SBI Growth
DECEMBER 13, 2017
Leading Sales Operations is an extremely challenging role. It requires a blend of strategic thinking, process improvement, data analytics and sales acumen. Consider the rapid evolution of Sales Operations, barely a recognized discipline 25 years ago. What was cutting edge five.
DiscoverOrg Sales
DECEMBER 11, 2017
Gender diversity is making headlines these days, as the spotlight shines on the treatment and representation of women in one industry after another. While the issue may seem complicated, the outcome is simple: (1) Companies who recognize the importance of diversity and promote it actively are the inevitable winners in this equation. (2) Those who are unwilling to take an active stance on gender equality will suffer economic consequences.
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No More Cold Calling
DECEMBER 14, 2017
Has digital communication killed traditional sales techniques? A sales VP was frustrated with her account based sales team, as they relied almost exclusively on technology for generating sales leads. Their outreach took too long. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. She finally asked her team: “Did you ever close business over email?
Jill Konrath
DECEMBER 14, 2017
I never wanted to be in sales. I only entered the profession because I had an idea for a business. When I shared it with a consultant , he said it was a good plan and timely.
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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.
Sales and Marketing Management
DECEMBER 15, 2017
Author: Matt Amundson The world of business to business (B2B) selling is like a gridiron. In an environment where the needs, goals and plans of your prospects and competitors are constantly changing, it’s hard to know whether to punt or go for the touchdown. Like deploying a gadget play or the play-action pass, innovations in strategy and technology are often decisive in winning the game.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
DECEMBER 14, 2017
As 2017 comes to a close and we prepare for 2018, there are two things I do each year that have been very popular. The first is to list the most popular articles of the year which I'll share below. And the second is to republish the popular Nutcracker/Sales article for those who haven't read it and those who find value in a reread. I'll republish the Nutcracker article early next week.
MTD Sales Training
DECEMBER 13, 2017
When getting to the closing of a sale, salespeople often start to feel nervous because they feel they may get a rejection or they are putting the buyer under some pressure. So they hold back in asking for the order, or project a nervous attitude so the buyer wonders if they are really making the right decision. Here are some tips that will help you when you get to this important point in the sale. 1) Don’t think of the close as a close !
Sales and Marketing Management
DECEMBER 12, 2017
Author: Dan Seidman How to get smart — even degreed — online. The world is digitizing everything. My brother “Kenny B” was a DJ during the disco era, late 70s to mid-80s. His tools included 33 RPM records where the trick to keeping people on the dance floor (and increasing thirst or drink sales) was to blend songs according to beats per minute (BPM).
SBI Growth
DECEMBER 12, 2017
Joining us for today’s show is Simon Mouyal, the Chief Marketing Officer for Medidata. Simon is recognized as one of the top 100 CMO’s in the world and knows how to make the number. Matt and Simon leverage the How.
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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.
Steven Rosen
DECEMBER 12, 2017
Book Review Millennials Matter: I have been asked by so many senior sales leaders “what is the best way to coach , mentor and develop Millennials?” With so many seasoned leaders retiring at a record pace, they are concerned that many Millennials just aren’t ready to fill the gap by moving into leadership roles. In fact, many of us complain about this generation.
DiscoverOrg Sales
DECEMBER 13, 2017
While we don’t have a crystal ball to see what changes the new year will bring, we have something just as good: Data. And lots of it. By analyzing the biggest IT initiatives, spending trends, and pain points of IT buyers in 2016 and 2017, DiscoverOrg can make some solid predictions for the coming year. And with this foreknowledge in hand, sales professionals, marketers, and recruiters can start 2018 by helping buyers solve real, self-identified problems.
The Pipeline
DECEMBER 11, 2017
By Tibor Shanto. As most of you know I am a regular proponent of making cold calling part of your prospecting mix. Beyond the logic of expanding your tool kit to include all things that lead to engagement, how you engage with your prospects will very much inform and shape the conversation you have with prospects. The dynamics of an inbound call are very different than those on a call that interrupts and disrupts their day, and their current direction.
SBI Growth
DECEMBER 11, 2017
Congratulations! You just landed the VP of Sales Operations role you worked to achieve your whole career. You have toiled through managing different segments of sales operations. Now it is time to put what you have learned into a cohesive.
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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.
Pointclear
DECEMBER 12, 2017
Last week a prospect told me that he needed higher quality leads than were currently being provided by two third-party outsourced solution providers. His definition of a lead was the loosest that I have ever heard. An employee of a targeted company needed only to download some content to be qualified as a lead. It did not matter if they were ready to buy – or even qualified to buy.
