Sales and Marketing Management

FEBRUARY 11, 2019

Author: Kelly Bosetti Salespeople once played a significant role in educating buyers about their options and helping them come to a decision regarding a product or service, but times are changing. In many ways, the average customer now carries the sum of all human knowledge in their pocket on their smartphones. Because of this, it’s no surprise that the buyer’s journey has undergone a fundamental shift.

Education 330

Education Buyer Buyer Persona Social Media 330

BrainShark

FEBRUARY 11, 2019

Training 63

Training Sales 63

Close.io

FEBRUARY 11, 2019

Let me tell you a story about a friend of mine. We’ll call him Alexander. Alexander was working with one of his company’s best clients—a high-value, long-term customer. That client was evaluating alternatives and considering leaving the company for a new vendor. Alexander had been negotiating with them for a few weeks, trying to keep them around. I was serving as an advisor and helping him out with the process.

Negotiation 83

Negotiation Vendor Call-back Engineering 83

MTD Sales Training

FEBRUARY 11, 2019

There are many times when a sale can stall in its progress and there are many reasons for it occurring. One of the most common is the issue of price, where a prospect has not yet seen the value of paying the price for your products or services. Why does this happen? Naturally, it’s because people associate what they have to pay with how useful the solution will be for their current situation.

Discount 199

Discount Margin How To Prospecting 199

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

SBI Growth

FEBRUARY 11, 2019

First, what is Customer Experience and why should you care? Private Equity firms care about Customer Experience (Cx), because it is key to driving revenue growth, maximizing reducing the expense to bookings ratio, while providing customers with a great interaction.

Customer 196

Customer Maximizer Revenue Referrals 196

Miller Heiman Group

FEBRUARY 11, 2019

CSOs, CFOs and CMOs (and salespeople) should be troubled by the outcome of deal forecasts in 2018. Just 47 percent of forecasted opportunities resulted in wins, identical to 2017, while losses of forecast deals increased to 32 percent. On its face, this looks like a dire moment. But the new “Selling in the Age of Ceaseless Change: The 2018-2019 Sales Performance Report ” from CSO Insights , the research division of Miller Heiman Group , finds a bright spot for sellers who are prioritizing relati

Forecasting 96

Forecasting Face-to-face Report Groups 96

Nimble - Sales

FEBRUARY 11, 2019

Back in 2010, when Instagram appeared, no one could have predicted that this photo-sharing platform would become a substantial sales channel for any e-commerce business. Today Instagram has not only over one billion of active users who can become your potential customers, but also multiple e-commerce features to drive conversions with ease. While big dogs […].

Channels 84

Channels Conversion Sales Customer 84

SBI

FEBRUARY 11, 2019

The Undeniable Value in Customized Sales Applications. WHEN: THURSDAY, 2/28 AT 11AM PT. Hear Jocelyn Brown, SVP of Customers & Revenue at Allocadia, reveal how she and her team built and executed their sales and success onboarding within the Salesforce workflow. Jocelyn will walk you through how she was able to scale her onboarding program for a huge cohort of new reps and how she was able to cut ramp time to get the new hires to revenue faster.

Hiring 63

Hiring Scale SalesForce Revenue 63

The Center for Sales Strategy

FEBRUARY 11, 2019

January is history, and some sellers are already singing the blues because their year is off to a cold start. That’s the bad news… here’s the good new s ; it is not too late to make some changes to accelerate revenue and improve sales performance. Here’s a list of five things to get 2019 back on track and heat up sales revenue!

Revenue 64

Revenue Account Sales 64

Advertisement

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales

KO Advantage Group

FEBRUARY 11, 2019

When people ask me what’s the difference between sales as a whole and high value sales, I ask them which do they want to achieve better: quick wins or long-term achievements? Any sales person can make a sale, but not everyone can tap on qualified leads and generate high value sales. You’ll want to establish and nurture your client relationships because in the long run, these will help you sell more, faster.

Sales Qualified Lead 63

Sales Qualified Lead Face-to-face Lead Rank Lead Scoring 63

Pipeliner

FEBRUARY 11, 2019

First three myths from my new myth busting series: Myth: I am busier than I have ever been! Reality: I am more distracted that I have ever been! – I have access to nearly every news & sports resource in the world on demand plus I have multiple social media & messaging apps of all kinds so I can pretty much distract myself so more efficiently than I ever could before.

Fashion 64

Fashion Comparison Sports Social Media 64

Selling Power

FEBRUARY 11, 2019

Why does it make sense for salespeople to develop new selling skills? To start, consider these three facts about the current state of buying and selling.

Selling Skills 63

Selling Skills Buyer 63

Frontline Selling

FEBRUARY 11, 2019

Many organizations have a love/hate relationship with their SDR (or BDR) team. On the one hand, they shower love on their SDR’s because (let’s face it) their job is really, The post Do you know why your SDR’s suck? appeared first on FRONTLINE Selling.

58

58

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

Sales Hacker

FEBRUARY 11, 2019

Here’s a quick reality check: the competition to hire women in sales is stiff and becoming stiffer. According to a study by PwC, nearly 80 percent of Fortune 500 companies have established rigorous initiatives to increase the hiring of women in their companies. Of those, almost 62 percent leverage partnerships with diverse associations to meet their goals.

