Drift
DECEMBER 18, 2018
1 year ago I did a weird thing… I spent two months going from CEO to SDR. I was CEO of Siftrock at the time and wanted to learn about outbound sales development. So I made myself “interim SDR” for two months and immersed myself into the world of prospecting. My favorite channel: Cold email. As a wannabe SDR, I learned that cold email was 1) Poorly understood by most non-SDRs and 2) very valuable.
Sales Hacker
DECEMBER 19, 2018
The past few years have been rather tumultuous in the digital realm. First came Mobilegeddon in 2015, heralding the end of (desktop) days. And now, we’re dealing with the fallout of the General Data Protection Regulation (GDPR), which officially became the law of the (European) land on May 25, 2018. Are you familiar with it? Are you adhering to it? If the answer is ‘no,’ you’re likely not alone.
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The Center for Sales Strategy
DECEMBER 19, 2018
Coaching is a hot topic! Makes sense. people who use their strengths every day are 12.5% more productive in their work. Any strong manager knows they need to coach their people to maximize their strengths, so they can benefit from that natural lift in performance.
No More Cold Calling
DECEMBER 20, 2018
We need to speak up when people do the right thing. Whether you’re watching the news or perusing social media, you’ll see plenty of stories about people behaving badly, selfishly, or rudely. So, it’s always refreshing to be reminded that the world is also full of kind, compassionate people who go out of their way to help others, even strangers.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
The Sales Heretic
DECEMBER 18, 2018
The Christmas toy, “Elf on the Shelf” has been accused of being part of a nefarious scheme to illegally gather intelligence on millions of unsuspecting families. The controversy erupted when Santa Claus let slip recently that the popular elves don’t actually work for him. “I’ve been keeping an eye on kids for centuries, long before [.].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
DECEMBER 18, 2018
By Tibor Shanto. There a lot of things we want to know about our buyer, role in the company, role in the decision, experience in the industry and their functional role. But there is a fundamental question that salespeople fail to take into account, and if they did, they would find it changes the way they see the prospect, and how the prospects respond as a result and become customers.
Sales and Marketing Management
DECEMBER 17, 2018
Author: Serena Dorf Business-to-business marketing is one of the most challenging facets of the marketing industry. Businesses aren't like retail customers. The requirements in B2B model are different. You deal at a level and the businesses are your core customers. Without taking care of your core customers, your business plans will soon falter, and your brand will suffer.
DiscoverOrg Sales
DECEMBER 18, 2018
You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. These companies had major events – new planned projects and partnerships, rounds of hiring, mergers and acquisitions, funding events … all “triggers” that predict ideal buying conditions.
SBI Growth
DECEMBER 20, 2018
I often meet with clients who tell me that the relationship between their Business Development Representatives and their quota-carrying sales reps (inside and out) is discouraging. I recently sat in on a meeting where the mistrust, finger-pointing and lack of.
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Zoominfo
DECEMBER 19, 2018
As we regularly remind readers on the ZoomInfo blog—the inception of the Internet brought about the sharing of information at a never before seen rate. Not only does this impact our personal lives on a regular basis—i.e. searching for recipes, directions, or new bars to try out. But, it also impacts our professional lives as well—i.e. searching for a question or resource, looking up design templates, or even hunting for the best tips and tricks to complete a task you’ve been handed.
Anthony Cole Training
DECEMBER 20, 2018
One of the keys for more effective selling is going for the ‘no’ early in the sales process. I learned this concept years ago especially when I was vulnerable to ‘think it overs’ (TIO).
Sales and Marketing Management
DECEMBER 17, 2018
Author: Paul Nolan In their new book “Blitzscaling,” Angel investor Chris Yeh and LinkedIn co-founder Reid Hoffman say the first-mover advantage is a myth. It’s all about being first to scale. SMM: Define blitscaling. Yeh: We define it as the pursuit of rapid growth by sacrificing efficiency for the sake of speed in an environment of uncertainty. The reason it’s important is that it goes against the entire history of business, which is really focused on efficiency.
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.
Zoominfo
DECEMBER 17, 2018
There’s no way around it, modern sales organizations need access to high-quality data in order to identify potential customers and engage with key stakeholders efficiently. And, unfortunately, even the most robust data set may not be as complete as you think. As the marketplace becomes increasingly competitive, sales professionals will need a more diverse and comprehensive set of data points to work with—including the subject of today’s post: Company hierarchy data.
