No More Cold Calling

MAY 3, 2018

Top sellers don’t wait. At least 57 percent of the buying process is complete before buyers ever contact your company. If you believe this widely quoted but ill-advised statistic, your lead generation techniques are doomed from the start. Stats like this suggest that buyers don’t really need salespeople anymore—that we should just wait around for prospects to do their research and then call us when they’re ready to buy.

Lead Generation 270

Lead Generation Lead Rank Lead Scoring Leads 270

DiscoverOrg Sales

MAY 8, 2018

“HOW THE %$#@ DID YOU GET THIS NUMBER? Take me off your call list!”. … Not really the cold-call response you’re looking for! But you’ve been pursuing this company for almost a year. You finally found a direct phone number for the perfect decision-maker – AND a hot tip that the company finally got funding in place to purchase a solution like yours.

Cold Calling 241

Cold Calling Intent Data Prospecting Intent 241

SBI Growth

MAY 7, 2018

Many CEO’s today lack confidence in their sales leaders to produce an accurate forecast. They have learned to apply algorithms to de-risk the number. This is a roller coaster ride that happens quarter after quarter of inconsistent forecasts. This problem.

Forecasting 218

Forecasting Pipeline Sales Strategy 218

No More Cold Calling

MAY 10, 2018

Don’t believe everything you hear about women. Women don’t speak up, don’t apply for jobs unless they meet 100 percent of the requirements, go unnoticed, and lack confidence. That’s why more of us haven’t broken through the glass ceiling yet. At least that’s what we’ve read in article after article. I’ve even written about how women in sales lack confidence.

Influencer 207

Influencer Cold Calling Study Call-back 207

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

The Pipeline

MAY 8, 2018

By Tibor Shanto. I do a lot of work with organizations trying to improve their prospecting, and the piece they look to from me is the telephone component of a robust prospecting routine. The ones that do best are the companies where the leaders understand that they need their people using all tools available to them, not cherry pick the ones they like while ignoring the ones they don’t hate, like the phone.

Inbound 268

Inbound Call-back Cold Calling Objections 268

Sales and Marketing Management

MAY 28, 2018

Author: Cristina Gomez The war for top-performing sales talent has begun. By 2026, the number of open sales positions is projected to grow by more than 3 percent , putting the pressure on sales leaders and HR teams to attract top talent. In fact, according to CEB, now Gartner, sales leaders across the globe report sourcing quality sales professionals as a top challenge and priority for 2018.

Face-to-face 250

Face-to-face How To Salary Quota 250

Zoominfo

MAY 13, 2018

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. Consider this: a recent survey ranked ‘sales account manager’ as one of the most stressful jobs in the US, with 73 percent of respondents rating the role as “highly stressful.” ( source ).

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

SBI Growth

MAY 30, 2018

Our guest today is Sangram Vajre, Chief Evangelist and Co-Founder of Terminus. Sangram is one of the 21 B2B influencers to watch by the B2B News Network. And many in the audience know Sangram as the founder of the #flipmyfunnel.

Account Based Marketing 273

Account Based Marketing Revenue B2B Networking 273

Understanding the Sales Force

MAY 30, 2018

I have written extensively about Sales DNA over the years and today we will view Sales DNA from the perspective of sitting inside of a chemistry lab. Sales DNA is the combination of strengths (or weaknesses) that support (or sabotage) the execution of sales process, sales strategy and sales tactics. Objective Management Group (OMG) measures and includes the 6 most powerful of those strands of Sales DNA in its 21 Sales Core Competencies.

Data 223

Data Groups Objections Sales Process 223

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Sales

The Pipeline

MAY 29, 2018

By Tibor Shanto. Some things just never get old, summer vacations, cold beer on a warm night, and if you are a seller: Voice Mail; who doesn’t love it? I figure most of us don’t but does that not change the fact that 90% of outbound (cold) calls you make will end up in voice mail. You can run and hide like many do or accept reality and bend it to work for you.

Cold Calling 264

Cold Calling Inbound Call-back Survey 264

Connect2Sell

MAY 30, 2018

Can we talk about your sales process? It seems that every organization has invented its own sales process stages. Some of them are extremely complex; Others are as simple as three steps. Whatever your process looks like, the most important thing is to understand where your buyer is. You need to align your sales process with your buyer’s process to be relevant and to create value.

Sales Process 215

Sales Process Buyer Sales 215

Sales and Marketing Management

MAY 23, 2018

Author: Kostas Chiotis Consumers are becoming increasingly swayed by social media posts when it comes to purchasing a product or service, making it a great platform for sales. Increasing sales via social media content, campaigns and outreach is really important part of a marketing strategy these days. But how do you convert your social media followers to purchasing customers?

Social Media 233

Social Media Channels Media Advertising 233

Zoominfo

MAY 10, 2018

Under constant pressure to meet quota, productivity is at the forefront of every sales rep’s mind. Yet, regardless of the many sales productivity tips and tricks published online, 65% of B2B organizations say they still struggle with sales productivity ( source ). Although the sales productivity quandary can be attributed to many different factors—it’s largely due to bad habits formed after years of sales experience—bad habits you’re likely not even aware of.

Cold Calling 236

Cold Calling Top of Funnel Direct Mail Referrals 236

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Data

SBI Growth

MAY 10, 2018

Weeks and months of planning go into defining the optimal sales org design for your organization. Countless meetings and analysis comparing the benefits of hunter/famer, stratification, product specialization or other org designs. Time is spent defining the role SDR’s, Sales.

