Sales and Marketing Management

OCTOBER 12, 2016

Issue Date: 2016-09-01. Author: Paul Nolan. Teaser: The hard-selling closing techniques of the past may be dead, but the need to ask for commitments from the client is not. Here are three powerful tools to help you ask for commitments that lead to the close without violating your client’s trust. The hard-selling closing techniques of the past may be dead, but the need to ask for commitments from the client is not.

Closing 197

Closing Tools Leads Marketing Qualified Lead 197

The Sales Hunter

OCTOBER 12, 2016

We have all heard about the need to be “social selling,” and yet those two words used wrong have caused a lot of salespeople to go hungry. We can’t just say we’re going to use social media to prospect and think the world is going to be wonderful. Social media is ONE of the prospecting […].

Social Media 196

Social Media Media Prospecting Strategy 196

SBI Growth

OCTOBER 12, 2016

Benchmark for ABM Account Selection. When executing an ABM strategy, less is more. Too many accounts and it dilutes the purpose entirely, and two few accounts represent a missed opportunity. . The concept of lifetime value is the lead domino in account selection.

Account Based Marketing 191

Account Based Marketing Account Marketing Lead Rank 191

Increase Sales

OCTOBER 12, 2016

Sales prospecting presents many dilemmas for salespeople. Some sales research suggests more salespeople are going rather than staying with prospects. 44% of salespeople give up after one follow-up (Source: Scripted). The average salesperson makes only two attempts to reach a sales prospect (Source:Sirius Decision). Possibly part of the reason for more going than staying with this activity of sales prospecting is because there has been no time invested in strategic planning and identifying the i

Ideal Customer Profile 132

Ideal Customer Profile Prospecting Referrals Facebook 132

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

Fill the Funnel

OCTOBER 12, 2016

Influencer marketing for salespeople. Why would a salesperson want to learn about this? I hope to share some powerful reasons in this post and the rest of the posts in this 5 part series. Influencer marketing means using company leaders, thought leaders, experts, big names, and other well-known people in your industry to promote your business to their audience.

Influencer 98

Influencer Marketing Top of Funnel Promotion 98

SalesLoft

OCTOBER 12, 2016

Inbound Sales Development Reps have an interesting role in a sales organization. They often act as the ambassador of our businesses, sometimes even before the Outbound SDR, and their goal is to treat every inbound sales lead that walks in the door (so to speak) with the same care as one of the highest paying customers in the organization. But contrary to popular belief, not every inbound sales lead is created equal.

Inbound 52

Inbound Sales Qualified Lead Lead Rank Lead Scoring 52

BrainShark

OCTOBER 12, 2016

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Coaching 108

Coaching Sales 108

Close

OCTOBER 12, 2016

How often do you conduct sales call reviews? Once a week? Once a month? Take a moment to answer that question.

How To 52

How To Sales Sales Management 52

Sales Gravy

OCTOBER 12, 2016

We’re all so busy today that we want to rely on someone's expertise, but only IF they are deemed a “trusted advisor”. Trusting their guidance saves time and money.

Sales 40

Sales 40

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Sales

Hyper-Connected Selling

OCTOBER 12, 2016

The post Action Without Information is a Bad Idea appeared first on David J.P. Fisher.

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Partners in Excellence

OCTOBER 12, 2016

There are endless discussions about sales people and their performance. Thousands of blog posts with hints, tips, instructions focused on sales people, whether SDR’s or Corporate Account Managers. Hundreds of books, thousands of webinars and training programs all focus on the sales person. Billions are spent every year in training and tools to help make sales people more effective, efficient, and productive.

Hiring 76

Hiring Lead Rank Maximizer Coaching 76