Bernadette McClelland
MARCH 11, 2018
(Punch it, Hurb Yo, I don’t think we should talk about this. Come on, why not? People might misunderstand what we’re tryin’ to say, you know? No, but that’s a part of life). So ,just like the lyrics from hip-hop group Salt-n-Pepa, what are people misunderstanding? What are we talking about here? And what’s not just a part of life, but a huge part of business?
No More Cold Calling
MARCH 15, 2018
Remember, prospecting is all about people. You’ve heard it: Television will kill radio. Video killed the radio star. And technology will eliminate the time-consuming, face-to-face aspect of communication. Um, no. Not in your personal life, and certainly not in your lead generation system. B2B selling is all about relationships. Digital technology certainly helps facilitate conversations, but when it comes to relationship-building, technology can also be a hindrance, a distraction, and a crutch.
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Sales and Marketing Management
MARCH 14, 2018
Author: Sabrina Ferraioli Would you like to increase your company’s profits by 25 percent or more this year? If so, that’s a lofty goal. It may surprise you, however, that to reach that objective, you don’t have to chase after any leads. You don’t even need to land a single new customer. According to a study from Harvard Business School , you can boost profitability by 25 to 95 percent by focusing on current customers and boosting retention rates by just five percent.
SBI Growth
MARCH 14, 2018
One of today’s most popular exercises for marketing leaders is the blind website review. This is where you select your competitors websites, remove the names, and evaluate the messaging of each site with the goal being to identify key differentiators.
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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.
The Pipeline
MARCH 13, 2018
By Tibor Shanto. Those who are regular visitors to this blog will know that I am a proud card-carrying member of the “Hire Slow – Fire Fast” school of recruitment. No better time to embrace and adopt this philosophy than at this point in the fiscal year. Given that March Break will waste a week, Easter Friday, and a couple of unexpected calls, and Q1 is practically over as you read this.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
MARCH 16, 2018
Author: Kevin McGirl, President, sales-i The supply chain is the engine of the global economy. When products don’t move smoothly and seamlessly between manufacturer and end-user, they become exponentially harder to bring to market. Too often, the supply chain’s importance is overlooked – as are the challenges inherent to forging good relationships between each ‘link’.
SBI Growth
MARCH 13, 2018
Our guests on SBI TV are Clayton Collins, the CEO, and Jacob Gaffney, the Editor in Chief, of HousingWire. As the authority voice for mortgage and banking news to the finance industry, HousingWire is here today to share the top.
The Sales Heretic
MARCH 12, 2018
Everyone can use a good dose of inspiration and encouragement now and then. I know I certainly can. That’s why I regularly review the brilliant thoughts of others, share hem in my keynote speeches and seminars, and tweet them out daily. Here are some of my current favorites. “A good ad which is not run [.].
Zoominfo
MARCH 12, 2018
As with nearly every other aspect of business— automation, predictive learning, and artificial intelligence have drastically changed the advertising landscape. The biggest change? Programmatic advertising. Defined, programmatic advertising is the use of data-driven software to automate the buying and placement of digital ads, including online desktop display, mobile, video, etc.
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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 11, 2018
Author: Vaughn Aust Defining leads that matter is key to any sales and marketing strategy, but how do you pinpoint those golden customers? After all, it may not be about processing more data, but rather truly understanding what the data means once you have it. Predictive analytics uses data correlation to understand how you target a prospect, what that prospect’s channel preference is, the best time to call, and so on.
SBI Growth
MARCH 11, 2018
How To Execute A Sales Transformation JD Miller, the General Manager and Head of Sales for BravoSolution has led four organizations through a successful transformation. Most recently, JD lead the sales and marketing team at BravoSolution through an incredible transformation to.
MTD Sales Training
MARCH 14, 2018
Do you know what the two main fears of selling are? Want me to tell you? Well, they are: 1) The Fear Of Rejection From You. and. 2) The Fear Of Making A Mistake From Your Client. Let’s look at these a little more closely: The Fear Of Rejection From You. A lot of sales people don’t make as many calls as they should do or are afraid of hearing a “no” simply because they don’t like to be rejected from the prospect.
The Sales Hunter
MARCH 13, 2018
Full disclosure. I did not always like sales. In fact, just saying the word “sales” sounded creepy. While in one of my first sales jobs, I did not call myself a sales rep. I called myself a “marketing rep.” To me, marketing was a good term, but “sales” was everything evil. Funny thing happened to […].
