Connect2Sell
JULY 18, 2018
Your time is valuable. Every precious minute you spend with a prospect who will never be a viable buyer is a minute you’ve wasted. You need to qualify prospects to be sure they’re serious and capable, not just price shopping or browsing. The problem is that empowered prospects are impatient with your qualifying questions.
BrainShark
JULY 20, 2018
AI is helping organizations establish a much higher level of sales readiness, which means reps are closing more and bigger deals.
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No More Cold Calling
JULY 20, 2018
Don’t assume your team knows how to ask for referrals. Tim told me his team was “doing referrals.” He figured they knew how to get referrals because he told them to do it. I asked how that approach was working for him. Dead silence. And therein lies the problem. A big problem. It’s the misguided belief that “telling” translates to “doing.”. The web is replete with articles and webcasts that tell people to just go ask for referrals, like it’s common sense or something.
Hubspot Sales
JULY 16, 2018
Email is crucial to salespeople's success. You invest time in perfecting your email copy, hyperlinking the right words, and placing the right call-to-action. And if no one opens your emails, it could mean your job. That's where subject lines enter the picture. Whether you're trying to connect with an executive, sell a prospect, or simply get a friend's attention, these subject lines influence whether or not those emails get opened -- so you don't want to send a terrible one.
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.
Zoominfo
JULY 17, 2018
B2B marketers have embraced many new strategies to cut through the influx of content in our increasingly digital landscape. Yet, many tried-and-true marketing strategies continue to generate results. Among such strategies, webinars come out on top. Webinars are live or prerecorded online events, used to teach attendees about a specific topic or service.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
JULY 15, 2018
Author: Kostas Chiotis Having a powerful marketing strategy is vital to the growth and success of your business. However, most industries are highly competitive, and if you fail to launch effective marketing campaigns, you may find yourself in hot water real quick. To get the most out of your marketing spend, net exceptional ROI, and increase profits, you need to maximize your marketing efforts.
Understanding the Sales Force
JULY 18, 2018
Some of you might have seen Bryce Harper's incredible last-minute barrage of home runs in the 2018 All-Star game. It's one of the highlights of summer! Today I give you a barrage of my own with three killer videos and a powerful data-packed article.
Zoominfo
JULY 18, 2018
There’s no doubt about it—appointment setting is an important aspect of B2B sales and business growth. Landing an in-person appointment with a key decision-maker provides salespeople with the opportunity to respond directly to a prospect’s needs and pain points. Yet, scheduling B2B sales appointments is no easy task. Let’s review why: Complex Buying Committees: Selling to businesses is much more complex than selling to individuals.
SBI Growth
JULY 16, 2018
Joining us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. In today’s show, Steve demonstrates how a chief executive orchestrates the right level of inorganic growth to maximize the valuation of their.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Sales and Marketing Management
JULY 19, 2018
Author: Erroin Martin, Vice President of Sales at Conversica “These are the new leads. These are the Glengarry leads. And to you they're gold, and you don't get them. Why? Because to give them to you is just throwing them away. They're for closers.” – Blake (Alec Baldwin’s character in Glengarry Glen Ross). It’s time for a major upgrade to the way salespeople are depicted in movies.
Sales 2.0
JULY 14, 2018
Today’s post is going to include a few numbers. I’ve actually gone a step further than I’ve gone before in this post and boiled everything down to time, which is the “ultimate currency” for us humans. I collect data on cold calling whenever I see it, as I am fascinated by trying to figure out if there are better ways to prospect. I’ve got three sets of data for you here.
The Pipeline
JULY 17, 2018
By Tibor Shanto. On the run this week, so I thought I would share a quick but important thing you should incorporate into your prospecting, followed by a couple of things you need to know about and act on. It’s Later Than They Think. So we have turned the corner to the home stretch, 2 quarters down, 2 to go, and you’re stuck behind “Well it’s summer vacation time you know!
SBI Growth
JULY 14, 2018
Taking the above conclusion at face value, it forces a hard choice – drop the price and hurt margin, or maintain the price and sacrifice sales. Rock, meet Hard Place. That sort of choice can stymie decision-making, causing you to.
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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 and Marketing Management
JULY 17, 2018
Author: Warren Fowler The logic behind an online business is relatively simple – you are trying to acquire as many leads as possible and then convert them into real customers. However, this process is everything but easy. Online sales can face all sorts of problems, with duplicates being one of its worst enemies. Henry Staggers, a CRM specialist at Best Essays, recently noted: “Duplicates are multiple entries for the same person or organization in your marketing and CRM automation software.
