SBI Growth
DECEMBER 12, 2017
Joining us for today’s show is Simon Mouyal, the Chief Marketing Officer for Medidata. Simon is recognized as one of the top 100 CMO’s in the world and knows how to make the number. Matt and Simon leverage the How.
Sales and Marketing Management
DECEMBER 12, 2017
Author: Dan Seidman How to get smart — even degreed — online. The world is digitizing everything. My brother “Kenny B” was a DJ during the disco era, late 70s to mid-80s. His tools included 33 RPM records where the trick to keeping people on the dance floor (and increasing thirst or drink sales) was to blend songs according to beats per minute (BPM).
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Steven Rosen
DECEMBER 12, 2017
Book Review Millennials Matter: I have been asked by so many senior sales leaders “what is the best way to coach , mentor and develop Millennials?” With so many seasoned leaders retiring at a record pace, they are concerned that many Millennials just aren’t ready to fill the gap by moving into leadership roles. In fact, many of us complain about this generation.
Pointclear
DECEMBER 12, 2017
Last week a prospect told me that he needed higher quality leads than were currently being provided by two third-party outsourced solution providers. His definition of a lead was the loosest that I have ever heard. An employee of a targeted company needed only to download some content to be qualified as a lead. It did not matter if they were ready to buy – or even qualified to buy.
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.
The Sales Hunter
DECEMBER 12, 2017
Every time I hear one of the below excuses, I cringe. It’s a shame, because there’s no reason at to feel so negative toward prospecting. The leads we get are not worth anything! Nobody wants to be bugged, so there’s no reason to prospect. I’ll wait for them to call me. I can’t believe they […].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI
DECEMBER 12, 2017
In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Alan Greenhalgh , Chief Product Officer of Vortini. Nancy: Why does the industry need your solution? Alan: We see a number of themes emerge with our customers and in the market more generally. We are constantly asked to demonstrate how they can improve efficiency and drive growth.
Increase Sales
DECEMBER 12, 2017
A small change can make a big difference especially when looking to increase sales leadership. Today’s question is a simple, but not necessarily easy one: If you could change just one (1) aspect of what you are currently doing, what would that one aspect be? This question requires both reflection and internal honesty. Now is not the time to fudge the truth or ignore something you do not want to face.
Understanding the Sales Force
DECEMBER 12, 2017
Most of your salespeople are just like fake news and I will prove it. I'm not talking about the elite top 5% or the next group of 15% who are very strong. I am referring to the bottom 46% of the sales population who, if I am to be completely honest, totally suck. If yours is like most companies, then half of its salespeople fit this description. I'm going to show you exactly how your salespeople report fake news but first, we need to break down how fake news happens so that I can demonstrate how
Hubspot Sales
DECEMBER 12, 2017
The Best Audiobooks for Salespeople. Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success. Long Story Short: The Only Storytelling Guide You'll Ever Need. Sell or Be Sold: How to Get Your Way in Business and in Life. Presence: Bringing Your Boldest Self to Your Biggest Challenges. The Challenger Sale: Taking Control of the Customer Conversation.
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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.
Connext Digital
DECEMBER 12, 2017
Your email list serves as the lifeblood of your email marketing campaign. Without a quality list, there’s no way you can reach and nurture customers as efficiently and effectively as you should. So, if you want to maximize email marketing services for your business, you need to take active steps to grow a highly engaged email list. While outright buying an email list can be tempting, it can do you more harm than good.
Sales Hacker
DECEMBER 12, 2017
With increasing focus on grit and many claims of meritocracies in organizations across the country, why does variable pay compensation even exist? On top of that, why are sales people some of the few employees subject to variable compensation structures? I wish I could say it’s all about incentives, but the truth is a bit more nuanced than that. Yes the goal of variable pay is to incentivize people to perform higher than they otherwise would, but why is that necessary?
Partners in Excellence
DECEMBER 12, 2017
How often do we settle for non performance? Recently, I was speaking with a colleague. We were talking about a client of his. The CEO was struggling to grow the company. As they started discussing the people on the team, the CEO said, “I’ll never be able to attract A players, I have to settle for C players, with a few B’s.” In another situation, I was speaking with an executive.
The Center for Sales Strategy
DECEMBER 12, 2017
I loved Choose Your Own Adventure books as a kid, specifically the sports-themed set. If you haven’t read or experienced one, it goes something like this… Your football team is in the regional championship game. Chapter One describes the build up to the game, and the summary of the 1st Quarter. Your team is already down by 10 points, and it’s 4 th Down and 1 yard to go on the opponent’s 20-yard line.
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.
BrainShark
DECEMBER 12, 2017
A great book can be one of the best sources of inspiration. Here are 10 books for sales enablement and sales teams to read.
SalesforLife
DECEMBER 12, 2017
Where do most of your deeper insights and marketing knowledge reside? Between the ears of your sales engineers. Unfortunately, both VP’s of this division and the engineers themselves feel they’re above the laws of “selling” to customers. Sales engineers see themselves akin to ninjas, drop into an account for a few hours, razzle and dazzle the customer, and jettison out in rapid fashion.
Hyper-Connected Selling
DECEMBER 12, 2017
“He doesn’t understand how hard I work on this!” “Her expectations are impossible to meet!” Have you noticed that the complaints that sales and marketing teams have about each other sound just like two partners in a dysfunctional marriage (or at least a pretty strained one)? When Sales and Marketing Argue, the Customer Loses.
Corporate Visions
DECEMBER 12, 2017
A sales rep at a medical equipment company recently told me he lost a deal for an MRI machine, not to another MRI competitor, but to a “parking lot.” I’ll explain. When I asked him what he meant, he explained that the hospital c-level executive he was working with decided they could improve patient throughput, satisfaction, and revenue if they spent $1 million updating their parking lot instead of purchasing a new MRI machine.
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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
Funnel Clarity
DECEMBER 12, 2017
What company hasn’t been faced with the challenge of how to handle commissions for a rep who voluntarily takes a new job?
Hubspot Sales
DECEMBER 12, 2017
SaaS Definition. SaaS stands for software as a service. It is a type of software hosted, secured, and managed by a single provider. It can be accessed online, easily customized, and is serviced and supported by the provider’s own product engineers and customer success team. If you identify SaaS as something your mother told you never to give her -- think again.
Braveheart Sales
DECEMBER 12, 2017
It’s very common for companies we work with to have a pipeline management and review process in place. It’s also very common for us to find that the process is broken. It’s important that management keeps salespeople focused on the right activities to move deals through the pipeline. Here are some good ideas to help. Some Facts: I reviewed data on 417,000 salespeople from the OMG (Objective Management Group) database, and discovered that 41% of these salespeople are not following a predictive sa
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