Reverse Engineer Pipeline to Hit Your Goals
InsightSquared
FEBRUARY 28, 2019
Thu.Feb 28, 2019
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You Don’t Have Time to Ask for Referrals? [February Referral Selling Insights]
No More Cold Calling
FEBRUARY 28, 2019
If you don’t ask, you don’t get. Two colleagues complained they were so involved in their work, they didn’t have time to prospect. One guy even said he was thinking of cold calling (shudder) and doing more marketing. Why didn’t he think to ask for referrals? That’s a rhetorical question. I already know the answer. People are so focused on their projects, and they don’t make time to prospect.
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Industry Leaders Agree: Successful Sales Enablement Focuses On Conversations, Not Content
Guru
FEBRUARY 28, 2019
When it comes to empowering salespeople to close deals and drive revenue, too many sales enablement solutions fall short by placing the emphasis on content rather than conversations. While content like case studies, product one-sheets, and white papers absolutely have a place in advancing the sales process, that place is to reinforce existing conversations.
How The World’s Top CMOs Take Ownership of Customer Lifecycle Management (CLM)
SBI Growth
FEBRUARY 28, 2019
The CMO who exclusively focuses on new lead generation is falling behind the market, their competitors, and their peers. This myopic view only focuses on one stage of the Customer Lifecycle. Conversely, revenue driven CMOs are making massive impacts to.
The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team
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.
How Your Go-To-Market Strategy Is the Secret Sauce of Sales
Sales and Marketing Management
FEBRUARY 28, 2019
Author: Jason Loh Every chef has their secret sauce. For some it’s an actual product: a unique amalgam of ingredients no other chef has yet discovered or marketed. For others, “secret sauce” designates less a specific concoction, but instead an approach to the craft – a body of experience and intuition that shapes a chef’s strategy for every dish they cook.
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The Importance Of Organizational Culture For Sales Teams, with Justin Hiatt, Episode #103
Vengreso
FEBRUARY 28, 2019
Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. I recently witnessed the importance of organizational culture when I had the opportunity to spend time alongside my guest on this episode of #SellingWithSocial. Justin Hiatt is the Vice President of Digital Sales at Workfront, a company that has an amazing organizational culture.
7 Actionable Tips to Re-Engage Old Sales Leads
Sales Hacker
FEBRUARY 28, 2019
Have you considered reconnecting with your old sales leads? You’re not alone. Getting traffic and leads is the biggest pain of 63 percent of all businesses. Source: HubSpot. But MarketingDonut says 44 percent of salespersons give up after one rejection. Albeit, 80 percent of the time, business leads need about five follow-ups to convert to paying customers.
Getting Your Sales Calls Returned
Engage Selling
FEBRUARY 28, 2019
Getting sales calls returned is almost always on a salesperson’s mind. Especially when a prospect seems completely ready to move forward with you, it can be frustrating when you hear radio silence. Some sellers fear coming across as desperate.
What Happens After the Trade Show?
Leading Results Rambings
FEBRUARY 28, 2019
Just as important as the trade show is what happens after the show. If you’ve attended a trade show, you probably gave your information to 50+ vendors in exchange for some free goodies and information, and the relationship ended there. No follow-up whether you wanted it or not; you never heard from the company again.
Supercharge Your Sales: 5 Steps to Effortless Selling
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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.
6 Self Coaching Habits of Highly Successful Reps
Chorus.ai
FEBRUARY 28, 2019
Last week in our sales coaching series, we covered how the top 100 sales managers with the highest win rates listen to calls and coach their teams. But do the best reps wait to be coached by their managers or by Sales Enablement?
Tom Peters States “Training Is the Number One Profitability Strategy for Your Company”
SalesforLife
FEBRUARY 28, 2019
Tom Peters’ 2018 book The Excellence Dividend talks about how critical skills and capability development is for any department in your organization. In fact, he states that training is the number one profitability strategy for your company.
Building a High-Performing Sales Culture
Pipeliner
FEBRUARY 28, 2019
The 8 Characteristics of Sales Leaders That Make the Difference Between Success and Underperformance. The average tenure of a head of sales today is approximately 18 months, one of the shortest durations in history. In large part, this high turnover is driven by an aggressive search for top-line growth. When a sales leader isn’t delivering acceptable growth, CEOs are quick to seek someone who looks better able to do so.
15 Outlook Plugins to Supercharge Your Productivity
Nimble - Sales
FEBRUARY 28, 2019
The Microsoft Outlook service has become an implicit standard for the corporate mail organization. It is not as renowned as it is for nothing – the solution is truly efficient and accessible. Nevertheless, no matter how good and useful a certain piece of software is, there are always features that are better enhanced. This is […]. The post 15 Outlook Plugins to Supercharge Your Productivity appeared first on Nimble Blog.
3 Sizzling Ways to Warm up Cold Calls
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.
The science of sales development: how Everstring uses intent data to build pipeline
Predictable Revenue
FEBRUARY 28, 2019
On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Jack Veronin, Senior Sales Development Manager at EverString. The post The science of sales development: how Everstring uses intent data to build pipeline appeared first on Predictable Revenue - The Outbound Success Company. We help companies grow faster with Outbound Sales.
Manage the Big Rocks: How to Become a Time Management Pro
The Center for Sales Strategy
FEBRUARY 28, 2019
Is it just me or does there not seem to be enough time in the day to get things done? I knew it wasn't just me! My life has been going 1,000 miles an hour lately, and I've been asked how I get it all done. Manage the Big Rocks. I have a method that I follow religiously to get things done, and it doesn't really have anything to do with time management.
