Close.io

AUGUST 20, 2019

For all the email marketing haters out there, it's worth noting that recent stats show the ROI on email can be up to 4,400%. That should perk up the ears of even the biggest skeptics. The truth is, to get those kind of returns you have to be more thoughtful and diligent about the way you approach email campaigns. Let's dive in. Of course, you can only expect such great results if your subscribers are actually receiving interesting content, and that's not always the case.

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Segment Campaigns Demographics Policies 155

Jill Konrath

AUGUST 22, 2019

Knowing the business impact of what you sell makes a huge difference. It's how your prospects decide whether or not your products or services are a match. Yet so many companies fail to quantify the business value of their products/services. And sometimes, it’s just not possible.

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How To Prospecting Company 220

Xactly

AUGUST 22, 2019

The more productive your sales team, the better your overall performance. Find out how to increase your sales productivity with sales performance management.

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How To Sales Analytics 54

Sales Hacker

AUGUST 23, 2019

61% of organizations had a dedicated sales enablement person, program, or function in 2018, according to data from CSO Insights. Just five years ago, that number was 19.3%. This explosive growth comes as no surprise, as successful programs are proven to have a large, quantifiable impact on sales success, specifically: The percentage of reps achieving quota improving by 22.7%.

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Sales Enablement Forecasting Channels Software 75

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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.

Trends

SBI Growth

AUGUST 18, 2019

Most CEO’s have good visibility into the top deals in your sales pipeline and are reviewing with their CRO and CFO at least weekly. And often, CEO’s will review top deals with their Chairman or a board member in a.

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Opportunity Ideal Customer Profile Pipeline Scale 286

Understanding the Sales Force

AUGUST 19, 2019

I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when they get older. For example, younger adults : go to bars and night clubs but tend to choose dinners out or nights at home binge watching TV when they become more mature. go to concerts but tend to choose movies when they get older. backpack across the US or Europe but tend to choose cruises as they age. want freedom at work but are more open to stru

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Account Data Examples Sales 247

Zoominfo

AUGUST 21, 2019

There’s no denying it — sales and marketing teams don’t always work well together. The two departments may see eye-to-eye and share unified goals, but it’s less common for sales to proactively help marketing perform better, or vice versa. But in today’s digital world, the line between sales and marketing is increasingly blurred. There’s no better example of this development than the relationship between content marketing and sales enablement. .

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Top of Funnel Sales Enablement Marketing Case Study 241

Connect2Sell

AUGUST 21, 2019

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The Pipeline

AUGUST 20, 2019

By Tibor Shanto. Excuses like everything else are subject to seasonality. For example, when I ask some reps why they are not prospecting, I’ll get different excuse based on time of year and state of their pipeline. In August, the excuse of choice is by far vacations. As though every potential prospect picks up and leaves town. That may be true in France in the weeks following Bastille Day , the anomaly that proves the rule.

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Pipeline Face-to-face Discount Buyer 254

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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

SBI Growth

AUGUST 17, 2019

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

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Revenue Strategy Segment B2B 200

MTD Sales Training

AUGUST 20, 2019

Thomas Edison was an American inventor and businessman who has been described as America’s greatest inventor. Although he patented nearly 1,100 ideas, many people remember him for the invention of the long-lasting and practical electric light bulb. So many experiments went into developing the first the carbon and then platinum and finally back to carbon filaments that many wondered if he would ever succeed.

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How To Sales Up-Sell Positioning 97

The Sales Heretic

AUGUST 20, 2019

Regular readers of this blog know that I like to point out egregious examples of bad sales and marketing efforts. Like this one. And this one. Oh, and let’s not forget this one. But I like to highlight good examples as well. I recently received the above postcard in the mail from my realtor—and friend—Bob [.].

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Direct Mail Examples Marketing Sales 190

Sales and Marketing Management

AUGUST 20, 2019

Author: TIM HOULIHAN Face it, your lead machine is tired. You’re hitting the gas, and you’re not getting the speed you once did. To change things up, you’ll need to go deep on new technologies and new media outlets, not to mention deciding what you’re going to say in your promotions. If you care only about quantity and quality, you should focus some attention on the most relevant pictures and the most meaningful words possible.

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Lead Generation Leads Marketing Qualified Lead Lead Gen 180

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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

SBI Growth

AUGUST 20, 2019

Remember ‘big data’ and ‘advanced analytics’? These trends gradually evolved over the past decade as more and more businesses jumped on the bandwagon; ultimately paving the way for the next truly revolutionary tool in marketing: Artificial Intelligence (AI). Read on to.

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Marketing Analytics Trends Data 180

No More Cold Calling

AUGUST 21, 2019

Unless you’re a doctor on call, that text message can wait. Did you know that some cities are projecting red and green lights on sidewalks? Yes, we’ve really come to that. Walk on any sidewalk, anywhere, and everyone is looking down at their phones—even when they’re crossing the street. That’s just plain dangerous. We live in a society ruled by the FOMO (fear of missing out).

