No More Cold Calling
DECEMBER 29, 2017
An increasing number of employers have connected the dots between employee wellness and improved workplace productivity. That’s why it makes so much sense for businesses to emphasize wellness as part of their company culture. In fact, 72 percent of companies in the Society for Human Resource Management’s 2016 Employee Benefits survey said they currently offer some form of wellness program, .
DiscoverOrg Sales
DECEMBER 4, 2017
Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013.
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The Pipeline
DECEMBER 31, 2017
December 31, 2017 Wishing all of of our readers here in EdTech and mLearning a wonderful and happy new year, a year full of success, love and happiness. For today’s post we are sharing with you.read more.
SBI Growth
DECEMBER 27, 2017
By now you know some of the sales people that won’t be with you next year. But, which of your A-Players are planning to leave after they get their bonus? This post gives you some factors that may predict the.
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.
Jill Konrath
DECEMBER 18, 2017
How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas. After all, they face a very difficult, if not insurmountable, challenge that would stop most fisherman entirely.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
DECEMBER 28, 2017
You don’t have to be the life of the party to succeed in sales. She lights up a room when she walks in. She doesn’t have to say a word, but you know she’s there. She looks for every opportunity to show up—at parties, networking events, conferences, you name it. She thrives on the interaction. That’s exactly the kind of people account based sales reps are—life-of-the-party types, not fearful of confrontation, can talk to anyone about any subject, blazing extroverts.
DiscoverOrg Sales
DECEMBER 11, 2017
Gender diversity is making headlines these days, as the spotlight shines on the treatment and representation of women in one industry after another. While the issue may seem complicated, the outcome is simple: (1) Companies who recognize the importance of diversity and promote it actively are the inevitable winners in this equation. (2) Those who are unwilling to take an active stance on gender equality will suffer economic consequences.
Understanding the Sales Force
DECEMBER 18, 2017
It's a family tradition that each December we attend the Boston Ballet's performance of the Nutcracker. It's truly a magical show and even though the primary dancers change from year to year, the execution of the show's script and musical score is flawless. Several years ago, during one of the performances, it dawned on me that the orchestra's role in the show correlated very nicely to an effective sales presentation.
SBI Growth
DECEMBER 13, 2017
Leading Sales Operations is an extremely challenging role. It requires a blend of strategic thinking, process improvement, data analytics and sales acumen. Consider the rapid evolution of Sales Operations, barely a recognized discipline 25 years ago. What was cutting edge five.
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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 and Marketing Management
DECEMBER 20, 2017
Author: Jim Ninivaggi Time to dust off the crystal ball. As sales organizations look to succeed in 2018 and beyond, they need to stay abreast of important trends that will impact how – and how successfully – their reps sell. Donning the analyst hat I wore in my previous role – and also pulling from experiences I have with our sales team and customers every day – here are my sales enablement and readiness predictions for 2018: 1.
Jill Konrath
DECEMBER 14, 2017
I never wanted to be in sales. I only entered the profession because I had an idea for a business. When I shared it with a consultant , he said it was a good plan and timely.
No More Cold Calling
DECEMBER 14, 2017
Has digital communication killed traditional sales techniques? A sales VP was frustrated with her account based sales team, as they relied almost exclusively on technology for generating sales leads. Their outreach took too long. They spent plenty of time on social media and sent tons of emails, but they rarely reached actual decision-makers. She finally asked her team: “Did you ever close business over email?
The Pipeline
DECEMBER 25, 2017
Join us for some Christmas cheer at out new site www.TiborShanto.com. The post Merry Christmas appeared first on Renbor Sales Solutions Inc.
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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
Understanding the Sales Force
DECEMBER 5, 2017
In his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.". That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later. How are early versions of technology different from crappy salespeople and crappy sales managers? For one thing, salespeople and sales managers tend to stay crappy unless professional training, coaching and interventions occur.
SBI Growth
DECEMBER 22, 2017
Joining us for today’s show is Jeff Harris, the Chief Business Development Officer for Millar. Jeff answers questions out of SBI’s 2018 hbspt.cta.load(23541, 'b3b0ba05-3172-4e97-8fd8-29d6273cafc2', {}); to provide guidance on how to onboard and train reps quickly. Turn to the Sales Enablement.
