Sales and Marketing Management
JUNE 15, 2022
Lead nurturing content comes in multiple formats, but any sales enablement content should strive to accomplish these same few goals. The post How to Use Lead Nurturing Content to Close Sales appeared first on Sales & Marketing Management.
Mr. Inside Sales
JUNE 13, 2022
What is a sales person’s dream? An inbound lead. Someone has found your company, responded online or sent an email, and wants to know more about how you can help them. A slam dunk deal, right? Not so fast…. If you’ve been fielding inbound leads for a while, then you’ve probably noticed something: Not all inbound leads buy. But how can this be? Didn’t the prospect reach out to me?
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Engage Selling
JUNE 17, 2022
Discover six ways to handle price increases like a sales pro! Price increases are a big part of life now, but most sellers can’t be like the local gas station … Read More. The post 6 Ways to Handle Price Increases Like a Sales Pro first appeared on Colleen Francis - The Sales Leader.
Anthony Cole Training
JUNE 16, 2022
Doing research and preparing for a prospect meeting so that you know what questions to ask is important. However, it is even more important to have a healthy level of skepticism and not assume anything about what they may or may not need.
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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.
Sales and Marketing Management
JUNE 13, 2022
Now more than ever, companies should consider each stage of the buyer’s journey to fully capture leads every step of the way leading up to a purchase. The post Understanding the Three Stages of the Buyer’s Journey and Audience Behavior appeared first on Sales & Marketing Management.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Mr. Inside Sales
JUNE 17, 2022
Jeffrey Gitomer tells a great story about how he once bet a client his entire training fee on whether there were more than eight objections their sales team got on a regular basis. The client, sure their sales cycle was more complicated and therefore required more advanced closing techniques, considered the bet: If the sales team could come up with more than eight standard objections, then Jeffrey would do the training for free.
Membrain
JUNE 12, 2022
We had Chinese for dinner and my fortune said, "Speed is not as important as accuracy." When you think of speed what are the first things that come to mind?
Sales and Marketing Management
JUNE 16, 2022
The eight sales metrics that matter most, along with ideas to implement them within your overall sales strategy. The post Focus on These Metrics to Ignite Your Sales Growth appeared first on Sales & Marketing Management.
Partners in Excellence
JUNE 13, 2022
Time management is, more than ever, an issue for each of us. While so many of us have been working from home, our travel and F2F meetings have been restricted, somehow it seems our challenges with managing time has become a much bigger challenge. We can understand this, in the last two years, it’s been difficult to separate our work and personal lives.
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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
JUNE 15, 2022
Profiling prospective customers is vital to ensuring that a marketing campaign is targeting the right people with the right message. Done well, customer profiling can result in more effective campaigns, greater revenue, and most importantly, happier customers. Customer profiling is a process by which go-to-market teams can gain greater insights into the types of customers they’re targeting, the problems those audiences are trying to solve, and a prospect’s likely course of action depending on wh
Go for No!
JUNE 11, 2022
The other day I read a terrific post from a marketing expert. The subject is irrevelant. In the comments section, someone posted a “yes, but…” reply with a couple of excuses about why they couldn’t do what was being recommended. In my 15+ years of training people on our ‘Go for No’ strategies, I have seen a good amount of excuse-making. (And I have made plenty of excuses myself in my life don’t get me wrong!).
Sales and Marketing Management
JUNE 14, 2022
Video marketing is a great way to show off your brand’s genuine essence and, as a result, connect with your audience on a deeper level. Just make sure your video makes sense for the platform. The post 3 Platforms for Showcasing Your Authentic Brand Videos appeared first on Sales & Marketing Management.
Predictable Revenue
JUNE 14, 2022
Simon Severino joins the Predictable Revenue podcast to discuss how to increase your return on luck as a business leader. The post How to Increase Your Return On Luck as a Business Leader appeared first on Predictable Revenue.
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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.
Zoominfo
JUNE 15, 2022
It’s been two years since ZoomInfo went public. Two years in a pandemic, and two years of chaos, excitement, learning, and adjusting. And two years of feeling really proud of the things my team continues to accomplish. From the outside looking in, ZoomInfo’s success may seem like a cakewalk — we were at the right place at the right time and everything just came together.
Sales Gravy
JUNE 12, 2022
On this episode of the Sales Gravy Podcast Jeb Blount, Jr sits down with author Andy Paul to discuss what it means to Sell Without Selling Out. Together they discuss why it is so important to make selling more human. You'll learn that persuasion is not a sales skill. Instead it is a blunt instrument of last resort that sellers use when they don’t know how to influence the choices buyers make.