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Referrals Social Media Cold Calling Survey 35

The Sales Hunter

AUGUST 20, 2019

We’ve all been there. You make the call and boom, you’re blocked by the gatekeeper. They won’t let you get to the person you want to speak with. First off, remember that the gatekeeper is only doing their joy by guarding the gate. That’s what they’re supposed to do. They’ll let you pass but only if they feel that you are worthy. To understand how to get past them, you must put them in one of these two broad categories: The first category is the admin / receptionist / security desk /

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Gatekeeper Decision Maker How To eBook 176

Sales and Marketing Management

AUGUST 23, 2019

Author: Rilind Elezaj When employees in a given organization work away from a physical office, the organization reaps tons of financial and administrative benefits. For example, workers become more productive because of the freedom that comes with remote working; bills such as furniture upgrade and electricity costs are significantly reduced; and the pool of talent from which an organization can hire from is no longer limited geographically.

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Remedy Networking Data Advertising 179

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

John Barrows

AUGUST 23, 2019

This week we’re excited to have 2 killer guests on the podcast. We have a duo from Looker, Rafael Jara-Simkin , Director of Eastern Americas as well as Talal Assir , Director of Sales Engineering. Both have 5+ years of experience under their belts at Looker and confess to never having been bored of their work for even 1 day during that time. Let’s dive into how and why in this podcast….

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Company Hiring Engineering Social Media 159

Mr. Inside Sales

AUGUST 22, 2019

Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. Instead of ad-libbing, they have learned, internalized, and use best practice responses to the objections and stalls they get over and over again. [Special Offer: If you and your team would like to learn these techniques and save 15% on our upcoming 7-week online inside sales training, Click He re and use the coupon code: EARLY ].

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Objections Face-to-face How To Inside Sales 153

The Sales Hunter

AUGUST 18, 2019

What are you most likely to Google today? What question do you want Google to answer for you? If you’re a parent, ask your kids these questions. Successful people are always trying to quench their thirst for knowledge. Whenever you see or hear something that you don’t know or understand, take a moment to ask Google and learn. As your knowledge increases, your ability to benefit others increases.

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Google Motivation Video Benefit 164

Zoominfo

AUGUST 20, 2019

Blogging is one of the most effective ways to build brand awareness. It can create a foundation for engagement with current customers and prospects. But coming up with good blog post ideas can be challenging. It’s difficult to stay inspired , creative, and relevant. Staring at a blank, white page can be almost as terrifying as giving a speech. One way to ease blank page syndrome is the writing prompt – a word, phrase, question, photo or other trigger designed to get the creative juices flowing!

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Epiphany Industry Follow-up Case Study 138

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

Sales and Marketing Management

AUGUST 20, 2019

Author: Paul Nolan In his new book, “Nincompoopery: Why Your Customers Hate You?—?And How to Fix It,” John R. Brandt says managers are the key to squelching the corporate stupidity that drives customers crazy. SMM: ?You state that nincompoopery is often a sign of problems higher up the leadership chain. Can you explain? Brandt: ?When you find a company that is consistently delivering bad service or stuck in the throes of nincompoopery, it’s the leaders who are responsible, not the employee you’r

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Airlines Survey Training Industry 136

Anthony Cole Training

AUGUST 20, 2019

Prospecting isn't always the easiest task we are required to carry out in sales. It can be daunting, monotonous, and inconsistent. However, it must be done and it must be done well!

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Mr. Inside Sales

AUGUST 19, 2019

Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. Instead of ad-libbing, they have learned, internalized, and use best practice responses to the objections and stalls they get over and over again. [Special Offer: If you and your team would like to learn these techniques and save 15% on our upcoming 7-week online inside sales training, Click He re and use the couple code: Gitomer ].

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Objections Face-to-face How To Inside Sales 24

Alice Heiman

AUGUST 21, 2019

The Buyers Journey is Complicated . It’s more complex than ever to close a deal with a large company. There is a minimum of 6.8 buyers involved. Buyers have to validate, collaborate and come to a consensus before a decision is made. . Gartner research finds that when B2B buyers are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers.

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Resources Twitter Cold Calling LinkedIn 119

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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

Sales

Sales and Marketing Management

AUGUST 20, 2019

Author: Paul Nolan The leads are weak,” Jack Lemmon’s character, Shelley Levene, tells Alec Baldwin in “Glengarry Glen Ross.”. That doesn’t sit well with Baldwin’s character, a big shot from downtown who we only know as Blake. “The leads are weak?” he replies. “You’re weak.” Then he proceeds to berate the entire sales team while building up his own story.

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Leads Marketing Qualified Lead Direct Mail Trade Show 120

Anthony Cole Training

AUGUST 23, 2019

Of course you have sales problems. If it’s not a production problem, it’s a productivity problem. If it’s not a productivity problem, it’s a servicing problem.

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Partners in Excellence

AUGUST 19, 2019

Too often, I’m in reviews with sales people whining, “The customer is irrational!” They go through a litany of complaints, including: “They don’t understand our products and why they are superior… ” (Of course it’s not their job to do that.) “They keep changing their minds… ” “They aren’t being logical, we’ve presented all the data/analysis, it should be obvious… ” and on and on and on… The net

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