The Pipeline
JANUARY 7, 2020
By Tibor Shanto. At first glance, good times are continuing for selling organizations; revenues are up and it looks like everybody is hiring. The economy seems to grow in line with the average sales, or is it the other way? And every app you add to the stack, claims to add 30% to your productivity and efficiency. Reminds one of the old joke about a salesman introducing technology to a VP of sales.
Sales and Marketing Management
JANUARY 6, 2020
Author: Colleen Honan and Liz Pulice As we head into 2020, many organizations are preparing for their sales kickoff meetings. These meetings are usually the one time of the year when companies can assemble their entire sales organization and get the team energized, engaged and prepared for the year ahead. . While many companies will focus all of their planning on the meeting itself, it’s what companies do before and after a sales kickoff that can make the difference between “meh”. and great.
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Close.io
JANUARY 9, 2020
You finally found the perfect candidate (or so it seemed). They flew through the interview process, had perfect answers for every question, and charmed their way into the sales position at your business. Then everything changed. They weren’t consistent in their sales performance, and they were suddenly very difficult to work with. What happened? Unless they’ve been replaced with a stunt double, the flaw may be in your hiring process.
The Center for Sales Strategy
JANUARY 9, 2020
If you have—or have ever had—a veteran salesperson on your staff, you know they bristle at training. The mere suggestion of it can set them off—and for good reasoning! Most of us were once salespeople, and we were good at it. And we too would sound off on why training wasn’t for us, why we wanted simply to be left alone to perform. Here's a list of reasons why sales veterans hate sales training, can you add to the list?
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
No More Cold Calling
JANUARY 9, 2020
Poor leadership will cost you $3.5 million per sales manager. “ Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. But I don’t think any sales manager listened, because more than half of reps are still missing quota.
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SBI Growth
JANUARY 10, 2020
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.
The Sales Heretic
JANUARY 7, 2020
Everyone in business wants more customers. But not all customers are created equal. Some are better for you than others. And if you’re going after more clients, it behooves you to focus your time, money, and energy on those clients who will provide you with the biggest return on your efforts. Which means in your [.].
Zoominfo
JANUARY 6, 2020
Depending on who you ask, reference checks are either an extremely valuable tool or a complete waste of time. But the fact is: a great candidate’s resume is only part of the hiring equation. You’ve got their previous experience and accomplishments on paper, but the intangibles are still unknown to you. You can trust your intuition and go forward with a hire—but we’ve all been surprised before.
Understanding the Sales Force
JANUARY 6, 2020
You seek out the best products, best stores, best websites and best experiences. Doesn't it make sense to wonder about where you can find the best salespeople? I asked Objective Management Group's (OMG) COO, John Pattison, to dig into some of our data from the evaluations of 1,931,772 salespeople from companies and provide me with some scores. I reviewed the data and have a number of very interesting and surprising salesenomics conclusions to share.
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.
SBI Growth
JANUARY 8, 2020
It is the start of 2020, a new year for your organization. You are just getting back from vacation, coming into a flurry of activity. Last year probably had some ups and downs, but you are ready for a new.
MTD Sales Training
JANUARY 6, 2020
We often get salespeople on our programs discussing the most important aspect of sales, and many consider the sales processes that they follow as the most important aspects that will keep the sales and commissions rolling in. However, we always point out that you could have the best processes in the industry, the most valuable product in the market place, or the cheapest price in your area.
Zoominfo
JANUARY 8, 2020
If you’ve been given the task of setting up your company’s sales and marketing database, you’re probably not overly excited … especially if it’s something you’ve got to build from scratch. How do you find prospects quickly? How do you verify the accuracy of the data? Is it really cheaper to build a database? All of these questions are probably making your head spin!
Bernadette McClelland
JANUARY 8, 2020
‘ON CHANGE’ “Come gather ’round people, wherever you roam And admit that the waters around you have grown And accept it that soon you’ll be drenched to the bone If your time to you is worth saving Then you better start swimmin’ or you’ll sink like a stone For the times they are a-changin'” Bob Dylan with his famous 1964 anthem on CHANGE at a time that was in huge transition.
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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.
SBI Growth
JANUARY 9, 2020
The year is 2007. The real estate market is flush. Stocks are booming. Getting a loan has never been easier. Companies are investing in themselves, growing their businesses, and increasing shareholder value. Now fast forward to 2008. The real estate bubble.
