DiscoverOrg Sales

AUGUST 23, 2018

The average American will spend up to 50 minutes browsing through social media today. This means the average user spends approximately 6 hours a week, or 303 hours a year, browsing over Facebook updates, Linkedin notifications, and an abundant amount of tweets. More important: Those 303 hours of social browsing are sales opportunities for you. Social selling is when sales professionals use their social network to communicate with prospects and develop relationships to solve problems and achieve

Social Selling 192

Social Selling Social Media Media Twitter 192

MTD Sales Training

AUGUST 20, 2018

It’s a common subject brought up on our training programmes, and it can affect even the most experienced of salespeople. How do we overcome the feeling of nervousness before having a sales interaction? First, let’s highlight why nerves may show themselves. Feeling anxious, uneasy or worried is a natural reaction to stressful or uncomfortable situations.

Energy 169

Energy Face-to-face Sales System 169

MarketJoy

AUGUST 20, 2018

Written By. Reshu Rathi. Share. Get a Free Quote. [contact-form-7]. No matter what you do, mistakes are a part of the journey. We live in a busy world where things slip through the cracks all the times and outbound sales are no exception. However, some mistakes are deadlier than others and repeating those mistakes can kill your business. Given below are five such outbound sales mistakes you must avoid if you want to bring in new customers.

Outbound 71

Outbound Follow-up Face-to-face Study 71

Sales and Marketing Management

AUGUST 20, 2018

Author: Paul Cherry I was working with a manufacturer of medical instruments that use lasers to measure blood flow. The products cost upwards of $50,000 and are sold primarily to medical research facilities. With a niche product like this, the pool of potential customers is small, so you have to make the most of every opportunity. Unfortunately, the closing percentages for this company were low.

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Buyer Call-back Follow-up Sales Qualified Lead 294

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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.

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Bernadette McClelland

AUGUST 19, 2018

It was a very simple decision between two very simple choices – Do I choose the carrot cake or the friand? I chose neither, and it had nothing to do with calorie counting. In fact, I don’t actually know what it was that made me so uncertain. Whilst I wasn’t an anxiety driven mess because of my indecisiveness, it did cause me some angst for a few seconds.

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Comparison Sales Leadership Travel Examples 247

No More Cold Calling

AUGUST 23, 2018

A Complete Guide to Putting the “Social” Back in Social Selling. Social selling has finally (and dangerously) reached buzzword status. Dangerously, because there are misperceptions about what it means, how to do it, and just as importantly, how not to do it. Misperceptions, because salespeople have forgotten the social part of social selling. Instead, they pitch, spam, annoy their contacts, and think that’s actually helping them sell.

Social Selling 218

Social Selling Social Media Referrals Lead Rank 218

Score More Sales

AUGUST 24, 2018

If the whole, entire company supported revenue generation, how strong would your customer care or customer service team be? Would nothing ever slip through the cracks? If everyone supported revenue generation, how easily could we detect a disgruntled customer about to leave us?

Revenue 215

Revenue Company Customer Service Customer 215

Bernadette McClelland

AUGUST 19, 2018

It was a very simple decision between two very simple choices – Do I choose the carrot cake or the friand? I chose neither, and it had nothing to do with calorie counting. In fact, I don’t actually know what it was that made me so uncertain. Whilst I wasn’t an anxiety driven mess because of my indecisiveness, it did cause me some angst for a few seconds.

Comparison 225

Comparison Sales Leadership Travel Examples 225

SBI Growth

AUGUST 24, 2018

Joining us on SBI TV is Doris Raimundi, SVP of Consumer Banking Sales and Support for US Bank. In today’s show, Doris details how to orchestrate a world class customer experience. Why this topic? The customer experience trend is sweeping.

Banking 211

Banking Customer Trends Consumer 211

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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

Sales and Marketing Management

AUGUST 23, 2018

Author: Steve Woods, Nudge.ai Co-founder and CTO The fear-mongering is everywhere; artificial intelligence will replace humans and kill jobs by automating the things that we do. It’s effective click-bait because it seems like the plot of a Hollywood action movie pitting robots against humans. But, is it reality? To get to the answer of that question, we need to dig beneath the surface and understand what artificial intelligence is all about, and what it is likely to do to each industry that it a

Scale 195

Scale Eloqua Oracle Buyer 195

Women Sales Pros

AUGUST 22, 2018

If you are a sales manager, you probably received some solid training, read lots of books,and learned from experts in the field through seminars, webinars and blog posts.And all along the way, you learned that your primary job as a sales manager is to develop and coach your team. But then management tells you that you also need to be a sales leader.

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Sales Management Hiring How To Coaching 192

MTD Sales Training

AUGUST 22, 2018

Unless you’re working with customers who are purely in transactional mode, the holy grail of sales is gaining repeat business. Turning a one-time customer into a loyal client increases revenue, profit and probable recommendations exponentially. So, how can you tell if the customer you’re dealing with will return and do more business with you? Here are some ideas to work with: 1) Ask what makes your customer use specific suppliers.

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Customer Loyalty Exact Buyer 175

SBI Growth

AUGUST 23, 2018

On July, 17 1955 it was well over 100 degrees in Anaheim, CA on the first day in the original Magic Kingdom. Women’s heels were melting into the asphalt, and people were thirsty but there wasn’t enough to drink. Yet.

Customer 191

Customer Workbooks Coaching Strategy 191

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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

Understanding the Sales Force

AUGUST 20, 2018

How effective are salespeople when it comes to creating urgency? I'm not talking about salespeople who create urgency by telling their prospects that if they don't order today the price will go up or it won't be available. I'm talking about salespeople who create urgency by asking questions to uncover problems, the consequences and cost of which, create urgency.

