Sales and Marketing Management

FEBRUARY 7, 2018

Author: Drew Taylor Think of a time when you headed into a prospect meeting and just knew it was going to go well – the proverbial slam dunk. You were armed with every fact and figure the prospect could possibly need to see the value of your firm’s services, your charts and graphs were beautiful. It simply wasn’t possible for them to say no. Any rational person would see your well-organized, fact-filled presentation and say yes to becoming a client.

Ideal Customer Profile 196

Ideal Customer Profile System Prospecting Research 196

Understanding the Sales Force

FEBRUARY 7, 2018

Recently, I installed vented plastic garage floor tiles like those in the picture above to improve the look of our garage. It's the same garage, but now it looks awesome. Yesterday I received an email from Richardson Training, letting me know that they have completed their 2018 Selling Challenges Study. The data in the report, which you can download here , hasn't changed a great deal since 2017, but the report's new look is awesome.

Report 186

Report Exact Study Data 186

Connect2Sell

FEBRUARY 7, 2018

You matter. A lot. You matter a lot when it comes to whether or not the buyer will make a purchase with your company. Your selling skills matter a lot in determining whether or not the buyer is going to take another call or a meeting with you and your company. You matter greatly when it comes to whether or not this sale is going to advance all the way to a close.

Selling Skills 185

Selling Skills Buyer Meeting Closing 185

Zoominfo

FEBRUARY 7, 2018

It’s no secret, the social media landscape is constantly evolving. From emerging platforms, to hot new trends, there’s always something new that marketers must identify and adapt to. The most recent curveball comes courtesy of Facebook. Earlier this year, the ‘original’ social network made headlines with the announcement of their updated News Feed algorithm.

B2B 180

B2B Strategy Buyer Persona Marketing 180

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

MTD Sales Training

FEBRUARY 7, 2018

So much has been said about how sales meetings should be carried out and I’m sure you’ve read most of them. The sales meeting can make or break any deal, so it makes sense to get this important stage of the sales process correct. I’ve found that it probably boils down to just three key points, and I give you these ideas based on research and experience.

Sales Meeting 163

Sales Meeting Meeting Buyer Objections 163

Hubspot Sales

FEBRUARY 7, 2018

There’s no such thing as a born salesperson. Great sales reps make it look easy, but superior performance usually indicates a salesperson has taken the time to hone their skills and is constantly iterating to better help their prospects. Whether you’re a first-time rep or looking to get back to the basics, these tips are the essential pillars of successful selling.

Top of Funnel 145

Top of Funnel Hubspot Inbound Negotiation 145

SBI

FEBRUARY 7, 2018

Sales tech decision makers suffer from information overload and have to wade through a lot of marketing hype. It doesn’t take long for decision fatigue to kick in. That’s why we publish helpful and free resources—to reduce those frustrations and cut through all the noise. Throughout 2017, we interviewed leaders of 26 top sales solution providers asking the same questions of each of them.

Decision Maker 139

Decision Maker SalesForce ROI CRM 139

Increase Sales

FEBRUARY 7, 2018

Emotions are the common thread that bind humans beings. And it is those very same emotions that are guiding each and every customers experience specific to the points of connection. Again, points of connection are everything your customers see, hear, touch, smell, taste and feel. Extensive customer service research by Rosenberg has shown customer behavior can be predicted by emotions.

Customer 102

Customer Loyalty Customer Service Facebook 102

Alice Heiman

FEBRUARY 7, 2018

Leads slip through your fingers when your new business development approach is off. Business owners don’t understand the fundamental law of how new business development actually happens. If you’re stuck in a mentality of looking only for opportunities that will close in the next 90 days not only is that shortsighted but it’s wildly expensive and wrong.

Lead Nurturing 85

Lead Nurturing Call-back Follow-up Campaigns 85

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

Openview

FEBRUARY 7, 2018

Many organizations have adopted the practice of hosting Quarterly Business Reviews (QBRs) with each of their sales professionals to review what happened the previous quarter and to, perhaps more importantly, look ahead to future quarters. While QBRs are often dreaded by just about everyone in the sales organization due to their reputation for being incredibly time consuming and invasive, they can be very helpful for not just the sales leader, but the team of sales professionals as well.

Data 78

Data Guidelines Construction Marketing Qualified Lead 78

Hubspot Sales

FEBRUARY 7, 2018

How to Respond to a Performance Improvement Plan. Decide if you want to keep your job. Double your time commitment. Ask for help. Maintain a positive attitude. Beat the plan. For salespeople, performance improvements plans (also referred to as performance plans or, simply, plans) are part of having a hyper-competitive, goal-oriented job. Maybe you missed quota two months in a row, you’re not tracking well on the activities chart, or your outreach is suffering.

How To 86

How To Cancellation Face-to-face Quota 86

Babette Ten Haken

FEBRUARY 7, 2018

Professional self discovery is an important attribute in the practical application of the customer discovery process. Customer discovery can determine whether a product or service idea actually marries up with a receptive customer base. When customer discovery is done well, there is magic. When done poorly – which most often is the case – both startup, as well as sales, success are compromised.

Decision Maker 72

Decision Maker Customer SME Retention 72

Marc Wayshak

FEBRUARY 7, 2018

Prospecting calls are the bane of most salespeople’s existence. But if you can follow the perfect 5-step sales prospecting call opening, you’ll engage your prospects right off the bat. Check it out now! The post Prospecting Calls – The Perfect 5-Step Sales Prospecting Call Opening appeared first on Sales Speaker Marc Wayshak.

