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

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 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

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

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

SBI Growth

FEBRUARY 20, 2018

Joining us for today’s show is Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype. Jennifer has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. She took over the sales leadership role.

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Enterprise Enterprise Sales Leadership Sales 243

Sales and Marketing Management

FEBRUARY 22, 2018

Author: Jim Ninivaggi, Senior Vice President of Business Development, Brainshark Sales rep attrition remains a vexing issue for organizations?— with companies losing about one out of every three reps each year, according to The Bridge Group. Nearly half of that turnover is voluntary, and the impact reverberates right down to the bottom line. The effects are especially painful and pronounced when the sophomore and junior-year “curse” strikes?

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Retention Hiring Lead Rank Quota 192

Score More Sales

FEBRUARY 20, 2018

A daily meetup might sound like another bad, regularly scheduled meeting only this one is quite possibly the best meeting of the day. We’ve talked about them before – sometimes I call them Powwows – other times huddles.

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Meeting Sales B2B Sales Leadership 191

The Sales Heretic

FEBRUARY 20, 2018

Too many salespeople—and too many companies, for that matter—rely on the tactic of beating everyone else’s price in order to make the sale. And it’s understandable why: Price is always an issue for buyers, and dropping your price to match—or undercut—a competitor’s price is an easy thing to do, requiring no thought or effort. But [.].

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Buyer Company Sales Prospecting 190

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Data

SBI Growth

FEBRUARY 21, 2018

Each year, many sales leaders face the reality of an increasing target and static headcount. Some are blessed with new products or additional marketing to support the cause. Others are left with the challenge of doing more with less. Sales is.

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Face-to-face Sales Marketing Tools 209

Jill Konrath

FEBRUARY 22, 2018

I was psyched. My goal? To set up a meeting with the SVP of sales at a targeted software company. I’d researched his company, knew their objectives and strategic initiatives and uncovered some game-changing trigger events.

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Software Software Objections Research 187

The Sales Hunter

FEBRUARY 19, 2018

What habits are you clinging to out of tradition? Are they giving you the sales success you need? There is likely something in your life that you need to be doing differently. What is that something? I can’t answer that for you, but I know you can. And your ability to answer it will have […].

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Motivation Video Sales Selling Skills 189

Understanding the Sales Force

FEBRUARY 20, 2018

I received two pieces of bad news about some horrible statistics. The first is about my award-winning Blog. It seems that readers stay with an article for an average of only one-minute or so. That means that most readers don't finish the article, fail to get to my summary, and often don't read long enough to get my point. Basically, everything that comes after the fourth paragraph is not being read.

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ACT Relationals Opportunity Closing 178

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 23, 2018

Our guest today on SBI TV is Brendan Cournoyer, Vice President of Marketing for Brainshark. Last year, Brendan and his team completed a successful brand transformation and he’s here today to share with his peers the behind the scenes view.

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B2B Revenue Marketing Positioning 176

No More Cold Calling

FEBRUARY 22, 2018

Your product doesn’t matter, your customer does. Sometimes other people communicate our message better than we do. They add a twist, a new insight, different phrasing, and a unique perspective. That’s what happened last year when I spoke about asking for referrals at the Sales Masterminds Australasia event in Sydney, Australia. The room was packed with nearly 100 people who were curious about different approaches to prospecting.

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Referrals Cold Calling Customer SalesForce 176

Zoominfo

FEBRUARY 19, 2018

There’s no way around it: Social media has drastically changed the way modern companies do business. As a society, our constant need to be connected has expanded our pool of potential customers and made them infinitely more reachable. But, what do you really know about social selling? The truth is, most sales reps haven’t received any formal training in this area.

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Social Selling Social Media Decision Maker Ideal Customer Profile 184

MTD Sales Training

FEBRUARY 21, 2018

We’ve never been so time-poor. With everything inside and outside of our control exerting pressure on us to deliver, it’s not surprising that many things that should be done miss their deadline. One of those things that often goes by the wayside is proper and complete preparation for a sales presentation. Because so many other things are pressing us for attention, we sometimes feel that we don’t have to give preparation for our presentations that much time.

