Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. Executive coaching is estimated to be a $2-3 billion/year global industry. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs.

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

Understanding the Sales Force

APRIL 2, 2018

Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer for Sales. I have data that shows that the very people who don't score well at hunting (reluctant, ineffective or both) also score poorly at Social Selling while those who score the highest for Hunting score higher for Social Selling too.

Social Selling 282

Social Selling Data Social Media Up-Sell 282

The Pipeline

APRIL 3, 2018

By Tibor Shanto. No one like objections, including those who have learned to see objections as a means of moving the call forward, they just understand, appreciate and leverage pushback differently than those who are crushed by the same response. As with most things in sales, we need to manage both the dynamics and the substance of the conversation, delivery and content.

Objections 259

Objections Cold Calling Face-to-face Call-back 259

No More Cold Calling

APRIL 5, 2018

Referral sales is personal … but it’s still business. I recently received the following email: “I finished your book on referral sales last night, and now I’m building my 100 names so that I can ask for introductions to a couple of decent sales reps with some experience selling to my market. I’m also going to ask my network if they know companies in this space.

Referrals 249

Referrals Lead Rank Lead Scoring Scale 249

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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

Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. Executive coaching is estimated to be a $2-3 billion/year global industry. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs.

Sales Coaching 160

Sales Coaching Coaching Hiring Face-to-face 160

Jill Konrath

APRIL 5, 2018

When Todd called me, he was worried. His company was growing. Over the past few years, they'd steadily acquired their toughest competitors. They were now the dominant player in a fragmented market, setting the benchmark against which all other vendors are compared. So what could possibly be going wrong? It turns out, a lot!

Vendor 206

Vendor How To Marketing Company 206

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.

Revenue 206

Revenue Trends Report Data 206

Sales and Marketing Management

APRIL 2, 2018

Author: Theresa Thomas, VP Strategic Solutions, Hinda Incentives Have you ever daydreamed about cloning your top sales performers? Think of it. No more endless recruiting to find a salesperson like Jane who qualifies and closes sales in record time. All your customers would have the pleasure of only dealing with your best of the best. It would spell the end of those awkward review meetings.

Incentives 205

Incentives Incentive Churn Exact 205

Zoominfo

APRIL 2, 2018

Every sales manager wants their team to be successful– but sometimes, that’s easier said than done. Sales reps face a number of obstacles that can keep them from their goals and it’s your job as their manager to help them overcome these challenges. To put it simply, sales reps are only as effective as their managers enable them to be. Today’s post breaks down five ways you can support your sales team to become more productive.

Sales Qualified Lead 207

Sales Qualified Lead Penetration B2B Face-to-face 207

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

Tools

DiscoverOrg Sales

APRIL 3, 2018

“Sales acceleration” is a good buzzword, but all it really means is “sell more, faster” … without saying anything about “How?”. There are a lot of sales acceleration tools out there, but the redesigned DiscoverOrg’s Outreach connector solves some very specific problems: (1) a disjointed sales tech stack, (2) inaccurate, untrustworthy data, and (3) governance practices designed to preserve data quality.

SalesForce 33

SalesForce Data System Sales Operations 33

SBI Growth

APRIL 4, 2018

If you are a sales leader looking to get ahead of the competition, enhancing your personas with pricing metrics could be your secret weapon. According to a recent study, about 1% of B2B SaaS companies can describe their buyer personas.

Buyer Persona 189

Buyer Persona Study Buyer B2B 189

Sales and Marketing Management

APRIL 2, 2018

Author: Jeb Blount There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income. Fact: Most sales professionals are not too keen on prospecting. No surprise there. But great reps suck it up and prospect, prospect, prospect; crushing their numbers as a result. These top-earning sales stars are relentless, unstoppable and obsessive about keeping their pipeline full of qualified opportunities.

Prospecting 198

Prospecting Face-to-face Sales Qualified Lead Channels 198

Zoominfo

APRIL 1, 2018

Though you may not realize it, your sales and marketing database is one of your company’s most valuable assets. When compromised by dirty data, your entire business will feel the impact. In fact, more than 40% of business objectives fail due to inaccurate data ( source ). Worried about data quality? Here are four sure signs your B2B database could use a little help. 1.

Customer 207

Customer Trade Show Buyer Persona Lead Rank 207

Speaker: Jennifer Hodroge, Omni-Channel Strategic Leader, Forrester CX Certified

Marketers know that personalization is the key to engagement—but with limited budgets and time, how do you prioritize what, where, and how to personalize? Aligning your content, campaigns, and buyer experiences requires a deep understanding of customer needs. In this new webinar with expert Jennifer Hodroge, we’ll explore how to leverage insights and customer journey mapping to build personalization strategies that deliver real impact.

Campaigns

MTD Sales Training

APRIL 4, 2018

I met a salesperson on one of our programmes who was really upset that his company had raised his product’s prices by over 3%, and hadn’t given him an explanation as to why. It was simply called ‘an inflationary mark-up’, even though inflation is actually running lower than that figure. His frustration about the situation made me feel sorry for him, as he couldn’t affect the decision.

Margin 163

Margin Guarantee Proposal Call-back 163

SBI Growth

APRIL 6, 2018

Is your marketing organization set-up to win this year and next year? Are your people aligned around the right set of tasks and activities?

