SBI Growth

JANUARY 31, 2018

Our guest on SBI TV is Mike Volpe, the Chief Marketing Officer for Cybereason. Mike is a who’s who among CMO’s. Often called the “godfather of inbound marketing” for his work in taking inbound marketing from an idea to a movement.

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Connect2Sell

JANUARY 31, 2018

Buyers really do prefer to work with sellers who are confident. Confidence is not only among the sales tactics that work best, it's also a way to inspire buyers to be confident, too.

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Buyer Sales Strategy 163

SBI Growth

JANUARY 31, 2018

Will you touch the right accounts and how is your sales leader assigning the reps to the right accounts? What accounts get you bigger deal sizes? Account management and segmentation is one of the keys in enabling a solid sales strategy.

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Account Revenue Ideal Customer Profile Segment 246

MTD Sales Training

JANUARY 31, 2018

It’s completely normal to pick up on small habits when working in sales, whether you’ve been in the role for a year or for ten! But how do you really know you work in sales? We’ve put together a funny video including all the ‘sales person signs’ Take a look at it below: Well what did you think? Relatable? I thought so! Happy Selling!

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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.

Sales Cycle

Zoominfo

JANUARY 31, 2018

No matter how many times we’re told email marketing is dead, the channel continues to be an effective way to generate revenue. In fact, studies show that email marketing has a 4400% return on investment ( source ). But, that’s only if you do it correctly. The days of batch and blast emails are long gone. It’s no longer good enough to send your entire customer database the same offers.

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Segment Email Marketing Marketing Buyer Persona 124

Alice Heiman

JANUARY 31, 2018

Your customers know you appreciate them, right? . Valentine’s Day is right around the corner and I’m sure you’ve already gotten gifts for your loved ones. It’s a day that we show our loved ones that we care. Here at Alice Heiman, LLC, it’s our favorite time of the year to show our customers how much we appreciate them too. .

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Customer Referrals Opportunity Meeting 99

Hubspot Sales

JANUARY 31, 2018

Definition of Business Acumen. Business acumen is the ability to combine experience, knowledge, perspective, and awareness to make sound business decisions. It’s the practice of good judgement and the capacity to consider a holistic, long-term view of organizational needs. What sets sales leaders apart from everyday reps? Why are some salespeople more effective at closing deals?

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Ideal Customer Profile Churn Face-to-face How To 107

Pipeliner

JANUARY 31, 2018

(If you haven’t read it, see Sales Process is a Big Deal! (Part One)). A sales process includes all the steps that are taken from the time a prospect indicates interest in a product or service to their acquisition of that product or service and beyond. Sales cycles differ based on various factors such as industry, sales or distribution channel and the nature of the product or service.

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Sales Process Harvest ROI Sales Cycle 71

Sales Hacker

JANUARY 31, 2018

Sales development is a passion of mine. Say what you will, I don’t consider the sales development rep (SDR) an entry-level role. SDRs aren’t just telemarketers: they’re the front line of your company’s first-impressions. If you blow that first impression , it’s difficult to recover. And as more and more outreach becomes automated, more prospects tune out and you have to try harder to be memorable.

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Sales Meeting Meeting Telemarketing How To 68

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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

Membrain

JANUARY 31, 2018

There’s no doubt that disconnected systems and siloed information can kill organizational effectiveness. In an effort to combat this, many companies strive to buy integrated solutions that can handle data and processes across all organizational functions, from marketing and sales to ERP, HR, production and supply chain.

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System Data Marketing Company 60

SalesforLife

JANUARY 31, 2018

The vast majority of the front-line sales leaders I met cannot accurately articulate the corporate goal for their company or departments' fiscal year. Most of the time I will get either blank looks when I ask, or I’ll get a lot of “um… well… it’s complicated. Do you want total sales, new sales—what exactly do you want?” (As they look around the room at their fellow front-line sales leaders to come save them with an answer).

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Sales Leadership Sales Management Exact Sales 59

The Brooks Group

JANUARY 31, 2018

Effective pre-call planning helps your salespeople convert more prospects, yet many salespeople either don’t do pre-call planning, or they don’t do it well. As the manager, you can help your salespeople win more deals by coaching them in these key pre-call planning skills. Skills to Master Pre-Call Planning . One: Research the Prospect and Their Company.

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Exercises How To Ideal Customer Profile Cold Calling 60

The Center for Sales Strategy

JANUARY 31, 2018

If you are in sales, you can’t avoid price competition altogether, but you can take steps to reduce the focus on price. You need to behave in such a way that you are working with the prospect to create specific value, using your product or service as part of the solution. The alternative is that you present general value by pitching your product or service as the solution—inviting the type of product comparisons that lead to price negotiation.

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Competition Comparison How To Negotiation 55

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.

Cold Calling

Anne Miller

JANUARY 31, 2018

(Originally published Feb. 27, 2014 more relevant today than ever. Steve was great friend, very much missed, and a brilliant naming consultant.) Steve Rivkinis a master naming consultant who points out how popular one word titles are. Television.

