Sales and Marketing Management

JANUARY 28, 2014

Google’s Timeline marks its first occurrence as a syndrome in March 2001: “The annual report has long been disdained as a bright shiny object unworthy of attention from the serious investor. I first noticed the phrase “bright shiny object” a few years ago; now it’s all over the place. read more'

Google 136

Google Objections Report Groups 136

Bernadette McClelland

FEBRUARY 18, 2018

If you want to get lucky in your sales career, then I seriously want you to meet someone. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her. Speakers who were in the sales space doing what I wanted to do. Jill Konrath. appeared on my screen.

Meeting 294

Meeting B2B Sales Leadership Sports 294

Understanding the Sales Force

SEPTEMBER 16, 2012

Understanding the Sales Force by Dave Kurlan In the past decade Boston's sports teams have won a number of championships. The two that excited me the most were the Red Sox' 2004 World Series victory and the Patriots' 2001 Super Bowl win. There were no celebrations, champagne, ice cream or pats on my own back. So which is better?

Sports 264

Sports Call-back Up-Sell Follow-up 264

No More Cold Calling

SEPTEMBER 30, 2011

The economy is fickle, but No More Cold Calling’s 9 “killer” steps will boost your sales in any economy. What a roller coaster—this up and down economy—2001, 2002, then the Recession of 2008-09. Yes, the sales landscape has changed. 9 Killer Steps to Boost Your Sales. How do we sell in this volatile economy?

Referrals 240

Referrals Hiring Decision Maker Social Media 240

Increase Sales

JANUARY 3, 2017

since August of 2001. All these positive indicators should also spur drinking from the glass of sales optimism. Of course, if you as a salesperson are not feeling confident all the good news, positive indicators will not change your sales optimism. Are sales leads feeling your optimism? Credit www.pixabay.com.

Guidelines 109

Guidelines Energy Lead Rank Lead Scoring 109

Janek Performance Group

SEPTEMBER 26, 2023

To paraphrase the renowned sales guru Mark Twain, The difference between the right word and almost the right word, is the difference between telling your sales manager that the deal is dead, versus, the deal is no longer viable. Words are the hammers and nails of sales. Sales, like life, are greatly influenced by semantics.

Maximizer 62

Maximizer Face-to-face Consumer Sales 62

Anthony Iannarino

JANUARY 20, 2020

Not too long ago, people believed the most significant changes in business-to-business sales were the internet and the social channels. Both the internet and social media were supposed to change sales forever, eliminating salespeople—along with everything that came before Twitter. These challenges provide a new reality.

B2B 116

B2B Trends Guarantee Insurance 116

Increase Sales

SEPTEMBER 11, 2012

With today being the 11th Anniversary of September 11, 2001 , relating to others is not only a necessary sales leadership talent but a leadership talent that makes sense for all of us to demonstrate. Sales Training Coaching Tip: Relating to others can also be viewed as interpersonal intelligence. Credit www.sxc.hu.

Relationals 159

Relationals Sales Leadership Lead Rank Lead Scoring 159

Anthony Cole Training

APRIL 1, 2013

Every firm we work with here at Anthony Cole Training Group uses some sort of sales pipeline application. These applications, which range from simple excel spread sheets (SalesForce.com) to internally designed database systems, are used with the hope of assessing sales productivity and/or predicting future sales.

Lead Rank 190

Lead Rank Lead Scoring Insurance Insurance 190

Janek Performance Group

SEPTEMBER 22, 2021

So why do so many sales reps continue to sell like they were in 2001? The changing dynamics of sales have not been an overnight revolution. Imagine a job posting describing the sales function like this…. Bombarding prospects with rebuttals and outdated sales tactics is like throwing a brick into a beehive.

Hiring 118

Hiring Call-back Training Up-Sell 118

Pipeliner

OCTOBER 18, 2019

Sales leaders are asking themselves how they will adjust. Here, we look at the specific moves proactive sales organizations are making to ensure success prevails even when a solid economy does not. In time, sales professionals become eager to grow and take responsibility for what they do. Prioritize Long-term Measurements.

Coaching 72

Coaching Salary Face-to-face Policies 72

Increase Sales

SEPTEMBER 7, 2011

The popular TV show of What Not to Wear provides numerous lessons for Sales Professionals. From messy or ill fitting clothes to inappropriate attire, the participants learn through the advice and expertise of Stacy and Clayton (think sales experts) how image is so important. These responses were compared against 2001 data.

