Sales and Marketing Management

AUGUST 6, 2020

Author: Paul Nolan Managers who create intricate business plans and put significant effort into developing short- and long-term goals for their teams and individual employees often revert to managing by time. The shift to working from home has forced many managers to adopt new approaches. It’s a change for the better, says Laura Vanderkam , a consultant on time management and productivity, and the author of “The New Corner Office: How the Most Successful People Work From Home.”.

Face-to-face 194

Face-to-face Travel Software Software 194

The Pipeline

AUGUST 4, 2020

By Tibor Shanto. We all know the expression “ A journey of a thousand miles begins with a single step.” All well and good if you’re an ancient prophet without a quota, but in sales, it’s not good enough. In sales, we have to worry and plan for the next step well in advance. And then the one after that, and all the rest of the 1,000-mile cycle. So, when pundits tell you the hardest part is getting started, it actually is not, it is finishing.

Proposal 427

Proposal Objections Quota Closing 427

Mr. Inside Sales

AUGUST 7, 2020

I listen to a lot of calls each week that my clients send me. This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Then: “And also, I’m not the decision maker on this, I’m just an influencer.

Prospecting 199

Prospecting Decision Maker Face-to-face Gatekeeper 199

SBI Growth

AUGUST 6, 2020

As you continually work on fine-tuning your sales organization, how can you best ensure that every prospect interaction contributes to a cohesive customer narrative that, ultimately, maximizes your sales? Through our work helping leading companies grow their revenue year after.

Data 386

Data Maximizer How To Revenue 386

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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.

Trends

Score More Sales

AUGUST 6, 2020

During times when business can be happening slower, in a slowed economy, finding any way to speed things up is important. What if there was some science around helping your buyers buy in a better way, or an easier manner? One of the reasons I did some heavy research seven years ago was that as a sales trainer and consultant, I could not show enough ROI for the time and money clients were investing in our work.

Sales Cycle 310

Sales Cycle ROI Research Buyer 310

Zoominfo

AUGUST 7, 2020

Have you ever answered a phone call from a sales rep that couldn’t remember the details of your account? It’s frustrating. You expect to be treated like a valued customer because you know the data is there, they just haven’t taken the time to study up before the call. Today, customers expect united, data-driven communications. A 360-degree approach to viewing and managing customer relationships supports efforts at every stage of the sales funnel.

Ideal Customer Profile 246

Ideal Customer Profile Customer Lead Rank Top of Funnel 246

SBI Growth

AUGUST 2, 2020

For many services companies who achieve exponential growth within narrow timeframes, they often find themselves lagging in critical operational areas, including go-to-market. Jarrod Johnson, Chief Customer Officer at TaskUs, found himself in a similar situation but was able to remain as.

Ideal Customer Profile 367

Ideal Customer Profile Customer Company Marketing 367

Connect2Sell

AUGUST 5, 2020

Networking 232

Networking Sales 232

Sales and Marketing Management

AUGUST 5, 2020

Author: Mike Schultz, President, RAIN Group Negotiation is everywhere: in selling, setting salaries, getting the labor union back to the table, figuring out where to go out to dinner.even getting your kids to go to bed. Since negotiation is everywhere, so is negotiation advice. Harvard professor Steven Pinker once said, “Much of the advice from parenting experts is flapdoodle.”.

Negotiation 218

Negotiation Maximizer Salary Face-to-face 218

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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.

Sales Management

Zoominfo

AUGUST 4, 2020

What happens when you turn suspects into prospects? There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. While MQLs don’t translate to immediate revenue or even pipeline contribution, the value isn’t equivalent to open rates, page views, and the like.

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

SBI Growth

AUGUST 4, 2020

For Sales Operations leaders on a calendar year, we are rapidly approaching annual planning season. As if it wasn’t difficult enough to identify where your organization’s growth will be derived from next year while trying to forecast the back-half of.

Sales Operations 350

Sales Operations Data Forecasting Sales 350

The Sales Heretic

AUGUST 5, 2020

A while back, I wrote a post listing words and phrases that successful people say on a regular basis. Just as important as what successful people say, however, is what they don’t say. High achievers understand that just as the right words can solve problems, heal wounds, create connection, and move people to action, the [.].

Customer 202

Customer Sales 202

Anthony Cole Training

AUGUST 4, 2020

Regardless of the current state of business, it is easy to get caught up in managing day-to-day tasks. It's also easy to lose focus on the end goal and continue to take the necessary steps to move your business forward.

Company 193

Company Tools Sales Management Sales 193

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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.

SalesForce

Zoominfo

AUGUST 2, 2020

Many B2B data providers claim to have the “best” data. But have you ever stopped to think about where these companies get their data and what makes it better than the rest? Data is a big investment – and as a buyer, you should never trust a data provider without first understanding where that information comes from. Today we’re looking at three major B2B data sources and discussing the pros and cons of working with each.

