SBI Growth
JANUARY 29, 2019
As CEO, you are responsible for driving your corporate strategic direction: You identify objectives and goals, initiatives and timelines. You identify budget allocations and expected ROIs. You set revenue targets both short and long term. You are placing a big bet on being a.
Sales and Marketing Management
JANUARY 31, 2019
Author: Matthew Sunshine As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. But to see real improvement, you need a system in place that measures how those expectations are being met. Unfortunately, this is easier said than done. You’ve got so much on your plate?
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DiscoverOrg Sales
JANUARY 31, 2019
The accusation of “fake news” has risen to the forefront of American consciousness, thanks to the 2016 U.S. presidential election and ensuing claims about what information is factual, and what is … “alternative facts.” In sales, accuracy is paramount. Sustainable long-term pipeline and revenue are not created by approximations, best guesses, or ignoring known inaccuracies.
Bernadette McClelland
JANUARY 31, 2019
I have always said to my kids, ‘behave yourself because you never know who’s watching’. Like all kids, without fail, they listen to their mum (she says tongue in cheek!). But the point I am making is you never know who is watching you. Not from a creepy, stalking way, but more an observational perspective. And today, our personal branding extends way past a name on a building, a copyright mark that we might put against our initials, or the bio we choose to add to any profile we put on the web.
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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.
The Pipeline
JANUARY 29, 2019
By Tibor Shanto. I have written in the past about how “ perfection is overrated.” The quicker you realize that the more productive you’ll be. As with many things in sales, it comes down to focus. There is no secret that I am big on execution, but always with the question “To what end?” Meaning that the outcomes should be driving things. This allows me to focus on the outcomes of my activities, and less on the activity itself.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Heretic
JANUARY 29, 2019
Ask any sales expert, and they’ll tell you that the right attitude is essential for success. But it’s not just one attitude that’s necessary—there are several. I would suggest there are nine different—but related—attitudes you need to nurture in order to be successful in sales. 1. Optimism I have never met a successful salesperson or [.].
No More Cold Calling
JANUARY 31, 2019
Here’s what you might have missed this month from No More Cold Calling. I hadn’t bought a car in 17 years. Yep, that’s how long my Acura 3.2 TL with 162,000 miles lasted—until the transmission went out. I dreaded buying another car because of the pushy, in-your-face car salespeople, who are just like B2B sales reps cold calling you. But I told myself that perhaps things had changed in the past 17 years.
Sales and Marketing Management
JANUARY 30, 2019
Author: Greg McBeth Any sales leader would love to wave a wand and instantly find good-fit companies with interested buyers. Although building a successful pipeline and closing deals are hardly things that happen instantaneously, the process doesn’t have to be entirely arduous. With modern tools like data scraping, sellers have access to a wand – no magic required.
Understanding the Sales Force
FEBRUARY 1, 2019
Perhaps you saw this too. Yesterday, a post appeared in my LinkedIn feed that talked about the power of sales process. The article was clearly written to support the author's technology application, which helps track sales KPI's; so they should know a little about the topic of sales process. Towards the end of the article, they provided a sample of what an effective sales process should look like.
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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.
DiscoverOrg Sales
JANUARY 29, 2019
More data = more noise, amirite? More stuff to comb through, more “analysis paralysis,” more time wasted. It’s a comment Brandon Battey hears all the time. “But actually that ‘noise’ is a powerful tool to target the right accounts – that is, if you know the tech stack of your target accounts ,” says DiscoverOrg’s Senior Manager of Sales Development.
Zoominfo
JANUARY 27, 2019
It’s no secret, the Internet has changed the way customers buy products and the ways marketers engage with their audiences. But, despite the constant change, the following statement has held true for hundreds of years: No marketing tactic can match the influence of word-of-mouth. In fact, word-of-mouth is the primary factor behind 20% to 50% of all purchasing decisions ( source ).
The Pipeline
JANUARY 26, 2019
By Tibor Shanto. Last September, I was invited by the Institute For Excellence In Sales in Washington DC, to present and discuss our approach to Proactive Prospecting. While I was there Fred Diamond asked me to join him on Sales Game Changers Podcast. Continuing with the theme of the day: Proactive Prospecting, we explored the many myths and realities of B2B prospecting today.
SBI Growth
JANUARY 28, 2019
Download our Cross-Industry Benchmark Assessment Tool to help identify areas that need to be strengthened in your own company, to isolate what industries you should look to for cross-industry benchmarks, and for a step-by-step guide of who to engage at.