Force Management
JUNE 15, 2022
While the delineation between marketing and sales can vary from one organization to the next, establishing a close working relationship between both areas remains critical. The most successful companies are the ones with leaders who can mitigate any silos and ensure the entire customer-facing organization is aligned with what’s most important to their buyer.
Hubspot Sales
JUNE 17, 2022
Sometimes, a standard LinkedIn message lacks a personal edge. Prospects might have a waterfall of mundane messages filling up their inboxes — ones that make them feel like another name on a list. So if you want to add a little oomph to your outreach, you might want to consider sending a LinkedIn voice message instead. Here, we'll go over the steps you need to follow to send a voice message on LinkedIn, go over the bases your message should cover, and see a sample LinkedIn voice message that inco
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.
Zoominfo
JUNE 14, 2022
During the past 15 years, the B2B software ecosystem has exploded. Billions of dollars have been invested in software promising to transform how sales and marketing teams reach new audiences. Sales and marketing tech stacks have swollen, with dozens of conflicting tools promising greater efficiency, accelerated growth, and higher revenue. The message was clear: those who embraced these new tools would gain a crucial competitive advantage over those that did not.
The Center for Sales Strategy
JUNE 13, 2022
Productivity refers to moving the sales cycle forward, improving application numbers, and increasing booked volume. Productivity measures how well you're able to meet the goals and objectives of your company, regardless of whether these are short-term or long-term goals. On a day-to-day basis, if you write out a to-do list at the start of the day and are able to cross off most or all of the items by the end of the day, then you can consider it productive.
Tenbound
JUNE 17, 2022
Ralph Barsi knows how to inject adrenaline into your pipeline with a Prospecting Day. When executed properly and with repetition, this proven approach can help your team generate millions of dollars worth of sales opportunities in one day. So read more below to learn directly from Ralph how to execute an effective Prospecting Day and then repeat the process, running one each month or quarter… Source.
Hubspot Sales
JUNE 14, 2022
An offering can't dominate a market as another "face in the crowd." The most successful products and services have some kind of edge — a defining, compelling x-factor that captures and capitalizes on potential customers' attention. That "edge" is most commonly known as a competitive advantage — and if you want your business to survive and thrive, you need to identify and lean into yours.
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!
Zoominfo
JUNE 14, 2022
Marketing mistakes are costly. If you get one variable wrong — the audience, the content offer, or even the channel — you can waste thousands of dollars. Although B2B display advertising isn’t an exact science, enough experimentation can teach you valuable tricks of the trade. Luckily for you, we’ve run the trials, talked to the experts, and are sharing some of the most common mistakes, so you never have to make them again.
The Center for Sales Strategy
JUNE 15, 2022
Having a robust sales pipeline may help the sales team, sales managers, and the C-suite sleep better at night. But if there’s little or slow movement of those deals through the pipeline, everyone will spend more time counting sheep than counting money. After all, opportunities in the pipeline don’t pay the bills. Only closed/won deals produce revenue.
Partners in Excellence
JUNE 14, 2022
I was recently asked to review the “first meeting” presentation for a large technology organization. As a disclaimer, this organization’s presentation was no different than 100’s of these that I’ve seen from other organizations, or pitches that have been inflicted on me in first meetings with potential vendors. But, it’s interesting to look at this as an example of how we “connect” with customers.
Hubspot Sales
JUNE 13, 2022
The metaverse is a universe within a universe — meta, I know. It is a virtual and alternate reality where people exist in online spaces, play games, meet people, and build their versions of reality. It’s a relatively new concept, but, as with many emerging platforms, it poses opportunities for businesses as it does for consumers. Read on to learn everything you need to know about the metaverse and its relation to sales.
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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
Zoominfo
JUNE 13, 2022
This month, we’ve got fresh updates across our sales and recruiting platforms and a couple of exciting announcements worth highlighting. In this video, Caroline Thompson walks through our expanded features within Engage, Chorus’ new Momentum Signals, and details of our Comparably acquisition. Comparably & TalentOS Big news! We’ve acquired Comparably , a leading employee review website — and the only platform showcasing workplace culture, salary, and corporate brand reputation data.
The Center for Sales Strategy
JUNE 16, 2022
You found someone's email address online. Someone you've been looking to get in touch with for a long time. Now, it's up to you to write an email that'll get opened. A cold email can be effective depending on your target audience's communication preferences. Follow these four approaches and you'll increase your chances for success — and your open rate.
John Barrows
JUNE 14, 2022
The post WEBINAR: James Buckley hosts “How to Close EMEA Deals Before the Summer Slowdown” appeared first on JB Sales.
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