Start Here to Create a Strong Marketing Operations Plan for 2018
SBI Growth
NOVEMBER 8, 2017
MTD Sales Training
NOVEMBER 9, 2017
Last week, the CMI and Glassdoor published their research findings on management trends in their paper ‘Leadership and Culture at Work.’. It’s always interesting to see how companies are adapting to the wildly-changing world of business, and it’s studies like these that help us as sales managers and sales directors to understand how we need to shape up for future business opportunities.
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Understanding the Sales Force
NOVEMBER 9, 2017
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Sales and Marketing Management
NOVEMBER 8, 2017
Author: Judi Hand Contact center employees have one aim: using the information at their disposal to solve a customer’s problem. Companies provide these workers with data, contact history, service history, and so on to help them answer whatever questions the customer asks. But companies focus so much on the relationship between customers and data that they often ignore how smart data practices affect employees.
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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
NOVEMBER 6, 2017
Sales and Marketing Management
NOVEMBER 6, 2017
Author: Cate Gutowski Failure is something we don’t talk about enough in business. In fact, it’s practically a four-letter word. In the industrial world, we’re trained that failure equals incompetence, which equals…out of a job. Yet, Silicon Valley startups teach us that failure is cool. Some even wear it as a badge of honor. In the software world, failure equals cool, which equals job security.
The Pipeline
NOVEMBER 9, 2017
By Tibor Shanto. It seems many in sales feel the best way to show how smart they are, is to have all the answers at the ready, and feel compelled to bark an answer as soon as the prospect asks, sometimes even before. I would suggest that even when you know the answer, no element of doubt, offering it up like a candy dispenser, will not lead to the prospect thinking you are smart by virtue of knowing answer, and certainly does not guarantee the deal.
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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.
DiscoverOrg Sales
NOVEMBER 8, 2017
The post An Agile Process for Sales Development appeared first on DiscoverOrg.
Sales and Marketing Management
NOVEMBER 8, 2017
Author: Staff There seems to be no end to the workshops, webinars and blog posts on how managers can better understand millennials in order to effectively recruit and retain this emerging workplace demographic. Tom Coburn, the founder and CEO of Jebbit, a digital marketing platform, offered these management tips for millennials in a recent guest post at Entrepreneur.com.
Jill Konrath
NOVEMBER 7, 2017
One person who always gets me thinking is Donal Daly. Last week I interviewed him about his new book, Digital Sales Transformation in a Customer First World.
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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.
MTD Sales Training
NOVEMBER 8, 2017
Have you ever interviewed someone who comes across as having all the skills you need to be successful for your company? Did their CV have all the qualities you want? Were the answers they gave to your questions good enough to give you confidence in their abilities? So, you employed them and they started with a flourish, building their knowledge of your products and services and getting some sales.
Sales and Marketing Management
NOVEMBER 9, 2017
Author: Chris Wirthwein Ah, the tradeshow. If you’re a B2B marketer like me, it’s probably as close as we’ll ever get to putting on a rock ’n’ roll tour, as we wheel our display cases into the venue and prepare to meet what we hope will be an enthusiastic crowd. (“We love you Cleveland!”) But even the most exciting tours can become a real grind. Planning revolves almost entirely around logistics: Where will our booth be?
SBI Growth
NOVEMBER 6, 2017
Joining us for today’s show is Steve Bonvissuto, the Executive Director for Innovation at MarketSource. Steve answers questions out of SBI’s 2018 hbspt.cta.load(23541, '74afaaa6-ba2a-4936-a1ed-8fe80db57c38', {}); to share his deep knowledge of strategic sales systems. To follow along flip to.
Pointclear
NOVEMBER 8, 2017
There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine. Failure to execute and coordinate all of the moving parts leads to poor results.
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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.
The Sales Hunter
NOVEMBER 5, 2017
Your eye contact matters! Even if you are on the phone, you need to make sure you aren’t distracted by your computer or things in your office. Stay focused on your customer! Have your customer’s name and company name in front of you. Check out the video to see what I mean: A coach […].
Hubspot Sales
NOVEMBER 6, 2017
When a deal stalls, it’s tempting for the salesperson to unknowingly put themselves first. We’ve all been guilty of it at one time or another. You might repeat the close, not-so-subtly threaten the prospect with an expiring discount, or roll several asks into one conversation. These tactics are a surefire way to turn stalled deals into cold ones. Below, I’ve outlined six strategies for moving stalled deals forward.
DiscoverOrg Sales
NOVEMBER 6, 2017
If prospects don’t fit your Ideal Customer Profile, they shouldn’t become leads. You already know this. But that doesn’t stop a lot of sales and marketing professionals from pursuing any and all hand-raisers, regardless how poorly suited they are. If you’re having trouble converting leads – or getting leads at all – here’s your simple, three-step process to keep your eye on the ball.
SBI
NOVEMBER 8, 2017
Your prospects want to succeed as much as you do. And they want to boost their companies — and hopefully their own careers — in the process. So, if your offer will help them succeed, why wouldn’t they call you back immediately and sign now? If something’s good for you, surely you should want it! Your prospect has a tough job. She must convince her organization and relevant stakeholders (the proverbial average of 5.5 internal stakeholders ) that change is a good thing.
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.
The Sales Hunter
NOVEMBER 7, 2017
Yes, you can fire a customer and you need to fire more than just one! The end of the year is a perfect time to be honest with yourself and your business. How much time do you spend on customers that are doing nothing but taking time away from you that would be better spent […].
SBI Growth
NOVEMBER 10, 2017
Joining us for today’s show is John Young, the Senior Vice President of Global Sales for NetFortris. John has a proven record of accomplishment of increasing profitable recurring revenues faster than his industry and his competitors in a crowded SaaS.
Pointclear
NOVEMBER 7, 2017
PointClear’s Kimmy Netterville has been nominated as one of the 40 Most Inspired Leaders in Sales Lead Management. The Sales Lead Management Association announced today that nominations are now closed, and voting is open until Dec. 6, 2017. The list of winners will be posted on Dec. 15, 2017. Many of PointClear’s clients over the past 11 years have directly benefitted from Kimmy’s abilities managing B2B lead generation, lead qualification and lead nurturing programs.
Mr. Inside Sales
NOVEMBER 5, 2017
What’s the number one blow off prospects use these days? “Can you email that to me?” If you think about it, that’s the perfect stall. They aren’t saying no, and it implies that you will need to talk to them later… Unfortunately, later becomes never as chasing down busy professionals – especially people who now don’t want to be followed up with – becomes nearly impossible.
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.
The Sales Hunter
NOVEMBER 10, 2017
Recently I attended a conference where suppliers and customers were both in attendance. Following up after the conference with several of the customers, I was shocked at what they had to say about several suppliers who were there. Their comments were negative and strong and ended with how they would never look to work with […].
Anthony Cole Training
NOVEMBER 10, 2017
I’m sure majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.” This, of course, means it’s more worthwhile to teach someone to do something (for themselves) than to do it for them (on an ongoing basis).
Openview
NOVEMBER 6, 2017
Editor’s Note: This article was first published on Medium here. A few weeks ago, I met a CMO named Yvette in the office kitchen at OpenView. She was chewing on a bagel during a lunch break from the VC firm’s all-day speaker event, and she was clearly upset. “How in the world,” Yvette said, reaching for the cream cheese, “am I going to inform my team that our entire approach to marketing is wrong?”.
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