Sat.Jan 16, 2016 - Fri.Jan 22, 2016

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How to Score More Sales Leads: Don’t Believe the Buyer 2.0 Myths

No More Cold Calling

Do your sales reps really prospect based on fairy tales? A long time ago, in a galaxy far, far away … Well, you know the ending to that famous story. You also know it’s just a myth, a fable, a legend. It’s entertaining, but not real. Fictional stories belong in books, movies, or in the theatre—not in real life. Yet, many sales reps buy into the mythical statistics and ridiculous promises floating around the Internet about how to drive sales leads in the digital age.

Lead Rank 241
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Will You Ruffle Some Feathers or Spread Your Wings?

Bernadette McClelland

Hang on, am I supposed to be this super successful, sales guru/expert/ authority who knows what she wants in the world, is a beacon of hope for salespeople and sales leaders and puts on a mask to show that she […]. The post Will You Ruffle Some Feathers or Spread Your Wings? appeared first on Bernadette McClelland.

Sales 220
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How Targeting Improves Win Rates and Shortens Sales Cycles

Understanding the Sales Force

Now that we are nearly 3 weeks into the new year, have you changed anything with regard to goals, strategies or plans? How about targets? A few small tweaks to your targets can have a huge impact on revenue! Targets are obvious but at the same time, misunderstood. Of course I have the usual baseball analogy, which I'll skip along with the target analogies for Golf, Basketball, Soccer, Football and Hockey.

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A Sales Viewpoint – Sales eXecution 325

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . With the election cycle in full swing in the USA, many (some) are reflecting on what their point of view is on key aspects of life to be impacted by the outcome of the election. This includes things like economic viewpoint, free market or centrally controlled economy; global viewpoint vs. protectionist, and more.

Hiring 175
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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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2016 offsite trends: it’s all about personalization and sharing

Sales and Marketing Management

Issue Date: 2016-01-01. Author: Paul Nolan. Teaser: The IMEX Group, which operates the most notable meetings and events expos each year in Frankfurt and Las Vegas, released its short list of trends and buzzwords for business in 2016. The IMEX Group, which operates the most notable meetings and events expos each year in Frankfurt and Las Vegas, released its short list of trends and buzzwords for business in 2016.

Trends 139

More Trending

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4 Ways To Prevent Post Sales Training Stagnation

MTD Sales Training

Most good sales managers recognise the need to develop their sales teams and these managers often see the rewards that come from training their staff to build skills and attitudes. Oftentimes, though, the changes and improvements are short-lived and the return to the ambient levels of performance shows that the investment hasn’t been as worthwhile as originally thought.

Training 145
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Give It Up!

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . One piece of advice many pundits, especially motivational types, offer up to sales people, noticeably more this time of year than towards the end, when they change their tune, is “Don’t give up”, or the right wing version, “Never give up.” Often giving example of people who persevered against all odds and finally delivered an invention that now stands the test of time.

Quota 163
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Sales and the Art of Whale Hunting: Part III

Sales and Marketing Management

Issue Date: 2016-01-20. Author: Mark Godley, CRO HG Data. Teaser: In Part III of a three-part series, HG Data’s Chief Revenue Officer tells the story of Whale Hunter #4 - The Buyer's Friend. In Part III of a three-part series, HG Data’s Chief Revenue Officer tells the story of Whale Hunter #4 - The Buyer's Friend.

Buyer 125
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Ask for the Sale Five Times – At Least!

Mr. Inside Sales

How many times have you seen a commercial (either a TV ad, a public billboard, ad in a magazine, etc.) for Coke-a-Cola? Perhaps I should say how many times a DAY do you see one? Now you’d think that people already know about Coke-a-Cola, but did you know that Coke still spends billions of dollars a year on advertisements? Why do you think that is? It’s the same reason that infomercials run over and over and over again.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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The Evolving Risks and Roles of CISOs in 2016

DiscoverOrg Sales

Chief Information Security Officers (CISOs) are charged with more responsibility than ever before: Maintaining the enterprise vision, while ensuring technology assets are protected. In CISOs Identify the Biggest Security Challenges as They Enter 2016 , Security Current sheds light on the top-of-mind issues affecting CISOs today. IT security vendors are wise to recognize and capitalize on emerging trends: The Risks for CISOs.

Banking 120
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3 Great Reads That Will Elevate You To Sales Excellence

MTD Sales Training

I’m often asked by salespeople and sales managers about how they can develop their skills on a regular and consistent basis, and the obvious answer is to learn from experts and people who have been there and done that’. But it’s easier said than done. A quick search on Amazon shows over 300,000 books just on the subject of sales. When you widen your search to include CDs, DVDs, videos and the like, the number climbs to over 1.6 million.

Guarantee 120
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The Hidden Knowledge in Your UC System

Sales and Marketing Management

Issue Date: 2016-01-01. Author: Stephen Davis. Teaser: A call center manager holds a critical and often stressful role within the organization. Responsibilities include handling call volumes to agents, shifting staffing levels and coaching new call center employees. UC systems can make these demanding tasks much easier so the manager can focus on what really matters, improving service by coaching his staff.

