Sales and Marketing Management

FEBRUARY 11, 2016

Issue Date: 02-11-2016. Author: Paul White, Ph.D. with Daniel Agne. Teaser: The sales manager sits right in the gap between the recognition provided by the comp system and the needs of an individual sales rep. Unfortunately, many recognition efforts by managers are misguided and wind up being a waste of time and effort. Why? Because they are not built upon the core principles needed for appreciation to be communicated effectively.

System 176

System Sales Management Sales 176

No More Cold Calling

FEBRUARY 11, 2016

It’s never about the symptom. Tomorrow is your company’s biggest presentation of the year, but everyone involved is down with the flu. Sure, you could prescribe plenty of tea, throat lozenges, and numerous over-the-counter drugs. But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning.

Sales Management 166

Sales Management Scale Cold Calling Referrals 166

The Pipeline

FEBRUARY 11, 2016

By Tibor Shanto – tibor.shanto@sellbetter.ca . In part one , we looked at how to encourage the prospect to share more meaningful information that leads to a mutually beneficial outcome. In this post we’ll look at two common, usually unintended mistakes sales people make. Today we’ll look at two other things to avoid. Stop asking the obvious – While most sales people have bought into the idea that you catch more sales with questions than pitches, there is more to it than just “asking question

Sales Meeting 160

Sales Meeting Meeting Decision Maker Objections 160

MTD Sales Training

FEBRUARY 11, 2016

Very often, we ask companies to give us their marketing stance on their products and services and wait to see if they are appealing to us on a rational or emotional basis. By that, I mean do they. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Marketing 163

Marketing Company Prospecting 163

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

A Sales Guy

FEBRUARY 11, 2016

People just don’t think enough today. I’m a bit biased, ’cause the lack of thinking in the world is a pet peeve of mine. But the truth of the matter is most people don’t think. You like to think you do, but the fact is you don’t. Thomas Edison said so eloquently; Five percent of people think, ten percent of people think they think and the other eighty five percent would rather die than think.

How To 60

How To Face-to-face Follow-up Exercises 60

Hyper-Connected Selling

FEBRUARY 11, 2016

This article was originally published on January 22nd, 2009. And the world is just as weird… “Why do you like to study quantum physics?”. That’s what my sister asked, the last time I was trying to explain the inner workings of the dual-slit experiment and indeterminacy. It was a valid question since science doesn’t really have a direct connection with what I do on a daily basis.

Study 49

Study Exercises Intent Objections 49

Partners in Excellence

FEBRUARY 11, 2016

Customer centricity has been one of the hot buzzwords for at least the past decade. It’s a shame we’ve made so little real progress in being customer centric. Sure, we put a veneer on it. Our web sites declare we are customer centric-so we must be. Plaques in our corporate headquarters say the same thing-so if it’s written down in corporate headquarters we must be.

Customer 48

Customer Face-to-face Relationals Customer Service 48

Mindtickle

FEBRUARY 11, 2016

Technology is changing the way we live, work, think and most importantly LEARN. With global Internet penetration at an all time high of 2.27 billion (at the end of 2012), leveraging technology for HR is a great opportunity for companies to drive employee engagement. New Employee Orientation Program is one such HR area. Research by Hewitt Associates revealed that companies who invested the most time and resources in Onboarding, enjoyed the highest levels of employee engagement.

Skype 40

Skype Penetration Analytics Social Media 40

SugarCRM

FEBRUARY 11, 2016

The relationship between sales and marketing can best be described as symbiotic. While both parties can benefit, it can easily revert back to the original biological definition of a symbiotic relationship where two diverse organisms live together, but in a way that only benefits one. However, there is a lot to be gained from sales and marketing alignment.

Reachforce 20

Reachforce Marketing Lead Nurturing How To 20

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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

Mindtickle

FEBRUARY 11, 2016

Technology is changing the way we live, work, think and most importantly LEARN. With global Internet penetration at an all time high of 2.27 billion (at the end of 2012), leveraging technology for HR is a great opportunity for companies to drive employee engagement. New Employee Orientation Program is one such HR area. Research by Hewitt Associates revealed that companies who invested the most time and resources in Onboarding, enjoyed the highest levels of employee engagement.

Skype 40

Skype Penetration Analytics Social Media 40

SalesLoft

FEBRUARY 11, 2016

If you’re in sales development , then odds are, you’ve read the first book by Aaron Ross, Predictable Revenue, as a part of your SDR initiation. Having served as the incumbent instruction manual for building a sales development machine, Predictable Revenue has been dubbed by many: the “sales bible.”. And with everything from tips to generating qualified leads, a list of “7 Fatal Sales Mistakes CEOs and Sales VPs Make,” and strategies for forging predictable revenue pipelines, you can bet that Ro

Sales Qualified Lead 52

Sales Qualified Lead Lead Generation Outbound Inbound 52

Cincom Smart Selling

FEBRUARY 11, 2016

Somehow, someway, paella—the dish in front of me right now—is a symbol, and what it represents isn’t just a delicious rice dish; it’s a potential systemic breakdown. One of the challenges in making paella is that it takes a while—sometimes up to an hour, which creates tension if you’re dining out and 15 tables order it at the same time. As is the case right now.

System 48

System Analytics Promotion Data 48