Sales and Marketing Management

JUNE 12, 2017

Here tonight,” he said, “we have apple and orange. Author: Michelle Huff A noted Greek philosopher, Gus Portokalos of “My Big Fat Greek Wedding,” delivered a memorable toast to his daughter and new son-in-law near the end of the movie. We all different but, in the end, we all fruit.”. Don’t Drop Creativity. Data Doesn’t Stir Emotions.

Marketing 219

Marketing SAP Analytics Webinar Metrics 219

Showpad

MAY 7, 2020

If that’s not the case – if you’re not engaged in sales enablement or your current approach doesn’t meet your expectations and deliver desired results, I encourage you to read this blog post with an open mind and heart to establish a thorough understanding of sales enablement. . Would you like to step into the shoes of your salespeople?

Sales Enablement 134

Sales Enablement Lead Rank System Buyer Persona 134

SBI

FEBRUARY 3, 2021

B2B [1] Enterprise [2] Not primarily meant for marketers Primarily meant for sales organizations [3] Are software solutions – not services Eliminating the apples-to-oranges comparisons Category Definitions We’ve also taken care to give the categories names that are easily understood. The All New 2021 Enterprise SalesTech Landscape.

Enterprise 180

Enterprise Enterprise Inbound Sales Enablement 180

Partners in Excellence

OCTOBER 17, 2022

It presents what all of us, at the time, focused on in our value positioning/creation. I learned this and have taught it to thousands of sellers, it’s the value realized through the implementation of our solutions. We have always focused on this as our value proposition. And the competitors have similar solutions at roughly the same pricing.

Face-to-face 62

Face-to-face Positioning Influencer Course 62

SBI Growth

AUGUST 28, 2013

Orange Crush showed up on Day 1 with a slight advantage over Blue Apple. I spent last week at a Sales Management training event with a client. The conference was unlike any I’d attended before. Both the content and the attendee engagement around the content were refreshing. Talent development is a key differentiator heading into 2014.

Training 300

Training Sales Management Hiring Social Selling 300

Increase Sales

JUNE 25, 2015

Apples Versus Oranges Sales Objections. Price is in many instances is one of apples versus oranges especially within the service industry. Price is in many instances is one of apples versus oranges especially within the service industry. Really bad presumption on his part not too mention poor marketing.

Ideal Customer Profile 70

Ideal Customer Profile Objections Real Estate Workbooks 70

SBI

NOVEMBER 14, 2017

Executives end up comparing apples to oranges, and it becomes an unfair assessment. Oh, year-end analysis. How I love thee and hate thee. Let me count the ways…. This is the time of year when executives become hyper-sensitive to numbers and are asking a flurry of questions. What revenue will we close the year with? Is there one?

Revenue 139

Revenue Lead Rank Lead Scoring Eloqua 139

Sales Evangelist

SEPTEMBER 3, 2019

You’ll also likely get an orange gumball which might represent a buyer who wants to talk more to see if there’s interest. If you view every orange gumball as a failure, you won’t be very likely to keep going while you wait for the green ones. Failure Brad’s 28-year career in the U.S. He had to change the paradigm.

Cold Calling 60

Cold Calling Journal Cancellation Comparison 60

Hubspot Sales

OCTOBER 1, 2019

Between developing a scalable sales process, collecting data, and helping your team sell, it can be hard to properly track your sales team's performance. However, bad data and reporting could result in fewer sales, a decrease in customer satisfaction, and poor decisions. So, how can you avoid this? What is Bad Data?

Examples 92

Examples Data Sales Qualified Lead How To 92

MTD Sales Training

MAY 21, 2015

You’ve got to make sure that your prospect knows they are comparing apples to oranges. I believe in giving my sales team a lot of my time. Well, I believe it’s an investment. And it pays off BIG TIME! . Coaching my team is one of the most valuable ways of spending my time. So this got me thinking. Dead wood…. It’s not what you think.

Face-to-face 120

Face-to-face Sports Proposal Positioning 120

The Spiff Blog

JULY 21, 2022

Otherwise, it can feel like comparing apples to oranges, since every vendor has their own way of explaining and contextualizing how their software works. If you’re reading this, it’s likely because you’ve made a regrettable software purchase or gone through a nightmarish buying process at some point in your career.

