Sales and Marketing Management

JUNE 8, 2020

Author: Leeatt Rothschild Younger employees are committed to the issues they’re passionate about. Millennials are now the largest group in the workforce , and like their Generation Z coworkers, they care deeply about environmental and social causes. They expect their employers to care, too. According to a survey from management consulting firm Korn Ferry, 63% of millennials said the primary purpose of businesses should be improving society instead of generating profit.

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Incentives Incentive Motivation Demographics 227

Selling Energy

JUNE 8, 2020

I have written about Jill Konrath’s books before , but her latest is a timely, deeply researched exploration of sales productivity. With our rapidly shifting work culture and the current pressures of working from home, staying on top of things seems more intimidating than ever. For example, did you know that most sales professionals work an average of 72 hours a week if they have a smartphone?

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Research Examples Sales 59

Partners in Excellence

JUNE 8, 2020

So much of what I hear and read focuses on “getting back to normal,” or “the good old days (pre-pandemic).” It’s stunning how short our memories are. Reflecting back, as little as six months ago, “normal” wasn’t so great. The “good old days,” weren’t very good. Think about it: The majority of sales people were not making quota.

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Call-back Maximizer Quota Course 94

Zoominfo

JUNE 8, 2020

Like it or not, COVID-19 has forced businesses to adapt. . Video conferencing and cloud-based technologies are seeing a massive uptick in usage since mid-March. As companies do what needs to be done to survive, they turn to solutions they’ve never used before. There’s one thing that you may not have yet realized is gaining in popularity as a result of the pandemic: outbound sales and marketing.

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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

John Barrows

JUNE 8, 2020

Like everything in the world over the past few months, business has been tough. Leading a company and multiple teams is not easy, but it’s certainly been tougher to do both of those things of late. Kyle Porter , CEO of SalesLoft joins us on the podcast to reveal what it’s been like for him and his leadership team. They’ve had to cancel events, manage through different situations every day and a ton more.

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VanillaSoft Software Software Company 104

Partners in Excellence

JUNE 8, 2020

I have to admit, I’m going stir crazy. My days are filled with back to back Zoom, Team, Skype meetings. I’m “connecting” with people, perhaps more than before. But I’m longing to jump on a plane and go to a face to face meeting. There’s something about physical presence that virtual meetings cannot replace, at least yet.

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Travel Skype Face-to-face Hotels 109

Julie Hanson

JUNE 8, 2020

?. “My customer doesn’t use video. Why should I? ”. This is one of the biggest excuses I hear from sellers on why they don’t use video more on sales calls. And I say excuse, because it’s not a good reason. Why? Because the seller is making a choice based on his/her own comfort and inability to feel connected – not the customers. And if you’re truly a customer-focused salesperson, your comfort needs to come second.

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Hubspot Sales

JUNE 8, 2020

As a sales leader, you've probably wondered what impacts your prospects and potential customers. Well, content has become more important than ever for B2B buyers and decision-makers. According to Demand Gen’s 2020 Content Preferences Study , 67% of B2B companies said they’re leaning more on content to research and inform decisions. But that’s not all.

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Collateral Case Study Retention Hubspot 98

Nimble - Sales

JUNE 8, 2020

The true test of an effective small business lead generation strategy is the periodic outcome of it. In practical terms, if the outcomes you experience currently are less than desirable, it means your strategies haven’t been effective enough. Now, you need a different strategy centered around effective digital advertising. What have you been doing to […].

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Small Business Small Business Advertising Advertising 123

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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.

Sales

The Center for Sales Strategy

JUNE 8, 2020

Whether you’re a veteran in your career or just starting out, one of the most helpful things you can do is continue your professional growth. Our team enjoys many forms of professional development , and we find one of the quickest ways to grow is by reading. At The Center for Sales Strategy (CSS), you’ll find a book in our hands most of the time. Reading helps you develop empathy , gain valuable exposure to other perspectives, and increases verbal intelligence—all of which make you a better lead

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Strategy Company Sales 83

KO Advantage Group

JUNE 8, 2020

Reaching out to people when times are uncertain can be hard or intimidating. How should you approach it? 2020 has been one surprise after another, with a global pandemic, a recession, or civil unrest. But this too shall pass! When approaching clients or contacts, take away from the immediate sale! Focus on the future. Want to learn more about what sales looks like for your company?

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Company Sales 83

Hubspot Sales

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. You have to manage heightened expectations, battle against a multitude of competitors and make sure you have time to meet the needs of everyone in your pipeline. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects.

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B2B Ideal Customer Profile Top of Funnel Prospecting 85

Anthony Iannarino

JUNE 8, 2020

You work with your contact to create a new opportunity, providing them with your very best ideas about how they can produce better results. The sales conversation looks and feels like conversations that have turned into business for you in the past, and you believe that your insights have positioned you as the only choice. As you move towards a decision, you receive a call or an email from your contact’s broker, inviting you to compete for the business by completing a request for proposal.

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How To Face-to-face Proposal Call-back 80

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

JUNE 8, 2020

Happy Monday, Let's Talk Sales listeners! Today's featured guest is Sally Helgesen. She is a best-selling author, speaker, and was identified by Forbes as the world's premier expert on women's leadership. As a writer she has authored 8 books, including her latest, How Women Rise: Break the 12 Habits Holding You Back from Your Next Raise, Promotion, or Job.

