Sales and Marketing Management
FEBRUARY 3, 2020
Author: Toby Murdock Seeking peer recommendations before making a purchase or signing an agreement is nothing new – it’s been part of commerce since the beginning. From farmers asking their neighbors for advice on the best cattle feed suppliers to celebrities promoting toothpaste in television commercials, another customer’s experience is a powerful endorsement.
Anthony Iannarino
FEBRUARY 5, 2020
There was a time when a post like this would be about salespeople who used high-pressure selling techniques, the hard sell and bullying to cause their polite, conflict-averse prospective clients (i.e., victims) to buy products or services under duress. The craft we call “sales” has evolved, and thankfully, the sales techniques described here are lost forever and unknown to salespeople.
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John Barrows
FEBRUARY 6, 2020
One of the hardest things to do in sales is “create urgency” when it’s seemingly not there. Sales reps try to manufacture urgency all the time by proactively offering discounts at the end of the month, but that’s just sad. But how do you actually “create” urgency? Let me be clear – you can’t. As the CEO of my own company, I sat down with my team towards the end of last year and mapped out our plans for the coming year.
Connect2Sell
FEBRUARY 5, 2020
In last week’s CONNECT2Sell blog post, we got an overview of why communication skills are so crucial to sales success. In fact, out of all the soft skills required for selling, communication skills may be the most important of all. The surprising takeaway is that there are a minimum of 20 specific skills under that broad umbrella of communication.
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.
The Pipeline
FEBRUARY 4, 2020
By Tibor Shanto. Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. It like others prophesied that the size of the B2B sales population in North America would shrink by 25%.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
FEBRUARY 5, 2020
Many CEOs often ask us while planning for 2020, “what’s the secret marketing sauce? What’s worked for your other clients when it comes to the marketing mix? What isn’t working?” And as most CMOs can agree, there’s no such thing.
MTD Sales Training
FEBRUARY 3, 2020
Who would you rather talk to? A new person who you haven’t met before, or a close friend? Who do you trust more? A salesperson you’ve never seen trying to sell you something you’ve never bought, or someone you’ve known for some time and with whom you have great rapport. Who would you rather sell to? Someone who has never heard of you, or an existing customer who knows you, your products and your reputation?
Anthony Cole Training
FEBRUARY 7, 2020
In this blog post, we present a question that may force you to look yourself in the mirror and ask, "What can I do better as a salesperson to increase my sales in 2020 and beyond?".
Bernadette McClelland
FEBRUARY 7, 2020
I shared a link on Facebook of a casual family get together where the entire family sung one of my all-time favourites “One More Day” from the epic Les Mis. Twice I watched it and twice I felt goosebumps. Why? It couldn’t just be the fact that this family has AMAZING musical genes when it comes to harmony! Could it be because music finds something within us?
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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.
SBI Growth
FEBRUARY 7, 2020
Before the 2008 recession, Intel pushed out rivals by keeping its product cycles tight. With a philosophy that innovation would move the market in its favor, Intel devoted itself to delivering the fastest and latest technologies. Being ahead of the.
Mr. Inside Sales
FEBRUARY 7, 2020
What characteristics make up leadership? Are you born with these traits, or can you develop them? How early in life do you know you were meant to be a leader, and how do you position yourself, throughout your career, to express and expand on this calling? And what role does adversity play in either derailing or energizing and propelling you forward?
Anthony Cole Training
FEBRUARY 4, 2020
In our second blog post focusing on increasing sales in 2020 and beyond, we discuss the differentiating factors between "elite" salespeople and the rest of the pack.
Zoominfo
FEBRUARY 5, 2020
It’s tough to name a marketing tool more powerful than the mobile phone. That’s right—these days it’s less of a phone and more of a lifeline that consumers are connected to nearly 24/7. They don’t just surf the web and refresh their social media feeds. They’re also using their mobile phones to interact with businesses […].
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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
FEBRUARY 3, 2020
It’s 2020, and you are just launching your annual go-to-market strategy. You are feeling good about your plan. You have solid teams around each initiative and feel confident that the timeframes are achievable. You made some big bets, and you.
