Sales and Marketing Management

NOVEMBER 6, 2019

Author: Rachel Krug Leads are the lifeblood of your business, yet, more often than not, leads fall outside the category of “sales ready” opportunities. As a result, reps often dismiss these as a dead end. But, as Orrin Woodward said, “There are no dead ends in life, only dead-end thinking.”. Rather than shelve these so-called “dead-end leads,” reps must commit themselves to find what may be hiding in plain sight.

Sales Qualified Lead 204

Sales Qualified Lead Lead Rank Lead Scoring Top of Funnel 204

The Pipeline

NOVEMBER 5, 2019

By Tibor Shanto. Commodity, the word is like Kryptonite for salespeople, say it out loud, and you can see their social status and sales erode. Somehow over the years, the word has come to be something negative in sales. The implication becomes that it is low value, easy to undercut on price, delivers few loyal customers, and generally undesired. The implication being that the only way to win is by price, with the winning move being to lower it.

Wireless 240

Wireless SalesForce Fashion Call-back 240

Membrain

NOVEMBER 6, 2019

My wife and I love a little restaurant near our home. They have the absolute best poke bowl we’ve eaten anywhere.

Sales Methodology 101

Sales Methodology Sales Enablement Sales Management Sales 101

SBI Growth

NOVEMBER 5, 2019

As a sales enablement leader, you had probably developed buyer personas years ago. There was a big announcement and possibly some training sessions, but then everyone forgot about them, and the sales reps almost certainly stopped using them. Slowly but.

Buyer Persona 196

Buyer Persona Buyer Sales Enablement Training 196

Advertisement

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

Corporate Visions

NOVEMBER 7, 2019

The post Are Buyer Personas Sabotaging Your Sales? by Tim Riesterer appeared first on Corporate Visions. One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. These fictional characters usually have names, and they embody all the traits of your ideal prospects. Typical buyer personas include a character sheet full of your prospects’ demographics, challenges, goals, and KPIs.

Buyer Persona 100

Buyer Persona Buyer Decision Maker Demand Generation Agencies 100

Marc Wayshak

NOVEMBER 7, 2019

A successful sales pitch today isn’t the same as it was a few years ago. Learn the 5 revealing characteristics of a successful sales pitch for the modern prospect. The post 5 (Revealing) Characteristics of a Successful Sales Pitch appeared first on Sales Speaker Marc Wayshak.

Sales 56

Sales Prospecting 56

Bernadette McClelland

NOVEMBER 4, 2019

LEADERSHIP LESSONS from the CAMINO de SANTIAGO! In the words of the famous poet Robert Frost: “ Two roads diverged in a wood, and I— I took the one less traveled by, And that has made all the difference “?. . We all walk the same path – some are ahead of others because they start sooner, others take detours, some might even get lost, many push the pause button and stop for a rest, some even walk backwards to move forwards and almost all of us will help those we meet or pass.

Travel 268

Travel Face-to-face Call-back Intent 268

Understanding the Sales Force

NOVEMBER 6, 2019

No data or statistics today. No sales training or coaching either. This won't be a lesson for sales managers or sales leaders. This is my rant of the day.

Video 254

Video Coaching Data Training 254

SBI Growth

NOVEMBER 4, 2019

Enhancing the Customer Experience (CX) has long been a strategic objective of B2C companies. Most of us have experienced firsthand how companies like Amazon and Apple have created sustainable competitive advantages. They create this differentiation not only with great products.

B2C 245

B2C Customer B2B Marketing 245

Advertisement

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

The Pipeline

NOVEMBER 7, 2019

By Tibor Shanto. Based on the conversations people are looking to have, it is hard to believe that cold calling is dead. I had a thoroughly enjoyable time with. Boštjan Bregar is the CEO and co-founder of Loop Email. There are a number of nuggets, and sometimes listening is as good as reading. Enjoy! The post The Opportunities Of Prospecting – Podcast appeared first on TiborShanto.com.

Opportunity 205

Opportunity Prospecting Cold Calling Conversion 205

Score More Sales

NOVEMBER 8, 2019

Now is the time of year where distractions happen. It is easy to blame others for your lack of success - but in sales, it always comes down to how well you perform regardless of the obstacles. To do well this quarter, you need one thing more than anything else - focus. Focus on your sales goals. Focus on your KPIs. Focus on your activity.

Sales Goal 195

Sales Goal Sales Strategy 195

Understanding the Sales Force

NOVEMBER 5, 2019

Do you like movies and TV Shows? I love them! How do you go about selecting the next movie or show you will watch? Do you look for a specific show, watch the trailer and if you like the trailer, watch it? Or, do you look at all of the new releases, or everything in a particular genre, narrow down the selections, watch several trailers, and finally choose one?

Hiring 222

Hiring Quota Company Sales 222

Connect2Sell

NOVEMBER 6, 2019

No one wants so hear an objection from a buyer. Sellers would prefer smooth sailing from open to close.

Objections 163

Objections Buyer Closing Sales 163

Advertisement

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

Sales and Marketing Management

NOVEMBER 4, 2019

Author: Jimmy Verrett Take a moment to look around, and I suspect you’ll quickly find anecdotal evidence to support what research now confirms : Increased consumption of content is shortening attention spans. Whether it’s watching TV, scrolling through mobile apps, checking email, or streaming music, American adults are devoting more time to media content interactions than ever, now more than 11 hours of each day.

Face-to-face 136

Face-to-face Channels Intent Construction 136

Hubspot Sales

NOVEMBER 4, 2019

Just as we saw in the popular sitcom " The Office ," sales reps have a lot to deal with. Whether it's a prankster coworker like Jim or dealing with manual data entry, finding a way to be more efficient can be hard. For sales reps, a client management software or customer relationship management system ( CRM ) can do the trick. CRM is a software that manages all your relationships with clients and potential customers.

