John Barrows
AUGUST 1, 2018
The line between Sales and Marketing is getting thinner and thinner these days. Marketing is become more targeted with their messaging, while Sales is getting more generic and templated with theirs. Companies are trying to control the message by having Marketing develop templates for Sales who then send them out in bulk to try and hit their activity metrics for the day.
SBI Growth
JULY 30, 2018
Here you are. You’re a CEO. Things have been going ok…well, actually things haven’t been fantastic if you’re being completely honest with yourself. You missed your number last year, and if something doesn’t change, you will be in jeopardy of.
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SalesProInsider
JULY 31, 2018
“Nancy… you’re making this too difficult for me.” A client recently wrote those exact words to me in an email. Those are not the words I ever want to see — or hear. The email then went on to tell me how busy he was, what he wanted to “just get done”, and for me to take care of it. What came to mind as I read that email was advice I received early in my sales career: Never underestimate the laziness of your buyer.
No More Cold Calling
AUGUST 2, 2018
The odds might not be in your sales team’s favor … yet. I’ve interviewed many sales reps over the past two months, trying to better understand the challenges they face in today’s fast-paced, digital-first sales environment. They tell me they’re overwhelmed. Projects get thrown at them with no additional support or designated priorities. They recognize that customer experience is key, but they’re burdened down with reports, cold leads, and spending time with clients who are losers, which makes it
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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.
Jeffrey Gitomer
JULY 30, 2018
It's amazing how much you can learn by just keeping quiet. People think you're smarter if you're quiet. When you keep quiet, people will often ask if everything's OK.
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Sales 2.0
JULY 28, 2018
OK I need to come out of the closet. In the last two posts I did a bunch of math. I wanted to boil down cold calling vs. social selling data so we could do a somewhat fair comparison. Here’s the punchline. Cold calling: 11 hours to get an appointment. Social selling: 3 hours to get an appointment. So obviously my axe to grind is that I think social selling is the way to go when prospecting as it’s almost 4 (3.66) times more efficient/faster.
The Sales Heretic
JULY 31, 2018
People in business often use the cliché, “a level playing field” to express their desire for a fair and equitable marketplace in which to compete. But who the hell really wants that? If you’re competing with four other companies for a customer and you each have a “fair” and “equal” chance of succeeding, that means [.].
SBI Growth
JULY 28, 2018
So, you’ve reached the mid-year point and the revenue you had projected for your prized new product are a major reason that your company is behind plan. Sound familiar? If you’re a Product Leader, the above probably rings true to you. .
Sales and Marketing Management
AUGUST 1, 2018
Author: Sean Gordon By now, the benefits of using video content in marketing are clear. Research shows that video distributed via social media generates 1,200 percent more shares than text and images combined. On top of that, according to Aberdeen, companies that use video in their marketing campaigns grow revenue nearly 50 percent faster than those that do not.
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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.
No More Cold Calling
JULY 29, 2018
Here’s what you might have missed from No More Cold Calling this month. Are you asking for referrals from every one of your clients? Not just your buyers, but from all the people you meet at client companies during the buying process? I’m not a mind-reader, but I already know your answer. No one has ever answered “yes” to this question. Why? Because you: Think some people wouldn’t know anyone because your solution is too sophisticated, and they are too junior, too young, or too … fill in the bla
Score More Sales
JULY 31, 2018
We have become a society lacking in basic customer service and customer connection skills. Don’t believe me? Just go to a handful of retail stores with intent to purchase something.
SBI Growth
AUGUST 3, 2018
It is approaching the end of September. Your sales organization has just missed plan for a third straight month. And based on current performance, your organization will narrowly miss its year-end revenue targets. You hope it’s only a narrow miss.
Zoominfo
JULY 31, 2018
No. Nope. Sorry, not interested. Rejection is painful, no matter how your sales prospects say it. If you’re tempted to cry, throw your phone against the wall, or quit on the spot, we don’t blame you. However, there are better ways to channel your frustration. If you want to improve your sales performance, you must first understand why your prospect said no in the first place.
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Jeffrey Gitomer
JULY 31, 2018
"You don't take a chance when you bet on yourself", says Bob Salvin, an international distributor of medical products adapted for implant dentistry. He has customers in all 50 states and in 27 countries. How does he get them?
