Sales and Marketing Management

Email: The Next Frontier in Digital Marketing (Yes, Really)

Sales and Marketing Management

Author: Corey Frank Ok, you’re a sales gal (or guy). And it’s circa spring 1860. . Here’s your pitch: You have an express mail system that can reach a targeted inbox 1,900 miles away that is powered by oats, rancid bacon and creek water, and costs north of $100 per message sent.

Hard for you to say you’re sorry?

Sales and Marketing Management

Author: Tim Riesterer Have you ever had a service problem with a customer and worried about the damage it could do to your relationship and long-term revenue prospects? Maybe they won’t renew. Maybe they won’t buy more.

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5 Steps to Creating a Scalable, Flexible Event with a Solid Video Strategy

Sales and Marketing Management

Author: Justin Hartman Technology has infiltrated almost every aspect of our lives from business to education to healthcare. Now, it’s changing the way we plan, host, and attend events. But how has streaming video transformed the events world? In the past, events were limited to space and time.

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Align Your Sales and Marketing Teams in 5 Easy Steps

Sales and Marketing Management

Author: Steve Randazzo Any marketer worth his or her salt knows you have to understand your audience members before you can engage them. But the most important audience you have isn’t potential partners or customers – it’s the folks on your sales team.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

5 Keys for Motivating Your Top Salespeople

Sales and Marketing Management

Author: Kevin F. Davis It goes without saying that your top salespeople are the backbone of your team. Sure, they keep the sales rolling in, but they also play a key role in keeping your entire team motivated. When your top few are hard at work, the rest of the team aspires to their greatness.

The Science Behind Successful Sales

Sales and Marketing Management

Author: Lance Tyson In the hypercompetitive field of sales, escalating goals have become standard. In over two decades that I’ve worked in this industry, I’ve never encountered an organization that said to me, “You know what? This year we’d be fine with flat or declining sales.”

How to Adapt to the Well-Educated Modern Buyer

Sales and Marketing Management

Author: Kelly Bosetti Salespeople once played a significant role in educating buyers about their options and helping them come to a decision regarding a product or service, but times are changing.

Workplace Wellness Can Deliver a Healthy ROI

Sales and Marketing Management

Author: Paul Nolan The mission of Atlanta-based Hodges-Mace, LLC, is to help its client companies communicate clearly the full details about their employee benefits package so workers can get the most out of them.

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The Hidden Talent in Your Ranks

Sales and Marketing Management

Author: Conner Burt The current labor market remains among the tightest in modern history. As such, many companies today are beginning to look with renewed interest at their most readily accessible talent pool when filling open roles: their own employees.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

The Role of Artificial Intelligence in Relevant Buyer Experiences

Sales and Marketing Management

Author: Theresa O'Neil, Chief Marketing Officer of Showpad Today’s B2B buyers have higher expectations than ever before, and their criteria for making purchase decisions is evolving. While having a great product at the right price point is certainly important, it doesn’t guarantee success.

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6 Foundations for Successful Sales

Sales and Marketing Management

Author: John Harris About five years ago, we established a relationship with Larry Williams, one of the principals in the Williams Leslie Group, to help EnerBank improve sales performance.

How to Write a Marketing Plan in Six Easy Steps

Sales and Marketing Management

Author: Lonny Kocina A well-executed marketing plan is like a GPS. It guides your customers into your sales process. Done right, your marketing should result in more leads, higher sales and a stronger brand.

How to Write a Winning Direct Mail Sales Letter

Sales and Marketing Management

Author: Warren Fowler Sales teams and marketers focus on digital communication so much that they seem to forget the power of offline promotion channels.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

4 Steps for Getting More Out of CRM Data

Sales and Marketing Management

Author: Tessa Burg In a perfect world, your sales team and your marketing team work side by side to find and close customers. In the real world, however, less than half of companies believe their sales and marketing teams are in any sort of alignment at all.

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How Sales Specialists Help Reach Your Customers

Sales and Marketing Management

Author: Steve Norman I recently saw the CMO of a high-profile company present at an international marketing conference. I was surprised to hear him talk about the fact that his company was now embracing specialist sales roles.

The Future of B2B Sales

Sales and Marketing Management

Author: Brad Soper, Andree Radloff and Mark-Daniel Rentschler What will sales divisions look like in the future?

