Miller Heiman Group

AUGUST 1, 2019

Almost half of organizations report having a weak relationship between their sales and customer success teams; and a third report that service plays no role in generating sales. These statistics are often ignored in a booming economy, but start to resurface when economic conditions weaken. When bringing more clients to the top of the funnel becomes harder, maintaining and growing current customers relationships is a sales management best practice and a key to recession readiness.

Top of Funnel 63

Top of Funnel Customer Loyalty Customer Service 63

Xactly

AUGUST 1, 2019

Measuring sales performance accurately is important to drive growth. Learn what metrics you should track for better insight into your sales organization.

How To 50

How To Sales 50

No More Cold Calling

AUGUST 1, 2019

Referral makers don’t want your money. They want to know you’re trustworthy. You’re going to pay me how much for referral business? No thanks! When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. You won’t pitch, you’ll share best practices, and you’ll follow up. You’ll let me know if this was a good referral for you.

Referrals 289

Referrals System Cold Calling Social Media 289

SBI Growth

AUGUST 1, 2019

If you are a CEO whose company sells exclusively to the end-user of your product or service and you are confident that is the optimal go-to-market motion, this article isn’t for you. However, if you are a CEO who: Is actively considering.

Channels 197

Channels Marketing Company Revenue 197

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

Sales and Marketing Management

AUGUST 1, 2019

Author: Chris Mason So many of us begin our sales careers as representatives of a company, product, service or all the above. We learn the tricks of the trade, the importance of customer service, the power of relationship building and what it feels like to win and lose. Many are content to continue in that representative position for the entirety of their careers, which can be rewarding both personally and financially.

Hiring 189

Hiring Sales Leadership Insurance Insurance 189

DiscoverOrg Sales

AUGUST 1, 2019

We spend an enormous amount of time trying to hire sales professionals that we think are “A” players. . We then (hopefully) invest time training those reps before turning them loose on the phones … only to ask them to do several different roles. . We’ve essentially taken our A players and forced them to do 2-3 different roles, making them B or C players at both.

Video 136

Video Outbound Inbound Hiring 136

Hubspot Sales

AUGUST 1, 2019

You probably spend a lot of time cultivating valuable connections by prospecting on LinkedIn , and it’s likely that at some point, you’ll want to download those contacts’ information to further nurture those connections. But how do you do that? Where do you get started when exporting LinkedIn contacts -- and then what? Read on for step-by-step directions with helpful, up-to-date screenshots.

LinkedIn 112

LinkedIn How To Account Data 112

Nimble - Sales

AUGUST 1, 2019

Your personal brand is the reflection of yourself towards others. You can bridge the gap between where you are and where you want to be by building a personal brand that will inspire others. These seven steps will help you polish your presence on LinkedIn, Twitter, and within your industry. Just like building anything else, […]. The post 7 Steps to Build a Personal Brand that Resonates & Inspires appeared first on Nimble Blog.

Twitter 105

Twitter LinkedIn Industry Social Selling 105

SBI

AUGUST 1, 2019

Sales Enablement: Marketing and Sales Alignment by Design. Marketing and sales both work to drive demand and grow revenues. The problem is that they each focus on different areas of the buying process. They do so in silos, guided by a linear process that dictates marketing works on the first part and sales works on the second. This worked fine until products became more complex, buyers became enabled to self-educate, and buying committees grew.

Sales Enablement 94

Sales Enablement Marketing Buyer Education 94

Advertisement

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

Engage Selling

AUGUST 1, 2019

Are you pushing the sale too hard with your prospects and clients? Look, we all know sales is about persistence. Sometimes though, sellers don’t know when to slow down on that persistence and actually repel the client away.

Prospecting 91

Prospecting Loyalty Quota Closing 91

SBI

AUGUST 1, 2019

Revegy and FinListics Announce Partnership Alliance. ????Revegy , a leading provider of account revenue optimization technology, and FinListics , a company that helps B2B sellers analyze and speak to the financial performance of their target customers, announced today their collaboration through a new partnership alliance. This alliance allows the Atlanta-based technology companies to continue to expand market opportunities and increase the value delivered to their clients.

SAP 86

SAP Sales Enablement Webinar Metrics Sales Methodology 86

Partners in Excellence

AUGUST 1, 2019

Stripped of everything else sales is simple. At it’s core, sales is about: “Finding a person/company with a need, helping them solve it.” “Finding enough of these to achieve our business goals.” As with many complex things, we can express them in very simple terms. There is great beauty and simplicity in the expression of the laws of physics, a mathematical equation, in a great piece of art or music, in a great book.

Channels 84

Channels Sales System Conversion 84

Anthony Iannarino

AUGUST 1, 2019

A recent prompt suggested that one should only work in sales because they want money or because they want to compete. The second part of the prompt suggested that “helping other people” was not a reason to work in sales. Leaving aside that fact that everyone on Earth wants more money (including Buffet, Munger, Gates, Bezos), a desire for money is not the only reason one might decide to work in sales.

Hiring 83

Hiring Compensation Motivation Competition 83

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

Sales Evangelist

AUGUST 1, 2019

Every person in every industry can improve a little bit every day by focusing on self-improvement and developing respected leadership traits. Whether you’re a seller, a sales leader, or someone who isn’t even involved in sales, you’ll likely find yourself responsible for guiding people and helping them succeed. Luis Weger works with a startup focused on changing the medical construction industry and serves as an offer in the Army Reserves.

Industry 74

Industry Follow-up ACT Construction 74

InsightSquared

AUGUST 1, 2019

“There’s no stronger time than now, where a sales executive needs a really strong partnership with business ops or sales ops or revenue ops,” said Todd Abbott, as he opened his presentation at Ramp 2019, the revenue ops event of the year hosted by InsightSquared. Abbott’s words spoke true to many Ramp attendees, including sales operations professionals who are faced with changing customer buying cycles along with the business’s increased dependency for accurate sales forecasts. .

