Xactly

OCTOBER 10, 2019

Top sales organizations must be productive and efficient to operate at peak performance. These are 5 sales effectiveness metrics you should be measuring.

How To 48

How To Sales Sales Coaching Motivation 48

Richardson

OCTOBER 8, 2019

Profitability in sales is in question. Customers are more empowered by information and more sensitive to risk. Moreover, an increasing number of buyer side stakeholders means that pricing pressure is compounding. Therefore, more sales professionals need higher-level skills that equip them to navigate the negotiation process. The problem is that too often we see negotiations as adversarial or even a battle of wills.

Negotiation 64

Negotiation Research Buyer Sales 64

SBI Growth

OCTOBER 9, 2019

At times it may seem that the shiny new toy is always better. A common mistake that many firms make is ignoring their existing customer base and focusing on marketing to and acquiring new logos. There’s still value in your.

Strategy 201

Strategy Account Based Marketing Marketing Customer 201

Partners in Excellence

OCTOBER 7, 2019

We are facing a crisis in sales retention. Average tenure for sales people and managers has plummeted to 16.5 months. As I speak to sales executives and managers about the reasons for the increasing voluntary turnover, too often, they respond, “It’s all about compensation! Sales people are coin operated, if they have the opportunity to make more money some place else, they will go after that opportunity.” But the data shows a completely different picture.

Compensation 107

Compensation Retention Face-to-face Sales Talent 107

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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

Membrain

OCTOBER 9, 2019

In the sales industry, we often talk about how process, methodology, technology, and enablement can improve performance.

How To 98

How To Industry Sales Sales Methodology 98

Sales 2.0

OCTOBER 11, 2019

Getting in the door is the #1 problem for most small companies I know. When I first got involved in sales I was a sales engineer. I supported a technology sales force on their sales calls with semiconductor engineers. I always thought I was pretty amazing. When I got to these meetings I had many engaging conversations with these buyers that our sales team did not seem able to handle.

Engineering 262

Engineering Small Business Small Business Banking 262

Bernadette McClelland

OCTOBER 10, 2019

It starts with a feeling. Not a thought. One day something feels NQR. Not aligned to what’s important to you. How do you know when to quit? How do you know when to go again? It’s so easy. Move your hand from your forehead, Put your hand on your gut. Then your hand on your heart. Your body will tell you…. Quit or go again. Don’t overthink things.

Intent 51

Intent Conference Lead Generation Coaching 51

The Pipeline

OCTOBER 9, 2019

By Tibor Shanto. I want to personally invite you to a special and exciting event. A week from today, October 16, and stretching into October 17, I have the honor of hosting this special virtual event. I have the pleasure of working with 12 sales experts with unique, diverse and insightful views on prospecting. Wednesday, October 16, 2019. Lisa Leitch 10:10 AM.

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Prospecting Sales 49

No More Cold Calling

OCTOBER 10, 2019

If you’re in data overload, you may not need to be. You’ve heard the phrase: “How do you eat an elephant? One bite at a time.” I know it’s a disgusting mental image, but there’s wisdom in this metaphor. How often do you take on large projects and get mired down in the details—rather than breaking the project into small, digestible, actionable chunks?

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Cold Calling Referrals Analytics Data 228

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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

OCTOBER 8, 2019

Earlier this year, SBI consultant Kirk Snider wrote, “the only way to provide a good experience is to listen to what your customer is saying.” In his article, he shares why implementing different, and numerous types of listening paths are.

Marketing 207

Marketing Top of Funnel Customer Sales 207

Bernadette McClelland

OCTOBER 10, 2019

It starts with a feeling. Not a thought. One day something feels NQR. Not aligned to what’s important to you. How do you know when to quit? How do you know when to go again? It’s so easy. Move your hand from your forehead, Put your hand on your gut. Then your hand on your heart. Your body will tell you…. Quit or go again. Don’t overthink things.

Intent 48

Intent Conference Lead Generation Coaching 48

The Pipeline

OCTOBER 8, 2019

By Tibor Shanto. We all know the expression “the calm before the storm”, but most of us in sales experience the reverse. Selling can feel like the storm before the calm, with the calm is always “just around the corner”. This is always the case in a fast-changing environment, which adds to the storm like conditions. As technology continues to accelerate the pace of advances, other elements of prospecting are not keeping up.

Prospecting 241

Prospecting Call-back Face-to-face Lead Rank 241

Zoominfo

OCTOBER 10, 2019

Statistically speaking, companies who employ a diverse staff achieve more financial success, attract better job candidates, and are more likely to capture new markets than less-diverse companies ( source ). But— the term diversity doesn’t just speak to a person’s skin color, ethnicity, or even their skill set. True diversity is achieved when a group of people who have a wide range of perspectives, experiences, and backgrounds are given a chance to openly collaborate and voice their opinions.

Lead Rank 187

Lead Rank Microsoft Intent Lead Scoring 187

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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

SBI Growth

OCTOBER 5, 2019

Studies have shown that up to 90% of strategies fail to implement. The key reason for lack of implementation comes down to business execution and the inability to mobilize the entire organization towards a common outcome. You probably read a.

