Sales and Marketing Management

FEBRUARY 18, 2019

Author: John Larson A few weeks ago I was having lunch with a friend, a successful executive who has run large sales organizations for three different companies. She is a forceful executive with clear ideas of how “things should be done.” On this particular day, she appeared a bit frazzled and distracted. I asked her what was the matter and she said, “For the last 12 years, I have had all my key financial accounts with Bank XYZ – a fund for my daughter’s college education and my mortgage, plus m

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Loyalty Banking Airlines Discount 290

MTD Sales Training

FEBRUARY 18, 2019

Having achieved the goal of setting a sales meeting with a customer or prospect, what would be the best way to ensure, as much as possible, its success? Follow these five ideas in order to make sure you are fully prepared and confident when approaching the meeting: 1) Have a clear purpose. As the saying goes, if you have a big enough ‘why’ you can achieve any ‘how’.

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Sales Meeting Meeting Cancellation Travel 224

The Sales Hunter

FEBRUARY 18, 2019

Look back at all that you accomplished last week. Take a moment to celebrate your successes! Don’t dwell on your failures. Keep your mind focused on the good and positive. This will give you the jumpstart you need to be successful this week! Don’t forget: A coach can help you excel in your sales career. Invest in yourself by checking out my coaching program today!

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Motivation Video Coaching Positioning 188

Mr. Inside Sales

FEBRUARY 18, 2019

Having trouble reaching your prospect after your initial call? Here are two ways you can ask for–and get–a prospect’s cell phone number. . The post How to Get a Prospect’s Cell Phone Number appeared first on Mr. Inside Sales.

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How To Inside Sales Prospecting Cold Calling 153

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

Close.io

FEBRUARY 18, 2019

Your product’s taking off. You’ve got traction in your market, and you’re looking to go even further. Your first basic sales model has accomplished wonders for your business so far, but after weighing the various factors involved and taking a close look at the market , you’ve decided to start building your sales organization. This is the time to determine which of the 3 sales team structures is best suited for you.

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Hiring Lead Rank Top of Funnel Real Estate 124

Close.io

FEBRUARY 18, 2019

Your product’s taking off. You’ve got traction in your market, and you’re looking to go even further. Your first basic sales model has accomplished wonders for your business so far, but after weighing the various factors involved and taking a close look at the market , you’ve decided to start building your sales organization. This is the time to determine which of the 3 sales team structures is best suited for you.

Hiring 87

Hiring Lead Rank Top of Funnel Real Estate 87

Babette Ten Haken

FEBRUARY 18, 2019

A potent client retention strategy is driven by an equally potent human capital strategy. Otherwise, stakeholder churn rates negatively impact your organization’s and association’s ability to hold on to the customers you work so hard to win. Yet far too many business models and hiring practices continue to segment and marginalize internal stakeholders into revenue generators or order-takers.

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Retention Ideal Customer Profile Strategy Hiring 74

The Center for Sales Strategy

FEBRUARY 18, 2019

In 2016, I wrote a blog, " How to Get a Standing Ovation After Your Next Sales Meeting ," and I'm happy to say that I see way more productive sales meetings today than I did back then. So that made me think it might be an excellent time to share some tips on taking your next sales meeting from good to g reat !

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Sales Meeting Meeting Sales How To 72

Selling Power

FEBRUARY 18, 2019

Here are three key actions every sales leader can take to accelerate and maintain strong sales performance in a tough sales environment.

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How To Sales Sales Leadership Customer 79

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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

Janek Performance Group

FEBRUARY 18, 2019

In our digital sales age, we’re seeing increasing attention paid to the idea of personal branding. Although the idea itself is by no means new (a brief history is below), awareness of its importance and value in business – including for sales reps – is now reaching a critical mass of awareness. There’s a problem, however. While the majority of sales and business professionals endorse development and use of personal branding, there’s no real common agreement as to what exactly it is.

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Exact Sales Examples Sales Enablement 67

Sales Hacker

FEBRUARY 18, 2019

This week on the Sales Hacker podcast , we talk to Brian Birkett , the SVP of sales at LeanData. Brian is a long time sales executive and sales leader. He’s responsible for leading global revenue at LeanData. He brings a diverse background in sales management experience spanning from startups to large public companies in both field and inside sales.

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Lead Rank Lead Scoring Hiring Quota 70

Pipeliner

FEBRUARY 18, 2019

Let’s face it, there are few things in life as utterly frustrating as being given the price of something, setting aside the money to pay for it and then over time discovering a whole bunch of hidden costs or ancillary costs that either you overlooked or the salesperson forgot to mention. Doesn’t matter whether this is a personal purchase or a business one, it still stings just as much.

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Licensing CRM Forecasting Face-to-face 68

KO Advantage Group

FEBRUARY 18, 2019

People like you because they feel comfortable around you. More often than not, people buy based on emotion. Selling with your heart in it, not just working on your routine or template, can help you sell more at a quick pace. The thing with business to business (B2B) salespeople, is they immediately think that since their audiences are professionals and executives, they should be more straightforward and refined.

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Conversion B2B Sales Meeting Meeting 63

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

Accent Technologies

FEBRUARY 18, 2019

Read our overview of SiriusDecisions’ six planning assumptions designed to enhance your organization’s sales-enablement efforts in 2019. To assist in the planning efforts of b-to-b sales leaders, SiriusDecisions creates fact based, research-driven Planning Assumptions guides every year. If you’re a sales-enablement leader, you’ll want to take some time to download and read their latest guide, Sales Enablement: Planning Assumptions 2019.