Government 132

Government Coaching Training Facebook 132

Selling Essentials RapidLearning Center

DECEMBER 19, 2023

When you closed that big sale a month ago, your buyer was enthusiastic. That’s a problem, because you were hoping to leverage this sale into a long-term relationship. That’s a problem, because you were hoping to leverage this sale into a long-term relationship. You’re not getting the glowing reviews you expected.

How To 52

How To Government Sports Video 52

Anne Miller

MARCH 18, 2022

Not to minimize the seriousness of his talk, here are three sales/presentation lessons to take away from his speech. Remember September the 11th, a terrible day in 2001 when evil tried to turn your cities, independent territories, in battlefields, when innocent people were attacked, attacked from air, yes. Congress on Wednesday.

Face-to-face 71

Face-to-face Territories Exact Video 71

Increase Sales

AUGUST 2, 2016

In 2001, Wendy’s had a series of commercials asking “Where’s the beef?” Today in sales, quality and differentiation are even more important. More importantly when speaking to sales leads or ideal customers, this is one path toward being able to articulate the value of your solutions.

Lead Rank 70

Lead Rank Lead Scoring Face-to-face Facebook 70

Increase Sales

FEBRUARY 7, 2018

According to Yu and Dean in 2001, they determined that “The impact of emotions is the best predictor of customer loyalty in the customer interaction process.”. Again, points of connection are everything your customers see, hear, touch, smell, taste and feel.

Customer 102

Customer Loyalty Customer Service Facebook 102

Score More Sales

AUGUST 28, 2014

No more 2001 stuff, please. Lori Richardson is recognized on Forbes as one of the “Top 30 Social Sales Influencers” worldwide. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. The post Tale of B2B Mobile Websites – Webinar Platforms appeared first on Score More Sales.

Webinar Metrics 214

Webinar Metrics B2B Decision Maker Ideal Customer Profile 214

Partners in Excellence

MARCH 22, 2024

Why I’m Interested in Selling: An MBA finance professor of mine stood on the first day of class and said, “for any taking finance courses as a way to avoid selling I have news for you, every job is a sales job – get used to it.” I’d been in sales. I went back for an MBA to get away from sales. It was Spring of 2001.

Call-back 77

Call-back Construction Up-Sell Research 77

Selling Essentials RapidLearning Center

AUGUST 12, 2020

Any experienced sales manager has probably resorted to the time-honored tradition of the role-play in their sales meetings. But, you may be asking, why not just skip the whole role-play deal and have your top people explain to the others how they deploy their sales skills? Why do role plays at all? And they aren’t alone.

Research 59

Research Groups Cold Calling Exercises 59

Braveheart Sales

APRIL 20, 2021

It was already tough to do this in some large cities due to security measures that were enacted in 2001, such as guards, visitor monitoring, etc. Sales teams must face whatever comes next head-on. As a sales leader, you are going to have to lead your team, motivate your team and expect your team to continue to adapt.

Decision Maker 52

Decision Maker Face-to-face Trade Show Hiring 52

A Sales Guy

DECEMBER 3, 2013

Last year I predicted that 2013 would be the year of hiring, that sales people would be on the move, freed from the downturn in the economy and feeling safe, I predicted sales people would start looking for new opportunities. I saw a lot of organizations trim their dead weight and build new and improved sales organizations.

Strategy 115

Strategy InsideView Hiring Social Media 115

The Sales Hunter

JANUARY 30, 2012

Mark’s Insights on SALES MOTIVATION. Sales Articles. Sales Motivation. Phone Sales Tips. Sales Development. Sales Call Best Practices. Sales Call Best Practices. Retail Sales Trends. Related posts: Sales Prospecting: Office Phone or Cell Phone? Your Sales Motivation Is Asking.

Motivation 155

Motivation Real Estate Hiring Construction 155

Pipeliner

FEBRUARY 15, 2019

This problem has existed as long as there have been communal workplaces, and it was studied between 2001 and 2002 in an Aspen Institute survey conducted on a group of MBA students. Professional development in sales and marketing has a similarly checkered ethical history. Easy to say at the sales kickoff. That turns people off.

Lead Rank 69

Lead Rank Lead Scoring Government ACT 69

Anthony Iannarino

MAY 12, 2020

We recovered from the 1991 recession, the DotCom Bubble in 2001, the Great Recession that started in earnest in 2008, even though warning lights were flashing in 2007. By managing yourself and your calendar, you can start getting more out of your day and take bigger strides towards achieving your sales goals. Download Now.

