Sales and Marketing Management
FEBRUARY 3, 2020
Author: Toby Murdock Seeking peer recommendations before making a purchase or signing an agreement is nothing new – it’s been part of commerce since the beginning. From farmers asking their neighbors for advice on the best cattle feed suppliers to celebrities promoting toothpaste in television commercials, another customer’s experience is a powerful endorsement.
Anthony Iannarino
FEBRUARY 5, 2020
There was a time when a post like this would be about salespeople who used high-pressure selling techniques, the hard sell and bullying to cause their polite, conflict-averse prospective clients (i.e., victims) to buy products or services under duress. The craft we call “sales” has evolved, and thankfully, the sales techniques described here are lost forever and unknown to salespeople.
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John Barrows
FEBRUARY 6, 2020
One of the hardest things to do in sales is “create urgency” when it’s seemingly not there. Sales reps try to manufacture urgency all the time by proactively offering discounts at the end of the month, but that’s just sad. But how do you actually “create” urgency? Let me be clear – you can’t. As the CEO of my own company, I sat down with my team towards the end of last year and mapped out our plans for the coming year.
Connect2Sell
FEBRUARY 5, 2020
In last week’s CONNECT2Sell blog post, we got an overview of why communication skills are so crucial to sales success. In fact, out of all the soft skills required for selling, communication skills may be the most important of all. The surprising takeaway is that there are a minimum of 20 specific skills under that broad umbrella of communication.
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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.
The Pipeline
FEBRUARY 4, 2020
By Tibor Shanto. Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. It like others prophesied that the size of the B2B sales population in North America would shrink by 25%.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
FEBRUARY 5, 2020
Many CEOs often ask us while planning for 2020, “what’s the secret marketing sauce? What’s worked for your other clients when it comes to the marketing mix? What isn’t working?” And as most CMOs can agree, there’s no such thing.
MTD Sales Training
FEBRUARY 3, 2020
Who would you rather talk to? A new person who you haven’t met before, or a close friend? Who do you trust more? A salesperson you’ve never seen trying to sell you something you’ve never bought, or someone you’ve known for some time and with whom you have great rapport. Who would you rather sell to? Someone who has never heard of you, or an existing customer who knows you, your products and your reputation?
Anthony Cole Training
FEBRUARY 7, 2020
In this blog post, we present a question that may force you to look yourself in the mirror and ask, "What can I do better as a salesperson to increase my sales in 2020 and beyond?".
Bernadette McClelland
FEBRUARY 7, 2020
I shared a link on Facebook of a casual family get together where the entire family sung one of my all-time favourites “One More Day” from the epic Les Mis. Twice I watched it and twice I felt goosebumps. Why? It couldn’t just be the fact that this family has AMAZING musical genes when it comes to harmony! Could it be because music finds something within us?
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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.
SBI Growth
FEBRUARY 7, 2020
Before the 2008 recession, Intel pushed out rivals by keeping its product cycles tight. With a philosophy that innovation would move the market in its favor, Intel devoted itself to delivering the fastest and latest technologies. Being ahead of the.
Mr. Inside Sales
FEBRUARY 7, 2020
What characteristics make up leadership? Are you born with these traits, or can you develop them? How early in life do you know you were meant to be a leader, and how do you position yourself, throughout your career, to express and expand on this calling? And what role does adversity play in either derailing or energizing and propelling you forward?
Anthony Cole Training
FEBRUARY 4, 2020
In our second blog post focusing on increasing sales in 2020 and beyond, we discuss the differentiating factors between "elite" salespeople and the rest of the pack.
Zoominfo
FEBRUARY 3, 2020
Language never stops evolving, but the old adage “a picture is worth a thousand words” remains as relevant as ever. Whether you’re texting with friends, posting on social media, or even communicating with colleagues, the following is true: a single image often conveys a complex thought better than a series of winding, hard-to-follow sentences.
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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.
SBI Growth
FEBRUARY 3, 2020
It’s 2020, and you are just launching your annual go-to-market strategy. You are feeling good about your plan. You have solid teams around each initiative and feel confident that the timeframes are achievable. You made some big bets, and you.
Sales and Marketing Management
FEBRUARY 6, 2020
Author: Chris Benham Nearly every company gathers some form of customer feedback. Polls, ratings, surveys – collecting feedback has never been easier. But what happens to all this data? How much of it is acted upon to improve the customer experience? Most survey feedback is collected, analyzed, and reported on, and much of it ends up in pleasant presentations with impressive pie charts and graphs.
