Fri.Sep 06, 2019

The Top Five Challenges in Enterprise Sales

Miller Heiman Group

Over the last few years, enterprise sellers have enjoyed higher revenue plan attainment, and more salespeople made quota. But those gains haven’t translated into higher win rates and conversion rates, and seller attrition and customer attrition declined. These indicators reveal that sales have grown because of the booming economy, not because organizations have improved their sales methodology and processes.

The Role of Marketing in Generating Leads

The Sales Hunter

When it’s the end of the quarter and sales is missing their number, it’s easy to blame. Usually, sales will blame marketing for not giving them great leads.

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From the Switchboard to Social Media: A Brief History of Customer Service

Sales and Marketing Management

Did you know that for the first 20 years or so after telephones were invented, they were exclusively sold in pairs — and those two phones could only call each other? Given such a clunky, limited system, it’s a wonder that this method of communication caught on at all.

How to Remarkably Improve Customer Experience with a Referral Culture

No More Cold Calling

When you prospect by referral, you treat all customers like gold. I’d had it. I threw my three bananas, ketchup, and plastic mustard bottle on the counter and stomped out of the store. I’ve never had a good customer experience at that market, but this was over the top.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

Don’t settle. Have it ALL!

Grant Cardone

I’ve recently been in gorgeous Kona, Hawaii. I have never been here until this past week. There’s a lot of black lava, great food, and tradition. Oh, and perfect sunsets.

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More Trending

Podcast 114: Taking Charge of Your Sales Career With Sydney Sloan

John Barrows

This week we’re proud to have Sydney Sloan join us on the podcast. We’re partnered with SalesLoft, Sydney leads marketing as their CMO. In this episode, Sydney and John talk about what a sales career looks like right now and how you can climb the career ladder.

30 Amazing B2B Sales Discovery Questions


In B2B sales, exceptional verbal communication skills are absolutely imperative. Because phone calls are what move deals forward. As we have all experienced, it can take numerous emails back and forth to qualify a […].

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How to Add Live Chat to Your Website (Quick Guide)

Hubspot Sales

Utilizing live chat can be a groundbreaking strategy for your sales organization. With live chat, you can increase efficiency, give sales reps more time to talk to prospects further along in the pipeline, and generate quality leads.

Weekly Roundup: 2019 Sales Enablement Trends + More

The Center for Sales Strategy

- MOTIVATION -. BECOME THE PERSON WHO WOULD ATTRACT THE RESULTS YOU SEEK.". JIM CATHCART. AROUND THE WEB -. > > A Closer Look at Sales Enablement Trends in 2019 — LinkedIn. With a new NFL season set to get underway this week, I’m thinking about teamwork and complementary parts.

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2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

Over-Communicate Your Way to Increased Sales | Sales Strategies

Engage Selling

????????????????????????????????Whether it’s a prospect or a client you’ve been doing business with for years, you need to over-communicate, not under-communicate. Far too many sellers believe that no news is good news.

5 CRM tricks to help you put a smile on your customers' faces

The whole point of using a CRM tool is to manage customer relationships, isn’t it? Too often businesses use their CRM software simply to keep a record of their customer interactions, or to store their contact information.

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How to Leverage AI in Marketing?


Artificial intelligence (AI) has done wonders for the industries it’s been integrated into. For several industries, AI has been used to automate time-consuming tasks and help employees focus on other important aspects of the job — of course, automation is just one of AI’s benefits.

What’s In My Stack? (A Look at Node’s Go-To Sales Tools)

Sales Hacker

What are the tools modern sales teams use to get peak results? . Some of our partners have been kind enough to share their sales stack with the community, but we want to hear from other organizations as well.

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Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

Three Steps To Successful Account-Based Marketing

Today, I’ll talk about account-based marketing and share three steps you should follow to succeed in it. Keep reading to find out more.

The State of Product Marketing: Growing out of our Teenage Angst


Last Friday, the Product Marketing Alliance released the first-ever State of Product Marketing Report , much to the excitement of Product Marketing professionals around the world, including the group’s 3,800+ member-strong Slack community. In short, we were stoked— I’m talking reaction emojis ranging from ??to to :party-parrot: But, of course we were!

