sales and Marketing Management
MARCH 14, 2018
Author: Sabrina Ferraioli Would you like to increase your company’s profits by 25 percent or more this year? If so, that’s a lofty goal. It may surprise you, however, that to reach that objective, you don’t have to chase after any leads. You don’t even need to land a single new customer. According to a study from Harvard Business School , you can boost profitability by 25 to 95 percent by focusing on current customers and boosting retention rates by just five percent.
Bernadette McClelland
MARCH 11, 2018
(Punch it, Hurb Yo, I don’t think we should talk about this. Come on, why not? People might misunderstand what we’re tryin’ to say, you know? No, but that’s a part of life). So ,just like the lyrics from hip-hop group Salt-n-Pepa, what are people misunderstanding? What are we talking about here? And what’s not just a part of life, but a huge part of business?
No More Cold Calling
MARCH 15, 2018
Remember, prospecting is all about people. You’ve heard it: Television will kill radio. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication. Um, no. Not in your personal life, and certainly not in your lead generation system. B2B selling is all about relationships. Digital technology certainly helps facilitate conversations, but when it comes to relationship-building, technology can also be a hindrance, a distraction, and a crutch.
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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
MARCH 29, 2018
Our guest on SBI TV is Paula Shannon, the Chief Sales Officer at Lionbridge. Paula shares her journey going from a publicly traded company, as a chief sales officer, to a company owned by a private equity firm. She discusses.
The Pipeline
MARCH 5, 2018
By Tibor Shanto. One of the best ways to ensure you maximize your prospecting is to commit to a time in your day or week, where you are doing and thinking about nothing else but prospecting. Most are familiar with the concept of “time blocks” or “chunking,” setting time aside in advance for specific and necessary tasks; I assume that you all agree that prospecting is a necessity.
Understanding the Sales Force
MARCH 19, 2018
Consider how frustrating it is to approach a traffic circle, or as we call them in Massachusetts, a rotary, during rush hour. You very slowly make your way towards the circle in a long line of traffic, attempt to merge into a congested circle, travel around to the other side of the circle, and finally exit the other end. Being a bit impatient, I'm usually screaming to myself, "Come on - don't stop!
Sales and Marketing Management
MARCH 19, 2018
Author: Matthew Sunshine More than 40 percent of salespeople claim that lead prospecting is often more difficult than qualifying and closing the actual deal. This could be why so many salespeople struggle with lead generation and instead spend much of their time on current business. But difficulty and a lack of time are merely surface reasons explaining why sales teams often fail to generate more leads.
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.
Zoominfo
MARCH 19, 2018
Social selling is a sales technique that leverages social networking sites to identify prospects, build relationships, and ideally, close more deals. Social selling is more than just a hot trend, it’s an essential part of the modern sales process. Consider these statistics ( source ): 78% of salespeople using social media outperform their peers. Social selling generates 38% more new opportunities than traditional sellers.
Score More Sales
MARCH 27, 2018
Whether you are new in your sales role or have been in sales for a while, it is easy to get wrapped in in the latest new sales tool that could help you, or that one magic bullet to specifically help YOU in your role.
SBI Growth
MARCH 31, 2018
The diagnostic data summarized in the attached report is from 15 financial service firms who are in various stages of working with SBI. Each financial services company recently assessed their company’s revenue growth capabilities with a Revenue Growth Diagnostic. These.
The Pipeline
MARCH 20, 2018
By Tibor Shanto. Salespeople love numbers, one of their favourite numbers is 80/20. As in “80 percent of support resources are consumed by the 20 percent delivering the lowest revenue; 80 percent of your revenues come from your 20 percent customers”; “the top 20 percent of reps, drive 80 percent of a company’s revenues.” This last one has always amused me, ask a group of ten salespeople about the 80/20 rule, and they all buy in, even while knowing that only two of t
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!
No More Cold Calling
MARCH 29, 2018
One quarter down, only three to go. I’m pretty sure you don’t need me to remind you it’s the end of the quarter, but I’m doing it anyway. If you hope to meet quota by year-end, your most important task is quality lead generation, which requires a quality lead generation process. Of course, pipeline-building is a daily priority, year-round. Yet, it’s so easy to sit back and wait for leads from marketing or SDRs—or even worse, to spend hours sending connection requests on LinkedIn, thinking these
Sales and Marketing Management
MARCH 26, 2018
Author: Peter Gillett, CEO and founder, Zuant. Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. Sure new technologies in other industries can be a little daunting.
Zoominfo
MARCH 18, 2018
If we’ve worked in sales for any amount of time, you know how important sales outreach is. For those who aren’t as familiar, sales outreach is just what it sounds like: The process of reaching out to and engaging with prospects in a meaningful way. The appropriate sales outreach strategy can help your team close more deals and ultimately generate more revenue. .
Score More Sales
MARCH 22, 2018
Have you seen the new documentary called The Story of Sales? It is now viewable through the Salesforce website , who funded the project. There are also some upcoming viewings in cities around the country. I know firsthand how dedicated the interviewers, producer, director and everyone involved in the production were.
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
MARCH 20, 2018
Our guest on SBI TV is Dan Levinschi, the Vice President of Marketing for PandaDoc. Dan is a revenue generating marketer who knows how to quickly transition from marketing strategy to execution. If you prefer to watch a video of.
The Pipeline
MARCH 13, 2018
By Tibor Shanto. Those who are regular visitors to this blog will know that I am a proud card-carrying member of the “Hire Slow – Fire Fast” school of recruitment. No better time to embrace and adopt this philosophy than at this point in the fiscal year. Given that March Break will waste a week, Easter Friday, and a couple of unexpected calls, and Q1 is practically over as you read this.
The Sales Hunter
MARCH 27, 2018
The number of salespeople and companies that share with me how they do not feel their prospecting plan works always amazes me. Then again, I have to admit I am continually assessing my own prospecting plan to determine its effectiveness, too. If we’re not prospecting effectively, then how do we expect to be able to […].
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