John Barrows
FEBRUARY 4, 2020
In the first of my brand new series, I’m pumped to have a long-term mentor sit and talk to me for 20 minutes about how he sets himself up for a successful day, every day. John Barrows is my first guests on the “James Picks Brains” series, which will actually be a little shorter than this interview was. We’re going to be talking to sales reps, leaders, practitioners and people who are doing everything they can to crush it so we can find out what they’re putting in to
Membrain
FEBRUARY 5, 2020
Dear Company Leader, I see you. You’re frustrated by your sales organization. By its lack of growth. The missed forecasts. Failing to meet targets. Your sales leaders send people to training, and nothing gets better. They invest in new tools, but the problems remain. You pour tons of investment into strategic consulting and big, fancy new initiatives, only to have them peter out and yield nothing or less than nothing.
Zoominfo
FEBRUARY 3, 2020
As we reflect on the past year, it’s important to recognize 2019 as a year of change, growth, and most of all, innovation. We saw new businesses take the spotlight, and we saw existing ones make waves with major changes to the way they operate — all in the name of progress. In fact, the […].
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.
Anthony Iannarino
FEBRUARY 4, 2020
If you are a human being with a heartbeat, the ability to fog a mirror by breathing on it, and in possession of a work email address you were foolish enough to use to fill out a form on a website, then you are in someone’s prospecting sequence. You are likely in dozens of sequences, few of which are relevant, many being nothing less than an automated, brute force form of persistence.
John Barrows
FEBRUARY 3, 2020
This week we’re pleased to welcome Matt Green to the podcast. Matt’s building an amazing community of sales, CS and marketing professionals in Chicago with Sales Assembly and is always learning from what they’re doing to crush their market. Matt shares his take on what they’re doing well and how he see’s the ways prospecting has changed recently…. In This Podcast You’ll Learn: Prospecting in Communities.
Salesmate
FEBRUARY 4, 2020
Business owners always employ sales playbooks, frameworks, and various strategies. The reason: they want to profit and scale. Sales methodologies have played a significant role in helping businesses realize the revenue goals. Sales have gone through many changes in the past decade. There have been experiments on the way businesses can grow their revenue cycle.
Adaptive Business Services
FEBRUARY 5, 2020
I have spent a lot of time recently contemplating the state of outbound prospecting. To be fair, most of what I am about to discuss is based on my experience as a buyer vs. as a seller. As a salesperson, I see this as a very serious concern. I also need to make it very clear that, as we discuss these methodologies, we are looking at them for use in cold prospecting.
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.
Zoominfo
FEBRUARY 5, 2020
It’s tough to name a marketing tool more powerful than the mobile phone. That’s right—these days it’s less of a phone and more of a lifeline that consumers are connected to nearly 24/7. They don’t just surf the web and refresh their social media feeds. They’re also using their mobile phones to interact with businesses and make purchases.
John Barrows
FEBRUARY 3, 2020
Successful sales processes usually have a ton of “yes”. The trouble comes when we don’t get the most important yes. The “Yes, I will buy from you”. In a lot of ways, this comes down to the buying process. You might be thinking that I’m referring to your sales process. I’m not. I’m referring to your buying process. How do people give you money? That’s the question.
SBI
FEBRUARY 4, 2020
Executive Interview: with Wayne St. Amand, CMO of Allego. In this series, we ask Sales Tech Executives to talk about Selling as a Buying Experience. NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS? . WAYNE: Now that we all live on our phones, a buyer’s experience has emerged as a make-or-break touchpoint in B2C.
Chorus.ai
FEBRUARY 7, 2020
Emilia D’Anzica says growing up around her family’s pizzeria in Kelowna, British Columbia, caused her to gravitate naturally toward a career in customer success. “I’m sure as soon as I was old enough, my dad put a wet rag in my hand and told me to wipe down the tables,” she laughs. “That put me right in front of customers — and I’ve been focused on them ever since.”.
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?
Membrain
FEBRUARY 2, 2020
The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling?
John Barrows
FEBRUARY 4, 2020
James Bawden is one of the hot talents in the sales development world right now. He’s in the trenches, on the frontlines every day. Prospecting into new accounts, following up, doing his best to exceed his number and get his team to do the same. He’s got a killer podcast, a great personal brand and has an interesting story of how he found his true passion in an inside sales job, after working in retail sales.
Close.io
FEBRUARY 5, 2020
It’s time for the showdown: CRM vs spreadsheet. Which one does your business really need? When you put these two in a ring and let them fight, there’s obviously a clear winner. Spreadsheets are a huge step up from Post-it notes and email threads, and using a template like our SalesTable CRM spreadsheet templat e can help a small business get started with lead tracking and organize contacts.
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