The Sales Heretic
SEPTEMBER 11, 2018
Let’s say you own a restaurant. And let’s say on your menu you have a Reuben sandwich. The Reuben is a classic, which is why it’s on the menus of approximately 98.7% of all restaurants. And therein lies the problem. If I’m in the mood for a Reuben, I can go literally anywhere to get [.].
Babette Ten Haken
SEPTEMBER 11, 2018
Social communication etiquette is going over the top. Have you noticed? In spite of the topics I scheduled on my editorial calendar, the theme of this week’s posts is rapidly becoming Communication. Communication between leadership, management and front line employees. As well as between clients and vendor partners. Then again, how about social communication patterns between social connections.
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Sales 2.0
SEPTEMBER 8, 2018
Testing is for marketing not sales. Does that sentence seem logical to you? It doesn’t to me. The more time I spend in sales and marketing, the more I see overlap between these areas. Now, sales people are starting to “geek out” and use software tools like marketers have been for the last decade, or so. Geek out. Most marketing departments today have found their pocket protector and have at least one person that is ready with screeds of numbers about their various campaigns.
Sales and Marketing Management
SEPTEMBER 14, 2018
Author: Andrew Frazier You need to market your small business like a drug dealer. Sounds crazy right? It does until you take a closer look at their marketing and sales strategy. Small business owners can learn a lot from analyzing what drug dealers do in terms of defining their target market, performing marketing activities, and building relationships.
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.
Understanding the Sales Force
SEPTEMBER 14, 2018
Explosive Growth. Positive Momentum. Better Morale. Greater Confidence. Improved Capabilities.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
SEPTEMBER 9, 2018
To truly differentiate yourself in the market, top companies think about how they can continuously set themselves up to grow Revenues from their customer base. As you head into 2019, question the existing norms. Ask how you can differentiate yourself.
Sales and Marketing Management
SEPTEMBER 8, 2018
Author: Silvia Woolard In today’s digital marketing environment, there are unlimited ways to improve your business performance. Your business is unique. Your business, marketing, sales, and content strategies are surely different than your competitors’ strategies. Of course, that’s what business is all about – standing out from the crowd and offering unique, valuable, and helpful solutions to your customers.
Understanding the Sales Force
SEPTEMBER 13, 2018
Have you ever visited a Cheesecake Factory? I LOVE the menu - they offer EVERYTHING. The downside is that because there are so many items to choose from, it's difficult to decide what to order. That's better than the options you have with my Blog. [Please stay with me - the info on how to become a better closer is coming and if you can't wait, just scroll to the last 4 paragraphs.].
No More Cold Calling
SEPTEMBER 13, 2018
Make sure you’re getting paid what you’re worth. I don’t like to negotiate for my services. It’s uncomfortable, because I know the pricing and terms for my referral system are fair. When clients pull out their negotiation strategies, it’s easy to get sucked into defensive mode and cave on price—even though my clients always agree that building a referral culture takes more than training.
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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
SEPTEMBER 14, 2018
As the head of HR, your CEO and peers depend on you to identify high-quality candidates in a timely manner. But no matter how many candidates you supply for every opening, most companies are overly dependent upon a traditional interview.
Score More Sales
SEPTEMBER 12, 2018
There is a lot of talk about artificial intelligence taking over many sales positions soon. Do you feel like your job might be one of them?
Zoominfo
SEPTEMBER 12, 2018
Today’s sales professionals have more ways than ever to get in touch with prospects. And yet, sales reps can’t escape the most common and often the most frustrating method of sales prospecting communication—and that’s voicemail. . There’s no way around it—sales reps spend a lot of time leaving voicemails, and unfortunately, most go unanswered. Consider these statistics ( source ): 15% of a sales rep’s time is spent leaving voicemails. 80% of calls go to voicemail, and 90% of first time voicemai
DiscoverOrg Sales
SEPTEMBER 14, 2018
One of you. 171,000 other people. 27,000+ sessions. 150 after-parties. Free swag for days. The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. And with a smorgasbord of activities, you’re going to have to make some tough choices!
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
SEPTEMBER 14, 2018
Joining us on the hbspt.cta.load(23541, '4e7a7e0e-dade-48a6-952f-c74186299010', {}); is Ryan Mang, Chief Revenue Officer for Axial. Axial is a private network that connects members through an online platform, intimate events, curated introductions, and the most sophisticated deal-oriented matching engine in.
Sales and Marketing Management
SEPTEMBER 12, 2018
Author: Rilind Elezaj Global e-commerce is the buying and selling of goods worldwide, between different countries. Online shopping from people who come from various parts of the world has become more common. Businesses already realize the importance of global expansion. In the upcoming years, e-commerce business sales are expected to rise up to 250 percent and reach the $4.5 trillion mark.
