Sales and Marketing Management

OCTOBER 14, 2019

Author: Rafael Lourenco When you work for a B2B company, it’s easy to assume that your customers and colleagues make their decisions based only on ROI and other data. However, the higher you move in the hierarchy of an organization, or the closer you get to sales activities, the more your day-to-day life becomes about interacting with people – colleagues, bosses, investors, board members, employees and customers.

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Mr. Inside Sales

OCTOBER 14, 2019

Have you ever gotten to the end of your demo and wondered how it was going to end? Wondered not only if the prospect was going to move forward, but also what it would take and how long that might take? If you have, then you’re probably missing one of the most important “pre-qualifying” questions you should be asking on each and every demo call before you launch into your actual presentation.

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Hubspot Sales

OCTOBER 14, 2019

It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. Before we dive into the insider tips, let’s get crystal clear on what B2B selling entails. When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding.

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Anthony Iannarino

OCTOBER 14, 2019

One of the reasons you might not be as productive as you want to be is because the idea isn’t well defined. Many people who believe they are productive, are not. Not To-Dos. It is not crossing off tasks off a to-do list. No matter how many tasks you complete during a given day, you still may not have been productive with your time. You might have cleaned your desk and cleaned up the files on your desktop before you started work.

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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

John Barrows

OCTOBER 14, 2019

This week we have Anita Nielsen on the podcast. The Author of “Beat The Bots” has lots of thoughts on how sales is changing and the increasing role of technology in the profession. The average sales rep needs to change, because simple sales activities can become automated in years to come. Along with this, Anita tells John how she advises reps on future proofing their careers and learning an essential sales skill, empathy.

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InsideSales.com

OCTOBER 14, 2019

What’s the secret to succeeding in SaaS sales? It’s a question I’m asked a lot, so keep reading to find out more. RELATED: Enterprise-Class SaaS: Stability, Security, Reliability In this article: Jim Steele’s Strategies to Improve Sales Teams for Better Results Obsess over Customer Service Treat the Sales Process Like a Relationship, Not a Transaction […].

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Miller Heiman Group

OCTOBER 14, 2019

More than half of B2B respondents to the CSO Insights 2018 Buyer Preferences Study said they found value in discussing their situations with salespeople, while only 2.6% preferred to avoid sellers entirely. The remainder fell in the middle: they found some sellers helpful, while others wasted their time. It’s no wonder, then, that buyers often don’t view sellers as a valuable resource when making a purchase decision.

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Xvoyant

OCTOBER 14, 2019

This week Jake Dunlap, CEO of Skaled Consulting shows us how companies can grow faster and more predictably using technology, consulting, and strategy. Jake describes how sales leaders can eliminate variance by standardizing the set of core competencies reps have, and by creating common messaging that is customized to each business. Then, use technology to reinforce these skills and behaviors.

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Closer's Coffee

OCTOBER 14, 2019

In today’s digital age, customers are becoming smarter and more conscious about the products they buy. In fact, recent statistics from GE Capital Retail Ban reveal that 4 out of 5 of buyers will conduct extensive online research before committing to any kind of purchase. In other words, simple sales talk is no longer going to cut it. Today, brands are turning to more audience-oriented marketing — more specifically, content marketing.

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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

The Brooks Group

OCTOBER 14, 2019

There’s been quite a bit of noise around the prospect of an economic downturn, if not a full-blown recession, based on forecasts from many economists. While new projections indicate a recession may be farther off than previously predicted, and likely different than those in the past, one thing is clear: we’ve seen one of the longest expansionary phases in recent history.

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Bigtincan

OCTOBER 14, 2019

The concept of design thinking has become a popular among some of the world’s most dominant corporations, including Apple, Uber, Netflix and Google. These organizations have made design thinking a core function of their business models. Though the theory was developed to fine-tune how products are designed and manufactured, its usefulness extends far beyond this […].

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People.ai

OCTOBER 14, 2019

Moving the middle 60-70% of your sales team — your core, average performers — is the best way to maximize overall organizational performance. Typically, bottom performers are there due to motivational or job-fit issues, and it’s incredibly difficult to squeeze any more revenue from your top-most performers. The middle, or “Core”, is where you can drive the greatest impact on your top.

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Selling Power

OCTOBER 14, 2019

Here are some of the sales compensation trends we’ve seen in recent years, and some best practices for building a high-performing compensation plan.

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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.