Software 134

Software Software Lead Rank Lead Scoring 134

Zoominfo

NOVEMBER 5, 2019

You might be familiar with Maslow’s Hierarchy of Needs, Abraham Maslow’s psychological theory about human needs and development. But, have you ever applied this theory to your sales team structure? Below, ZoomInfo’s Senior VP of Revenue Patrick Purvis explains how Maslow’s Hierarchy can help you build a well-rounded SDR team!

Hiring 133

Hiring Scale Segment Lead Rank 133

Anthony Cole Training

NOVEMBER 8, 2019

In our next edition of Football & 9 Sales Productivity Tools That Will Change Your Results, we bring you our 6th tool, which is "Creating Your Ideal Week".

Tools 126

Tools Sales Sales Coaching Coaching 126

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

Mr. Inside Sales

NOVEMBER 7, 2019

Sales—and life—can be hard at times. In sales, you face a lot of rejection, daily, and yet you need to persevere and overcome in you want to succeed. In life, too, there is adversity and things don’t always go your way. The question it: What is the secret to dealing with life—and sales—when situations don’t go your way? The answer is to have a vision or goal that will keep you moving forward and on track no matter what.

Face-to-face 120

Face-to-face Gatekeeper Inside Sales Decision Maker 120

Keith Rosen

NOVEMBER 8, 2019

What do you do when you observe someone blatantly disrespect another person in some way? Do you intervene or idly stand by? Here’s one manager who took matters into his own hands, and the difficult stand to do what’s right. If you’re an avid traveler like me, you’ve probably lost count of how many flights you’ve taken in your life, only to be reflected in your airline member status or the stamps (old-school) in your passport.

Travel 112

Travel Face-to-face Airlines Hiring 112

Hubspot Sales

NOVEMBER 6, 2019

Imagine a sales conversation unfolding as follows: Salesperson: " So, you’re interested? ". Potential Buyer: " Yeah, I might buy this. How much will it cost me? ". Salesperson: " That depends — how much are you willing to pay for it? ". With prices readily available online and in-store, it’s likely transactions are moving this way. However, companies employing the value-based pricing model need to think about what the answer to that final question would be, if they want to employ the strategy su

Analysis 110

Analysis Competition Scale Sales Forecasts 110

Anthony Cole Training

NOVEMBER 5, 2019

In today's blog or "vlog", we bring you our newest Anthony Cole Training Group's brand video.

Hiring 126

Hiring Coaching Video Groups 126

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

Mr. Inside Sales

NOVEMBER 3, 2019

When you have to call your cell phone company, do the following words describe your feelings? Dread Frustrated Anger Hope. If your company has customer service reps (Hint: Every person in your company is a customer service rep!), then it’s imperative for your success to make sure your customers don’t feel this same way. Let’s clear up some myths about what it takes to hire or train outstanding customer service reps.

Customer Service 120

Customer Service Customer Face-to-face Hiring 120

Partners in Excellence

NOVEMBER 4, 2019

We spend lots of time and money trying to create predictable revenue, increasing the predictability of our sales approaches. We constantly engineer, refine, tune and re-engineer what we do and how we engage our customers to produce POs. We optimize our efforts, looking to be as efficient as possible, achieving what we do in the fastest time and lowest cost of selling possible.

Engineering 108

Engineering Survey Revenue Intent 108

Sales Hacker

NOVEMBER 8, 2019

The most successful salespeople think and act differently than your average sales rep. What sets them apart? They’ve discovered the traits that ensure selling success, and work incessantly to cultivate those traits in themselves. We’re going to share with you their secret sauce. We’re going to tell you the top 10 traits of successful salespeople — and how you can use them to up to go from a good salesperson to a great one.

Face-to-face 108

Face-to-face Exact Account Up-Sell 108

Hubspot Sales

NOVEMBER 5, 2019

If you’re in the business of selling to other businesses, the competition to land the sale can be fierce. With 58% of B2B buyers doing their own research before engaging with sales reps , many buyers are over halfway through the sales process before even speaking with a rep. With customers having access to more information than ever, how can you make your offering stand out?

Government 106

Government Proposal Competition How To 106

Advertisement

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

Zoominfo

NOVEMBER 7, 2019

Let’s face it—it’s not easy to build a perfect marketing team. A comprehensive marketing strategy includes a number of different tactics and initiatives—which means your team must include members with a wide variety of marketing skills. If you work in marketing, you’re already aware of the most common essential roles—social media managers, content specialists, email marketing managers, etc.

Marketing 100

Marketing Social Media Scale Analysis 100

Nimble - Sales

NOVEMBER 8, 2019

Do not give up on the customer if you lose them. It is much easier for a business to retain a customer than find a new one. Rejection is difficult to deal with, how customer relationship management (CRM) is crucial for any thriving business. Be honest with yourself and your team when a customer is […]. The post Win Back Your Lost Customers by Following These Tips appeared first on Nimble Blog.

Customer 99

Customer Follow-up CRM 99

Sales Hacker

NOVEMBER 7, 2019

“A bigger following means more sales.” It’s a common idea is sales, but it’s a big mistake on LinkedIn. I’ve grown my LinkedIn following by 185% in the last 2 years (from about 7,000 people to 13,064 as of the writing of this article). But by itself, that’s just a vanity metric. Having a large audience is nice, but it shouldn’t be your true goal. Making meaningful connections with the right people is what you should be aiming for.

Sales Qualified Lead 98

Sales Qualified Lead LinkedIn Lead Rank Lead Scoring 98