Sales 2.0

AUGUST 4, 2018

In order to contact prospects you need to have their contact information. Today’s post is not about rocket science. This is the first post in the more practical area of actually doing this prospecting thing. During the posts about preparation I told you about getting your prospect profile together. If you did that, you should have a good sense of who you want to contact, including the type of company they work for, where they are located and their typical job title.

Prospecting 150

Prospecting InsideView Social Media Cold Calling 150

Mr. Inside Sales

AUGUST 4, 2018

The Sale is in The Follow Up. By Mike Brooks, [link]. Learn how to sell and improve sales skills with secrets of closing more leads and deals via follow up prospecting message, phone call and letter techniques. As a homeowner, I’m always having to fix something. Those of you who own homes know exactly what I mean. I’m in the habit of getting a variety of quotes for the big stuff, and it’s amazing how some companies/sales reps follow up on a sales quote (and so get the business), and others don’t

Follow-up 124

Follow-up Up-Sell Lead Rank Closing 124

DiscoverOrg Sales

AUGUST 7, 2018

Your prospects are out there right now, hunting for a solution to a problem you can solve. They’re searching online, consuming content, learning about options to relieve their pain, and forming opinions about solutions. But they’re not asking for help from your sales team. The average B2B buyer is 67% of the way through the buyer journey before they ever engage with a salesperson ( SiriusDecisions ).

Intent Data 313

Intent Data Intent Data Lead Rank 313

Zoominfo

AUGUST 8, 2018

For many sales reps, productivity is key to sales success. The more calls you make, the more deals you close. So, if your goal is to increase sales productivity, start by asking how much time you waste on non-selling activities. In a typical day, we’d be shocked if you spend 8 hours on the phone. After all, you’re not a robot. And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research. .

How To 214

How To Decision Maker Sales Forecasts Forecasting 214

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

MTD Sales Training

AUGUST 10, 2018

A salesperson on one of our workshops was bemoaning the fact that he had to make between 100 and 150 cold calls a week. He wanted our opinion on how to get more leads without having to cold call. My trainer was very diplomatic and said that, even though cold calling wasn’t the most efficient use of a salesperson’s time, you have to sometimes get hold of prospects some way or other, or your pipeline will be as empty as it possibly could be.

Leads 197

Leads Marketing Qualified Lead Cold Calling LinkedIn 197

SBI Growth

AUGUST 7, 2018

How often do you hear sales and marketing teams being critical of the product portfolio? Your products! It is easy for people to sit in the cheap seats and judge. But why does it continue to happen? Ironically, it’s because.

Marketing 191

Marketing Sales Strategy 191

Zoominfo

AUGUST 7, 2018

The digital nature of our current business landscape has caused a dramatic shift in the way companies market their products. More customers are turning to the internet to research, test, and purchase products and services. As a result, SEO has become an essential skill for all modern marketers. Yet, if you’ve worked in marketing for any length of time, you know bridging the gap between traditional marketing and SEO isn’t that simple.

Buyer Persona 196

Buyer Persona Top of Funnel Buyer Strategy 196

Sales and Marketing Management

AUGUST 6, 2018

Author: Lain Hensley Corporate Social Responsibility (CSR) is a management concept which strives to ensure that companies conduct their business in an ethical and responsible manner. Although once considered a strictly voluntary business strategy, over the past few decades CSR has come to be a mandatory policy at hundreds of organizations worldwide.

Policies 185

Policies How To Salary Motivation 185

Understanding the Sales Force

AUGUST 7, 2018

My latest data mining project reveals that the answer to this question is a partial correlation. Check out the two tables below and you'll see just what I mean.

Pipeline 195

Pipeline Data Sales 195

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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.

Sales

SBI Growth

AUGUST 4, 2018

It’s August and for most Marketing Leads that means the looming pressure of Q4 is right around the corner. In order to hit revenue targets, you’ve been instructed to generate more leads, of better quality, with less money. But what do.

Marketing 185

Marketing How To Revenue Leads 185

MTD Sales Training

AUGUST 6, 2018

Trying to get your prospect to interact with you can often be a frustrating nightmare. Making a call that is interrupting their day, especially when it sounds like a typical sales call, can be the quickest way to get a slam-dunk from the other end of the line. What can we suggest, then, that will at least get the prospect listening for a few moments?

Prospecting 184

Prospecting Face-to-face Ideal Customer Profile Industry 184

Score More Sales

AUGUST 7, 2018

I love good data. Good data in professional sales means that there is a big enough sample group (thousands, not hundreds) and from diverse industries (not just SaaS which is much more tech savvy). I also love innovation and updating what used to work with what works better.

Follow-up 171

Follow-up Inbound Leads Marketing Qualified Lead 171

Zoominfo

AUGUST 9, 2018

If you’ve worked in marketing for any length of time, you already know not every campaign is created equal—it’s inevitable, some campaigns will be more effective than others. Ultimately, the key to marketing productivity lies in your ability to pinpoint and scale your most successful marketing initiatives. If you’re interested in learning more about marketing productivity, you’ve come to the right place.

Marketing 160

Marketing Lead Rank Lead Scoring Outbound 160

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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

Data

SBI Growth

AUGUST 10, 2018

In my experience, hunters will do anything for a buck. Why then, would you pay them to shoot fish in a barrel? Whether you’re an established player entering a new market or a new entrant into an established market, your commercial.

Marketing 174

Marketing Sales SME Churn 174

MTD Sales Training

AUGUST 8, 2018

So, you’ve got hold of a prospect and they’ve replied to you or accepted your request to connect up with them. That’s a great start! But where do you go from here? What can you say that will build rapport and follow-up that initial interest? Here are some phrases that could work well for you: 1) Do you have the same challenges as many of our clients?

