SBI
FEBRUARY 14, 2019
Why Sales Enablement Needs To Be Measured in Salesforce. We have an enablement problem… People think we suck at enabling our reps because we can’t prove its impact. Many SaaS companies struggle with ramp time, and it’s getting worse over time. The Bridge Group reports that on average, it takes 5 or more months for new sales reps to ramp at SaaS companies today.
Shari Levitin
FEBRUARY 13, 2019
I love watching the Super Bowl, and I love a good tailgate party. But to excel in sales, or any worthwhile endeavor, you need to play the game, get dirty, fall down, and get back up again! Learn how. The post Use Your Heart to Increase Your Sales appeared first on SHARI LEVITIN.
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Sales and Marketing Management
FEBRUARY 11, 2019
Author: Kelly Bosetti Salespeople once played a significant role in educating buyers about their options and helping them come to a decision regarding a product or service, but times are changing. In many ways, the average customer now carries the sum of all human knowledge in their pocket on their smartphones. Because of this, it’s no surprise that the buyer’s journey has undergone a fundamental shift.
The Pipeline
FEBRUARY 12, 2019
By Tibor Shanto. Salespeople are preoccupied with closing; makes sense, that seems to be where the pay-off is for everyone, at times even the prospect. However, the biggest challenge most sales organizations have is not closing but opening. The reason most salespeople or teams miss quota is not that they can’t close, they just don’t have enough opportunities to close.
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.
SBI Growth
FEBRUARY 12, 2019
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
FEBRUARY 13, 2019
No matter how many times we’re told email marketing is dead, the channel continues to be an effective way to generate revenue. In fact, studies show that email marketing has a 4400% return on investment ( source ). But, that’s only if you do it correctly. The days of batch and blast emails are long gone. It’s no longer good enough to send your entire customer database the same offers.
DiscoverOrg Sales
FEBRUARY 13, 2019
The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session! Marketing has certain data needs. Sales has others. Sales uses a CRM … but the marketing automation system might not integrate. Marketing says their leads are qualified – but Sales doesn’t trust them.
MTD Sales Training
FEBRUARY 11, 2019
There are many times when a sale can stall in its progress and there are many reasons for it occurring. One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. Why does this happen? Naturally, it’s because people associate what they have to pay with how useful the solution will be for their current situation.
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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.
The Sales Heretic
FEBRUARY 12, 2019
As kids, nearly all of us want to be “normal.” We want to fit in and be accepted. And that’s understandable when we’re six or seven (or even fifteen), and “different” is perceived as bad or weird or wrong. Unfortunately, too many people never outgrow that need. As adults, so many of us still cling [.].
Zoominfo
FEBRUARY 12, 2019
The importance of lead generation is ingrained in the mind of every modern marketer— the more high-quality leads you bring in, the better. But, as the buyer’s journey becomes increasingly multifaceted, it’s now clear that lead generation is just one piece of the marketing puzzle. In order to convert leads into paying customers, you must have a comprehensive lead management process in place.
SBI Growth
FEBRUARY 14, 2019
HR leaders work for months creating Talent Programs that target sales and marketing employees. There is substantial pressure on making sure that the spend is worth the efforts. The programs have been meticulously created, the work has been done and.
Connect2Sell
FEBRUARY 13, 2019
Being memorable matters! You work far too hard and put in way too many hours to be easily forgotten. You don’t want to be part of the ho-hum background noise in other peoples’ days. You’re better than that. You have more to offer than that. And it’s time you made some simple changes to how you present yourself so the impression you make is a lasting one.
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.
Anthony Cole Training
FEBRUARY 13, 2019
In a business world filled with an abundance of technologically advanced CRM tools, there are 5 tools that salespeople must use and sales managers must implement throughout their day-to-day activities and agendas, in order to be successful.
Hubspot Sales
FEBRUARY 11, 2019
Being your own boss, calling all the shots, hustling to hit your goals -- for many people, entrepreneurship is the ultimate career goal. But as awesome as running your own business sounds, it's also incredibly difficult. How difficult? 75% of startups fail. Entrepreneurs are also more anxious than other people and experience more day-to-day stress. After all, when you're responsible for the bottom line, every setback falls on you personally.
SBI Growth
FEBRUARY 11, 2019
First, what is Customer Experience and why should you care? Private Equity firms care about Customer Experience (Cx), because it is key to driving revenue growth, maximizing reducing the expense to bookings ratio, while providing customers with a great interaction.
