Sales and Marketing Management

APRIL 1, 2016

Issue Date: 2016-04-01. Author: Martin Zeman. Teaser: Pretty much every sales team relies on a customer relationship management (CRM) system to manage the sales process, but according to ISMM’s Sales Director of the Year 2015 Ian Moyse, the system itself is often misused when it comes to effectivenessand team motivation. Pretty much every sales team relies on a customer relationship management (CRM) system to manage the sales process, but according to ISMM’s Sales Director of the Yea

CRM 156

CRM System Motivation Sales Process 156

No More Cold Calling

APRIL 1, 2016

Get my No More Cold Calling book for 99 cents. No, this is not an April Fools’ Day joke. The offer is for real. It’s been 10 years since No More Cold Calling ™ was published on April 14, 2006. Where has the time gone? It was one of the first books to outline a systematic, measurable referral program. Lots has changed in the past decade, but the power of referral selling never will.

Referrals 131

Referrals Cold Calling Sales Qualified Lead Social Media 131

The Sales Hunter

APRIL 1, 2016

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Being […].

Sales 129

Sales Selling Skills Sales Leadership 129

Anthony Cole Training

APRIL 1, 2016

I just returned from the 2016 Bank Insurance and Securities Association annual convention. As always, it is a great event where competitors come together to discuss processes and strategies to deal with the challenges of growing financial institution-owned investment (broker) programs.

Insurance 120

Insurance Insurance Banking Strategy 120

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

DiscoverOrg Sales

APRIL 1, 2016

We’ve all been there, you’re finishing your umteenth demo of the week and trapped in your groove. You feel like the call and demo went well, only to be met by one of two fates: Your prospect keeps their cards close to the vest and you can’t gauge their level of excitement or what they are thinking. You leave the call without any clear next steps and momentum fades.

Scale 120

Scale Decision Maker Objections Call-back 120

The Brooks Group

APRIL 1, 2016

An average strategy well executed will always outperform a superior business strategy which is poorly executed. . As sales leaders, we are inspired by leadership books, seminars, and articles, but when it comes to translating that inspiration into new behaviors, we often hit a roadblock. . Jeffrey Pfeffer and Robert Sutton, professors of organizational behavior at Stanford, explore this performance paradox in The Knowing-Doing Gap: How Smart Companies Turn Knowledge into Action.

Closing 63

Closing Smart Company Exercises Analysis 63

Mindtickle

APRIL 1, 2016

I’m often asked by sales leaders about how to ensure that sales onboarding delivers long-lasting results. After all, you spend so much time and energy hiring and onboarding new sale reps, but like a shiny new car, your investment depreciates the minute they step outside. It is natural for the reps to forget the training content and even if they retained everything the readiness of your reps will decline on a relative scale because it is a moving target.

Hiring 52

Hiring Training Exercises Case Study 52

Partners in Excellence

APRIL 1, 2016

Just a few things to focus on this week: Charity:Water: For those of you who have followed me for some time, you know one of my pet causes is Water–that is providing clean palatable water to everyone in the world. Every December, I run a major campaign raising money for Charity:Water. I really like their programs, 100% of the money goes to water projects in developing countries.

Campaigns 48

Campaigns Groups Conference Call-back 48

Sales Evangelist

APRIL 1, 2016

If you’re thinking about scaling your business or you want to target a market full of buyers, well, you’ve got to think about developing a buyer persona first. Hmmm. Do you have one? Or do you even need to have one? We hear a lot of people talk about buyer personas, avatars, and whatnot. But […] The post TSE 281: The Power Of A Buyer Persona appeared first on The Sales Evangelist.

Buyer Persona 40

Buyer Persona Buyer Scale Marketing 40

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

Sales Gravy

APRIL 1, 2016

Creating a buying vision goes a long way to ensuring that your prospects are better educated and better informed and enjoy a better experience when they come to you.

Pivotal 40

Pivotal Education Prospecting 40

Sales Evangelist

APRIL 1, 2016

As a sales representative one of your key roles is to sell. I know that sounds very obvious, but I promise there is a point to all of this. I just want to make sure you all understand the premise and outcome of this episode, which simply put is to improve your selling. The problems […] The post TSE 282: Your 100 Most Ideal Customers appeared first on The Sales Evangelist.

Customer 40

Customer Sales 40

Factor 8

APRIL 1, 2016

That’s right Inside Sales Alum, it’s time for our industry’s best event (and my substitute High School reunion – because frankly, that’s in Iowa and I like all you Inside […]. The post It’s Reunion Time! 2016 AA-ISP Leadership Summit! appeared first on Factor 8.

Inside Sales 28

Inside Sales Sales 28

Sales Evangelist

APRIL 1, 2016

We know it’s important to create great content, but what is the point of creating great content if no one can see it? Well, that problem is solved with a great tool called “Meet Edgar”. Today I have the opportunity of speaking with the founder, Laura Roeder. Laura began her entrepreneurial journey at the age of 22, […] The post TSE 283: Meet My Friend Edgar appeared first on The Sales Evangelist.

Meeting 40

Meeting Tools Opportunity Sales 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

SalesLoft

APRIL 1, 2016

Prospecting and selling without sales intelligence is like riding in the middle seat of the back row on a commercial jet, next to the bathroom: cramped, uncomfortable, and hard to stand out. Even my mother told me the first lesson of selling was to “go to their office and look at their pictures on the wall, desk, trinkets, so you can understand them better and talk about their interests.”.

Scale 52

Scale Call-back Buyer Report 52

Sales Evangelist

APRIL 1, 2016

One of the key traits of a successful salesperson is being flexible, which means you’re able to pivot as needed to suit your customer’s needs… not yours. This means being able to read your prospects and be willing to change under whatever circumstance. Flexible individuals are the ones who excel most at selling. Here’s a […] The post TSE 284: Sales From The Street- “Be Flexible and Nimble” appeared first on The Sales Evangelist.

Pivotal 40

Pivotal Prospecting Sales 40

Sales Evangelist

APRIL 1, 2016

One of the most common mistakes salespeople make on LinkedIn is they use it as their resume. Another big mistake is they use it to somewhat “cold call” people, sending generic connection requests immediately without initially following the right process. That’s why I invited Dennis Brown on the show today to show how you can […] The post TSE 285: LinkedIn Strategies For Success appeared first on The Sales Evangelist.

LinkedIn 40

LinkedIn Strategy Cold Calling Sales 40

Sales Evangelist

APRIL 1, 2016

Getting that first appointment with executives is definitely a tough nut to crack. So many salespeople end up not doing it at all out of fear of failure or they do it and they do it all wrong. Our awesome guest today, Ben Favier, is here to share with us some secrets in landing sales […] The post TSE 286: How To Obtain Sales Appointments With Executives appeared first on The Sales Evangelist.

How To 40

How To Sales 40

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