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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.
MTD Sales Training
JANUARY 28, 2019
Meetings with your salespeople can often be seen as a grind, or a necessity, rather than something to be looked forward to. For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of. Many sales meetings fail because of the following reasons: – administrative matters receive more time than sales matters. – one or more salespeople dominate the meeting. – trivial matters encroach on more important subjects. – management uses threa
Sales and Marketing Management
JANUARY 27, 2019
Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Our first two articles in this series (1) established the compelling link between top-line revenue performance and frontline sales manager effectiveness , and (2) explored what “good” looks like in individual sales managers.
Zoominfo
JANUARY 28, 2019
In 2019, ZoomInfo is taking to Twitter to host a series of 12 Q&A-type discussions. Discussions will dive into topics related to sales, marketing, recruiting, business growth, and of course, data. The ultimate goal of #ChatZoomInfo is to engage with the diverse group of professionals, customers, and partners who follow ZoomInfo on Twitter. Whether you’re looking for a daily dose of inspiration or simply want to network with the best in the business, #ChatZoomInfo is for you.
SBI Growth
JANUARY 30, 2019
The CMO Guide to Data: Why Your Marketing Database Is Broken, and How to Fix It Hyper targeted advertising with highly personalized content will be table stakes for best in class marketing in 2019, but all your efforts could go to.
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.
Mr. Inside Sales
JANUARY 28, 2019
Are you still getting screened out by the gatekeeper ? Are you still getting interrogated with questions like: “Will he know what this call is about?”. “Is she expecting your call?”. If you are, then chances are you’re still making one of three fundamental mistakes listed below. In fact, just last week I was reviewing a client’s sales team’s calls, and I repeatedly heard many of the reps making these common mistakes.
Anthony Cole Training
JANUARY 30, 2019
Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution. In this blog, we will cover the 10 common symptoms that suggest you may accept put-offs from prospects and how that is affecting the strength and quality of your sales pipeline.
Zoominfo
JANUARY 30, 2019
In-person interaction is the best way to create meaningful relationships with prospects. That’s why trade shows and industry events are so valuable to B2B marketers. But as you likely know – attending trade shows costs time and money. In fact, the average company allocates 31.6% of their total marketing budget to events and exhibiting ( source ). With so much money being spent on trade shows, how can marketers get the most bang for their buck?
SBI Growth
FEBRUARY 1, 2019
Picture this: We are a few weeks into the new year, the results from Q4 are in, and there’s been a big drop in sales.
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!
DiscoverOrg Sales
FEBRUARY 1, 2019
We’ve all used chatbots. Sometimes they look like a pretty young receptionist named Kim, sometimes they look like robots … but sometimes chat is a different animal altogether. Sometimes, that chat is a real, live sales professional, reaching out because they know what you’ve clicked on, when you clicked, how much you’ve read – and that the time is right to reach out.
Connect2Sell
JANUARY 30, 2019
This 12-part series is all about standing out.
Zoominfo
JANUARY 31, 2019
Most of us spend the majority of our day within feet of a cell phone, tablet, computer, or laptop. Whether we’re willing to admit it or not, we rely heavily on these devices to meet a variety of critical wants and needs. Our cell phones give us directions, facilitate interpersonal connections, they wake us up in the morning, play music on long car rides, deliver the latest news, and so much more.
SBI Growth
JANUARY 30, 2019
The Top 5 Technologies to Support Revenue Enablement Revenue enablement technology has evolved to meet challenges presented by sophisticated buyers. Advancements in 5 key technologies allow you to sell more, free capacity, develop talent, and optimize content. How to Settle the.
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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
John Barrows
JANUARY 30, 2019
One of the most common questions we’re asked is “How do I become a better listener?” There are countless books, and articles on things like active listening, focused listening, passive listening etc. Besides putting down the distractions, and focusing on the conversation you’re having, there are a few tactical things we can all do to become better listeners.
Gong.io
FEBRUARY 1, 2019
If doing a product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. That’s right, COUNTERINTUITIVE. What do I mean? I mean that what feels right during a product demo usually causes failure. For example, it probably feels right and intuitive to do a “ramp up” product demo.
Close.io
JANUARY 28, 2019
Dealing with sales objections is always difficult. But if you sell a product or solution that your clients could create for themselves, in-house, you face a unique objection: “We’re already doing this in-house. Why would we hire you to do it for us?”. Even the most experienced salespeople can have trouble with this one—you need to tread carefully to not come off as dismissive, confrontational, or out of touch.
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