SBI Growth

FEBRUARY 23, 2018

Our guest today on SBI TV is Brendan Cournoyer, Vice President of Marketing for Brainshark. Last year, Brendan and his team completed a successful brand transformation and he’s here today to share with his peers the behind the scenes view.

Revenue 176

Revenue B2B Marketing Positioning 176

The Sales Hunter

FEBRUARY 23, 2018

This was another “traveling apocalypse” week. To make matters worse, this was the third one I’ve had already in 2018. What began as a well planned week covering engagements in 3 cities — Baltimore, Dallas and Los Angeles — turned into anything but that. I encountered hail, lightening, rain, snow, mechanical problems, computer glitches, lost […].

Travel 144

Travel Selling Skills Sales 144

Hubspot Sales

FEBRUARY 23, 2018

The Best Free Online Courses For Current & Future Entrepreneurs. Creativity & Entrepreneurship from Berklee Online. Financial Analysis for Decision Making from Babson Online. Becoming an Entrepreneur from MIT Launch. Building and Leading Effective Teams from MIT OpenCourseWare. The Essential Guide to Entrepreneurship by Guy Kawasaki. The Complete Product Management Course.

Course 139

Course Training Analysis Exercises 139

Pointclear

FEBRUARY 23, 2018

Before addressing that question, let me ask another. What is a lead? Is it the name on a list you bought from a content aggregator for $23? Is it the person who signed up for your webinar this week? Is it someone who swiped their badge at the tradeshow you attended last month? While all of these scenarios have potential, none could be called a lead.

Sales Qualified Lead 100

Sales Qualified Lead Forecasting Outsourcing Services PointClear 100

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Campaigns

Hubspot Sales

FEBRUARY 23, 2018

How to Relax. Journal. Fix Your Posture. Unplug. Eat a Banana. Purge Your Schedule. Meditate. Practice Mindfulness. Sniff a Coconut (Yes, Really). Laugh. Try Progressive Muscle Relaxation. Eat Some Honey. Make a Happy List. Try Walking Meditation. Think Outside. Stay Motivated. Pick Up the Phone. Hug Your Pet. Squeeze a Stress Ball. Give Yourself a Massage.

Face-to-face 111

Face-to-face How To Journal Promotion 111

Julie Hanson

FEBRUARY 23, 2018

Confidence in sales can be elusive. I hear a lot of advice a long the lines of “just be confident!” from sales coaches. But I think most salespeople know that confidence is important in sales. The question is – how do you gain confidence? And if you’re not confident, does that mean you don’t belong in sales? I think it’s a myth that great salespeople are always confident.

ACT 59

ACT Face-to-face Sales Coaching Video 59

Pipeliner

FEBRUARY 23, 2018

It’s the information age. So it is hard to believe that sales managers and salespeople still utilize outdated methodology and ideas. Salespeople arrive at meetings with more focus on closing than on engaging in real conversations. Sales managers still teach overcoming objections and trial closes. All of this leads to superficial, guarded meetings with prospects.

Vendor 63

Vendor Meeting Closing Sales 63

SalesforLife

FEBRUARY 23, 2018

I can always tell which phase a company is when it comes to their social selling tool maturity by asking a simple question. This question tells me if a company is in the standard operating procedure phase, the best practices phase, or into best-in-class phase.

Social Selling 55

Social Selling Tools Company Sales Leadership 55

The Center for Sales Strategy

FEBRUARY 23, 2018

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

Sales 53

Sales Inbound Marketing 53

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Competition

Miller Heiman Group

FEBRUARY 23, 2018

Sellers, it’s time to wake up to the new reality of sales. Technology, generational shifts and increased competition mean that today’s buyers are coming to the table more prepared, empowered and informed than ever before. And many sales organizations simply aren’t keeping up. In fact, according to CSO Insights, the research division of Miller Heiman Group, only 53 percent of organizations achieved quota plan attainment in 2017.

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Conference Groups Competition Sales Technology 48

Cincom Smart Selling

FEBRUARY 23, 2018

How can IT leverage an enterprise CPQ (configure-price-quote) solution? Many years ago, enterprises began including a special department within their organizational structures for the express purpose of handling recorded data and information. The structure, definition and focus of these organizational units have evolved and changed to reflect changing management styles, technological developments and the essential needs of the enterprise.

Revenue 48

Revenue Enterprise Enterprise System 48

Allego

FEBRUARY 23, 2018

Getting a geographically distributed sales team on the same page when it comes to new messaging rollouts, product launch – or anything, really – can be like herding cats. Sales certification helps, but long distances and scheduling make it tough. And sales teams rely too often on in-person certification programs that cost a lot of money and don’t always work that well.

Lead Rank 48

Lead Rank Lead Scoring Travel Face-to-face 48

Engage Selling

FEBRUARY 23, 2018

If we’re connected on LinkedIn, you’ve probably seen many of my posts surrounding this topic. Cold calling is dead. That’s right, cold calling is no longer relevant. And, this is exactly why you need to pick up the phone.

Cold Calling 48

Cold Calling Facebook Video Exact 48

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Sales

Sales Evangelist

FEBRUARY 23, 2018

We all need coaching. Sometimes we don’t do the things or put the processes in place to get the coaching that we need. In today’s episode, Shimon Lazaro shares with us the struggles top performers deal with and how to coach these strong personalities. Here are the highlights of my conversation with Shimon: THINGS TO KEEP […] The post TSE 776: What Should I Know When Coaching My Top Performers?

Coaching 40

Coaching Conversion How To Sales 40

LevelJump

FEBRUARY 23, 2018

There is such a thing as bad sales enablement. I’ve seen many market leaders discussing this topic lately.

Sales Enablement 44

Sales Enablement Strategy Sales Marketing 44

Zoominfo

FEBRUARY 23, 2018

Many B2B data providers claim to have the “best” data. But have you ever stopped to think about where these companies get their data and what makes it better than the rest? Data is a big investment — and as a buyer, you should never trust a data provider company without first understanding where that information comes from. After all, account and contact data is the fuel that enables your revenue engine to run smoothly.

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B2B Data Marketing Vendor 100