Sales and Marketing Management

JUNE 30, 2017

Author: Paul Nolan “Game changer” is a term you hear often when people talk about how technology has changed their industry. He fired us. After 20 years, he fired us… Said he didn’t know us anymore. We used to do business with a handshake — face to face. I used the press email, but didn’t hear back after a week.

Airlines 136

Airlines Face-to-face Advertising Advertising 136

Partners in Excellence

MARCH 6, 2024

They don’t need a lot of education about our products. It’s probably much more efficient for them to learn about our products through those resources. They probably don’t need a demo–at least now, they have more pressing issues to address. Like all of us, they are prisoners of their own experiences.

Buyer 119

Buyer Incentives Incentive Discount 119

Partners in Excellence

JANUARY 11, 2024

We carefully construct comparative checklists, identifying the capabilities that set us apart from other offerings—always making sure we check more boxes for our offerings than the competition checks off. We talk about the results our customers get, we talk about our great NPS scores, customer experience, retention.

Scale 94

Scale Construction Comparison Face-to-face 94

Sales Hacker

JANUARY 19, 2024

The mission is to minimize the side effects of excessive screen use by recommending breathing breaks and adapting screen colors to benefit the user’s experience. or read about them in FastCompany. Full disclosure: I’m currently writing this with both the timer for breaks and color functions on Check out breathing.ai

LinkedIn 93

LinkedIn Ideal Customer Profile Intent Signal Social Media 93

John Barrows

FEBRUARY 6, 2020

We determined our revenue goals and outlined the main priorities for each person on the team and what they needed to do to help us reach those goals. There is no chance that a sales rep is going to call us in the middle of the year and pitch us on something that is going to change our priorities. Finding the right context.

Discount 176

Discount Account Industry Google 176

Partners in Excellence

SEPTEMBER 21, 2023

Collaborative conversations are at the core of about everything we achieve in business. We, me included, tend to be very glib about these. We tend to talk about them, assuming everyone immediately knows what what we mean and how we execute them. We have to think about the timing and setting for the conversation.

Conversion 81

Conversion Construction Intent Follow-up 81

Partners in Excellence

OCTOBER 5, 2021

We get prospecting outreaches from companies that should never reach us. We aren’t interested in the enterprise wide products the large consulting and professional services firms use. We aren’t your customer and you are wasting our time/your time and reputation by continuing to try and sell to us. A phone number?

Ideal Customer Profile 101

Ideal Customer Profile Customer Pharmaceuticals Microsoft 101

Highspot

JANUARY 17, 2023

the failure rate for New Year’s resolutions is said to be about 80%, and most people lose their resolve by mid-February? CLARIFY WHAT’S IMPORTANT TO YOU ABOUT THE GOAL. Wants and shoulds motivate us differently – wants can make our heart sing, whereas shoulds can shut us down. But did you know that according to Inc. ,

Motivation 122

Motivation Construction Account Examples 122

Zoominfo

FEBRUARY 17, 2021

This takes us to today’s post. Use this list to guide your talking points (for any of the touches): Personal: Referrals, personal blogs and articles, Tweets, alumni. Company: Press releases, news, 10-K (annual report). Body: Use bullet points , as this allows the prospect to scan for relevant information.

Prospecting 237

Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

Zoominfo

AUGUST 16, 2021

There’s plenty more where that came from, so allow us to expand on the benefits. If you’re looking for an ice-breaker for a conversation with a prospect, want to read through their employment history, or see any mentions in web articles to learn more about them—that’s here for you as well. Why Your Business Needs a Mobile Sales App 1.

Buyer Intent 130

Buyer Intent Call-back SalesForce Intent 130

No More Cold Calling

JANUARY 10, 2013

It’s been said that buyers already know everything they need to know about your company and your products and solutions before they ever speak to a salesperson. This suggests that buyers don’t really need us anymore—that sales has become so automated, and that salespeople are irrelevant. This couldn’t be further from the truth.

Travel 247

Travel Hotels Fashion Buyer 247

criteria for success

AUGUST 10, 2020

She coaches top executives to face the press, present, and pitch. In today's episode, I talk to Heidi about effective communication. And, she answers questions about: Key stops on her journey in broadcast & communication. Follow us on Twitter! She coaches top executives to face the press, present, and pitch.