Software 76

Software Software B2B Vendor 76

Hubspot Sales

FEBRUARY 15, 2018

Did they say they were looking for apples but only talking about oranges? Are they speaking non-stop about the competitor they just had a demo with? In these situations, it's tough to know how to get off the phone in one piece -- and still get a shot at the deal. How You Got Here. First, have you hit the wrong points?

How To 92

How To Harvest Lead Generation Sales Qualified Lead 92

Emissary

JUNE 10, 2020

This week we connected with Sandy, the former SVP of IT and Enterprise Head of Strategy Management at Wells Fargo, who spent over 12 years as a transformative thought leader at that organization. Here are the four key takeaways from the conversation: 1.Banks Make things easy. Be innovative and do your homework. Panel Discussion Highlights .

Trends 52

Trends Data Vendor Banking 52

Pointclear

JUNE 16, 2015

These are questions stirring in the minds of executives everywhere. Just google them.) The problem is they’re not so easy to answer; few have found success; and for that matter, are they even the right questions? I have been in this business since 1991 and things have not changed dramatically over the past almost twenty-five years. I beg to differ.

Lead Rank 100

Lead Rank Lead Scoring Leads Marketing Qualified Lead 100

The Spiff Blog

MAY 26, 2022

It also doesn’t help that every vendor seems to have their own way of explaining things, which can make the whole ordeal feel like comparing apples to oranges. So, you’ve realized commission spreadsheets are actually evil, and that sales incentive software will vastly improve transparency, efficiency, and your personal sanity.

Incentives 77

Incentives Incentive Software Software 77

Adaptive Business Services

NOVEMBER 29, 2017

It’s apples to oranges. This technique is based on the premise that, when you are perceived as someone who actually works for the company, vs. as a vendor who is trying to sell something to that company … well … there is no comparison. It works particularly well with larger accounts. Any organization. You get the idea.

ACT 54

ACT Comparison Vendor Education 54

Partners in Excellence

MARCH 5, 2014

It’s an apples/oranges comparison? This requires some more clarification, so suspend your judgment for a few minutes. I think it’s great to discuss alternative approaches and to give the customer some choices early in the sales process. Think about it from the customer point of view.

Customer 96

Customer Comparison Proposal Account 96

Zoominfo

DECEMBER 17, 2021

In this week’s episode, John tells us how he managed to stand out by giving his blood, sweat, and tears … and more blood Available wherever you listen to podcasts: Apple | Spotify | Website Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close. John Felts: “So, you’re a salesperson?”

Hiring 100

Hiring Engineering Banking Up-Sell 100

Gong.io

JULY 12, 2018

That’s why comparing their overall numbers “against” each other is like comparing apples to oranges. The data science team here at Gong.io analyzed language patterns used in sales calls from 23,363 B2B deals. Every sales call was transcribed and analyzed with AI to isolate the key language patterns used in successful interactions.

Cold Calling 61

Cold Calling Negotiation Call-back Buyer 61

Partners in Excellence

DECEMBER 9, 2019

.” That’s often because, “that’s what every other SaaS company does.” ” Others have a biased view based on what they perceive as the complexity and impact of their offerings, “We want to be a high value add partner and want a solutions based approach to selling.” This is the outward-in process.

Ideal Customer Profile 48

Ideal Customer Profile Solutions Selling Case Study Consultative Selling 48

SalesLoft

NOVEMBER 20, 2015

They are apples and oranges. A few weeks ago, our Director of Sales, Anthony , gave a presentation to our sales team (and anyone else who wanted the clarity) on the difference between marketing automation and Salesloft. A common objection we come across when selling is, “But I already have a marketing automation tool.

Sales Qualified Lead 52

Sales Qualified Lead Top of Funnel Marketing Qualified Lead Marketing 52

Gong.io

JULY 12, 2018

That’s why comparing their overall numbers “against” each other is like comparing apples to oranges. The data science team here at Gong.io analyzed language patterns used in sales calls from 23,363 B2B deals. Every sales call was transcribed and analyzed with AI to isolate the key language patterns used in successful interactions.

Cold Calling 48

Cold Calling Negotiation Call-back Buyer 48

Sales Evangelist

NOVEMBER 24, 2019

In today’s society, the application of AI is apparent throughout many industries, including sales. 27% of global consumers say that AI can deliver better service than humans, 38% believe AI will soon improve customer service, and 73% of global consumers are willing to utilize AI if it makes their lives easier.

