SBI Growth
FEBRUARY 18, 2017
It’s no coincidence growth executives in the top 22 percent of companies always make their number in a predictable, hassle-free way. They accomplish this by working on strategy and execution in unison. If you would like a hand, visit The.
DiscoverOrg Sales
FEBRUARY 22, 2017
Does this problem sound familiar? We spend an enormous amount of time searching for and then hiring what we think to be “A” players. We then invest time (hopefully) training those reps before releasing them into the wild, only to ask them to do several different roles. We’ve essentially taken our A players and forced them to do 2-3 different roles making them B or C players at both.
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No More Cold Calling
FEBRUARY 23, 2017
A strong stock market often makes salespeople lazy. Will the Dow Jones index hit 20,000? That’s the question I asked myself as we welcomed in 2017. I remembered when it first hit 10,000 in 1999 and then continued to rise. And I remembered early 2009, when it dropped by more than 6,000 points. That’s the thing about the economy. It goes up and down. Now that the Dow has hit 20,000, more questions arise, including the one we’d rather not think about: Is our current year-over-year, month-over-month
The Pipeline
FEBRUARY 23, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . In the late 1990’s or early part of the last decade, I remember reading a piece about a study in one of the Scandinavian countries, who were early adopters of text messaging, SMS. It pointed to the fact that more and more young people were choosing to initially interact with potential dates using SMS, one of the key reasons that rejection was easier to deal with when it was not direct, in your face.
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.
SBI Growth
FEBRUARY 23, 2017
How many times has sales missed revenue growth goals? More often than not, the root cause is a sales number that was set incorrectly. Corporate strategy is the main culprit. The sales team will consistently achieve success when your corporate.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Sales Heretic
FEBRUARY 21, 2017
Wondering where your next sales lead is coming from? Wonder no more! There are lots of places to find potential prospects—some in the physical world and some in the digital. Here are—in alphabetical order—17 of them: 1. Associations 2. Chambers of Commerce 3. Directories 4. Facebook 5. Google ads 6. Industry events 7. Instagram 8. [.].
Score More Sales
FEBRUARY 21, 2017
There are a lot of sales books out there and it is SO easy to skim them quickly and summarize that they are like other books I read about selling every month.
SBI Growth
FEBRUARY 23, 2017
Losing an ‘A’ Player causes significant pain and disruption for you. As a VP of Sales, you pride yourself on taking care of your best. SBI’s annual research survey received insights from over 2,200 ‘A’ Player Sales Reps. They told us what.
The Pipeline
FEBRUARY 20, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . Not to be overly dramatic, but most people who find out they have caner or any terminal disease, will immediately seek a cure, take steps to change their lifestyle or habits to alter their fate. Rarely or ever would they ignore it or make changes to unrelated things as a means of healing the illness.
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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.
The Sales Hunter
FEBRUARY 21, 2017
I’ve heard all the arguments, both pro and con, about using voicemail to prospect. With that said, here are a few of the things you need to do if you want to use voicemail effectively when reaching out to prospects or customers. If you’re wondering, the ideas I’m sharing below come from my book, […].
DiscoverOrg Sales
FEBRUARY 21, 2017
No matter our company or our role, I think I can safely say we ALL receive numerous prospecting emails and calls every day. Some of the messages we receive are well-crafted, on the mark, and personalized to our issues, and others….well, they just aren’t. Have you ever noticed that there are spikes in the number of prospecting emails you receive when: You change jobs?
SBI Growth
FEBRUARY 18, 2017
Today’s show is a demonstration on how a Chief Strategy Officer can help a sales team. A common challenge among sales leaders is taking strategic imperatives the CEO has laid out in the corporate strategy and translating that into an.
Sales and Marketing Management
FEBRUARY 20, 2017
Issue Date: 2017-02-20. Author: Scott Wilson. Teaser: Every business should employ a combination of marketing pillars to uphold the pressure of its success, and together produce significant results. Every business should employ a combination of marketing pillars to uphold the pressure of its success, and together produce significant results.
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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
The Sales Hunter
FEBRUARY 19, 2017
How do you spend your day? Strategically thinking or tactically responding? Top-performing salespeople and, for that matter, any successful person knows the value of being able to set their agenda when it comes to how they will spend their time. I watch too many average salespeople spend all day doing nothing but reacting tactically to […].
