No More Cold Calling

FEBRUARY 15, 2018

Getting past the gatekeeper shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? Because the process has gotten incredibly complicated, even though it can almost be a no-brainer. At most companies, the sales process is a balancing act that doesn’t always work so well. It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees.

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Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

MTD Sales Training

FEBRUARY 12, 2018

One of the best salespeople I ever worked with gave me a hint into his working life and what made him so successful. He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. That question struck me because, basically, I hadn’t considered it much before. I used to simply write up my notes, put them on the CRM system and carry on from there.

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Sales Meeting Meeting Decision Maker Buyer 277

The Pipeline

FEBRUARY 13, 2018

By Tibor Shanto. The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it. The murky fluid nature of the grey that is human emotion, clouds objectivity, suppresses logic and nullifies many conclusions derived from reams and mountains of data. While data will paint a great picture, give you viewpoints you may have missed, but data is not fact, statistics are a good indicator, but not conclusive.

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Prospecting Cold Calling Lead Gen Inbound 262

Bernadette McClelland

FEBRUARY 10, 2018

The alarm buzzed at 5.00am, our daughter knocked on our front door at 5.45am and by 6.00am we were standing in the drizzling rain, in the dark, beside a fire-pit, in our local town of Sunbury, Victoria as a growing crowd gathered to commemorate the 101st Anzac Day. Standing beside us was Sergeant Danielle McClelland, a ten-year veteran of the Royal Australian Air Force, having served in the Middle East, jacket emblazoned with medals she had so aptly earned.

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Lead Rank Lead Scoring Sales Leadership Face-to-face 230

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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.

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SBI Growth

FEBRUARY 16, 2018

When setting a yearly quota, all too often leadership defers to a top-down approach. Territory potential, industry dynamics, and the skill-set of the sales team are not taken into consideration. Reps get overwhelmed and nothing gets achieved. Here is what.

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Quota Territories Industry Ideal Customer Profile 222

MTD Sales Training

FEBRUARY 14, 2018

It’s not easy these days managing a sales team. There’s the external pressures of competition, legislation changes, the economy, client expectations, product development and the like, along with the internal concerns of salesperson morale, budgets, target-setting, product quality and many other things that can affect performance. So, what should sales managers concentrate on to still maintain some kind of control and bring about results that they are responsible for?

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Sales Management Policies Motivation Sales 215

Zoominfo

FEBRUARY 13, 2018

The B2B Marketer’s Guide to Customer Engagement! Customer engagement, though only a piece of the marketing puzzle, shouldn’t be ignored. Why? Engaged customers spend more money, actively support branding initiatives, and spread the reach of your company. By definition, customer engagement is the continued relationship between a brand and its customers.

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Top of Funnel Customer Buyer Persona Hiring 212

SBI Growth

FEBRUARY 12, 2018

The business world is rapidly changing, rendering past experiences less and less valuable. Old thinking is dead and new thinking has arrived. The days of staffing Inside Sales with low tenured and low cost resources is over. Pointing these resources.

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Inside Sales Resources Sales Segment 212

Score More Sales

FEBRUARY 10, 2018

Our colleague Dave Kurlan over at Objective Management Group, a sales candidate assessment and evaluation company made news some years ago with a survey (based on evaluations of over 1 million salespeople over the last 25 years) showing that three out of four sales reps aren’t effective in their jobs.

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How To Survey Groups Objections 202

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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 Management

DiscoverOrg Sales

FEBRUARY 14, 2018

Trade shows are an exciting opportunity for sales professionals to develop relationships with prospects and show off the latest products and services. People can check out different demonstrations, network, and even enjoy the occasional sponsored concert or hosted bar. Yet through all the excitement, how do you connect with new contacts? We asked Jake Shaffren, our Director of Sales Development at DiscoverOrg and trade-show prospector extraordinaire, how he approaches the process.

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Trade Show Prospecting Face-to-face Decision Maker 193

Sales and Marketing Management

FEBRUARY 16, 2018

Author: Christina Battons Business in contemporary time has taken a digital direction. Firms are quickly loosening their grip on traditional modes of marketing such as billboards. They are rapidly embracing the opportunities in the online space. It is no wonder that some have been branded names such as “tweeting firms.”. There are various platforms for marketing on the digital front.

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Marketing Social Media Lead Scoring Lead Rank 192

SBI Growth

FEBRUARY 14, 2018

Our guest today is JD Miller, the General Manager and Head of Sales for BravoSolution. JD has led four organizations through a successful transformation. Most recently, JD lead the sales and marketing team at BravoSolution through an incredible transformation to.

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How To Lead Scoring Lead Rank Sales 207

Understanding the Sales Force

FEBRUARY 13, 2018

Recently, I published an article that introduced a way to measure sales progress by means other than conventional numbers and metrics. Today, I received an email from a property leasing salesperson who had his own question about sales effectiveness. He asked, " How do I determine if I am seeing results from me being a good salesman or if it’s from my sheer volume and what kind of selling would you say a Real Estate Salesperson uses most?".

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Real Estate Analysis Conversion Sales 195

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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.

SalesForce

Connect2Sell

FEBRUARY 14, 2018

Jim Kouzes and Barry Posner, my co-authors for Stop Selling & Start Leading , are the creators of the body of work known as The Leadership Challenge®. Jim and Barry have spent decades researching leadership and understanding exactly what it is that leaders do to make themselves more effective with their followers. As it turns out, these are the very same behaviors our buyers want us to exhibit more frequently.