B2B 245

B2B Data Vendor Intent Data 245

Sales and Marketing Management

AUGUST 3, 2020

Author: Kaveri Kalavath Implementing enterprise software has never been easy. This hasn’t changed, even with software as a service (SaaS) and cloud-based technology. An original promise of SaaS was that it would take the pain away from internal IT personnel and transfer it instead to the technology vendor, which specializes in the thankless job of establishing the optimal hosting environment and maintaining the software for many clients at once.

B2B 177

B2B Customer Vendor Enterprise 177

SBI Growth

AUGUST 4, 2020

August 4, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Maximizing Enterprise Value Through CEO Selection.” CEOs with sales experience grow revenue.

Maximizer 174

Maximizer Enterprise Enterprise Research 174

Membrain

AUGUST 5, 2020

In science, according to a quote attributed to Albert Einstein, “everything should be made as simple as possible, but no simpler.”. This same principle applies to the sales profession. An overly complex sales system wastes time and money. But an overly simple sales system, ironically, does the same.

How To 171

How To System Sales Sales Enablement 171

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

Zoominfo

AUGUST 3, 2020

When one thinks of industries that attract large investments, fields such as software, energy, and pharmaceuticals come to mind. But according to new research from ZoomInfo, it’s the nonprofit and charitable industry that has drawn the most funding since 2019 — north of $70 billion total from January 2019 through May 2020. Figure 1 : The nonprofit industry took the top spot by total investment amount.

Nonprofit 239

Nonprofit Pharmaceuticals Energy Networking 239

Anne Miller

AUGUST 5, 2020

Not actually a question, here’s a very simple, yet powerful, way to get prospects to open up about the real issues, goals, hopes and concerns they have that will affect their decision to work with you. “Tell Me more about that…”. That’s it. Like an iceberg, that simple phrase leads people to go beyond their surface statements and reveal the deeper issues, concerns, perceptions, politics, etc. underlying those statements.

Social Media 167

Social Media Call-back Coaching Media 167

Partners in Excellence

AUGUST 3, 2020

It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring our progress against those quotas. But our measurement systems are getting increasingly complex. First, as we look at leveraging teams to sell complex deals, I hear increasing concerns with, “Who do we credit?

Compensation 161

Compensation Pipeline Quota Penetration 161

Alice Heiman

AUGUST 5, 2020

Talk to the People You Know. What are your salespeople doing all day? Is it productive? Are they getting results? . Do they dial the phone 100 times and reach one person? . Do they send hundreds of emails to get a 1% response rate? . How much is this costing your company? . Instead of cold outreach, why not talk to the people we know? We know so many people and we all have a large network , but we don’t tap into it or utilize and leverage it the way we should.

Networking 156

Networking LinkedIn Video Trends 156

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

Sales

Zoominfo

AUGUST 6, 2020

When in doubt, turn to the data — that’s our rule of thumb at ZoomInfo. That’s because no matter what department or industry, success comes down to data and the decisions you make with it. Today we’re going to take a look at how to use important data insights — from our platform — to combat the main obstacles recruiters face in their day-to-day workflows.

Hiring 221

Hiring B2B Intent Data Face-to-face 221

John Barrows

AUGUST 3, 2020

This week, Tim Harsch , CEO of Owler joins us on the podcast. John uses Owler every single day, and discusses how to nail your timing and relevance in your prospecting. Tim offers a look behind the curtain on how his team conduct their own prospecting, reminds us of certain trigger events that do not work anymore, and tons more! Follow the podcast: Subscribe on iTunes.

VanillaSoft 142

VanillaSoft Prospecting Social Media LinkedIn 142

Partners in Excellence

AUGUST 7, 2020

Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer buying process. One of the sales people asked, “How do we learn their buying process?” Some readers may think, “Isn’t this obvious?” After all, classically, we know we have to do discovery, what are their needs and requirements, who’s involved, what is their decision-making process, what alternatives are the con

Customer 156

Customer Vendor Groups B2B 156

Hubspot Sales

AUGUST 4, 2020

Succeeding in sales is 95-percent mental. If you don’t think you can succeed or land a deal, you will ultimately be right. But if you can remain positive you have a huge competitive advantage. In this decade, sales is a very challenging profession. The way businesses sell is constantly changing, and many sales reps are facing impossible deadlines, strict accountability, dozens of curveballs with each deal, and pipeline scrutiny from all sides.

Positioning 141

Positioning Hubspot Face-to-face Quota 141

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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

Sales

Zoominfo

AUGUST 4, 2020

What happens when you turn suspects into prospects? There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. While MQLs don’t translate to immediate revenue or even pipeline contribution, the value isn’t equivalent to open rates, page views, and the like.

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

Showpad

AUGUST 4, 2020

How do you scale sales enablement? And what’s your role as an executive? Welcome to the fourth post of this blog series for executives, where I will take you on a scalability journey. We already covered a lot of ground in this series, and I only mention it here because these previous blog posts are an important foundation for our scalability discussion today.

Scale 140

Scale Resources Sales Enablement Lead Rank 140

Membrain

AUGUST 2, 2020

Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The mindset of the salesperson plays a role. Here’s another way to help sellers avoid discounting and sell value – A repeatable sales process.

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Sales Process Discount Sales 135