Jeffrey Gitomer
JULY 16, 2018
After the show is over, how do I follow–up? Fast. There are companies who fax quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That's real fast.
Mr. Inside Sales
JULY 20, 2018
Five Hidden Secrets behind the Price Objection. By Mike Brooks, [link]. Learn the top secrets of closing the sale with proven training, techniques, rebuttals, responses and tips of effectively handling and overcoming the most common price objections. Of all the objections sales reps get, the price objection is still number one on the list. And it makes sense, doesn’t it?
SBI Growth
JULY 20, 2018
If you follow our Sales Benchmark Index blog, you have read our take on Revenue Enablement in the recent post “Sales Enablement is Dead – The Best Companies are Embracing Revenue Enablement.”. Revenue Enablement sits under the Revenue Operations group.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Anthony Cole Training
JULY 16, 2018
You may recall hearing in one of our videos or reading in one of our blogs the importance of identifying your zebra to build your business. In the unlikely event you did not, the purpose of identifying your zebra is to bring focus and clarity to your prospecting efforts so you don’t end up chasing or pursuing opportunities that aren’t the best use of your most asset. your time.
MTD Sales Training
JULY 16, 2018
Managing Performance for many sales managers is the holy grail – how exactly do you get a disparate group of team members working effectively together to achieve common goals and still keep them motivated? One area we are always trying to improve is the way people perform on the job, and it is vital that we understand the elements that make up an individual’s performance so we can influence them and, ideally, set some parameters for them to work around.
Zoominfo
JULY 19, 2018
In a recent ZoomInfo blog post, we declared that strategic candidate sourcing was not, in fact, dead. Instead, we proposed that technological advances have simply changed the way recruiters find and retain top talent. Today, we dive a little deeper and explore the modern candidate sourcing landscape. Our hope is that you can use this infographic and the information it contains to inform and evolve your current candidate sourcing strategy.
SBI Growth
JULY 18, 2018
There is a large, diverse ecosystem of technologies available aimed at improving sales performance. For those interested in profitably scaling your sales team, three focus areas, within new tech, standout: Artificial Intelligence applied to lead generation & qualification. Algorithms to improve forecast accuracy. CRM.
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.
Hubspot Sales
JULY 19, 2018
Realtors, you know you can’t be good at your jobs if you’re not plugged into the industry. But you also can’t start a real estate business -- or grow the one you have -- if you’re stuck behind a computer spending hours each week reading. It’s important to get the industry news, trends, and marketing advice you need quickly, so you can get back to what real estate is all about -- helping your clients.
Close.io
JULY 16, 2018
Salespeople are an ambitious group. We want to close more deals. Blast through quotas. Beat the competition. But it’s not just sales ambitions that we set our sights on. We’re also ambitious about moving up in our careers. Unfortunately, in our rush to become great salespeople, most people ignore a critical skill that every startup CEO is looking for: Being a great manager.
Alice Heiman
JULY 18, 2018
What entrepreneurial journey did you take to get you where you are today? Recently, I was on the Entrepreneur Way Podcast with host, Neil Ball. We had a great conversation and I shared my entrepreneurial journey, my ideas for being a successful entrepreneur , and even provided some life tips! Click here to listen or read further for some highlights from the podcast. .
SBI Growth
JULY 16, 2018
If the above is true for you, you are not alone – but the trend is shifting. To skip to the juice, Download the Packaging Services for Revenue Growth Assessment Tool. When we hear “services revenue” we often think of professional.
Advertiser: ZoomInfo
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.
Engage Selling
JULY 19, 2018
Sure, you’ve probably read numerous articles online dedicated to helping you make more sales. You’ve probably seen just as many videos dedicated to being healthy. Rarely though, are the two concepts ever fused.
Close.io
JULY 16, 2018
There’s a cold, hard truth about cold calling few sales reps want to admit: It doesn’t actually matter what you say. Sure, you can practice your script until your lips go numb. But those first few words out of your mouth are way less important than how you sound. What am I talking about? Take a second and think back to the last time you picked up a call from someone you didn’t know.
Troops
JULY 19, 2018
What does it look like to empower and equip a high-performance customer success team? We think it probably looks much like what Feedvisor —which describes itself as ‘the AI-first’ optimization platform for large sellers and brands on Amazon—has done. Its platform analyzes pricing, inventory, competition, traffic, and conversion data, then recommends specific business strategies to help companies increase demand, profit, and revenue.
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