Sales and Marketing Management

DECEMBER 3, 2018

Author: Rick Garlick and Bob Nelson Several years ago, a company came up with a creative way to recognize its top performing employees. Through a nomination process, a select group of high achievers would be given a couple of days off from their normal jobs, flown to a nice venue, and asked to participate in a series of “think tank” exercises with senior management on how the company could operate more effectively.

Incentives 176

Incentives Incentive Motivation Maximizer 176

SBI Growth

DECEMBER 3, 2018

We all know the famous saying, “you can’t teach an old dog new tricks” This can be applied to the way many organizations have trained their Buyers to buy, particularly in Q4. Discounts become the primary weapon of sales reps.

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Discount Buyer Training Tools 226

Steven Rosen

DECEMBER 3, 2018

The Not So Secret Way to Crush Your Numbers. Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program. The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018.

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Hiring Coaching Survey Sales Coaching 272

Zoominfo

DECEMBER 3, 2018

There’s no way around it – prospect and customer data is one of the most valuable assets a B2B organization has access to. Think about it: without accurate information, how can you market, sell, or provide customer service to your target audience? Unfortunately, low-quality data is a real problem for many companies—simply because B2B data decays so rapidly.

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B2B Data Churn Marketing 223

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

Babette Ten Haken

DECEMBER 3, 2018

Our clients just may hide their real business stories from us. When we sell to them, design for them, implement solutions or engage in customer service activities. Initially, we are excited to do business with these clients, even if they already are existing customers. After all, the prospect of turning new business into repeat business means we bring value to their business tables.

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Ideal Customer Profile SME Hiring Customer Service 85

Partners in Excellence

DECEMBER 3, 2018

Yeah, I know it’s a tired analogy, but icebergs are still useful in thinking about marketing and selling. We all know about icebergs, the part of the iceberg we see is dwarfed by the part of the iceberg that’s under the water and we don’t see. We face the same with our marketing and sales efforts. Our focus is on what we see–customers actively engaged in the buying process.

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Face-to-face Conference Opportunity Marketing 76

Xactly

DECEMBER 3, 2018

This blog is the third in a series of sales planning fundamentals written by Xactly Chief Sales Officer Marc Gemassmer. Stop Playing Quota Planning Roulette. With Thanksgiving over, we’re in a countdown to the end of the year. If you’re in sales, this also means that you’re probably in the midst of planning season. Leaders are scrambling to put together plans for the new fiscal year—looking back at what worked or didn’t work over the last year—in order to form a blueprint for the next.

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Quota Territories Incentives Incentive 77

SalesforLife

DECEMBER 3, 2018

Sales professionals are always looking for a compelling reason to reach out to prospective customers. Most sales professionals lack a game plan, and that “compelling reason” really becomes a “check in”.

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Marketing Sales Prospecting Customer 64

G2Crowd - Sales Blog

DECEMBER 3, 2018

Every company (and probably every sales person within a company) has different routes through their sales processes and methods.

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Pipeline How To Sales Process Sales 78

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Sales

Hyper-Connected Selling

DECEMBER 3, 2018

I’m a big fan of the movie The Commitments. If you haven’t seen this story of a working-class Dublin soul band, I highly recommend finding it on Netflix. I love this film for many reasons, including a scorching soul soundtrack. It has all of the drama you’d expect when you get a group of people trying to work towards a common goal.

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Intent Film Sports ACT 65

Connext Digital

DECEMBER 3, 2018

There’s no doubt that email marketing is still effective. A recent study even found that “44% of email recipients made at least one purchase in the last 12 months based on promotional email.” An effective email marketing strategy lets you create a unique value proposition and build rapport with your customers. However, a one-size-fits-all email message doesn’t work anymore.

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Segment Email Marketing Top of Funnel Conversion 63

BrainShark

DECEMBER 3, 2018

You’ve likely heard the phrase “beauty is in the eye of the beholder.” The same principle holds true in sales enablement, writes Jim Ninivaggi.

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Sales Enablement Buyer Sales 63

Guru

DECEMBER 3, 2018

Eraj is director of customer success practice at Autodesk and a guest blogger for Guru. He first shared this Guru success story on Medium.

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Customer 64

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

Bigtincan

DECEMBER 3, 2018

When it comes to learning, asking questions and getting answers, people don’t waste any time getting to the bottom of things. We pull out our devices and perform a quick search. Seconds is all it takes, and we get what we’re looking for. This habit of instant gratification has become the norm when it comes […].