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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
MARCH 14, 2018
If you’re an avid reader of the ZoomInfo blog, you’re already familiar with the name Jay Baer. If you’re not, allow us to introduce you. Jay is a well-known marketing influencer and industry expert who has 24 years of digital marketing and customer experience under his belt. Jay’s resume is impressive—boasting consulting experience for more than 700 companies, including 34 of the FORTUNE 500.
SBI Growth
MARCH 11, 2018
5 Steps to Exceed Your Annual Revenue Number You are deep into the first quarter. Do you have a plan to hit your 2018 revenue goal? Every sales leader knows the routine. You crushed last year’s number. Your CEO and board.
DiscoverOrg Sales
MARCH 15, 2018
Prospecting is tough. There are a handful of components of cold email outreach, and each one is absolutely necessary to be successful. It’s hard enough to write an eye-catching message. Sending that email at a time when the prospect will read it, and respond to it – that’s really hard, too. Not to mention there’s a significant time commitment in identifying the person you want to email and mapping out their organization.
The Sales Hunter
MARCH 11, 2018
In sales motivation, there’s no room for whining about life being unfair. You have to find a way to get over it! The sooner you deal with moving past what you perceive as unfair, the sooner you’ll be able to accelerate your sales success. Check out the video: A coach can help you […].
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.
Connect2Sell
MARCH 14, 2018
This is a post about the importance of taking it back to the basics even when introducing new sales training ideas.
SBI Growth
MARCH 12, 2018
You’ve set your marketing strategy for the year, aligning your objectives with the CEO’s. Well done. As you near the end of the first quarter, are you seeing the results you expected? Chances are that any shortcoming may have more.
Mr. Inside Sales
MARCH 10, 2018
In my book, Power Phone Scripts , I reveal the secret of sales: 90% of selling situations are recurring selling situations, which means if you want to become a superstar sales person, then you have to take the time to script out a best practice response to them. And that means you have to stop ad-libbing your way through your sales career. Think about it: you wouldn’t want a dentist to make it up as he goes along, would you?
The Sales Hunter
MARCH 16, 2018
Earlier this week I was talking to a person who was asking me what I do for a job. He was intrigued by the fact I spend the bulk of my time speaking at major conferences around the U.S. and the world. He was deeply interested in how I felt I could be knowledgeable enough […].
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!
MTD Sales Training
MARCH 16, 2018
Episode 1: Loads Bubbling Podcast. Understanding the modern day buyer, “Send me info” RIP & an inspirational quote from Amazon. This podcast includes: Top Tip: Understanding The Modern Day Buyer. Skills Pill: How To Respond To “Send Me Some Information/Literature”. Inspire Me Quote: From Jeff Bezos Of Amazon. The post Understanding the modern day buyer, “Send me info” RIP & an inspirational quote from Amazon appeared first on MTD Sales Training.
SBI Growth
MARCH 11, 2018
The Digital Transformation of a B2B World Every major company is undergoing a digital transformation of some kind. Mark is here today to help you purge your old world view of digital. Instead, offer extreme personalization and a frictionless experience across.
Zoominfo
MARCH 13, 2018
Source of hire—its arguably the most important recruiting metric, yet often the least understood. In fact, 96% of recruiters say source of hire is an important metric, but 60% of them rated the metric as less than 90% accurate ( source ). So that begs the question, why is source of hire so important– and why do so many recruiters get it wrong? And, how can we improve the accuracy of our source of hire data?
Hubspot Sales
MARCH 12, 2018
Yes, you read the title right -- I guarantee that these templates will get responses from prospects. No, this isn't an infomercial. And you're right that they won't work every time. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. To be eligible, just pay me one easy payment of $99.99 before reading the rest of this article.
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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
SBI
MARCH 15, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Derek Slayton , Global Leader & GM of Sales & Marketing Solutions of Dun & Bradstreet. Nancy: What are the top 3 ways your solution changes the game for a sales organization?
Go for No!
MARCH 10, 2018
You know that awkward moment at a party or networking group when you meet someone and then you both stand there not knowing what to say next? It’s happened to us all. But it doesn’t have to. If you can teach yourself to tap into the power of questions you will never be faced with uncomfortable silences either at a party or a business event of any kind.
Zoominfo
MARCH 15, 2018
Welcome to our seventh installment in our series of B2B blog post round-ups. If you’re not familiar with the ZoomInfo blog, these monthly round-ups feature blog posts, articles, and guides the ZoomInfo team has contributed to outside publications. This month’s round-up features topics like content marketing, managing prospect expectations, lead generation, and more.
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