Sales and Marketing Management

FEBRUARY 22, 2018

Author: Jim Ninivaggi, Senior Vice President of Business Development, Brainshark Sales rep attrition remains a vexing issue for organizations?— with companies losing about one out of every three reps each year, according to The Bridge Group. Nearly half of that turnover is voluntary, and the impact reverberates right down to the bottom line. The effects are especially painful and pronounced when the sophomore and junior-year “curse” strikes?

Retention 192

Retention Hiring Lead Rank Quota 192

Jill Konrath

FEBRUARY 22, 2018

I was psyched. My goal? To set up a meeting with the SVP of sales at a targeted software company. I’d researched his company, knew their objectives and strategic initiatives and uncovered some game-changing trigger events.

Software 187

Software Software Objections Research 187

No More Cold Calling

FEBRUARY 22, 2018

Your product doesn’t matter, your customer does. Sometimes other people communicate our message better than we do. They add a twist, a new insight, different phrasing, and a unique perspective. That’s what happened last year when I spoke about asking for referrals at the Sales Masterminds Australasia event in Sydney, Australia. The room was packed with nearly 100 people who were curious about different approaches to prospecting.

Referrals 176

Referrals Cold Calling Customer SalesForce 176

MTD Sales Training

FEBRUARY 22, 2018

Salespeople are great conversationalists. That is, they find it easy to discuss opportunities and possibilities with prospects, listening to their needs and wants, and working with them to deliver great products and services. But once in a while, you need a pep up, a lifting of the spirits. Especially if things aren’t going well and sales are drying up.

Journal 120

Journal ROI Influencer Industry 120

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

Hubspot Sales

FEBRUARY 22, 2018

First-time sales outreach response is plummeting. According to Jill Konrath , 97% of all business calls now go to voicemail. It's never been more important for salespeople to be good at leaving voicemails. Not only that, but voicemail can -- and should -- be measured, coached, and improved. Through personal experience and research, I’ve been able to identify the most effective voicemail script -- along with the keys to implementing it -- so you leave voicemails that generate an incredible respon

Call-back 141

Call-back Case Study Follow-up Research 141

Hubspot Sales

FEBRUARY 22, 2018

Think direct mail is an outdated sales tactic? Think again. While prospect’s email inboxes are becoming increasingly crowded ( 78% of consumers opt out of company emails due to sheer volume), their physical mailboxes get emptier. Now's the time for Sales and Marketing to work together to create direct mail prospects can’t help but respond to. From boxed balloons to 3D puzzles, there's no shortage of creative ways to format your mailers -- but the most important aspect of your letter is what you

Direct Mail 103

Direct Mail Hiring Sales Qualified Lead Education 103

Shari Levitin

FEBRUARY 22, 2018

Have you ever landed a sale with no objections? I mean, not one “no”—or even an “I’m uncomfortable with this or that?” That’s not selling; that’s just taking an order. You might as well ask, “Do you want fries with that?” Objections are a critical part of your sales process. Objections mean your customer is interested. The post 4 Techniques to Respond to “NO” appeared first on SHARI LEVITIN.

Objections 90

Objections Sales Process Customer Sales 90

Tony Hughes

FEBRUARY 22, 2018

The Sales Manager’s job is to provide an environment within which their sales people can succeed. This means providing intrinsic competitive value in the product, service or solution being sold. Then viable territories and targets, the right levels of support, training and enablement tools, demand generation leadership, and remove internal roadblocks.

Sales Management 86

Sales Management Hiring Demand Generation Agencies Territories 86

Engage Selling

FEBRUARY 22, 2018

I am sick of sales managers complaining about their top sellers not being team players. Sellers do need to be acting legally, morally, and ethically, and we do want them to get along with people.

ACT 86

ACT Sales Management Sales Sales Coaching 86

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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

SBI Growth

FEBRUARY 22, 2018

Marketing 153

Marketing Campaigns ROI B2B 153

InsightSquared

FEBRUARY 22, 2018

Boston’s Trident Booksellers and Cafe thrums on a Saturday morning. The place is packed — Busboys bustle past waiting patrons to drop off clean glasses for the bartenders, only to be coaxed out of the way by a waiter looking for their next order, or a host seating a table. The kitchen rages, tossed about under the weight of tickets from the two dining rooms.

Sales Operations 82

Sales Operations Scale CRM System 82

SalesforLife

FEBRUARY 22, 2018

Forrester continues to lead market research on the topic of social selling. With incredible past insights on WHY execute a digital sales transformation, Mary Shea and the team have now begun reviewing social selling tools.

Social Selling 81

Social Selling Tools Study Research 81

Tony Hughes

FEBRUARY 22, 2018

Strap on your narwhal horns of "strategery" and fasten your seat belts. This list is in no particular order but is nothing short of awesome! Without further ado I'm releasing my Web 3.0 Champions Twitter List to the world: Web 3.0 Champions (664 Thought Leaders Influencing Strategic Social Selling 3.0 and growing daily! - Please go follow all of these luminescent minds and fly this list into your HootSuite, TweetDeck or social dashboard of choice for full blown content fireworks overload like Ne

InsideView 71

InsideView Oracle Social Selling LinkedIn 71

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

Marc Wayshak

FEBRUARY 22, 2018

I’m constantly writing sales strategy articles for leading publications such as Inc., Entrepreneur, HubSpot, and Salesforce.com. Here are 11 must-read articles that you should look at today. The post 11 Must-Read Sales Articles on Selling Strategy appeared first on Sales Speaker Marc Wayshak.

