Sales and Marketing Management

DECEMBER 16, 2019

Author: John DiJulius The vast majority of business leaders will agree that customer service is critical to their success. However, most haven’t done what it takes to be a world-class customer service organization. . A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year.

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Company Customer Insurance Insurance 423

Understanding the Sales Force

DECEMBER 16, 2019

Before I can make any predictions for 2020, let's start with these ten simple truths about selling for proper context. ONE: Selling is not as difficult or as simple as many would have you understand. TWO: While there are certainly nuances that influence how selling changes based on the target audience and complexity, selling is essentially the same whether it is technology, pharmaceuticals, capital equipment, financial services, cars, components, accounting or any of 200 other industries.

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Pharmaceuticals Sales Methodology Influencer Motivation 221

MTD Sales Training

DECEMBER 16, 2019

Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. Here, we discuss five aspects of negotiation that will help you improve when carrying out those stages: Prepare with your customer in mind.

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Negotiation Margin Discount Face-to-face 211

Zoominfo

DECEMBER 16, 2019

In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. Here’s how we did it. Is cold calling dead? Don’t worry: today’s blog post isn’t another rehashing of the same tired argument sales reps hear on a near-daily basis. We’ve written at length about the state of cold calling, and we’ve explained why the phone remains an essential tool in the modern sales rep’s arsenal.

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Cold Calling Call-back Competition Scale 200

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

DECEMBER 16, 2019

To expand or not to expand – that is the question. Scaling your business beyond the borders of your existing territory is a prospect that is at once full of potential, and full of danger. Many companies’ fortunes have been won.

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Scale Territories Prospecting Company 177

Aviso

DECEMBER 16, 2019

Pulse Checks for Better Deal Execution: As 2019 draws to a close, we are thrilled to announce Aviso’s newest product update: Contextual System of Nudges. With Aviso’s nudges, sales and go-to-market teams can better close the loop between forecasting and deal execution. Nudges not only help prevent deal slippage by reminding users to act early […].

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Forecasting ACT System Closing 90

Hubspot Sales

DECEMBER 16, 2019

A career in real estate isn’t smooth sailing for many who enter the field, with over 75% of new real estate agents leaving the industry within their first five years. However, if you dream of having a successful career in real estate, all hope is not lost. Job outlook for real estate brokers and agents is expected to grow 7% from 2018 to 2028 which is faster than the average growth rate across all occupations.

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Real Estate Training Licensing Hiring 92

Babette Ten Haken

DECEMBER 16, 2019

We Stories create the most compelling client stories. The next time you are client-facing, pay attention to how many times you say the word “I.” Or even use the term “we,” but really refer to your internal team of “we”, instead of your client or client’s team of “we.” When our clients cannot discover themselves in the stories we tell, they remain unengaged.

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Ideal Customer Profile SME Face-to-face Engineering 85

John Barrows

DECEMBER 16, 2019

Decision makers and champions are parts of a salesperson’s everyday life. We’re constantly reaching out to talk to decision makers or champions that can help us land that next deal and solve that problem or pain for a customer or client. But how do you spot genuine decision makers and champions? Lots of people are out there and are not actually changing anything or working on what you’re trying to help them achieve.

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Decision Maker Coaching Social Media Buyer 78

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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

Keith Rosen

DECEMBER 16, 2019

We understand that in most organizations, the the sales manager has become pivotal. They are driving the sales team, which is the company’s engine room. The primary objective of a professional sales manager needs to be: “To achieve consistently superior results through the performance of every key individual.”. THE SALES FUTURIST ROUNDTABLE: If companies were effectively developing their managers, then: *43% of sales managers do not receive effective training prior to taking up the role. *1 in 3

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Pivotal Engineering Coaching Sales Management 77

Nimble - Sales

DECEMBER 16, 2019

Managing a remote team of employees doesn’t come naturally to most people. How can you oversee a group of diverse individuals located in different areas but are working on the same goal? Even though the fondness of remote working is something that unites them, other things like the ability to communicate in a virtual environment […]. The post 6 Tips to Successfully Manage Your Remote Sales Team appeared first on Nimble Blog.

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Groups Sales 81

Connext Digital

DECEMBER 16, 2019

Data has become the bread and butter of marketing. From executing better content marketing material to coming up with improved ad campaigns, marketers are now guided by analytics to refine their next move. Strategies and processes that used to come from trial and error are now backed by figures, allowing companies to achieve their business goals at a faster rate.

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Data Marketing Ideal Customer Profile Demographics 80

Xactly

DECEMBER 16, 2019

Communication is key to the success of your organization. But how can sales teams achieve alignment with your company’s goals? (Hint: incentive compensation!).

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Incentives Incentive Compensation Sales 77

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

The Center for Sales Strategy

DECEMBER 16, 2019

In part one of this three-part blog series , we addressed the overall power of employee engagement. Engaged employees mean a reduction in regrettable turnover, increased productivity, and an increase in key customer retention. In part two of this series, we’re incorporating transparency as a way to boost overall employee engagement. When done well, transparency creates trust between employers and employees, helps improve morale and lower job-related stress, and therefore increases employee engag

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Company ROI Retention Relationals 68

Tenbound

DECEMBER 16, 2019

Earlier this year I had the opportunity to talk with Peter Kazanjy, the founder of Atrium Sales Analytics and the Modern Sales Pros community, on The Sales Development Podcast. As sales professionals, we all have a part in advancing the science of sales, with innovations and new technology coming along all the time. For Peter it’s exciting, fun, and intellectually challenging to be at the.