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Exact Buyer Research Leads 180

Sales and Marketing Management

FEBRUARY 14, 2018

Author: Hanna Läikkö Every business has moments on its journey when it’s time to reflect on past achievements, and think about what the future holds. These are defining moments, so how can you ensure the process is truly effective, generating the most impactful ideas to future-proof the company? . Business design, a combination of creative and strategic thinking, is increasingly being deployed at these vital moments in corporate development. .

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Lead Rank Analytics Lead Scoring Influencer 189

Zoominfo

FEBRUARY 14, 2018

If you’re a regular reader of our blog, you’ve seen quite a bit about sales productivity in the last few weeks. And for good reason—sales productivity is the theme of our 2018 Growth Acceleration Summit! So, to get you in the right frame of mind and prepare you for our upcoming event—we’re giving you 15 of the best blog posts about sales productivity.

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B2B Face-to-face Sales Education 176

SBI Growth

FEBRUARY 16, 2018

Our guest today is Mark Lister, the Chief Digital Officer for Ness Digital Engineering. Mark is a transformational leader, helping to bridge corporate, marketing, and sales strategies to the digital engagement of prospects and customers. Ness designs and builds digital platforms.

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B2B Engineering Strategy Prospecting 159

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.

Hiring

MTD Sales Training

FEBRUARY 15, 2018

Optimism has been described as a mental attitude reflecting a belief or hope that the outcome of some specific endeavour, or outcomes in general, will be positive, favourable, and desirable. It comes from the Latin ‘Optimum’ meaning ‘best’ and is often used by sales managers when they refer to their sales teams having the right attitude. But when things aren’t going too well, or when situations seem to be a little out of control, it can be hard to create, never mind maintain, an attitude of opti

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Sage Call-back Follow-up Proposal 154

Sales and Marketing Management

FEBRUARY 12, 2018

Author: Andy Cunningham Who are you as a company? And why do you matter? Two simple questions and quite possibly the two most important ones that business leaders face today. The answers, however, are anything but simple. To respond, you must fully understand what – at at its core – your company does, what your value proposition is to your most important customers, how you are positioned vis-à- vis your competition, and how to tell your story in a compelling way.

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Chemicals Face-to-face Scale Hiring 180

Zoominfo

FEBRUARY 12, 2018

Are you looking for a date this Valentine’s Day? Or maybe you’re looking to have the perfect night with your significant other? Need to find a special place for dinner with your girlfriend, boyfriend, husband, or wife? It’s simpler than you think. All you need to do is apply your marketing skills and you’ll end up having the best Valentine’s Day to date!

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Buyer Persona Marketing Inbound B2B 165

Mr. Inside Sales

FEBRUARY 15, 2018

Are you still ad-libbing a response to the “your price is too high,” objection? This is perhaps the oldest objection in the world, I mean think about it: In ancient Egypt (4,000+ years ago), at the open markets with all the vendors at their stalls selling everything from food to clothing to pots and pans, when a buyer asked how much an item was and was told the price, what do you think he/she automatically said?

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Objections Face-to-face Call-back Vendor 153

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!

Call Monitoring

The Sales Hunter

FEBRUARY 13, 2018

Let’s cut to the chase and put it on the table with regards to prospecting. You want to up your game, but you’re stuck for any number of reasons when it comes to prospecting. In my role I get to meet with thousands of salespeople every year, whether it be in my coaching program, a […].

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Prospecting Coaching Meeting Sales 162

Pointclear

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders. Following is an edited transcript, or you can listen to the program in its entirety here.

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PointClear Telemarketing Sales Qualified Lead Lead Scoring 124

Zoominfo

FEBRUARY 11, 2018

Successful sales professionals know exactly who to target, how to engage with them, and most importantly, how to close the deal. They build deep connections with their prospects by initiative relevant conversations and sending targeted content. This in turn develops into a trusting relationship. So just in time for Valentine’s Day-a day spent celebrating relationships, we give you the following infographic: Sales is a Love Affair: How to Target, Engage, and Score.

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Lead Scoring Lead Rank Buyer Persona How To 157

Mr. Inside Sales

FEBRUARY 12, 2018

Note on today’s blog post: Due to the many requests I have received for more scripts on selling techniques, I am postponing my series on motivation and awareness. I hope you enjoy today’s cold calling tip. I was talking with a client last week about some of his new employees. He told me that some of them are struggling to get through to decision makers, and he thought it was because they were “pitching the gatekeeper.

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Gatekeeper Cold Calling Decision Maker Exact 120

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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

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The Sales Hunter

FEBRUARY 11, 2018

What is your strategy for sales success? Some people just hope luck will work in their favor. A better approach is to plan to get lucky, meaning you proactively bank the odds in your direction by working smart and hard. “Luck” generally shows up for those who hustle and strategize accordingly. Check out the video […].

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Video Motivation Banking Sales 135

Hubspot Sales

FEBRUARY 12, 2018

“Just checking in” emails are the worst. If you’re sending an email, it’s obvious that you’re checking in -- you don’t need to say it again. In addition, “just checking in” emails don’t provide any value to the buyer. They don’t care that you want to get in touch with them, especially if you haven’t already provided them with a compelling reason to do so.

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Decision Maker Call-back Follow-up Webinar Metrics 145

SBI

FEBRUARY 15, 2018

Do your sales people have what it takes to be successful in educating, engaging with, and selling to your customers? Ensuring that each sales person has the right information and content at their fingertips to help them to improve the likelihood of closing a sale is critical to sales ops, sales enablement, and sales team managers. Over the last 20 years, since the inception of the digital revolution through the laptop, finding ways to help the busy sales person to get this content ready to go ha

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Hiring Scale System Education 139