Babette Ten Haken
JANUARY 2, 2020
When your Authentic You is not part of the professional stories you tell, your stories are less-than-believable. As a result, the folks listening to your stories are left with no conclusion and one question: SO WHAT? Because instead of authenticity, you tell: Products and services, features and benefits stories. You tell traditional-sounding, buying-and-selling or STEM-based explanatory stories.
LevelEleven
JANUARY 2, 2020
Sales contests aren’t new but they’re not going away anytime soon. In fact, competitions are becoming increasingly ingrained in a successful sales culture. Not only do they help motivate your team, they can do a lot of good for your organization beyond the competition itself, for a variety of reasons. Looking to kick off a sales contest in the new year?
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Membrain
JANUARY 1, 2020
Sometimes, poor sales performance is due to a lack of skills or knowledge. But sometimes, salespeople know what to do, they know how to do it, and they even know why they should do it… and they still don’t do it, at least not consistently.
Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester
Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!
Sales and Marketing Management
JANUARY 2, 2020
Author: Wendy Mack Opinions can be misleading, particularly when hiring sales talent. It happens all the time: Your first impression of a potential hire was positive, but you realize it's not a good fit once he or she slides into the role. The résumé looked good, and the interview was great – so what went wrong? As this situation suggests, sizing up a candidate based on a CV and a conversation doesn't always yield the best result.
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SBI Growth
DECEMBER 30, 2019
You’ve completed planning for the upcoming year, and in order to hit your number, you’ve identified your most important customers. These accounts are where you cannot fail. Your key account program ensures your best account managers are engaged, but is that.
The Pipeline
DECEMBER 31, 2019
By Tibor Shanto. People seem to want to make things complex, almost like a badge of honour, “I thrive in complexity.” People talk about the complex sale , but when you explore a bit, scratch the surface, you find that the complexity is neither natural or necessary. Any time you have interaction between two human beings, you have complexity; you are working with a petri dish of emotion and subjectivity.
Sales and Marketing Management
DECEMBER 30, 2019
Author: Randy Stark The relationship between customers and marketers has changed drastically, mainly due to the widespread use of digital assets in marketing. The transactional relationship that is part of traditional marketing is now a thing of the past. It used to be that the interaction between brands and customers happened only when a purchase occurred, while at other times, there was no interaction between businesses and consumers.
Hubspot Sales
JANUARY 2, 2020
Chances are, your sales team is currently focused on making functional changes for significant improvement. This can include new quotas, territories, products, and compensation plans. Let's add one more thing to the list — creating a spirit of cooperation between your sales and marketing organization. Unless your team totally knocked it out of the park last year and you think lightning can strike twice using the same approach, now is a good time to try something new.
Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com
Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.
Engage Selling
DECEMBER 30, 2019
Previously, we looked at how important it is to beware of talk traps.
Showpad
DECEMBER 31, 2019
It’s that time of year again… trend time. Before we get into it, let’s first clarify what a trend actually is. According to the dictionary definition, a trend can have different aspects, such as a drift (a prevailing tendency or inclination), a swing (a general movement), a vogue (a current style or preference), or an approach (a line of development).
Grant Cardone
JANUARY 3, 2020
2020 is a pivotal time in your life where you can either make things better or have things get worse. Here’s the truth: My life is NOT just the Instagram shots of the plane, the nice cars, the stacks of money, the sold-out stadiums…. But I do want to tell you what it takes to become successful and do these things. This pivotal moment you have in your life this year will launch where you’re going for the next 10 years.
Hubspot Sales
DECEMBER 31, 2019
A client once asked me to help them increase their sales and industry presence in the U.K. market, specifically with the top 200 fashion and apparel brands and retailers in the region. Unlike in my home country of Brazil, I had only five business connections in the U.K. To succeed in this market, I would need to essentially grow my network from scratch.
Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
eGrabber
JANUARY 3, 2020
Generating leads for small businesses is a daunting task for small business owners. They often struggle to figure out the right lead generation strategy that works for them. They also can’t afford to have enough people or the right people to generate leads for small business. The main reason is that they have very limited resources. Yes, these reasons seem to be very valid.
Nimble - Sales
JANUARY 3, 2020
The life of a solopreneur can be a bit overwhelming. You have this awesome product that’s going to make people much happier and efficient, but when it comes to sharing this product with the world, it seems you’ve hit a dead end. When you read about marketing, all you see are these great examples from […]. The post 5 Marketing Strategies to Grow Your Small Business appeared first on Nimble Blog.
Igniting Sales Transformation
DECEMBER 31, 2019
I’m bucking the annual tradition of pitching predictions about what is or is not going to happen in sales, marketing and business in 2020 or the decade ahead. It seems pointless. Predictions aside, for the past decade buyers have clearly communicated their displeasure with traditional, outdated selling approaches; yet, old behaviors rage on. It seems pointless to predict what could happen when what has happened isn’t even being addressed.