Anthony Cole Training
DECEMBER 18, 2018
When a company first starts out, there probably isn’t much of a sales process, or team, in place. The one or two advisors target prospects, introduce them to the company, and close deals according to their own preferred methods. Of course, as the business grows, sales leaders must implement a repeatable, scalable process to turn a trickle of income to a steady, predictable stream.
SBI Growth
DECEMBER 21, 2018
“But wait…there’s more!” We’ve all heard the infomercials with the two for the price of one special. Or the five accessories we theoretically should never need since the first one is supposedly indestructible. All of this for only $19.99 plus shipping.
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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.
Zoominfo
DECEMBER 16, 2018
“Organizations must shift their focus from one-time data cleansing to ongoing data maintenance to turn the tide.” –SiriusDecsions. B2B data isn’t glamorous. Yet, it’s a critical resource for both sales and marketing teams. Unfortunately, even if you invest in high quality data—it decays rapidly as people change jobs, companies go out of business, and mergers occur. .
Jeffrey Gitomer
DECEMBER 18, 2018
"Call me after the holidays" is the second most-heard objection in sales. (First being, "Your price is too high." Third being "I have to think about it."). It comes up year after year and salespeople get frustrated year after year, unnecessarily. Here's how to think about it and here's what to do about it…. Humbug. Salespeople hate holidays. It's an excuse for decision makers to put buying decisions on hold.
Connect2Sell
DECEMBER 19, 2018
Like all managers, Sales Managers encounter 10 Time Thieves that steal precious moments out of every day and impair the managers’ effectiveness.
Sales and Marketing Management
DECEMBER 17, 2018
Author: Paul Nolan Happy 2019! If you’re a reader of mastheads, I’m tempted to say you need to get a hobby. But if you read this issue’s small print, you may notice that this is issue No. 1 of volume No. 100 of Sales & Marketing Management magazine. That means this publication has been published in one form or another by one company or another for a century!
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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.
Zoominfo
DECEMBER 20, 2018
When it comes to maintaining a company’s success, it’s not only essential to hire great employees—but it’s also essential to help your current employees grow and develop over time. And, in today’s hyper-competitive business landscape, the need for an ongoing commitment to employee development is even more pressing. But, maintaining high performance isn’t the only reason to invest in employee development—it will also keep employees satisfied and fulfilled with their careers.
Hubspot Sales
DECEMBER 19, 2018
Today's salespeople are afraid to pick up the phone. Yes, phone anxiety is real. At ValueSelling, we recently conducted a survey on B2B sales reps' top prospecting challenges and found that 50% of sales reps surveyed feared making cold calls. Half of the respondents we surveyed had anxiety about this essential part of their jobs. Perhaps it's generational -- after all, what millennial makes a phone call instead of texting or using social media?
Mr. Inside Sales
DECEMBER 17, 2018
As a sales rep, you need solutions to the problems you face when selling over the phone. You don’t need theory, you need actual word-for-word responses that aren’t salesy. Responses that work. And that’s why my blog has thousands of subscribers and why more and more sales teams are added daily. I thought you’d benefit from my most popular article I’ve published over the last two years.
Sales and Marketing Management
DECEMBER 17, 2018
Author: TIM HOULIHAN Do you avoid team incentives because you are worried about being fair? Are you concerned about rewarding free riders when only a few strong dogs pull the sled? Worry no more. Teams perform better than individuals [ Kuhn, “Experiments on Motivation, Incentives and Rationality” 2007 ], and you and your bottom line can benefit from rewarding teams.
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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.
MTD Sales Training
DECEMBER 16, 2018
What’s the most frustrating barrier that you come up against when you are trying to get the buyer to commit to your solution? If you’re like most people, you probably answered something like ‘indecision on the part of the prospect’. Yes, the prospect being indecisive can be frustrating to you as a sales consultant. You’ve gone through all the reasons that your solution is right for them or their business.
Hubspot Sales
DECEMBER 21, 2018
First impressions matter, and when potential clients find your real estate website , they'll be looking for information about you and your expertise. The best way to share these details is with a bio that provides background on your real estate experience. Why is a bio so important? A study by the National Association of Realtors (NAR) found that 51% of home buyers found their home on the internet.
Grant Cardone
DECEMBER 20, 2018
How pumped are you to make 2019 the greatest year of your life? Personally, I’m ready to destroy 2019 with some of the biggest, most insane goals anybody has EVER set. But if you look around at society, 80% of people will FAIL their New Year’s resolutions by February 15th. And I don’t want you to become a statistic. When you’re goals aren’t big enough, it’s easy to give up on them when the enthusiasm dries up.
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