Face-to-face 76

Face-to-face Social Media Twitter Media 76

Zoominfo

JUNE 16, 2020

Amidst all of the tragedy which surrounds us, we must keep in mind that it is also a challenging time for the country economically, particularly for small and medium-sized businesses. And the need for them to do so efficiently and successfully–in a way that keeps the economy moving–is more pressing now than ever before.

Nonprofit 182

Nonprofit Cancellation Face-to-face Pivotal 182

Zoominfo

FEBRUARY 9, 2022

In this role, Simon will advance one of our core missions: providing transparency about how we collect and use professional contact data, while upholding individuals’ rights to privacy. Prior to joining us, Simon was deputy commissioner for the Information Commissioner’s Office (ICO), the U.K.’s during the COVID-19 pandemic.

Meeting 130

Meeting Policies Scale Data 130

Zoominfo

AUGUST 1, 2023

Start thinking about your data as an infrastructural element of your technology stack,” Schuck says. Press reports , in fact, indicate that employees at Google were so worried about rushing an AI chatbot into public hands that they warned the app was “a pathological liar” and “worse than useless.”

Data 130

Data B2B Harvest Scale 130

Zoominfo

JANUARY 19, 2020

Social media and review sites give customers free rein to voice their opinion about a business or product. Gather information about each bad review. Generally, most customers who post negative reviews are plagued by a very specific, often pressing, issue. Gather information about each bad review. Post a public response.

Social Media 130

Social Media Google Scale B2B 130

No More Cold Calling

DECEMBER 12, 2013

What will you talk about? These uncertainties cause many of us to dread networking events throughout the year. Holiday parties are about having fun. Learn about them personally first and professionally second. Don’t talk about yourself. Gentlemen: Make sure your shirt is pressed and your shoes are polished.

Networking 278

Networking Small Business Small Business Enterprise 278

Zoominfo

JUNE 16, 2020

Amidst all of the tragedy which surrounds us, we must keep in mind that it is also a challenging time for the country economically, particularly for small and medium-sized businesses. And the need for them to do so efficiently and successfully–in a way that keeps the economy moving–is more pressing now than ever before.

Nonprofit 147

Nonprofit Cancellation Face-to-face Pivotal 147

eGrabber

SEPTEMBER 18, 2023

Check the “Contact Us” or “About Us” pages for contact information. Use Professional Networking Sites: Besides LinkedIn, explore other professional networking sites like Xing or Viadeo, which can be especially useful for international contacts.

Decision Maker 59

Decision Maker Ideal Customer Profile GoldMine LinkedIn 59

The Sales Hunter

SEPTEMBER 25, 2012

The Green Bay Packers had every reason to complain about the call at the end of the game. Huge arguments about how they had a win taken from them by the officials. I’m sure Coach McCarthy had to check his feelings walking into the press conference and I’m sure he had the urge to let his emotions take control.

Sales Leadership 167

Sales Leadership Coaching Face-to-face Conference 167

Score More Sales

MAY 28, 2013

Since many of us are visual learners, I find that this was a great addition to help us adults learn new things. This contest for us to decide between three films that best represented “Your Customer in Context” was innovative. I’ll be posting more about the top findings of IBM’s annual Chief Marketing Officer survey.

Company 208

Company Film Study Lead Rank 208

Adaptive Business Services

JANUARY 24, 2024

Ask a sales rep what they will close this month and, without some intensive research, they may be hard pressed to give you an answer. Focus on those prospects who are most likely to do business with us. Are you thinking about a CRM? Even then, that response may be more of a “wish list” than an accurate forecast.

CRM 71

CRM Revenue Company Hiring 71

Sales and Marketing Management

JULY 22, 2020

Additionally, you can also use this area to let your recipients know about an event you’ll be attending, thus planting the seed for an in-person meeting so you can continue the conversation face-to-face. . Another misconception is that banner ads are useful only when emailing people outside your organizations.

Top of Funnel 177

Top of Funnel Real Estate Face-to-face Promotion 177

Zoominfo

JANUARY 22, 2019

Social media and review sites give customers free reign to voice their opinion about a business or product. Generally, most customers who post negative reviews are plagued by a very specific, often pressing, issue. Gather information about each negative review. Let’s face it, no modern business is immune to negative feedback.

Social Media 213

Social Media B2B Scale Follow-up 213

No More Cold Calling

DECEMBER 11, 2014

What will you talk about? Learn about them personally first and professionally second. Don’t spend too much time talking about work. Holiday networking is about building relationships , not getting new business. (Of Gentlemen: Make sure your shirt is pressed and your shoes are polished. What should you wear?

