Sales and Marketing Management

JUNE 22, 2018

Author: Kevin McGirl Sales managers have a tough job. Leading a team of salespeople in a world of ever-changing purchasing trends, a proliferation of new engagement channels, and highly educated customers, is stressful. It requires patience, agility, and a lot of motivational guidance. A good sales manager needs to stay on top of their game at all times, and ensure that their team is focused, efficient and most importantly, profitable.

Sales Management 196

Sales Management B2B Fashion Call-back 196

BrainShark

JUNE 22, 2018

The goal of any salesperson is to project confidence, expertise and business savvy whenever he or she engages buyers. Unfortunately, reality doesn’t always comply.

Buyer 88

Buyer Sales 88

Engage Selling

JUNE 22, 2018

????????????????????The other day, I got a call from one of my long-term coaching clients. He was excited because he had just blown away his sales numbers.

Strategy 65

Strategy Quota Coaching Closing 65

SBI Growth

JUNE 22, 2018

A product road map generates some of the most contentious debates in the product life cycle. While this is reality today, it can not only be avoided, but can be a strength. You hear “I can’t share it because Sales.

Research 184

Research Buyer Sales Strategy 184

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

MTD Sales Training

JUNE 22, 2018

When sales managers have opportunities to develop their sales team, it’s something they should throw their whole time and attention at, as they seldom have the chance to get out of the fire-fighting mode and spend time working on. So what are some ways to ensure success in this important part of the sales manager role? Here are some tips and ideas: 1) Set aside quality time.

Coaching 149

Coaching Sports Objections Up-Sell 149

No More Cold Calling

JUNE 22, 2018

Check out my NEW online sales training course on LinkedIn Learning. It was time. Time to make my introductory referral program accessible to as many sales organizations as possible. I couldn’t decide on the best platform. Then a colleague suggested LinkedIn Learning, a new platform for online sales training. I checked out the platform and spoke with a colleague who’s already a LinkedIn Learning instructor.

Referrals 97

Referrals Closing Cold Calling Lead Generation 97

Smooth Sale

JUNE 22, 2018

Attract the Right Job or Clientele: Most people don’t realize that progress is an art form. Every day dedication to follow-up and making adjustments are necessities. But the touch of one’s unique personality makes all the difference. For many, the regimen of daily pursuit is demanding. Others are relentless in persevering plus keeping their current goals and distant vision at hand.

Lead Rank 81

Lead Rank Lead Scoring Commission Hubspot 81

Hubspot Sales

JUNE 22, 2018

For four years, I’ve been in the “real-world” acting as a professional female, working with TANK New Media , a digital agency, and specializing in industries such as agricultural businesses, non-profit agencies, and manufacturing companies. I’ve been everywhere, man. Yet, each industry has taught me something different and has provided me with valuable life experience.

LinkedIn 85

LinkedIn Networking Exact Inbound 85

Predictable Revenue

JUNE 22, 2018

On this edition of The Predictable Revenue Podcast, we welcome Jaimie Buss, VP of North American Sales at Zendesk. The post The devil’s in the details: how Zendesk’s Jaimie Buss is able to forecast revenue within 1% (at a $500 million company) appeared first on Predictable Revenue.

Forecasting 74

Forecasting Revenue Company Sales 74

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

Partners in Excellence

JUNE 22, 2018

No sales business model is “forever.” As our markets change, as our customers change, as our own business strategies change, there is a necessity to reassess our sales business models and go to market strategies. Unfortunately, too many companies ignore these transitions. They stay stuck with one model, working harder and harder, failing to produce the results, but failing to recognize the characteristics of their markets have changed–requiring a need to change the sales busi

Ideal Customer Profile 66

Ideal Customer Profile Scale Segment Channels 66

Repsly

JUNE 22, 2018

Any brand that relies on field sales teams to generate new business knows the importance of efficiency and relationship building. Wasted time traveling between accounts or frantically trying to remember what you did at your last visit only slows down reps’ ability to close more deals.

Field Sales 59

Field Sales Travel How To Account 59

The Brooks Group

JUNE 22, 2018

If you want your salespeople to beat the competition, they need to fully understand who they’re up against. A competitor analysis is a critical part of your business strategy and something that each of your reps should be comfortable doing on a regular basis. By evaluating your industry as a whole—and the players within it—you’ll be able to: Clearly identify what makes your company, product, or service unique.