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The Value Disconnect by SMB Leadership

Increase Sales

Isn’t it ironic that those in SMB leadership roles want their customers to see the value in their products or services and yet when it comes to those same SMB professionals buying the solutions of others, the first words out of their mouths “Is how much will this cost?” Credit www.gratisography.com. This week I receive a solid sales referral from a colleague.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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What to Stop, Start and Keep Doing to Drive Sales Growth (Part 1 of 3)

Anthony Cole Training

What to STOP Doing:

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5 Sales Leadership Tips to Foster Employee Engagement for Best Results

Sales Result

“Actions speak louder than words” is a sentiment we’re all familiar with. If you are a CEO or in another position of sales leadership, your words and actions have a big impact on the people who work beside and beneath you. Today’s blog is about saying what you’ll do and doing what you say to build a high-engagement sales organization under your leadership.

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Sales and the Art of Whale Hunting

Sales and Marketing Management

Issue Date: 2016-01-18. Author: Mark Godley, CRO HG Data. Teaser: The first of a three-part series in which HG Data’s chief revenue officer tells the stories of several whale hunters he has known and lessons to learn from them. The first of a three-part series in which HG Data’s chief revenue officer tells the stories of several whale hunters he has known and lessons to learn from them.

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In Sales FREE Devalues the Value of Your Expertise

Increase Sales

Recently at a business to business networking luncheon, another business coach included within his elevator pitch “a FREE 60 minute business strategy session.” The goal was obvious to get a meeting with a decision maker and hopefully increase sales. Call Rick Gosser at 219.808.9888 to buy this T-Shirt. I must admit I used to say this as well. Over time I changed the word from FREE to complimentary, but the end result was the same.

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Giving The Customer More Than They Paid For

Partners in Excellence

We’ve long had the idea that a value proposition has to do with “exceeding customer expectations” or “giving the customer more than they paid for.” I’ve held that position but am questioning it. Instead, perhaps the real value proposition is giving the customer exactly what they want/need at a price they are willing to pay for it.

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The 7 Cs of Customer Service

Tom Hopkins

Customer service is often thought of as an after-thought to be delivered when it's needed. I think it should be incorporated into every client contact. The post The 7 Cs of Customer Service appeared first on How to Selling Skills. Related posts: Handle Sales Challenges Promptly. Who are you helping? Them? Or yourself?

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Sales and the Art of Whale Hunting: Part II

Sales and Marketing Management

Issue Date: 2016-01-19. Author: Mark Godley, CRO HG Data.

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Time to Kick Your Social Marketing into High Gear Part 3

Increase Sales

In business results matter. Social marketing is no different. Your goal is to increase sales, expand your pool of qualified sales leads and continue build your credibility and influence. When sales professionals and SMB owners decided to incorporate social marketing as one of several marketing channels, this is not a one time event or a sporadic action.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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Sales management coaching – the power of the positive

Sales Training Connection

Sales coaching. Good sales coaching is a balance – a mix of feedback on things that go right, as well as, things that don’t. The problem is we tend to get out of balance. It is easier to see the ineffective – faults and mistakes than to detect and analyze skillful performance. Inevitably, this colors the feedback we give. It is much easier to focus on the negatives than the positives.

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Value Prop Aligned With What The Customer Values?

Partners in Excellence

Not long ago, in speaking with a top executive, he expressed great frustration with all of the sales people trying to sell a major new system for his team. Shaking his head, he said, “Dave, they just don’t understand what they are trying to do. All they keep talking about is how much money they are going to save me. I really don’t care about that, I want to know how they are going to help drive my revenue growth!

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What Should Marketers Do Differently in 2016?

Bigtincan

[link] If marketers want to be successful in 2016 they need to be smarter about content. Today’s mobile enterprise can no longer support the content-overload approach that it historically has taken. To be smarter about content, marketers must have access to actionable content analytics—such as what specific slides are being used with prospects throughout the […].

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Time to Kick Your Social Marketing into High Gear Part 2

Increase Sales

To kick your social marketing into high gear also requires the building of communities who will readily share your postings, blogs, quips, photos, etc. Without these supporting communities, you cannot leverage the one to many concept. To build these like minded communities begins with the presumption you understand social marketing is a two way street of engagement and not the traditional one way street of traditional marketing.

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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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Kyle Porter’s Q&A with Sales Development Directors: Chris Pham of Birst

SalesLoft

Last week, Salesloft CEO Kyle Porter sat down with two Sales Development Directors, Birst’s Chris Pham and Zenefits’ Robby Allen. They each provided us with some real-life insights on some of the most overarching themes of the booming sales development movement. Take a look at what Chris had to say to Kyle’s questions about the handoff between the SDR and the AE, the philosophy behind an SDR’s career trajectory, and what sales development really means to him.

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My “Bot” Will Talk To Your “Bot”

Partners in Excellence

Recently, I was asked to comment for an eBook on Attention Scarcity In Marketing. It’s an interesting topic, you’ll see my contrarian position in a few weeks when it’s published. It’s not hard to understand this issue, yet I suspect the culprits in creating this Attention Scarcity are marketing and sales folks. It seems the favored method to catch attention is to escalate the volume of communications (both figuratively and literally).

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The Flipped Classroom Action Plan in Just 5 Easy Steps

Mindtickle

Companies that implement ongoing education for their employees are setting the stage for long-term success. Your employees need to upgrade and broaden their skills periodically as well as stay familiar with the latest industry trends, technology, and practices. This can’t be understated. Technology evolves rapidly in most industries. Failure to maintain the skills needed to succeed, makes it challenging for employees to perform their duties with any degree of productivity.