Sales Hacker

AUGUST 30, 2018

The Winning By Design Blueprint Series provides practical advice for parts of a SaaS sales organization. In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Prospecting is about having a conversation with a client. This can be through an email, a call, an in-person meeting etc. A prospect is a company or person who matches the profile of a client.

Lead Rank 52

Lead Rank Prospecting Marketing Qualified Lead Sales Qualified Lead 52

Connect2Sell

AUGUST 29, 2018

Next time you’re enjoying a relaxing meal in a fine dining restaurant, observe these six sales lessons in positive sales technique that will help you get follow-up business from your customers, too.

Positioning 229

Positioning Examples Follow-up Sales 229

Allego

AUGUST 30, 2018

Whether we like to admit it or not, watching reality TV competitions can be addictive. Shows like “The Voice” or “Chopped” put up some of the biggest numbers when it comes to ratings and viewership because it’s fun to get a candid glimpse into how the best and the brightest do what they do. Similarly, candid videos that show off the best work by our most talented colleagues are fun to watch, too (and fun for them to create).

Training 59

Training Exercises How To Video 59

Zoominfo

AUGUST 26, 2018

A little bit of humor can go a long way– even in the marketing world. Today’s marketing professionals must juggle a number of high-priority tasks throughout the day, and often, they find themselves under a significant amount of stress. In these cases, a few lighthearted jokes can ease the tension of the day-to-day marketing job. And, believe it or not, humor does more than just relieve stress– it can actually make marketers better at their jobs.

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Marketing Top of Funnel Hiring Social Media 272

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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.

Sales Process

Sales and Marketing Management

AUGUST 29, 2018

Author: John Larson How many times has one of your customers approached you with an issue or a problem? For instance, “I purchased this product from you and it does not work.” Or, “I thought this product had feature X, but I found out it doesn’t and I want to return it.” Or possibly, “You told me my order would arrive on Wednesday and it came on Friday.”.

Customer Service 270

Customer Service Customer Loyalty Chemicals 270

Understanding the Sales Force

AUGUST 27, 2018

We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team? What happens when we ask the same questions about weak leaders? I dug into a subset of data from Objective Management Group's (OMG) evaluations of the salespeople who report to more than 15,000 sales managers to determine whether the best sales managers actually have the best sal

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Hiring Sales Management Groups Objections 240

Zoominfo

AUGUST 27, 2018

Today’s digital marketplace has become increasingly customer-centric. Modern customers demand authentic, valuable content over more traditional marketing content that resembles a sales pitch. So, how can marketers deliver the content buyers crave? We say, embrace user-generated content. If you’re new to user-generated content, keep reading! Today’s blog post will tell you everything you need to know.

Social Media 221

Social Media Survey Media Channels 221

Sales and Marketing Management

AUGUST 31, 2018

Author: Chris Westfall It’s no secret that the richest man in modern history, Jeff Bezos, has outlawed PowerPoint for all employees at Amazon. Replacing the venerable Microsoft product with multi-page memos may or may not be a future-proof strategy, but it’s now the law at Seattle’s largest company. At Amazon, meetings begin with a narrative-style memo (no bullet points) that’s handed out to all participants.

Sage 197

Sage Government Banking Microsoft 197

SBI Growth

AUGUST 29, 2018

It’s December 25th, 2018. You are sitting around the Christmas tree with your wife, two kids and black lab—Duffers. You hear the crackle of the fireplace as another log gets added to the fire. The kids are smiling from ear.

Territories 184

Territories Compensation Revenue Industry 184

Advertiser: ZoomInfo

Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.

How To

DiscoverOrg Sales

AUGUST 28, 2018

Should you be putting more thought into your email subject lines? Hell, yes. Do you have time to read through a million examples of email subject lines to find best? Hell, no. We sifted through top blogs the best email subject lines of 2018, plus some fresh, real-life examples from our own SMEs – and pulled out the best of the best, so you don’t have to.

B2B 89

B2B Hubspot Marketo Account Based Marketing 89

Zoominfo

AUGUST 27, 2018

There is no greater asset to your organization than your B2B database. However, when your database becomes cluttered with outdated, incomplete or inaccurate contact information, it can prove to be a costly obstacle along your route to success. From marketing, lead generation and customer relationships, to sales and even revenue, dirty data can have an insurmountable impact on all areas of your business.

Data 189

Data Marketing Qualified Lead Lead Rank Sales Qualified Lead 189

Sales and Marketing Management

AUGUST 30, 2018

Author: Jason Jordan In a previous blog post , I recounted the story of a coach who shouted absolutely useless advice to a team of 12-year-old boys who were trying to win the last game in a soccer tournament. More specifically, he shouted: “Come on guys… We really need this one.” Yeah, they already knew that. They already wanted to win the game – probably more so than the coach, for that matter.

Coaching 166

Coaching Sage How To Quota 166

SBI Growth

AUGUST 30, 2018

What percentage of your salesforce uses the marketing generated personas your team builds? 50%, 60%? Let me ask the question differently. What percent of the salesforce uses marketing generated personas on a regular basis to help with their sales planning?

Marketing Qualified Lead 176

Marketing Qualified Lead SalesForce Marketing Sales 176

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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

DiscoverOrg Sales

AUGUST 29, 2018

My name is Jake Shaffren, Director of Sales here at DiscoverOrg, and today we’ll talk about the do’s and don’ts of voicemails. In this day and age, we have a lot of ways to connect: cold calling, cold emailing, social touches, etc. Voicemail is yet another tool we have at our disposal; and like most tools, it works best when combined with others.

