DiscoverOrg Sales
APRIL 17, 2019
?. Hey everyone, Jake Shaffren here, Director of Sales at DiscoverOrg. Today, we’re talking through the buying journey and intent data – from the perspective of my true-life example of buying a sewing machine for my fiancée. Believe it or not, it’s a great comparison for how companies buy technology: It can be complex if you aren’t familiar with the industry, and it has a higher price point.
John Barrows
APRIL 17, 2019
There are a bunch of key indicators that happen throughout the buying/selling process that help us understand the true ‘health’ of any opportunity we’re working on and whether we’re in a good or bad position to win the deal. However, there is one that I’ve found to be the #1 key indicator of losing a deal which is “more time to make a decision.” When I hear this from the client, the hairs on the back of my neck sit up and my Spidey sense starts to tingle.
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Anthony Cole Training
APRIL 18, 2019
Complacency in selling is not a new phenomenon.
DiscoverOrg Sales
APRIL 16, 2019
What is corporate hierarchy? It’s the business landscape upon which epic battles are fought. And there’s no question that B2B sales is a battlefield: Reputations, sales, and profits are lost and won. As with any battle, the key to winning is knowing the terrain on which the battle is taking place. Nowhere is this more critical than in enterprise sales, where understanding an organization’s corporate hierarchy can illuminate the battlefield.
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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.
The Pipeline
APRIL 18, 2019
By Tibor Shanto. Every mode of communication offers opportunities for proactive prospectors, which is why you don’t want to skip the phone. The phone offers a number of advantages absent from email, LinkedIn and other social platforms. It creates contact between two human beings. What’s interesting is those who stick with one mode, especially social, seem to miss entirely the infinite social interaction and the possibilities the phone lead to.
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Connect2Sell
APRIL 17, 2019
You’re new to your role as a Sales Manager. Congratulations on your recent promotion! (Not promoted yet but angling for a sales manager role? Here's a post to help you get there.).
Zoominfo
APRIL 16, 2019
Take a look at your inbox – how many unread or deleted messages do you have? And how many of them are from companies trying to catch your attention? This is the reality of email marketing today. As such, it’s crucial to understand best practices that can help you improve email deliverability and compete in an environment where much is outside your control.
The Pipeline
APRIL 16, 2019
By Tibor Shanto. We live in stressful times , no matter what we do, stress will be a factor, especially in sales. What we stress over will vary. Expectations we set, those set by others and ones life chooses to serve at random, all make for a daily dose of stress. While most people choose to deal with stress, a better alternative is to eliminate or avoid know sources of stress.
Understanding the Sales Force
APRIL 18, 2019
This week I received a voicemail message from a salesperson that literally included everything but the kitchen sink. I don't recall listening to a voicemail that sounded like this before. I don't think voicemails like this are effective. I don't like voicemails like this.
Speaker: Jennifer Hodroge, Omni-Channel Strategic Leader, Forrester CX Certified
Marketers know that personalization is the key to engagement—but with limited budgets and time, how do you prioritize what, where, and how to personalize? Aligning your content, campaigns, and buyer experiences requires a deep understanding of customer needs. In this new webinar with expert Jennifer Hodroge, we’ll explore how to leverage insights and customer journey mapping to build personalization strategies that deliver real impact.
SBI Growth
APRIL 15, 2019
Marketing team structures too often are remnants from the days of print ad dominance. Sure they’ve evolved, but the core structure is often the same. Modernization has been performed by adding ‘vertical’ skills onto existing structure. Few organizations have retooled.
Zoominfo
APRIL 17, 2019
As human beings, we’re naturally inclined to regard change with a sense of skepticism. But, sales and marketing organizations must resist this instinct in order to constantly adapt to changing markets, new technologies, emerging trends and so on. But, there’s one business concept that’s stood the test of time like no other. It’s a model so deeply ingrained in modern strategies that most businesses don’t even think to question it.
MTD Sales Training
APRIL 16, 2019
One feature of modern, relationship-selling is that we need to understand about peoples’ preferred buying behaviour if we are to sell to more of them. It is a fact that people buy differently. They can be known as ‘buyer types’. Some people prefer to buy quickly, others slowly. Some people need a lot of information and detail, for others a sheet of A4 with bullet points is all the information they need.
Advertiser: ZoomInfo
Savvy B2B marketers know that a great account-based marketing (ABM) strategy leads to higher ROI and sustainable growth. In this guide, we’ll cover: What makes for a successful ABM strategy? What are the key elements and capabilities of ABM that can make a real difference? How is AI changing workflows and driving functionality? This Martech Intelligence Report on Enterprise Account-Based Marketing examines the state of ABM in 2024 and what to consider when implementing ABM software.