The Modern Manager’s Guide to a Productive Coaching Session
LevelEleven
FEBRUARY 28, 2019
We’ve said it before and we’ll say it again, coaching is crucial to success in sales. According to CSO Insights 2016 Sales Enablement Report , “Sales coaching is a leadership skill that develops each salesperson’s full potential.” which is done by, “Facilitating conversations with their team members that allow them to discover areas for improvement and possibilities to break through to new levels of success.” Saying you don’t have time for sales coaching is li
How to Calculate Sales Enablement ROI
Bigtincan
FEBRUARY 28, 2019
Just like any technology investment, the question inevitably will come up when looking into Sales Enablement platforms – what is the return on investment, or ROI? There are a multitude of ways that Sales Enablement platforms can create a substantial financial return, including increased productivity, improved information accuracy, reduced overhead expense, greater sales revenue, increased […].
Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys
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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
3 Examples of Teamwork in Sales to Get Your Team Working Together
criteria for success
FEBRUARY 28, 2019
Need examples of teamwork in sales? Or maybe you’re here because you believe it doesn’t exist! Either way, I’m here to tell you that teamwork in sales doesn’t have to be a mystical tale. In fact, it can be something that exists on within your teams. (And without pulling too many teeth.) 3 Examples of [ ] The post 3 Examples of Teamwork in Sales to Get Your Team Working Together appeared first on Criteria for Success.
Augmented Sales Readiness: What Sales Success in the Financial Services Industry Looks like Today
Mindtickle
FEBRUARY 28, 2019
Financial service institutions looking to thrive shortly should look to augment sales readiness methodologies of technology companies – here are some of their proven practices we’ve observed that yield high ROI. It’s no secret that we’re approaching an inflection point in the investments industry: for over a decade now we’ve been running with the most extended bull market ever, but as history tells us, all good things must eventually come to an end.
Proposal Templates
Selling Energy
FEBRUARY 28, 2019
I’m a firm believer in the one-page proposal, of which there are several different formats. Here is a quick breakdown of what you can use depending on where you are in the sales process and who your reader is.
Augmented Sales Readiness: What Sales Success in the Financial Services Industry Looks Like Today
Mindtickle
FEBRUARY 28, 2019
Financial service institutions looking to thrive shortly should look to augment sales readiness methodologies of technology companies – here are some of their proven practices we’ve observed that yield high ROI. It’s no secret that we’re approaching an inflection point in the investments industry: for over a decade now we’ve been running with the most extended bull market ever, but as history tells us, all good things must eventually come to an end.
Outrun Your Competition: Best Practices for Accelerating Sales Processes
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 Enablement Defined: A Basic Guide for Sales Acceleration
Showpad
FEBRUARY 28, 2019
The sales cycle is becoming more complex, regardless of industry and product. The various touch points between buyers and vendors make it more difficult to create engaging and personalized experiences. Fortunately, sales acceleration tools and processes can simplify the sales cycle and help salespeople close deals faster. Continuing our “Sales Enablement Defined” series, we explore how acceleration tools can benefit your organization, as well as how sales enablement evangelizes these tools and d
A Definitive Guide on How to Write a Business Proposal in 2019
LeadFuze
FEBRUARY 28, 2019
You suddenly feel like someone pulled the rug from under your feet. A proposal, again ? Alright, you say, hoping to whip up another 10-page essay as soon as possible to close the deal. The fact is, many people dislike proposals, even though they’re a necessary part of the sales process. They take time, which you’d rather spend chasing more leads and closing deals.
Sales Enablement Defined: A Basic Guide for Sales Acceleration
Showpad
FEBRUARY 28, 2019
The sales cycle is becoming more complex, regardless of industry and product. The various touch points between buyers and vendors make it more difficult to create engaging and personalized experiences. Fortunately, sales acceleration tools and processes can simplify the sales cycle and help salespeople close deals faster. Continuing our “Sales Enablement Defined” series, we explore how acceleration tools can benefit your organization, as well as how sales enablement evangelizes these tools and d
Secrets to Crack the Code on Partnering with Salesforce
Altify
FEBRUARY 28, 2019
Kicking off the new year, we want to talk to experts to help answer the question, “how do you drive revenue and how do you accelerate growth in 2019?” For many companies and sales leaders, there is some intersection with Salesforce, whether you’re a CRO using Salesforce or more likely you’re somebody in services or software and trying to figure out how do you partner with Salesforce.
Salesforce’s 8th State of Marketing Report
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Sales Enablement Defined: A Basic Guide for Sales Acceleration
Showpad
FEBRUARY 28, 2019
The sales cycle is becoming more complex, regardless of industry and product. The various touch points between buyers and vendors make it more difficult to create engaging and personalized experiences. Fortunately, sales acceleration tools and processes can simplify the sales cycle and help salespeople close deals faster. Continuing our “Sales Enablement Defined” series, we explore how acceleration tools can benefit your organization, as well as how sales enablement evangelizes these tools and d
What Is a Prospect? (+How It’s Different From a Lead)
G2Crowd - Sales Blog
FEBRUARY 28, 2019
If you’ve been using “prospect” and “lead” interchangeably - you may want to keep reading.
The Organic Inbound Marketing Playbook for B2B
OutboundView
FEBRUARY 28, 2019
The inbound marketing for B2B landscape of 2018 is a brave new world for business – one virtually unrecognizable from years past. Go back to the start of the decade – concepts like content marketing, social media marketing, influencer marketing, and inbound marketing were years away from conception. Buyer demographic and behavioral data was difficult to find.
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