SBI Growth
AUGUST 8, 2019
Far too often, sales leaders look to org structure first regardless of the underlying cause of their performance issues. Why? It is viewed as an easier change to make, and it is likely you have executed or been a part.
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Understanding the Sales Force
AUGUST 5, 2019
We've been doing a lot of traveling this summer to baseball tournaments ( how one playoff game turned out) , college baseball showcases and back. During these travels, one thing has become abundantly clear. Trucks and construction. Lots of trucks. Lots of construction. Lots of congestion on the roads because of all those tractor trailers. If you heard that inventory levels are low, it's certainly not because companies have stopped buying.
Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester
Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!
Partners in Excellence
AUGUST 4, 2019
Have you ever put together a jigsaw puzzle? Recently, I was sitting in a hotel lobby. The staff had put out one of those 1000 piece puzzles. It turned out to be a fascinating social experience–strangers were sitting down together, trying to place pieces in the right spots. It was huge fun! Puzzles are interesting, and they are an intriguing metaphor for sales.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Heretic
AUGUST 7, 2019
After twenty years of going to “Influence”—the National Speakers Association’s annual conference—“Influence” finally came to me! That’s right, Influence 2019 was held in the city I happily call home: Denver, Colorado. More than 1200 of the world’s top professional speakers and trainers came to Denver to admire the spectacular scenery and enjoy the beautiful weather. [.].
SBI Growth
AUGUST 4, 2019
What does 1% mean to you? Does it mean the top wealthiest tier of individuals in the world? Does it mean you are an incredibly high or dismally low performer at something? Or does it bring to mind a particular.
The Pipeline
AUGUST 6, 2019
By Tibor Shanto. While some may argue, salespeople are people, with all the pluses and minuses that come with that. One thing about people you can count on, is they usually find what they are looking for while ignoring the rest. Tell your reps to go out and find people with the pain our product and marketing people tell them they can cure. And that’s what they’ll do, go out and find people with that pain, and ignore all other opportunities that aren’t painted “pain.
No More Cold Calling
AUGUST 8, 2019
Do you love communicating with bots? There’s a saying that the future is here. Well, it’s not—not even close. We don’t have a crystal ball, and the future will have stuff that hasn’t even been invented yet. So, how do we prepare our kids for their future careers when we don’t know what jobs will look like, what skills they will need, or what sort of challenges they’ll face that we haven’t even considered?
Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com
Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.
The Sales Hunter
AUGUST 6, 2019
You have the perfect prospect. You know how you can help them. You have that initial phone call, and everything feels good. They share great information and provided even more information and insights in response to your questions. You feel like life is good. The call ends and you’ve both agreed on a clear next step: another call next week. You feel good about the time blocked for the call next week.
SBI Growth
AUGUST 7, 2019
Many customer-oriented initiatives come with a significant price tag, and customer success leaders question their ROI. Brad Christian, Chief Customer Officer of Market Force, joins us to discuss the impact that customer experience has on a company’s financial performance. In the.
The Pipeline
AUGUST 8, 2019
By Tibor Shanto. Overcoming challenges to success is a life skill, not a nice to have. But many struggle to figure out to breakthrough and grow beyond their comfort zone. What most don’t recognize is that they already possess the skills and knowledge to face and overcome challenges. Here is a way you can learn from yourself, and repeat again and again for success.
MTD Sales Training
AUGUST 6, 2019
Customers often judge us by the quality of the back-up service we offer. If everything goes well before we actually start working with them, they may see fit to buy our products and services. The proof of the pudding will be after the deal is done. If the back-up isn’t there, we may as well say goodbye immediately to this customer being loyal to us.
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
Sales and Marketing Management
AUGUST 5, 2019
Author: Rilind Elezaj Remote working invokes different pictures in the minds of different people. For workers, it’s a dream come true – a peaceful day spent away from the busy and chaotic workplace. Employers consider it as a nightmare, visualizing no tasks getting completed as workers, while away, spend their day entertaining themselves and doing non-work-related stuff.
Understanding the Sales Force
AUGUST 8, 2019
I can grow a pretty decent five o'clock shadow - above my upper lip and only after about a week. Unlike the bearded lady at the circus, when it comes to facial hair, there's really not much there!
Zoominfo
AUGUST 8, 2019
For jackpot-winning businesses in hot sectors, high-quality leads just flow in naturally. However, for the majority of organizations, lead generation is a little more complicated than simply whispering you’re open for business. In today’s digital age, there is a lot of emphasis on generating leads through blogs, emails, social media, Google AdWords, etc.
