Sales and Marketing Management

SEPTEMBER 24, 2017

Author: Sona Jepsen Some companies sell to businesses and some directly to consumers, but fundamentally, digital selling strategies rest on the same principles. Sure, the approach and tone might vary based on the audience, but B2B buyers behave quite similarly to B2C consumers. Digital selling yields the best results when companies offer consistent experiences across all channels, including brand image, media releases, client presentations, customer service, and product engagement.

Strategy 166

Strategy B2C Top of Funnel Sales Qualified Lead 166

Mr. Inside Sales

SEPTEMBER 24, 2017

I hear a lot of sales reps’ recordings, and when it comes to dealing with objections, you’d be surprised by the mistakes I hear! One of the biggest mistakes I hear is reps not even hearing their prospects out, and instead rushing in to answer what turns out not to be the real objection. This leads to other mistakes such as talking past the close and actually introducing new objections!

Objections 125

Objections Negotiation Call-back Lead Rank 125

The Sales Hunter

SEPTEMBER 24, 2017

I want you to list all the reasons your customers like doing business with you. Yes, all of the reasons. Then compare your list with the lists of the other people on your sales team. Too often we overlook many of the reasons customers like doing business with us. Yet these reasons are great sales […].

Motivation 113

Motivation Customer Video Sales 113

Membrain

SEPTEMBER 24, 2017

When you crunch the numbers, the most common outcome of even apparently well-qualified complex sales opportunities is a loss - not to an alternative solution, but to the status quo.

Opportunity 81

Opportunity Sales Sales Management 81

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

Partners in Excellence

SEPTEMBER 24, 2017

I just read some really bad advice from a really smart individual, “Managers spend too much time on their bottom performers, they need to focus on their top and middle performers.” The explanation went on that time invested in bottom performers wouldn’t result in substantive performance improvement, the equivalent time spent with our top performers produces more results.

Coaching 70

Coaching Maximizer Customer Sales Coaching 70

Contact Monkey

SEPTEMBER 24, 2017

We all know that one person who loves to give advice, but the results from that advice may not be greatest. If you don’t have solid evidence to back something up, how do you know that it really works? Sometimes, you have to take advice from others with a grain of salt. This is especially true when it comes to info on the internet. And online advice about sending mass emails.

Hubspot 40

Hubspot Follow-up Top of Funnel Video 40

Mindtickle

SEPTEMBER 24, 2017

This post is based on a webinar where Christopher Fulmer, formerly of Blue Coat and now Director of Global Sales Enablement and Product Evaluations at Symantec, explained the importance of data-driven sales enablement to maximize sales effectiveness. You can listen to the entire webinar here. “Our team in enablement is held responsible for making sure the sales teams have what they need to be successful.

Conversion 52

Conversion Hiring Sales Enablement Maximizer 52

Mindtickle

SEPTEMBER 24, 2017

Only 32.7% of companies. have a sales enablement or sales readiness function. This is the area that is responsible not only for sales training but ensuring reps are coached, receive appropriate reinforcement and have all the tools they need at their disposal. According to research by the ATD, continuous investment in training and reinforcement activities , like coaching, with sales reps results in over 50% higher net sales per employee.

Hiring 52

Hiring Collateral Quota Scale 52