Connect2Sell
AUGUST 1, 2018
Is there any role in any industry with less clarity and consistency? This is an article for people who hire Sales Managers. It’s an article about the pure role of Sales Manager – a person who does not handle accounts personally but does supervise direct reports (called salespeople) whose primary function is to sell. It is not about “sales managers” who are given this title because they manage accounts or those with dual responsibility for account management and people management.
SBI Growth
AUGUST 2, 2018
Nobody wants to be the bad guy. Setting up rules and guidelines for the sales force to follow feels an awful lot like being a parent to a group of rowdy teenagers. Enter this information here, follow this new process.
Zoominfo
AUGUST 1, 2018
In our increasingly digital world, new technologies constantly emerge and change the way we interact with buyers. Some tools become permanent fixtures in marketing strategies, while others fizzle out just as quickly as they enter the scene. But, if there’s one trend that signals what the future of marketing will look like – it’s the rise of virtual and augmented reality.
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.
Jeffrey Gitomer
JULY 30, 2018
What does the Guggenheim Museum (a classic modern art museum in NYC in a building designed by Frank Lloyd Wright) have to do with sales success? They recommend you start at the top.
Sales and Marketing Management
AUGUST 3, 2018
Author: Raju Vegesna Artificial intelligence is one of the most intriguing technologies of the 21st century?—?perhaps the most. It has the power to reshape the way people live, work and play. It also has the power to fundamentally change the way companies do business. One of the first places its impact will be felt is in the sales department. AI can free salespeople from busywork so they have more time to do what they want to do?
SBI Growth
AUGUST 1, 2018
Joining us on the hbspt.cta.load(23541, '4e7a7e0e-dade-48a6-952f-c74186299010', {}); is Joel Trammell, the Chief Executive Officer of Black Box. In today’s show, Joel provides a wealth of advice to first time CEOs. Joel covers the first 100 days, dealing with.
Zoominfo
JULY 29, 2018
In today’s highly digital, constantly-connected world, massive amounts of data are created and changed every second. In fact, 2.5 quintillion bytes of data are created each day. And, if that number wasn’t hard enough to wrap your head around, 90% of the data in the world was created in the last two years ( source ). This unparalleled access to data is typically seen as great news for marketers and businesses.
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.
The Pipeline
AUGUST 2, 2018
By Tibor Shanto. Many of you are familiar with Stu Heinecke , Author/Host of “How to Get a Meeting with Anyone,” if are not familiar with Stu, you need to be, now. Stu reached for a discussion on persistence in pursuit of a client, in pursuit of success, and other steps one can and should take in engaging with prospects where you can deliver mutual value.
Anthony Cole Training
JULY 31, 2018
In June, I went on a 7-day fishing trip to Lake McCrae Ontario, Canada with 3 friends of mine. 2 weeks later, Linda and I spent 5 days in Falmouth, Massachusetts and 2 days in Boston.
SBI Growth
JULY 29, 2018
As you know, gut feel isn’t enough to justify a decision that impacts every facet of your organization. Every function of your organization, from sales to support, marketing to manufacturing, will second-guess your decision to cull one of their “sells.
Mr. Inside Sales
JULY 30, 2018
Avoid This One Error when Prospecting by Phone. By Mike Brooks, [link]. Learn about the best creative, effective phone business prospecting scripts, tools, tips, process, methods and ideas to help you successfully close more sales. On Facebook last week, there was a very brave soul who was making cold calls live. I clicked over to hear him doing it (he sells SEO services), and as I watched I noticed he was making one crucial error that was leading to him not getting very far with prospects.
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?
MTD Sales Training
JULY 30, 2018
Episode 19 Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding. This podcast includes: Ways to help you gain more repeat business. How to use the gatekeeper to get more information. An inspire me quote from Tom Peters on branding. Take a look at this episode on [link]. The post Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding appeared first on MTD Sales Training.
Anthony Cole Training
AUGUST 3, 2018
As I mentioned in my previous article, I’ve had two vacations this summer. One trip was to Canada for fishing and another to Falmouth, Massachusetts to relax and visit our niece and her family. While there we relaxed, had some great meals, walked all over Falmouth, visited with a client, and ate lots of ice cream. All the while, I continued to be amazed by the sales lessons I learned during our daily adventures.
SBI Growth
AUGUST 3, 2018
Joining us on SBI TV is Bernie Kassar, Chief Customer Officer for Xactly Corp. Bernie pioneered the field of Customer Success as one of the first SVP’s of Customer Success five years ago. And in today’s show, Bernie gives seasoned.
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