Sales and Marketing Management
MARCH 4, 2018
Author: Ajay Gupta It’s well-known that keeping customers is much more cost-effective and profitable than securing new clients. Harvard Business Review estimated that customer acquisition is 5 to 25 times as expensive as customer retention. What’s more, a Bain & Company study found that increasing customer retention rates by a mere 5% boosts profits by 25% to 95%.
Zoominfo
MARCH 7, 2018
Today is International Women’s Day—a day that celebrates the social, economic, cultural, and political achievement of women all over the world. To commemorate International Women’s Day, we thought we’d highlight some of today’s most influential women in business, and share their message of empowerment. From entrepreneurs to CEOs, to engineers, to world-renowned thought leaders– these women are some of the most admired executives and experts in their industries.
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Connect2Sell
MARCH 7, 2018
Everyone sells. You’re selling ideas, decisions, vision, and more every day even if sales is not your chosen career. Or maybe you are in a sales role but feeling a little uncomfortable with some of the “sales-y” things you think you’ll have to do. These selling tips – based on research with buyers and stories from sellers - will give you a different way of approaching sales.
Score More Sales
MARCH 8, 2018
Sales leaders tell us they have a good percentage of reps who are not pulling their weight. Not only are some of their reps not making quota, but they are not working hard. It seems in many cases that they have unmotivated (or de-motivated) reps.
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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.
Understanding the Sales Force
MARCH 7, 2018
It was like losing my favorite pair of gym shorts, forgetting where I parked my car, or not being able to get my computer to restart. The past week presented me with its share of technology challenges. A single instance of my Mac not being able to connect to iCloud had a ripple effect on that and other devices that affected me for a week. But none of those issues bothered me more than what LinkedIn did.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
MARCH 7, 2018
Author: Gregg Schwartz Many people think sales management is complicated and mysterious, that there's some unknowable process to becoming a great sales manager, or that great sales managers are born, not made. It's true that talent and hard work and people skills are all part of the mix of succeeding as a sales manager, but for many of the best sales managers, success is a matter of choice.
Bernadette McClelland
MARCH 4, 2018
I read an article the other day, well it wasn’t an article, it was a bit of banter on LinkedIn, and a question was posed as to why only 20% of salespeople make quota. And seriously, the answers that came back and who they came back from, caused me some concern. And for a couple of reasons: 1. Because they were from sales leaders and. 2. Because they were from salespeople.
Zoominfo
MARCH 5, 2018
It’s no secret, sales and marketing teams don’t always work well together. In fact, research shows that 53% of sales professionals are unhappy with the support they get from marketing ( source ). This disconnect between departments often happens when alignment between the two teams is less than stellar. Sales and marketing alignment not only improves the relationship between departments, but it also boosts sales productivity and overall results.
The Sales Hunter
MARCH 6, 2018
It’s a rare person who wakes up in the morning excited to do nothing but prospecting. It’s even rarer to find a person who enjoys doing it day after day, week after week. The average person would call that the definition of insanity, but give me three minuetes and I’ll try to get you past […].
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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 and Marketing Management
MARCH 8, 2018
Author: Tim Houlihan Is HR telling you your millennial sales reps don’t like their incentive plans? Are you really going to have a different incentive for the 26-year-old white female than the one for the 45-year-old Asian male? Fact: Reps are complex and the psychological underpinnings that lead them to engage change over time and under different situations.
Jill Konrath
MARCH 6, 2018
After going through a difficult period in my personal life, my work habits had deteriorated pretty badly. I knew it was time to turn things around again, but darn, it was so freaking hard.
Zoominfo
MARCH 4, 2018
Today’s customers are faced with hundreds of different buying options. While this undoubtedly makes for an ideal buying situation, it makes the job of a marketer significantly more difficult. Think about it: When a consumer is constantly presented with hundreds of different brand messages, how can you cut through the noise to capture their attention?
SBI Growth
MARCH 8, 2018
Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs a CFO can use to assess their GTM plan.
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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.
Sales and Marketing Management
MARCH 8, 2018
Author: Jim Valenti, Raul Garcia When it comes to rewards, an individual’s life stage dictates what drives them. Google “Millennial generation” and you’ll get over 28 million hits. Business began thinking about Millennials long before they first entered the workforce around 2000. And with good reason, they are the largest, most diverse, highest-educated and arguably the most connected generation America has ever produced.
