Sales and Marketing Management

JANUARY 7, 2019

Author: Rory Christian According to IDC , despite a "typical" $1 billion company spending a large amount of resources devoted to training for customer-facing people, poor sales enablement results in around $14 million of wasted sales and marketing expenses, and $100 million in lost sales opportunities. Where could they be going wrong? Imagine for a moment that you’re a sales manager evaluating how to deliver a sales enablement program that will benefit both new hires who need to hit the ground r

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The Center for Sales Strategy

JANUARY 7, 2019

Proper preparation prevents poor performance! Take these five P's for a test drive, and your sale performance will improve.

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Proposal Sales Sales Process Prospecting 91

Understanding the Sales Force

JANUARY 7, 2019

Image Copyright iStock Photos. Have you ever watched a news program where they presented poll results, like the number of people in favor of legalizing marijuana? The poll shows popular opinion, but not the facts, logic, or impact on arrests, the economy, traffic accidents, unemployment, addiction, death rates, etc. There is a huge difference between people's often uninformed opinions, versus what the facts might suggest.

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SBI Growth

JANUARY 7, 2019

All hard work has been completed. Your organization is ready to launch your brand new product going into the new year. The Product organization has done all the pre-launch planning correctly. The Marketing function has created the necessary collateral to.

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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

Jeffrey Gitomer

JANUARY 7, 2019

It's interesting to me that at the end of the year, people are always interested in your biggest success, or your biggest failure, in the year that's ending. They also want to know what you have resolved to do new and better next year. Everyone wants you to write down your goals, your plans, your dreams, or, in the short term, your New Year's resolutions.

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Openview

JANUARY 7, 2019

“When I think about working with a recruiter I cringe.”. These words are straight from the mouth of a dear friend and colleague. And I hate that they exist. But let’s face it… they’re not exactly unfounded, are they? I’ve spent 20 years working with recruiters and talent leaders in HR Tech sales (plus the last 3 in recruiting here at Avenue Talent Partners) and I want to address the elephant in the room: sales recruiting as an industry is cringe-worthy.

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Vengreso

JANUARY 7, 2019

Practice makes perfect, and when it comes to sales, the leadership team at Vengreso has a lot of practice under its belt. Even so, they continually strive to be better. There’s always something new to learn from one another, from books and webinars, and from those outside our industry or circle. Vengreso’s leaders, or the “Fantastic Eight” as Mario calls them, share their best sales or sales leadership tips for 2019 in the video below.

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Xactly

JANUARY 7, 2019

The start of a new year comes with a new sales plan—and that means you must reassess your sales capacity needs , align and balance sales territories , and create a sales incentive plan that drives sales performance. Enter sales compensation planning. The Importance of Sales Compensation Planning. Your sales compensation plan drives your company to reach its goals.

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CloserIQ

JANUARY 7, 2019

The job market for enterprise sales professionals is tough, and you can expect a rigorous interview process. Here are thirteen things that are likely to happen during the interview—and how you can prepare for them. 1) Interviewers will examine your resume and LinkedIn profile. Once you get to the later stages of the interview process, hiring managers really will scrutinize your resume and LinkedIn profile.

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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.

Sales

Babette Ten Haken

JANUARY 7, 2019

Your customers will try to evaluate your storytelling credibility. Especially if the customer stories you tell seem too good to be true. Then, what do you do? How do you respond to their skepticism? A client I am coaching carefully selected from a cadre of client stories her company had invested a lot of money in creating. Yet, each time she either sent that story to current or prospective clients, or told that story to them herself, she fell short of being convincing.

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Partners in Excellence

JANUARY 7, 2019

The big problem sales people have is their obsessive focus on their need to sell. Every sales person I talk to is obsessed on their targets and goals, “I’ve got to make this many calls; I’ve got to have this many meetings: I’ve got to make this many proposals: I’ve got to close this many deals to make my number…… ” If a sales person is behind, the intensity of focus (at least for people who aren’t losers) gets far more intense—sometimes

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Women Sales Pros

JANUARY 7, 2019

In Part 1 of this series, I covered three key trends influencing our buyers in the new sales economy. This post digs into four more influencers for modern sellers to be aware of with our prospects and clients. Decision By Committee There are more people involved in decision-making processes today, and the more complex the decision, the more people will be involved.

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Selling Power

JANUARY 7, 2019

To truly excel as sales professionals (and separate themselves from their competition) every person in the sales profession needs an equal measure of inspiration, selling skills, and coaching.

