Keith Rosen

MAY 8, 2019

Deciding who to hire, who to let go, and when it’s the right time to do so is a daunting and time consuming struggle for managers. Are you running your business by the elusive and costly potential you see in others or by measurable evidence of progress and results? Here’s how to avoid the hypnotic seduction of people’s potential and how to shift from measuring potential to productivity.

Hiring 94

Hiring Coaching Positioning Consumer 94

The Pipeline

MAY 7, 2019

By Tibor Shanto. I know we’re not supposed to stare at people’s peculiarities, but at times it is hard not to. For instance, at the gym, where you see someone with a well-developed upper body, standing on two twigs. While the first instinct may be to snicker, but having worked with salespeople, I see this type of oddity almost daily. Selective Training.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

Nutshell

MAY 9, 2019

I’m willing to bet you’re already confused, and images of Tina Fey in the 2003 SNL skit are dancing through your head. Or you very well could be reading this while your rib cage rests on the top of your very own pair of mom jeans. Whether your belly button is in close proximity to your pants or not, you’re most likely wondering where I’m going with this.

Webinar Metrics 112

Webinar Metrics Fashion Face-to-face Strategy 112

No More Cold Calling

MAY 9, 2019

Get out of the weeds. How many balls can you keep in the air at one time? Some business leaders are better jugglers than others, but everyone has their breaking point—or, rather, their dropping point. Juggling priorities is a challenge for every business owner. You’re overwhelmed with business development and all the things you need to do to attract and retain customers.

Small Business 329

Small Business Small Business Face-to-face Social Media 329

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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

Sales and Marketing Management

MAY 8, 2019

Author: Justin Hartman Technology has infiltrated almost every aspect of our lives from business to education to healthcare. Now, it’s changing the way we plan, host, and attend events. But how has streaming video transformed the events world? In the past, events were limited to space and time. Simply put, to be part of an event, you physically had to be there.

Video 316

Video Strategy Maximizer ROI 316

The Pipeline

MAY 9, 2019

The Pipeline Guest Post -Susan Varty. Imagine you had everything you needed to say at your fingertips. All the customized emails, personalized messages, all the marketing materials, all the product benefits, and all of the relevant articles you would love to send your prospects. Wow. That is a dream indeed. As a salesperson, all interactions require content.

Networking 243

Networking Follow-up Pipeline Benefit 243

Connect2Sell

MAY 8, 2019

As a sales manager, you’re responsible for delivering results. Leading people starts with leading yourself and making choices that truly get the right results the right way.

Promotion 233

Promotion Sales Management Objections Sales 233

Sales and Marketing Management

MAY 10, 2019

Author: Lonny Kocina A well-executed marketing plan is like a GPS. It guides your customers into your sales process. Done right, your marketing should result in more leads, higher sales and a stronger brand. Following steps in a logical progression, without going off on tangents, is one of the fastest ways to achieve your goals. Negotiating business contracts can be complicated.

Marketing 237

Marketing Social Media Promotion Channels 237

The Sales Hunter

MAY 7, 2019

You probably think your competitor is the big evil company that just came out with a more superior product than yours. No! That big evil company is not your primary competitor. Your two biggest competitors are: 1. Your own self-limiting doubts about what you can’t do. 2. The “no decision” response that too many customers ultimately decide on.

Intent 237

Intent Lead Rank Lead Scoring Prospecting 237

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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

Zoominfo

MAY 5, 2019

In 2017, email marketing turned half a century old. Yet, B2B marketing professionals continue to rank the channel high on their list of preferred marketing tactics. The reason for this is simple. Email marketing is an inexpensive way to promote products, increase sales, and retain customers. In fact, email marketing has a median ROI of 122%– more than 4 times higher than other marketing channels, including social media, direct mail, and paid search ( source ).

Email Marketing 231

Email Marketing Marketing Lead Rank Lead Scoring 231

SBI Growth

MAY 10, 2019

In a previous article, SBI explained the importance of CMOs taking ownership of the Customer Life Cycle. If you already agree with its importance, your next two questions are likely: “What does great look like?” “How do I deliver it?” While there are.

Customer 200

Customer Revenue Tools B2B 200

Sales and Marketing Management

MAY 9, 2019

Author: David L. Varner I noticed organizations continually invest time and money to improve sales team effectiveness, but which one? There are hundreds of sales training companies offering thousands of programs in all aspects of selling: call planning, presenting, negotiating, managing key accounts, questioning and more. I concluded they didn’t scratch the itch.

Sales Process 209

Sales Process Engineering Case Study Call-back 209

The Sales Hunter

MAY 10, 2019

You can’t just run and hide. You can’t exhibit one style on Monday and then be a completely different person on Tuesday. The days of faking it are over. We’ve all read stories and seen companies falsely live out their mission statement. News flash! This same behavior that we see in companies is sadly alive and well in all of us. Too often, a person will profess that they are a great leader and then immediately turn around and do something stupid.

Sales Leadership 220

Sales Leadership Lead Rank Social Media Motivation 220

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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

Zoominfo

MAY 8, 2019

True sales productivity boils down to two things: numbers and time. How many calls can you make in a day? How much time do you spend on selling vs. non-selling activities? More specifically, how can you increase your numbers (calls, email, sales, deal size) during the time you spend working each day? A quick Google search will lead you to plenty of lists claiming to offer the best sales productivity hacks and tricks you need to increase sales productivity.

