Sales 2.0

AUGUST 4, 2018

In order to contact prospects you need to have their contact information. Today’s post is not about rocket science. This is the first post in the more practical area of actually doing this prospecting thing. During the posts about preparation I told you about getting your prospect profile together. If you did that, you should have a good sense of who you want to contact, including the type of company they work for, where they are located and their typical job title.

Prospecting 150

Prospecting InsideView Social Media Cold Calling 150

Mr. Inside Sales

AUGUST 4, 2018

The Sale is in The Follow Up. By Mike Brooks, [link]. Learn how to sell and improve sales skills with secrets of closing more leads and deals via follow up prospecting message, phone call and letter techniques. As a homeowner, I’m always having to fix something. Those of you who own homes know exactly what I mean. I’m in the habit of getting a variety of quotes for the big stuff, and it’s amazing how some companies/sales reps follow up on a sales quote (and so get the business), and others don’t

Follow-up 124

Follow-up Up-Sell Lead Rank Closing 124

DiscoverOrg Sales

AUGUST 7, 2018

Your prospects are out there right now, hunting for a solution to a problem you can solve. They’re searching online, consuming content, learning about options to relieve their pain, and forming opinions about solutions. But they’re not asking for help from your sales team. The average B2B buyer is 67% of the way through the buyer journey before they ever engage with a salesperson ( SiriusDecisions ).

Intent Data 313

Intent Data Intent Data Lead Rank 313

Zoominfo

AUGUST 8, 2018

For many sales reps, productivity is key to sales success. The more calls you make, the more deals you close. So, if your goal is to increase sales productivity, start by asking how much time you waste on non-selling activities. In a typical day, we’d be shocked if you spend 8 hours on the phone. After all, you’re not a robot. And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research. .

How To 214

How To Decision Maker Sales Forecasts Forecasting 214

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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

Understanding the Sales Force

AUGUST 7, 2018

My latest data mining project reveals that the answer to this question is a partial correlation. Check out the two tables below and you'll see just what I mean.

Pipeline 204

Pipeline Data Sales 204

No More Cold Calling

AUGUST 9, 2018

Find out how to unclog your sales pipeline. Let me guess. Your lead generation process plays out like this: You don’t have enough leads in your pipe, and your reps aren’t calling high enough. You can’t count on accurate forecasts when pipelines are unqualified, so you’re never really sure whether your team will make quota until it’s too late. Big problem—the kind of problem that will keep a sales leader up at night, or worse, get a sales leader canned.

Lead Generation 197

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 197

Zoominfo

AUGUST 7, 2018

The digital nature of our current business landscape has caused a dramatic shift in the way companies market their products. More customers are turning to the internet to research, test, and purchase products and services. As a result, SEO has become an essential skill for all modern marketers. Yet, if you’ve worked in marketing for any length of time, you know bridging the gap between traditional marketing and SEO isn’t that simple.

Buyer Persona 196

Buyer Persona Top of Funnel Buyer Strategy 196

SBI Growth

AUGUST 7, 2018

How often do you hear sales and marketing teams being critical of the product portfolio? Your products! It is easy for people to sit in the cheap seats and judge. But why does it continue to happen? Ironically, it’s because.

Marketing 191

Marketing Sales Strategy 191

Sales and Marketing Management

AUGUST 6, 2018

Author: Lain Hensley Corporate Social Responsibility (CSR) is a management concept which strives to ensure that companies conduct their business in an ethical and responsible manner. Although once considered a strictly voluntary business strategy, over the past few decades CSR has come to be a mandatory policy at hundreds of organizations worldwide.

Policies 185

Policies How To Salary Motivation 185

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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

MTD Sales Training

AUGUST 6, 2018

Trying to get your prospect to interact with you can often be a frustrating nightmare. Making a call that is interrupting their day, especially when it sounds like a typical sales call, can be the quickest way to get a slam-dunk from the other end of the line. What can we suggest, then, that will at least get the prospect listening for a few moments?

Prospecting 184

Prospecting Face-to-face Ideal Customer Profile Industry 184

Score More Sales

AUGUST 7, 2018

I love good data. Good data in professional sales means that there is a big enough sample group (thousands, not hundreds) and from diverse industries (not just SaaS which is much more tech savvy). I also love innovation and updating what used to work with what works better.

Follow-up 171

Follow-up Inbound Leads Marketing Qualified Lead 171

SBI Growth

AUGUST 4, 2018

It’s August and for most Marketing Leads that means the looming pressure of Q4 is right around the corner. In order to hit revenue targets, you’ve been instructed to generate more leads, of better quality, with less money. But what do.

Marketing 185

Marketing How To Revenue Leads 185

Zoominfo

AUGUST 9, 2018

If you’ve worked in marketing for any length of time, you already know not every campaign is created equal—it’s inevitable, some campaigns will be more effective than others. Ultimately, the key to marketing productivity lies in your ability to pinpoint and scale your most successful marketing initiatives. If you’re interested in learning more about marketing productivity, you’ve come to the right place.

Marketing 160

Marketing Lead Rank Lead Scoring Outbound 160

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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

MTD Sales Training

AUGUST 8, 2018

So, you’ve got hold of a prospect and they’ve replied to you or accepted your request to connect up with them. That’s a great start! But where do you go from here? What can you say that will build rapport and follow-up that initial interest? Here are some phrases that could work well for you: 1) Do you have the same challenges as many of our clients?

