Sales and Marketing Management

4 Keys to Gaining the Most Value From Your CRM Program

Sales and Marketing Management

Author: John Wells Brands have finite resources and budgets but an infinite appetite for growth. Because they need to decide where to spend those precious resources, they often leave a customer relationship management program at the table without understanding its true value. That’s a mistake.

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9 Ways to Get the Most from Sales Video Coaching

Sales and Marketing Management

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries.

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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How AI Can Accelerate Sales and Bridge the Marketing Gap

Sales and Marketing Management

Author: Krishnan Venkata The rapid pace of digital innovation is forcing companies to undertake profound transformation of their entire business strategy and activities.

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.

Every Great Conversation

Sales and Marketing Management

Author: Randy Sabourin The most important things that happen at any organization are conversations. They are the reason we innovate, collaborate, sell, lead, coach, change, succeed or fail.

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.

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.

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.

How to Use Experiences to Motivate and Unite Your Sales Team

Sales and Marketing Management

Author: Walter Kinzie If you don't have problems controlling your salespeople, then you probably don't have top sales talent on your team. I should know – before I learned how to manage sales teams, I was a salesman.

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.

The Lazy Business’ Guide to Digital Customer Experience

Sales and Marketing Management

Author: Michael Deane Steve Jobs said, “You’ve got to start with the customer experience and work back toward the technology, not the other way round.” That credo helped him create one of the world’s most loved and valuable brands.

5 Sales Onboarding Errors to Avoid

Sales and Marketing Management

Author: Greg Flynn Imagine a marathon runner starting a race without having trained or even stretched beforehand. Or a restaurant serving newly conceived meals that no one had sampled previously. Imagine a new office building opening up without a strong framework and structural support.

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 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.

Sales Training Playbook by Lessonl

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

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.

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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Trump understands the art of the incentive trip

Sales and Marketing Management

Author: Paul Nolan As a businessperson, Donald J. Trump appears to be a far cry from the deal-making savant he claims to be. The New York Times reported earlier this year that between 1985 and 1994, Trump’s company reported $1.17 billion in losses, more than nearly any other U.S. taxpayer.

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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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.

Organizing and Putting Structure to a Sales Team

Sales and Marketing Management

Author: David Bernard The organization of a sales team is always relevant no matter what size a business is, whether a start-up, an SME or a Fortune 500 company. As teams add salespeople to increase their depth of talent, it is important for them to take into account the overall team structure.

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Asking Isn’t As Easy As You Think

Sales and Marketing Management

Author: David L. Varner We ask for things all the time…asking your dog to sit and stay, or your kids to go bed. Do you get what you want? Simply stated, it’s asking someone to do something. Here’s another: Rule One in sales is: “Did you ask for the order?”. Sound familiar?

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How AI Enhances Sales Intelligence

Sales and Marketing Management

Author: Anoop Bhatia 2.5 billion gigabytes of data is created daily. As a result, 90% of sales leaders cite information overload for missing quotas. So much so that 57% of sales representatives surveyed in 2018 missed their sales quotas the prior year, according to Forbes.

Does Remote Working Really Work?

Sales and Marketing Management

Author: Rilind Elezaj Remote working invokes different pictures in the minds of different people. For workers, it’s a dream come true – a peaceful day spent away from the busy and chaotic workplace.

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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.

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.

CRM 290

5 Actions to Generate More Sales from Existing Customers

Sales and Marketing Management

Five Tips for Transitioning Into a Sales Leadership Role

Sales and Marketing Management

Author: Chris Mason So many of us begin our sales careers as representatives of a company, product, service or all the above. We learn the tricks of the trade, the importance of customer service, the power of relationship building and what it feels like to win and lose.

Artificial Intelligence and the Future of B2B Sales

Sales and Marketing Management

Author: Jeff Winters You wouldn’t expect Michael Phelps to skim the pool for dead mosquitos before a big race — he’s too busy warming up. So why drown your B2B sales team in administrative tasks better served by artificial intelligence?

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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!

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.

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?

B2B 271

Make Your Sales Force Your Loyalty Program

Sales and Marketing Management

Author: John Larson A few weeks ago I was having lunch with a friend, a successful executive who has run large sales organizations for three different companies. She is a forceful executive with clear ideas of how “things should be done.”

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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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.

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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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.

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 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.

2019 State of Sales Coaching: Managers, Reps, and Enablement Pros Weigh In

Speaker: Henry Bruckstein, Founder at Canam Research, and Jake Miller, Product Marketing Manager at Allego

Virtually every sales organization sees the value of good sales coaching. So why do so few organizations do it systematically and well? Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn why--and more--from the new 2019 State of Sales Coaching survey. Our speakers will synthesize the different views from sales reps, managers and sales enablement pros to uncover common areas of misalignment, proven methods to overcome coaching barriers, and the best coaching approach for you.