Highspot

JUNE 26, 2019

Research from SiriusDecisions’ 2018 Global Chief Sales Officer Study found that fewer than 50% of sales reps are hitting quota and that at 70% of companies, barely 30% of reps are meeting quota. These statistics illuminate an unsettling fact — the majority of sales teams are ineffective. With less than half of their sales team hitting quota, it’s easy to understand why sales leaders often focus their time and energy on top performers in the hopes that they inspire the rest of the tea

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Scale Quota ROI Webinar Metrics 40

Sales and Marketing Management

JUNE 24, 2019

Author: By Brad Soper, Lisa Jaeger and Alexander Stahmer While there are no shortcuts to creating and implementing an effective, long-term sales strategy, there are five actions sales teams can take to get that strategy on track – and keep it there – by generating more sales from existing customers. . Segment customers by their potential. Correct segmentation is the most effective way to prioritize customers and manage them in a targeted way.

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Customer Churn Segment Media 238

Partners in Excellence

JUNE 23, 2019

Before reading this post, think about the following quote from Abraham Lincoln: If I have 6 hours to chop down a tree, I’d spend the first 4 hours sharpening the axe. I’ve had the great privilege of coaching/advising one of the highest performance sales teams I’ve ever worked with. They are led by a great manager who has built a talented team.

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Sales Cycle Discount Coaching Forecasting 109

No More Cold Calling

JUNE 27, 2019

Connections and relationships are what count. Should I accept every LinkedIn invitation? I’m frequently asked that question. It’s a personal choice. Some people do. Some people only connect with people they know in real life. Others screen every invitation; they write to people first and ask why they want to connect. I’m in-between. I view every invitation.

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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

MTD Sales Training

JUNE 25, 2019

How many times have you made a presentation and afterwards thought ‘that was so boring, even I wouldn’t have bought my product!’. There are many occasions where we have presented a solution and it’s not created any connection with the prospect. How, then, can we build a great presentation and really connect with the prospect? First, lets see what we shouldn’t do in our presentation: A product demonstration should NEVER be a tour of features and functions.

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SBI Growth

JUNE 27, 2019

As CMOs are more involved in shaping the global corporate strategy, they are less able to manage the day-to-day Marketing execution. They increasingly need a right-hand person to help with the daily operation. This person is the CMOs Chief of.

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Strategy Marketing Hiring Positioning 268

No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. I’m not braggadocious, but I know what works. I also know there’s a lot of bad advice that’s proffered about referrals.

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Referrals Scale How To Lead Rank 297

Zoominfo

JUNE 24, 2019

Artificial Intelligence. If you’ve been online in the last few years, you’ll see talk of AI everywhere. Experts across the globe are offering up their own take—trying to be first to tell you exactly how artificial intelligence will impact your industry, your company, your product, your job. And, at ZoomInfo, we’re no exception. We recently discussed AI in the following post: The Impact of Artificial Intelligence on B2B Marketing.

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Forecasting B2B CRM Quota 272

The Pipeline

JUNE 25, 2019

By Tibor Shanto. In Good times and bad, the one thing most sales professionals try to do is shorten the length of their sales cycle. They believe that shorter sales cycles bring several benefits, some indeed materialize, most do not. When they fail, it is usually due to the wrong impetuous behind the effort. The misses generally happen when the reason for the initiative was wrong from the start.

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Buying Cycle Sales Cycle Lead Rank Lead Scoring 241

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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

SBI Growth

JUNE 23, 2019

As the CEO, one of your core responsibilities is harnessing and utilizing the intellectual capital tied up in your employees. Not all market-defining and competitive differentiating ideas will be yours. But whether your company is fledgling or enterprise, the challenge.

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Competition Enterprise Enterprise Company 247

No More Cold Calling

JUNE 23, 2019

This is a truthful and proven guide for how to ask for referrals. You won’t read that referrals are easy or that all you have to do is ask. What you will read are lessons and insights that I have gleaned from working my referral system with clients for the past 23 years. I’m not braggadocious, but I know what works. I also know there’s a lot of bad advice that’s proffered about referrals.

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Referrals Scale How To Lead Rank 228

The Sales Heretic

JUNE 26, 2019

Are your salespeople too efficient? Is their closing rate too high? Are they bringing in more business than you can handle? It’s a common problem. I see it all the time in my work as a speaker and trainer. I feel your pain. Fortunately, there are plenty of things you can do to handicap even [.].

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Connect2Sell

JUNE 26, 2019

Sales productivity is the measure of how productive a seller or sales team is. This is measured in results (dollars!). In this post, we’re going to take a look at the key drivers of sales productivity and provide actionable sales manager tips for boosting productivity on your team.

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Promotion Sales Management Sales 212

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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

JUNE 25, 2019

Data decay happens naturally because of how often people change jobs or titles, companies go out of business, and mergers occur. Because of this, many organizations are working with a B2B database that is cluttered with outdated, invalid, or incomplete contacts. Dirty data impacts all areas of an organization, including marketing, lead generation, customer relationships, and finance.