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Training 52

Funnel Clarity

DECEMBER 3, 2018

When it comes to reaching prospects, there’s certainly no shortage of channels at the modern sales person’s disposal. And while there are a plethora of options, the medium that we see used most often is email. Companies like SalesLoft and TOPO agree : email is one of, if not the most, important prospecting channel.

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Prospecting Channels Company Sales 52

Fill the Funnel

DECEMBER 3, 2018

It Is A Universal Truth – Salespeople Want More Leads! Supercharge your sales with the game-changing tool that allows you to uncover 1000’s of local business leads in any industry and city in seconds. In every annual reader survey I have published for the last 7 years, the #1 thing that salespeople want and need is […]. The post It Is A Universal Truth – Sales People Want More Leads appeared first on Fill the Funnel.

Leads 48

Leads Marketing Qualified Lead Top of Funnel Funnel 48

Vainu

DECEMBER 3, 2018

During outbound’s period of greatness, the sales department at pretty much every company outnumbered the marketing department by far. As inbound grew stronger, marketing departments did the same and some companies came to only trust inbound activities to drive business to the company. Today, the fastest growing companies in the world are doing both outbound and inbound, the frontrunners combining these two processes with a strong data-driven approach.

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Inbound Outbound Prospecting Data 48

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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

Sales Hacker

DECEMBER 3, 2018

The post 7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019 appeared first on Sales Hacker.

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Webinar Metrics Strategy Sales 68

criteria for success

DECEMBER 3, 2018

This episode's featured guest is Doug Haack. Doug is Chief Client Relationship Officer at Cornerstone Advisors, a Seattle-based wealth management firm. In today's episode, we talk to Doug about his experience as an advisor and sales leader. Interview with Doug Haack On this episode, Doug talks about his passion for helping people, building relationships, and [ ] The post Let’s Talk Sales!

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eBook Twitter Webinar Metrics LinkedIn 45

Product Management University

DECEMBER 3, 2018

You build products, you market products, you sell products and you implement products. That’s how you make money. Your customers on the other hand, want to…. Improve employee retention by investing more heavily to develop talent within the organization and create more attractive career paths. (every industry). Improve patient-care quality scores so they can qualify for higher Medicare reimbursements to offset declining margins.

Customer 45

Customer Margin Retention Strategy 45

G2Crowd - Sales Blog

DECEMBER 3, 2018

Every company (and probably every sales person within a company) has different routes through their sales processes and methods.

Pipeline 49

Pipeline How To Sales Process Sales 49

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

Selling Energy

DECEMBER 3, 2018

While teaching I’ve noted that one of the most engaging ways to capture attention is simple: tell a story. It tells your prospect not only what you’re trying to do, but who you are. When it comes to convincing others this is paramount, and a story is one of the most effective ways to get them to connect with your message and/or change their minds.

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Prospecting 40

SugarCRM

DECEMBER 3, 2018

By Zachariah Sprackett, SVP, DevOps at SugarCRM. One of the major challenges the team at SugarCRM is harnessing the contents of all of the customer data silos within an organization and leveraging them to deliver insight to your organization. Often, customer data exists in multiple disconnected systems including websites, marketing automation, CRM, ERP, people’s inboxes, Jira, spreadsheets and documents in Google or Office365.

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Data SugarCRM Google CRM 32

Lessonly

DECEMBER 3, 2018

The post Culture Matters: Lessonly appeared first on Lessonly.

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Sales Hacker

DECEMBER 3, 2018

This week on the Sales Hacker podcast , we interview Meghan Gill , VP of Sales Operations at MongoDB. . Meghan has been at Mongo almost 9 years and was the first non-technical hire at the company, helping them scale past an IPO in 2017 and transitioning from an early career in Marketing into Sales Operations. . If you missed episode 35, check it out here: PODCAST 35: How Goal Setting Can Change Your Career with Dannie Herzberg, Sales Director, Slack.

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Lead Rank Opportunity Hiring Marketing 59

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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

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MarketJoy

DECEMBER 3, 2018

Have you ever had a bad experience using a lead generation company? If the answer is yes, you are certainly not alone. It seems like just about every business had a bad experience with their outsourcing company at least once or has heard about outsourcing horror stories. Now I am not saying that all lead generation companies are bad, or you shouldn’t outsource your lead generation.

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Lead Generation Sales Qualified Lead Company Leads 51