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4 Negotiation Strategies to Help Your Sales Process

Sales and Marketing Management

Author: Dean Kaplan As the head of a collections agency, I work with many different kinds of businesses. One thing many businesses with collection issues have in common is that they focus too strongly on making a sale, and not strongly enough on improving their sales process.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

6 B2B Sales Trends for Amazing Success in 2019

Sales and Marketing Management

Author: Sabrina Ferraioli “A trend gains power over time, because it’s not merely part of a moment, it’s a tool, a connector that will become more valuable as other people commit to engaging in it.". — Seth Godin.

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The Race for AI-Driven Sales Success Starts Now

Sales and Marketing Management

Author: Anil Kaul Co-Founder and CEO of Absolutdata Artificial intelligence — AI for short — is already changing the world in countless ways. Millions of people use devices like Amazon Echo and Google Home to find out more about products and services they need or to control their home environment.

Empower Your Sales Team to Close the Deal With Video

Sales and Marketing Management

Author: Hope Horner Sending email after email to leads just doesn’t work like it used to. Especially now, when new sales-related tech seems to crop up weekly: data management systems, sales forecasting, customer relationship management software, and automated email marketing platforms.

Does Your Product Description Create a Guessing Game?

Sales and Marketing Management

Author: SMM Staff It’s been said that if you can’t clearly explain what a company does in a sentence or two, you shouldn’t buy shares of their stock. The same holds true in marketing.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Six Sigma and Your Sales Process

Sales and Marketing Management

Author: David L. Varner I noticed organizations continually invest time and money to improve sales team effectiveness, but which one?

You Are the Brand

Sales and Marketing Management

Author: Mark H. Kalan As a long-term practitioner of marketing, now over 40 years in duration, I have often been challenged by the concept of “The Brand,” what it communicates, what it means, what it stands for and how it is integral to an organization’s position and ultimate success in the market.

3 Ways Technology Can Streamline Your Sales Performance Management Strategy

Sales and Marketing Management

Walking the Tightrope of Sales Compensation Modeling

Sales and Marketing Management

Author: Dave Egloff, Senior Director at Gartner For many organizations, sales commissions are the highest variable expense and unfortunately, very challenging to forecast. That is an uncomfortable fact — the chief sales officer’s highest variable expense might be the most challenging to predict.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

Sales in a Digital World: Adopting an Omni-Channel Approach

Sales and Marketing Management

Author: Chanan Greenberg The sales landscape is shifting – customer service is becoming the most important factor for buyers, expected to surpass both product and price within three years, according to the Customers 2020 report.

Why Consultative Selling Does Not Work for Prospecting

Sales and Marketing Management

Author: Wendy Weiss, The Queen of Cold Calling™ I was recently working with a new client. His mission is to set up appointments on behalf of his manager. My new client was stressed and frustrated and having no success.

What Makes the Best Teams Tick?

Sales and Marketing Management

Author: Kurt Nelson PhD & Tim Houlihan It’s important to begin by acknowledging that teams are different from work groups. We often use “teams” to describe groups of people who work together, like sales teams.

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5 Ways to Deliver a Truly Impactful Sales Kickoff

Sales and Marketing Management

Author: Joe Andrews We just wrapped up sales kickoff (SKO) season. Typically, in January and February, depending on fiscal calendars, we all see pictures of salespeople in our networks posting party pics from Las Vegas or some other city’s convention center.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

How a Manual SEO Audit Can Improve Your Sales Funnel

Sales and Marketing Management

The world we live in today is one where the intangible has never been such a vital part of daily life. Empires are built on information. Empires are also toppled because of information.

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Sales Pitch Ideas for Your Next Meeting

Sales and Marketing Management

Author: Lewis Robinson Sales meetings have become so normalized that people forget how powerful they are toward the growth of an organization. Sales meetings today have become just another item on the to-do list.

Want to Create Amazing Experiences? Start With Design Thinking.

Sales and Marketing Management

Author: Pete Dufner As a creative director in a past life, I witnessed Natasha Jen’s “Design Thinking is Bull ” presentation back at the HOW conference in 2017. That’s why I approached this article carefully, with eyes wide open and BS detectors set on high. (If

B2B Sales Emails that Open Conversations with Executives

Sales and Marketing Management

Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.