Sales and Marketing Management

OCTOBER 28, 2019

Author: Becc Holland Here are the top four scariest horror scenarios to avoid being in your cold outreach so you don’t end up sending your prospects running. Pennywise from “IT” - Clowning around with your prospect too early. AEs, SDRs and BDRs make it a goal to build rapport quickly, but often try to accomplish this through unprofessional means, such as being too casual or silly and sending jokes to prospects.

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Cold Calling Top of Funnel Hiring Decision Maker 136

The Center for Sales Strategy

OCTOBER 28, 2019

What image comes to mind when you hear the words “burnout?”. Burnout is defined as an individual’s response to chronic emotional and interpersonal stressors within the workplace. It doesn’t simply happen from being bored or from working too many hours. Studies increasingly indicate other factors are behind this work epidemic and employee burnout has reached record levels.

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Study Positioning Industry Retention 55

SBI Growth

OCTOBER 28, 2019

What Is Digital First? Digital first is a marketing concept created to reach consumers on digital platforms. The intent of digital first was to optimize content through digital channels. It was a response to the demand to reach consumers on the.

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Understanding the Sales Force

OCTOBER 28, 2019

It was rainy and cool so the leaves are dropping from the trees, the peak color has passed and it's time to focus on something else.

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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

MTD Sales Training

OCTOBER 28, 2019

Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. What are some of the strategies that KAMs should follow that will give us the ability to compete effectively and bring in more business, while developing the connections with people who can bring us even more business.

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Account Strategy Decision Maker Face-to-face 145

Hubspot Sales

OCTOBER 28, 2019

Put yourself in the position of a prospect. Let's say you're working with two salespeople from competing companies at the same time. The first sends you an obviously canned email asking for a five-minute call. They follow up the call with a demo, the demo with a pitch — and before you know it, they're asking for the close. The other salesperson comments on a few of your recently shared LinkedIn posts, sends you a personalized email, and, after learning a little more about your business needs, as

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Face-to-face Advertising Advertising Call-back 107

Nimble - Sales

OCTOBER 28, 2019

If you are in sales, you are naturally aware of the factors that can help your company thrive and your revenues soar. Expanding your product line, increasing brand awareness through targeted campaigns and inventing new ways to reach out to the customers are great efficiency and profit boosters. What ultimately determines the success of your […].

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Sales Management Campaigns Revenue Sales 89

John Barrows

OCTOBER 28, 2019

This week we’re pleased to have Doug Winter on the podcast. Doug’s the CEO of Seismic Software, with over 9 years of providing slicker sales enablement solutions to draw experience from and share with us. A lot of Doug’s work is around helping sales teams plan out their content that they can use in calls, but mapping out what content they already have and tweaking it is harder than it sounds… In this podcast, you’ll learn: Sales Content Preparation.

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Meeting Scale Case Study Engineering 70

Connext Digital

OCTOBER 28, 2019

It’s no secret that automation has been making the lives of workers easier throughout the years. While some people tend to only think of it in the modern context of robots taking over jobs, this phenomenon has been happening for decades across different industries. This includes the digital marketing industry, particularly mobile marketing. With so many tools to manage just so you can boost your brand’s digital footprint, the introduction of automation in mobile marketing was a welcomed improvem

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Influencer Advertising Advertising Marketing 76

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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

Anthony Iannarino

OCTOBER 28, 2019

A new week brings new possibilities. You start with a fresh set of days with which to produce new—and potentially better—results. Maybe you are all buttoned-up and don’t need any prompts to guide you or reveal some gap you might want to close. But if you do need a starting point, let this list of 10 helpful prompts to start your sales week provide an edge.

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Partners in Excellence

OCTOBER 28, 2019

As usual, I got embroiled in a LinkedIn conversation on selling. What sucked me in was the preponderance of opinions around what we must do “to the customers,” rather than with them. We always use language of things we subject customers to: We prospect them We qualify them We pitch them We discover their needs We demo to them We propose a solution We handle their objections We deliver value to them We close them We move on to the next victim, I mean prospect.

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Customer Proposal Maximizer Objections 60

InsideSales.com

OCTOBER 28, 2019

?. Sales operations is a known but underutilized function for many organizations. Here, we discuss how to effectively utilize sales operations by using big data, understanding customer value, and collaborating with other parts of the organization. RELATED: The Definition of Sales Operations and How it Relates to Revenue. In this article: Defining Sales Operations.

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Sales Operations Revenue Top of Funnel Report 62

Hubspot Sales

OCTOBER 28, 2019

There are dozens of different pricing strategies you can use in your business, and one of the more unique options is the price skimming strategy. Price skimming is an approach to pricing your products that capitalizes on novelty, timeliness, exclusivity, and/or innovation. When used and adjusted effectively, this strategy can maximize the revenue of individual product lines – particularly when they first launch.

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Strategy Penetration Fashion Buyer 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

SalesHood

OCTOBER 28, 2019

A Sales Kickoff (SKO) is a great opportunity to align and inspire an organization to crush their goals. Karen Harrison, who led several SKO activities and workshops at Titus, outlines the steps to take to ensure a collaborative and successful SKO. Beforehand: Align with each function on message and outcomes - each presentation and activity should align [ ] The post How to Make Your SKO Collaborative and Social appeared first on SalesHood.

