Sales and Marketing Management
OCTOBER 3, 2018
Author: Paul Cherry I was working with a manufacturer of medical instruments that use lasers to measure blood flow. The products cost upwards of $50,000 and are sold primarily to medical research facilities. With a niche product like this, the pool of potential customers is small, so you have to make the most of every opportunity. Unfortunately, the closing percentages for this company were low.
Connect2Sell
OCTOBER 3, 2018
What makes a good question? In sales, some would say a good question is one that is prepared in advance. Some would say a good question is one that swiftly leads the buyer toward the close. Still others would say a good question is one that forces the buyer to agree with the seller, even if on a small point.
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MTD Sales Training
OCTOBER 3, 2018
Don’t you just love it when one of your customers places a follow-up order? Or you get that call and the customer says they’d like a repeat of what they had from you before? The great feelings flow through you, because you realise that all your hard work was worth it, and you feel rewarded by repeat business that you didn’t have to do too much to gain.
DiscoverOrg Sales
OCTOBER 3, 2018
They delete your emails. They decline your invitations. They cut your calls short. What does it TAKE to sell to the Chief Marketing Officer? A candid interview with Jill Konrath and Heidi Bullock, CMO of Engagio. We wanted to know, so we went straight to the source: a CMO. We asked Jill Konrath , best-selling author and speaker on the subject of understanding the customer, to ask some hard-ball questions of actual customers who buy products and services.
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 and Marketing Management
OCTOBER 3, 2018
Author: SMM Staff Suppliers of incentive gift cards tout their flexibility, the ease with which gift card programs can be administered, and their versatility in terms of use. Users of gift cards in business settings say they are right on all counts. That’s the takeaway from a new survey of incentive gift card users by Sales & Marketing Management magazine.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Hubspot Sales
OCTOBER 3, 2018
What sets you apart from the competition? Successful companies like Coca-Cola and Band-Aid have one important thing in common: a strong brand. In fact, their brand names have become generic terms for all similar products in their niche. If you cut yourself, do you ask for a bandage or a Band-Aid? A strong brand should be a priority for all businesses striving for success -- and the proof is in the numbers.
Zoominfo
OCTOBER 3, 2018
In recent months, we’ve featured the subject of podcasting throughout several blog posts—from podcasting best practices to lists of our top podcasts to listen to. To round out this series, we’re shifting away from sales and marketing and moving on to recruiters and HR professionals. We’ve established that podcasts are great tools for professional development and workplace inspiration—and they help pass the time on your long commutes.
Alice Heiman
OCTOBER 3, 2018
Virtually every sales rep or sales leader is on a mission to hit or exceed their goals. BUT, why do so many fail? Because they’re missing the magic ingredients for success. . Having worked with over 200 sales organizations over the years, allow me to share what separates the sales winners from those who don’t make their goal. 8 Strategies for Consistently Hitting Your Sales Goals . 1.
RAIN Group
OCTOBER 3, 2018
One of the greatest difficulties in sales is helping buyers understand what outcomes they will achieve when they work with you. Creating a picture of what outcomes are possible with the solution you present is imperative for two reasons: Buyers need to be convinced of the positive outcome—and that you can achieve it—or they likely will not purchase.
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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.
Jeff Shore
OCTOBER 3, 2018
In This Episode of The Buyer’s Mind with Jeff Shore: Lee Salz joins Jeff to talk about how our customers commoditize us. In his new book Sales Differentiation, Lee shows that our customer is most likely using a matrix to try and find the lowest price. So, what will make you stand out in the sale? Experience? Service? As a sales professional. could it be as simple as asking for your customer’s mission?
Membrain
OCTOBER 3, 2018
I had an interesting conversation with the founder of a sales technology company recently. Their technology was designed to provide greater transparency into the inner workings of sales departments, sales managers, and individual salespeople, in order to equip sales directors to provide better leadership for more effective sales execution.
The Center for Sales Strategy
OCTOBER 3, 2018
This is the fourth and final post in a four-part series on how managers can set new hires up for success. You can click to view the previous posts on providing detailed feedback , building relationships that will lead to stronger sales performance and maximizing strengths and working around weaknesses. Ongoing coaching and strength development are key factors in retaining people long-term, yet statistics show employees often feel as though they don’t have a specific development plan.
Allego
OCTOBER 3, 2018
This is the first of a two-part blog series recapping Allego’s recent webinar: 5 Modern Learning Principles To Drive Higher Sales Performance, featuring Mike Kunkle. Mike is Founder and Sales Transformation Architect of Transforming Sales Results, LLC. Organizations thrive by continually embracing new systems and technologies to boost performance. Even players in the shipping industry of the early 19 th century learned this lesson as companies that first adopted newly available steamship technol
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.
