Mon.Dec 02, 2019

Podcast 126: Bridging The Sales & Marketing Divide with Dialpad

John Barrows

This week we’re bringing you a 2 for 1. Dan O’Connell and Keith Messick from Dialpad join us representing sales and marketing respectively. We talked through how they bridge the classic sales and marketing divide that’s been an issue for decades in B2B. These guys have some pretty interesting tactics and methods to help you hire people who are going to have that empathy which bridges the sales and marketing divide.

Best Practices in Account Planning for Sales Operations

Sales Benchmark Index

How do you leverage data to inform strategy and measure success? Our KPI Builder tool can help guide you through the process of establishing a set of KPIs for your organization that is built around clean data and automation. Through our.

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Why Prospects are Like Fruit and Why You Need to Pick the Right Ones

Anthony Cole Training

In this blog post, we discuss the idea that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable!

Tactics to Guarantee Your Team Will Dominate the New Year

Sales and Marketing Management

Author: Mark Thacker With Thanksgiving over and January fast approaching, sales leaders and teams are pivoting their focus to next year. As you set your sales team strategy for the upcoming year, it’s important to keep the current year in context.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Only 11% of All Salespeople Do This at the End of a Sales Call

Understanding the Sales Force

This will be the 18th consecutive year that we attend the Boston Ballet's performance of the Nutcracker, and while it is the same performance every single year, it is a wonderful family tradition and we wouldn't miss it for the world. Traditions are important.

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Consensus Decision Making: Trust the Process

The Center for Sales Strategy

You’ve secured the appointment with the decision maker. You’re excited and feeling positive about the sales call. You’ve prepared for the meeting and think you have all the right questions.

How to launch a cold canvassing campaign: 5 simple steps

You are relentlessly dialing hundreds of numbers every day. When you’re directed to voicemail, you’re religiously following up. Even when you get rejected, you pull your chin up and keep calling because you know it’s a numbers game.

Sales Around the World: Selling Tech in a Global Market

Sales Hacker

Sales Around the World is a new series that explores the dynamics of selling in different markets and different countries. To launch this series, we’ve asked Aurelien Mottier , a Frenchman based in the UK, to share his thoughts on how sales differ from one country to another. About Aurelien Mottier.

Why Opening is The Most Important Phase of The Sale


How to unstick a stalled Sales Deal. Tony is an international keynote speaker, bestselling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

How Your Superstitions About Monday Calls Ruins Your Results

Anthony Iannarino

Or, an alternative title: Never Give Up Your Monday. Or Any Other Day. I overheard a salesperson explain why they didn’t call the client with whom they are engaged in a rather serious sales conversation.

Crazy Comp Story #1: Crediting Gone Wrong!


You need to give credit where credit is due. But what if that sales credit is split between 200 people on one deal? Cue chaos! Incentive Compensation

How Sales and Customer Success Can Align to Better Support Customers

Miller Heiman Group

While sellers focus on the first two phases of the customer journey, awareness and purchase, they stop short of the implementation phase—the phase that matters most to their buyers—and the phase where customer success takes over. A skilled customer success team is especially critical to sales success because they touch an account 10 times more than the sales team. Customers report that sellers don’t show enough interest in them after a sale, according to the 2018 Buyer Preferences Study.

Buyer 66

19 Effective Cold Calling Tips For B2B

People say B2B cold calling is dead, but many companies still rely on it to generate more profit. Here are the best practices to make cold calling a breeze. RELATED: 7 Tips To Create Effective B2B Sales Strategies. In this article: Ask These Questions Before Cold Calling.

5 B2B Marketing Trends that You Can't Ignore in 2020

Speaker: Pam Didner, Marketing Consultant, Author and Speaker

Pam Didner, B2B tech marketing consultant, speaker, and author of Effective Sales Enablement and Global Content Marketing, will present the essential marketing trends you need to know in 2020. She'll discuss digital challenges that marketers commonly face and share actionable solutions and templates you can apply to your job in real-time.

Live Webinar: How Nutanix Scales Revenue Growth

Smart Selling Tools

Live Webinar: How Nutanix Scales Revenue Growth. WHEN: THURSDAY, 12/5 AT 9AM PT.

10 Sales Training Tips for a Person New to Sales


Oftentimes, people come to work in sales from a variety of backgrounds. This can be great because it provides the industry with a multitude of perspectives and views, but it can also be tricky to train people who have never sold your product or anything similar before. One thing to consider when hiring those new to the industry is their general personality. Just because they haven’t sold before, doesn’t mean they don’t have the qualities of a good salesperson.

Eight-Step Plan for Ultimate Trade Show Sales Success

Selling Power

Here’s how to optimize your trade show efforts and measure ROI on your investment. Sales Success

Informal Learning Makes Great Performances Routine


Until May 6, 1954, no human being (as far as we know) had ever run a mile in less than 4 minutes. Experts believed it was impossible. But in Oxford, England, Roger Bannister broke the barrier that day by running a mile in 3 minutes and 59.4 seconds.

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7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

Deal Success: Your Revenue Team’s Backbone

At Gong’s #celebrate conference, sales leaders discussed three outcomes tied to revenue intelligence: people success, deal success, and strategy success. I’ve been revealing key takeaways from their talks.

Management Consulting: What It Is & How to Succeed in It

Hubspot Sales

If you’re an effective problem-solver who is fascinated by how businesses operate, improve their processes, and scale, management consulting may be the career for you. Some management consultants specialize in certain industries, such as healthcare or the nonprofit sector. There are also management consultants who take a generalist approach and have experience supporting organizations across multiple industries.

A New (Improved) Kind of Manager

Selling Energy

Management isn’t just a job; it can be a style. The question is which style is the most effective in the workplace, not only for the individual, but across the board. book recommendation book review


4 Steps for Building the Sales Pipeline of Startups and Small Businesses


If you’re at a small company or startup, you probably are impressed by the highly sophisticated and advanced techniques that your peers at large companies use for building sales lead pipeline.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

PODCAST 86: Strategic Vs Tactical Approach in Sales Planning with Mary Rogul

Sales Hacker

This week on the Sales Hacker podcast, we speak with Mary Rogul , a VP Sales Consultant, who’s currently an Enterprise Sales Advisor at Crayon.

A Fun Reindeer Game to Play with Your Sales Staff

KLA Group

Here’s an advent calendar that will keep your reps motivated through December! Create a whiteboard chart with columns for the days of the week and rows for sales reps’ names. Each day insert the number of people each rep talked to. Then give out daily prizes to give out to whoever has the most calls.

Avoid These Mistakes When Choosing an SPM or CPQ Vendor


When you are evaluating a sales performance management ( SPM ) or configure, price, quote ( CPQ ) solution, be sure to keep these important factors in mind to ensure your purchase the best possible solution. Don’t find yourself making one of these harmful mistakes: SPM Vendor Selection

How to Succeed at Being an Intentional Sales Manager [Podcast]

Sandler Training

Mike Montague interviews Pat McManamon on How to Succeed at Being an Intentional Sales Manager. The post How to Succeed at Being an Intentional Sales Manager [Podcast] appeared first on Sandler Training. Blog Posts Management & Leadership coaching management skills sales management

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.