MTD Sales Training
FEBRUARY 22, 2017
People who manage sales have to achieve growth. There are different ways that this can be achieved: Sell more to existing customers. Prevent existing customers from going to a competitor. Find new customers. Sell new products. For many people in sales the challenge is to grow their customer base by finding new customers. However, what many salespeople fail to recognise is the potential within their existing customer base.
SBI Growth
FEBRUARY 24, 2017
SAP CEO Bill McDermott offers this advice to business leaders in a recent Harvard Business Review article: “Give the people a compelling vision and find a way to hit the accelerator harder.” Not an easy task in a company with.
Sales and Marketing Management
FEBRUARY 23, 2017
Issue Date: 2017-02-24. Author: Jason Lark. Teaser: No matter how abstract or technical machine learning might seem, understanding how to apply data-driven technology to enhance your marketing campaigns is something that modern marketers must become familiar with. Here’s what you need to focus on to get the right results. No matter how abstract or technical machine learning might seem, understanding how to apply data-driven technology to enhance your marketing campaigns is something that m
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.
The Sales Hunter
FEBRUARY 24, 2017
Leadership is the desire to succeed and the passion to serve. Leadership is not a job. It’s a lifestyle. Leadership is about making an impact on others. Leadership is not what you do in public, but rather what you think in private. Leadership without passion is management. Leadership is having the drive to achieve […].
MTD Sales Training
FEBRUARY 24, 2017
At some point in the sales process we need to make our pitch. This is an area where most salespeople could do a lot better. Most people in sales present a standard pitch that all their customers get to hear. This doesn’t work! People are different and buy for different reasons. When people buy things buyers have what we call buying criteria. These are the overriding reasons for buying that are most important to them.
SBI Growth
FEBRUARY 21, 2017
Today’s show will demonstrate how to design a product strategy to ensure it sets marketing and sales up for success. The goal of the show today is to think through product strategy using Magento as a use case. As a.
Increase Sales
FEBRUARY 23, 2017
Ever wonder why so many people are venturing into being solo entrepreneurs or SMB owners? Beyond the obvious advantage of being your own boss, my sense is these folks have witnessed great salespeople who make selling look easy. Just hop over to LinkedIn and scan a few profile summaries. Immediately you will see a difference between those who understand sales and those who think they understand sales.
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 Sales Hunter
FEBRUARY 21, 2017
We have to stop the nonsense of thinking a lead is a lead and start getting serious about the quality of the leads we get. I see far too much time spent by not only sales but also marketing at the top of the sales funnel, doing nothing but gathering leads that don’t go […].
Engage Selling
FEBRUARY 21, 2017
You have a few top performers on your sales team. That means they don’t need to be coached, right? Wrong. Your top producing salespeople need to be coached just as much as your mid or bottom performing reps.
SBI Growth
FEBRUARY 20, 2017
Today we are going to demonstrate how to increase pipeline attribution, customer loyalty, and customer lifetime value through product marketing. Our conversation today is focused on associating product marketing excellence with revenue contribution.
Increase Sales
FEBRUARY 20, 2017
Noted sales expert Zig Ziglar said an “attitude is a habit of thought.” If we apply his definition to what makes a great sales attitude, the response will be various habits of thought. Top sales performers have more than one habit of thought, more than one attitude when it comes to selling. These attitudes can be observed through sales behaviors that are supported through various talents.
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?
Markempa - Inside Sales
FEBRUARY 20, 2017
In spite of the fact that in the past pushy salespeople and poorly trained marketers have tarnished the image of the phone, I still believe that smart cold calling is still a very useful lead generation tool. Studies by leading marketing research firms like MarketingSherpa show that 92% of B2B buyers are open to cold calls if the salesperson is relevant.
Keith Rosen
FEBRUARY 19, 2017
Do you ever find it difficult to get out of bed in the morning? It’s not just due to exhaustion. There are things you’re putting up with in your life and career that’s causing stress and costing you time, money and energy. And the irony is, we’re choosing to do so. Here’s how to create a toleration-free life. Many professionals confess that, although their career is moving forward, their time is consumed with or dragged down by unwanted situations, problems, or beha
SBI Growth
FEBRUARY 19, 2017
Today’s topic is how to make marketing scientific through a marketing operations department. Shift from art to science to prove marketing’s contribution to revenue with scientific fact. If you would like help with making marketing scientific, visit The Studio, SBI’s multimillion.
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