Don’t Freeze Up!

Engage Selling

Do members of your sales team freeze up at this key moment? Especially with newer or lesser experienced sales reps, the following scenario is fairly common. They secure a sales meeting with a prospect. They get ready for the meeting.

How to Succeed Between Your Ears [Podcast]

Sandler Training

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 7 Minutes. Self Development

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

Connecting the Dots to Seal the Deal

Selling Energy

In today’s blog, I have a few stories about the power of the connecting the dots, courtesy of some colleagues of mine. sales tips Selling Performance

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Renowned Law Firm SEO Expert Launches Optimization Service for Attorneys


Establishing a law firm is one thing. Getting more clients is another thing. Remember, there are lots of law firms out there. Thus, the completion can be overwhelming. That’s why you need actionable techniques to stay on top of the game.

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Are Excuses Preventing Moving Forward?

Smooth Sale

Attract the Right Job Or Clientele: Today’s conversation over a card game leads me to ask, are excuses preventing moving forward? The story is an example of what happens in the business world. Salespeople, entrepreneurs, and management all make excuses when they experience a downturn in sales.

?? Sales Management Advice for 2018


Great sales managers are hard to come by. Sales managers have a very important job in the sales world. They manage a team of sales reps. They serve as a coach and a trainer. They monitor data and statistics, and a variety of other things.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

Saleswomen Don’t Need to Be Tech Gurus to Sell Technology

Women Sales Pros

Sue wasn’t the most technical person in the world, but now she’s selling technology in a male-dominated industry. At first, she struggled to embrace the technology at a deeper level. Then she realized she didn’t need to get into the weeds. She had access to technical experts if a client required more details.She didn’t have to understand everything about how the technology worked, just how it could solve problems for her clients.

?? Sales Strategy


Host John Golden sits down with Craig Lowder to discuss the 8 components of the sales strategy as outlined in his book Smooth Selling Forever: Charting Your Company’s Course for Predictable and Sustainable Sales Growth. Craig, the founding member of the Main Spring Sales Group, is a seasoned business veteran with more than 30 years of experience in helping owners of small and mid-size businesses achieve their sales goals.

Let’s Talk Sales! Inspirational Quote by Benjamin Franklin – Episode 184

criteria for success

Today's quote from Benjamin Franklin is all about active learning! Read on to learn more about this week's Let's Talk Sales! inspiration! Benjamin Franklin Quote This month's theme is all about Sales Playbooks and how they can help you improve your sales process! And today's quote comes from Benjamin Franklin, one of the Founding Father [.]. The post Let’s Talk Sales! Inspirational Quote by Benjamin Franklin – Episode 184 appeared first on Criteria for Success.

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It’s Labor Day – Take The Week Off!

The Accidental Negotiator

If There’s A Parade, Then It Must Be Labor Day! In the U.S. it’s the week of the Labor Day holiday (on Monday). Since a lot of you will be making the most of this last gasp of summer, I’m going to join you and take the week off.

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

Weekly Sales Enablement News Roundup – September 6, 2019


Fall is a time for change. These news and tips will help you revamp your Sales and Marketing strategies for continued success into the end of the year. Selling New Products is a Matter of Will or Skill. Are your Sales reps having trouble selling new products? It’s likely not stemming from the product itself, but rather a deeper issue with sellers’ will or skill. This article explores these two categories as well as possible solutions. Where Marketing Meets Sales?Building

Scott Stratten on the Customer Experience: No Sugar-Coating


If you want to go big, it’s time to think small. . This was one of the biggest — and most important — takeaways during our recent chat with Scott Stratten. . After all, Stratten explained, very few customer relationships are built on grand gestures.

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Unlocking Brand Loyalty Using Great Customer Service Examples


In the 70s, if you stopped a random American on the street and asked, “Do you like Ford or Chevy better?”, that person would probably have chosen one or the other, claiming they’d always buy that one brand. . Fifty years later, buying a car looks nothing like what it once did. Brand loyalties have shifted. The factors that created brand loyalty in customers fifty years ago might not even faze customers today. But, here are the factors that do. . What Drives Brand Loyalty in 2019.