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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

The Brooks Group

JANUARY 7, 2019

Sales training is essential to an organization's success, and it's a powerful tool for developing the full potential of every sales rep. Not all sales training programs are created equal, however, and the success of a program is due in large part to the individual delivering it. The Brooks Group’s training programs are led by expert sales trainers (aka facilitators) with real sales experience.

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Construction Guarantee Groups Training 58

Close

JANUARY 7, 2019

As a founder, there’s nothing more exciting (and stressful) than launching a product. You’ve sat back for a few rounds, watched the game get played, and now you’ve got a winning hand and are ready to go all in.

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Strategy How To Sales Process Sales 52

Bigtincan

JANUARY 7, 2019

Finding the right e-learning platform for your organization is important. But, then you have to take things a step further. Your learning management system (LMS), learning experience platform (LEP), or other training platform needs top-notch training content. The content you choose to provide your employees is the lifeblood of your training program.

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Janek Performance Group

JANUARY 7, 2019

“If you know the enemy and know yourself, you need not fear the result of a hundred battles.” – Sun Tzu, The Art of War.

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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

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G2Crowd - Sales Blog

JANUARY 7, 2019

“So you’re in sales?” is usually the response I get when I tell someone that I work in business development.

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Hyper-Connected Selling

JANUARY 7, 2019

Have you ever sat in a sales meeting and thought, “What is the point of this meeting?” Even worse, have you ever been running a sales meeting and half-way through thought, “What is the point of this meeting?” Weekly sales meetings often turn into a “zombie activity” We put it on the calendar without thinking, it’s just there because it’s there every week.

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MJ Hoffman

JANUARY 7, 2019

I’ve been in sales over 25 years and I’ve received my fair share of advice and suggestions from peers, leaders and teammates. I’ve focused on what I consider to be the best and worst advice and explained why it is important to value or perhaps get rid of some sales practices you may have been taught. Here’s my top two pieces of advice to remember as we head into 2019!

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Guarantee Prospecting Conversion Sales 53

Anne Miller

JANUARY 7, 2019

Youve heard of a pride of lions and a pod of whales. How about a parade of social media pros? That is exactly what you get in what has to be the most useful book you will buy this year to help you build your business. Hot off the press, I cant say.

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Social Media Exact Media 48

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

G2Crowd - Sales Blog

JANUARY 7, 2019

“So you’re in sales?” is usually the response I get when I tell someone that I work in business development.

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Sales 63

criteria for success

JANUARY 7, 2019

This episode's featured guest is Rob Levin. Rob is the Chief SMB Officer of RSL Media. RSL Media creates programs that attract, engage, nurture, convert and retain small and midsize businesses for brands such as SAP Concur, GoDaddy and Charter Communications. Additionally, Rob is the editor-in-chief of speakSMB.com, a site that provides critical insights for [ ] The post Let’s Talk Sales!

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Hyper-Connected Selling

JANUARY 7, 2019

Do you set New Year’s Resolutions? I’ve found that they’ve become a bit of a punching bag. In a very unscientific survey of those around me, most people seem to have given up on setting resolutions. Most people pay lip service to working on their goals, but they rarely make concrete plans. Instead, they express vague desires to improve in the new year.

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Energy How To Survey Follow-up 45

Carew International

JANUARY 7, 2019

Happy New Year! We understand that sales leaders are always looking for insights to drive improved personal or sales team performance, but also lack the time to research relevant topics. We are kicking off 2019 with a collection of our top 5 Leadership blogs from the past year: 15 Sales Statistics that Prove Sales is Changing. How Important is Customer Service?

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Negotiation Customer Service Motivation Research 43

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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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Selling Energy

JANUARY 7, 2019

I often extol the virtues of being a Challenger , but what if I told you there was a lot to be gained from pursuing the biggest fish in the sea?

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OnePageCRM

JANUARY 7, 2019

Hit the ground running in the New Year. It’s no secret that a few days off and away from work, in a different environment can regenerate the mind and this is exactly how we feel after we return from the holidays. Fast forward a few months, your workload has tripled, your creative side dampened and that motivation and energy you thrived on back in January is long gone!

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Close.io

JANUARY 7, 2019

As a founder, there’s nothing more exciting (and stressful) than launching a product. You’ve sat back for a few rounds, watched the game get played, and now you’ve got a winning hand and are ready to go all in. But betting with even the best odds is still a gamble. And without a solid product launch plan, you’re leaving too much to chance. Over the years, I’ve coached hundreds of founders on how to launch a product (and personally launched a number of my own, most of which failed , but ultimatel

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Strategy How To Top of Funnel Follow-up 132