SBI Growth
NOVEMBER 29, 2018
The average lifespan of a Revenue Leader is less than two-years. Why? Most of the time the Leader’s departure is related to poor revenue performance or inadequate return on Sales & Marketing dollars. In the following article, we will outline.
Connect2Sell
NOVEMBER 28, 2018
You’d like to open the sale. You’d like to appeal to the prospect so they’ll take your call.
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John Barrows
NOVEMBER 28, 2018
I’m getting a lot of questions from reps right now about what they can do to make sure the deals in their pipeline will close by the end of the year or how they can create urgency to get them to close. There’s no magic answer to this other than discounting (which is sad) but there is something you can do to test the waters. Whether or not a client is going to close before the end of the year mainly has to do with everything you’ve done up until this point to set the stage for it.
No More Cold Calling
NOVEMBER 29, 2018
Sure, it’s hectic. You’re busy closing out the year, but you also have lots of invitations for parties, client events, and other business networking opportunities. This is the best time to build your referral network. Make the most of it. Attend everything you can, enrich relationships with people you know, and meet new people. Get to know people personally, first.
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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
NOVEMBER 26, 2018
Channel conflict occurs when companies try to reach end customers through multiple routes forcing components of the sales ecosystem to compete against each other rather than working together. It is inherently wasteful and can be lethal to customer experience, sales.
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DiscoverOrg Sales
NOVEMBER 27, 2018
Basho emails aren’t just alive and well – they’re thriving. They’re a critical part of personalized prospecting and account-based strategy. But to crush cold email outreach, you have to do it right. We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email.
Sales and Marketing Management
NOVEMBER 28, 2018
Author: Chris Orlob What’s the ultimate, late-stage barrier when you’re trying to push a deal through the sales cycle? Buyer anxiety. An excited prospect who believes your value proposition is a “no brainer” can instantly turn cold and ignore your calls when it’s finally time to put ink to the contract. After all, they’re spending a sizeable amount of company money — if something goes wrong, their job is on the line.
SBI Growth
NOVEMBER 24, 2018
Joining us on is Sarah Kennedy Ellis, the Chief Marketing Officer for Marketo, the leading marketing automation software provider. Below is a timestamped summary of the show segments and the topics covered. If you’d prefer to listen to the podcast.
Zoominfo
NOVEMBER 29, 2018
In today’s marketing landscape, personalization has quickly become the gold standard—and for good reason! In this content-saturated marketplace, personalized marketing is the only way for companies to stand apart from the competition. Luckily, as technology advances, it’s easier for marketers to personalize their efforts. . Today, we show you 26 B2B personalization statistics: Your prospects and customers want personalized content. 1.
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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.
MTD Sales Training
NOVEMBER 27, 2018
You’ll have heard many times that it costs more to attract new customers than to retain the business of current ones, and it’s true that the marketing costs plus all the other charges and outlays to attract customers far outweigh the time and effort to keep and increase business with existing clients. So, if your customer does leave you or ceases to repeat orders with you, it can prove to be not only a major disappointment for you, but also a big loss of profitability for your company.
Sales and Marketing Management
NOVEMBER 26, 2018
Author: Marc H. Kalan Over five years ago, I shared my personal presentation tips in a three-part series published in the online edition of “The Journal of Sales and Marketing Management.” Half a decade (and more) later, as the digital revolution continues its unstoppable tsunami throughout our personal and professional lives, the individual’s abilities to effectively communicate have never been more important, more self-evident, and more under siege.
SBI Growth
NOVEMBER 27, 2018
A Platform elevates your offerings from merely functionally adequate to a driver of an emotional bond with your customers. To get there, you must set the standard across four key facets of your organization: Product Management Operations Human Resources Customer Success and Customer Experience. You.
The Sales Heretic
NOVEMBER 28, 2018
Crafting a great presentation is like navigating a minefield: In order to achieve your goal, you have to avoid all the potential missteps along the way. And like a minefield, we often don’t know where those missteps are, because typically we’ve never been taught how to create effective presentations. Which is one reason why so [.].
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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
NOVEMBER 25, 2018
One of the keys to increasing sales is getting under the skin of the prospect or your customer, so ascertain the real needs and to get them to understand how they can improve their business using your solutions. Without that depth of knowledge, you sound just like any other vendor, trying to persuade your prospect to buy from you rather than someone else.
Sales and Marketing Management
NOVEMBER 30, 2018
Author: Tom Urie, President and CRO, Optymyze Early in my career, I made the not-so-typical move from engineering to marketing and spent 15 years innovating and creating events, programs, content, processes, and systems that challenge the status quo. However, it was when I had the opportunity to build a sales organization that my perspective and point of view shifted dramatically.