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Analytics Sales Opportunity 74

Gong.io

DECEMBER 16, 2019

How has alignment contributed to LinkedIn’s success? Why has it been critical for scaling their SDR org of over 350 reps? What metrics should you focus on? On a recent episode of the Reveal podcast, we connected with VP of Global Operations at LinkedIn, Lehka Doshi, for answers to these and other questions that are top of mind for revenue leaders. Here are the key takeaways and highlights from that episode.

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Scale LinkedIn Forecasting Revenue 62

Cience

DECEMBER 16, 2019

Hi, [pause] mmmm… this is Joe from ABC company… [long pause] mmmmm I’m calling to… mmmmm…. I’m calling because…. Oh! Never mind! [hangs up]. Does this sound familiar? Most reps had at least one embarrassing call like that. And many will receive at least one over the course of their professional lives, no matter the industry they’re in. Let’s talk about the key to success in your cold calling effort — the cold calling script !

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Cold Calling Lead Generation Lead Rank Sales Qualified Lead 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

Data

Sandler Training

DECEMBER 16, 2019

Dave Mattson, President and CEO of Sandler Training, interviews Chris Underwood, the most recent winner of CBS's Survivor, on how he used Sandler sales techniques to win the show and win more deals. Chris attends Sandler Training in Chicago. The post How to Succeed Winning Survivor and More Sales with Chris Underwood [Podcast] appeared first on Sandler Training.

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How To Training Sales 54

Selling Energy

DECEMBER 16, 2019

Whether you like it or not, social media is here to stay. It has become a permanent part of the online landscape. If you’re trying to establish yourself as a sales professional, it is much more difficult to reach customers if they can’t find you on Twitter , Facebook , LinkedIn or other social media platforms. This is also the case for Yelp , one of the most popular social marketing tools on the internet.

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Social Media Media Twitter Facebook 52

Close

DECEMBER 16, 2019

When selling SaaS products to businesses and enterprises, how can you move the sale ahead when a prospect is stalling? What can you do to accelerate the sale and close the deal sooner? There are essentially three ways of creating urgency in SaaS sales.

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Closing Enterprise Enterprise B2B 52

Bigtincan

DECEMBER 16, 2019

Whether you like it or not, today’s businesses in every sector run on data. Even in the most “human-centric” profession, data and machines rule the landscape. Machine-learning for sales and marketing doesn’t mean replacing sellers and creators with robots. Instead, it automates tasks and helps us focus on our more “human” strengths.

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Benefit Sales Enablement Data Sales 52

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

criteria for success

DECEMBER 16, 2019

You hear a lot about sales coaching, but what is it? Who needs it and who is the best person to provide it? What is the best way to coach your sales team? Well, we’ve collected 30 quotes from the sports and business worlds to answer those questions. We love to share quotes on social media and we thought you might too, so we’ve made them shareable! Hover over any image to share it via social media.

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Sales Coaching Coaching Sports Social Media 52

Cience

DECEMBER 16, 2019

Hi, [pause] mmmm… this is Joe from ABC company… [long pause] mmmmm I’m calling to… mmmmm…. I’m calling because…. Oh! Never mind! [hangs up]. Does this sound familiar? Most reps had at least one embarrassing call like that. And many will receive at least one over the course of their professional lives, no matter the industry they’re in. . Let’s talk about the key to success in your cold calling effort — the cold calling script !

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Cold Calling Lead Generation Lead Rank Sales Qualified Lead 52

Pipeliner

DECEMBER 16, 2019

Tim David is the author of Magic Words – The Science and Secrets Behind Seven Words that Motivate, Engage, and Influence. An ex-professional magician, he now teaches busy professionals the science of how to be more influential in today’s digital environment. Tim’s work has been profiled in hundreds of media outlets including Forbes, New York Times, Inc.

How To 52

How To Influencer Social Selling Motivation 52

Showpad

DECEMBER 16, 2019

The ways in which trends ebb and flow affect just about every aspect of our personal and professional lives. So it’s no surprise that they have a role to play in the arena of Sales enablement. . Some of the most notable Sales enablement trends are things that directly pertain to the Sales cycle, while others will more broadly apply to Marketing, accounts, finance, and other areas of operations.

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Sales Enablement Trends Lead Rank Lead Scoring 52

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Report

Miller Heiman Group

DECEMBER 16, 2019

Are the numbers masking the truth about your sellers’ performance and lack of effective selling skills? If you’re like most sales organizations, you saw increased revenue plan attainment and a higher percentage of salespeople meeting quota. On the surface, this growth seems to indicate that sellers are doing the right things to raise these numbers. But when we take a closer look, we learn that win rates and conversation rates aren’t getting better.

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How To Sales Cycle Quota Sales Methodology 50

Xvoyant

DECEMBER 16, 2019

Dave Kennett, CEO of Replayz joins Rob to talk about the benefits of having a sales coaching culture. Less than five percent of sales teams have a coaching process, and Dave shows us how companies who coach their reps more often exceed their goals. Dave and his team have reviewed hundreds of sales calls, and he shares the best practices of the sales reps who are top performers.

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Sales Coaching Coaching Sales Leadership Benefit 48

criteria for success

DECEMBER 16, 2019

Happy Monday, Let's Talk Sales listeners! This episode's featured guest is Jane Gentry. Jane is the CEO of Fusion Event Staffing, a company dedicated to providing your next event with the best brand ambassadors possible. In today's episode, I talk to Jane about how to unlock your inner elite salesperson and more! Interview with Jane [.]. The post Let’s Talk Sales!

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Sales Coaching Coaching Hiring Social Media 40