Altify

FEBRUARY 27, 2019

I don’t know when exactly it happened, but it definitely happened in the last 15 years – selling changed. While there has always been complexity in business to business selling, the proliferation of information and connectedness amongst people has created a far more sophisticated buyer. Whether you’re buying a 4K TV at your local Best Buy or you’re buying your next enterprise application for thousands of users on behalf of your company, you have access to a wealth of information, you have many c

Revenue 80

Revenue Customer Retention Study 80

Julie Hanson

FEBRUARY 25, 2019

For many of us, bringing a pet, a favorite toy or even person to school for show and tell was our earliest experience using a prop. Why didn’t the teacher just have us tell a story? Because teachers know that a verbal story alone is not enough to hold the attention of a room full of children. While your prospects are likely a bit older, show and tell is still one of the most powerful ways to gain an audience’s attention and improve recall.

Face-to-face 94

Face-to-face Video Sales Industry 94

BrainShark

FEBRUARY 26, 2019

Examples 104

Examples Sales Enablement Sales 104

The Pipeline

FEBRUARY 26, 2019

By Tibor Shanto. While it has been near 40 years that voicemail has been the constant companion to sales professionals, it still seems to challenge many, especially when it comes to connecting with unknown buyers. “How do you get them to call you back and still hold your own?” Most salespeople I speak to, opt out and don’t leave a message the first time to an unknown prospect.

Call-back 262

Call-back Objections ACT Prospecting 262

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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.

Trends

Jeffrey Gitomer

FEBRUARY 27, 2019

From Mindful to Mindset, Part 2. MINDSET is preceded by MINDFUL. Mindful, or self-mindfulness, is the first, and most important step to your mindset. Positive outcomes start with MINDFULNESS, not MINDSET. Here are the elements and actions needed for Mindful that set the stage and the tone for Mindset. Mindful of your space to set your mind – comfort, quiet, distraction free, alone.

Positioning 259

Positioning Banking Exercises Intent 259

SBI Growth

MARCH 1, 2019

It’s Sunday, April 14th. It’s no ordinary Sunday. Today is the final round of the Masters, and Tiger Woods is in contention. The fans have showed up in the thousands at Augusta National to witness history. After a converting a.

Segment 237

Segment Revenue Ideal Customer Profile Territories 237

No More Cold Calling

FEBRUARY 28, 2019

If you don’t ask, you don’t get. Two colleagues complained they were so involved in their work, they didn’t have time to prospect. One guy even said he was thinking of cold calling (shudder) and doing more marketing. Why didn’t he think to ask for referrals? That’s a rhetorical question. I already know the answer. People are so focused on their projects, and they don’t make time to prospect.

Referrals 233

Referrals Lead Gen Social Media Cold Calling 233

Jeffrey Gitomer

FEBRUARY 27, 2019

From Mindful to Mindset, Part 1. The personal development buzzword for the last decade or so has been MINDSET. Here’s a bit of history and explanation…. NAPOLEON HILL is the grandfather of MINDSET. His definition was “concentration” combined with the elements of enthusiasm, self-confidence, a chief major aim, and providing more service than you are paid for.

Positioning 234

Positioning Study Groups Examples 234

Sales and Marketing Management

FEBRUARY 25, 2019

Author: Jennifer Tomlinson Consumer choice has never been greater. In fact, you can expect 30,000 new products to hit the market each year. With competition so immense, and the chances of failure so high (at a rate of 95 percent, to be exact), attention should be paid to delivering value to your target audience. One of the most effective ways is to focus on your value proposition.

Lead Rank 214

Lead Rank Lead Scoring Consumer Exact 214

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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

SBI Growth

FEBRUARY 26, 2019

Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO. Understanding market opportunity and market dynamics is critical. It informs how to make investments in people, time and money. Geographic growth opportunity Industry/Vertical market.

Segment 204

Segment Study Analysis Marketing 204

The Sales Heretic

FEBRUARY 26, 2019

Companies spend thousands—even millions—of dollars every year training their salespeople and sales channels on the minutia of their products and services. In fact, many companies use the term “sales training” when what they really mean is “product training.” And that’s a mistake. Because product knowledge is not enough. If product knowledge was all that mattered, [.].

Channels 204

Channels Training Company Benefit 204

Connect2Sell

FEBRUARY 27, 2019

Now that we’re more than halfway through this CONNECT2Sell series on how to become a more memorable as a seller, be sure to go back and catch up on any posts you’ve missed. We’re covering 12 different ways you can make a lasting impression with buyers. The benefits for you of becoming more memorable include differentiation, competitive advantage, confidence, getting more referrals, and making more sales.

Buyer 203

Buyer How To Referrals Benefit 203

Sales and Marketing Management

MARCH 1, 2019

Author: TIM HOULIHAN There were a few things that struck me as being relevant that didn’t quite make it into the print version of my article on elevating your customer experience. In this case, they’re like the cattle that couldn’t be brought back into the herd before the gates closed on the corral. They’re still out there and they’re still relevant and they are shared here in hopes you’ll benefit from them.

Trends 205

Trends Ideal Customer Profile Customer Face-to-face 205

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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.

SalesForce

Score More Sales

MARCH 1, 2019

Do you have these five components as a sales manager? It takes much more to be successful, however these five areas make up what Objective Management Group calls the Will to Manage Sales.

Groups 201

Groups Objections Sales Sales Management 201

SBI Growth

FEBRUARY 25, 2019

Too often marketing leaders focus their digital initiatives on one thing: lead generation. So, if you’re like most CMOs, you’re investing a lot of time and energy into your website, marketing automation platform and maybe some tools to provide enhanced.

