Sales and Marketing Management

FEBRUARY 19, 2018

Author: Tony Hughes When I sell, there's usually something nagging at my conscience that I'm avoiding. I start the day and there's someone I'm afraid to call. Maybe the timing isn't right or they're too senior. Shoulda, woulda, coulda, becomes didn't. Yes, I'm human. But to transcend, I use fear as a guide that points me to what I should do next. Repetition is the mother of skill, but it also gives us another profound gift which is the development of 'gut instinct.

Call-back 329

Call-back Negotiation Decision Maker Sales Qualified Lead 329

Bernadette McClelland

FEBRUARY 18, 2018

If you want to get lucky in your sales career, then I seriously want you to meet someone. Jill Konrath. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her. What many don’t know is the type of person she is to those who do know her. If her name is not familiar, then let me tell you a story, to put this article into perspective.

Meeting 294

Meeting B2B Sales Leadership Sports 294

Zoominfo

FEBRUARY 20, 2018

Artificial Intelligence—or AI—has become an increasingly hot topic in the marketing world as of late. The reason for this is simple: AI technology can automate tasks, simplify complex processes, and organize complicated data sets just as a real marketing professional would—only faster and more accurately. Early on in the days of artificial intelligence, this idea of automation seemed threatening to the human workforce.

Lead Rank 272

Lead Rank Churn Analysis Lead Scoring 272

The Pipeline

FEBRUARY 20, 2018

By Tibor Shanto. Last week I posted a call for understanding the importance human involvement at crucial times along the prospecting experience. To be clear, this was not an either-or proposition; it was a reminder that the human element plays a pivotal role in success. But when you look at the performance of many reps, it is easy to understand the allure of technology.

Objections 258

Objections ROI Call-back Quota 258

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!

Intent

DiscoverOrg Sales

FEBRUARY 19, 2018

Have you ever crafted an awesome email sequence … and watched in disappointment as less-than-awesome results rolled in? High email bounce rates are a campaign killer. We’ve all been there. We’ve bought lead lists and tested them. We’ve seen lists with a 40% bounce rate ( yes, really ), and many others around 15% … but few people in sales and marketing rely on lists alone.

Data 254

Data Lead Scoring Lead Rank Leads 254

SBI Growth

FEBRUARY 20, 2018

Joining us for today’s show is Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype. Jennifer has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. She took over the sales leadership role.

Enterprise 243

Enterprise Enterprise Sales Leadership Sales 243

Zoominfo

FEBRUARY 22, 2018

The success of a B2B organization is often dependent on the quantity and quality of leads it has access to. As a result, sales and marketing professionals are constantly looking for new ways to improve their lead generation strategies. In fact, 68% of B2B marketers rank “generating high-quality leads” as their top priority for this year ( source ). Yet, despite the exponential growth of social media in the past five years, B2B companies remain skeptical of its effectiveness as a lead generation

Social Media 214

Social Media Lead Generation Media B2B 214

Sales and Marketing Management

FEBRUARY 22, 2018

Author: Jim Ninivaggi, Senior Vice President of Business Development, Brainshark Sales rep attrition remains a vexing issue for organizations?— with companies losing about one out of every three reps each year, according to The Bridge Group. Nearly half of that turnover is voluntary, and the impact reverberates right down to the bottom line. The effects are especially painful and pronounced when the sophomore and junior-year “curse” strikes?

Retention 192

Retention Hiring Lead Rank Quota 192

Score More Sales

FEBRUARY 20, 2018

A daily meetup might sound like another bad, regularly scheduled meeting only this one is quite possibly the best meeting of the day. We’ve talked about them before – sometimes I call them Powwows – other times huddles.

Meeting 191

Meeting Sales B2B Sales Leadership 191

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.

Marketing

SBI Growth

FEBRUARY 21, 2018

Each year, many sales leaders face the reality of an increasing target and static headcount. Some are blessed with new products or additional marketing to support the cause. Others are left with the challenge of doing more with less. Sales is.

Face-to-face 209

Face-to-face Sales Marketing Tools 209

The Sales Heretic

FEBRUARY 20, 2018

Too many salespeople—and too many companies, for that matter—rely on the tactic of beating everyone else’s price in order to make the sale. And it’s understandable why: Price is always an issue for buyers, and dropping your price to match—or undercut—a competitor’s price is an easy thing to do, requiring no thought or effort. But [.].

Buyer 190

Buyer Company Sales Prospecting 190

The Sales Hunter

FEBRUARY 19, 2018

What habits are you clinging to out of tradition? Are they giving you the sales success you need? There is likely something in your life that you need to be doing differently. What is that something? I can’t answer that for you, but I know you can. And your ability to answer it will have […].

Motivation 189

Motivation Video Sales Selling Skills 189

Jill Konrath

FEBRUARY 22, 2018

I was psyched. My goal? To set up a meeting with the SVP of sales at a targeted software company. I’d researched his company, knew their objectives and strategic initiatives and uncovered some game-changing trigger events.

Software 187

Software Software Objections Research 187

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 Coaching

Understanding the Sales Force

FEBRUARY 20, 2018

I received two pieces of bad news about some horrible statistics. The first is about my award-winning Blog. It seems that readers stay with an article for an average of only one-minute or so. That means that most readers don't finish the article, fail to get to my summary, and often don't read long enough to get my point. Basically, everything that comes after the fourth paragraph is not being read.