DiscoverOrg Sales
FEBRUARY 12, 2019
Love is in the Air. What’s Love Got to Do With It? Can’t Get Enough of Your Love, Baby. Did you know there are over 1,200 songs with the word love in the title? It is one of the most common words used in the English language (and one of the most popular emojis!). It is pretty powerful. Around this time every year, with Valentine’s Day on the horizon, the collective world starts thinking about love.
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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
FEBRUARY 15, 2019
Author: Merilee Kern Nobody starts out automatically caring about your products or services. They care about how you can make a difference in their lives. No matter the context, all relationships begin with a “handshake moment,” whether literally or figuratively?—?those first few introductory moments that reveal a great deal about the character of the person standing before you.
Hubspot Sales
FEBRUARY 15, 2019
The way we interact with people is changing, both in our personal and professional lives. When we send text messages to friends and emails to colleagues, we expect a quick reply. And whether we're instant messaging a co-worker or chatting with customer support on our favorite website, we often get a response almost instantly. Wouldn't it be great if your sales team could connect with prospects in a similar way?
Grant Cardone
FEBRUARY 12, 2019
If you’re younger than 40, you may not know or remember Johnny Carson. From 1962 to 1992 he was in America’s living rooms each weeknight hosting The Tonight Show. He was the Jimmy Fallon, the David Letterman, the Jay Leno of his day. For 30 years, he was King of Late Night. This was back before the internet when there were fewer channels and people had more attention on television.
Gong.io
FEBRUARY 12, 2019
Looking for a list of the BEST sales blogs to read in 2019? Then look no further. If you want to level up your sales game, your best bet is to read the best sales blogs the pros are learning from. BUT, instead of making a list of my own favorite sales blogs, I did something different: I asked over 50 sales leaders and professionals which sales blogs THEY rave about.
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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.
Alice Heiman
FEBRUARY 13, 2019
We appreciate our customers and we all know it is important to thank them. Yet, do we do it in the best way and at the best time? . Asking clients about their level of satisfaction and thanking them for their business should be part of our routine. I believe in thanking people throughout the year in different ways. This also gives me an opportunity to ask them for a referral. .
Hubspot Sales
FEBRUARY 14, 2019
How do you manage your contacts and deals? If you're manually keeping track of them with spreadsheets and documents, you're likely in need of some automation and organization. Manual data entry can result in missing contact information due to human error. Plus, it's difficult to keep team members in the loop about contact and deal movement. And transferring customer ownership if a salesperson leaves the company is a challenge.
Chorus.ai
FEBRUARY 13, 2019
Sales team managers have a tough job, don’t they? They used to be great sales reps and hit quota repeatedly. Eventually there came a time when they had to take up a much bigger goal - build a team of quota crushers! Now they have 5 people to work with but are responsible for a 5x higher goals as well.
Zoominfo
FEBRUARY 13, 2019
No matter how many times we’re told email marketing is dead, the channel continues to be an effective way to generate revenue. It’s a guaranteed ROI booster — but, that’s only if you do it correctly. The days of batch and blast emails are long gone. It’s no longer good enough to send your entire customer database the same offers. That’s why email list segmentation is the key to successful email marketing.
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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.
Partners in Excellence
FEBRUARY 10, 2019
I’m often asked the fastest way to improve sales productivity. The answer is simple and should be obvious, “Stop Chasing Customers/Prospects You Can’t Help!” That statement is likely to elicit a resounding “Dugghhhh!” The reality, however, is that sales people waste too much time chasing customers they can’t help or worst, customers that don’t want/need their help.
John Barrows
FEBRUARY 13, 2019
As a GenXer, when Social Selling hit the sales scene I thought it was a joke and yet another thing I was supposed to do to be successful in sales. Fantastic, add it to the list. The whole idea of tweeting and posting sounded and felt ridiculous to me. When I went off on my own with JBarrows, I had a whole bunch of consultants tell me they could get me 10,000 Twitter followers in just a few weeks.
Women Sales Pros
FEBRUARY 15, 2019
In email prospecting , one of the first things I recommend is that you send yourself a draft before hitting send. That way, you experience what it’s like for the prospect you’re emailing – from the perceived length to the content and call to action. You can quickly see where you need to make adjustments to grab your prospect’s attention and get a reply.
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