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Cold Calling Video Call-back Face-to-face 159

Zoominfo

AUGUST 30, 2018

More and more B2B organizations have begun to host conferences and live events– and for good reason. Live events help companies engage with customers and prospects, boost brand awareness, generate leads, and so much more. It’s no wonder why 80% of marketers believe that live events are critical to their organization’s success ( source ). But, organizing a B2B conference presents a unique set of challenges.

Conference 187

Conference B2B Social Media Top of Funnel 187

Sales and Marketing Management

AUGUST 29, 2018

Author: RICHARD SMITH, ZS MANAGER. CONTRIBUTORS: STEVE MARLEY AND CHAD ALBRECHT, ZS PRINCIPALS “Life is really simple, but we insist on making it complicated.”. – Confucius. The same can be said for sales compensation. Incentive compensation plans are often far too complex. This complexity is usually the result of trying to make the plan fair or trying to please every stakeholder.

Incentives 166

Incentives Incentive Compensation Webinar Metrics 166

SBI Growth

AUGUST 27, 2018

Mergers, Bolt-ons, and tuck-in acquisitions are an increasing common growth strategy being deployed by Private Equity firms today. Multiple Arbitrage can be a very efficient way to increase enterprise value, however, it is also fraught with peril and littered with the tombstones.

Company 176

Company Enterprise Enterprise Strategy 176

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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

Sales 2.0

AUGUST 25, 2018

If you’ve read any of my previous posts on this blog you will know that I think relationships determine if you will get a meeting with your prospect. In this post I’m going to give you a few templates you can copy to help you get referrals to the likely 22,500 people you have available to help you save (and maybe prosper) in your new sales gig. Typical success rates in getting intros using this approach is approximately 1 in 2, vs 1 in 100 or 1 in 330 for cold calling.

Prospecting 150

Prospecting LinkedIn Cold Calling Banking 150

Zoominfo

AUGUST 29, 2018

How do people feel about your company? You may think you know the answer to this question – your products sell well, you’ve gotten some great customer feedback, and your social media posts garner strong engagement. But, if you don’t actively analyze the emotions and attitudes people express about your brand and products, you might be missing the bigger picture.

Analysis 176

Analysis B2B Airlines Marketing 176

Sales and Marketing Management

AUGUST 29, 2018

Author: DANA LASALVIA, VICE PRESIDENT OF CORPORATE COMMUNICATIONS & BUSINESS DEVELOPMENT, RYMAX MARKETING SERVICES, INC. FOMO – The fear of missing out. We all have it. Thanks to social media platforms and modern communication, the feeling of missing out on a good time has become more prevalent and contagious, as our friends, family and colleagues continue to share every thrilling (and. not-so-thrilling) moment of their lives.

Social Media 153

Social Media Media Loyalty Energy 153

SBI Growth

AUGUST 27, 2018

Compensation 176

Compensation Salary Sales Industry 176

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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

Hubspot Sales

AUGUST 31, 2018

Quotes by Famous People. “The greatest glory in living lies not in never falling, but in rising every time we fall.” - Nelson Mandela. "The way to get started is to quit talking and begin doing." - Walt Disney. “Your time is limited, so don’t waste it living someone else’s life. Don’t be trapped by dogma – which is living with the results of other people’s thinking.” - Steve Jobs.

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Face-to-face Closing ACT Exact 145

The Pipeline

AUGUST 28, 2018

By Tibor Shanto. Whatever you may think about Rudy Giuliani ‘s understanding of truth, there is no denying that two perfectly saner people can look at the very same things, and describes something entirely different. If you are remotely involved in B2B sales, you witness this every day. Buyers are often confused as to why the rep came to the conclusions he/she did, based on what they just said.

Decision Maker 54

Decision Maker Objections Buyer B2B 54

Sales and Marketing Management

AUGUST 27, 2018

Author: Jason Jordan I was recently at a soccer tournament with my teenaged son. His team had won its first few matches and made it to the semifinals. The stakes were high – win and move up the bracket, or lose and go home. The kids were playing well, but losing by one goal with only a few minutes left in the game. Their coach, whom I know to be a very smart man, then said something that I thought was particularly dumb.

Coaching 149

Coaching Commission Quota Motivation 149

SBI Growth

AUGUST 25, 2018

Quota 176

Quota How To Territories Research 176

Advertiser: ZoomInfo

Account-based marketing (ABM) is a key strategy for driving sustainable growth. Today, many B2B companies use ABM teams or technologies to make sales. But getting a program off the ground successfully doesn’t have to be a daunting task. Watch this webinar with Rachael Foster, Director of Account-Based Experience at ZoomInfo, and Dan Dolph, Manager of Account-Based Experience at ZoomInfo.

Account Based Marketing

Hubspot Sales

AUGUST 29, 2018

Social selling is part activity and part reputation. If you're writing insightful comments on your prospects' blogs, responding to their tweets, and liking their shared content, you've got the activity bit down pat. But if your LinkedIn profile is three jobs behind and features a picture of you from prom, you can't really call yourself a social seller.

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Outsourcing Services Ideal Customer Profile LinkedIn Social Selling 145

Mr. Inside Sales

AUGUST 26, 2018

5 New Cold Calling Openings. By Mike Brooks, [link]. Learn the art of top B2B cold calling opening scripts, tips, techniques and best practices on how to make effective, successful cold phone calls that really work to get appointment for sales. I’m working with an inside sales team who are having success with a cold calling opening that previously I had recommended against using.

Cold Calling 127

Cold Calling B2B How To Inside Sales 127

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. But how do you decide which ones make the most sense for your business? To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals.

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Sales Qualified Lead Closing Lead Rank Lead Scoring 126