Partners in Excellence
SEPTEMBER 17, 2018
We know the importance of the marketing and sales process. It provides us a structured, disciplined approach to engaging our buyers. In theory, it should help us help the customer in navigating their buying process. Sounds good, what could be simpler–start at the beginning, go step by step through each stage, reach the end when the customer does, get an order, move on.
Openview
SEPTEMBER 20, 2018
Every year around this time, I see a lot of messages that look like this: This isn’t a rep who is failing and has to make a move… it’s a talented person who will be actively open to/looking for a new role because something is missing in his current one. Folks, there is a strong chance you have reps in your own startup that are thinking this exact thing right now.
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LevelEleven
SEPTEMBER 21, 2018
It’s no secret that sales reps have it tough, and their jobs are only getting tougher. A 2018 State of Sales Enablement report shows that nearly 70% of respondents reported that their company’s sales process were becoming more complex. In addition, 55% reported that the increasing level of sales process complexity impacted their sales performance. With all of these extra challenges, on top of the demand to meet high sales productivity numbers and their company’s sales effectiveness expectations,
SBI
SEPTEMBER 20, 2018
“Teamwork makes the dream work!” It’s common rally cry from managers, encouraging team members to work together and contribute to each other’s success. Generally, collaboration is a good thing. A 2017 study conducted by the Institute for Corporate Productivity (i4cp) found that organizations that encouraged collaboration were up to 5 times as likely to have high-performing teams.
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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
SEPTEMBER 17, 2018
Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules. Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation. If you sometimes wish there was a better way, you’re not alone.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
SEPTEMBER 18, 2018
By Tibor Shanto. No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. Given that there so many words, every day bringing more, that the word we’ll focus on today is a proxy for words rather than just one guilty word. The word I am talking about is talk, and the often silly way sellers use words, but more specifically the obsession to be delivering words, talking, sometimes (usually), jusf for the sake of talking.
SBI Growth
SEPTEMBER 15, 2018
The emergence of the Customer Success Professional is an existential threat to account managers. As you create your headcount plan for 2019, you’re starting to think of how to cover your accounts, and whether you need Account Managers, Customer Success.
Sales and Marketing Management
SEPTEMBER 19, 2018
Author: Jeffrey Weil Thanks to the surge of high-profile and costly cyberattacks in the last year, coupled with the General Data Protection Regulation (GDPR), businesses everywhere have been making security and compliance their No. 1 priority. Executives must be examining every facet of their organizations’ operations to ensure they’re appropriately handling and securing mission-critical corporate information, as well as customer and employee data.
Sales 2.0
SEPTEMBER 15, 2018
I used to do it. I would get to the office extra early and I’d start dialing before 8AM. I wanted to become a rock star sales dude and I was mentored by my boss that the trick was to call CIOs (Chief Information Officers) early in the morning. At that time of day, the stressed out CIO would be in the office but his assistant would still be fighting their way through the New York subway.
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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
SEPTEMBER 17, 2018
Ten or so years ago, podcasts were just a blip on the average marketer’s radar. Although the medium existed, it certainly wasn’t as common or as popular as it is today. In fact, 48 million Americans listened to podcasts weekly in 2018—that’s 6 million more weekly listeners than there were just a year ago ( source ). Given its rising popularity, podcasting is now an avenue marketers can explore to publish more branded content and reach new audiences.
SBI Growth
SEPTEMBER 16, 2018
The number one way to demonstrate Return on Marketing Investment (ROMI) is by driving revenue through Lead Generation. However, few CMOs are driving top-line revenue growth with their lead generation activity. The problem? It is in the statement. Activity. Activity.
Babette Ten Haken
SEPTEMBER 17, 2018
Do we really understand the difference between customer service delivery and customer experience delivery? Or, do we use the two terms interchangeably? At times, our self-focused perception leaves customer service delivery up to everyone with “service” as part of their job titles. That means we assume customer service is someone else’s responsibility.
MTD Sales Training
SEPTEMBER 19, 2018
Are you using video meetings in your sales process? More and more companies are going down this route especially those that sell software, SAAS products and online services (such as online sales training ). Sometimes it can save you a ton of time if you can jump on a video conference call with screen sharing capability and all that jazz! Do it correctly and it can work wonders for you.
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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 Heretic
SEPTEMBER 18, 2018
Whether you’re a salesperson, executive, or business owner, presentation skills are vital to your success. But presentation skills are rarely taught in school, and too many companies don’t invest in such training for their people. Which means if you want to be a better presenter, you’re often on your own. Fortunately, there are plenty of [.].
SBI Growth
SEPTEMBER 18, 2018
Everyone knows that as a highly effective sales leader you should inspect the key leading and behavioral indicators of your team as a predictor of future sales success. What always amazes me is how many sales organizations just do the.