No More Cold Calling
MARCH 8, 2018
There’s something to be said for the “woman’s touch” in sales. I was called out on Twitter by someone challenging my post about why women excel at sales. This person implied that I was smoking some funny stuff or lived in a state where weed is legal. He was right about my state, but wrong about my state of mind. Women generally rock at sales, and that’s a proven fact.
Zoominfo
MARCH 8, 2018
So you’ve heard the news—the General Data Protection Regulation—or GDPR—goes into effect on May 25 th , 2018. But, what does GDPR really mean for you, your business, and your customers? If you’re still not sure, today’s blog post is for you. Keep reading as we break down some of the biggest questions surrounding GDPR and give you important pointers about GDPR compliance.
SBI Growth
MARCH 6, 2018
Our guest on SBI TV is Ryan Leavitt, the Chief Revenue Officer for LearnCore. Ryan is a serial entrepreneur who knows how to drive revenue growth which is the lifeblood of an emerging business. I can’t think of a better.
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.
Sales and Marketing Management
MARCH 7, 2018
Author: Tim Houlihan Kurt Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm that needed to revamp their sales incentive trips. The firm historically offered lavish trips to exotic destinations for top performers and their guests and usually included some senior executives to rub shoulders with. The trips were pure fun with virtually every imaginable expense covered by the company.
Sales 2.0
MARCH 7, 2018
I just finished reading The Challenger Sale. (I know, a bit late but finally done.). I have to go back and find where they decided to name the type of sales person that is most successful these days “challenger” I suspect there was some good debate on that name. The prospecting approach recommended in the book could probably better be called “insightful” or “insight-based” or something like that.
Zoominfo
MARCH 6, 2018
Although the new year has come and gone, it’s time to check in on any resolutions you set. Whether you resolved to eat healthier or to schedule a few extra workouts each week, it’s important to stop and evaluate your progress every now and then. The same can be said for those marketers and sales professionals who resolved to keep their business database healthy.
SBI Growth
MARCH 9, 2018
Joining us for today’s show is Hassane El-Khoury, the CEO of Cypress, the leader of the semiconductor industry. Hassane’s mission is to establish Cypress as the global supplier of choice for innovative companies in high-growth markets. Cypress is leading the industry.
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!
Sales and Marketing Management
MARCH 8, 2018
Author: Tim Riesterer “But how do we sell in this situation?”. Research has a way of begetting more research. As soon as we conduct a study that illuminates how to address a certain moment in the purchase cycle, another customer comes along wondering how to handle a different selling scenario. Once our research revealed the best message for when you’re the outsider trying to defeat the status quo (“why change?
The Sales Hunter
MARCH 4, 2018
Do you know the secret of accelerated growth? Well, it’s not really a secret. You have to learn to motivate yourself. Today’s expectations become tomorrow’s norms. Check out the video to see what I mean: A coach can help you excel in your sales career! Invest in yourself by checking out my coaching program today! Copyright 2018, […].
Zoominfo
MARCH 4, 2018
Technological advancements can transform any industry or job function overnight — including B2B sales. Although these changes are often exciting, keeping up with the evolving technological landscape can feel like a full-time job. If you fall behind on the latest and greatest in tech, you fall behind your competitors. Don’t let this happen to you! What Is The B2B Selling Process?
Pointclear
MARCH 7, 2018
6 skills required for active listening. You’d think that the secret to having quality conversations would be being a good talker. But the opposite is true. It’s being a good listener. This is a skill that we teach our associates, who spend their days making dials (80 to 100 a day) and engaging B2B sales prospects on behalf of our clients. If you’re a regular follower of this blog, you know that we have a rigorous hiring process—I maintain that the quality of our people is key to our ability to d
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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
Mr. Inside Sales
MARCH 5, 2018
How do you feel about this opening? People either love it or hate it. Some sales people think it’s a more courteous way of speaking to a new prospect, that it shows respect and separates you from all the other salespeople who are barging in and delivering a monologue. Other people are against using this opening believing that it gives the prospect control of the call and an easy way to get rid of them.
The Sales Hunter
MARCH 9, 2018
Change is good, as long as you’re not the one who has to change, right? Why do so many people cry out for change, but all the while wanting the other person to change to their point of view. Sales is change leadership in action, and yet what I find so amazing is how much […].
MTD Sales Training
MARCH 8, 2018
There are only two reasons why a customer’s business will want to change from what they’re doing to something else. The first is that your solutions offer something they don’t have now , and they will be able to benefit from having or using it. The second is if they are experiencing pains associated with the current situation and need to change it. That’s it.
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