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How To Opportunity Sales 60

Bigtincan

OCTOBER 28, 2019

Bigtincan will be sponsoring the Sales Enablement Soiree on Thursday, November 21st which is a networking event exclusively for Sales Enablement professionals at Dreamforce. This event brings together professionals from all levels to network with one another, share best practices, and learn real-world tips for successful sales enablement programs. Why join us at the Sales […].

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Sales Enablement Networking Sales 52

SBI

OCTOBER 28, 2019

Revegy Reimagines Collaboration and Whitespace Mapping. New features in the Revegy account planning platform help leading companies drive revenue. With Whitespace+, users are provided increased clarity within key accounts, which makes cross-selling and up-selling easier by showing product penetration, competitors in play and future potential. Contacts+ helps users assess the strength of account relationships through the monitoring of email interaction activity.

SAP 52

SAP Penetration Enterprise Enterprise 52

InsideSales.com

OCTOBER 28, 2019

? Sales operations is a known but underutilized function for many organizations. Here, we discuss how to effectively utilize sales operations by using big data, understanding customer value, and collaborating with other parts of the organization. RELATED: The Definition of Sales Operations and How it Relates to Revenue In this article: Defining Sales Operations Leveraging Big […].

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Sales Operations Revenue Relationals Data 55

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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

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Sales Hacker

OCTOBER 28, 2019

In sales, as in life, communication is everything. However, things get a little more complicated than that when you introduce entire teams into the mix. That’s why we’ve decided to outline the tactics you can use as a team to build pipeline and expand your company base. Teams have strengths that isolated individuals don’t, and we’re going to show you exactly how to leverage them to close even the most complicated deals.

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Sales Qualified Lead Account Advertising Advertising 54

criteria for success

OCTOBER 28, 2019

Happy Monday, Let's Talk Sales listeners! This episode's featured guest is Jerome Deroy. Jerome is the CEO of Narativ, a company that trains individuals on their Listening and Storytelling Method in an effort to help business communications in a meaningful way. He is based in NYC and is a long-time friend of Criteria for Success. [.]. The post Let’s Talk Sales!

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Social Media eBook Twitter LinkedIn 53

Miller Heiman Group

OCTOBER 28, 2019

B2B buyers’ expectations of sellers have never been higher. In part, this is because their experience as consumers has raised the bar, according to the 2018 CSO Insights Buyer Preferences Study. Most buyers—70%—identify their needs, research potential options and target solutions long before reaching out to a seller. By this late stage in the buying cycle, it’s difficult for sellers to present new ideas or open buyers’ minds to alternative solutions.

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Conversion Infusion Decision Maker Enterprise 49

Xvoyant

OCTOBER 28, 2019

Josh Braun, the founder of SalesDNA, shows us how sales teams can reach their greatest success when they understand the customer’s world. Josh teaches us how to overcome the disconnect between the words reps are saying and what the customer’s job is actually about, and learn to speak in the customer’s language. We have to be different in a meaningful way, and then show how we are different creatively in a way that people care about.

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Customer How To Sales Coaching 48

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

Guru

OCTOBER 28, 2019

The leaves are turning, it’s finally #sweaterweather, and once we’re done getting spooky this Thursday, the winter holiday season will officially be upon us. As we gather with friends and family over the next few months, the spirit of sharing everything from favorite recipes to hotel rooms is unavoidable. Here at Guru, we think that spirit should extend to knowledge, too.

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Hotels 48

Sandler Training

OCTOBER 28, 2019

Mike Montague interviews Karl Schaphorst on how to succeed at being a purpose-driven salesperson. The post How To Succeed on Purpose appeared first on Sandler Training.

How To 47

How To Training 47

BrainShark

OCTOBER 28, 2019

There are a lot of choices when it comes to sales coaching software – here are 5 key features to consider when vetting your options.

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Sales Coaching Software Software Coaching 48

Selling Energy

OCTOBER 28, 2019

Over the past twenty years’ technology has been taking an ever-expanding role in our lives. Is it making things easier? It appears so. Is it making us happier? That’s debatable.

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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

Report

Sales Hacker

OCTOBER 28, 2019

This week on the Sales Hacker podcast, we speak with Amyra Rand , VP of Sales & Strategic Partnerships at Criteria Corp. Amyra is also a member of the Revenue Collective & the Chapter VP at the American Association of Inside Sales Professionals; she is an MBA from Pepperdine. We discuss how employee testing can improve retention, accelerate onboarding, and ensure qualified candidates reach the top of the applicant pool.

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Pipeliner

OCTOBER 28, 2019

Million Dollar Sales Questions can be used to connect, direct, and sell more effectively. Julie Holmes discusses how to ask the best sales questions in this expert sales interview with John Golden. This podcast is also a recorded live event you are welcome to view here: Learn to Ask Million Dollar Sales Questions. iTunes Podcast . The post ?? Million Dollar Questions appeared first on SalesPOP!

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How To Sales 40

Braveheart Sales

OCTOBER 28, 2019

Borrowing an idea from ESPN Xtra’s Greg McElroy and Danny Kanell and their college football show on SirusXM, here is a video blog covering a lowlight and highlight from actual sales calls we received this past week. These real sales interactions provide some great learning moments and takeaways that apply to every sales team. [link]. The post Highlights and Lowlights from Real Sales Calls with Apologies to ESPN Xtra appeared first on Braveheart Sales Performance.

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