The Sales Hunter
AUGUST 5, 2019
I get asked this question a lot, and feel like it is one of the biggest reasons why salespeople are not successful and ultimately end up leaving the profession. Until you can overcome this fear, there is little chance that you will ever be successful. Your lack of confidence is quickly going to be seen by the customer and will either turn them off towards you or make them take advantage of you if they decide to buy.
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Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.
Sales and Marketing Management
AUGUST 9, 2019
Author: Anoop Bhatia 2.5 billion gigabytes of data is created daily. As a result, 90% of sales leaders cite information overload for missing quotas. So much so that 57% of sales representatives surveyed in 2018 missed their sales quotas the prior year, according to Forbes. To make matters worse, nearly half of a sales representative’s time is spent on administrative tasks.
Hubspot Sales
AUGUST 8, 2019
You can’t manage what you don’t measure. While metrics are important in every aspect of any business, they’re especially critical in sales. Sales leaders can’t use their intuition to guide their decisions — not only are they dealing with a huge amount of information, but the risk of failure is high. That’s why successful companies obsessively measure everything about their go-to-market model, sales strategy, and salespeople.
Zoominfo
AUGUST 5, 2019
Communication is the conduit for action. During a hostage crisis, the right exchange can quite literally save lives. In the relatively less dangerous world of business, the right communication strategies can save the bottom-line. Chris Voss is the Founder and CEO of the Black Swan Group Ltd and author of Never Split The Difference: Negotiating As If Your Life Depended On It.
The Sales Hunter
AUGUST 9, 2019
We all say we have too much to do. Even my 84 year-old in-laws claim they’re too busy to get everything done in a day. I think the question is: do we have too much to do, or are we mismanaging our time? You have customers and prospects that need to hear from you today; yet, the majority of you reading this will not reach out to everyone you said you would by the end of the day.
Speaker: Alex Moore, Co-Founder of Stratagon Marketing & Technology
Ever wondered why sales and marketing teams often struggle to collaborate effectively? Diverging goals, poor communication, and conflicting strategies frequently create silos, leading to a disconnect where marketing efforts fail to translate into substantial sales conversions. Enter Account-Based Marketing (ABM). ABM aligns marketing and sales efforts toward specific target accounts, fostering personalized interactions with high-value prospects.
Anthony Cole Training
AUGUST 9, 2019
Recruiting new sales talent is complicated and time consuming. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates or have an idea of what "better" means for your business. In this article, Tony Cole discusses what to start doing and what to stop doing to upgrade your sales force today!
Hubspot Sales
AUGUST 6, 2019
The average ramp-up time for salespeople is between six and nine months. That’s a lot of lost revenue for your company. So how do you maximize the investment you’re making in sales new hires? Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). It takes time. It might feel like you’re over-communicating.
Zoominfo
AUGUST 6, 2019
Since marketing went digital, the industry hasn’t been the same. Recently, there has been a renewed interest in ‘marketing hacks’ as B2B marketers have started to realize traditional marketing methods are no longer useful in a competitive landscape. B2B marketers are on a constant search for an effective digital marketing strategy that can give their company a much-needed presence and branding boost.
John Barrows
AUGUST 7, 2019
In this week’s episode we have Amir Reiter on the podcast, the CEO of outsourced sales company CloudTask. Amir has traveled far and wide having started businesses young and learn the hard way. He had a dream of running his business while living on a boat by the age of 35, he’s here to tell us how he’s progressing toward that goal and how he has seen the role of SDRs evolve as it continues to change.
Speaker: Jesse Simms, VP at Giant Partners
This new, thought-provoking webinar will explore how even incremental efforts and investments in your data can have a tremendous impact on your direct mail and multi-channel marketing campaign results! Industry expert Jesse Simms, VP at Giant Partners, will share real-life case studies and best practices from client direct mail and digital campaigns where data modeling strategies pinpointed audience members, increasing their propensity to respond – and buy.
Anthony Cole Training
AUGUST 6, 2019
According to an excerpt in Don Miller's "Building a Story Brand," in order to help someone with a trust issue, the salesperson has to provide their prospect with a plan.
Hubspot Sales
AUGUST 7, 2019
Any business that sells products needs to know its cost of goods sold. Why? Put simply, it’s one of the biggest indicators of revenue, profit, and business sustainability. In this blog post, we’ll dive more into what cost of goods sold is and why it matters, go over the cost of goods sold formula, and give you a few tips for optimizing cost of goods sold in your business.
Zoominfo
AUGUST 7, 2019
Our stance on B2B data is no secret. Although we’ve said it before, we feel it’s worth repeating: Prospect and customer data is the most critical asset a B2B organization can own. Think about it, without contact information, how would you sell, market, or provide quality customer service? The short answer is—you wouldn’t be able to. If you’re like most modern companies, you already have access to some sort of contact database.
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