Hubspot Sales
JANUARY 3, 2020
Did you know a customer relationship management system (CRM) is the fastest-growing software on the market today? And, by 2025, revenues in the industry are expected to reach more than $80 billion? A CRM is a central location where you can organize the details related to your customers, across all departments at your company. Anyone with access to the CRM can track and manage the journey of every lead and customer that interacts with your brand, website, or products.
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Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.
eGrabber
JANUARY 3, 2020
Cold emails are one of the best ways to reach potential customers and generate new sales leads consistently. However, the success rate depends upon the response rates. Generally we all assume that we have written a perfect cold email that will elicit more number of positive responses. But in reality, it doesn’t happen that way. When I thought I wrote a compelling cold email, I did not get an impressive response rate in spite of my average open rates being above 45%.
Pipeliner
DECEMBER 28, 2019
You’ve hired a good salesperson but the reality is you’ve also hired a human being. And even really good human beings bring faults and blind spots that will need to be addressed. (Anyone reading this married, in a serious relationship or raising children?) If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues.
Go for No!
JANUARY 3, 2020
If you clicked on this link wondering which one you are… you’re in the majority of people I talk to who believe there is in fact, a choice between these two options. The question is, why does this have to be a choice? And that mindset is the problem for many people in sales. As Estée Lauder said, “I have never worked a day in my life without selling.
Partners in Excellence
JANUARY 2, 2020
Sales is one of the few professions where we get to start over in the New Year. Regardless how we did in the previous year, we are now reset to zero. In reality, the concept of starting over in the New Year is more symbolic. The reality is most of what we are doing is a continuation of things that we have been working on for some months. We have or should have robust pipelines that we have been developing over the past months.
Speaker: Alex Moore, Co-Founder of Stratagon Marketing & Technology
Ever wondered why sales and marketing teams often struggle to collaborate effectively? Diverging goals, poor communication, and conflicting strategies frequently create silos, leading to a disconnect where marketing efforts fail to translate into substantial sales conversions. Enter Account-Based Marketing (ABM). ABM aligns marketing and sales efforts toward specific target accounts, fostering personalized interactions with high-value prospects.
Sales Hacker
DECEMBER 30, 2019
So, you think selling is tough, do you? Well, I’ve got news for you. Buying is even tougher. The question is, what are you doing to help? Probably not a lot. And why should you? Your job is just to sell, right? This sort of mentality is part of the reason sales performance globally is in steady decline. We’re so focused on perfecting our sales process , we ignore the buyer.
Pipeliner
DECEMBER 28, 2019
It’s not often that a radical idea enters the sales world and significantly alters the way that things are done. However, there are many assumptions about the traditional approach to sales management that are not correct, and a radical idea was needed to make things optimal. Justin Roff-Marsh, the author of The Machine, explores the radical approach of removing autonomy from the life of a salesperson in this expert sales interview hosted by John Golden.
Shari Levitin
DECEMBER 31, 2019
On the first day of Christmas. my prospect said to me. we need to think about it until Q-3. On the second day of Christmas. my prospect said to me. you’re one of 2 vendors. and we need to think about it until Q-3. On the third day of Christmas. my prospect said to me. we’ve got 3 cheaper proposals. you’re one of 2 vendors. and we need to think about it until Q-3.
Membrain
DECEMBER 29, 2019
Whenever your customer sees little meaningful difference between their current situation and their future potential, they will be inclined to stick with the status quo.
Speaker: Jesse Simms, VP at Giant Partners
This new, thought-provoking webinar will explore how even incremental efforts and investments in your data can have a tremendous impact on your direct mail and multi-channel marketing campaign results! Industry expert Jesse Simms, VP at Giant Partners, will share real-life case studies and best practices from client direct mail and digital campaigns where data modeling strategies pinpointed audience members, increasing their propensity to respond – and buy.
Smooth Sale
JANUARY 3, 2020
Attract The Right Job Or Clientele: Note: Divyang Metaliya, Business Consultant at FactoHR, India, provides today’s Blog. Divyang is an H.R. and Payroll Software solution provider, and a creative business strategist. __. Like most salespeople,you, too, might have faced a dilemma of cross-selling in your career while dealing with prospective clients.
Pipeliner
JANUARY 1, 2020
Sales reps head into a new year with goals. Often those goals are all about money. But what about attitude? I will be the first to admit it when I miss my own personal targets, I am not always positive. This past year has been a rough one professionally. Missed numbers. A start-up not being ready to bring me on. Going back to the grind of my 20s, aka making 100 dials a day minimum.
Igniting Sales Transformation
DECEMBER 29, 2019
What happens in Vegas stays in Vegas is a popular phrase adapted from Las Vegas’ tourism slogan meant to mean that no matter what you said or did in Las Vegas, your unbridled freedom of expression wouldn’t come back to haunt you. Ah, if only that were true on the internet, in social networks, online communities and public forums. One would think examples of epic lapses in judgment made by individuals – think Roseanne Barr, or companies – SnapChat’s completely inappropriate “would you rather” ad
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