Sales and Marketing Management

SEPTEMBER 28, 2018

Author: TIM RIESTERER, CHIEF STRATEGY AND RESEARCH OFFICER, CORPORATE VISIONS In our last column in this space, we recalled the Bell phone system’s catchy commercial slogan, “Long distance. It’s the next best thing to being there.” It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face.

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Meeting Sales Meeting Face-to-face Margin 250

SBI Growth

SEPTEMBER 28, 2018

Joining us on the is Mike Volpe, the Chief Marketing Officer for Cybereason, the world’s most powerful cybersecurity analytics platforms. Often called the “godfather of inbound marketing” for his work in taking inbound marketing from an idea to a movement.

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Account Based Marketing Inbound Marketing Analytics 218

Pointclear

SEPTEMBER 28, 2018

You may not realize it, but B2B podcasts from you and your company create multi-use content, testimonials, thought leadership, and relationships with industry leaders. Plus, podcasts create a personal brand for the host. Podcasts introduce you and your products to thousands of potential customers and those that refer customers, but there are seven things you must have in mind to be a success.

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Top of Funnel Funnel Case Study Social Media 133

SBI Growth

SEPTEMBER 28, 2018

Your C Players Will Prevent You from Hitting Your Number[P].

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Distribution Sales Talent Analysis Quota 264

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

Women Sales Pros

SEPTEMBER 28, 2018

If you sell, you’ve suffered from the ‘Stall’. Your prospect isn’t returning calls or emails and your project seems as if it’s been put on the permanent ‘Back burner’ or worse. Is there anything that sellers can do to avoid the stall? Yes! What Causes the Stall? To avoid the stall, you need to understand what causes the stall. Some of the reasons are on the prospect’s side but most are on the seller’s side.

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Follow-up Call-back ROI Proposal 102

Igniting Sales Transformation

SEPTEMBER 28, 2018

Sometimes I feel as if I’m living in an alternative universe where things seem so glaringly obvious to me but not to others. I think about the sales and marketing professions a lot. Sales, in particular. I listen, although that is sometimes hard to do when we have certain factions in the sales training and coaching world arguing with each other about WHO owns the better approach to selling these days.

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Top of Funnel Webinar Metrics Funnel Channels 88

Vengreso

SEPTEMBER 28, 2018

Like many people with sales in their job descriptions, Vengreso CMO Bernie Borges recently faced a common dilemma. A qualified prospective buyer completely fell off the grid. Since Bernie was already involved in conversations and the prospect showed an interest in working with Vengreso, he wasn’t willing to let them go easily. In this article and the video below, you’ll learn about prospecting methods to bring your buyers back from the dark side.

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Buyer Prospecting Sales Qualified Lead Face-to-face 85

Partners in Excellence

SEPTEMBER 28, 2018

Too often, as I work with organizations, teams, and individual, I find people “settling.” By that, I mean, there seems to be some sort of fatalistic attitude or closed mindset that keeps them from doing their very best and seeking the very best from everyone around them. We see it manifested in all sorts of ways: Sales people not taking the time to prepare or research, because they are too busy.

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Ideal Customer Profile Hiring Examples Coaching 81

BrainShark

SEPTEMBER 28, 2018

The Soiree, a day-long event dedicated entirely to sales enablement, featured a slew of fantastic speakers and networking opportunities.

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Sales Enablement Networking Opportunity Sales 91

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Sales

Smooth Sale

SEPTEMBER 28, 2018

Attract the Right Job or Clientele. Note: Today’s Inforgraphic is provided by Alexander Caplan, findcourses.com. Are you looking for an opportunity to grow within your organization or pursue a new career path? Then what’s stopping you from adding some professional training to your agenda? ‘It’s not going to help me find a job’ ‘It’s too expensive’ and ‘I’ll have to pay out of pocket’ are just a few assumptions surrounding professional training.

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Training Commission Hubspot Inbound 68

The Center for Sales Strategy

SEPTEMBER 28, 2018

- WHAT'S MOTIVATING US THIS WEEK -. "TODAY IS ALWAYS THE MOST PRODUCTIVE DAY OF YOUR WEEK". -MARK HUNTER. - WHAT WE'VE BEEN READING THIS WEEK -. > Sales Engagement: The Intersection of Sales and Science — Sales Hacker. Sometimes, simple ideas can spark revolutions. When science and sales meet, sparks fly. Just as cell phones and emails revolutionized the way people live and do business, sales engagement upends the infrastructure inefficiency that prevents even excellent salespeople from perfo

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Motivation Sales Meeting Sales Meeting 64

Smooth Sale

SEPTEMBER 28, 2018

Attract the Right Job or Clientele: Most often when a technical issue arises, I get annoyed with the lack of reasonable customer care. It usually goes downhill when technology is involved. The question, “Don’t you know?” annoys me. If I did know, I wouldn’t be asking for help! Excellence in customer care provides a returning and referring clientele.

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Customer Customer Service Referrals System 60

Allego

SEPTEMBER 28, 2018

This blog is written by Kate Hewig, a member of Allego’s award-winning Customer Success team. In the past, even a salesperson’s most productive travel days were chock-full of downtime, especially when going through (or to ) destinations with poor or nonexistent WiFi connections. Unless you brought stacks of collateral to review on the plane or in your hotel room, you might not get the chance to make any last-minute needed refinements to your talking points, or refresh your memory on the latest f

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Travel Hotels Scale Collateral 48

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

criteria for success

SEPTEMBER 28, 2018

Do you want to learn more about creating a learning culture? Today's quote from Bryant McGill talks about how being uncomfortable can lead to growth. Read on to learn more about this week's Let's Talk Sales inspiration. Bryant McGill Quote In this episode of Let's Talk Sales, it's all about this month's theme: discovery-based selling [ ] The post Let’s Talk Sales!

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eBook Motivation Webinar Metrics Resources 45

Pipeliner

SEPTEMBER 28, 2018

How Small Things Can Make a Big Difference. Do small things really make a big difference? Entrepreneur Kenton Lee is proof that a tiny idea can tackle massive things. Through his project The Shoe That Grows , he found a solution to a particular problem that he felt he could do something about. Interviewed by John Golden, Lee discusses how a small thing has now made a really big difference.

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Travel System Social Selling Sales Cycle 40

Selling Energy

SEPTEMBER 28, 2018

You'll frequently have situations where accounts are transitioned to you because a company is rearranging the chairs. All of a sudden, you've got a project halfway toward completion and you have to finish it!

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Account Company 40

Selling Fearlessly

SEPTEMBER 28, 2018

There was a blind girl who hated herself just because she was blind. She hated everyone, except her loving boyfriend. He was always there for her. She said that if she could only see the world, she would marry her boyfriend. One day, someone donated a pair of eyes to her and then she could […].

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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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