The Pipeline
OCTOBER 2, 2018
By Tibor Shanto. A bit of fantasy is good for the soul; it would hard to get through days and projects if not for a little mental cheating and false illusions; it is entirely another to base your own or your company’s future on it. Stats – The Drug of Choice. One of the great things about the web, (thank you Al Gore), is the endless stats produced by the reams of data collected by everybody.
No More Cold Calling
OCTOBER 4, 2018
But here’s what they’re missing on referral B2B lead generation. I’ve had it with the accusations that referrals don’t scale, that referrals are a favor, that referrals can be digital, that all you need to do is ask for referrals, and the other crap that so-called experts tout on social media. I don’t usually use the word “crap” in my writing.
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SBI Growth
OCTOBER 1, 2018
The Growth of Inside Sales Has Left Large Cloud Providers Playing Catch Up.
MTD Sales Training
OCTOBER 3, 2018
Don’t you just love it when one of your customers places a follow-up order? Or you get that call and the customer says they’d like a repeat of what they had from you before? The great feelings flow through you, because you realise that all your hard work was worth it, and you feel rewarded by repeat business that you didn’t have to do too much to gain.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Sales and Marketing Management
OCTOBER 4, 2018
Author: Anand Srinivasan The traditional approach to marketing involves brand building, advertising, participating in trade shows, launching mailers, and so on. This approach is also known as “downstream marketing” since they look ‘downstream’ at the customers in the targeted segment and optimize the ways to communicate with them. An alternate to this has been emerging in recent times and is becoming increasingly popular among B2B organizations.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
OCTOBER 4, 2018
The Top 5 Things to Consider When Marketing Overseas.
MTD Sales Training
OCTOBER 5, 2018
Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? By that, of course I don’t mean they are an imposter! No, but maybe they are claiming to have more power than they really have in the decision-making process. Sometimes it may be a ploy used by the customer, to either boost their own ego or to bypass the stringent processes the company use decide the supplier list they are going to use.
Sales and Marketing Management
SEPTEMBER 30, 2018
Author: Dan Tyre and Todd Hockenberry Times have changed. For most business owners, the good old days (think 2016) are a distant memory. Businesses need to be adaptable and prepared with the right strategy to engage the right customer to be successful. Do you have a strategy to compete? Over the last two years, as we have been doing research for our book, Inbound Organization (Wiley), we have been speaking with owners, senior executives and managers throughout the world, and we are constantly am
Zoominfo
OCTOBER 1, 2018
Modern content creators strive to deliver fast results—and for good reason. We live in a fast-paced, competitive digital landscape, and marketers are under constant pressure to make an immediate impact with every piece of content they create. But when it comes to content marketing success, content marketers must prioritize long-term strategy over short-term gains.
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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
OCTOBER 5, 2018
The reality is CMO’s and their sales leader counterparts are felling extreme stress from the weighing pressure of the annual revenue or bookings targets. In many cases the relationship between marketing and sales is most tested during Q4. Sales leaders.
Connect2Sell
OCTOBER 3, 2018
What makes a good question? In sales, some would say a good question is one that is prepared in advance. Some would say a good question is one that swiftly leads the buyer toward the close. Still others would say a good question is one that forces the buyer to agree with the seller, even if on a small point.
DiscoverOrg Sales
OCTOBER 3, 2018
They delete your emails. They decline your invitations. They cut your calls short. What does it TAKE to sell to the Chief Marketing Officer? A candid interview with Jill Konrath and Heidi Bullock, CMO of Engagio. We wanted to know, so we went straight to the source: a CMO. We asked Jill Konrath , best-selling author and speaker on the subject of understanding the customer, to ask some hard-ball questions of actual customers who buy products and services.
Sales and Marketing Management
OCTOBER 3, 2018
Author: Paul Cherry I was working with a manufacturer of medical instruments that use lasers to measure blood flow. The products cost upwards of $50,000 and are sold primarily to medical research facilities. With a niche product like this, the pool of potential customers is small, so you have to make the most of every opportunity. Unfortunately, the closing percentages for this company were low.
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.
SBI Growth
OCTOBER 2, 2018
How to Know When to Make the Tough Call and Sunset a Product.
Zoominfo
OCTOBER 4, 2018
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 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.
Mr. Inside Sales
OCTOBER 1, 2018
You’ve Got 5 Seconds to Make a Good Impression. By Mike Brooks, [link]. Learn the best effective phone sales techniques including successful cold calling business prospecting, outbound telemarketing, professional telephone calls process, and other opening selling skills, tools, methods, tips and ideas. Years ago, they used to say you had just a couple of minutes to make a good impression when selling over the phone.