Hiring 54

Hiring Social Media Advertising Advertising 54

Close.io

FEBRUARY 11, 2019

Let me tell you a story about a friend of mine. We’ll call him Alexander. Alexander was working with one of his company’s best clients—a high-value, long-term customer. That client was evaluating alternatives and considering leaving the company for a new vendor. Alexander had been negotiating with them for a few weeks, trying to keep them around. I was serving as an advisor and helping him out with the process.

Negotiation 49

Negotiation Vendor Call-back Engineering 49

Keith Rosen

FEBRUARY 11, 2019

I know. When you’re coaching, it can often feel like you’re continually going down a dark abyss with no end in site. It could be maddening, or at least frustrating enough for the coach and coachee to loose their patience and composure, which erodes the value or path to improvement that could have been created in that conversation. Sometimes, it just takes one question to expose the coaching moment or developmental opportunity.

Coaching 48

Coaching Engineering Conversion Opportunity 48

Pipeliner

FEBRUARY 11, 2019

You may not realize it—or the fact may have snuck up on you while you weren’t looking—but today there are far more smartphones out there than computers. There are currently an estimated 3 billion smartphones in use globally. Just to show the comparison, in 2017, the percentage of smartphone users accessing the internet was 63%, versus 37% by computer.

CRM 49

CRM eBook Comparison Banking 49

Advertisement

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

Data

Xactly

FEBRUARY 11, 2019

Learn about XO Group's sales compensation process and how Xactly has helped them improve performance.

Compensation 64

Compensation Groups Incentives Incentive 64

Selling Energy

FEBRUARY 11, 2019

Over the past twenty years there has been an explosion of data-based companies surpassing their “traditional” or “linear” counterparts. Most of this is due to how virtually free and accessible information is these days. Instead of maps, customers opt to use GPS systems or apps like Waze. Taxi services have largely been supplanted by Uber and Lyft. Dating has expanded into digital interfaces like OkCupid and Match.

Google 40

Google System Data Company 40

Bigtincan

FEBRUARY 11, 2019

In the “Age of the Buyer,” where customers have access to potentially trillions of data points, manufacturers are looking for new ways to make sales people relevant again and to turn them into Trusted Advisors. The HVAC and plumbing industry is clearly experiencing this phenomenon. Knowing everything about a product and all the different services that […].

Buyer 52

Buyer Industry Data Sales 52

criteria for success

FEBRUARY 11, 2019

Hope you had a great weekend, Let's Talk Sales listeners! Today's episode is all about why sales collaboration is key in business. And this month on the CFS blog, we're writing about teamwork and collaboration - so be sure to check it out! In this episode of Let's Talk Sales, I interview our Director of [ ] The post Let’s Talk Sales! Sales Collaboration eBook Interview – Episode 125 appeared first on Criteria for Success.

eBook 40

eBook Scale Webinar Metrics Resources 40

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

LeadFuze

FEBRUARY 11, 2019

[link]. Your sales team needs to be constantly growing and developing their sales skills. A sales team needs people who have more than the, “go go go!” mentality. It also needs competent professionals who have the essential sales skills, abilities, and talents it takes to deliver constant, successful sales. In this article, we’re going to look at some of the sales skills you’d be remiss not to master.

Sales Qualified Lead 40

Sales Qualified Lead Lead Rank Lead Scoring Social Media 40

Nimble - Sales

FEBRUARY 11, 2019

Back in 2010, when Instagram appeared, no one could have predicted that this photo-sharing platform would become a substantial sales channel for any e-commerce business. Today Instagram has not only over one billion of active users who can become your potential customers, but also multiple e-commerce features to drive conversions with ease. While big dogs […].

Channels 40

Channels Conversion Sales Customer 40

The SalesPro Leader

FEBRUARY 11, 2019

The article, Clutch Ranks SalesPro Leads a Top B2B Lead Gen Firm originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

Lead Rank 40

Lead Rank Lead Scoring Lead Gen Leads 40

Close

FEBRUARY 11, 2019

Let me tell you a story about a friend of mine. We’ll call him Alexander.

Negotiation 52

Negotiation Sales 52

Advertisement

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

Report

The SalesPro Leader

FEBRUARY 11, 2019

The article, Identifying Quality B2B Sales Leads originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

B2B 40

B2B Leads Marketing Qualified Lead Buyer 40

Hubspot Sales

FEBRUARY 11, 2019

Being your own boss, calling all the shots, hustling to hit your goals -- for many people, entrepreneurship is the ultimate career goal. But as awesome as running your own business sounds, it's also incredibly difficult. How difficult? 75% of startups fail. Entrepreneurs are also more anxious than other people and experience more day-to-day stress. After all, when you're responsible for the bottom line, every setback falls on you personally.

Outsourcing Services 145

Outsourcing Services How To Hiring Nonprofit 145

Zoominfo

FEBRUARY 11, 2019

B2B sales and marketing professionals are constantly looking for ways to increase their qualified website leads. In fact, 85% of B2B marketers say lead generation is their most important content marketing goal ( source ). Yet, a staggering 80% of marketers also say their lead generation efforts are only slightly or somewhat effective ( source ). So we’ll pose this question: How can marketers quickly and easily improve their lead generation efforts?

Lead Generation 100

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 100