Sales and Marketing Management

OCTOBER 6, 2019

Author: Andres Lares According to a US News and World Report study, the probability of attracting a new customer to your business falls between 5% to 20%, while the likelihood of retaining an existing client is over three times that – 60% to 70%. So, where should you focus? The correct answer is striking the right balance between both. But, based on the statistics, solidifying and retaining a strong client base should remain your primary focus, while attracting and winning new business should b

Negotiation 184

Negotiation Proposal Forecasting Objections 184

The Pipeline

OCTOBER 1, 2019

By Tibor Shanto. I have often said that the schoolyard taunt “ sticks and stones can break my bones, but words can never hurt me ,” doesn’t hold up in sales. Words can kill you, your pipeline, and career. We don’t want that, so to help, here are four four-letter words to banish from your sales vocabulary. This will take work, like quitting smoking (how many times have you done that?

Objections 291

Objections Sports Up-Sell Buyer 291

Sales Hacker

OCTOBER 3, 2019

It’s well known that sales coaching can improve revenue growth — by a whopping 16.7%. . Imagine what could happen if you baked coaching into your day-to-day, creating a coaching culture that steadily improves performance and profits. . You can, and you should… Because in addition to driving revenue, a strong coaching culture can improve win rates, elevate team performance, reduce employee churn, and accelerate ramp. .

Coaching 67

Coaching Lead Rank Film Lead Scoring 67

Hubspot Sales

OCTOBER 1, 2019

Between developing a scalable sales process, collecting data, and helping your team sell, it can be hard to properly track your sales team's performance. However, bad data and reporting could result in fewer sales, a decrease in customer satisfaction, and poor decisions. In fact, your sales team could be wasting time chasing poor leads due to bad data.

Examples 106

Examples Data Sales Qualified Lead How To 106

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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.

Sales Process

Sales and Marketing Management

OCTOBER 9, 2019

Author: Mihai Popoaca, Chief Operating Officer, WorldatWork The massive shifts in today’s economy are changing what drives salespeople to be engaged and productive. Incentives and bonuses are just the starting point. To retain top salespeople, we need to change the conversation around rewards and work. . The current model is fraught with competing priorities -- increase revenue and optimize costs, while at the same time hiring, engaging, measuring and retaining a sales force that is motivated b

Lead Rank 254

Lead Rank Incentives Incentive Nonprofit 254

The Center for Sales Strategy

OCTOBER 2, 2019

Today’s consumers are distracted with numerous options and bombarded with loads of information. As a result, they often struggle to find the products or services that best meet their needs. In a rapidly changing industry, tools, and tactics that enabled sales and closed deals just a few years ago don’t stand a fighting chance today. Innovation and agility are keys to staying ahead of altering consumer demands.

Consumer 83

Consumer How To Industry Tools 83

Jill Konrath

OCTOBER 1, 2019

If you’re like most sellers, you envision finding the perfect way to position your products/services. You want ONE perfect phrase that’s so attractive to prospects that they immediately respond to your voicemail or email—literally begging you to meet with them as soon as humanly possible.

Positioning 222

Positioning Prospecting Meeting Sales 222

Anthony Cole Training

OCTOBER 11, 2019

Why do so many of my salespeople fail to perform as expected? It's a loaded question. Or, is it? In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business.

Hiring 132

Hiring Training Banking Consultative Selling 132

SBI Growth

OCTOBER 4, 2019

As Summer wraps up and a successful third quarter draws towards a close, it’s time for sales leaders to start looking towards 2020 and beyond as part of the annual planning process. Amongst the plethora of reports and discussions to.

Compensation 228

Compensation How To Report Closing 228

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.

How To

Sales 2.0

OCTOBER 30, 2019

In my last post I went through the math on traditional cold calling. There’s an alternative way to get meetings with prospective clients, but sales people don’t generally use it. Oddly enough they often do use it when they need a job and in this case they call it “networking”. I had to come up with a cool name for using networking in sales so I call it “social calling”.

Cold Calling 170

Cold Calling Referrals Scale Networking 170

Bernadette McClelland

OCTOBER 3, 2019

OK, I won’t make you read to the end here so comes an early spoiler alert! For Salespeople, that behaviour is Responsibility , and to complete the equation, for the Sales Manager it is Accountability. Both in equal doses! What if I was to tell you the difference between the top 1% of over a million salespeople evaluated and the bottom 1%, 94% of the top 1% of salespeople choose to take responsibility for their results, yet only 20% of the bottom 1% choose to take responsibility for their results

Account 301

Account Sports SalesForce Conference 301

The Pipeline

OCTOBER 3, 2019

The Pipeline Guest Post – Scott Miller. Like most in our profession, I am a big fan of account-based sales and marketing. According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. Account-based isn’t new – but it is en vogue. Quite simply, it is a methodology that focuses on an organization’s sales and marketing efforts on a select number of accounts that are most likely to buy your products and solutions.

Account 251

Account Account Based Marketing Ideal Customer Profile Exercises 251

Zoominfo

OCTOBER 23, 2019

Artificial intelligence may seem like a new edition to the business world– but it’s already transformed the way we sell B2B products and services. Early adopters of AI have achieved significant benefits – including increased efficiency, cost reduction, improved customer experience, revenue growth, and more. But, many businesses still question the effectiveness and practicality of AI.

B2B 247

B2B Telecommunications Forecasting Scale 247

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Trends

Sales and Marketing Management

OCTOBER 14, 2019

Author: Rafael Lourenco When you work for a B2B company, it’s easy to assume that your customers and colleagues make their decisions based only on ROI and other data. However, the higher you move in the hierarchy of an organization, or the closer you get to sales activities, the more your day-to-day life becomes about interacting with people – colleagues, bosses, investors, board members, employees and customers.

