Sales and Marketing Management

FEBRUARY 11, 2019

Regardless of how they acquire it, potential buyers step onto the sales floor (in-person or virtually) armed with information about their options; to remain effective, salespeople will need to adapt to the methods of the modern buyer. More than ever before, the new reality of sales must rely on marketing to a higher extent.

Education 330

Education Buyer Buyer Persona Social Media 330

Sales and Marketing Management

FEBRUARY 13, 2020

Author: Andrea Grodnitzky The sales professional has the job of encouraging the customer to become comfortable with the idea of committing to a product or a service. Research from The Journal of Corporate Finance shows that CEO tenures have halved over the past two decades. Sales professionals need to be mindful of this tendency.

Influencer 262

Influencer Journal Lead Rank Decision Maker 262

SBI Growth

MARCH 24, 2013

Most top sales executives travel. Multi-national organizations plus complex sales equals airline miles. Whether it’s a branch, location, city, or market, you need to be there. This article tells the sales leader how to spend time, their most precious commodity. A sales rep to explain how quotas were determined.

Airlines 297

Airlines Hiring Journal Churn 297

SBI Growth

AUGUST 17, 2013

The CEO realized it was time to reinvent the Marketing organization. The key to marketing transformation is creating a measurable, customer-centric, market-driven organization. Are you contributing 30% of the revenue via marketing driven campaigns? Martyn is a board member for the Chief Marketing Officer Council.

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Compensation 328

Sales and Marketing Management

SEPTEMBER 28, 2018

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. based market-sizing study done by InsideSales.com found that, of the 5.7 But that doesn’t mean remote meetings are only relevant to them.

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

Bernadette McClelland

JULY 5, 2022

So aesthetics aside, let me dive a little deeper for you because it is a book that MUST be on your bookshelf if you are any type of self-respecting business leader or boots-on-the-ground, bag-carrying, zoom-hybrid seller wanting to market themselves in a very noisy world. Not real crying, but watering eyes kind of tears. Beautiful. ??

Guarantee 284

Guarantee Strategy Journal Lead Scoring 284

The Pipeline

SEPTEMBER 27, 2021

He has also written more than 50 case studies about companies and numerous technical notes on various business topics, including strategy development and implementation, sales and marketing, leadership, pricing, and start-up issues. Sales Management That Works: How to Sell in a World That Never Stops Changing.

Journal 173

Journal Case Study Study Up-Sell 173

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

No More Cold Calling

JULY 15, 2014

Eye contact can make or break your sales effectiveness. In fact, there are proven links between eye contact and increasing sales activity. In a creepy corollary, the researchers found that the eyes of characters on boxes of cereal marketed to kids were directed downward, and can meet the upward gaze of children in grocery store aisles.

Journal 287

Journal Cold Calling Social Media Enterprise 287

Increase Sales

NOVEMBER 17, 2014

The professional business person stated unequivocally “I believe in old school marketing.” As I listened to his old school marketing beliefs I realized he truly did not understand marketing and wondered how much more successful his former business could have been. What Is Marketing? Credit: Gratisography.

Social Media 162

Social Media Ideal Customer Profile Face-to-face Marketing 162

Increase Sales

AUGUST 19, 2013

Are you a sales geek? Do you have business books regarding: Sales? Sales training coaching? Sales management? Sales management? Is part of your work week centered around reading journals, blogs and news articles regarding sales and business? If you answered yes, then you are a sales geek.

Journal 173

Journal Conference Facebook Coaching 173

Sales and Marketing Management

JUNE 19, 2018

Author: John Ruhlin Decades ago, sales professionals hit upon a mantra to understand how to woo prospects: “What’s in it for me?” Such a negative viewpoint only fosters a feeling of distrust for sales experts, making it tough to close deals and garner referrals. Don’t focus on a speedy sale. Want proof of this attitude reversal?

