Sales and Marketing Management
SEPTEMBER 15, 2019
Author: Charles Brennan One of the fastest-growing sports in America is pickleball. However, many people are not familiar with the sport. Pickleball is a paddle sport that combines elements of tennis, badminton and table tennis. It is a game resembling tennis in which two or four players use paddles to hit a perforated plastic ball, similar to a whiffle ball over a net.
Alice Heiman
SEPTEMBER 18, 2019
Have you been hearing rumblings about an impending recession? Wondering if it will happen? It’s likely. As an economist, I can tell you with confidence that the economy is cyclical, and this period of expansion has been unusually long. While employment numbers are still strong in the U.S., they are not as strong internationally. Since our economy is dependent on the global market to continue expanding, a contraction is likely. .
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Igniting Sales Transformation
SEPTEMBER 16, 2019
Creating differentiated, personalized customer experiences is a top business initiative for most organizations. Executives know that when exceptional experiences are delivered, they distance themselves from their competitors. The reverse is also true. When things don’t go well, the negative brand impact on your company has greater potential for damage that goes far beyond losing a sale or a current customer.
Anthony Iannarino
SEPTEMBER 18, 2019
You will be asked to negotiate things you must never trade away. Whatever is offered in trade will never equal what you are being asked to give up. The following list includes the things forbidden from being negotiated away. Integrity or Character : If there is one thing you should never, ever negotiate away, it is your integrity. Your character is worth more to you than anything you possess.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
SBI Growth
SEPTEMBER 15, 2019
It’s Time for Annual Territory and Quota Planning – What Are You Going to Do Differently This Year? As a sales leader this time of year, you have a lot on your plate. As you approach Q4, it is the time.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Steven Rosen
SEPTEMBER 19, 2019
Are you a sales manager? Congratulations! You are the key to unlocking the potential of your team. You are the #1 factor that drives your team’s performance. One of my favorite quotes is from Peter Drucker which nicely sums up your role. “ Effective leadership is not about making speeches or being liked; leadership is defined by results, not attributes.”.
The Pipeline
SEPTEMBER 19, 2019
By Tibor Shanto. When you look at a football team, you would figure that if a team is in possession more time, running more yards than before, you would see more touchdowns and wins. People would not only wonder why results weren’t materializing, but they would also take action, and heads would surely roll. Yet when it comes to sales, we seem to hold things to a different standard.
No More Cold Calling
SEPTEMBER 20, 2019
I challenged seasoned pro, Mario Martinez, Jr., on how he asks for referrals. I never pass up the chance to chat about referrals. So, I was thrilled when Mario Martinez, Jr.—CEO of Vengreso and a top expert on social selling for lead generation—invited me to be on his “ Selling with Social ” podcast. (This was his 126th episode. I waited until he got it right to be his guest.).
SBI Growth
SEPTEMBER 18, 2019
Many sales leaders like you are deep into annual planning right now. As budgets are determined, can you confidently defend the sales rep headcount you have now? Or perhaps more importantly, can you make a strong case for additional people.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Understanding the Sales Force
SEPTEMBER 18, 2019
Fish, rafts, kayaks, canoes, sailboats and swimmers all find much more success when they are moving with the wind or the current rather than going against it.
The Pipeline
SEPTEMBER 17, 2019
By Tibor Shanto. There is a lot written about what has changed in sales, no doubt a lot has, but when you look at results, not much evidence. Given all the noise about better ways to sell, one would expect better outcomes, but they are not. According to CSO Insights’ 2018 survey , things are flat or declining. The 47.3%-win rate is identical to the figure reported in the 2017 study.
Connect2Sell
SEPTEMBER 18, 2019
As a sales coach, I spend a fair amount of time in the field observing sellers. As a researcher, I interview buyers and get their perspective on what sellers do during sales calls. And, as a sales trainer, I conduct 1-to-1 role plays with sellers and sometimes set traps to see how they’ll handle common situations.
SBI Growth
SEPTEMBER 16, 2019
Traditional CRMs are excellent at optimizing opportunity management, but their lead management functionality is often lacking due to the ad hoc nature of lead management. This results in BRD teams tracking their prospecting activity outside of the system in a.
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Understanding the Sales Force
SEPTEMBER 16, 2019
My wife and I have been binge watching a TV series called Blacklist which rivals 24 for its drama and intensity. James Spader stars as international bad-guy Ray Reddington. He's on the top of the FBI's most-wanted list but works with the agency to help them track down bad-guys that are as bad as he is. Somehow, he gets the FBI to help him get what he wants and he gets the bad guys to give him what he wants from them.