Sales and Marketing Management
APRIL 15, 2019
Author: Kurt Nelson PhD & Tim Houlihan It’s important to begin by acknowledging that teams are different from work groups. We often use “teams” to describe groups of people who work together, like sales teams. However, sales teams are typically work groups formed by the hierarchy of the organization, not the work they’re doing. They may work for the same manager, but they pursue individual and independent goals.
SBI Growth
APRIL 19, 2019
Today Chris Downie, CEO of Flexential, joins us to discuss the best practices in merging companies together. He provides insight into the checks and balances of company mergers and shares his experience forming Flexential from two legacy companies. Click here for.
Zoominfo
APRIL 14, 2019
Marketing automation has seen incredible growth in the last decade. In fact, 55% of B2B companies report using marketing automation as part of their marketing strategy ( source ). Though marketing automation platforms have become more popular, modern marketers are still not sure how to fully leverage their capabilities to see optimal results. In fact, a recent study reported only 14% of marketers describe their use of marketing automation as “good” or better ( source ).
Score More Sales
APRIL 14, 2019
I never thought I’d see Tiger Woods win another Masters tournament. That just happened.
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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.
Sales and Marketing Management
APRIL 19, 2019
When it comes to rewarding top performers, numerous studies show that experiences have an edge over material gifts in terms of memorability and strengthening the relationship between the giver and the recipient. Professors Cassie Mogilner and Cindy Chan recently authored a paper entitled “Experiential Gifts Are More Socially Connecting Than Material Gifts.
Mr. Inside Sales
APRIL 15, 2019
We’ve all been taught that practice makes perfect, but it doesn’t. If it did, then we’d all be great golfers, tennis players, and sales reps. But we aren’t, are we? The truth is: Practice only makes permanent. If you practice poor technique—then you’re going to get really good at being what? Poor at what you’re practicing…. And, unfortunately, this is what happens to so many sales teams.
Hubspot Sales
APRIL 19, 2019
There's nothing worse than getting through an entire sales presentation only to hear, "That was great, but I just need some time to think this over." While many salespeople focus on making their presentations flashy, fun, and exciting, they do little to ensure that their presentations address the prospect's top concerns -- and provide an irresistible solution.
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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.
Zoominfo
APRIL 18, 2019
As a sales professional, you know how difficult it can be to reach decision makers. Maybe they’re too busy for a phone conversation or you’re just not targeting the right people. Whatever it may be, if you’re looking to shorten the sales cycle, you need to understand who your best buyers are in order to fuel your pipeline with new contacts. Here are six ways you can generate more logistics leads today: 1.
SBI Growth
APRIL 17, 2019
Dallas, Texas – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, is pleased to announce that both Eric Estrella and Josh Horstmann have been promoted to Partner. Estrella most recently served as SBI’s Senior Vice President of Client.
Grant Cardone
APRIL 19, 2019
Dwight Eisenhower, former president of the United States, once famously said, “ What is important is seldom urgent.”. Eisenhower, in fact, taught that life can be broken down into 4 simple types of tasks: Task #1: The urgent and important— things that need to be done right away. You’re drowning, you need air. Task #2: The non-urgent but important— things that should be done right away but could wait without immediate negative consequences.
Women Sales Pros
APRIL 19, 2019
The world of sales is moving so rapidly it is hard to keep up. And, with the average 18-month turnover of sales leaders, it is more important than ever to know what levers to pull to improve effectiveness. Should you focus on AI, technology, enablement or something else? These are issues that high-performing leaders consider and act on. I hope you find value from my take on the four trends that will improve your success in 2019.
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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
APRIL 17, 2019
As human beings, we’re naturally inclined to regard change with a sense of skepticism. But, sales and marketing organizations must resist this instinct in order to constantly adapt to changing markets, new technologies, emerging trends and so on. But, there’s one business concept that’s stood the test of time like no other. It’s a model so deeply ingrained in modern strategies that most businesses don’t even think to question it.
Partners in Excellence
APRIL 17, 2019
We want our prospecting efforts with customers to stand out. To, somehow, differentiate ourselves from the dozens of other prospecting calls or emails our customers receive. Unfortunately, our efforts at differentiation tend to focus on the wrong thing—we focus on us–ourselves, our companies, what we sell. This leads our prospecting conversations to discussions about us: “This is what we do… ” “This is what we sell… ” “This is how great our c
Engage Selling
APRIL 18, 2019
There’s a right way and a wrong way to handle objections. Let’s start with the wrong way.
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