Pointclear
SEPTEMBER 12, 2018
Building a successful sales force is not easy. Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. But there is more to it than that. There are three additional steps that more savvy sales leaders know make the difference between a mediocre sales team, and one that consistently generates the deals needed to achieve revenue goals.
Hubspot Sales
SEPTEMBER 14, 2018
When it comes to sales prospecting , it’s more important than ever that you write concise, effective communication. On average, we send and receive 121 emails every day , according to DMR Business Statistics ( click here for more surprising prospecting stats ). I imagine this number climbs higher as a person gains more authority and responsibility in an organization.
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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.
SBI Growth
SEPTEMBER 13, 2018
Sales coverage is one of the most strategic decisions a sales leader needs to make. The goal is to design a coverage plan that serves the needs of your customers and optimizes customer acquisition costs. You also need to ensure.
Zoominfo
SEPTEMBER 9, 2018
Today’s buyers live in a world of information overload. Every day, they see countless brand messages from companies competing to win them over. So as a marketer, it’s important that you know how to cut through the noise to reach your target audience. For this reason, personalized marketing has become a staple in the modern marketer’s toolbox. Personalized marketing simply refers to the process of tailoring your marketing messages to resonate with a specific individual or group.
Mr. Inside Sales
SEPTEMBER 8, 2018
5 Steps to Making Appointments that Stick. By Mike Brooks, [link]. Learn the best outbound B2B telemarketing sales appointment setting tips, techniques and strategies for making effective lead generation cold calls over the phone. Nothing is more frustrating than making an appointment with a good sales prospect and then calling and getting their voicemail at the time of meeting.
Hubspot Sales
SEPTEMBER 12, 2018
The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. In fact, HubSpot Research found a positive relationship between the number of opportunities in your pipeline per month and revenue achievement. The more opportunities in your pipeline, the more likely you are to reach or exceed your revenue goals. Growing a healthy pipeline is possible through careful assessment and management.
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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.
SBI Growth
SEPTEMBER 8, 2018
As we rapidly approach Q4, you are behind the ball if you haven’t finalized your 2019 Territory Design. According to Harvard Business Review, “Research shows that optimizing territory design can increase sales by 2% to 7%, without any change in.
Zoominfo
SEPTEMBER 11, 2018
Welcome to the latest edition of our B2B blog post round-up series ! Every month we feature the content ZoomInfo writers have contributed to outside publications—so if you’re up-to-date on the ZoomInfo blog posts, these additional posts should tide you over. This month’s edition features content related to SEO vanity metrics, gaining a customer’s trust, critical marketing metrics, and so much more.
A Sales Guy
SEPTEMBER 9, 2018
I spoke at Inbound 18 last week and had a blast. I talked to a packed house about problem-centric selling and how it changes the game of sales. Here’s my full presentation. Watch it! It’s a good one. [link]. If you’re not problem-centric selling, you’re leaving money on the table. The post Problem Centric Selling – Why No One Gives a S**t About Your Or Your Company appeared first on A Sales Guy.
Hubspot Sales
SEPTEMBER 13, 2018
The Best TED Talks for Salespeople. Eddie Obeng: Smart Failure for a Fast-Changing World. Kelly McGonigal: How to Make Stress Your Friend. Ernesto Sirolli: Want to Help Someone? Shut Up and Listen! Angela Lee Duckworth: Grit: The Power of Passion and Perseverance. Dan Pink: The Puzzle of Motivation. Rachel Botsman: We've Stopped Trusting Institutions and Started Trusting Strangers.
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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.
SBI Growth
SEPTEMBER 12, 2018
Have you ever launched a new product, and everything went according to plan…except that the revenue impact was not what you had projected?
Zoominfo
SEPTEMBER 10, 2018
Since the advent of the search engine, SEO tactics have been in a constant state of evolution. Fortunately—or unfortunately, depending who you ask—it’s no longer enough to rely on blog comments, keyword stuffing, and directory listings to get your content on the front page of Google search results. In order to appeal to modern search algorithms, there are many new considerations content creators and website managers must make.
John Barrows
SEPTEMBER 13, 2018
If you follow me on social you might have noticed a recent video I posted on Linkedin regarding my concern about the ‘bro culture’ creeping its way back into Sales. It obviously struck a nerve because it was the most popular post I’ve ever done with over 120k views, 1,7000 likes and 400 comments and counting. I posted it after witnessing Grant Cardone’s (the ultimate ‘bro’) speech at Drift’s Hypergrowth18 where he did his typical Wolf of Wall Street rant on hyper-aggressive sales tactics talkin
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