Sales and Marketing Management

MAY 21, 2015

Issue Date: 2015-05-22. Author: David Palmer. Teaser: With the use of custom content on the rise, many have predicted that in 2015, brands will begin to truly think like publishers. Although brand marketers may not be trained publishers, with more self-publishing and online promotion strategies available than ever, drawing from publishing’s long successful history can help brands become publishers in their own right.

Promotion 232

Promotion Training Strategy Marketing 232

No More Cold Calling

MAY 21, 2015

Set metrics around sales activities you can measure and coach. “Revenue is the only metric that matters.” Somebody actually wrote that in a recent blog post. If that’s how this person manages his team, I’m glad I’m not one of his reps. Sure, revenue is our goal in sales. Beating our numbers is our passion, and getting to Club is our reward.

Referrals 218

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 218

Pointclear

MAY 21, 2015

On Tuesday, May 12, 2015, I had the pleasure of hosting Linda Richardson on PowerViews LIVE for an informative discussion on Changing the Sales Conversation: How to More Effectively Sell in Today’s Hyper-digital World. Credited as the visionary and leading authority of the consultative sales movement, Linda is also a best-selling author of 10 books, including the recently released Changing the Sales Conversation.

Conversion 186

Conversion Buying Cycle Sales Methodology Consultative Selling 186

The Sales Hunter

MAY 21, 2015

We’ve been looking at negotiation skills that set extraordinary salespeople apart from average ones, and now we have arrived at #7: Be willing to walk away! Nobody wants to walk away, but you must be comfortable in doing so at any point during the negotiating phase. More importantly, the other party must know you’re […].

Negotiation 177

Negotiation Selling Skills Sales 177

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

Increase Sales

MAY 21, 2015

One of my colleagues, Miles Austin, finally spoke through his blog what others may think in this recent posting entitled “Beware of the Rise of the Instant Expert.” Miles is truly an authentic leader in that he not only writes with honesty, but with emotional intelligence. How many times do we as small business owners and leaders fear some backlash when we share our observations?

Social Media 121

Social Media Education Small Business Small Business 121

Partners in Excellence

MAY 21, 2015

We’ve run across some startling data on sales performance: 99% of sales reps making quota pee at least once a day! 98% of sales reps who show up for work on a regular basis are more likely to makes quota than those who never show up for work! 96% of sales people making quota, brush their teeth at least once a week. From these startling pieces of data, clearly the secret to sales success is peeing at least once a day, showing up for work, and brushing your teeth at least once a week (sorry

Data 74

Data Face-to-face Quota Social Media 74

Customer Centric Selling

MAY 21, 2015

Sales Tips: Why You Should NOT Sell at Low Levels. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Sira Anamwong at FreeDigitalPhotos.net. I was recently reading some blog posts (I can’t recall if it was Sales Best Practices, Linking Sales Leaders, etc.) where people were commenting on and debating the direction being given by a well-known sales training provider.

Decision Maker 64

Decision Maker Forecasting Call-back Up-Sell 64

Close

MAY 21, 2015

We've already covered how to schedule more demo appointments with qualified prospects. Today we're going to talk about the probably most unglamorous part of giving demos: the nuts and bolts of preparing demos that turn into sales.

How To 59

How To Prospecting Sales 59

BrainShark

MAY 21, 2015

89% of sales calls provide no value to buyers, according to Forre

Sales Enablement 48

Sales Enablement Strategy Buyer Sales 48

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Sales

SugarCRM

MAY 21, 2015

The post 3 of Our Favorite Things from the SiriusDecisions Summit appeared first on Salesfusion.

Marketing 35

Marketing 35

The Pipeline

MAY 21, 2015

hairy porn girlies pics By Tibor Shanto – tibor.shanto@sellbetter.ca . Sales is all about the execution, and execution, or at least good execution, is a result of proper planning, ignore or short cut any part of that, and you will have to work harder, or miss winnable opportunities. While there are many factors contributing to the outcome of any sale, there are two that are always present, and have to be dealt with.

SME 232

SME Objections Margin Buyer 232

MTD Sales Training

MAY 21, 2015

I believe in giving my sales team a lot of my time. Why? 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. Whether it’s for input into a proposal, how to approach a prospect or how to structure a deal – I’m there for them. So this got me thinking. If all else failed and I had to give a member of my team only 6 pearls of my wisdom, what would they be?

Face-to-face 120

Face-to-face Sports Proposal Positioning 120

Hyper-Connected Selling

MAY 21, 2015

This article was originally published on June 30th 2010. And Seth keeps pumping out insightful ideas on current marketing! Big Thought. Because the modern consumer is overwhelmed by information, the most effective way to market is to create products and services that are remarkable and stand out – leading people to want to talk about them. The most effective way to market is to create products and services that are remarkable Click To Tweet.

Advertising 40

Advertising Advertising Consumer Segment 40

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