Analysis 56

Analysis Coaching Hoovers Segment 56

Accent Technologies

JUNE 22, 2018

Learn how Accent's new smart sales assistant can keep you focused on what's important, make you look on top of your stuff, and provide visibility and insights like you've never had before. I’m here to help you be more productive. I’m not nearly as smart as you in so many ways, but I have my moments. I’m reliable and consistent, and I do some things really well.

Sales 55

Sales Analytics Sales Enablement CRM 55

Advertiser: ZoomInfo

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

Lead Qualification

The Center for Sales Strategy

JUNE 22, 2018

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

Sales 50

Sales Lead Generation Inbound Leads 50

Sales Evangelist

JUNE 22, 2018

When companies make a conscious effort to attract women, it’s good for the business on all levels. Women are often more consistent at exceeding quotas, and they’re strong leaders as well. But there’s another component as well: stepping up and standing out as women in sales. On today’s episode, we’re talking with Barbara Giamanco, host […] The post TSE 861: Stepping Up And Standing Out As Women In Sales appeared first on The Sales Evangelist.

Quota 40

Quota Sales Company 40

Selling Energy

JUNE 22, 2018

When it comes to getting referrals, the only way to know if a former customer will give you one is to ask. Modesty and shyness will accomplish nothing. For instance, did you know that one of the best times to ask for a referral is when you're receiving a referral?

Referrals 40

Referrals Customer Training Sales 40

Sales Result

JUNE 22, 2018

Everyone makes mistakes. And sometimes that’s the best way to learn. Reflecting on my own experience, I’ve made a huge oversight once with one of our clients. I’d like to take today’s blog to tell you that story, and hopefully, help you avoid making the same slip I made.

Influencer 40

Influencer B2B Sales Sales Tools 40

Advertisement

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Intent Data

Pipeliner

JUNE 22, 2018

You need to know about Mindful Power. As a salesperson, do you ever get stressed? Maybe a little bit nervous, or afraid? The sales world is one of high pressure, where stressful situations present themselves almost constantly. If you let this stress take over, you won’t get the results that you want, almost creating a self-fulfilling prophecy. This is what makes knowing and implementing mindful power so crucial.

Scale 40

Scale Social Selling CRM Pipeline 40

Selling Energy

JUNE 22, 2018

When it comes to getting referrals, the only way to know if a former customer will give you one is to ask. Modesty and shyness will accomplish nothing. For instance, did you know that one of the best times to ask for a referral is when you're receiving a referral?

Referrals 40

Referrals Customer Training Sales 40

Factor 8

JUNE 22, 2018

Ladies, lean in. Sometime in the last two months you heard a voice. No, not the crazy hearing voices kind of voice, but the future you, inspired you, the you-can-DO-this-and-you-SHOULD kind of voice. I call it my little voice. And every once in a while, she puts her foot down and she says, “MORE.” Not more please. Not more if there’s some left after everyone else gets some.

Face-to-face 28

Face-to-face Inside Sales Exact Meeting 28

Selling Fearlessly

JUNE 22, 2018

A mouse looked through the crack in the wall to see the farmer and his wife open a package. “What food might this contain?” the mouse wondered. He was devastated to discover it was a mousetrap. Retreating to the farmyard, the mouse proclaimed the warning: “There is a mousetrap in the house! There is a […].

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Advertiser: ZoomInfo

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

Vendor

Artesian Solutions

JUNE 22, 2018

Priorities for Sales Leaders in 2018. Sales Leaders are constantly asked to juggle multiple priorities – sell more to existing customers, find more new customers, improve team efficiency and productivity, stay ahead of the competition, build long term relationships, outpace customer expectations, and constantly deliver superior experiences. So what are the key priorities for sales leaders in 2018?

Top of Funnel 40

Top of Funnel Face-to-face Social Media Inbound 40

criteria for success

JUNE 22, 2018

Feeling burned out? Or on the verge? Well, this quote from Arianna Huffington is sure to give you some perspective. Read on to learn more about this week's Let's Talk Sales inspiration. Arianna Huffington Quote This episode of Let's Talk Sales is all about this month's theme: promoting a healthy work-life balance. And today's quote is [ ] The post Let’s Talk Sales!

eBook 40

eBook Motivation Promotion Resources 40