Sales 2.0
SEPTEMBER 29, 2018
“This porridge is too hot!” she exclaimed. So, she tasted the porridge from the second bowl. “This porridge is too cold,” she said. So, she tasted the last bowl of porridge. “Ahhh, this porridge is just right,” she said happily and she ate it all up. And so, it is with prospecting preparation time. Social calling vs. volume calling.
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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
OCTOBER 3, 2018
Author: SMM Staff Suppliers of incentive gift cards tout their flexibility, the ease with which gift card programs can be administered, and their versatility in terms of use. Users of gift cards in business settings say they are right on all counts. That’s the takeaway from a new survey of incentive gift card users by Sales & Marketing Management magazine.
Zoominfo
SEPTEMBER 30, 2018
For the typical B2B organization, sales and marketing alignment is the ultimate goal. Yet, in most companies, the two departments operate independently—causing frustration and resentment on both sides. If you’re struggling with sales and marketing alignment, here are a few compelling reasons to get these teams on the same page: Companies with strong sales and marketing alignment achieve 20% annual growth rate.
No More Cold Calling
OCTOBER 1, 2018
Stop cold calling on social media. You’re not one of those people who blast me with a sales pitch after I accept your LinkedIn invitation, are you? I don’t think so, because you’ve been reading my blog, so you know by now that social selling is all about being social. LinkedIn is the place to begin a conversation and begin a relationship. Clicking buttons and sending a standard invitation doesn’t cut it.
Sales 2.0
SEPTEMBER 29, 2018
“This porridge is too hot!” she exclaimed. So, she tasted the porridge from the second bowl. “This porridge is too cold,” she said. So, she tasted the last bowl of porridge. “Ahhh, this porridge is just right,” she said happily and she ate it all up. And so, it is with prospecting preparation time. Social calling vs. volume calling.
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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.
Hubspot Sales
OCTOBER 3, 2018
What sets you apart from the competition? Successful companies like Coca-Cola and Band-Aid have one important thing in common: a strong brand. In fact, their brand names have become generic terms for all similar products in their niche. If you cut yourself, do you ask for a bandage or a Band-Aid? A strong brand should be a priority for all businesses striving for success -- and the proof is in the numbers.
Zoominfo
OCTOBER 3, 2018
In recent months, we’ve featured the subject of podcasting throughout several blog posts—from podcasting best practices to lists of our top podcasts to listen to. To round out this series, we’re shifting away from sales and marketing and moving on to recruiters and HR professionals. We’ve established that podcasts are great tools for professional development and workplace inspiration—and they help pass the time on your long commutes.
SBI
OCTOBER 4, 2018
What a week! When it comes to this year’s Dreamforce, It most certainly did not disappoint. As crazy as it always is, it remains one of the best events of the year to attend if you’re looking for inspiration, knowledge, and networking. We’ll be reporting on all the activities over the coming weeks. In the meantime, I wanted to share a Dreamforce wrap-up from the last day of the Expo floor.
Alice Heiman
OCTOBER 3, 2018
Virtually every sales rep or sales leader is on a mission to hit or exceed their goals. BUT, why do so many fail? Because they’re missing the magic ingredients for success. . Having worked with over 200 sales organizations over the years, allow me to share what separates the sales winners from those who don’t make their goal. 8 Strategies for Consistently Hitting Your Sales Goals . 1.
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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.
Hubspot Sales
OCTOBER 5, 2018
Attention Outlook users: we have something for you: a compilation of the best Outlook tips for organizing your inbox. These shortcut keys will change the way you email. In fact, after taking just two minutes to learn them, we've began saving 15 minutes a day in email. To help others do the same, we organized these keyboard shortcuts based on the three types of email views: Inbox View, Conversation View, and Compose View.
Fill the Funnel
OCTOBER 2, 2018
A New Way Of Empowering Your Content If you are involved in any online business activity you understand the importance of content. Content drives lead-generation, advertising, reputation, traffic, SEO and revenue. Staying ahead of the trends, preferences and effective practices to connect with your customers is an important part of successful online sales and marketing. […].
John Barrows
OCTOBER 3, 2018
With Morgan, Lucas, and John attending Dreamforce last week, we wanted to all share our perspectives from Morgan’s second time attending, Lucas’ first, and John’s countless time at Dreamforce. In no particular order, here are our top takeaways from Dreamforce 18. The power of voice. Voice and an AI assistants are here to stay, as we predicted earlier this year.
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