Follow-up 154

Follow-up Up-Sell Proposal Lead Rank 154

Sales and Marketing Management

AUGUST 8, 2018

Author: Joseph McLean When you manage a sales team, your main purpose is motivation. You have to encourage these people to do their best. Day by day, you’re implementing important management tools in practice. Whether you’re aware of it or not, you’re relying on various methods and models of management that help you get everything under control. If this is your first time managing a team, it’s best to reflect on your previous experience with managers.

Outsourcing Services 149

Outsourcing Services Guidelines Policies Travel 149

SBI Growth

AUGUST 10, 2018

In my experience, hunters will do anything for a buck. Why then, would you pay them to shoot fish in a barrel? Whether you’re an established player entering a new market or a new entrant into an established market, your commercial.

Marketing 174

Marketing Sales SME Churn 174

Zoominfo

AUGUST 5, 2018

Recent spikes in job growth have led to an increasingly competitive hiring landscape. Consequently, the dynamic between hiring organizations and candidates has become more and more candidate-driven. Although a candidate-driven job market is great for job seekers, it can often make a recruiter’s job much more difficult. Think about it, as a recruiter, if you’re not proactively searching for candidates, your ideal employees are getting scooped up by other, fast-acting recruiters.

Hiring 157

Hiring Sales Qualified Lead Data Lead Rank 157

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

The Pipeline

AUGUST 7, 2018

By Tibor Shanto. Prospecting for new opportunities is a tense activity especially telephone prospecting. There are so many variables, too many things we can not predict or control. But there are also things we can control, and those are the things we should focus on, in fact, this is the first step to success, choosing to focus only on those things we can directly impact.

Decision Maker 149

Decision Maker Banking Call-back ROI 149

The Sales Heretic

AUGUST 7, 2018

Reaching your sales goals starts with great prospecting. But too many people don’t prospect effectively. If you don’t have a full pipeline of qualified buyers, odds are you’re making one or more of these fatal mistakes. 1. Not spending enough time on it I know, I know—you’ve got 18,000 things to do every day. But [.].

Prospecting 143

Prospecting Pipeline Sales Goal Buyer 143

SBI Growth

AUGUST 9, 2018

Q3 marks the beginning of the annual planning process. Organizations are starting to compile all the data, documentation and reports to prepare for this effort. Things are really starting to get busy. A major input to the annual planning process is.

Report 159

Report Data Strategy Marketing 159

Hubspot Sales

AUGUST 6, 2018

M y name is John Sherer. And I spam my prospects. At least, I used to. You're likely thinking one of two things: " What a monster. I can't believe he did that. " or " How the heck did he ever stop? ". Unfortunately, I didn't stop mass email marketing until it stopped working. And, at that point, it's too late and you're left with no money. So, today I'd like to share the evolution of my. email prospecting. strategy and how it went from old school robotic to modern and strategic, with a series of

B2C 137

B2C Strategy Hubspot Prospecting 137

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 5, 2018

Recent spikes in job growth have led to an increasingly competitive hiring landscape. Consequently, the dynamic between hiring organizations and candidates has become more and more candidate-driven. Although a candidate-driven job market is great for job seekers, it can often make a recruiter’s job much more difficult. Think about it, as a recruiter, if you’re not proactively searching for candidates, your ideal employees are getting scooped up by other, fast-acting recruiters.

Hiring 130

Hiring Sales Qualified Lead Data Lead Rank 130

Alice Heiman

AUGUST 8, 2018

Did you know? “ 20 percent of customers at a given company are the source of 80 percent of the company’ s profits.” . You probably did and it may be that way at your company. Losing one of those 20 percent accounts can really hurt. . “Recruiting new customers costs five times as much as retaining current customers.”. “It is 16 times as costly to build a long-term business relationship with a new customer than simply to cultivate the loyalty of an existing customer.”.

Referrals 122

Referrals Customer Social Media Retention 122

SBI Growth

AUGUST 6, 2018

A coordinated sales team is absolutely critical to implementing a superior customer experience framework for the following three reasons: Superior Customer Experience is proven to drive more revenue. Setting up a Structure of Farmer Account Manager with an Inside Customer Success Manager.

Customer 159

Customer Revenue Follow-up Account 159

Hubspot Sales

AUGUST 10, 2018

A 2017 survey by the National Association of Realtors® reported 51% of buyers found their homes on the internet, 30% found homes through an agent, and a dwindling 7% discovered their eventual home through a yard sign or open house. This should tell you one thing: if you’re selling a house in 2018, you don’t just need to be on the internet, you need to be on the right real estate websites.

Real Estate 134

Real Estate Licensing Social Media Top of Funnel 134

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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

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Mr. Inside Sales

AUGUST 10, 2018

Inside Sales Management: Are you Measuring What Matters Most? By Mike Brooks, www.MrInsideSales.com. Learn about successful inside sales force management closing strategy, process techniques, training ideas, prospecting tools and best practices for managers and representatives. If you’re an inside sales manager , then you know all about metrics. In fact, whenever I consult with new clients, the owners and managers automatically begin showing me their call monitoring reports.

Inside Sales 120

Inside Sales Closing Training Top of Funnel 120

Connect2Sell

AUGUST 8, 2018

As you’re entering into 2019 budgeting processes, it’s time to talk about how to allocate your training dollars. You’re probably reviewing an array of sales training ideas. But are you also considering training for Sales Managers? You should be.

Sales Management 120

Sales Management Training Sales How To 120

SBI Growth

AUGUST 8, 2018

As a CMO, you arrive to the office on Monday morning and are getting settled in. One of your functional heads pops in and asks if you have 5 minutes. You know that it will not be only five minutes and.

Marketing 149

Marketing Strategy 149