Mr. Inside Sales
NOVEMBER 26, 2018
Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”. If you struggle, too, then you’ll love the proven response below. Adapt them to your style and product or service, and start getting past this common objection. “We’re all set”. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market.
Zoominfo
NOVEMBER 28, 2018
Here on the ZoomInfo blog, we regularly cover topics related to business data and business data management. In fact, there are very few aspects of business data we have yet to cover. But, today we’re venturing into uncharted territory to discuss a recent—and necessary—trend in business data. That is, the switch from static to dynamic data management.
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.
Anthony Cole Training
NOVEMBER 28, 2018
I drive a Ford Explorer. Most of the people that ride with me, except my friend Jerry Barron, think I’m a good driver. Not only do I drive well, but I know my vehicle, how to maintain it and how to make adjustments to my driving and the vehicle when necessary. However, all the enhancements in the vehicle won’t keep me from crashing if I fail to turn into the slide instead of against it, or if I fail to ‘tap’ the breaks when I hit a sheet of ice on a frozen bridge.
SBI
NOVEMBER 28, 2018
While working on the real thing, you cannot rely on a haphazard collection of outdated notes and a motley crew of tools to keep track of what you are doing. Unfortunately, for some sales reps, digging through notes in the way real miners do, became daily routine. Due to the advent of CRM systems with automation tools, businesses received a single database to store information about leads and customers.
Hubspot Sales
NOVEMBER 29, 2018
As technology advances, so has the real estate industry. And videos have become key tools for realtors to share their listings and introduce themselves to prospective clients. Real estate mogul, Barbara Corcoran , began by recording videotapes of her listings. They were initially recorded on VHS tapes, but she found the greatest success when she uploaded the videos to her website.
Zoominfo
NOVEMBER 26, 2018
It’s no secret—email marketing is one of the most effective marketing channels to engage customers and contribute to overall business growth. After all, email marketing boasts an ROI of 4400% ( source ), and 59% of marketers say it’s the most effective channel for revenue generation ( source ). But, after a while most email marketers see their campaigns plateau.
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!
Anthony Cole Training
NOVEMBER 26, 2018
Today's blog turned vlog comes to you from our very own Walt Gerano, as he discusses the importance of being a great steward for your clients, and how these tactics will help you grow your business and relationships.
Jeff Shore
NOVEMBER 27, 2018
By Jeff Shore . ?Alright, it’s time to rattle a few cages and ruffle a few feathers. I’m a student of the sale. I hope you can say the same thing. As professionals, we should always be seeking to improve our craft, and that means we must regularly challenge long-held practices. The techniques of decades past must be put on trial. If they pass the test for how to take care of people today, then by all means – keep on keepin’ on.
Hubspot Sales
NOVEMBER 27, 2018
Growing a business requires investment capital. Scaling businesses need money to launch products, hire employees, service customers, and expand. There are numerous ways to raise capital, and each will have a different impact on your company and the pace at which you grow. The most common way to raise capital is through either equity or debt. But what do each of these entail?
Zoominfo
NOVEMBER 25, 2018
We recently reported that, while marketing professionals understand marketing automation can streamline essential processes, many do not leverage these systems to their full advantage. In fact, only 14% of B2B marketers report their use of marketing automation as “good” or better ( source ). So, what’s holding them back? According to Ascend2, the biggest inhibitor of successful marketing automation implementation is a lack of effective strategy ( source ).
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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
Go for No!
NOVEMBER 27, 2018
The reality is, as much as salespeople dislike hearing no, prospects and customers hate to give it as well. That is why sometimes it feels like you can’t get a yes… you can’t get a no… you can’t get anything. What to do? First, let’s deal with the underlying issue. If this is happening a lot, you have to ask if you are dealing with truly qualified leads and prospects.
Troops
NOVEMBER 27, 2018
Any salesperson will tell you that being single-threaded is one of the biggest risks you subject yourself to in any given deal. Your champion leaves… The people that matter don’t understand why your solution is important… You’re reliant upon someone who knows a cursory amount about your product to sell it internally… There is no shortage of reasons why being single threaded is a bad idea, and if you’re pinning all your hopes for success on a single person, well, you’re going to
Hubspot Sales
NOVEMBER 30, 2018
As an entrepreneur , cash is necessary to fund your operations. Whether you need new equipment for your business or a larger office space, you'll have to raise funds to pay for these investments. Funding can come from a loan, investor, business line of credit , or you can pay cash. Cash and short-term assets that can be quickly converted to cash are called current assets.
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