Customer 239

Customer Closing Proposal Decision Maker 239

SBI Growth

OCTOBER 2, 2019

You see it all the time. An executive leader is scared to make bold decisions required to grow the firm. We call it “Incrementalism.” They quickly review minor successes of the past year and re-up. The meagerly reallocate funds towards.

Company 262

Company Research Report Data 262

Sales 2.0

OCTOBER 11, 2019

Getting in the door is the #1 problem for most small companies I know. When I first got involved in sales I was a sales engineer. I supported a technology sales force on their sales calls with semiconductor engineers. I always thought I was pretty amazing. When I got to these meetings I had many engaging conversations with these buyers that our sales team did not seem able to handle.

Engineering 262

Engineering Small Business Small Business Banking 262

Bernadette McClelland

OCTOBER 10, 2019

It starts with a feeling. Not a thought. One day something feels NQR. Not aligned to what’s important to you. How do you know when to quit? How do you know when to go again? It’s so easy. Move your hand from your forehead, Put your hand on your gut. Then your hand on your heart. Your body will tell you…. Quit or go again. Don’t overthink things.

Intent 51

Intent Conference Lead Generation Coaching 51

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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

The Pipeline

OCTOBER 9, 2019

By Tibor Shanto. I want to personally invite you to a special and exciting event. A week from today, October 16, and stretching into October 17, I have the honor of hosting this special virtual event. I have the pleasure of working with 12 sales experts with unique, diverse and insightful views on prospecting. Wednesday, October 16, 2019. Lisa Leitch 10:10 AM.

Prospecting 49

Prospecting Sales 49

Zoominfo

OCTOBER 15, 2019

Cold email is one of the most common and tested tactics in a modern salesperson’s repertoire. And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ). Fine-tuning your cold email strategy might not make your open rates skyrocket to 90%, but it can make a major difference.

Top of Funnel 230

Top of Funnel Scale Film Lead Generation 230

No More Cold Calling

OCTOBER 10, 2019

If you’re in data overload, you may not need to be. You’ve heard the phrase: “How do you eat an elephant? One bite at a time.” I know it’s a disgusting mental image, but there’s wisdom in this metaphor. How often do you take on large projects and get mired down in the details—rather than breaking the project into small, digestible, actionable chunks?

Cold Calling 228

Cold Calling Referrals Analytics Data 228

SBI Growth

OCTOBER 1, 2019

Mapping the Customer Journey Is Complex – but It’s Worth the Effort.

Customer 257

Customer Marketing Channels Retention 257

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SalesForce

The Sales Hunter

OCTOBER 4, 2019

This morning, during a call with a business owner, he shared with me about their latest product upgrade. As he talked, I could hear passion in his voice about how his product could help others. Without hesitation, he stated why his solution was better than his competitor’s offering. In this compelling conversation, he convinced me to believe. There is a major parallel between prospecting and leading.

Leads 217

Leads Marketing Qualified Lead Prospecting Conversion 217

Bernadette McClelland

OCTOBER 10, 2019

It starts with a feeling. Not a thought. One day something feels NQR. Not aligned to what’s important to you. How do you know when to quit? How do you know when to go again? It’s so easy. Move your hand from your forehead, Put your hand on your gut. Then your hand on your heart. Your body will tell you…. Quit or go again. Don’t overthink things.

Intent 48

Intent Conference Lead Generation Coaching 48

The Pipeline

OCTOBER 8, 2019

By Tibor Shanto. We all know the expression “the calm before the storm”, but most of us in sales experience the reverse. Selling can feel like the storm before the calm, with the calm is always “just around the corner”. This is always the case in a fast-changing environment, which adds to the storm like conditions. As technology continues to accelerate the pace of advances, other elements of prospecting are not keeping up.

Prospecting 241

Prospecting Call-back Face-to-face Lead Rank 241

Understanding the Sales Force

OCTOBER 1, 2019

You bought a really nice, new, laptop computer and you thought to yourself, "Now I'm all set!" But are you? You needed a case to carry it around, a thumb drive for quickly moving files from your laptop to another, and a printer and if you have a Mac notebook, a port that will serve as adapters to your various cables. These are your accessories.

Sales 208

Sales Pipeline CRM 208

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

No More Cold Calling

OCTOBER 1, 2019

Here’s what you might have missed from No More Cold Calling. Q4 has now begun, which means it’s time to build your sales pipeline for Q1. I know what you’re thinking: “Hold on, Joanne, that’s not how it works.”. Yep, it’s counterintuitive, but Q4 is 25 percent about closing business for this year and 75 percent about building business for next year.

Referrals 209

Referrals Pipeline Sales Qualified Lead Cold Calling 209

SBI Growth

OCTOBER 8, 2019

Earlier this year, SBI consultant Kirk Snider wrote, “the only way to provide a good experience is to listen to what your customer is saying.” In his article, he shares why implementing different, and numerous types of listening paths are.

Marketing 207

Marketing Top of Funnel Customer Sales 207

Sales 2.0

OCTOBER 16, 2019

When I started selling technology I was told to get to the office at 8AM so I could cold call CIOs and catch them before their assistants came in. When I did succeed in catching a CIO on the phone (one in say 50 dials) they nearly all dismissed me as a time waster. In fact, looking back on my efforts, I agree with them. I was a time waster. I didn’t have any knowledge of their organization and issues.

Call-back 199

Call-back Coaching Cold Calling Account 199