Marketing 159

Marketing Campaigns Segment Channels 159

Sales and Marketing Management

APRIL 5, 2018

Author: Charles D. Brennan In his book “Lateral Thinking: Creativity Step by Step,” psychologist and philosopher Edward de Bono states that no matter what happens in a conversation, changing someone’s ideas can only occur when the conversation reaches a threshold of critical thinking. “Lateral thinking is concerned with breaking out of the concept prisons of old ideas,” the author states.

Lead Rank 174

Lead Rank Lead Scoring Journal Survey 174

Zoominfo

APRIL 5, 2018

Most marketers operate under one primary goal– to generate leads for their business. But, if you work in marketing, you know not all leads convert into paying customers. So that begs the question: How do you determine which leads are most likely to become buyers? And, how can you optimize campaigns to generate better leads? Enter: lead scoring. Today we’re telling you everything there is to know about lead scoring – what it is, why it’s important, and how you can implement an effective lead scor

Lead Rank 182

Lead Rank Lead Scoring Sales Qualified Lead Marketing Qualified Lead 182

Advertiser: ZoomInfo

As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play. ZoomInfo CEO Henry Schuck recently broke down specific ways to put four key buying signals into action with the experts from 30 Minutes to President’s Club.

Up-Sell

Hubspot Sales

APRIL 6, 2018

Sales Tips. Generate more leads by keeping track of less-obvious trigger events: Shifts in hiring, leadership change, etc. Make sure you’re accommodating your prospect’s agenda as well as yours. For every two benefits you give the prospect, ask a question confirming you’re on the right track. Listen to an energizing song before you make calls. You can close deals faster by sending your prospects three versions of the contract rather than two.

Hiring 145

Hiring Top of Funnel Call-back Follow-up 145

SBI Growth

APRIL 2, 2018

Sales Operations has a lot to do. But they also have a lot they shouldn’t be doing. A Sales Ops Charter helps the organization know what they can ask for from Sales Ops. It’s like hanging a sign on your.

Sales Operations 159

Sales Operations Sales Analytics Data 159

The Sales Hunter

APRIL 4, 2018

What good is having a sales process if you don’t use it? Not using your sales process is just as bad as not having a sales process at all. How can we expect to be successful as sales professionals if we don’t have a process we follow and believe in? Could you imagine getting on a plane and the pilot saying he or she does not have a plan to fly the plane?

Sales Process 132

Sales Process Sales Qualified Lead Outbound Follow-up 132

Zoominfo

APRIL 4, 2018

Account-based selling isn’t a new concept– but it’s recently exploded as a common practice in sales and marketing circles. Although many predicted the account-based framework would be nothing more than a short-lived trend, it’s actually proven to be a highly effective sales strategy. In fact, 86% of sales and marketing professionals have begun using targeted account strategies to generate new business for their companies ( source ).

Ideal Customer Profile 178

Ideal Customer Profile Account Buyer Persona Lead Rank 178

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Trends

Hubspot Sales

APRIL 3, 2018

Business professionals are busy people, and the last thing they want is an email from someone who needs a favor. Messages like these can be a distraction and burden. That’s why when I network and send outreach emails, I am careful to always ask for advice and not a favor or handout. In fact, as I wrote my new book, Wait, How Do I Write This Email? , a collection of 100+ templates for networking, job search, and LinkedIn, I used this tactic multiple times.

Distribution 145

Distribution Networking Hiring LinkedIn 145

Anthony Cole Training

APRIL 4, 2018

It’s been a few years since I’ve been in a Dave and Busters establishment. There was a time when I would go at least once a year. When I was younger, my source of entertainment was hanging out at sports bars with pool tables, shuffleboards and basketball games. About 25 years ago, that entertainment became watching my kids enjoy the arcade games Dave and Busters offered.

Sales Management 131

Sales Management Sports Sales 131

The Sales Hunter

APRIL 6, 2018

You’re thinking I’m about to tell you what I experienced on a flight. Well, you’re half right. It’s not what I experienced going on in the plane ; it’s about what I experienced going on in my mind. When you’re disconnected from our connected world for 12+ hours, it’s amazing what you can accomplish — or if you choose — not accomplish.

Airlines 105

Airlines Coaching Motivation Strategy 105

SBI

APRIL 4, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Garry Mansfield , Founder of Outside In Sales & Marketing. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Garry: Selling tools from Outside In help B2B sales teams to increase competitive advantage.

Lead Rank 50

Lead Rank Lead Scoring Forecasting How To 50

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SalesForce

Hubspot Sales

APRIL 6, 2018

As a writer for the HubSpot Sales Blog, I'm always crafting new email templates. And my favorite source of inspiration is in HubSpot Sales -- I'll open up "Templates" and browse the real emails HubSpot salespeople are sending their prospects. Not only can I see average open rate for individual templates, I can also gauge their performance by response rate and click rate (i.e., how many recipients clicked on the links within the template).

Hubspot 145

Hubspot Follow-up Resources Case Study 145

John Barrows

APRIL 5, 2018

Be authentic and do what you feel is right, even if it means upsetting your boss. For millions of people, it’s the big dream: Join a small startup. Build it into a powerhouse. Get acquired by a massive corporation — and enter a whole new tax bracket. But all too often when dreams like that come true, they turn into nightmares. That’s what happened to me.

How To 126

How To Banking Negotiation Face-to-face 126

Jeffrey Gitomer

APRIL 3, 2018

Customer service are two of the most maligned words in our language. So often as customers we are disappointed in the service we receive (or the attitude attached to the service) that we go elsewhere. Amazing.

Customer 123

Customer Customer Service 123