John Barrows
FEBRUARY 4, 2020
In the first of my brand new series, I’m pumped to have a long-term mentor sit and talk to me for 20 minutes about how he sets himself up for a successful day, every day. John Barrows is my first guests on the “James Picks Brains” series, which will actually be a little shorter than this interview was. We’re going to be talking to sales reps, leaders, practitioners and people who are doing everything they can to crush it so we can find out what they’re putting in to
Zoominfo
FEBRUARY 5, 2020
It’s tough to name a marketing tool more powerful than the mobile phone. That’s right—these days it’s less of a phone and more of a lifeline that consumers are connected to nearly 24/7. They don’t just surf the web and refresh their social media feeds. They’re also using their mobile phones to interact with businesses […].
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.
Membrain
FEBRUARY 5, 2020
Dear Company Leader, I see you. You’re frustrated by your sales organization. By its lack of growth. The missed forecasts. Failing to meet targets. Your sales leaders send people to training, and nothing gets better. They invest in new tools, but the problems remain. You pour tons of investment into strategic consulting and big, fancy new initiatives, only to have them peter out and yield nothing or less than nothing.
Anthony Iannarino
FEBRUARY 4, 2020
If you are a human being with a heartbeat, the ability to fog a mirror by breathing on it, and in possession of a work email address you were foolish enough to use to fill out a form on a website, then you are in someone’s prospecting sequence. You are likely in dozens of sequences, few of which are relevant, many being nothing less than an automated, brute force form of persistence.
John Barrows
FEBRUARY 3, 2020
This week we’re pleased to welcome Matt Green to the podcast. Matt’s building an amazing community of sales, CS and marketing professionals in Chicago with Sales Assembly and is always learning from what they’re doing to crush their market. Matt shares his take on what they’re doing well and how he see’s the ways prospecting has changed recently…. In This Podcast You’ll Learn: Prospecting in Communities.
Zoominfo
FEBRUARY 3, 2020
As we reflect on the past year, it’s important to recognize 2019 as a year of change, growth, and most of all, innovation. We saw new businesses take the spotlight, and we saw existing ones make waves with major changes to the way they operate — all in the name of progress. In fact, the […].
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!
Grant Cardone
FEBRUARY 3, 2020
I moved to Miami to boom my business. I was unable to operate my business in California due to the government constantly interfering with my ability to do business. Just to be clear this was not just about taxes, while that played a part it was also about the state and local government simply NOT being appreciative of small business owners and entrepreneurs.
Adaptive Business Services
FEBRUARY 5, 2020
I have spent a lot of time recently contemplating the state of outbound prospecting. To be fair, most of what I am about to discuss is based on my experience as a buyer vs. as a seller. As a salesperson, I see this as a very serious concern. I also need to make it very clear that, as we discuss these methodologies, we are looking at them for use in cold prospecting.
John Barrows
FEBRUARY 3, 2020
Justin Shie is a sales professional putting in the work. He’s got a killer morning routine that sets his day up for success. If you know the JBarrows team well, you’ll know that’s something we subscribe to as well. On this episode of James Picks Brains, we uncover the process behind Justin’s morning routine and how he stays motivated to push the boundaries with his work.
Anthony Iannarino
FEBRUARY 6, 2020
The best cold call script is the one that allows you to book a meeting at the highest percentage rate. When you are making a cold call, your single goal is a meeting, nothing more, nothing less. Even though the right words are critically important, the best approach is made up of four principles that, when followed, improve your results. The Best Cold Call Script Is Other-Oriented.
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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
Membrain
FEBRUARY 2, 2020
The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling?
Zoominfo
FEBRUARY 5, 2020
It’s tough to name a marketing tool more powerful than the mobile phone. That’s right—these days it’s less of a phone and more of a lifeline that consumers are connected to nearly 24/7. They don’t just surf the web and refresh their social media feeds. They’re also using their mobile phones to interact with businesses and make purchases.
John Barrows
FEBRUARY 3, 2020
Successful sales processes usually have a ton of “yes”. The trouble comes when we don’t get the most important yes. The “Yes, I will buy from you”. In a lot of ways, this comes down to the buying process. You might be thinking that I’m referring to your sales process. I’m not. I’m referring to your buying process. How do people give you money? That’s the question.
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