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Study Strategy Survey Research 204

Sales and Marketing Management

OCTOBER 6, 2019

Author: Andres Lares According to a US News and World Report study, the probability of attracting a new customer to your business falls between 5% to 20%, while the likelihood of retaining an existing client is over three times that – 60% to 70%. So, where should you focus? The correct answer is striking the right balance between both. But, based on the statistics, solidifying and retaining a strong client base should remain your primary focus, while attracting and winning new business should b

Negotiation 184

Negotiation Proposal Forecasting Objections 184

The Pipeline

OCTOBER 10, 2019

By Tibor Shanto. Doesn’t matter if you are a social seller, 3.0 seller, or an unaffiliated seller, if you use the phone, you’re running into voicemail. “No one answers the phone anymore.” Sure, but they still use the device to do “phone things,” in their on the device and in their own way. Once you embrace voicemail as the new phone, you will flourish.

Inbound 45

Inbound Prospecting Video 45

Zoominfo

OCTOBER 10, 2019

It’s no surprise to see more and more marketers explore and invest in attribution modeling in 2019 and beyond. After all, the B2B buyer’s journey has become increasingly complex, as each prospect engages with a number of digital touchpoints on their path to becoming a customer. It’s imperative for marketers to understand their customers’ journey and the role that each touchpoint plays in an eventual purchase — and marketing attribution is the one tactic that helps them do so.

Trends 160

Trends B2B Marketing Channels 160

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

SBI Growth

OCTOBER 5, 2019

Making the transition from being a product provider to a platform provider is a difficult task for many B2B companies and does not happen overnight. Not only is there a specific shift in mindset that needs to happen, but technology.

B2B 191

B2B Company Influencer Software 191

The Sales Hunter

OCTOBER 8, 2019

The number one competitor every salesperson faces is the “no decision.” This is the customer who despite everything you do chooses to not do anything. They might choose to stay with their current supplier or simply say no just to postpone making a decision. Either way, for you, it is time wasted. More on this in my video below: You know what can make the “no decision” even more painful?

Sales Qualified Lead 155

Sales Qualified Lead Prospecting Video Face-to-face 155

Sales and Marketing Management

OCTOBER 11, 2019

Author: James Obermayer It was early September, late in the afternoon on a Friday, as I remember, when the company president called me into his office. It was a medical device company that had gone public the previous year. Sales were going well, so far. “We have to cut the budget substantially in this upcoming last quarter; I need $400,000 from marketing.

Marketing 149

Marketing Direct Mail Trade Show Cancellation 149

Zoominfo

OCTOBER 8, 2019

Everyone knows you need to include forms on your website to capture leads. But, it’s not enough to just slap a few form fields on your landing pages and call it a day. If you want your forms to convert, and convert consistently, you need a thorough web form optimization strategy. Believe it or not, only 52% of companies that use landing pages run tests on their forms to find ways to improve conversions ( source ).

Maximizer 157

Maximizer Conversion Policies Sales Qualified Lead 157

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

Hubspot Sales

OCTOBER 9, 2019

Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% more deals and the profit margin on sales-won improved by 12.2%.

Film 144

Film Hubspot Sales Cycle Lead Rank 144

The Sales Hunter

OCTOBER 11, 2019

Who would you say? Your family? A boss? A co-worker? Somebody famous? I hope you said “no” to each one of those questions, because the best person to motivate you is you! Why would you want to delegate an incredibly important task to someone else? Why would you put your success in the hands of someone else? You are not only the best person to motivate you, but you are also the only one who can motivate you.

Motivation 149

Motivation Video Objections Positioning 149

Connect2Sell

OCTOBER 9, 2019

A “little white lie” is one that is about a small or unimportant matter. White lies are told to please or appease another person and are viewed, by some, as an innocent part of everyday interactions.

Sales 141

Sales 141

Zoominfo

OCTOBER 8, 2019

Customer acquisitions often require a combined effort from sales, marketing, product leaders, and executives. For account-based selling to be successful, everyone must maintain a comprehensive understanding of the customer. Enter, the Customer Insight Report. We call this the “Last Mile of Pre-Sales Customer Analysis.” An account-based strategy requires consistent messaging and positioning throughout the sales cycle.

Report 138

Report Ideal Customer Profile Decision Maker Account Based Marketing 138

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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

Hubspot Sales

OCTOBER 11, 2019

Mark Zuckerberg once said, "Move fast and break things. Unless you're breaking stuff, you're not moving fast enough.". However, that tendency in startups can lead to burned-out sales reps and a business ill-prepared to scale. That's why the goal shouldn't be to grow fast but to grow better. So when you experience slow business, remember that slow and steady wins the race.

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Scale Buyer Persona Hubspot Social Media 141

Anthony Cole Training

OCTOBER 11, 2019

Why do so many of my salespeople fail to perform as expected? It's a loaded question. Or, is it? In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business.

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Hiring Training Banking Consultative Selling 132

The Sales Hunter

OCTOBER 6, 2019

I am talking about your customer’s doors and the doors of other people you’re going to help. That is where your focus should be. When you help others see opportunities, it’s amazing what you’ll do for them and for yourself! Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Result.

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Motivation Customer Video Opportunity 125