Ideal Customer Profile 52

Ideal Customer Profile Hiring Consumer Conference 52

Zoominfo

FEBRUARY 21, 2021

111310 Orange Groves. 111331 Apple Orchards. 111310 Orange Groves. 111331 Apple Orchards. For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Industry classification remains a foundational component to achieving ABM (account-based marketing) success. What are NAICS Codes?

Transportation 204

Transportation Chemicals Automotive Marketing 204

Partners in Excellence

MAY 27, 2015

We’re talking apples and oranges. The title of this post is the Seller’s Process. Let me explain what I mean by starting with the customer–which is where everything really should start. This perspective is really useful because it forces us to look at the process in its totality, not just segments of the process.

Buying Cycle 48

Buying Cycle Buyer Segment Coaching 48

Green Lead's B2B

SEPTEMBER 23, 2010

He cited the Apple tribe -- all of us who rush out and buy new apple products just because. A tribe is not a random pack of individuals – a tribe shares a bond, whether that’s around design and usability, like Apple, or around a technology like an open source project. One part of Seth's talk was on building a tribe.

Lead Gen 35

Lead Gen Lead Rank Lead Scoring Leads 35

Partners in Excellence

AUGUST 23, 2015

Recently, I was being interviewed on value creation and differentiation. I was asked the question, “What’s the difference between differentiation and dissimilarity?” ” The question caused me to pause for a moment. It’s easiest to understand these concepts if we take a walk into a friend’s garage.

Transportation 48

Transportation Siebel Sports Oracle 48

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Industry classification remains a foundational component to achieving ABM (account-based marketing) success. Since many traditional vendors also have such poor data accuracy, there is still much to be desired.

Transportation 100

Transportation Chemicals Automotive Marketing 100

Gong.io

JANUARY 21, 2022

Most sales methodologies focus on uncovering and satisfying buyers’ needs. As such, a majority of sales leaders train their reps to ‘go along to get along,’ right from the word go. The Challenger Sales model folks say that’s a problem. A major one. It ignores what they see as the most important element in successful selling: challenging the buyer.

Sales Methodology 71

Sales Methodology Hiring Ideal Customer Profile Buyer 71

Hubspot Sales

DECEMBER 6, 2017

15 Habits of Productive People. They take frequent breaks to restore energy. They're driven by purpose. They create their to-do list the night before (and break major tasks into sub-tasks). They prevent internal distractions. They keep a separate to-do list for external distractions. They optimize their email with smart tools. Absolutely!

Outsourcing Services 112

Outsourcing Services Energy Exercises Journal 112

Zoominfo

MARCH 29, 2018

As a marketer, your results are directly dependent on strategy and budget. But—to gain buy-in from executives and decision makers, you must be able to confidently demonstrate your ability to contribute to the company’s bottom line. 5 Signs You’re Not Tracking Marketing ROI Effectively: You let marketing trends dictate your strategy.

ROI 219

ROI Marketing Scale Campaigns 219

Cience

FEBRUARY 21, 2020

Some ways of communication come and go, but email is here to stay. Businesses use it as an efficient way to reach existing, new and potential customers. According to a study by Content Marketing Institute , 77% of B2B companies use an email marketing newsletter as part of their content marketing strategy. Follow-up Email Subject Line. Conclusion.

Campaigns 79

Campaigns Ideal Customer Profile B2B Top of Funnel 79

Allego

JANUARY 5, 2021

“Sales and marketing” ought to be an organization’s bread and butter — a complementary pairing in which the whole is greater than the sum of its parts. Unfortunately, sales and marketing are often like oil and water instead: individual components that stubbornly refuse to blend. How do you fix this problem?

Webinar Metrics 93

Webinar Metrics Ideal Customer Profile Marketing Face-to-face 93

LeadFuze

JUNE 7, 2021

Productivity is a measure of efficiency, that compares the amount produced in relation to what could be produced under similar circumstances with maximum output. Sales productivity can also refer to increased profitability and effectiveness by using more efficient methods and improving teamwork. Best Solution to Increase Sales Productivity.

Hiring 52

Hiring Top of Funnel Sales Qualified Lead Call-back 52