Sales and Marketing Management

The Psychology Behind Unexpected Rewards

Sales and Marketing Management

Author: Luke Kreitner The element of surprise has been proven to be a powerful motivational tool. Scientific studies show that unexpected incentive rewards stimulate areas of the brain connected to behavior development and learning.

4 Ways to Empower Sales Teams In This Environment

Sales and Marketing Management

Author: Dean Stier, CMO of National Business Furniture Sometimes they’re taking calls at company headquarters, sometimes they’re visiting with a client, sometimes they’re managing their workflow from home, and sometimes they’re somewhere else entirely.

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How to Make a Remote Sale

Sales and Marketing Management

Author: Andres Lares, Shapiro Negotiations Institute There is a small truism about connecting with people that anyone in sales can tell you, and they learned it early in their careers. When speaking to somebody on the phone, they can hear the difference when you smile. It’s true.

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5 Money-Saving Tips for International Companies

Sales and Marketing Management

Author: Peter Palladino Going international is a huge achievement that comes with hefty benefits for any business. For starters, finding reliable sources for products overseas helps businesses cut costs that come with manufacturing locally.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

4 tips for more engaging remote sales presentations

Sales and Marketing Management

Author: TIM RIESTERER Sales reps who were selling in person a few months ago are now steeped in a very different (virtual) reality. But how do salespeople feel about remote sales calls versus in-person presentations? Not good.

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Keeping Remote Sales Teams Productive

Sales and Marketing Management

Author: Dave Gerry From the U.S. and the U.K. to France and Japan, global companies and global communities everywhere have rolled out mandatory work-from-home policies amid the spread of COVID-19.

The One Thing the Best Customer Experience Companies Do Differently

Sales and Marketing Management

Author: John DiJulius The vast majority of business leaders will agree that customer service is critical to their success. However, most haven’t done what it takes to be a world-class customer service organization. .

9 Killer B2B Demand Generation Strategies To Fuel Your Marketing

Sales and Marketing Management

Author: Robert Jordan Demand generation, unlike traditional marketing strategies, refers to a data-driven marketing approach that aims to create awareness or interest for your company’s service or product first before selling them.

A Failure to Launch?

Sales and Marketing Management

Author: Tom Pisello Many new campaign and product launches fail because sellers don’t understand the new solution or didn’t even know about the launch in the first place.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

How COVID-19 could reshape sales

Sales and Marketing Management

Author: LIZ PULICE The COVID-19 pandemic has caused sales organizations to adapt overnight to a new world of social distancing and digital-only collaboration. The comfortable confines of the corporate office are off limits; customer calls are virtual-only; and plans for sales kickoffs, trade shows and other in-person events have shifted to a virtual model (or been cancelled altogether). And yet, as is so often the case, with disruption comes opportunity.

4 Strategies To Effectively Scale Your Sales Team

Sales and Marketing Management

Author: Dan Templeton No one wants a stagnant sales team. On the other hand, the thought of scaling a sales team can seem overwhelming and difficult. .

We are the sum of our actions, not our words

Sales and Marketing Management

Author: Paul Nolan Editor’s Note: Just as I resolved to live with the unending loop of coronavirus-themed commercials from the Walmarts and Amazons of the world praising their frontline employees (whom they had to be pressured into paying something close to a livable wage), the George Floyd murder and subsequent protests happened.

The 7 Habits of Highly Effective Salespeople

Sales and Marketing Management

Author: Randy Illig In 1990, I’d just started a business that would prosper or die based on my sales success. No sales, no company. At the time, “The 7 Habits of Highly Effective People” was making waves on the bestseller lists, so I picked it up.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

The right kind of help is not what you think

Sales and Marketing Management

Author: MARIA BOULDEN, EXECUTIVE PARTNER IN GARTNER’S SALES PRACTICE After a series of delays to critical upgrades, the world has blue-screened and is now in the process of painfully rebooting. We don’t know how long the process will take, nor which point we are at within it.

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Is COVID-19 messaging fatigue real?

Sales and Marketing Management

Author: Paul Nolan Melissa Sargeant is chief marketing officer at Litmus, a marketing company that helps businesses create emails that convert. It’s been about three months since the start of the pandemic. How have you seen marketers shift messaging in that time?

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Improving the Post-Sale B2B SaaS Customer Experience

Sales and Marketing Management

Author: Kaveri Kalavath Implementing enterprise software has never been easy. And this hasn’t changed, even with software as a service (SaaS) and cloud-based technology.

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Burnout Becomes a Bigger Fear in WFH Environments

Sales and Marketing Management

Author: SMM Staff. A recent survey by the IBM Institute for Business Value found more than 75% of respondents would like to continue working remotely at least occasionally, while more than half want it to be their primary way of working after the coronavirus crisis ends.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

How Sales Leaders Can Motivate Younger Employees through Purpose-Driven Incentives

Sales and Marketing Management

Author: Leeatt Rothschild Younger employees are committed to the issues they’re passionate about. Millennials are now the largest group in the workforce , and like their Generation Z coworkers, they care deeply about environmental and social causes. They expect their employers to care, too.