Sales Process 193

Sales Process Data B2B Company 193

SBI Growth

MAY 9, 2019

Who’s on First? The classic comedy sketch by Abbot and Costello plays on a series of misunderstandings perpetuated by rat-a-tat wordplay. Costello cannot grasp why Abbott’s roster includes ‘Who’ at first base, ‘What’ at second, ‘I Don’t Know’ at third, a.

Marketing 189

Marketing Sales Customer Service Revenue 189

Sales and Marketing Management

MAY 6, 2019

Author: Lewis Robinson Sales meetings have become so normalized that people forget how powerful they are toward the growth of an organization. Sales meetings today have become just another item on the to-do list. That attitude, however, significantly impacts the ability of a company or business to meet its objectives. Are you looking to introduce new ideas or concepts in your next sales meeting to bring major changes to your organization’s bottom line?

Meeting 184

Meeting Demographics Analysis Sales Enablement 184

Anthony Cole Training

MAY 9, 2019

Achieving the work-life balance sales professionals all hear and dream of starts with having a personal vision and a set of non-negotiable goals. In this article, we will discuss the 4 must-do sales activities and the characteristics that all successful salespeople share when striving for the freedom of success.

Leads 161

Leads Marketing Qualified Lead Negotiation Sales 161

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

Zoominfo

MAY 6, 2019

In today’s chaotic hiring market, recruitment marketing has emerged as a widely adopted practice among recruiters and HR professionals. By definition, recruitment marketing is a tactic used by an organization to source, manage, and nurture passive talent — before they apply for an open position. Pursuing passive candidates may seem counter-intuitive at first, but recruitment marketing works.

Social Media 169

Social Media Marketing Comparison Buyer Persona 169

SBI Growth

MAY 6, 2019

The time has come – your annual user conference is around the corner, teams are divided, and the all too familiar battle has begun. In one corner, teams shout opinions about the outlandish cost, lack of ROI, and better ways.

Conference 180

Conference ROI Channels Revenue 180

Sales and Marketing Management

MAY 6, 2019

Author: Paul Nolan. Tom Fishburne remembers sinking into the Sunday comics as an 11-year-old. After earning a master’s in business from Harvard and working for two decades in marketing with General Mills, Nestlé and other companies, he launched a new career by combining his hobby of cartooning with his professional experience. SMM:? You launched your full-time company, Marketoonist, in 2010.

Banking 153

Banking Face-to-face Social Media Travel 153

DiscoverOrg Sales

MAY 7, 2019

Business leaders understand that data is the critical heart of growth and expansion. It’s the genesis of thousands of downstream processes and millions of actions. There’s data, and then there’s data. It’s not hard to find data : a company name and phone number, employee count, revenue, maybe direct numbers and email addresses, job titles. But long, complicated sales cycles need more than just names and numbers.

Ideal Customer Profile 150

Ideal Customer Profile Prospecting Intent Data Trade Show 150

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

MAY 8, 2019

How much time have you spent sending emails today? Most salespeople spend 21% of their day writing emails. Unnecessary emails and coordinating can take up a lot of that time. Tools like appointment scheduling apps and booking software help automate the process of scheduling meetings with potential and existing customers. So, why should you invest in an appointment scheduling app?

Software 142

Software Software Hubspot Google 142

SBI Growth

MAY 6, 2019

Unfortunately, as seen in our Q1 Research Report on Execution, this is where most companies come up short. They are unable to execute the growth strategy they have embraced fully. A 2017 article in the Harvard Business Review noted that 67%.

Enterprise 149

Enterprise Enterprise Report Research 149

Sales and Marketing Management

MAY 6, 2019

Author: Staff The Los Angeles ad agency Omelet has an employee recognition program they call 60/60, which grants employees two hours every week to work on a project they’re passionate about?—?and it doesn’t even have to relate to a client. Through the program, employees have been able to work on anything from sports sites to food blogs. When you value an employee’s passions, they know you value them as a unique individual.

Trade Show 136

Trade Show Incentive Incentives Sports 136

John Barrows

MAY 8, 2019

This week on the podcast I chatted with Chris Voss, author of Never Split the Difference and founder and CEO of Black Swan Group about all things negotiation. Below are just some of the takeaways from our conversation plus the video of the full interview. If you haven’t read his book, it’s a must-read for anyone in sales. Go grab yourself a copy! You Probably Aren’t Listening.

Negotiation 120

Negotiation Call-back Discount Video 120

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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

A Sales Guy

MAY 7, 2019

Not many salespeople enjoy sales training. The idea of taking an entire day out of the field sit and listen to some so-called expert, who hasn’t sold in years tell you how to sell isn’t what most salespeople pine for in their day-to-day. The exception to that is Gap Selling. And that’s why spots are going fast, for our May 16th Sales training.

Training 125

Training Sales Opportunity How To 125

Alice Heiman

MAY 8, 2019

You’ve got your number and you’ve got a great strategy to hit your number. Now, how are you going to make it happen? Execution is everything. Right? What’s Your Plan? How are you planning on making sure your team hits and exceeds its goals? Setting your number and creating your sales strategy is only the first step. Now, you need an insurance plan for you and your team.

Hiring 125

Hiring Insurance Insurance Sales Meeting 125

Sales and Marketing Management

MAY 6, 2019

Author: StaffJEFF WEIL, GENERAL MANAGER, UPLAND QVIDAN AND RO INNOVATION The voice of the customer is everywhere these days. Just look at the number of customer reviews and ratings available each time you purchase an item or service online. And the power of customer endorsement isn’t confined to the consumer world. It’s equally powerful in business-to-business marketing.

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Referrals Customer Margin Social Media 120