Anthony Cole Training
JANUARY 9, 2020
Are there certain characteristics that make someone (or a salesperson) assertive? We believe so.
Mr. Inside Sales
JANUARY 6, 2020
How good (or bad) does your sales team sound when prospecting over the phone? Have you recorded and listened to their calls lately? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”. Rep: “Ah, could I speak to the owner of the business?”. Me: (I was in a good mood, otherwise I would have hung up right there): “That’s me, Mike Brooks, how can I help you today?”.
Bernadette McClelland
JANUARY 5, 2020
When times get tough as they no doubt will, and we put so much stress on ourselves, Then think of the people who matter the most. And for a moment put that stress on the shelf. For it’s the ‘stuff’ that we think people worry about, The cars, the toys and the shoes, And making the numbers is part of the game. But not if it’s family you lose.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
SBI Growth
JANUARY 6, 2020
You have seen the dire warnings about the imminent recession. According to the Duke CFO Survey, 70% of CFOs believe it will happen by the end of 2020. According to the Conference Board, CEO confidence reached the lowest point in a.
Anthony Cole Training
JANUARY 7, 2020
Welcome to our newest blog series titled, "2020: The Year For Sales Growth". These blog posts will specifically focus on helping you drive (and increase) sales in the new year.
Connect2Sell
JANUARY 6, 2020
In a Qualtics panel study with 530 B2B buyers, we asked what buyers want from sellers. Here’s a sample of what buyer said. They want sellers to: be excited and eager about what you’re selling without “overselling” it. make eye contact with me. be honest and amiable. be natural, not fake. be polite, courteous and knowledgeable. have a positive outlook. follow through to project completion. have a deep understanding of our strategic goals and purpose. be proactive and adapt to changing situations.
Bernadette McClelland
JANUARY 9, 2020
A huge part of advancing forward whether in your career, your business or your life … is strategy. Working out your next move. But it’s not as easy as it sounds, especially if you’re going through a crappy time! The secret, though, is to give subjectivity a rest. Allow your emotions some time out! Work that pre-frontal cortex! Become a little more objective instead!
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Zoominfo
JANUARY 9, 2020
With the proliferation of social media, social employee advocacy as a form of strategic marketing is imperative in today’s digital landscape. Furthermore, the benefits of employee advocacy are two-fold—it benefit your employees, and your bottom line. What more could you ask for? . While there are some definitive advocacy program no-nos, an authentic and successful employee advocacy program is lucrative to attracting new talent and new business.
Alice Heiman
JANUARY 10, 2020
What’s the easiest way to get new sales revenue? . Get more business from existing customers. Sell them more of the same or something new. They already know you and love you so this should be the obvious path when you need revenue fast. . What’s the next easiest way to get new sales revenue? . Introductions from satisfied customers. . STOP! .
SBI Growth
JANUARY 9, 2020
January 9, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a leading management consulting firm exclusively focused on revenue growth, announced the completion of a strategic investment by CIP Capital. CIP Capital is a private equity firm focused on.
Bernadette McClelland
JANUARY 7, 2020
WRITE IT! DO IT! Last year I set an intention to be a ‘keynote speaker’ at 10 events in the USA and one random country I never named – I just wrote ‘1 x random country’ and put it on my list. 10 years ago while I spent 12 months in bed due to illness I decided that if I made it through I would do what I loved, not what I had to do.
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.
Zoominfo
JANUARY 9, 2020
With the proliferation of social media, social employee advocacy as a form of strategic marketing is imperative in today’s digital landscape. Furthermore, the benefits of employee advocacy are two-fold—it benefit your employees, and your bottom line. What more could you ask for? While there are some definitive advocacy program no-nos, an authentic and successful employee […].
Grant Cardone
JANUARY 8, 2020
Herbert Hoover saved millions of people’s lives yet was one of the most HATED presidents ever. Why? Let’s dive into history, learn from it, and apply it to our lives today. Perhaps you’ve heard of President Hoover—but it’s been a while since he was in office. Hoover was first and foremost a BUSINESSMAN who happened to serve as the 31st president of the USA from 1929 to 1933.
Anthony Iannarino
JANUARY 8, 2020
It’s the ninth day of January, the beginning of a New Year—and the start of a new decade. Right about this time, the will and discipline of a week ago has dissipated, and if you are like most people, you have reverted to the comfort of old, well-ingrained habits. If you allow yourself to lose a contest with your habits, your year is going to be a repeat of last year—or maybe the last seven or eight years.
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