Follow-up 154

Follow-up Up-Sell Proposal Lead Rank 154

Sales and Marketing Management

AUGUST 8, 2018

Author: Joseph McLean When you manage a sales team, your main purpose is motivation. You have to encourage these people to do their best. Day by day, you’re implementing important management tools in practice. Whether you’re aware of it or not, you’re relying on various methods and models of management that help you get everything under control. If this is your first time managing a team, it’s best to reflect on your previous experience with managers.

Outsourcing Services 149

Outsourcing Services Guidelines Policies Travel 149

The Pipeline

AUGUST 7, 2018

By Tibor Shanto. Prospecting for new opportunities is a tense activity especially telephone prospecting. There are so many variables, too many things we can not predict or control. But there are also things we can control, and those are the things we should focus on, in fact, this is the first step to success, choosing to focus only on those things we can directly impact.

Decision Maker 149

Decision Maker Banking Call-back ROI 149

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.

Retail

SBI Growth

AUGUST 9, 2018

Q3 marks the beginning of the annual planning process. Organizations are starting to compile all the data, documentation and reports to prepare for this effort. Things are really starting to get busy. A major input to the annual planning process is.

Report 159

Report Data Strategy Marketing 159

Zoominfo

AUGUST 5, 2018

Recent spikes in job growth have led to an increasingly competitive hiring landscape. Consequently, the dynamic between hiring organizations and candidates has become more and more candidate-driven. Although a candidate-driven job market is great for job seekers, it can often make a recruiter’s job much more difficult. Think about it, as a recruiter, if you’re not proactively searching for candidates, your ideal employees are getting scooped up by other, fast-acting recruiters.

Hiring 157

Hiring Sales Qualified Lead Data Lead Rank 157

The Sales Heretic

AUGUST 7, 2018

Reaching your sales goals starts with great prospecting. But too many people don’t prospect effectively. If you don’t have a full pipeline of qualified buyers, odds are you’re making one or more of these fatal mistakes. 1. Not spending enough time on it I know, I know—you’ve got 18,000 things to do every day. But [.].

Prospecting 143

Prospecting Pipeline Sales Goal Buyer 143

Mr. Inside Sales

AUGUST 10, 2018

Inside Sales Management: Are you Measuring What Matters Most? By Mike Brooks, www.MrInsideSales.com. Learn about successful inside sales force management closing strategy, process techniques, training ideas, prospecting tools and best practices for managers and representatives. If you’re an inside sales manager , then you know all about metrics. In fact, whenever I consult with new clients, the owners and managers automatically begin showing me their call monitoring reports.

Inside Sales 120

Inside Sales Closing Training Top of Funnel 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

SBI Growth

AUGUST 6, 2018

A coordinated sales team is absolutely critical to implementing a superior customer experience framework for the following three reasons: Superior Customer Experience is proven to drive more revenue. Setting up a Structure of Farmer Account Manager with an Inside Customer Success Manager.

Customer 159

Customer Revenue Follow-up Account 159

Zoominfo

AUGUST 5, 2018

Recent spikes in job growth have led to an increasingly competitive hiring landscape. Consequently, the dynamic between hiring organizations and candidates has become more and more candidate-driven. Although a candidate-driven job market is great for job seekers, it can often make a recruiter’s job much more difficult. Think about it, as a recruiter, if you’re not proactively searching for candidates, your ideal employees are getting scooped up by other, fast-acting recruiters.

Hiring 130

Hiring Sales Qualified Lead Data Lead Rank 130

Connect2Sell

AUGUST 8, 2018

As you’re entering into 2019 budgeting processes, it’s time to talk about how to allocate your training dollars. You’re probably reviewing an array of sales training ideas. But are you also considering training for Sales Managers? You should be.

Sales Management 120

Sales Management Training Sales How To 120

Pointclear

AUGUST 6, 2018

The misconception that building an internal team of sales development reps gives you more control and costs less is widespread. In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space). What marketing and sales executives who object to partnering with a specialized firm fail to add up are all the costs of establishing an inside team.

Outsourcing Services 113

Outsourcing Services Direct Mail Sales Qualified Lead Commission 113

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?

Marketing

SBI Growth

AUGUST 8, 2018

As a CMO, you arrive to the office on Monday morning and are getting settled in. One of your functional heads pops in and asks if you have 5 minutes. You know that it will not be only five minutes and.

Marketing 149

Marketing Strategy 149

Hubspot Sales

AUGUST 6, 2018

M y name is John Sherer. And I spam my prospects. At least, I used to. You're likely thinking one of two things: " What a monster. I can't believe he did that. " or " How the heck did he ever stop? ". Unfortunately, I didn't stop mass email marketing until it stopped working. And, at that point, it's too late and you're left with no money. So, today I'd like to share the evolution of my. email prospecting. strategy and how it went from old school robotic to modern and strategic, with a series of

B2C 130

B2C Strategy Hubspot Prospecting 130

Alice Heiman

AUGUST 8, 2018

Did you know? “ 20 percent of customers at a given company are the source of 80 percent of the company’ s profits.” . You probably did and it may be that way at your company. Losing one of those 20 percent accounts can really hurt. . “Recruiting new customers costs five times as much as retaining current customers.”. “It is 16 times as costly to build a long-term business relationship with a new customer than simply to cultivate the loyalty of an existing customer.”.

Customer 122

Customer Referrals Social Media Retention 122