Referrals 219

Referrals Journal Buyer Persona Study 219

No More Cold Calling

DECEMBER 14, 2017

Has digital communication killed traditional sales techniques? A sales VP was frustrated with her account based sales team, as they relied almost exclusively on technology for generating sales leads. Today, many account based sales teams depend on email, texts, and social media for generating sales leads.

Account 228

Account Face-to-face Decision Maker Social Media 228

Understanding the Sales Force

AUGUST 2, 2017

Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research. Today I'm bringing you some insightful information that was not widely read when it was published back in 2014. They used vocabulary that I had to look up!

Research 159

Research Journal Training Sales 159

SalesFuel

NOVEMBER 20, 2024

Have you ever tried role-playing sales? Research reveals role-playing in sales is effective Various stats support role-playing’s effectiveness. Pitch Monster reports that sellers who role-play as part of their training can improve sales performance by up to 30%. The first he recommends is the “triad sales role-play.”

Outsourcing Services 52

Outsourcing Services Hiring Exercises Journal 52

Anthony Cole Training

FEBRUARY 6, 2012

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever?

Coaching 195

Coaching Hiring Ideal Customer Profile Journal 195

No More Cold Calling

JULY 16, 2014

Eye contact can make or break your sales effectiveness. In fact, there are proven links between eye contact and increasing sales activity. In a creepy corollary, the researchers found that the eyes of characters on boxes of cereal marketed to kids were directed downward, and can meet the upward gaze of children in grocery store aisles.

Journal 247

Journal Cold Calling Social Media Conference 247

Partners in Excellence

FEBRUARY 9, 2025

Marketing has any number of them, SDRs, BDRs, AEs, AMs, Rev-ops/enablement, Customer service, all of us have our playbooks. Each of us have our own personal playbooks on getting through the day—rise/shine, feed the cats, workout, two cups of coffee, journaling…… (at least that’s the start of my daily playbook).

Face-to-face 116

Face-to-face Scale Journal Examples 116

Zoominfo

AUGUST 2, 2022

Market intelligence software helps companies better understand consumer behavior, competitor strategies, and industry trends. These powerful platforms gather, analyze, and interpret vast amounts of data, transforming raw information into actionable insights that drive strategic decision-making for go-to-market teams.

Ideal Customer Profile 130

Ideal Customer Profile Tools Marketing Hoovers 130

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. For a long time, few people could complete that punch list.

Marketing 130

Marketing Decision Maker Telecommunications Lead Rank 130

Sales and Marketing Management

SEPTEMBER 13, 2017

In a study of 89 companies, the biggest difference between the groups with superior profit and sales and the laggards was agreement with the statement, “strategic planning in our enterprise has led to an improved competitive position.” There are three C’s to setting strong strategic direction for your business: clear, cut and concise.

Journal 237

Journal Margin Exercises Groups 237

Pipeliner

FEBRUARY 10, 2025

Actionable Advice: Journaling: Write down your thoughts and tasks to clear your mind. Our Host John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the Worlds Greatest Military Victories and Social Upheaval: How to Win at Social Selling. He is CSMO at Pipeliner CRM.

Video 96

Video Strategy Lead Scoring Lead Rank 96

Sales and Marketing Management

JANUARY 3, 2018

Author: Tim Houlihan Dispensing with sales manager myths. What’s your sales manager mythology? In a recent conversation with a sales vice president, he noted that leadership is not about being engaged, it’s about the willingness to take risks. He was talking about his sales managers. the sales manager?—?to

Journal 180

Journal Study Comparison Territories 180

Pipeliner

MAY 7, 2025

Try This: Write down 3 things you’re thankful for every day Keep a gratitude journal Say “thank you” more often Be True to Yourself Dr. M says self-reflection is key. online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! He is CSMO at Pipeliner CRM.

Video 52

Video Journal How To Channels 52

Increase Sales

NOVEMBER 12, 2016

Your sustainable sales success can be directly traced back to how much people trust you. If salespeople do not invest in their own professional development, how can they confidently display expertise and trust when talking to sales leads. Sustainable sales success is possible. People buy from people they know and trust.