Networking 273

Networking Referrals Small Business Small Business 273

Sales Gravy

OCTOBER 23, 2020

Sales Myth: You Have to Sell Yourself Most of us, at one time or another in our careers, have heard some trainer or manager exclaim, “You have to sell yourself.” “If A conversation where the other person tells you all about themselves, their accomplishments, and how great they are is a turnoff. It is a features dump.

Social Media 109

Social Media Call-back Groups Up-Sell 109

Partners in Excellence

AUGUST 25, 2022

Insularity in selling (and business), keeps us from being the best we can be. Mostly, I think, it’s the press of everyday business. I’ve used this example before, but I love taking technologists, professional services, and industrial product sellers to talk to sellers of basic materials. How does this arise?

Industry 73

Industry Consumer Up-Sell Media 73

Zoominfo

JUNE 27, 2019

But the very best among us find joy in the process. Think about it: when you’re under constant pressure to produce a piece of content, it’s easy to lose focus. If you find yourself rushing to put out mediocre content that you don’t feel great about, here’s our advice: Give yourself more time. About Jay Acunzo.

Marketing 185

Marketing Scale Face-to-face Webinar Metrics 185

Partners in Excellence

AUGUST 17, 2020

As coaches, we tend to feel we have to provide answers, “Go do this… Try this…This has worked for me before, try it… ” Usually, that’s followed by, “Let me know what happens then we will talk about what’s next.” Great coaching is all about improving our abilities to think, learn, and grow.

Coaching 106

Coaching Face-to-face Intent Relationals 106

Carew International

SEPTEMBER 24, 2020

Whether it’s our inboxes, our phones, or our desks, the non-stop stream of pressing tasks placed in front of us on a daily basis can easily take up all our time. This has been an especially common scenario in 2020, as many of us have been inundated with the urgency of managing our businesses in the face of massive change.

Face-to-face 97

Face-to-face Leads Marketing Qualified Lead Training 97

The Pipeline

SEPTEMBER 18, 2018

The word I am talking about is talk, and the often silly way sellers use words, but more specifically the obsession to be delivering words, talking, sometimes (usually), jusf for the sake of talking. Your reps need to TALK about the END, not the MEANS, and the best person to TALK about the END is the buyer.

Vendor 255

Vendor Discount Insurance Insurance 255

Emissary

SEPTEMBER 27, 2021

You spend the QBR talking about core service. If you find that your QBR sessions are focused on fixing login issues, changing reporting parameters, or onboarding new project managers, you are missing out on opportunities to talk about more proactive and strategic topics that can move the relationship forward.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

Lessonly

AUGUST 16, 2021

Today is a dream come true for us. We are glad to bring more jobs to the place many of us call home. But for now, we’d like to say thank you to everyone who supported us over these nine years. To ask questions, join us for a customer webinar on August 27th where we’ll answer questions live with the CEO and CRO at Seismic.

Face-to-face 66

Face-to-face Webinar Metrics Exact Video 66

Julie Hanson

FEBRUARY 1, 2021

These concrete questions can indicate whether or not your customer is truly engaged, interested, or has something else entirely pressing on their mind. Curious to learn more about reading and using body language, making eye contact, and keeping your audience engaged during your video calls?

Video 121

Video Face-to-face Call-back Guarantee 121

Zoominfo

FEBRUARY 17, 2021

This takes us to today’s post. Transition: Lead into the body of the email with a brief transition sentence: “If you aren’t familiar with [your company name], here’s what we can bring to your team:” Body: Use bullet points , as this allows the prospect to scan for relevant information. Adapt it to your talking points.

Prospecting 130

Prospecting Top of Funnel Decision Maker Sales Qualified Lead 130

Partners in Excellence

MAY 16, 2022

” This challenge is always with us. They don’t care about excuses, they don’t assign blame, they look at what they need to do to correct the situation. The press of every day business causes us to take short cuts. High performers, and great leaders are never satisfied. High performers are different.

Construction 78

Construction Call-back ACT Campaigns 78

SBI

MARCH 8, 2019

” With 6000 Sales Enablement roles open in the US at the time we went to press, companies are increasingly thinking about sales enablement and setting up a dedicated function to help their reps exceed quota. The Sales Enablement function is going to play a central role in “cloning the closers.”

Sales Enablement 81

Sales Enablement Quota Exact Groups 81