Openview

SEPTEMBER 17, 2018

A CEB Gartner study completely contradicts what has been conventional wisdom in SaaS, that strong customer service is a critical part of a sales team’s ability to not just retain clients but grow and accelerate account revenue. The study titled “Driving Account Growth through Smarter Account Management” found that while better than expected customer service helps retain a sales account, it doesn’t actually impact the degree to which the account grows.

Hiring 76

Hiring Ideal Customer Profile Lead Rank Study 76

Sales and Marketing Management

SEPTEMBER 17, 2018

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. Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation. If you sometimes wish there was a better way, you’re not alone.

Conversion 293

Conversion Sales Qualified Lead B2B Direct Mail 293

Partners in Excellence

SEPTEMBER 17, 2018

We know the importance of the marketing and sales process. It provides us a structured, disciplined approach to engaging our buyers. In theory, it should help us help the customer in navigating their buying process. Sounds good, what could be simpler–start at the beginning, go step by step through each stage, reach the end when the customer does, get an order, move on.

Channels 91

Channels Travel Resources Buyer 91

Babette Ten Haken

SEPTEMBER 17, 2018

Do we really understand the difference between customer service delivery and customer experience delivery? Or, do we use the two terms interchangeably? At times, our self-focused perception leaves customer service delivery up to everyone with “service” as part of their job titles. That means we assume customer service is someone else’s responsibility.

Customer Service 229

Customer Service Ideal Customer Profile Customer Face-to-face 229

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

SBI Growth

SEPTEMBER 17, 2018

Sales 233

Sales Strategy Sales Management 233

Hubspot Sales

SEPTEMBER 17, 2018

When a buyer and seller don’t align on price, you might guess the sale won’t go through. But, often, it does. So, how did they make it work? In the 1970s, researchers studied the effect of seller ability to deviate from list price. They suspected sellers with higher pricing authority would close better deals. Because their commissions were based on margin, it was in the seller’s best interest to close the best deal possible with each buyer.

Margin 115

Margin Negotiation Call-back Cancellation 115

The Center for Sales Strategy

SEPTEMBER 17, 2018

Some sellers wonder why they miss sales goals on a regular basis even though they are busy as a bee. Making “plenty” of face-to-face calls. Presenting and closing “plenty” of proposals. Conducting “plenty” of post-sale follow-up tasks. All of these activities usually equal another month short of exceeding their sales goals.

Face-to-face 82

Face-to-face Proposal Follow-up Sales Goal 82

Accent Technologies

SEPTEMBER 17, 2018

If you’re not sure where to begin, the platforms in this list are great starting points. Here are 10 sales enablement growth-hacking tools you’ll want to test out. Sales enablement managers have a lot riding on their shoulders. Their goal is to make each sales rep more profitable through training, creating relevant content, fostering efficiency, planning, strategizing and other functions.

Sales Enablement 69

Sales Enablement Tools Sales Training 69

MarketJoy

SEPTEMBER 17, 2018

The concept is simple — more qualified leads more sales, which equals more income. Most salespeople understand the importance of generating more leads to crush their sales goals, but very few are doing the necessary work to qualify those leads. Qualifying leads don’t have to be complicated or overwhelming. The reality is that you can easily qualify your leads yourself by understanding what separates the bad leads from good leads.

Sales Qualified Lead 58

Sales Qualified Lead Leads Marketing Qualified Lead Lead Qualification 58

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Sales

The Digital Sales Institute

SEPTEMBER 17, 2018

Social selling on LinkedIn has become a vital cog in the sales process and as a means to interact with people for the purpose of building credibility. Social selling as overtaken many of the older methods of interacting with business audiences because while they can still deliver results, activities such cold calling and unsolicited emails are not as powerful as they once were.

Social Selling 55

Social Selling LinkedIn Ideal Customer Profile Decision Maker 55

Selling Fearlessly

SEPTEMBER 17, 2018

Salespeople read books, blogs, listen to tapes and CDs, etc., as they struggle to improve, become better at their craft (it is a craft, folks; it’s not an art). They want to uncover all the “secrets” that make the top-tier professionals, the masters, so successful. I applaud these salespeople, I applaud their initiative; however, I think […].

How To 59

How To 59

Anne Miller

SEPTEMBER 17, 2018

You dont have to be a cook to know that you cant put ten pounds of stuffing into a five bound bird. Yet, metaphorically, presenters do that when they talk fast in an enthusiastic effort to get everything into a listeners mind as quickly as possible.

48

48

Anaplan

SEPTEMBER 17, 2018

As the entire sales world knows, Dreamforce is approaching—a fun-filled week of meeting people, sharing ideas, and learning about the new products that help sales teams perform better.

Tools 45

Tools Meeting Sales 45

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

Pipeliner

SEPTEMBER 17, 2018

Meet Deb Calvert: Deb Calvert is September’s Contributor Spotlight! Each month, SalesPOP! interviews one of our top contributors, giving readers a peek into the mind of experts in the sales industry. Calvert has had a long relationship with SalesPOP!, sharing her insights as one of Treeline’s “65 Most Influential Women in Business” and a professor at University of California, Berkeley.