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B2B Data Marketing Buyer Persona 213

The Sales Hunter

JUNE 25, 2019

If you fail to properly prepare, you are setting yourself up for failure. This doesn’t just apply to prospecting but everything you do. Prospecting is already a tough task; it’s only made tougher when you fail to prepare. Below are 10 steps you need to follow to ensure you’re prepared to prospect. Check out my video where I further discuss these 10 items: 1.

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Anthony Cole Training

JUNE 24, 2019

Putting forth the effort to coach and motivate people, as well as hold them accountable to performance, requires no skill. T herein lies part of the problem with growing your sales team. Any sales manager can attempt to do this with their salespeople, but what systems and measured techniques do they have in place to ensure that it is working?

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Sales Management Motivation System Coaching 175

Mr. Inside Sales

JUNE 23, 2019

I received this question from a reader of my blog last week: “Mike, I have a question for you. “Being that people are more accessible with iPhones, text, laptops, computers, email, messenger, FB, Instagram to name a few, why are business owners/decision makers so hard to reach? It’s almost like they are hiding. They don’t even acknowledge anymore.

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Prospecting Face-to-face Decision Maker Call-back 147

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

Zoominfo

JUNE 26, 2019

You spend weeks developing your latest email campaign only to receive terrible results. Your bounce rate was astronomical and barely anyone engaged with the campaign. This is a marketer’s worst nightmare. The likely culprit? A bad email reputation. The best way to ensure the deliverability of your emails is to maintain a healthy email reputation.

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B2B Email Marketing Campaigns Channels 200

The Sales Hunter

JUNE 28, 2019

Quit blaming salespeople for bad prospecting habits when you as the sales manager are the one with the bad prospecting habits! Culture starts at the top. If you want your team to focus on prospecting, you must make it a priority. Your role as a sales manager/leader is not to be the best prospecting person. Your job is to coach and support the job of your people when it comes to prospecting.

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Prospecting Hiring Video Coaching 190

Sales and Marketing Management

JUNE 26, 2019

Author: Paul Nolan Much has been written about the irony of technology connecting people globally while simultaneously disconnecting us on a human level. My iPhone sends me a weekly report on how much screen time I logged and how that compares to the previous week. Up to this point, I haven’t stopped to consider how the screen time total correlates to the quality of personal connections I’ve had during the week.

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Meeting Face-to-face Analysis Survey 120

Anthony Cole Training

JUNE 27, 2019

If you are not in the acquisition business, then you must develop your talent. One of the keys to doing that is to understand how to drive sales improvement.

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How To Coaching Sales Consultative Selling 120

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

JUNE 23, 2019

Companies across the globe experience more than one million phishing attacks each year ( source ). Let that sink in. This means, the individuals who perpetrate this type of crime are constantly attempting to gain access to highly personal information. Think bank details, account logins, social security numbers, passwords, and much more. If successful, attackers can then use your personal information to access online accounts, commit identity theft, and even steal your money.

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How To Handbook Banking Software 189

The Sales Hunter

JUNE 23, 2019

How many things are you focused on this week? Probably a million, because we all feel like we have a lot to do. You will accomplish more when you intentionally focus your mind in the moment. For the next 15 minutes, set your mind on the one task you’d like to achieve right now. Get in the zone, and stay there! Be focused and you’ll achieve even more success.

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Sales and Marketing Management

JUNE 26, 2019

Author: TIM HOULIHAN Sales managers are a rare breed. Most organizations employ one sales manager for every six to 10 sales reps. Making it to the sales management ranks indicates you occupy a spot that roughly 90% of your peers have not. Congratulations. The job is challenging. The most successful sales managers demonstrate a knack for hacking other disciplines.

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Sales Management Marketing Territories Segment 120

Hubspot Sales

JUNE 26, 2019

Gallup recently released a poll explaining that 45% of Millennials and 31% of Gen-Xers prioritize roles that will accelerate their career development when evaluating opportunities and measuring their happiness in their current role. One way to ensure that your employees are feeling challenged, fulfilled, and motivated is to create career ladders. Let’s talk about what that means.

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Hiring Salary Lead Rank Lead Scoring 137

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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

JUNE 27, 2019

Creativity is a tricky concept. As marketers, we all strive to be more creative —but what exactly does that mean? How can we measure creativity or generate more of it when it is a seemingly intangible quality? To prepare you for an upcoming webinar with Jay Acunzo, we provide you with a comprehensive guide to revive your creativity—not as a vague concept but as a tangible marketing skill.

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Marketing Scale Face-to-face Webinar Metrics 185

SBI Growth

JUNE 25, 2019

Buyer Persona 249

Buyer Persona Buyer Top of Funnel Lead Rank 249

Sales and Marketing Management

JUNE 26, 2019

Author: Paul Nolan. Managing in today’s multigenerational work force can be a minefield. Lindsey Pollak says the secret to success is like remixing a classic song. SMM : Explain why your book on managing a multigenerational work force is called “The Remix.”. Pollak: I was trying to come up with a metaphor for how to mix workplace generations in a positive, inclusive and also fair way.

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