Data 168

Data Prospecting Consultative Selling Sales 168

Zoominfo

AUGUST 23, 2018

In today’s sales environment, the role of the B2B sales manager has become more complex than ever before. From generating leads to forecasting to reporting— the modern sales manager is expected to juggle a variety of responsibilities that play a significant role in the success of an organization. Simply put, sales managers are the conductors of an organization’s revenue engine.

Lead Rank 174

Lead Rank Quota Lead Scoring Pipeline 174

Sales 2.0

AUGUST 18, 2018

Over the years I’ve developed a framework for making prospecting calls more effective. I call this framework “social calling”. The three elements of the framework are: (1) having clean contact data, (2) leveraging trigger events and (3) using relationships. I’ve covered the first two elements in the two previous posts. Now I’m going to go over the one that makes the biggest difference, relationships.

Cold Calling 150

Cold Calling LinkedIn Referrals Google 150

SBI Growth

AUGUST 22, 2018

Are you a company that evaluates your pricing as part of an annual process? Congratulations, you are in select company. The majority merely glance at the competition, evaluate their price, and make minor adjustments. The better organizations look at their solutions.

Competition 176

Competition Company Licensing Google 176

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

Babette Ten Haken

AUGUST 23, 2018

Do you have a customer retention scorecard? You know what I am talking about. Any of the plethora of scoring systems which measure customer satisfaction and loyalty. Chances are, your organization already has a scorecard or two. And your own performance is measured and compared with the ratings customers provide on a quarterly basis. Do you know which factors these scorecards measure?

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Retention Customer Revelation Loyalty 154

Zoominfo

AUGUST 19, 2018

In a 2010 blog post, we state that in order to stay viable, B2B companies need to hire a social media manager. Today, the role of a social media manager is more important than ever. According to one recent study, 93% of B2B marketers reported social media as the most utilized marketing tactic of their teams ( source ). As social media continues to grow, the need for a social media manager has grown as well.

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Hiring Social Media Media Distribution 174

Connect2Sell

AUGUST 22, 2018

( Editor's Note: Today’s post about converting leads to sales is from a guest contributor. Deepti Jain is an engineering student who has a knack for writing and works at AeroLeads as a content writer.). Generating leads is in itself a tedious chore. On top of that, turning those leads to sales may give new salespeople a reason to worry. However, it's a lot easier than you might think.

Leads 152

Leads Marketing Qualified Lead Engineering Sales 152

SBI Growth

AUGUST 21, 2018

In 2005 nearly 50% of Fortune 500 companies had a Chief Operating Officer (COO). In 2015 less than 35% had a COO. Why does this matter to you? Once thought of as the obvious successor to the CEO, the COO is.

Company 174

Company Funnel Top of Funnel Revenue 174

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

Mr. Inside Sales

AUGUST 18, 2018

Inside Sales Management Made Easy. By Mike Brooks, [link]. Learn effective inside sales force team rep performance management training ideas, tips, techniques and plan with best practices. Being an inside sales manager is tough these days. Technology (which is supposed to make your job easier), is overwhelming and there are just too many new data points technologies allow us to measure: Top, middle, bottom of the funnel?

Inside Sales 137

Inside Sales Top of Funnel Training Film 137

Zoominfo

AUGUST 22, 2018

Your marketing landing pages may receive a ton of traffic– but are you converting those visitors to leads? For marketers, there’s nothing more frustrating than low landing page conversion rates, especially when it’s difficult to determine what the cause is. The truth is, there are many reasons why your landing pages may be suffering from low conversion rates.

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Conversion Buyer Persona Case Study Lead Scoring 171

DiscoverOrg Sales

AUGUST 23, 2018

Reading Time: 10 minutes The average American will spend up to 50 minutes browsing through social media today. This means the average user spends approximately 6 hours a week, or 303 hours a year, browsing over Facebook updates, Linkedin notifications, and an abundant amount of tweets. More important: Those 303 hours of social browsing are sales opportunities for you.

Social Selling 120

Social Selling Social Media Media Twitter 120

SBI Growth

AUGUST 19, 2018

How Often Should Sales Talent Be Assessed? The Answer: Quarterly. Talent should be assessed every quarter to ensure A-players are developed and C-players are removed quickly. Nothing is more toxic to revenue growth than a complacent sales team. To keep sales.

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Sales Talent Exercises Revenue Sales 166

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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

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John Barrows

AUGUST 22, 2018

With Q4 around the corner and event season (September) upon us, we here at JBarrows will be making the rounds at all the events coming up like Tenbound , HyperGrowth , INBOUND , Digital Sales World and of course Dreamforce. In order to get the most out of these opportunities for us and for you, we’ve developed this guide. Read it below or download your own copy here.

Networking 140

Networking Sales Qualified Lead Face-to-face Follow-up 140

Zoominfo

AUGUST 21, 2018

Your goal as a B2B marketer is to capture the attention of potential buyers with informational resources and content. Yet, in a world of information overload, how can you cut through the digital noise to reach your prospects? Enter, snackable content. For those who aren’t familiar with the term, snackable content is essentially the same as traditional marketing content—but condensed.

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B2B Marketing Social Media Video 169

Pointclear

AUGUST 20, 2018

Most sales and marketing teams are looking for ways to generate more leads. It's likely a daily discussion for most of us, but have you ever considered that your sales reps need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Sales reps need leads that have been carefully qualified and properly and consistently nurtured increasing the likelihood of a sale.

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Sales Qualified Lead Lead Rank Leads Marketing Qualified Lead 124