Sales and Marketing Management

FEBRUARY 19, 2018

Author: Tony Hughes When I sell, there's usually something nagging at my conscience that I'm avoiding. I start the day and there's someone I'm afraid to call. Maybe the timing isn't right or they're too senior. Shoulda, woulda, coulda, becomes didn't. Yes, I'm human. But to transcend, I use fear as a guide that points me to what I should do next. Repetition is the mother of skill, but it also gives us another profound gift which is the development of 'gut instinct.

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Call-back Negotiation Decision Maker Sales Qualified Lead 329

Bernadette McClelland

FEBRUARY 18, 2018

If you want to get lucky in your sales career, then I seriously want you to meet someone. Jill Konrath. Many in the sales world know of Jill through her writings, the series of books she has written and her desire to help those around her. What many don’t know is the type of person she is to those who do know her. If her name is not familiar, then let me tell you a story, to put this article into perspective.

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Meeting B2B Sales Leadership Sports 294

No More Cold Calling

FEBRUARY 15, 2018

Getting past the gatekeeper shouldn’t be so daunting. Why is getting past the gatekeeper and finding qualified leads so challenging for salespeople? Because the process has gotten incredibly complicated, even though it can almost be a no-brainer. At most companies, the sales process is a balancing act that doesn’t always work so well. It starts with inbound leads: responding to leads from marketing, answering website inquiries, and following up with podcast and webinar attendees.

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Gatekeeper Webinar Metrics Sales Qualified Lead Decision Maker 306

MTD Sales Training

FEBRUARY 12, 2018

One of the best salespeople I ever worked with gave me a hint into his working life and what made him so successful. He once said to me, “Sean, what do you do after a sales meeting that ensures the next one will be even better?”. That question struck me because, basically, I hadn’t considered it much before. I used to simply write up my notes, put them on the CRM system and carry on from there.

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Sales Meeting Meeting Decision Maker Buyer 277

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

SBI Growth

FEBRUARY 8, 2018

Territory misalignment is one of the leading causes for missing your number. As the Sales Operations leader, your mission is to improve the efficiency of the sales team. Within that charter, along with a lot of other responsibilities, comes territory.

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Territories Sales Operations Ideal Customer Profile Sales 275

The Pipeline

FEBRUARY 20, 2018

By Tibor Shanto. Last week I posted a call for understanding the importance human involvement at crucial times along the prospecting experience. To be clear, this was not an either-or proposition; it was a reminder that the human element plays a pivotal role in success. But when you look at the performance of many reps, it is easy to understand the allure of technology.

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Objections ROI Call-back Pivotal 258

Bernadette McClelland

FEBRUARY 17, 2018

We’ve seen United Airlines as front page news a while back because a staff member dragged a man screaming from his seat. We’ve seen a toxic culture raise its head in Australian politics not too far in the past with Pauline Hansen calling out a group of children with disabilities as being disruptive to ‘normal’ kids. Surprisingly, we saw Uber’s founder Travis Kalanick, dethroned off the back of a sole blog post from a junior employee in the company, because of his ap

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Sales Leadership Airlines Call-back Face-to-face 281

DiscoverOrg Sales

FEBRUARY 19, 2018

Have you ever crafted an awesome email sequence … and watched in disappointment as less-than-awesome results rolled in? High email bounce rates are a campaign killer. We’ve all been there. We’ve bought lead lists and tested them. We’ve seen lists with a 40% bounce rate ( yes, really ), and many others around 15% … but few people in sales and marketing rely on lists alone.

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Data Lead Rank Lead Scoring Leads 254

MTD Sales Training

FEBRUARY 26, 2018

No matter how long you’ve been associated with sales, you’ll never know it all. We’ve worked with sales managers and directors who have been involved in sales all their working lives, sometimes over 40 years, and the evidence of bad leadership exists in the wastelands of their past, through poor motivational techniques, overload of their teams and a determination to prove no-one is as good as they are.

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Sales Management Policies Motivation Study 220

Advertiser: ZoomInfo

Sales outreach is an art and a science. The art is what you bring to the table—your flair for conversation, your work ethic, your dedication. We bring the science—proven tactics, strategies, and methods that really work. In this eBook, we’ll cover: How you should respond to inbound leads Tactics for engaging outbound leads (cold calls, email automation, and gifts) The key to keeping a prospective account alive for the long haul Buckle up!

Cold Calling

SBI Growth

FEBRUARY 5, 2018

Our guest today is Gabe Larson, the VP of InsideSales Labs for InsideSales.com. Gabe provides a behind-the-scenes look at building and operating one of the best sales development rep teams that we’ve ever had the benefit of examining. InsideSales.com has.

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InsideSales How To Benefit Top of Funnel 274

Zoominfo

FEBRUARY 20, 2018

Artificial Intelligence—or AI—has become an increasingly hot topic in the marketing world as of late. The reason for this is simple: AI technology can automate tasks, simplify complex processes, and organize complicated data sets just as a real marketing professional would—only faster and more accurately. Early on in the days of artificial intelligence, this idea of automation seemed threatening to the human workforce.

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Lead Rank Churn Analysis Lead Scoring 272

The Pipeline

FEBRUARY 6, 2018

By Tibor Shanto. A common question I am often asked about sales is what are the characteristics or attributes of successful salespeople. The potential list of responses is as varied as the number of sellers and potential buyers. Some of these can be learned practiced and mastered; others are less defined, but the best, those worth prioritizing and committing to, are those within your control, where you can proactively and consciously change.