Energy 196

Energy Lead Generation Marketing Top of Funnel 196

Mr. Inside Sales

MARCH 1, 2019

Want to know a secret about objections ? There are really only two types: Real concerns that need to be addressed, and, once you do, you can then close on, and, Smokescreen objections hiding something else (like the real reason your prospect isn’t buying). Now here’s the trouble for many sales reps and teams: The most frequent objections they get are smokescreens and yet they try to overcome them as if they were real objections.

Objections 195

Objections Inside Sales Closing Prospecting 195

MTD Sales Training

FEBRUARY 26, 2019

Sales is a complicated, never-ending process of building relationships with prospects, building trust, answering questions, and moving the whole procedure through to the commitment stage. Your sales process is the formula that keeps you ahead of the game and allows your customers to make decisions that are in line with their concepts of success. Your sales processes need to be updated regularly, because your customers will always be changing their expectations of what quality of service and prod

Sales Process 185

Sales Process Decision Maker Cold Calling Buyer 185

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

Sales and Marketing Management

FEBRUARY 26, 2019

Author: TIM HOULIHAN In a 2018 survey, Bain & Company discovered that 80 percent of companies believe their customer experience is not only better than average, it’s “superior.” The trouble is that in the same survey, only 8 percent of customers believed they were receiving a superior experience. The customer experience is critical to ensuring long-term, profitable relationships, and 57 percent of companies have made customer experience their top priority, according to the Data & Marketi

Customer 168

Customer Sales Qualified Lead Insurance Insurance 168

SBI Growth

FEBRUARY 28, 2019

The CMO who exclusively focuses on new lead generation is falling behind the market, their competitors, and their peers. This myopic view only focuses on one stage of the Customer Lifecycle. Conversely, revenue driven CMOs are making massive impacts to.

Customer 174

Customer Lead Generation Revenue Leads 174

Zoominfo

FEBRUARY 25, 2019

Marketers constantly adjust to new content trends and try new tactics to increase the effectiveness of their marketing initiatives. But, new content is only one piece of the content marketing puzzle. The content you created in the past ago doesn’t disappear just because it’s no longer relevant or timely. In fact, out of date content can negatively impact several different aspects of your marketing program—and many marketers don’t even realize it.

B2B 130

B2B Webinar Metrics Scale Fashion 130

Anthony Cole Training

FEBRUARY 27, 2019

Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running. In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.

Objections 134

Objections Account Sales Process Prospecting 134

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!

Call Monitoring

Sales and Marketing Management

FEBRUARY 28, 2019

Author: Jason Loh Every chef has their secret sauce. For some it’s an actual product: a unique amalgam of ingredients no other chef has yet discovered or marketed. For others, “secret sauce” designates less a specific concoction, but instead an approach to the craft – a body of experience and intuition that shapes a chef’s strategy for every dish they cook.

Strategy 149

Strategy Marketing Incentive Incentives 149

DiscoverOrg Sales

FEBRUARY 26, 2019

Cat Meme Queen, CEO at Catmom3.com : That’s a potential title and email domain that could be entered into your web form fill to get that ebook or whitepaper you promised. THEY get a free ebook. And YOU get bad CRM data, killing email deliverability, wasting your reps’ time, skewing your analytics, and costing you money. We’ve all done it. We didn’t want our names on someone’s email list, so we typed in a favorite video game character, a poop joke, or threw our cat under the bus.

Data 120

Data CRM Lead Rank Lead Scoring 120

John Barrows

FEBRUARY 25, 2019

I couldn’t be more excited for SalesLoft’s upcoming Rainmaker19 conference held in Atlanta on March 11-13th. This is one of my favorite conferences of the year put on by one of my favorite companies. Their CEO Kyle and I connected back in the early days of both our businesses and I’ve been a huge fan of him and the company he has built ever since. They just do things right.

Conversion 126

Conversion Conference Scale ROI 126

Openview

FEBRUARY 25, 2019

Growing a business can often create a complicated conundrum for entrepreneurs: How do we get the people who have what it takes to help us believe in our mission enough to take a risk and join the cause? This situation can often lead us to do some questionable stuff – like biting off more than we can chew to get them on board: Bigger titles than they’re ready for or we can support.

Hiring 131

Hiring How To Scale Comparison 131

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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

Sales

Sales and Marketing Management

FEBRUARY 26, 2019

Author: Paul Nolan Jeffrey Gitomer wants every sales professional to spend three months selling in New York City and tell him how that works out for you. SMM: Your latest book, “Sales Manifesto,” is all about the drastic changes to the sales process and how to adapt. Is this a direct result of technology? Gitomer: I think it’s more information related.

Face-to-face 149

Face-to-face Cold Calling Hotels Survey 149

Hubspot Sales

FEBRUARY 28, 2019

Whether you're setting personal or business goals, you likely created a plan to achieve them. Without clearly defined steps, it can be difficult or even discouraging to tackle the goal you've set. One example of a situation where planning and strategy come in handy is during a job search. Let's say you've spent weeks or months scouring the internet for a new sales job, but none of the job postings seem to match your skill set or career interests.

Hiring 130

Hiring Enterprise Enterprise Objections 130

Zoominfo

FEBRUARY 27, 2019

The art of the sales pitch has drastically changed in recent years. Technological advances have allowed your buyers to access more information than ever before. And, as a result, most are already educated about your products and services. In fact, experts estimate that 50%-90% of the buyer’s journey is complete before the buyer even speaks to a sales rep ( source ).

Scale 100

Scale B2B Guidelines Case Study 100