Sales and Marketing Management
MARCH 24, 2021
The customer acquisition funnel is the beating heart of any business, which is why all marketers know they have two primary objectives: getting as many potential customers into the top of the funnel as possible, and efficiently converting them into purchasers. To do this well, marketers prioritize their efforts by scoring each lead and analyzing […].
Hubspot Sales
MARCH 22, 2021
Have you ever come up against a decision maker who is glaring at you with arms crossed (in person or via a video call), daring you to take up their time? The best way to engage them in a meaningful conversation — while building credibility, trust, and rapport — is by telling a value-based story. Successful sales professionals are great storytellers.
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Zoominfo
MARCH 24, 2021
You hire talented sales and marketing professionals and set them up with state-of-the-art CRM and automation tools. Wait, are they working with bad data? Businesses depend on data to fuel business growth. However, if that data isn’t clean, your marketing and sales efforts take a hit. 30-50% of CRM and ERP data is inaccurate,” says Henry Schuck, Founder, and CEO of ZoomInfo.
No More Cold Calling
MARCH 25, 2021
Who paved the way for women in sales? Picture yourself in 1900. You didn’t have the right to vote or run for office. Your job was to take care of your household, your children, and your husband. If you had to work, you only had a few options: nurse, housekeeper, cook, or factory worker. Much depended on your social status as a woman, and whatever you did, you would be paid far less than men for doing the same job (a problem we still haven’t solved).
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
The Pipeline
MARCH 23, 2021
By Tibor Shanto. Salespeople’s primary goal is to deliver positive change, for their clients and employers, perhaps even in the other order. More often than not that includes changing the habits of buyers and users. Changing habits involves changing beliefs and or viewpoints. Something that is hard to do if you have not gone through it before. One way to stand out is to demonstrate to prospects that you not only bring different habits but are willing to change.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
MARCH 22, 2021
There was a massive upswing in email volume at the start of the pandemic, and send volume continued to rise throughout 2020, according to Validity’s latest research report, “Disruption: How the 2020 Pandemic Changed Email.” At the same time, fears about the coronavirus and major changes in people’s life circumstances affected both when and how […].
Steven Rosen
MARCH 23, 2021
3 Steps to Flawless Sales Execution. The pharmaceutical industry has been far less impacted by the pandemic than most other industries. With modest single-digit declines in sales, the sector has fared relatively well. The most significant factor to a slowing of growth has been attributed to a reduction in in-person meetings between sales representatives and physicians.
Zoominfo
MARCH 25, 2021
Technology has become a ubiquitous aspect of human existence. And a deep understanding of how technology works have become crucial for competing in the professional world. People seeking to add value through innovation depend on applications or data to achieve their objectives. Therefore, coding skills are now essential to competing in any growing industry, such as digital marketing.
SBI Growth
MARCH 22, 2021
Current State. The number of A-Players an org has can make or break a sales leader’s ability to make their number. This, of course, has remained constant through the pandemic (80/20 rule). Leaders grapple with not having enough A-players in their.
Speaker: Jennifer Hodroge, Omni-Channel Strategic Leader, Forrester CX Certified
Marketers know that personalization is the key to engagement—but with limited budgets and time, how do you prioritize what, where, and how to personalize? Aligning your content, campaigns, and buyer experiences requires a deep understanding of customer needs. In this new webinar with expert Jennifer Hodroge, we’ll explore how to leverage insights and customer journey mapping to build personalization strategies that deliver real impact.
Sales and Marketing Management
MARCH 26, 2021
Sales coaching can significantly improve the performance of a sales force. Sales coaching success can turn your managers into force multipliers that boost the results of your sales force. The post Embrace a Proven Framework for Sales Coaching Success appeared first on Sales & Marketing Management.
Mr. Inside Sales
MARCH 22, 2021
More and more these days, decision makers hid behind their assistants or other influencers. Many sales reps get frustrated by this and often try to get past these very important people, thinking that only the decision maker is worth talking to. Big mistake. As I’m sure you’ve no doubt noticed, influencers have, well, a big influence on the final decision sometimes, and they almost certainly have a big influence on the decision maker.
Steven Rosen
MARCH 24, 2021
So What is Executive Coaching? The New Trend in Executive Development is Coaching. Why? “Executive Coaching is the fastest-growing phenomenon today” Executive coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Executive coaches lead their clients towards the fulfillment of specific professional goals.
SBI Growth
MARCH 24, 2021
If you are not using BDRs, you probably have at least considered them. I have worked with many clients who have deployed them to marketing to qualify leads and to sales to prospect ideal target accounts. But what separates BDRs.
Advertiser: ZoomInfo
Savvy B2B marketers know that a great account-based marketing (ABM) strategy leads to higher ROI and sustainable growth. In this guide, we’ll cover: What makes for a successful ABM strategy? What are the key elements and capabilities of ABM that can make a real difference? How is AI changing workflows and driving functionality? This Martech Intelligence Report on Enterprise Account-Based Marketing examines the state of ABM in 2024 and what to consider when implementing ABM software.
