Mon.Jan 20, 2020

6 Ways to Use Benchmarking and Data to Increase Sales Success

Xactly

To be successful, sales leaders need visibility and insight into sales performance. Learn how your sales leadership team can use empirical data to succeed. Analytics and Technology Benchmarking Incentive Compensation

The Core 10 KPIs for Accelerating B2B Growth

Sales Benchmark Index

“What is the standard, and what is everybody else doing?” ” You’ve asked yourself this question individually in many different situations. What you choose to eat, how you decide what to wear to an important event, or even how often you.

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Tactics To Help You Meet Your 2020 Sales Goals

Sales and Marketing Management

Author: Jeff Kalter Are you at risk of becoming obsolete? Or worse, could you lose your sales job altogether? You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020.

An Easy, Low-Cost Way to Increase Employee Engagement

The Center for Sales Strategy

From profitability and revenues to client experience and talent acquisition, employee engagement affects your entire organization. Offering competitive pay and benefits are essential to attracting and retaining quality employees.

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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 sell if you work in a unique niche

Predictable Revenue

Just because what you are selling is unique, it doesn’t mean that it must be hard to find people who would buy it and convince them to do so. Indeed, the biggest drawback of being in a unique niche is figuring out where you stand in the product landscape and how competitive the market is.

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This Is What Has Made B2B Sales More Challenging

Anthony Iannarino

Not too long ago, people believed the most significant changes in business-to-business sales were the internet and the social channels. Both the internet and social media were supposed to change sales forever, eliminating salespeople—along with everything that came before Twitter.

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Cold Emailing Executives: 10 Phrases to Avoid at All Costs

Sales Hacker

We all get a lot of emails. But if you ask anyone who has had a “C” or a “VP” at the front of their title, you’ll quickly learn that most modern executives face a firehose of sales reps, recruiters, marketers, and pick-your-brain-over-coffee-ers making direct requests for their time every day.

Rehumanizing the Sales Process

Shari Levitin

Sure, you’re busy kick-starting the new year, filling the pipeline, ensuring attitudes are strong, and vowing to hit your goals as we enter a new decade. But the clock never stops, and Sales Kick-Off Season is quickly approaching.

Using a Google Sheets CRM template: the pros and cons

Close.io

If you want to close more deals, you need to be on top of your prospects and customers. That means more than saving super long email threads or organizing your sticky notes and business cards in a filing cabinet. It’s time to go digital.

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.

One (Tiny) Step at a Time

Selling Energy

book review sales performance

Sales 59

How To Use Relationship Selling to Close More Deals Than Ever

LeadFuze

Relationship selling is the art of establishing a connection with your clients. While this sounds easy at first, the reality is that it’s a little trickier to master than you might think. People know when you’re not being genuine, and that will only anger them.

Let’s Talk Sales! Raising Standards with Mark Evans – Episode 220

criteria for success

Happy Monday, Let's Talk Sales listeners! This episode's featured guest is Mark Evans. Mark is the Founder of the Standard Sales Company , a training, coaching and consulting firm that helps organizations raise their standard sales.

The Future (of Sales) is Female

Chorus.ai

Valuing diverse leadership is about more than just hitting quotas. It’s about making our team better by empowering those of us with different skills, experiences, and passions to take the lead. Diverse teams make us perform better across industries.

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.

?? Go-to-Market Strategies with Startup

Pipeliner

Here the team of SalesPOP! has invited Bryan Siever to discuss on Go-To-Market Strategies. Having over 20 years of industry experience building and leading sales enablement, Bryan is the CEO of Velvet Brick Selling Strategies.

Optimizing Sales Training for Outcomes

Richardson

Selling skills are only as strong as the outcomes they deliver. Therefore, effective leaders seek sales training solutions that have measurable results. Knowing what to measure, however, means getting specific about business goals.

?? Why Your Business Should Invest in CRM and Not Rely on Excel

Pipeliner

We are interviewing Resa Gooding who is an expert in multiple digital marketing disciplines, including marketing automation and closed-loop reporting with Heads of Sales.

Why a Backup of your LinkedIn Connections is Important

eGrabber

LinkedIn being a professional community and a great platform for networking, B2B lead generation, Job search and recruitment, it is always a good practice to safeguard your data since you’ve spent years to build your network and engage with the right audience.

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?

How Leaders Can Become More Successful Through Coaching

Pipeliner

Leaders are the foundation of a good organization, and even the best leaders can benefit from leadership coaching. Often times, leadership coaching is not about changing your entire style or way of doing things, but rather making small tweaks to improve on an already successful technique.

#82: Richard Harris of Harris Consulting Group — What Great Sales Leaders Do

Xvoyant

Richard Harris of the Harris Consulting Group joins the podcast to share what the great sales leaders do to be successful. First, sales leaders help their company leaders realize they don’t need to know it all. Sales leaders should utilize sales operations teams to manage the important sales data and make sure baseline metrics are tied to revenue. Richard also discusses his work with Uncrushed, and how the group helps sales leaders find better mental health.

Customer Experience Personalization is Required for Selling Success

Cincom Smart Selling

Marketing professionals almost universally acknowledge customer experience personalization as an essential element of any complete marketing strategy. The universal appeal of … Continue reading "Customer Experience Personalization is Required for Selling Success".

Key Sales Enablement Metrics You Should be Tracking

Showpad

Analytics, which can also be referred to as data science, is best described as the formal process of discovering and illustrating the patterns that can be found in data.

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.

The Importance of Training for Professional Services Teams

Lessonly

Alright, I’ll be honest. When I first joined Lessonly’s Services team, I had a very general understanding of what it is that I’d be doing. Fast forward to now, and not only do I know what we do as a team, but I see the value of what we do. We’re the “extra set of hands” to help our customers make Lessonly a success in their business. We’re in the trenches helping our customers help their teams do better work so they can live better lives.

Green Leads Announces New CEO, Mike Farrell

Green Lead's B2B

Green Leads Appoints Industry Veteran, Mike Farrell as CEO. Pipeline generation leader to oversee Green Leads’ global team of lead development and sales development reps. Boston, MA - January 18, 2020 - Green Leads today announces the appointment of Mike Farrell as their new CEO.