SBI Growth
MARCH 10, 2017
Companies create significant value by pulling the Customer Acquisition Cost (CAC) lever. Consider a 1,200 employee mid-market company. In this example scenario, the company’s CAC was roughly $100,000 before aligning its sales and marketing strategies. However, the marketing team had.
The Sales Hunter
MARCH 7, 2017
What does your sales funnel look like? Is it full of junk? What is the % of leads at the top of your funnel that actually become customers? I see way too much time being spent on keeping names in a sales funnel just for the sake of keeping a sales manager happy. It’s time […].
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DiscoverOrg Sales
MARCH 8, 2017
If a salesman wanted to sell you a bridge in Brooklyn, you’d recognize the racket almost immediately. Today, it’s a punchline, but once upon a time, people took the offer seriously: Two people a week for 30 years bought a worthless deed to the Brooklyn Bridge thinking the document would change their fortunes with the toll fares they could charge. Turns out all they had bought was an expensive piece of parchment.
The Pipeline
MARCH 6, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . Those of you who have participated in my events or webinars, know that early on I encourage people who prospect for a living, to take pride in what they do rather than apologize for it. I encourage them to answer with pride next time some asks what they do for a living, by saying “I am a Professional Interrupter!
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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.
SBI Growth
MARCH 5, 2017
SBI peeked into the future to ask, “What will our 2025 revenue strategy look like?” Here’s what we found: 1. Siloed sales strategies will be obsolete.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
MARCH 8, 2017
What does it take to succeed in sales? Today is International Women’s Day, and what better time to celebrate all the smart, savvy women in sales ? In honor of the occasion, HubSpot is launching its #WomenInSalesDay project, a compilation of inspiring stories about top saleswomen, as well as tips and advice for women coming up the ranks in sales. HubSpot asked for my take, which is this: Women have natural strengths and talents that make us great at sales, often better than men.
Sales and Marketing Management
MARCH 9, 2017
Issue Date: 2017-03-10. Author: Pat Morrissey. Teaser: Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Unfortunately, some find that their habits can hurt theirsales productivity and their careers. Here are 11 bad habits that every sales professional should focus on eliminating. Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day.
Understanding the Sales Force
MARCH 7, 2017
Image Copyright Christian Chan. Last week I wrote an Article for LinkedIn Pulse that explored some of the statistics related to Call Reluctance. Many might think that Call Reluctance is a malady that occurred back when salespeople did their own dialing and had to book their own appointments. The truth is that most salespeople are still expected to dial and in tech companies where BDR's do that dirty work, Call Reluctance is still the primary reason why there aren't enough conversations.
SBI Growth
MARCH 7, 2017
Our show today demonstrates how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Sales Strategy section and flip.
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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.
Score More Sales
MARCH 8, 2017
On International Women’s Day #IWD2017 we wanted to help recognize some great women past and present who have served as mentors, role models, and women we simply want to give a shout out to in the field of professional selling. We are sharing two resources today.
Sales and Marketing Management
MARCH 5, 2017
Issue Date: 2017-03-06. Author: Grant Leboff. Teaser: B2B customers are taking their purchase journey online, where the influence of salespeople matters less and less. The good news is there’s still a way to sell online. It takes a new approach and great tact. Make sure you avoid these five online selling mistakes. B2B customers are taking their purchase journey online, where the influence of salespeople matters less and less.
The Sales Hunter
MARCH 10, 2017
A question I like to ask sales managers and senior managers of companies I’m working with is, “What’s your culture like here?” It’s amazing the types of answers I get. The best-performing companies always share with me an insightful answer about how they value culture and they see it as each person’s job to add […].
Mr. Inside Sales
MARCH 10, 2017
Don’t you hate it when you get back to your prospect, you’re ready to give a great pitch, you need the sale, and…and….they tell you they looked it over and they’re not interested! Wait a minute! You want to scream. Just give me a chance…. Believe it or not, there is a way to deal with this. And it’s the same way to deal with every other recurring sales situations you get: Be prepared with a solid script – or two or three.
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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
SBI Growth
MARCH 9, 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. Executives who focus only on strategy often suffer.
