Sales and Marketing Management
JUNE 17, 2020
Author: Kristen Powers You have seen the mantra in the news, via advertisements and throughout social media: “We are all in this together.". It resonates with us as civilians as well as business owners and employees working to navigate these unprecedented times. But in a company with both marketers and sellers, this motto has never been more applicable.
The Center for Sales Strategy
JUNE 17, 2020
If your media sales department is facing difficulties, you’re not alone. Despite recent innovations, media sales departments are still missing budgets, not developing new business, and not retaining key accounts. Many media sales managers are stuck in a vicious circle of recognizing challenges that hinder growth, but they tend to ignore them for various reasons.
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Atlatl Software
JUNE 17, 2020
Millennials now make up the majority of the workforce. As most are settling into the first few years of their jobs, Millennials are more aware of the amount of money they are spending. The Millennial population is projected to spend $1.4 trillion shopping each year by 2020. The question lies, how will companies attract the Millennial Buyer during and after COVID-19?
SBI Growth
JUNE 17, 2020
On today’s show, we are joined by Vince Lombardo, President of US Payments and Payroll Solutions at Heartland Payment Systems. Over the last two decades, Vince has seen Heartland grow from a startup to a global company with 4,000+ employees.
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.
Alice Heiman
JUNE 17, 2020
How CEOs Can Lead Through Historic Times . For months, the coronavirus has dominated conversations and news coverage around the world. If you’re like most CEOs, in March you watched with growing alarm as massive global companies like Dell, Amazon, Twitter, and Google issued work-from-home mandates, and all trade shows and big events were canceled in response to the outbreak.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales Hacker Training
JUNE 17, 2020
If a salesperson hit quota at their last job, they’re much more likely to hit quota at your organization, right? Not so fast. According to statistics from our sales professional user base here at RepVue , only 46.7% of sales professionals globally are achieving quota. And it’s even fewer in software sales organizations. It turns out that quota attainment has become the exception, not the rule.
Julie Hanson
JUNE 17, 2020
The near Herculean effort by many companies to arm their sales teams to conduct business 100% virtually should be applauded. When in recent history have so many sales organizations been restructured so quickly?! The missing piece in virtual sales training. Sales teams are rapidly being trained to adopt new tools, platforms, and messaging to succeed in a virtual world.
Hubspot Sales
JUNE 17, 2020
There’s no easy way to put it — for many companies, it is a hard time to sell and consumers have a lot on their minds. According to LinkedIn’s 2020 State of Sales Report , buyers are becoming increasingly less responsive, with 44% of salespeople reporting a decrease in responsiveness to outreach. This research also indicates sales cycles are increasing, with 44% of salespeople saying their customers buying cycles have increased.
Force Management
JUNE 17, 2020
At any company life cycle stage, there are challenges that come with driving scalable growth. Defining where the biggest gaps or opportunities lie within a sales process is one complication sales leaders, their executive teams, and even their investment firms often struggle with. Determining which sales initiative will drive the most impactful results takes careful consideration.
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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.
Highspot
JUNE 17, 2020
Elements of digital training have always been core to empowering your sales team. But the transition to working from home has surfaced old questions: how can you keep remote teams engaged? And which skills should we be teaching??? We spoke with the experts at ValueSelling , Corporate Visions , and Sandler Training to help answer these questions and more, including: What is virtual sales training?
Partners in Excellence
JUNE 17, 2020
I was working with a team of frustrated sales people. They had a past sales manager that micromanaged them terribly. The manager would get involved in too many deals. He would constantly dictate next steps. His deal reviews became opportunities where the team updated him on what was happening, so he could dictate the next steps. The entire focus of the manager’s micromanagement was on him and his ability to achieve his goals.
John Barrows
JUNE 17, 2020
The post LIVECAST: Morgan Ingram and James Buckley host “Filling the Funnel” appeared first on JB Sales.