ACT 184

ACT Relationals Opportunity Closing 184

Zoominfo

FEBRUARY 19, 2018

There’s no way around it: Social media has drastically changed the way modern companies do business. As a society, our constant need to be connected has expanded our pool of potential customers and made them infinitely more reachable. But, what do you really know about social selling? The truth is, most sales reps haven’t received any formal training in this area.

Social Selling 184

Social Selling Social Media Decision Maker Ideal Customer Profile 184

SBI Growth

FEBRUARY 23, 2018

Our guest today on SBI TV is Brendan Cournoyer, Vice President of Marketing for Brainshark. Last year, Brendan and his team completed a successful brand transformation and he’s here today to share with his peers the behind the scenes view.

B2B 176

B2B Revenue Marketing Positioning 176

No More Cold Calling

FEBRUARY 22, 2018

Your product doesn’t matter, your customer does. Sometimes other people communicate our message better than we do. They add a twist, a new insight, different phrasing, and a unique perspective. That’s what happened last year when I spoke about asking for referrals at the Sales Masterminds Australasia event in Sydney, Australia. The room was packed with nearly 100 people who were curious about different approaches to prospecting.

Referrals 176

Referrals Cold Calling Customer SalesForce 176

Advertisement

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.

Hiring

DiscoverOrg Sales

FEBRUARY 21, 2018

It’s no small investment to send salespeople to trade shows: Airfare, hotels, meals, transportation, and swag are just a few expenses – in addition to a lot of time. All attendants expect to see a return on that investment: leads. Lots of warm leads. And collecting a handful business cards doesn’t cut it. We have trade show prospecting down to a science.

Trade Show 174

Trade Show Ideal Customer Profile Prospecting Decision Maker 174

Zoominfo

FEBRUARY 21, 2018

In-person interaction is the best way to create meaningful relationships with prospects. That’s why trade shows and industry events are so valuable to B2B marketers. But as you likely know – attending trade shows costs time and money. In fact, the average company allocates 31.6% of their total marketing budget to events and exhibiting ( source ). With so much money being spent on trade shows, how can marketers get the most bang for their buck?

Trade Show 173

Trade Show ROI Marketing Promotion 173

SBI Growth

FEBRUARY 19, 2018

The recent explosion of business intelligence and analytics tools has resulted in organizations measuring everything under the sun even if it is unclear what the metric is telling you or how to best leverage it. We often find that the.

Analytics 174

Analytics Tools Churn How To 174

MTD Sales Training

FEBRUARY 21, 2018

We’ve never been so time-poor. With everything inside and outside of our control exerting pressure on us to deliver, it’s not surprising that many things that should be done miss their deadline. One of those things that often goes by the wayside is proper and complete preparation for a sales presentation. Because so many other things are pressing us for attention, we sometimes feel that we don’t have to give preparation for our presentations that much time.

Loyalty 163

Loyalty Prospecting Up-Sell Sales 163

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.

Account Based Marketing

The Sales Hunter

FEBRUARY 20, 2018

Last week I shared 7 things the top 1% of all prospectors do to ensure they stay in the top 1%. This week I continue the list. If you did not read items 1-7, you can check them out at this link. As you read through the list, focus on the one item you want […].

Prospecting 152

Prospecting Selling Skills Sales 152

Connect2Sell

FEBRUARY 21, 2018

A lot of sellers I’ve talked to lately are really concerned about AI. They’re concerned that chat bots and other automated programs are going to replace them. that there won't be any room left for their selling skills in the workforce. Well, I think that's a long way into the future. But I also think, based on buyer research, that any seller who wants job protection can differentiate themselves by doing a few simple things.

Selling Skills 148

Selling Skills Research Buyer 148

SBI Growth

FEBRUARY 22, 2018

Marketing 153

Marketing Campaigns ROI B2B 153

Hubspot Sales

FEBRUARY 23, 2018

The Best Free Online Courses For Current & Future Entrepreneurs. Creativity & Entrepreneurship from Berklee Online. Financial Analysis for Decision Making from Babson Online. Becoming an Entrepreneur from MIT Launch. Building and Leading Effective Teams from MIT OpenCourseWare. The Essential Guide to Entrepreneurship by Guy Kawasaki. The Complete Product Management Course.

Course 145

Course Training Analysis Exercises 145

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.

Direct Mail

The Sales Hunter

FEBRUARY 23, 2018

This was another “traveling apocalypse” week. To make matters worse, this was the third one I’ve had already in 2018. What began as a well planned week covering engagements in 3 cities — Baltimore, Dallas and Los Angeles — turned into anything but that. I encountered hail, lightening, rain, snow, mechanical problems, computer glitches, lost […].

Travel 144

Travel Selling Skills Sales 144

SBI

FEBRUARY 22, 2018

2018 is poised to be a particularly busy year for people looking to start new jobs. With the unemployment rate at a 17-year low, and companies planning to accelerate hiring plans, opportunities for career growth and advancement will be bountiful. According to the Bureau of Labor Statistics, most American workers will switch jobs 10 to 15 times between the ages of 18 and 48, so there has never been a better time to make a career change.

Decision Maker 139

Decision Maker Closing Prospecting Top of Funnel 139

Zoominfo

FEBRUARY 23, 2018

Business data is a major investment for any company and for good reason. Data is the fuel for your company’s revenue engine. The better the data the better the results. Only the highest-quality data will deliver the performance you demand. Of course, many B2B data providers claim to have “the best” data. But how do you determine which providers are actually the best fit for your unique business needs?

Data 130

Data B2B Vendor Scale 130