Babette Ten Haken
OCTOBER 3, 2018
Professional hesitation? Showing colleagues and clients that we hesitate on issues? Never! Ever!! Oh. Stop. Please. Are we implying that because it is so important to have a quick response, we rush an answer? Versus thinking things through? Especially in Today’s digitally-transforming, Industry40 environments??? A rushed response to issues – rather than professional hesitation – signals to colleagues and clients that: We have other, more important things to do.
Mindtickle
OCTOBER 3, 2018
Helping your team master communication in sales. It’s always an exciting time when a startup is going through a hiring push – new employees are usually a testament to growth. But how should startups approach creating a well-defined, formalized sales onboarding program at scale without sacrificing the uniqueness of their product and company culture? One that’s unforgettable?
Accent Technologies
OCTOBER 3, 2018
If you’re experiencing burnout, it’s important to know that you will get through it. Things might seem hopeless at the moment, but you have the ability to emerge better and stronger than ever before. Sales is a challenging field that requires high levels of persistence. Because of the high demands placed on us by our profession, we have to take great care not to fall into one of the stealthiest occupational hazards in the workforce: burnout.
Pipeliner
OCTOBER 3, 2018
Copywriting plays an important role in a business development: one fantastic article can boost sales, and one bad post can ruin a reputation. There is no limit to perfection, so whether you are a business owner or professional writer, you still need to keep learning something new about content creation. Let’s check the following copywriting tips, which will take your business to the next level.
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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
Allbound
OCTOBER 3, 2018
Ways to Make It Easier for Your Channel Partners to Sell More of Your Product Faster. The best way to succeed in channel sales is by arming your channel partners with the right tools, resources, and skills to be able to sell your products easily and quickly. The question is: How do you do this? Here are five ways to ensure your channel partners have everything they need to successfully sell and grow your (and their) business: 1.
Sales Result
OCTOBER 3, 2018
As we all know and probably experienced in our career, there is a lot of sales training programs out there in the market place. We typically sit in a room for hours or sometimes days listening to an instructor tell you how to close more deals or improve a certain skillset. One of my early experiences was with a company called Lanier. At the time we were selling a new concept for the B2B marketplace.
Cincom Smart Selling
OCTOBER 3, 2018
When we consider customer success as an element in the evaluation of our own enterprise, what exactly are we talking … Continue reading "What is Customer Success?". The post What is Customer Success? appeared first on Cincom Blog.
Adaptive Business Services
OCTOBER 3, 2018
Please allow me to first set the record straight. I’m not a big fan of sales apps. I prefer to concentrate on the basics. I’m apparently not alone in this regard. I also don’t like a bunch of disparate apps running around that are either not connected or are poorly connected with my CRM. You want an essential sales app? Start with a good CRM. End of post.
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.
Bigtincan
OCTOBER 3, 2018
Over the last month, I’ve been asked to speak at two separate events for the Sales Enablement Society — their annual conference in Denver, CO, and then at Sales Enablement Soiree that was held during Dreamforce. At both of these events I shared my experiences of implementing a sales enablement/content management platform (including the scars […].
Mindtickle
OCTOBER 3, 2018
Helping your team master communication in sales. It’s always an exciting time when a startup is going through a hiring push – new employees are usually a testament to growth. But how should startups approach creating a well-defined, formalized. sales onboarding. program at scale without sacrificing the uniqueness of their product and company culture?
Anaplan
OCTOBER 3, 2018
Among the many sales-related events I attend each year, Dreamforce is easily one of my favorites. What’s not to love?
CloserIQ
OCTOBER 3, 2018
When it comes to benefits and compensation, transparency is an important – but challenging – goal to aim for. Conversations on this topic can at times be uncomfortable for employees and managers alike. A better way to think about this issue is to focus on better and more strategic communication. Good communication often leads to greater transparency, but also gives companies better tools for cases when transparency isn’t as viable.
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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
Showpad
OCTOBER 3, 2018
What does it really mean for an organization to have a “culture” of coaching? While the specifics of coaching depend on various factors, there are basic elements that should be involved in the process. However, many companies believe they have an effective coaching culture in place, but in fact are missing some of the necessities to be successful. The following are common mistakes that you should be sure to avoid if you plan to bring coaching into your sales team: Not Getting Company-Wide Alignm
Sales Hacker
OCTOBER 3, 2018
The post Sales Engagement or CRM: Which Sales Tech is Right for Your Team appeared first on Sales Hacker.
Pipeliner
OCTOBER 3, 2018
Ten Don’ts for Social Media: The Poster. Using social media is a great way to build brand awareness, but some cautions are in order. Here are 10 techniques that won’t work. What you should not do on social media. For social media to be an effective part of your brand-building strategy , it’s important to pay attention to what not to do. This poster covers the top 10 things you want to avoid when using social media to put your brand forward.
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