Sales and Marketing Management
MARCH 6, 2017
Issue Date: 2017-03-01. Author: Paul Nolan. Teaser: In 1984, Jim Koch (pronounced “cook”), then in his mid-30s, made the leap from working in management consulting at Boston Consulting Group to start Boston Beer Co. The company, makers of Samuel Adams, rented space and equipment from other breweries for more than a decade before Koch purchased his first brewery.
MTD Sales Training
MARCH 6, 2017
We had a sales call at our HQ (yes, we get them too!) and one of our sales team took responsibility for it. The caller was selling marketing services and promised a free 30-minute consultancy that would highlight where our marketing was working and where it wasn’t. But she said something that made my team member realise the company hadn’t done their homework on us. .
The Sales Hunter
MARCH 5, 2017
Where do you spend your time? Let’s face it — too much of our time is spent doing things that do not produce revenue. The role of sales is to meet customers and generate incremental business; it’s not to update stupid reports. Yes, I’m calling out the stupidity of how too much time is spent […].
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.
SBI Growth
MARCH 6, 2017
Today we’re going to demonstrate how to create clarity throughout the entire company by getting everyone laser focused on the real drivers of revenue growth. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number.
Mr. Inside Sales
MARCH 6, 2017
“It’s not the will to win that matters – everyone has that. It’s the will to prepare to win that matters.” –Paul “Bear” Bryant, football coach. It took a long time for me, as a struggling sales rep, to understand the difference in attitude and action this quote speaks to. But once I did, my sales results (and my life) changed. I used to be an inside sales rep, a financial broker selling LLC partnerships, in a company with 25 other reps.
MTD Sales Training
MARCH 9, 2017
Many of you will have seen the great film Glengarry Glenross, about a team of has-been salespeople who try to make it big in a small town. They have a visit from their boss one evening, played by Alec Baldwin. Baldwin’s character tells the team about the ABCs of sales. He says ABC stands for Always Be Closing. This is commonly known and is still preached by many sales managers around the world.
Sales and Marketing Management
MARCH 6, 2017
Issue Date: 2017-03-01. Author: Paul Nolan. Teaser: I plead guilty to enjoying a cold beer or two, and I’ve watched with amazement as the decade-long bull market in the craft beer industry shows no signs of abating. Craft brewers reported a 13 percent increase in volume in 2015, the eighth consecutive year of double-digit growth. With more than 4,250 microbreweries nationwide — more than ever before — the craft beer industry now represents 12 percent
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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.
SBI Growth
MARCH 4, 2017
Today we’re going to demonstrate how to use the product roadmap to paint a picture of happy customers well into the future. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Turn.
Mr. Inside Sales
MARCH 6, 2017
Are you going to the AA-ISP’s Leadership Summit in April? (Chicago, IL). . If so, let me know — I’d love to meet you! Also, if you haven’t purchased a ticket yet, reach out to me and I’ll give you and your team members a discount coupon to save $200! Looking forward to meeting some of you there. [link].
Increase Sales
MARCH 8, 2017
Have you ever considered how your social marketing may be a reflection of your leadership? For example, do you add people to your email list without asking permission? By taking this action what does it truly say about your leadership as well as your business ethics? Each day I must unsubscribe or mark as spam dozens of emails. Many of these come from so called “experts” on sales, marketing, leadership and even business ethics.
Zoominfo
MARCH 6, 2017
Email marketing is one of the most effective and efficient forms of marketing. Though not commonly used in logistics, email marketing has the potential to increase engagement and brand awareness amongst shippers, and can help your organization grow. Your Guide to Logistics Email Marketing If you haven’t done any email marketing in the past, creating a new strategy from scratch might sound daunting.
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?
A Sales Guy
MARCH 10, 2017
The hard work mantra, I think we all get it. At least we’ve all heard it. Hustle and grind, seem to be the key theme of today’s social memes. And it’s true, you have to work unreasonably hard to make it, and to achieve the success you want. The problem with today’s emphasis on hard work, hustle and grind memes is they don’t give us much indication on what we should be grinding on.
Julie Hanson
MARCH 9, 2017
What comes to mind when you hear the word, presentation? For many it conjures up the image of a salesperson holding court in front of a group, typically with a slide deck and limited audience participation. But this formal monologue is simply one type of presentation style in a broad spectrum of choices about how to communicate with potential customers.
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