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Hiring Social Media Twitter LinkedIn 78

Badger Maps

JUNE 8, 2020

Check out the best free route planners with unlimited stops for every different purpose. Get the shortest routes and spend less time behind the wheel!

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Pipeliner

JUNE 8, 2020

Supply chains have always been vulnerable to various sources of disruption, like natural disasters and geopolitical conflict. However, the fallout from the coronavirus pandemic is putting an unprecedented strain on supply chains worldwide. It’s also redefining what it means to be truly prepared for sustained challenges to “business as usual.”. While there’s no way to accurately predict what the future holds, it’s safe to assume some degree of disruption will rear its head semi-regularly.

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Gatekeeper Decision Maker Analytics Data 75

Tenbound

JUNE 8, 2020

Whether they’re looking to supplement their internal teams or build pipeline, many executives are considering outsourcing their Sales Development team. There’s a tremendous amount of demand, and the industry is growing exponentially (something we’ve seen with the latest update of our Market Map). However, outsourcing comes with challenges. Anybody with an internet connection and a telephone can.

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Company How To Pipeline Industry 72

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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

Data

eGrabber

JUNE 8, 2020

According to the Top 100 Online Business Directories , LinkedIn grabs the 7th place ranking 28th among the list. LinkedIn is one of the major sources of free & new sales/business leads. It provides you with your prospects’ contact information including name, company, Fax, website URL, and other relevant details. It is the largest and most updated Business Directory of Owners, CEO’s and other decision makers in any industry, geography and company.

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LinkedIn Decision Maker Lead Rank Lead Scoring 72

Sales Hacker

JUNE 8, 2020

I’ve made some great hires and some terrible ones throughout my career, and I’ve noticed one consistent thing that sets the top 1% apart from the rest. Do you want to know what it was? Presentation execution. That’s it. Clear and simple. Unfortunately, most people’s presentations come off like an annoying infomercial. Luckily, there’s a science and strategy behind presentations that can be learned and perfected.

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Hiring Ideal Customer Profile Groups Decision Maker 68

Xvoyant

JUNE 8, 2020

Sam Dunning, Sales & Marketing Director and Co-owner of Web Choice joins Rob on the podcast to talk about how great managers create clear, well-lit pathways to success. They don’t just give them a quota and then let the stack-rank report light the way. The best managers don’t leverage pressure and gamification, they create individualized plans for each member of the team and then help them execute.

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Quota Report Marketing Sales 62

Keith Rosen

JUNE 8, 2020

In 1 week, two, of my well-respected colleagues and friends have passed away. Thank you, Barbara Giamanco and Jason Jennings for the contributions you’ve made in the field of sales and leadership. Every day I’m coaching someone around rebuilding a lost business, finding a new career, and supporting those who’s friends and family members have died during this pandemic.

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Coaching Positioning Account Sales 62

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

Tenbound

JUNE 8, 2020

The Sales Conversion Podcast with Rylee Meek Episode 014 David Dulany David Dulany is Founder and CEO of Tenbound, a research and advisory firm focused and dedicated 100% on Sales Development. Tenbound has become the hub of the Sales Development industry, with a thriving online research center, market map, tool directory, training and consulting programs and The Tenbound Sales Development.

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Conversion Research Industry Tools 64

Nimble - Sales

JUNE 8, 2020

Customers who subscribe to your emails, open them, click through, and finally purchase your products or hire your services do so because they have their focus on completing a task to fulfill a goal. Simply put, this keen focus makes subscribers see and engage with only selective emails, depending upon their interests and objectives at […]. The post Overcoming the Challenge of Selective Attention with Email Design appeared first on Nimble Blog.

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Objections Customer Marketing 80

Tenbound

JUNE 8, 2020

This podcast will take a different format than most. Instead of interviewing experts on one topic each episode – host Ryan Reisert will interview several experts on one topic over the course of several episodes. Source.

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Coaching Course Sales 64

Pipeliner

JUNE 8, 2020

The number of accidents due to road rage and diseases due to lifestyle disorders are at an all-time high. This means that if something happens to you, your family will be left without any financial support. This is the reason financial experts recommend you to find the best term insurance plan in India and invest in it at the right time to secure your loved ones against all uncertainties.

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Insurance Insurance Policies How To 52

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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Showpad

JUNE 8, 2020

Beyond changing buyer expectations and behaviors, product marketers have a new challenge to add to their ever-growing lists: navigating a new reality. Working with multiple departments to create customer-facing content and ensuring it’s getting the job done is nothing new, but product marketers must now do so while facing the obstacles inherent in remote work: restricted collaboration, diminished productivity and increased uncertainty.

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Sales Enablement Face-to-face Marketing Buyer 52

Tenbound

JUNE 8, 2020

Tenbound Market Map double click! 3 facts in 3 minutes with Chorus.ai Chorus.ai Value Proposition Competitive differentiator Case study. Source.

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Case Study Marketing Study Competition 59

Lessonly

JUNE 8, 2020

COVID-19 caused millions of people to shift to remote work, and it was essential for teams to pivot and learn how to facilitate remote training. But, keeping pace with a rapidly changing global landscape while remote was no easy task and continues to be a challenge for tons of businesses around the globe. But have no fear; This blog post is here to provide you with three of the most helpful approaches we’ve applied to virtual learning at Lessonly, along with some best practices, benefits, and po

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