The Coronavirus Changes Our Perspective on Sales and Marketing

Sales and Marketing Management

Author: Janis Rozenblats A global pandemic just shut down the world…and reordered it. A pandemic that puts a thin line between life and death before our eyes has changed the way many of us look at our line of work. . .

Incentives and Rewards: A Closer Look

Sales and Marketing Management

Author: Tim Houlihan In my conversation with Jana Gallus from UCLA’s Anderson School of Management, we examined the ways that precision impacts the effectiveness of rewards. Her research points to important aspects of how rewards, the signals they send and their efficacy are affected by precision.

5 Reasons Why Your Email Marketing Is Falling Short

Sales and Marketing Management

Author: Nick Lisette Email remains one of the best marketing tools at our fingertips, and yet it’s also one of the most underutilized. This may be because people have email fatigue, thanks to overflowing inboxes and endless untargeted vies for their attention.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

Pricing challenges posed by a pandemic

Sales and Marketing Management

Author: Paul Nolan. Under normal circumstances, you may have been able to set a competitive but fair price for your company’s goods or services and stick with it. These are anything but normal circumstances.

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How to sell to leads during and after COVID-19

Sales and Marketing Management

Author: RYAN SHAPIRO Let’s face it: The novel coronavirus upended life in a lot of different ways. Economies nosedived, entire cities shut down overnight and most employees have been forced to work remotely until further notice. But humans adapt quickly.

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Sales Reps Are Ideally Suited to Work From Home

Sales and Marketing Management

Author: SMM staff. Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. 1 job for being best suited to work remotely.

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Why Is Today’s Revenue Process Stuck in the Pre-Industrial Age?

Sales and Marketing Management

Author: Evan Liang You've probably seen me. I'm that guy standing in line looking slightly annoyed. Not that I mind waiting my turn, mind you, but because often I can spot a faster, better process to get everyone through. .

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Simple Steps to Creating an Inclusive Workplace

Sales and Marketing Management

Author: Jacklyn Walsh No two customers are the same and an organization’s sales force needs to be as diverse as its customer base. More inclusive and diverse workforces better understand the customer and have a higher chance to outperform the competition.

Is Your Sales Team Leaving Money On The Table?

Sales and Marketing Management

Author: Andres Lares The phrase “leaving money on the table” is an idiom that means not getting as much money as you could from a transaction.

5 Reasons Why Your Email Marketing Marketing Is Falling Short

Sales and Marketing Management

Author: Nick Lisette Email remains one of the best marketing tools at our fingertips, and yet it’s also one of the most underutilized. This may be because people have email fatigue, thanks to overflowing inboxes and endless untargeted vies for their attention.

Tackling Low Morale Among Remote Workers

Sales and Marketing Management

Author: Tanner Corbridge. Keeping people engaged is complicated when we’ve been told to stay apart. To manage effectively and create action, we need to come together as we’ve never done before. Morale becomes strained as outside influences push in.

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Marketing-Led Post-COVID-19 Growth Strategies

Businesses are laying off workers, shutting their doors (some permanently), and struggling to react to the radical destruction that coronavirus (COVID-19) is doing to our society and communities. Most have already sustained massive damage, and we still have yet to see the scope of impact of the global pandemic that has upended the globe. Any return to normalcy may seem far-off, but sales and marketing are on the front lines of restarting the economy. When the dust settles, we have a responsibility to turn our shock and grief into fierce determination, and lead the charge of responsible, strategic, sustainable future growth. However, there’s no team better suited to lead that charge than the marketing department. Marketers are uniquely positioned to provide creative solutions to aid their organization in times of change and chart a course for navigating success.

Leaders Must Be Mindful of the Story Behind the Story

Sales and Marketing Management

Author: Gary Burnison, CEO, Korn Ferry. At a time when different work needs to get done?—?and and work needs to get done differently?—?we we leaders have to change. Today, everyone is a leader, and it culminates in how we make others feel.

Is Working From Home Inevitable or Overrated?

Sales and Marketing Management

Author: Paul Nolan. Corporate leaders are asked to look forward and plan ahead, especially in times of great shifts such as the one we are experiencing.

The Office As a Recruitment Tool

Sales and Marketing Management

Author: Paul Nolan Some companies are ditching office space as a cost-cutting measure. The Wall Street Journal reports that Skift Inc., a 60-person business media company that covers the travel industry, will not renew its leases on office space in Midtown Manhattan and London when they expire.

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Make Your Content Impossible to Ignore

Sales and Marketing Management

Author: Carmen Simon People act on what they remember, not what they forget. The latest scientific research places memory at the heart of decision-making.

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How ZoomInfo Helps Overcome the Top Pain Points of Inside Sales

Recent digital transformation has shifted the B2B landscape by ushering in the era of buyer empowerment. With more access to user reviews, analyst opinion, and industry research, decision-makers are more informed than ever while navigating what is now known as the “buyer’s journey.”