The Sales Hunter
DECEMBER 15, 2017
How hard do you push yourself? Being willing to accept average is what destroys the dreams of too many. We can’t allow ourselves to become comfortable with average. When we accept average, we eliminate our opportunity to become significant. Last week I spent 3 days with 19 peers in an intense program designed to help […].
MTD Sales Training
DECEMBER 14, 2017
How do you feel when your manager asks you to do more prospecting? Do you jump with glee at the thought of making several hundred more cold calls? Or do you close your eyes, utter a deep sigh and think ‘why did I choose this profession?’. It’s probably something in between those two extremes, but it’s not difficult to see how you can become excellent at prospecting, especially when sales are dipping or you’re experiencing a sales dip.
SBI Growth
DECEMBER 14, 2017
Joining us for today’s show is Milan Malivuk, the Director of Growth and Acquisition Marketing at Intellitix. We are going to take a deep dive into one of the hottest topics in B2B Marketing: Revenue Attribution. . Simply put, Revenue Attribution.
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.
Pointclear
DECEMBER 15, 2017
Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today. Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director. She’s worked with scores of technology, healthcare, business services and other B2B companies grow their businesses by managing the agile processes that result in high-val
The Sales Hunter
DECEMBER 10, 2017
Don’t take your foot off the gas pedal now. You have a few weeks left in the year, so you need to keep your momentum going with meeting with prospects and closing sales. AND you need to think of next year’s goals. Check out the video to see what I mean: A coach can […].
Mr. Inside Sales
DECEMBER 11, 2017
When was the last time you read the classic book: “A Christmas Carol,” by Charles Dickens? If it’s been a while, I highly recommend it. Dickens is a superb story teller, and there is a reason this is a “classic.”. While reading this, it reminded me of an encounter I had that was a chilling reminder of the bad “Ghost of Christmas Future” I narrowly avoided all those years ago.
Connect2Sell
DECEMBER 13, 2017
Are you making these common mistakes in your sales conversations? If so, you're not alone. But if you can eliminate these common mistakes, you'll stand out and buyers will enjoy meeting with you. Sales conversations aren’t always smooth. That's why buyers avoid them. It's up to sellers to make these conversations more engaging and less awkward.
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
DECEMBER 11, 2017
Gender diversity is making headlines these days, as the spotlight shines on the treatment and representation of women in one industry after another. While the issue may seem complicated, the outcome is simple: (1) Companies who recognize the importance of diversity and promote it actively are the inevitable winners in this equation. (2) Those who are unwilling to take an active stance on gender equality will suffer economic consequences.
The Sales Hunter
DECEMBER 12, 2017
Every time I hear one of the below excuses, I cringe. It’s a shame, because there’s no reason at to feel so negative toward prospecting. The leads we get are not worth anything! Nobody wants to be bugged, so there’s no reason to prospect. I’ll wait for them to call me. I can’t believe they […].
Hubspot Sales
DECEMBER 12, 2017
Sales and business development. Just two different ways to refer to the same activity -- getting your company’s product into customers' hands. Right? Actually, sales and business development should not be considered the same job at all.Instead, think of the two roles as complementary halves of a whole. It’s true that both positions exist to help grow your business, but they achieve this end in different ways.
SBI
DECEMBER 12, 2017
In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Alan Greenhalgh , Chief Product Officer of Vortini. Nancy: Why does the industry need your solution? Alan: We see a number of themes emerge with our customers and in the market more generally. We are constantly asked to demonstrate how they can improve efficiency and drive growth.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
Increase Sales
DECEMBER 14, 2017
Now another simple increase sales leadership question: What is keeping you from changing that one behavior which would improve your results? Here is where as some say the rubber meets the road. Identifying what is keeping us from realizing the change we want requires us to look down deep inside and face the truth. This truth may not be pretty. Sometimes the fear of facing the truth is what prevents us from identifying what is keeping us from those desired results.
Sell Courses Online
DECEMBER 15, 2017
The post Teachable vs Thinkific: The Ultimate (No Fluff) Review appeared first on Sell Courses Online. Teachable vs Thinkific Review Summary. Pricing Site Design & Customization Sales & Marketing Course Delivery & Engagement Customer Support Pricing Site Design & Customization Sales & Marketing Course Delivery & Engagement Customer Support What I like about Teachable vs Thinkific?
Hubspot Sales
DECEMBER 14, 2017
Hiring salespeople is a high-stakes game. The cost of a bad sales hire can average from $25,000 to $50,000, not to mention the less quantifiable damage to team morale and culture. Conventional wisdom suggests that extroverts -- commonly thought of as outgoing and sociable -- would make better salespeople than introverts, who have been popularly represented as awkward in social situations.
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