Mon.May 13, 2019

How the Best CEOs Drive Their Strategy to the Sales Force

Sales Benchmark Index

Most companies have ambitious plans for growth. However, few ever realize them. According to the Harvard Business Review, seven out of eight companies in a large corporation failed to achieve profitable growth. Yet 90% of the companies in the study.

How to Leverage Buyer Intent Data in your Current Sales and Marketing Processes

Sales Hacker

Intent data is one of the latest trends when it comes to intelligent marketing and sales prospecting. When used correctly, intent data can alert you when potential customers show strong buying signals. You can literally know when someone is interested in your product before they even visit your site.

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Sales team management: How to offboard a sales rep the right way

Imagine that one of your best sales reps tells you she’s leaving the company. What do you do next? If you don’t have an immediate answer for that question, your sales team management process needs some work.

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A Partner Strategy Without Sales Operations Alignment Is Destined for Trouble

Sales Benchmark Index

Are Your Sales Operations Chaotic? It is a story told time and time again. As a Sales Operations leader in your organization, every day feels like an uphill battle. You have KPI’s to hit and leadership is looking for results.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

The Top 7 Sources to Find Leads

The Center for Sales Strategy

Before choosing which prospects to target, it’s best to generate a long list of leads so you can narrow to the best leads. Using the categories you’ve identified as a good fit your business, decide which sources on this list are right for you to generate your own list of leads.

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More Trending

Job Sims and Assessments are Sales Hiring Wins for Employers and Candidates

Janek Performance Group

The NFL Draft has, by the time of this publication, come and gone. Equal parts art and science, the league’s rookie dispersal of college players reminds us a lot of the hiring process in sales.

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What Is A Sales Plan? | How To Create Your Own + Sample Sales Plan Template

Find out what a sales plan is and learn how to create your own sales plan template with this guide. RELATED: Marketing and Sales: Why They Need Each Other In this article: What Is a Sales Plan? Who Creates and Benefits from the Sales Plan? Why Do You Need a Sales Plan? Where Does the […].

PODCAST 57: Career Progression as a Concentric Circle to Become Top Manager w/ Ashley Grech

Sales Hacker

This week on the Sales Hacker podcast, we speak with Ashley Grech , Head of Sales at Square. She discusses how she transitioned into her role at Square by first being the best person you can be in your role.

10 Reasons To Hug Your Sales Manager

Tony Hughes

Sales Management is without doubt the most important link in the revenue chain. It’s also the toughest role in a company because it’s where the person is squeezed between the relentless expectations of executive management and sellers who struggle to differentiate in ferociously competitive markets.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

The Sales Manager’s Guide to Selecting a Data Provider


Although B2B data certainly isn’t the most exciting sales topic– it happens to be one of the most important. After all, account and contact data is the fuel that enables your revenue engine to run smoothly.

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How Will You Sell With A Restrictive US Privacy Policy Act?


Since the year 2000, we’ve witnessed the rapid evolution of new technologies, government policies and global economies that have had a serious impact on how companies do business today.

What You Missed at Elevate 2019

Miller Heiman Group

At Elevate 2019 North America: Framing the Future, one thing was clear: there’s a shift occurring in selling. Sellers now must inspire their buyers by providing knowledge and value at every stage of the sales cycle. Buyers today expect sellers to truly understand their business goals as well as their product, team and processes —and when sellers have the fundamental approach needed to engage and interact with their buyers, they win more business.

Why Professional Communication is impeded by Your Biases

Babette Ten Haken

All of us have professional communication habits. And these habits, both consciously and unconsciously, can reflect our professional biases. Biased behavior often reflects professional baggage created by embarrassing, humiliating or toxic encounters with clients and colleagues.

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The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

5 Ways Online Video Content Can Boost Your Revenue

Nimble - Sales

It doesn’t matter what type of business you’re running; boosting your revenue likely holds a permanent position right at the top of your list of priorities.

How To Thrive


Take the Power Back. Klyn Elsbury, Amazon bestselling author, motivational speaker, and trainer, was born with cystic fibrosis and told she wouldn’t live past the age of 14. At the age of 25 she was advised to make life-ending arrangements.

How to Succeed at Uncovering Pain [Podcast]

Sandler Training

Greg Nanigian, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at find your prospect's pain, a compelling, emotional reason to change. Get the best practices collected from around the world. Listen Time: 31 Minutes.

How to Create a Sales Territory Plan: 7 Best Practices You Need to Know


Sales territory planning can be a complicated process for any business. Here are 7 best practices to build a strategic, data-driven sales territory plan. Sales Planning Territory Design

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Lead and Disrupt

Selling Energy

Why do successful companies fail? Over the past fifteen years the lifespans of companies are shrinking, even if they’re household names and seemingly unstoppable. The failures and shuttering of companies like Sears and Polaroid are examples of shifts in the marketplace.

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50 Ways to Fight Gender Bias in Sales

Women Sales Pros

Every week, someone asks me (at least once) about a specific situation a woman has had in the workplace – usually on a sales team – either to get some advice, tell what happened, or simply to share in a safe space about an incident involving them or someone they know. I’m happy to be a sounding board and while I have some solid opinions based on 30+ years in sales in male majority workplaces, I’m aware that I don’t have all the answers.

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How to Close Sales


Closing sales requires a combination of sales strategy, skills, and trust. Despite varying degrees of complexity in the sales process, this statement is true for both B2B and B2C sales professionals. The most important factor in this equation is trust.

Let’s Talk Sales! Storytelling with Elizabeth Frederick – Episode 151

criteria for success

Today’s podcast is part of our CFS Talks Sales series, where our very own team here at Criteria for Success shares sales ideas, techniques, tips, and insights for CEOs, Sales Managers, and Salespeople. Are you ready to learn, improve, and achieve breakthrough results? Keep on reading! In this episode, I interview our Operations Officer & [ ] The post Let’s Talk Sales! Storytelling with Elizabeth Frederick – Episode 151 appeared first on Criteria for Success.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Great Selling Is “Habit Forming!”

Partners in Excellence

I’m sure you’ve experienced something that gives you a “rush.” ” It’s when, all of a sudden, everything just falls into place, everything is working as it should, it seems effortless. Sometimes we experience it in sports. For example, when I’m riding, I get it a groove, I’m in a paceline, my pedal stroke is perfect, I’m being pulled by the rider in front of me or pulling the riders behind me. It’s a perfect feeling.

Sales + Marketing Alignment – Focusing on a Better Buyer Experience


Improve sales and marketing alignment with this key strategy. It’s no secret that your sales and marketing teams each play a critical role in the success of your organization. While the performance of each individual team is certainly important, what’s even more impactful on your organization’s maturity is the way these two teams collaborate to better meet the changing expectations of buyers.

React to No’s Like Kids Do So You Never are Rejected

Smart Calling

Every kid is a born salesperson. And, we can learn a lot by remembering how we reacted to no’s when we were kids. Or by observing kids today. In this episode, you’ll be reminded of, and motivated by kids’ reactions to no’s so that you are never deterred by them, and will then get more of what you want. Listen Here. The post React to No’s Like Kids Do So You Never are Rejected appeared first on Smart Calling Blog.

Why a single Growth team is the ultimate answer to sales and marketing alignment


Increasing a company’s growth trajectory is rarely about discovering some brand-new strategy or tactic. There’s no such thing a “magic bullet”; it’s really about making better use of the resources you already have.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!