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Chorus.ai

OCTOBER 14, 2019

Consider the following: When eating at your favorite restaurant, do you want to receive your order fairly quickly or are you satisfied waiting for an hour? And before you can have your order, do you want to answer a lot of seemingly unnecessary questions from the restaurant staff? Becc Holland, Head of Sales Development at Chorus.ai, asks the same questions of Chorus’ ace demand-gen marketer, Shawn Parrotte, in a recent episode of our webinar series, “Flip the Script.”.

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Sandler Training

OCTOBER 14, 2019

Mike Montague interviews Carlos Garrido on How to Succeed at Asking for Referrals. The post How to Succeed at Asking for Referrals appeared first on Sandler Training.

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Pipeliner

OCTOBER 14, 2019

Sales and marketing alignment is a challenge that has come about in recent years. Especially as the sales industry has undergone a technological revolution, it is even more critical than ever to unify the sales and marketing teams. Maribeth Kuzmeski, interviewed by John Golden, discusses some changes that marketing people can make to help unite these formerly separate entities.

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Carew International

OCTOBER 14, 2019

We have all met a natural leader. Whoever this person is for you, you can likely feel their presence from a mile away. There’s something about this person that makes you want to be around them and listen carefully to the words they say. Natural leaders seem to get along with everyone they meet. They are skilled decision makers and they always know what to say, when to say it and how to act.

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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

Selling Energy

OCTOBER 14, 2019

For many of us, honing a particular skill or owning a niche is the key to making it. However, the path to success is rarely the same for everyone in sales. Some of us are more adept when we focus on “specialties,” which involves honing skills in different areas and linking them together.

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The ROI Guy

OCTOBER 14, 2019

You've likely heard of lead scoring, but how about content scoring? See this new article to check out the 3 C's of content scoring and learn how it could be a valuable measure and method to optimize your sales content: [link] @AskJamieTurner #60secondmarketer #salesenablement #salestools #contentmarketing #valueselling.

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criteria for success

OCTOBER 14, 2019

Happy Monday, Let's Talk Sales listeners! This episode's featured guest is Adam Honig. Adam is the Co-Founder and CEO of Spiro.ai, a company dedicated to helping sales teams spend more time selling using artificial intelligence! He has worked in the CRM and technology space for over 20 years, having previously founded Innoveer, one of the [.]. The post Let’s Talk Sales!

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Pipeliner

OCTOBER 14, 2019

Most people associate “sales pitch” with a pushy salesperson trying to manipulate you into buying something. In reality, this isn’t a very accurate description, but the fact remains that a pushy message isn’t often well received. Instead of pushing your message onto potential buyers, John Livesay, interviewed by John Golden, explores ways to pitch, not push.

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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

Product Management University

OCTOBER 14, 2019

Remember the last time you bought a car? You bought the car that did the best overall job of meeting your needs. There were other cars that had a better GPS, a faster engine, a nicer interior, etc. But in the end, those deficiencies weren’t enough to sway your decision because all the positives together far outweighed a few things that weren’t ideal.

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DialSource

OCTOBER 14, 2019

Let’s be honest, the job of a Sales Development Representative can be overwhelming. In order to successfully move leads through the sales pipeline, SDRs have to be quick on their feet, be experts in their product offering, understand customer pain points, be proficient with various technologies and have a positive outlook that’s immune to bad interactions.

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Sales Hacker Training

OCTOBER 14, 2019

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Lessonly

OCTOBER 14, 2019

Time for some stats—as of the writing of this blog, there are 7.5 million unfilled job openings in the United States. On top of that, at any given time, nearly half of the millennial workforce plans to leave their current job in less than two years. With a tight labor market and frequent job switching, it’s becoming increasingly difficult for companies to find the workers they need.

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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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MTD Sales Training

OCTOBER 14, 2019

Have you heard of the term ‘integrative negotiation’? It’s not a term used often but it’s a concept that can take your negotiating skills onto the next level. Here, we discuss what it is and how you can best utilise it in your negotiating meetings, especially if you need to get to a position during win-win bargaining. The term ‘integrative’ comes from the counselling and therapy world.

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Babette Ten Haken

OCTOBER 14, 2019

Do you have storytelling confidence? You know, telling stories consistently, time after time. And, telling the stories in which you are professionally invested. When you take those actions, you move away from describing someone else’s stories, as a third-party narrative. Think about it. Which type of stories do you currently tell to potential clients and strategic partners?

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InsideSales.com

OCTOBER 14, 2019

What’s the secret to succeeding in SaaS sales? It’s a question I’m asked a lot, so keep reading to find out more. RELATED: Enterprise-Class SaaS: Stability, Security, Reliability. In this article: Jim Steele’s Strategies to Improve Sales Teams for Better Results. Obsess over Customer Service. Treat the Sales Process Like a Relationship, Not a Transaction.

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