Strategy 66

Strategy Hubspot Sales Leads 66

Tony Hughes

FEBRUARY 22, 2018

Pharrell is a humble, stylish and confident genius but it didn't come overnight. He applied the timeless principles of a master closer to become an overnight sensation, put out a smash hit to accompany the international box office hit from Universal Pictures 'Despicable Me' and cleaned up at the Grammys. Here's how he did it: Anthony Robbins has been saying it for decades – "Selling is about changing someone's emotional state.

Fashion 69

Fashion Software Software LinkedIn 69

Repsly

FEBRUARY 22, 2018

For brands who rely on sales in Sephora and Ulta, education and merchandising are key. That’s why earlier this year, Milk Makeup made a big decision to gain a competitive advantage in Sephoras nationwide. They equipped their education and merchandising team with Repsly. After just a few weeks equipped with the Repsly app, the team is now 800% more efficient.

Education 59

Education Report Competition Data 59

Tony Hughes

FEBRUARY 22, 2018

Virtual reality and the promise of a second life are at last upon us. Do we even need to jump in the hyperloop to explore the world with new eyes? I miss the ambitious 1990's and the days of the Lawnmower Man VR helmet and Power Glove. But here we are with Oculus Rift and HoloLens, Magic Leap holography and the promise of a brave new world of Marcel Proust.

Ideal Customer Profile 66

Ideal Customer Profile Social Media Account Penetration 66

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Data

Pipeliner

FEBRUARY 22, 2018

There are lots of great reasons to use humor in your sales pitch. A funny story, joke, quote, or prop can engage your prospect, add welcome lightness to a heavy subject, and increase audience recall. Yup, humor can be a great….when it works. And when it doesn’t? Few things will suck the confidence out of you faster than a joke or story that bombs, annoys or confuses your business audience.

Sports 59

Sports Sales Follow-up CRM 59

Tony Hughes

FEBRUARY 22, 2018

Dear Social Seller of 2015, Now that I've got your attention I must warn you. It is dangerous to implement basic social selling techniques. I wanted to take a moment to express a word of caution in applying a cure-all or over-simplified approach to strategic selling within social mediums. A one size fits all approach simply won't work. Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycl

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

The Center for Sales Strategy

FEBRUARY 22, 2018

You finally got an appointment with a strong prospect. Now, it is time to prepare for a successful digital needs analysis to make sure that all the effort you spent getting the appointment isn’t wasted. You want to make sure that you have a strong and thorough needs analysis—because understanding your prospect's business, their specific needs , challenges and expectations is imperative to developing a solution that will achieve results.

Analysis 54

Analysis Prospecting Media 54

Partners in Excellence

FEBRUARY 22, 2018

Recently, I had a discussion with someone, actually a polite disagreement. I was advocating, “Disrupting customers’ thinking, getting them to recognize new opportunities, inciting them to change and buy.” This thoughtful individual, was upset with my position. Among other things, he made the statement, “Customers won’t buy until they are ready to buy.

Customer 54

Customer Transportation Construction Conference 54

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

FEBRUARY 22, 2018

Four tracks. 50+ sessions. Over 100 speakers. More than 1000 attendees. Less than 12 days to get the few tickets remaining. Rainmaker 2018 is shaping up to be a truly transformational conference. With so much content to offer this year, we’re going to spend a little bit of time diving into each track to highlight some of the not to be missed gems from the line-up for each track.

Coaching 52

Coaching Enterprise Enterprise Conference 52

Allego

FEBRUARY 22, 2018

Top Asset Managers Said “The New World of W holesaling” is Upon Us. That’s according to national sales managers at advisors’ top 10 favorite asset management firms in the industry. Ignites recently dug into Fuse Research’s report highlighting the results of a vote amongst 727 advisors , and the message is clear: the good old days of walking into an advisor’ s office and winning business with a pair of tickets and a decent Morningstar rating are over.

Construction 48

Construction Pivotal Territories Education 48

Sales Evangelist

FEBRUARY 22, 2018

If you and your team feel that you need to do better or increase your closing rate but don’t quite know how to do so, check out TSE Hustler’s League where we give you coaching to help you perform better as sales professionals. In today’s episode I discuss the importance of finding solutions and knowing your […] The post TSE 775-TSE Hustler’s League-“The Science Of Who To Sell To” appeared first on The Sales Evangelist.

Coaching 40

Coaching Closing How To Sales 40

Pipeliner

FEBRUARY 22, 2018

Off the Cuff Instant Interview Question: “What are some tips for doing practical market, territory and account planning?”. While those of us in sales are usually viewed as not the best of planners, my experience is that we welcome practical, streamlined planning that helps win business. As such, concise, targeted planning, such as that used in the Sandler Enterprise Selling Program, is typically embraced.

Territories 40

Territories Outsourcing Services Account Ideal Customer Profile 40

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Report

Topline Leadership

FEBRUARY 22, 2018

[…] 23. TopLine Leadership […].

CRM 61

CRM Sales 61

Hyper-Connected Selling

FEBRUARY 22, 2018

The post Find Anvils that Will Make You Stronger appeared first on David J.P. Fisher.

45

45

Atlatl Software

FEBRUARY 22, 2018

In the era of email, the manufacturing sales industry is still writing letters.

Industry 40

Industry Sales Process Sales Sales Enablement 40