Wed.Feb 26, 2020

Retain and Grow Top Performers with a Development Plan

The Center for Sales Strategy

The top organizations in any marketplace place a high value on their people because they are the foundation on which success is built. They place an even higher value on managers who can develop top performers.

How CMOs Can Increase Revenue by 40% by Leveraging Customer Experience

Sales Benchmark Index

Historically, discussions about “the customer experience” have been code for “let’s talk about some quick wins to improve our renewal rates before the end of the next quarter.” ” But more recently, CX has joined product, marketing, and sales as another.

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Is Writing Still on the Communication Skills List for Sales Success?


Direct from buyers, a list of grievances about sellers’ communication: Spelling errors. Casual or overly familiar. Run-on sentences with poor punctuation. Rambling thoughts that don’t seem connected. Too much to wade through instead of getting to the point.

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How a CEO Manages the Speed of Change for Turnarounds

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

How to stop failing at account management


The words we use affect the way we think. Positive, uplifting words can induce a positive, uplifting mood and an optimistic approach to tasks. Negative, depressing words can have the opposite effect. Sales Management Sales Terminology

More Trending

What is Your Presentation “Umbrella?”

Anne Miller

You know your audience. You have your topic. You have your information, stories, charts, videos, and images. But do you have the most important part of your presentation? The Message. What is the key message, the key take-away, that is the umbrella to all your information? That key.

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How Businesses Can Leverage On Content Marketing


It’s no secret that revenue is the measure for a business’ success. That’s why a significant portion of the effort is dedicated solely to marketing a company’s product and success to their target market.

How to Click to Dial in Salesforce in a Few Easy Steps


In our personal, day-to-day lives, nearly every time we need to make a phone call we just simply click or tap. So, at work, why shouldn’t sales teams benefit from the same simplicity with click to dial in Salesforce?

Beware of Busy Buyers: Make Your Solution Easy to Buy


“Never underestimate the laziness of buyers.”. That was the advice a mentor gave me. He was someone I trusted, respected, and would take all of his suggestions and put them into play. Yet this advice was very offending to me because I’ve never considered my buyers or my clients as lazy people.

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2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

Customer Service and Insider Sales: Different for a Reason

Engage Selling

Imagine you’re preparing a delicious meal and you’re short on olive oil. Would you add vinegar to make that oil go further? Of course not! Those are complementary ingredients, not interchangeable ones.

Why I Trekked Over 7000 Miles Last Spring to Increase My Sales

Shari Levitin

Years ago my mentor asked me the most important question of my career. But first he asked, “What’s your sales goal?” ” I told him, “I’m going to make $100,000, I’m going to be number 1 in the company and then, I’m going to buy a white BMW.”

Creating a Cohesive Content Marketing Strategy


When you create partnerships with other organizations, you increase your ability to sell your products to a wider audience. A key factor of success for your channel is a cohesive marketing strategy.

Why I Trekked Over 7000 Miles Last Spring to Increase My Sales

Shari Levitin

Last year I trekked from Fiji, paddled to Tonga Island, . piloted a wave runner through the Panama Canal, . and hitched a ride on a yacht, to attend the sales conference of the year, Outbound! . This year, I’ll be traveling all the way from Antarctica to open the conference on May 6 th.

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

RevOps Q&A


You have questions, we have answers! Recently we teamed up with the incredible team at GoNimbly to host a webinar on Keys to RevOps Success. We talked about breaking through silos, reporting structures, actionable insights and measuring the impact.

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When You Need to Reboot Your Goals

Anthony Iannarino

You had good intentions when you set your defined goals for the year. Over time, maybe life got in the way of life, or perhaps your enthusiasm waned. It’s also possible that you didn’t provide yourself with the disciplines that would produce the goal long after your excitement died down.

The Three R’s of Informed Selling

Selling Energy

research planning Selling Performance sales process Business tips customer satisfaction

If Cold Calling Is Dead, Why Is The Topic So Hot?

Partners in Excellence

Someone tried to suck me into a LinkedIn discussion on cold calling today. The article declaring cold calling dead was written by a colleague I deeply respect, and I have no disagreement with the points in her article.

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

XANT Kicks Off NEXT 2020 Conference, Sharing the Vision for Sales & Announcing New Platform Innovations

Revenue Leaders Gather to Kickstart 2020 and Push the Boundaries of the Sales Industry. SILICON SLOPES, Utah , Feb.

What Business Enablement Is — and Why You Need It


Almost every imaginable business process can now be optimized with a digital platform. But there is a downside: with so many options, it’s increasingly difficult to know which solutions will make a tangible difference — and which will become tech stack bloat.

Top 20 Growth Hack Tools to Improve your Pipeline in 2020


Creating a repeatable and more importantly successful pipeline with viable prospects is one of the most gratifying and (at times) daunting tasks for both sales and marketing professionals.

6 Reasons Your Customer Success Managers Need to Improve Their Consultative Dialogue Skills


Customer success managers have unmatched access to a client’s mind. During a service call, the customer’s tone, inflection, and word choice provide a level of detail not seen elsewhere in the customer engagement lifecycle.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

5 Part Sales Meeting Agenda for Structure and Success

criteria for success

The purpose of any sales meeting with a prospect is to inch towards the close. In order to do so, it's imperative for salespeople to develop a sales meeting agenda beforehand that'll guide the conversation in the right direction.

New Website Showcases Artesian’s Evolution over the Last Decade

Artesian Solutions

A decade on from the launch of its first intelligence and insight platform Artesian unveils its new website , showcasing the evolution of its Engage and ARCH platforms.

?? Transcendent Leadership


Organizational vitality is when the people of an organization are energetic and have a sense of meaning and purpose in the work they do. One measure of organizational vitality is employee engagement, which is strongly influenced by leadership.

How to Embrace Transparency and Win More Sales

Selling Power

Selling with transparency and integrity is about behavior. You can talk about it all you want; what matters is how it manifests itself in the everyday actions of your salespeople. Sales Leadership Sales Management Selling Skills

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

Transcendent Leadership


Organizational vitality is when the people of an organization are energetic and have a sense of meaning and purpose in the work they do. One measure of organizational vitality is employee engagement, which is strongly influenced by leadership.

Making It Safe To Fail? Hogwash!

Partners in Excellence

I read an article from a very large consulting company entitled, “Have you made it safe to fail?” ” Frankly, it’s social psycho-babble. It’s the equivalent of saying, “everyone gets a trophy, regardless of whether they win or lose.”

Why CRM is the Secret Weapon For Introvert Entrepreneurs

Nimble - Sales

It is estimated that about 25 to 40 percent of people in the world are introverts. So, many of the entrepreneurs are likely to be introverts as you might be aware that networking, communication, customer relationship, etc. are some of the most crucial aspects of any business.

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