Miller Heiman Group
JUNE 17, 2020
Unprecedented times call for a change of strategy. If you haven’t yet adapted your sales tactics to address the changes wrought by the COVID-19 pandemic, it’s time to think about how to pivot as you position your company to rebound from the crisis. The priorities and needs of your prospects and customers have changed—and so have the opportunities for you to grow your relationship and win more deals with them.
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.
criteria for success
JUNE 17, 2020
With all the distractions we face today, managing your time can feel like an endless obstacle course. Sometimes fresh insight helps, so we created a list of time management quotes for sales growth to get you through those jam-packed days. Even the greats had to follow a schedule, and this is what they have to say about it: 15 Time Management Quotes for Sales Growth.
Sandler Training
JUNE 17, 2020
Mike Montague interviews Doug Cohen on How to Succeed at Using Body Language in the Sales Process. The post How to Succeed at Using Body Language in the Sales Process appeared first on Sandler Training.
Sales Hacker
JUNE 17, 2020
The notion that consultative selling is the optimal way to sell has been around since the last millennium. The concept was coined in the 1970s in the book Consultative Selling by Mack Hanan. In the current economic environment, buyers are having to do a lot more with a lot less and make do with what they have, which means that new business opportunities are fewer and farther between.
Sandler Training
JUNE 17, 2020
Communication is a key component for any successful sales team. And when sales teams work remotely, the need for excellent communication increases even more. The post The A to Z of the Best 2020 Remote Work Sales Communication Tools appeared first on Sandler Training.
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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
Sales Hacker
JUNE 17, 2020
The cost of hiring the wrong SDR is high. The longer and more complex the sales cycle is (like in enterprise sales), the longer and more complex the onboarding and training process will be. Making a mistake and onboarding the wrong SDR can result in a six-month gap in your pipeline. So, how do you ensure you’re hiring the right SDRs for your team? By hiring for the skills you can’t (or don’t) have time to teach them.
Pipeliner
JUNE 17, 2020
In today’s world, we’re always looking for the next easy way out. Shortcut culture has invaded, and not always for the better. Automation has become a great tool in many regards, and technology has definitely been a huge factor and great resource in the sales world, but it can’t compensate for the human to human connection, especially when it comes to prospecting.
Nimble - Sales
JUNE 17, 2020
Customer Relationship Management (CRM) plays a critical role in boosting business growth and making mistakes in this regard can lead to losing valuable loyal customers. Therefore, it is essential to have a CRM system to boost business growth by making customers feel valued. Having a solid social CRM strategy can help you cement relationships the […].
Selling Energy
JUNE 17, 2020
As dire as prospecting and marketing might seem in these new circumstances, keep in mind that not all is lost. Aside from talking to current customers and networking on LinkedIn, you can make a cold call warm , even hot, by doing your homework and noting which markets are flourishing. You can also make it warm by leveraging contacts you already have at your disposal.
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.
RAIN Group
JUNE 17, 2020
Since the global pandemic of 2020 began, virtual training has become imperative. But designing and delivering effective virtual training is the exception more than the norm.
Close
JUNE 17, 2020
There are many things you need to screen for when you’re hiring people in a remote company. But the most important thing? Remote culture fit. Here's what to look out for.
Accent Technologies
JUNE 17, 2020
The post Marketing Asset Management appeared first on Accent Technologies.
Selling Fearlessly
JUNE 17, 2020
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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
LeveragePoint
JUNE 17, 2020
Sales velocity is an increasingly popular method for measuring overall B2B sales performance and pipeline health. It’s an equation that generates a number ? your sales velocity. The number doesn’t mean much in absolute terms. You need to compare it relative to other sales velocity figures across groups and over time. If your sales velocity is going down, that’s bad.
Lessonly
JUNE 17, 2020
When you are planning personnel management for yourself or others on your team, how often are you thinking about how to provide training for employees? I can tell you that it didn’t cross my mind hardly at all early in my career. I can tell you with certainty that there wasn’t even a plan. When it came to professional development and training that wasn’t with the initial onboarding, it was a “build the plane while flying it” type of situation.
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