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Sales Enablement Research Sales 61

Connext Digital

FEBRUARY 18, 2019

Is there anything worse than sending out a marketing email only to later realize that you had spelling errors or the link to your call to action was broken? Email blunders can embarrass your business and even damage your brand reputation. Once you’ve hit the send button, there’s no turning back. The best email marketing service must be free of mistakes.

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Social Media Campaigns Email Marketing ACT 59

Bigtincan

FEBRUARY 18, 2019

Organizations that want to hire the best and keep the best, have to take their training and development programs seriously. Employees expect it from their employers. Simply providing information and running basic training programs does not cut it any longer. Your program must match the modern era. If you don’t prioritize program design and the […].

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Training 52

Fill the Funnel

FEBRUARY 18, 2019

Why Your Content Is Not Being Shared As Often As In The Past People Who Make The Most Money Are The Ones Who Capitalize On Change. Change is difficult, change can be frustrating. It is also a prime opportunity for you to make a big move in your performance, your career, and even your life. […]. The post Why Your Content Is Not Being Shared As Often As In The Past appeared first on Fill the Funnel.

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Top of Funnel Funnel Opportunity Tools 48

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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 18, 2019

Discover tips, best practices, and everything you need to know about incentive compensation.

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Incentives Incentive Compensation 69

Carew International

FEBRUARY 18, 2019

Who doesn’t love a fresh new sales year – unblemished and full of potential! Unfortunately, for many sales organizations, the sales year is doomed before it’s begun because of a misalignment between the sales business plan and the resources to achieve these goals which can hinder sales team motivation. “If you do what you’ve always done, you’ll get what you’ve always gotten.”.

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Resources Maximizer Motivation Negotiation 47

criteria for success

FEBRUARY 18, 2019

This episode's featured guest is Brian Robinson. Brian is a sales and marketing expert, best-selling author, and coach. He has worked for some of the best-known companies in the world, including Coca-Cola USA and Johnson & Johnson. Upon leaving his corporate career, he helped launch a successful startup where he was the first person in [ ] The post Let’s Talk Sales!

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Face-to-face Twitter LinkedIn Google 45

Selling Energy

FEBRUARY 18, 2019

I have previously championed Nancy Duarte’s earlier books, Resonate and slide:ology , and her latest book is another great one. Illuminate expands on Duarte’s teachings regarding speeches, storytelling, and presentation modes. The difference is that instead of focusing on the public arena, she brings it into the workplace. By motivating yourself and your employees, you can make great strides in your company’s success.

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Motivation 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

Selling Essentials RapidLearning Center

FEBRUARY 18, 2019

Learning in the workplace is increasingly a solitary pursuit. Learners typically access new information by sitting alone at their desk, watching an e-learning module or reading an article. Often it’s really up to the employee to invest the requisite time and effort in their own professional development. In this type of self-directed learning, is the manager’s role really that important?

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Study Journal Coaching Survey 40

OutboundView

FEBRUARY 18, 2019

Going through the process of hiring an appointment setting company can be overwhelming. If you have never been through this process before, you most likely have a lot of questions about the most effective way to execute this for your company. How is this appointment setting company going to help you? What steps do you need to take to get them started?

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Lead Rank Hiring Guarantee Compensation 31

Selling Essentials RapidLearning Center

FEBRUARY 18, 2019

Learning in the workplace is increasingly a solitary pursuit. Learners typically access new information by sitting alone at their desk, watching an e-learning module or reading an article. Often it’s really up to the employee to invest the requisite time and effort in their own professional development. In this type of self-directed learning, is the manager’s role really that important?

Study 40

Study Journal Coaching Survey 40

OutboundView

FEBRUARY 18, 2019

So you have researched an exhaustive list of appointment setting companies, selected your top choice, and signed a contract. Now what? Where should you go from here? The answer, drumroll please…… IMPLEMENTATION! Implementation is crucial to the success of the very company you hired to help you. Imagine buying a new car for your 16 year old, but never teaching them how to drive it.

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Outsourcing Services Hiring How To Policies 28

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SBI Growth

FEBRUARY 18, 2019

Tis the season – we’re past the holidays – tis the season for career transitions. End of year bonuses have been paid, budgets have been set, and resource decisions have been made. Your first thought may be “oh no, there.

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ACT Influencer Buyer Revenue 201

OutboundView

FEBRUARY 18, 2019

You have decided to outsource appointment setting. You’ve researched multiple vendors, chosen your favorite, signed a contract, and successfully integrated them with your company. The hire has been a success, and the vendor is setting multiple new meetings each month. So, what’s next? While the main function of appointment setting companies is to set meetings, they have several other perks.

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Outsourcing Services Hiring Vendor Outside Sales 28

Sales Hacker

FEBRUARY 18, 2019

Warning: This is not your average sales contest. We’re not going to talk about making the most cold calls, setting the most meetings, or closing the most deals. The most creative sales contests focus on increasing other, less run-of-the-mill outcomes. That’s what makes them creative! In this case, we are going to talk about a sales contest that builds stronger relationships and accelerates deals.

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Prospecting Campaigns Exercises Decision Maker 69