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Sales 54

Adaptive Business Services

JANUARY 31, 2018

I started my B2B selling career in 1977. I’m not even so sure how good of a salesperson I was but, inside of two years I was the sales manager. From then until 2005, just about my entire career was in management and ownership positions. While I was probably pretty good at management, for the most part I hated it but, it was almost as if you can’t get out of it once you’re in it.

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Cold Calling Buyer Persona Referrals Social Media 54

SalesLoft

JANUARY 31, 2018

You may have heard it said that you never get a second chance to make a first impression. In the 21st century, this dogma extends beyond face-to-face conversations and into the virtual communication that comprises inside sales. As such, successful modern sellers are able to kick off relationships with productive, valuable conversations, setting the tone for an entire deal.

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Face-to-face How To Quota Buyer 52

Bigtincan

JANUARY 31, 2018

My Top 3 Solutions at NRF Here are some really cool solutions I saw at NRF that spoke to the above and beyond. A2B Tracking: I’ve seen a lot of RFID and scanning solutions over the years, but A2B’s RFID scanner, using Zebra tech, is just elegant. It doesn’t require line of sight to find […].

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Retail 52

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Mindtickle

JANUARY 31, 2018

?. In this 25 minute podcast Steve explains: What makes a great sales team. How sales enablement needs differ within sales teams and how technology can help address this. How Kaizen can be applied to sales teams to improve their productivity. “Whatever type of sales team you have, the larger it gets the more important the sales enablement and sales operations role becomes.

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Hiring Sales Enablement Territories Inside Sales 52

Corporate Visions

JANUARY 31, 2018

You may not be a golfer, but you know an awkward swing when you see one. You’ve probably never acted in a movie, but you can easily spot bad acting. If you think recording yourself in sales character is weird, or narcissistic, get over it. It’s the best way to prepare to excel in the moment during customer conversations. And, it can even serve as the foundation of a training approach that, through a system of expert coaching and feedback, turns observable practice into demonstrated profici

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How To Case Study ACT Coaching 53

Mindtickle

JANUARY 31, 2018

?. In this 25 minute podcast Steve explains: What makes a great sales team. How sales enablement needs differ within sales teams and how technology can help address this. How Kaizen can be applied to sales teams to improve their productivity. “Whatever type of sales team you have, the larger it gets the more important the sales enablement and sales operations role becomes.

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Hiring Sales Enablement Territories Inside Sales 52

Sales Evangelist

JANUARY 31, 2018

Today’s snippet is taken from one of the training sessions at the TSE Hustler’s League, where we discuss yet another challenge of forgetting to ask for a referral and how you can overcome that! Steps to Help You to Remember to Ask for a Referral: Set weekly goals. Make it a habit to set a […] The post TSE 760 -TSE Hustler’s League-“Don’t Forget to Ask” appeared first on The Sales Evangelist.

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Referrals Training Sales 40

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

RAIN Group

JANUARY 31, 2018

Most of the buying journey is complete before buyers talk to sellers. Cold calling is dead. It's impossible for sellers to break through to buyers. Buyers don't want to hear about your capabilities. With all the information on the internet, buyers do their own research. Sellers hear these messages all the time. But are they true?

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Cold Calling Prospecting Research Buyer 40

Hyper-Connected Selling

JANUARY 31, 2018

The post Hyper-Connected Selling Idea #32 appeared first on David J.P. Fisher.

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Eyeful Presentations

JANUARY 31, 2018

We’re in the thick of Sales Kick-Off season. At this moment, thousands of sales people across the land are packing bags and preparing to depart to an exotic location for days of back-to-back presentations about new strategy, products, skill development and marketing plans. Travel and entertainment budgets will be stretched, and sales activity temporarily halted as a large chunk of your business takes a moment out to prepare for the year ahead.

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ROI Travel Intent Objections 28

Hubspot Sales

JANUARY 31, 2018

Every year at InsideSales.com Labs, we dig through thousands of data points to identify how the world of sales has changed. This year, we found technology has changed the way we sell -- so profoundly and permanently that companies that don’t adapt won’t survive. Read on for our specific discoveries about salespeople, processes, systems, compensation, and winning strategies. 1.

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Direct Mail Industry Salary Compensation 97

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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Sales Hacker

JANUARY 31, 2018

In this article, I’m going to breakdown what effective sales management is from an executive standpoint. For sales leaders that go above and beyond the call of duty, I call them “Super Sales Managers.” Specifically, we’ll be looking at 5 things super sales managers do to maximize efficiency while enabling their AEs for long term success: Make sure the AE is doing the right things.

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Sales Management Top of Funnel Account Pharmaceuticals 86

Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. if you haven’t jumped on that bandwagon, you clearly aren’t one of the cool kids. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

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Account Based Marketing Account Marketing Territories 57

Pipeliner

JANUARY 31, 2018

3 Strategies To Increase Performance. Happy New Year, and welcome to 2018! For the last few weeks I have been interviewing CEOs and top level performers about their strategies for success. Specifically, what they are doing to really ignite their own passion for success, as well as fully engage their employees, and drive sales in their organizations.

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Handbook Account Motivation Sales 49