System 59

System Sales Management Top of Funnel Forecasting 59

Predictable Revenue

AUGUST 1, 2019

Having alignment between brand and outbound sales is essential. Not only can sales help measure the power of and investment made in a brand, but brand can also help empower prospectors with great content, sales assets, and ensure that messaging is always spot-on. The post The power of aligning brand and outbound sales with Sigstr’s Sarah Harbison Tosh appeared first on Predictable Revenue.

Outbound 59

Outbound Revenue Sales 59

Accent Technologies

AUGUST 1, 2019

We all know that content plays an important part in the B2B buying cycle, but how do you know what content is moving things along and what’s falling flat? The answer is you need a scalable and methodical approach to measuring content performance. (more…).

B2B 59

B2B Buying Cycle 59

Advertisement

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

Carew International

AUGUST 1, 2019

“Earn trust, earn trust, earn trust. Then you can worry about the rest.” Author and entrepreneur Seth Godin stresses the importance of placing trust before all else. People not only buy from people they like , but from people they trust to deliver results and meet their needs. However, there is a significant gap between how we as sales professionals view ourselves and how prospects view us in terms of our trustworthiness: Based on a survey by Harvard Business Review , top performing salespeople

Customer 54

Customer Survey ACT Research 54

Guru

AUGUST 1, 2019

For some reason, no note-taking methodology ever solves some of the biggest pain points: keeping them all in one place, making them easily searchable, and knowing whether they’re still even valid. You might think about note storage as personal knowledge management. Here at Guru, we love thinking about the best ways to get the knowledge we need when we need it, and while we usually talk about it in a collaborative work capacity, we love using the same principles for personal organization as well.

48

48

Paul Cherry's Top Sales Techniques

AUGUST 1, 2019

Let’s suppose you are a doctor and a patient requesting surgery came to you and immediately asked about price and availability. How would you respond? “Sure, here’s my quote. Call me if you have any questions.” Of course, you would never reply in this manner. Yet, many salespeople continue to sell this way. And as a result, they unfortunately do not close many sales.

Course 49

Course Coaching Up-Sell Training 49

Sales Lead Management Association

AUGUST 1, 2019

Listen on Thursdays starting at 9 am Pacific here > 9 am INSIDE Inside Sales by VanillaSoft hosted by Darryl Praill Guest: Mark Hunter A Simple Plan for Prospecting 9:30 am Revenue Optimization Radio by Altify hosted by Patrick Morrissey Guest: Stacy Crinks, CEO, The Content Bureau How to build.

Top of Funnel 48

Top of Funnel VanillaSoft Funnel Inside Sales 48

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

SalesLoft

AUGUST 1, 2019

What you sell – your product – is a primary differentiator. Or is it? Anthony Iannarino would argue that it’s not. The outcome, or the strategic need to do something different, it was will cause someone to change. Jeremey and Anthony go deep into his four levels of sales in this episode of the Hey Salespeople podcast. Learn why level 4 – the trusted advisor – really is the holy grail, and the reason you still need the prior 3 levels.

Hiring 45

Hiring Trends Scale Up-Sell 45

Sue Barrett

AUGUST 1, 2019

Anyone can have an idea. Ideas are cheap and they are plenty. The challenge is turning that ‘amazing’ idea or invention into a commercially viable business entity. Many people throw their hearts, souls, energy and wallets into developing their idea. Designing, crafting and forming it. Then thinking about ways how they are going to market […]. The post One main reason most start-ups fail appeared first on Barrett Sales Blog.

Energy 45

Energy Marketing Segment Sales 45

Showpad

AUGUST 1, 2019

Front line Sales managers are key to Sales growth. The best way to positively impact Sales at a given organization is to improve the sales productivity of its Sales reps. And the most effective way to do that is through the front line Sales managers. After all, it’s the responsibility of front line Sales managers to coach and train their salespeople to attain their sales objectives.

Sales Management 45

Sales Management Sales Enablement Coaching Resources 45

Selling Energy

AUGUST 1, 2019

When you’re selling an energy efficiency solution in the built environment, you might consider emphasizing the potential for increased appraised value as an important benefit. Unfortunately, most energy solutions providers don’t take the time to reframe their proposed improvement in this context. Today, we’ll discuss some strategies for framing this potential benefit properly.

Energy 40

Energy Proposal Benefit Strategy 40

Advertisement

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

Report

Accent Technologies

AUGUST 1, 2019

We all know that content plays an important part in the B2B buying cycle, but how do you know what content is moving things along and what’s falling flat? The answer is you need a scalable and methodical approach to measuring content performance. More of a visual person? View the same information explained below in the form of a short video from Accent CEO, Pete McCrystal.

B2B 40

B2B Scale Buying Cycle Social Media 40

Paul Cherry's Top Sales Techniques

AUGUST 1, 2019

Let’s suppose you are a doctor and a patient requesting surgery came to you and immediately asked about price and availability. How would you respond? “Sure, here’s my quote. Call me if you have any questions.” Of course, you would never reply in this manner. Yet, many salespeople continue to sell this way. And as a result, they unfortunately do not close many sales.

Course 40

Course Up-Sell Sales Closing 40

Smart Calling

AUGUST 1, 2019

Trial attorneys need to be master influencers, and “sell” in many different ways and situations. Today’s guest is a prominent, experienced litigator who shares some of his sales success secrets as they relate to interacting with clients, jurors, opposing attorneys, and judges. You’ll be able to adapt these ideas and methods to your own interactions and sales situations.

Influencer 40

Influencer Relationals Sales Inside Sales 40