Sales and Marketing Management
DECEMBER 28, 2017
Author: Paul Nolan When I wrote about former New York Knicks coach Jeff Van Gundy in this space in 2014, I thought it was a one-off. Van Gundy is a smart basketball mind who now shares his insights as an NBA analyst on TV broadcasts. As far as I know, he’s not a brilliant business mind, so I didn’t think there would be cause to share his wisdom here again.
The Sales Heretic
DECEMBER 5, 2017
A lot of people hate selling. But that’s because they have the wrong idea of what selling is. Too many people believe that sales is about manipulating prospects into doing something they don’t want to do. That it’s about conning a person into buying your product instead of someone else’s. That it’s about doing whatever [.].
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
MTD Sales Training
DECEMBER 13, 2017
When getting to the closing of a sale, salespeople often start to feel nervous because they feel they may get a rejection or they are putting the buyer under some pressure. So they hold back in asking for the order, or project a nervous attitude so the buyer wonders if they are really making the right decision. Here are some tips that will help you when you get to this important point in the sale. 1) Don’t think of the close as a close !
The Pipeline
DECEMBER 18, 2017
By Tibor Shanto. I always find it amusing listening to sales people or marketing people talk about buyer persona, seems half have no idea what the word means, and if not for fashion could care less. I worked with a company that had very clear and detailed outline of the various personas (or is it personae?), they sold to, each based most on their corporate roles.
Understanding the Sales Force
DECEMBER 14, 2017
As 2017 comes to a close and we prepare for 2018, there are two things I do each year that have been very popular. The first is to list the most popular articles of the year which I'll share below. And the second is to republish the popular Nutcracker/Sales article for those who haven't read it and those who find value in a reread. I'll republish the Nutcracker article early next week.
SBI Growth
DECEMBER 31, 2017
What’s unique about this top 10 list? We segmented our subscribers by marketing leadership. This is a top 10 list of the most viewed articles by Chief Marketing Officers and VP’s of Marketing. How Top CMOs Quantify Marketing Investment with.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Sales and Marketing Management
DECEMBER 11, 2017
Author: Mike Scher If your sales teams reduce their outreach during the holiday weeks because they think anyone who matters is on vacation, they shouldn’t. This is actually an optimal time of year to reach decision-makers. Data has shown that the best sales-booking days of the year are holiday weeks. Move your fingers away from the cookie plate and back to your phone to get your sales pipeline jumping again.
No More Cold Calling
DECEMBER 7, 2017
If your sales reps miss quota this year, they might not deserve the blame. “We’ve never lost an American in space; we’re sure as hell not going to lose one on my watch. Failure is not an option.” This famous line from the Apollo 13 movie is delivered by Ed Harris, who plays NASA flight director Gene Kranz. The more I delved into the film’s history, the angrier I became with sales leaders who let their account based selling teams fail to meet quota.
Steven Rosen
DECEMBER 12, 2017
Book Review Millennials Matter: I have been asked by so many senior sales leaders “what is the best way to coach , mentor and develop Millennials?” With so many seasoned leaders retiring at a record pace, they are concerned that many Millennials just aren’t ready to fill the gap by moving into leadership roles. In fact, many of us complain about this generation.
The Pipeline
DECEMBER 7, 2017
By Tibor Shanto. Last week another social warrior decided to take to the soap box, and tell us why cold calling is dead, and for him and his followers, it may be, but it can still play a role in your sales and prospecting success. As is my nature, I took issue with their thinking, but as I read my post , I realized that I had glossed over a key point.
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Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.
Score More Sales
DECEMBER 28, 2017
Is productivity what we should be working toward in the sales department, or is it innovation? This new, weekly series revisits a smart article, post or podcast from the greater sales community that was published in the past six months or so that is worthy of more discussion. Today we look at a LinkedIn post by Billy Bob Brigmon, Sr. Principal, Emerging Sales Talent & Innovation at Workday.
SBI Growth
DECEMBER 15, 2017
Our guest today is Nick Mehta, CEO of Gainsight, the global technology leader in the customer success category. Many CEOs are moving their revenue models to recurring revenue. Why? This type of revenue creates higher enterprise value than transaction-level revenue. As.
Sales and Marketing Management
DECEMBER 18, 2017
Author: Bob Junke, CEO, Adventace A vice president of sales recently said to me, “Creating a high-performance sales environment is what sales leaders dream about, but most have no idea how to do it.” But the dream is not as elusive as it might seem. A high-performance sales environment is one where the conditions conducive to a successful sales culture have been put in place – resulting in predictable, continuous, metric-based performance improvement.
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