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Loyalty Prospecting Up-Sell Sales 163

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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

SBI Growth

FEBRUARY 19, 2018

The recent explosion of business intelligence and analytics tools has resulted in organizations measuring everything under the sun even if it is unclear what the metric is telling you or how to best leverage it. We often find that the.

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Analytics Tools Churn How To 174

Connect2Sell

FEBRUARY 21, 2018

A lot of sellers I’ve talked to lately are really concerned about AI. They’re concerned that chat bots and other automated programs are going to replace them. that there won't be any room left for their selling skills in the workforce. Well, I think that's a long way into the future. But I also think, based on buyer research, that any seller who wants job protection can differentiate themselves by doing a few simple things.

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Selling Skills Research Buyer 148

The Sales Hunter

FEBRUARY 20, 2018

Last week I shared 7 things the top 1% of all prospectors do to ensure they stay in the top 1%. This week I continue the list. If you did not read items 1-7, you can check them out at this link. As you read through the list, focus on the one item you want […].

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Prospecting Selling Skills Sales 152

MTD Sales Training

FEBRUARY 22, 2018

Salespeople are great conversationalists. That is, they find it easy to discuss opportunities and possibilities with prospects, listening to their needs and wants, and working with them to deliver great products and services. But once in a while, you need a pep up, a lifting of the spirits. Especially if things aren’t going well and sales are drying up.

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Journal ROI Influencer Industry 120

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.

Cold Calling

Zoominfo

FEBRUARY 18, 2018

It’s that time again. If you’re a regular reader of our B2B blog, you already know the drill. But, for the newcomers, welcome! Each month we publish a list of our five favorite articles that we’ve contributed for outside publications. This month we focus on the marketing technology stack, the power of direct dials, productivity myths, SEO, and more!

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B2B B2C Marketing Demand Generation Agencies 124

Hubspot Sales

FEBRUARY 19, 2018

I have a confession to make: I haven’t recorded a new voicemail greeting since 2014. In the past four years, I (hopefully) have become more articulate, poised, and self-assured. But hear my voicemail recording, and you’d think I was still new to the work world, a little unsure of myself -- and probably not an authority. Obviously I need to update it.

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Call-back Hiring Engineering Google 142

The Sales Hunter

FEBRUARY 23, 2018

This was another “traveling apocalypse” week. To make matters worse, this was the third one I’ve had already in 2018. What began as a well planned week covering engagements in 3 cities — Baltimore, Dallas and Los Angeles — turned into anything but that. I encountered hail, lightening, rain, snow, mechanical problems, computer glitches, lost […].

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Travel Selling Skills Sales 144

SBI

FEBRUARY 22, 2018

2018 is poised to be a particularly busy year for people looking to start new jobs. With the unemployment rate at a 17-year low, and companies planning to accelerate hiring plans, opportunities for career growth and advancement will be bountiful. According to the Bureau of Labor Statistics, most American workers will switch jobs 10 to 15 times between the ages of 18 and 48, so there has never been a better time to make a career change.

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Decision Maker Closing Prospecting Top of Funnel 139

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Pointclear

FEBRUARY 23, 2018

Before addressing that question, let me ask another. What is a lead? Is it the name on a list you bought from a content aggregator for $23? Is it the person who signed up for your webinar this week? Is it someone who swiped their badge at the tradeshow you attended last month? While all of these scenarios have potential, none could be called a lead.

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Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

Hubspot Sales

FEBRUARY 22, 2018

First-time sales outreach response is plummeting. According to Jill Konrath , 97% of all business calls now go to voicemail. It's never been more important for salespeople to be good at leaving voicemails. Not only that, but voicemail can -- and should -- be measured, coached, and improved. Through personal experience and research, I’ve been able to identify the most effective voicemail script -- along with the keys to implementing it -- so you leave voicemails that generate an incredible respon

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Call-back Case Study Follow-up Research 141

Membrain

FEBRUARY 18, 2018

Late last year I attended a presentation from Brent Adamson , Coauthor of The Challenger Sale and Principal Executive Advisor at CEB (now Gartner). He spoke on sales enablement. something that everyone needs to own within the enterprise.

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Sales Enablement Enterprise Enterprise Sales 118