Real Estate 156

Real Estate Journal Loyalty Facebook 156

SalesFuel

JANUARY 16, 2025

Similarly, it takes a cohesive team effort to efficiently move product and service for a B2B sales organization. By integrating PR and marketing activities into B2B sales techniques you can reach a wider audience and enhance your credibility. Are you up to date on your companys current marketing initiative?

B2B 59

B2B Hiring Journal Survey 59

Zoominfo

NOVEMBER 6, 2023

By uniting the two, B2B marketers can transform a traditional account-based marketing strategy into a comprehensive go-to-market approach that can scale across an entire company. Once you define your ICP and set up your plays, an individual play is then triggered based on high-value signals surfaced by your marketing platform.

Account Based Marketing 147

Account Based Marketing Ideal Customer Profile Intent Data Scale 147

Sales and Marketing Management

JUNE 10, 2019

A study appearing in the February 2018 edition of the Journal of Business & Industrial Marketing was the first to prove its relevance in a B2B setting and provide a preliminary model for achieving the SRP with business customers (“The Service Recovery Paradox in B2B Relationships,” Hübner, et al).

Loyalty 234

Loyalty Remedy Journal B2C 234

Sales Hacker

FEBRUARY 2, 2021

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. What Is Enterprise Level Sales?

Enterprise 113

Enterprise Enterprise Ideal Customer Profile Sales Process 113

Sales and Marketing Management

NOVEMBER 26, 2018

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.” Good readers make good communicators and good communicators make superior sales and marketing professionals. Author: Marc H.

Education 201

Education Analytics Journal Social Media 201

The Pipeline

NOVEMBER 11, 2011

The Pipeline Renbor Sales Solutions Inc.s Stored in Attitude , Business Acumen , Coaching , Guest Post , Proactivity , Sales Leadership , Sales Management , Sales Success , execution. I knew one company that had a desperate sales process. A Random Walk Up Sales Street. April 2008. March 2008. February 2008.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

Hubspot Sales

OCTOBER 3, 2018

Here's how to successfully position a brand in your market in 2018. According to The Branding Journal , effective brand positioning can be described as the extent to which a brand is perceived as favorable, different, and credible in consumers’ minds. What marketing strategies they're using successfully.

Positioning 145

Positioning Marketing Consumer Loyalty 145

Increase Sales

JULY 6, 2013

Every day I see my father’s WWII Army Service picture as I walk down the stairs and I thank him for providing me with probably one of the most significant sales strategies I have discovered to increase sales. And she cannot get her sales people to read the daily newspaper to learn what is happening! Share on Facebook.

Strategy 168

Strategy Journal Influencer Travel 168

Pointclear

OCTOBER 24, 2011

In the process of learning more about Kenandy, I found additional information in Deborah Gage’s Wall Street Journal Venture Capital Dispatch blog in which she talks about Sandy Kurtzig’s initial reluctance to raise venture capital.

Outsourcing Services 189

Outsourcing Services Lead Generation Sales Qualified Lead PointClear 189

Sales Gravy

APRIL 28, 2025

You Become What You Think In golf and in sales, you cannot afford the luxury of a negative thought. You protect your fragile ego instead of filling the pipe and asking confidently for the sale. Your pipeline shrinks, numbers dip, confidence tanks, and pretty soon youre blaming the market instead of owning the mirror.

Journal 56

Journal Cold Calling Social Media Media 56

Sales Gravy

APRIL 14, 2025

There is a big challenge in todays marketplace thats popping up left and right for sales professionalsDecision Deferment Objections. Turbulent Times Breed Buyer Fear The market is swinging like a pendulum on steroids, and its making everyone skittish. But in a crisis or uncertain market, that sloppy approach falls apart.

Objections 56

Objections How To Journal Vendor 56

Sales and Marketing Management

FEBRUARY 28, 2013

Teaser: As this issue was going to press, the Wall Street Journal published a story by Bill Gates in which he explained that the secret to fixing the world’s biggest problems could be summarized in one word: measure. Issue Date: 2013-01-01.

Journal 149

Journal 149