Analysis 214

Analysis Benefit Meeting Sales 214

No More Cold Calling

MAY 24, 2018

That bright, shiny object might be rustier than you think. If you’re researching the latest and greatest sales trends, you just might fall victim to the bright-shiny-object syndrome. Trends mean nothing unless you include your buyer in your research. Just because certain sales prospecting techniques are all the rage, doesn’t mean they’re right for you or for your buyer.

Prospecting 196

Prospecting Social Media Trends Face-to-face 196

The Pipeline

MAY 15, 2018

By Tibor Shanto. Change is hard, and sales are all about change, and salespeople are always looking for the easiest way to get things done. Quite the mix! Add to that the fact that “change” is that it is constant, which would suggest that if you are in the business of peddling “change,” you should be inclined to change the way you work.

Education 222

Education Buyer Buying Cycle Objections 222

Hubspot Sales

MAY 18, 2018

Sales Goals. Monthly sales goals. Waterfall goals. Sequence goals. Activity goals. Incentivized goals. Goal progression. Stretch goals. Mentor goals. If your reps only have one goal -- meeting their quota -- they’re selling themselves short (literally). Hold your reps accountable to smaller weekly or monthly goals, and you’ll increase the likelihood they’ll meet their bigger number.

Sales Goal 145

Sales Goal Incentives Incentive Quota 145

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.

Retail

Sales and Marketing Management

MAY 18, 2018

Author: Maura McCarthy, Vice President, Communication Solutions, ITA Group, Inc. In today’s experience economy, more and more consumers prioritize doing over having. That includes all generations, not just millennials, as recent surveys indicate nearly 75 percent of consumers prefer to increase spending on experiences rather than physical possessions.

B2B 221

B2B Customer Social Media Face-to-face 221

Zoominfo

MAY 17, 2018

Are your sales forecasts tied to reality? Is sales forecast accuracy more of a pipedream within your sales organization? Does the speed of your sales pipeline resemble molasses? If you answered yes to any of these questions, you’re not alone. In fact, less than half of all forecasted sales opportunities actually result in a sales win. Just under a third result in a competitive loss, and nearly a quarter result in the prospect deciding to do “nothing” ( source ).

Sales Forecasts 232

Sales Forecasts Forecasting Pipeline Scale 232

SBI Growth

MAY 25, 2018

Should you cover the entire market or double down on your sweet spot? You’re a CEO who just missed the quarterly number for the 3rd time in a row. You know what happens next. You are on the hook to.

How To 204

How To Marketing Segment Campaigns 204

John Barrows

MAY 16, 2018

Something I get asked a couple of times a week and usually has a lot of engagement when I share it on social, is the topic of voicemails. There is always a debate if leaving voicemails still makes sense in 2018. The answer, for a number of reasons, is yes. Why you should leave a voicemail. Look, I get it, no one calls anyone back anymore. Many people don’t even have desk phones at this point, so why should you even bother leaving voicemails?

Cold Calling 130

Cold Calling Guarantee Call-back Face-to-face 130

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?

Marketing

The Pipeline

MAY 22, 2018

By Tibor Shanto. If you want a safe bet, always bet against the clowns who prophesy the coming decline in the ranks of salespeople, professional, or the usual types that call on you. For years people and “sales experts,” have been telling us that sales as a profession, was going to shrink dramatically and salespeople will be replaced by a host of more efficient and cost-effective alternatives such as automation, artificial intelligence, and more.

Lead Rank 212

Lead Rank Lead Scoring Sage Segment 212

Hubspot Sales

MAY 22, 2018

Qualifying Questions. What's the business problem you're seeking to fix with this offering? What's prompting you to do something about it now? What has prevented you from trying to solve the problem until now? Have you tried to solve this problem in the past? If so, why didn't that solution work? What happens if you do nothing about the problem? Do you have a budget allocated for this project?

Prospecting 144

Prospecting Hiring Decision Maker Sales Qualified Lead 144

Sales and Marketing Management

MAY 3, 2018

Author: David Sill, DiscoverOrg As sales and marketing professionals try to navigate a world increasingly crowded by new technology, which can admittedly automate and streamline many aspects of our work, sometimes there is simply no replacement for making a human connection. Yet, if you research cold calling on the internet, you’ll find blog posts, articles and essays all preaching the death of the cold call.

Cold Calling 220

Cold Calling Survey Education Research 220

Zoominfo

MAY 1, 2018

Live streaming, or the transmission of live video, has taken the world by storm. But, because live video is unpredictable and strays from traditional marketing methods, many B2B marketers speculate whether live streaming has a place within their corporate social media strategy. Most people are familiar with live streaming in a personal capacity. Whether it’s a friend sharing what they ate for dinner or a celebrity answering fan questions, the intimate nature of live video is innately appealing t

Video 232

Video Buyer Persona Social Media Hiring 232

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Account Based Marketing

SBI Growth

MAY 3, 2018

You just reviewed the final management consulting presentation. You and your team buy into their recommendations and the evidence used to justify the approach. Owners are assigned for each deliverable and you should start seeing results in less than 3.

Tools 199

Tools Strategy 199

SBI

MAY 17, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview John Raguin , CMO of Seismic. Nancy: What are the top 3 ways your solution changes the game for a sales organization? John: Seismic is an enterprise-grade sales and marketing enablement solution.

Sales Cycle 139

Sales Cycle Collateral Distribution How To 139

The Pipeline

MAY 3, 2018

By Tibor Shanto. In disruptive time you need to take a disruptive approach to learning and adopting, One method that allows you to better understand something you have been close to for some time is to look at it through a new set of filters. Not as hard as you might imagine, if you are willing to let go and assume you were doing something entirely different but required similar thought, analysis and decision process.

Airlines 206

Airlines Sports Health Care Analysis 206