MTD Sales Training
SEPTEMBER 16, 2019
The building of relationships in business is the biggest common denominator when ascertaining how we can increase our sales with current and new clients. Relationships are the key to building trust and developing sales with clients, as your consistency and caring for the client’s business creates a clear, forward-looking strategic alliance between your business and their organisation.
The Sales Hunter
SEPTEMBER 20, 2019
Recently, I worked with a very capable salesperson who had a great sales plan and great leads; yet, she failed miserably in at hitting her number. She knew what to do and when to do it; she just could not bring herself to actually do it. To make matters worse, her boss provided zero support other than a constant threat of termination if she didn’t make her number.
SBI Growth
SEPTEMBER 17, 2019
Quick—why do top sales reps make big bucks? It’s because they make it easy for their prospects to buy and to feel good about buying. They personally differentiate their company and solutions at the crucial moment someone prepares to take.
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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.
Zoominfo
SEPTEMBER 18, 2019
Everyone in this line of work strives to increase marketing productivity – but, as with any profession, there are productivity roadblocks around every corner. Sometimes it’s poor planning. Sometimes it’s unanticipated distractions. And sometimes you just need a quick dose of motivation. If you fall into that last category, we have just the thing for you.
Sales and Marketing Management
SEPTEMBER 18, 2019
Author: Paul Nolan Jessica Magoch’s phone rings when businesses are struggling to close sales. “When they call me that first time, they say they need help generating leads and help closing,” says Magoch, founder of JPM Sales Partners. With a laugh, she adds, “I want to say, ‘Oh, just those two things?’ That’s the whole sales process.”. It’s where many companies land when they fall short of sales goals a few quarters in a row: Something’s wrong, but they’re not sure what.
Hubspot Sales
SEPTEMBER 20, 2019
Imagine your sales team performing 19% better month after month. Sound nice? Of course. But how can you make this happen? Research from the Sales Executive Council (SEC) examined thousands of salespeople and found receiving quality coaching helped them improve long-term performance by upwards of 19%. A separate study from CSO Insights reveals a correlation between quota attainment and coaching.
SBI Growth
SEPTEMBER 19, 2019
It’s coming up on the end of the third quarter and demand generation at the top of the funnel has been cooling off. As the leader of a marketing organization, you are getting pressure from the top to make changes.
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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.
Zoominfo
SEPTEMBER 17, 2019
In case you haven’t heard the news, DiscoverOrg and ZoomInfo have joined forces! And as one unified company, we humbly believe there’s no one better equipped to discuss the importance of high-quality contact information. So without further ado, let’s hear from the experts from ZoomInfo and DiscoverOrg alike as they tell you all you need to know about direct dials.
Mr. Inside Sales
SEPTEMBER 15, 2019
Legendary basketball player and coach John Wooden said something years ago that I have adopted as a life philosophy: “Do not let what you cannot do interfere with what you can do.”. Living by this philosophy has enabled me to accomplish much in my life, and it was the spring board to transitioning to top performance in sales. For example, I used to complain about leads.
Hubspot Sales
SEPTEMBER 19, 2019
Knowledge is power — especially in the world of sales. Salespeople need to be armed with the information they need to make a sale. The most important information? Product knowledge. According to a study from Tulip Retail , 83% of shoppers believe they’re more knowledgeable than retail store associates, and 79% of survey respondents say knowledgeable associates are important or very important.
The Sales Hunter
SEPTEMBER 15, 2019
Who are you going to show passion and focus towards today? Be passionate about helping somebody today. Help someone achieve success and you’ll achieve success. If you take your focus off yourself and focus on someone else’s needs, you’ll change your week for the better. Take off your coat, roll up your sleeves, and get after it! Copyright 2019, Mark Hunter “The Sales Hunter.
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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.
Zoominfo
SEPTEMBER 17, 2019
Today’s story features the seemingly simple direct-dial phone number. And I’m here to tell you, there’s a lot more to this piece of contact information than meets the eye. They say absence makes the heart grow fonder. Well, this story starts when I had a great opportunity at a young age to work for a third-generation entrepreneur who taught me the way to really sell business to business over the phone.
Anthony Cole Training
SEPTEMBER 20, 2019
I started this series of articles by relating my experience coaching football to selling. It is my goal now each week to focus in on one of the 9 football related tools that can be applied to selling.
SalesforLife
SEPTEMBER 20, 2019
For years, the above has been a recurring question that I’ve received from sales executives, business owners, and sales leaders. They often misunderstand the word ‘social’ in ‘social selling’ by connecting social media with what their children do on Facebook, Snapchat, and Instagram, instead of correlating ‘social’ as a mechanism to do two important things: 1.
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