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Coaching Lead Rank Incentives Incentive 247

Bernadette McClelland

FEBRUARY 10, 2018

The alarm buzzed at 5.00am, our daughter knocked on our front door at 5.45am and by 6.00am we were standing in the drizzling rain, in the dark, beside a fire-pit, in our local town of Sunbury, Victoria as a growing crowd gathered to commemorate the 101st Anzac Day. Standing beside us was Sergeant Danielle McClelland, a ten-year veteran of the Royal Australian Air Force, having served in the Middle East, jacket emblazoned with medals she had so aptly earned.

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Lead Rank Lead Scoring Sales Leadership Face-to-face 230

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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

No More Cold Calling

FEBRUARY 2, 2018

Describe your ideal client. Does everyone know your ideal client profile? That’s the question I asked more than 500 sales pros. Only 25.31 percent answered yes. That means three-quarters of account based sales teams have failed to complete the first step in asking for referrals—making it clear who they want to meet. If people don’t know exactly who your team wants to meet, it’s really hard for them to refer you.

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Referrals Ideal Customer Profile Sales Qualified Lead Top of Funnel 220

Score More Sales

FEBRUARY 1, 2018

Of course, the Super Bowl is “The Big Game” for football fans, but it could also be a big game for you. Just talking about the game could lead to big (or bigger) opportunities if you position yourself appropriately – not just as a fan, but as a leader.

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SBI Growth

FEBRUARY 1, 2018

In our customer success engagements, the timing of when to introduce the Customer Success Manager (CSM) is one of the most common questions. You only get one chance to make a first impression. Early engagement of Customer Success professionals accelerates.

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Zoominfo

FEBRUARY 1, 2018

Millions of companies crowd the B2B universe, vying for the same share of business. As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct.

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Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 243

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Retail

The Sales Heretic

FEBRUARY 13, 2018

As a salesperson, business owner, or professional, you only have so much time. And if you want to maximize your sales, you can’t afford to waste that precious time with people who are never going to buy from you. Which means you need to figure out—as quickly as possible—whether someone is an actual prospect or [.].

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Prospecting Maximizer Trade Show Cold Calling 218

MTD Sales Training

FEBRUARY 14, 2018

It’s not easy these days managing a sales team. There’s the external pressures of competition, legislation changes, the economy, client expectations, product development and the like, along with the internal concerns of salesperson morale, budgets, target-setting, product quality and many other things that can affect performance. So, what should sales managers concentrate on to still maintain some kind of control and bring about results that they are responsible for?

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Sales Management Policies Motivation Competition 215

The Pipeline

FEBRUARY 27, 2018

By Tibor Shanto. The problem with most call scripts salespeople use for proactive direct prospecting is that they are prepared for sellers, by people who are not buyers, and as a result, there is little for the prospect to grab and hang on too long enough to convert to engagement. Most salespeople have never bought their company’s product, in the case of enterprise offerings, they have likely never bought anything of the sort.

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Understanding the Sales Force

FEBRUARY 2, 2018

We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve. We hope that training and coaching and sales ennoblement tools will get us there. We have also been told that there is more than one way to skin a cat but it might come as a surprise that there is more than one way to measure the progress being made by your salespeople.

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Sales Cycle Pipeline Coaching Revenue 211

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

Buyer

SBI Growth

FEBRUARY 8, 2018

Joining us for today’s show is Andrea Brody, the Chief Marketing Officer for BravoSolution. Andrea is one of the top B2B revenue generating marketing leaders with a passion for building brands. Andrea has a great story to share with you.

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Marketing B2B Revenue Video 256

Zoominfo

FEBRUARY 28, 2018

Technological advancements have the ability to transform any industry or job function overnight—including B2B sales. Although these changes are often exciting, keeping up with the evolving technological landscape can feel like a full-time job. If you fall behind on the latest and greatest in technology, you fall behind your competitors. Don’t let this happen to you!

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Sales and Marketing Management

FEBRUARY 5, 2018

Author: Molly Clarke If we told you just one direct dial phone number could help your sales team generate a million dollars in revenue, you probably wouldn’t believe us. Although it’s not that simple, it isn’t far from reality. Today we explain exactly how direct dial phone numbers can improve your team’s connect rate, their productivity, and ultimately the amount of revenue they generate for your company.

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The Sales Hunter

FEBRUARY 6, 2018

A few weeks ago, I was sitting in an airport (no surprise!) waiting to board my flight, when an inbound inquiry from my website appeared from a person looking to see if I might be the right person for their sales kick-off meeting. The person said I could email them back when it was convenient, […].

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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

Intent Signal

Score More Sales

FEBRUARY 26, 2018

It’s strange to think that the talk you have going on in your head can and will affect your success in any endeavor – but it’s true.

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Sales Account Strategy 243

Connect2Sell

FEBRUARY 28, 2018

Maybe you’ve felt this way as a sales professional. Stereotypical selling skills take away from the joy of selling in a way that helps other people. Or maybe you’ve mastered traditional selling skills, but something is still missing. Our research with buyers and stories from sellers will show you how to use leadership behaviors to enhance your selling skills.

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Selling Skills Research Buyer How To 202

SBI Growth

FEBRUARY 2, 2018

You are one month into 2018. Do you have a plan to hit your 2018 revenue goal? Every sales leader knows the routine. You crushed last year’s number. Your CEO and board repay you with a new, unrealistic revenue goal.

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