Understanding the Sales Force
SEPTEMBER 18, 2018
I've written extensively about how salespeople score in 21 Sales Core Competencies. Typically, both the articles and data are shared in the context of the difference between top salespeople and weak salespeople but rarely have I written about what happens after salespeople have been evaluated.
Zoominfo
SEPTEMBER 18, 2018
Personalization. It’s one of the most talked-about trends in the marketing world today. Marketers—us included—continue to preach the importance of understanding your customers and delivering targeted, personalized campaigns based on what you know about them. But, what we haven’t discussed are the risks of personalization—or more specifically, what happens when a campaign is too personalized.
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.
Bernadette McClelland
SEPTEMBER 18, 2018
As everyone was preparing for the Y2K bug to close down the world, I was closing up my files, picking up my bag and saying my goodbyes to a company I had called home for some 20 years. A time and place that was pre-mobile phones…yes, where yellow phone messages were placed in wooden pigeon holes, where the first plain paper fax machine I sold was for a crazy $20,000, where the boys club ran rampant and a handful of women on the sales floor was a huge exaggeration of numbers.
SBI Growth
SEPTEMBER 20, 2018
Are you still stuck using legacy CRM’s to drive your Lead Management process? CRM’s have introduced a lot of fantastic features that over time have become staples of almost every sales and marketing organization. While they provide a lot of.
Sales 2.0
SEPTEMBER 20, 2018
Hi John, This is Nigel calling from Sales Software 2.0. We’ve created a unique AI solution that works with big data at a systems level to suggest the best methodology to use in your cloud CRM. We do this by using distributed geometric parallel processing. Our system is really unique as it runs at 10 petaflops on Linux. We can achieve this as a we use Object Oriented frameworks, GPU accelerated computing combined with local caching.
Zoominfo
SEPTEMBER 16, 2018
Often, HR departments hire reactively— meaning they only seek to fill positions as they open up. Talent mapping, on the other hand, is a proactive approach used to forecast long-term hiring needs and subsequently cultivate organizational support for new roles over time. Essentially, talent mapping bridges the gap between a company’s goals and the personnel they must hire to reach them.
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!
Connect2Sell
SEPTEMBER 19, 2018
To improve a sales team’s efficiency, I start by assessing the team’s sales enablement efforts. In many sales organizations, the attempts to enable are actually disabling sellers by creating staggering inefficiencies and, even worse, impairing sales effectiveness. You can’t shift to agile selling if your systems and processes operate like the tail wagging the dog.
SBI Growth
SEPTEMBER 21, 2018
“Hello 2019, we’ll be right with you!”. Most of my clients have been in non-stop planning meetings since mid-August and earlier. Long days of adjusting and readjusting budgets and expectations. New tools make the process easier, however the resource allocation decisions.
Sales 2.0
SEPTEMBER 20, 2018
Hi John, This is Nigel calling from Sales Software 2.0. We’ve created a unique AI solution that works with big data at a systems level to suggest the best methodology to use in your cloud CRM. We do this by using distributed geometric parallel processing. Our system is really unique as it runs at 10 petaflops on Linux. We can achieve this as a we use Object Oriented frameworks, GPU accelerated computing combined with local caching.
Zoominfo
SEPTEMBER 20, 2018
What makes a marketer successful? However you answer that question, one thing is for certain—it’s a different answer than the one you’d give five years ago. The marketing industry lives in a constant state of evolution. New trends and technologies emerge regularly and quickly change the way we interact with customers and prospects. Today, we take a close look at the most essential skills modern marketers must possess to keep up with the current marketing landscape.
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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
Mr. Inside Sales
SEPTEMBER 16, 2018
A Simple Lesson From the NFL to Close More Business. By Mike Brooks, [link]. Learn the top strategies, ideas, ways and examples on how to increase sales qualified leads with the top open ended sales probing discovery questions for qualifying prospective clients. Ahhhhh…. The NFL is back! Teams have played a couple of games, and coaches are watching game film and teaching players how to improve every week.
SBI Growth
SEPTEMBER 21, 2018
Joining us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); is Walt Megura, the Vice President of Emerging Industry Segments and Channels for Ericcson, one of the leading providers of Information and Communication Technology (ICT) to service providers, with about 40% of.
Sales 2.0
SEPTEMBER 15, 2018
I used to do it. I would get to the office extra early and I’d start dialing before 8AM. I wanted to become a rock star sales dude and I was mentored by my boss that the trick was to call CIOs (Chief Information Officers) early in the morning. At that time of day, the stressed out CIO would be in the office but his assistant would still be fighting their way through the New York subway.
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