Sales and Marketing Management
MARCH 26, 2021
Author Michael Patrick Smith shares lessons learned from the oil fields of North Dakota on motivation, managing others and making work matter. The post Paul Nolan Interview With Michael Patrick Smith appeared first on Sales & Marketing Management.
Mr. Inside Sales
MARCH 25, 2021
The answer is yes. And no. First the no part: Sales is much, much more than just “rolling the numbers,” as they used to say. Skill level of the sales rep is the most important thing; however, there are other variables like the type of lead—inbound versus outbound; the territory; existing client or new prospect; the marketing and/or branding of the company, etc., are just a few of the other factors that influence sales.
Partners in Excellence
MARCH 25, 2021
Sometimes when we lift our heads up and look outside our day to day work, our roles, and our companies, we look at others. We may look at our competitors and what they do. We may look at high performing companies, and what they do. We may look at individuals and how they work. We see others do things that are very successful and aspire to achieve the same success they do.
Membrain
MARCH 21, 2021
What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal.
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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
MARCH 23, 2021
In this episode Mike Carroll discuss is the difference between being a sales manager and a sales coach. The post Mike Carroll: Sales Manager or Sales Coach appeared first on Sales & Marketing Management.
RAIN Group
MARCH 24, 2021
Your team just won a new logo! Congratulations! This one has buzz. It’s modest to start, but there’s potential to sell into multiple buying centers, across geographies, and the new product your company is launching will help the customer simplify their processes, increase efficiencies, and reduce strain on their supply chain. But that’s all in the hands of the key account team now.
Partners in Excellence
MARCH 20, 2021
It’s human nature to hang out people like us. Perhaps the people we are grow up with, perhaps those we went to school with. We tend to gravitate to people like us. Maybe it’s the shared experiences and backgrounds. Maybe it’s the comfort factor, the camaraderie. It shapes every part of our lives. Where we live, our friendships, where we work.
Membrain
MARCH 24, 2021
As sales professionals, it’s easy to think about our jobs in terms of numbers: Quotas, forecasts, and commissions leading the way. It’s easy to forget the human side of things, and when you operate in a complex b2b world, it’s even easier to get caught up in technical details.
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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.
Predictable Revenue
MARCH 26, 2021
There's a prevalent tendency in business circles to laud the benefits of work-life balance as effective ways to maximize company-wide performance. But the defeating fact is that most organizations still encounter a worrying amount of burnout. The post How to Spot and Prevent Sales Team Burnout appeared first on Predictable Revenue.
Alice Heiman
MARCH 25, 2021
Institute for Excellence in Sales Announces New Advisory Board to Complement World-Class Women in Sales Leadership Programs. The Institute for Excellence in Sales (IES) announced its new Women in Sales (WIS) Advisory Board today to help the organization advance its growing number of programs for Women in Sales. IES started its WIS program in 2015, and now runs several initiatives specifically for the professional development of women in business-to-business (B2B) and enterprise sales.
Partners in Excellence
MARCH 26, 2021
There are no easy sales or leadership jobs. The work is tough. As much as we try to find shortcuts and the “Easy Button,” we have to do the stuff that produces the results we are accountable for. We face challenges every day. Finding and engaging our customers. Developing and executing strategies that facilitate our customers’ buying journeys, culminating in shared success.
Hubspot Sales
MARCH 22, 2021
For over two years, I worked for a thought leadership startup that helped entrepreneurs running multi-million dollar companies build their brands. Founders came to us for guidance on a variety of issues, but one of the most pressing concerns we saw consistently was network expansion — these business owners had trouble making the right connections. As an entrepreneur, the strength and soundness of your network can make or break your business.
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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.
The Center for Sales Strategy
MARCH 22, 2021
You already know that turning talent into performance requires a true understanding of talent. Spotting talent, hiring talent, developing talent, and coaching talent. it’s mission critical. Talent assessments are an excellent tool for understanding the way your candidates and current salespeople are wired. The difference in approach with each group is key to productive new hires and successful coaching.
BrainShark
MARCH 24, 2021
Brainshark’s newest integration lets you bring Gong sales conversations and embed them directly within a Brainshark course or attach to a coaching activity. Sales reps can listen or watch Gong recordings to learn what “good” looks like without having to leave the flow of the course. .
Sales Hacker
MARCH 25, 2021
“This is Terry the Tech Exec. 54 and married with two kids. Terry hates Twitter, eating at his desk, and traffic jams. But Terry does love a good game of golf, eating Smarties, and hanging out with his two labrador retrievers.”. Yawn. Newsflash: buyer personas are useless. First, how does the knowledge that Terry is married and loves eating Smarties help your reps make a sale?
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