How To 111

How To Comparison eBook Course 111

Anthony Iannarino

JUNE 30, 2019

Tomorrow I am leaving the house I have lived in since 2001 for a new—and very different–house a few miles away. Patton’s strong bias was to always be on offense, something worth applying in sales. Get my first book: The Only Sale Guide You'll Ever Need. The post Packing Up My Library appeared first on The Sales Blog.

Hotels 94

Hotels Call-back Lead Rank Lead Scoring 94

Nutshell

JUNE 22, 2020

Learn to leverage this underrated communication channel, and SMS sales just might become the secret weapon in your selling arsenal. Keep reading to learn more about what SMS sales is, the benefits and disadvantages of this selling strategy, and seven SMS best practices you can use to sell more products or services via text.

B2B 123

B2B Closing Campaigns Follow-up 123

BrainShark

JUNE 15, 2012

Back in 2001, I decided it was time to run from a dead-end retail career and find a way to get started in software sales. Even though dotcom’s were failing left and right, and every installed software vendor was downplaying the ASP model, I knew in my gut the internet was going to change the w

Retail 62

Retail Vendor Software Software 62

Gong.io

JUNE 23, 2022

Both have marketing and sales teams, but Company B’s teams are both 10% better than Company A’s. Company A’s marketing team brings in 1,000 leads, and their sales team closes 20% of them. Company A’s marketing team brings in 1,000 leads, and their sales team closes 20% of them. By the end of 2001, eBay’s market cap was $18.54

Hiring 62

Hiring Scale Engineering Lead Rank 62

SBI Growth

OCTOBER 6, 2012

For an emerging brand, marketers must provide air cover for sales reps to gain traction. During Greg’s tenure, the brand ‘Yellow Freight’ went from the unpleasant designation by Fortune Magazine as the worst of five national trucking firms in the LTL industry in 1996, to #1 in the industry by 2001. Establish Trust.

B2B 306

B2B SAP Customer Transportation 306

Nutshell

JULY 22, 2020

Sales and marketing professionals are constantly slinging around new buzzwords, complex terms, and confusing abbreviations. No blog, video, or sales pitch is complete until the phrase “boost ROI” or “improve your net promoter score” is used. It’s what we do. The marketing flywheel builds on this concept.

Top of Funnel 119

Top of Funnel Lead Rank Marketing Churn 119

Increase Sales

FEBRUARY 22, 2013

Back in 2001, I was exposed to this book, Fail-Safe Leadership , authored by Linda L. Over the years I have written critical book reviews for some of my favorite business books along with other genres. What I have decided to do on each Friday is to share one critical book review with the readers of this blog. Martin and Dr. David Mutchler.

Engineering 124

Engineering Facebook Follow-up Leads 124

Selling Essentials RapidLearning Center

JULY 19, 2022

Your job is to calibrate these expectations by explaining to the buyer what you can, and can’t, do for them, and what it will take for the sale to work for both parties. These are buyer expectations that can’t be fulfilled without the seller’s devoting an unreasonable amount of time and energy to the customer. Reverse cold feet.

Customer 59

Customer Vendor Buyer Call-back 59

Pointclear

AUGUST 1, 2011

As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years.

Lead Management 165

Lead Management Sales Qualified Lead Lead Rank Lead Scoring 165

SalesLoft

JANUARY 31, 2019

Guest post by Karen Rhorer , Customer Success & Sales Strategy @ Atrium. For those of us who are immersed in the world of SaaS sales every day, it’s easy to forget how new the SaaS concept is. Therefore, data about what happens during the sales process could be tracked for the first time. For closers, this is bookings.

Top of Funnel 53

Top of Funnel Face-to-face Software Software 53

LevelEleven

AUGUST 7, 2018

You have been promoted to sales manager. Going from a top performing sales person to a manager seems like it will be an easy transition, right? The traits that make all-star salespeople usually don’t directly translate to the skills needed to be an effective sales manager. Congratulations! Steve – Be curious.

Hiring 48

Hiring eBook Inside Sales Construction 48

SalesLoft

AUGUST 13, 2014

Jim Collins introduced the concept of a business “flywheel” in 2001. Today, we’ll show you how to develop a flywheel for sales development. With this strategy, you will crush your numbers, make it easier for new teammates to come up to speed and promote SDRs faster through the sales process. It is a simple idea.

Energy 52

Energy Analytics Promotion Research 52

Hubspot Sales

JUNE 24, 2021

Chrysler was on top of most aspects of the development and release of the PT Cruiser in 2001. If you have a solid pulse on how the project is progressing, you can get ahead of potential scope creep — all of that starts with open and constant communication. Scope Creep Example. The Chrysler PT Cruiser.

How To 98

How To Face-to-face Account Trends 98