Hiring 45

Hiring Coaching Pipeline Hubspot 45

Selling Energy

SEPTEMBER 17, 2018

Blah blah blah… This is a state of mind that everyone is guilty of succumbing to from time to time, whether we’re on the giving or receiving end of the communication. We’re overloaded with information every day – both visually in terms of graphics and ads, and verbally in all sorts of communications, from speeches to sound bites. It’s not surprising that many of us feel as if our culture is developing a collective attention-deficit disorder.

45

45

Selling Power

SEPTEMBER 17, 2018

Sales leaders are in a constant struggle to promote and facilitate change among their teams.

Promotion 60

Promotion Sales Sales Leadership 60

Sales Hacker

SEPTEMBER 17, 2018

The post Actionable Tips For Selling Into Challenging, Niche Markets appeared first on Sales Hacker.

Marketing 61

Marketing Webinar Metrics Sales Sales Process 61

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Data

Sales Evangelist

SEPTEMBER 17, 2018

Sometimes sales reps neglect their leads. We stop doing the things we know we need to do because we assume things will continue working the way we expect them to. Don’t take your leads for granted. On today’s episode of The Sales Evangelist, we’ll talk about the things that sales professionals sometimes neglect and why […] The post TSE 922: Don’t Take Your Leads For Granted appeared first on The Sales Evangelist.

Leads 40

Leads Marketing Qualified Lead Sales 40

Sales Hacker

SEPTEMBER 17, 2018

The post How to Use These Proven Tactics to Become the Best Networker in the Room appeared first on Sales Hacker.

Networking 53

Networking How To Webinar Metrics Sales 53

Sales Evangelist

SEPTEMBER 17, 2018

Imagine a world where you don’t have to spend any money on marketing. You have leads pouring in, deals close, and referrals pour in. Imagine being able to grow your sales without spending a dime on marketing. On today’s episode of The Sales Evangelist, Jon Ferrara shares the method he recommends to grow your sales […] The post TSE 923: How To Grow Your Sales Without Spending A Dime On Marketing appeared first on The Sales Evangelist.

Marketing 40

Marketing Referrals How To Closing 40

criteria for success

SEPTEMBER 17, 2018

This episode's featured guest is Doug Holt. He's an expert in transformational coaching, the fitness industry, and internet marketing. Doug started his career as a sports coach and personal trainer, but then quickly learned the ropes of internet marketing. Since then, he's become a life coach and earned many digital marketing and personal fitness certifications. [ ] The post Let’s Talk Sales!

Sports 40

Sports Face-to-face Twitter Coaching 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

Corporate Visions

SEPTEMBER 17, 2018

The sales kick-off needs to hit the reset button. Why? Because too many kick-offs get bogged down by product knowledge breakouts (information) while failing to deliver the very thing the event was supposed to inspire (behavior change, i.e. transformation). An over-reliance on product presentations hurts the kick-off format because these sessions often come at the expense of more customer-centric activities, including practice and coaching, that drive more energy and better performance out of the

Buyer Persona 40

Buyer Persona eBook Pivotal Energy 40

Carew International

SEPTEMBER 17, 2018

There is a reluctance to try new things and strategies in the world of professional sales. In this Selling Power Blog, Carew CEO Jeff Seeley addresses this change dynamic as it applies to sales leaders and discusses how sales leaders should approach change for their sales teams…click here to read the entire blog. The post The Most Frustrating Leadership Challenge: Change appeared first on Carew International Sales Training.

Training 40

Training Strategy Sales Sales Leadership 40

Zoominfo

SEPTEMBER 17, 2018

Ten or so years ago, podcasts were just a blip on the average marketer’s radar. Although the medium existed, it certainly wasn’t as common or as popular as it is today. In fact, 48 million Americans listened to podcasts weekly in 2018—that’s 6 million more weekly listeners than there were just a year ago ( source ). Given its rising popularity, podcasting is now an avenue marketers can explore to publish more branded content and reach new audiences.

Paid Content 252

Paid Content Marketing Social Media Top of Funnel 252

Lessonly

SEPTEMBER 17, 2018

The post ICMI Announces the Honorees for the Inaugural ICMI Customer Experience Movers & Shakers List appeared first on Lessonly.

Customer 20

Customer 20

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DiscoverOrg Sales

SEPTEMBER 17, 2018

Reading Time: 6 minutes One of you. 171,000 other people. 27,000+ sessions. 150 after-parties. Free swag for days. The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals. And with a smorgasbord of activities, you’re going to have to make some tough choices!

Account Based Marketing 120

Account Based Marketing SalesForce Top of Funnel Hotels 120

Xactly

SEPTEMBER 17, 2018

I need to brag a little. Not about accomplishments or status, but the fact that I love what I do, and I love who I do it for. Personal morale is high, and it feels good. Not that I expect you to care, really. I simply want to make it known that a job you enjoy doing does exist. It’s not a myth. In fact, there are many others like me. It’s attainable.

Compensation 97

Compensation Motivation Follow-up Promotion 97

Close.io

SEPTEMBER 17, 2018

Unless you really like sending hundreds or thousands of follow-up emails manually, you're going to love this new feature in Close.io: email sequences for salespeople. What are email sequences? You've probably heard of drip campaigns, automated emails, or auto-responders. They typically involve dedicated (and often expensive) apps, usually complex integrations with your CRM, and more often than not — a lot of fiddling with templates, layouts, and previewing emails for different email clients.

Campaigns 110

Campaigns Scale Follow-up Call-back 110