Prospecting 68

Prospecting Sales Cold Calling 68

Advertiser: ZoomInfo

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

Lead Qualification

The Brooks Group

FEBRUARY 7, 2018

As a Sales Training firm, The Brooks Group wins when our clients succeed. For that reason, we don’t do too much self-congratulating. We recently won an award, however, that we’re happy to share. The Brooks Group won the Happiest Company Award from TINYpulse in the Professional Consulting Services category. TINYpulse is a software that allows businesses to anonymously survey their employees—giving leaders a pulse on how happy, burnt out, or frustrated their employees are.

Hiring 72

Hiring Company Groups Hubspot 72

SalesforLife

FEBRUARY 7, 2018

Nobody wants to hear, “I'll check with my boss.” It usually means that sales loses control of the presentation and will be shut out of the Q&A session, if there ever is one. That's one of the reasons why every salesperson should strive to get through to the C-suite from the start. Then sales just has to sit back as the gravitational force of management pressure can work its magic on the procurement team.

Strategy 62

Strategy Sales Social Selling Sales Process 62

The Center for Sales Strategy

FEBRUARY 7, 2018

I wonder if we would all treat people better if we replaced human resources with a department focused on human flourishing (HF). People are certainly more human than they are resources, but I wonder if there is a better way to think of them than merely resources. One of the dictionary definitions of flourish is "to thrive or grow luxuriantly." Pretty cool way to think of your people.

Resources 63

Resources Training Sales Management Sales 63

Membrain

FEBRUARY 7, 2018

When I founded Membrain 5 years ago, it wasn’t because I thought I was great. It was because I knew I sucked. I sucked at helping salespeople succeed, and I wasn’t alone: The whole industry sucked at helping salespeople succeed.

Industry 60

Industry 60

Advertisement

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Intent Data

Babette Ten Haken

FEBRUARY 7, 2018

Professional self discovery is an important attribute in the practical application of the customer discovery process. Customer discovery can determine whether a product or service idea actually marries up with a receptive customer base. When customer discovery is done well, there is magic. When done poorly – which most often is the case – both startup, as well as sales, success are compromised.

Decision Maker 59

Decision Maker Customer SME Retention 59

Customer Centric Selling

FEBRUARY 7, 2018

Sales Tips: The Quality of CRM Data Is the Keystone to Competitive Advantage. By Connie Schlosberg, Primary Intelligence.

Competition 78

Competition CRM Data Sales 78

Marc Wayshak

FEBRUARY 7, 2018

Selling to high-level prospects is the only way to take your sales to the next level—no matter your industry. Learn the 5 most critical tips to selling to a c-suite buyer in this game-changing video. The post Selling to C-Suite – 5 Critical Tips to Selling to C-Suite Buyers appeared first on Sales Speaker Marc Wayshak.

Buyer 58

Buyer Video Industry Prospecting 58

Pipeliner

FEBRUARY 7, 2018

Sales Metrics that Matter in 2018. When a sales team sets off at the beginning of a quarter to reach a sales goal, how do they know they’re making progress toward that goal? How do they know they’re on target with enough opportunities? And how do they know they’re the RIGHT opportunities, both for the company and for the prospects? The only way to know for sure is to utilize the right metrics.

Social Media 60

Social Media Telecommunications Health Care Media 60

Advertiser: ZoomInfo

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

Vendor

Paul Cherry's Top Sales Techniques

FEBRUARY 7, 2018

High-Level, Hard-to-Reach Decision Makers You’re trying to contact that high-level decision maker. That person who really has the influence you are (or should be) looking for, but is so very hard to reach. We’re often told to call off-hours. But I have a better idea. My suggestion, call Saturday morning, Sunday evening, or some other “crazy hour” that no salesperson would think to call.

Decision Maker 58

Decision Maker Influencer Coaching Training 58

Close

FEBRUARY 7, 2018

Email outreach can be a powerful too. Much like cold calling, a cold email can unlock massive opportunities. If you craft your emails well, they can be your foot in the door with the Fortune 500 clients you’ve been dreaming of.

Cold Calling 52

Cold Calling Opportunity Sales 52

SalesLoft

FEBRUARY 7, 2018

Sellers know their market matters. Territory, size, and industry all play a role in who you sell to and how you approach each deal. We know our customers use Salesloft to acquire new business in diverse industries with different deal sizes all over the world. A huge component of these deals is within the enterprise domain – the big fish your team is trying to reel in each quarter and year.

Enterprise 52

Enterprise Enterprise Account Scale 52

Mindtickle

FEBRUARY 7, 2018

As a sales manager, one of your many challenges is continuously developing different sales reps. The needs of reps who are relatively new to the job are very different to that of seasoned reps, as is their attitude to development. While your newbies may be thirsty for knowledge and ideas, it can be harder to bring a veteran salesperson along on the ride with you.

Training 52

Training Sales Management Hiring Coaching 52

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

OpenSymmetry

FEBRUARY 7, 2018

It’s the beginning of the year, and a much-needed ICM implementation may be in the works. However, without getting the right information to the right people at the right time, your rosy future state may come with conflict, confusion, and delays. For SPM software implementations, with myriad stakeholder groups involved in the project’s success, it’s critical that each group has clear expectations.

Channels 57

Channels System Groups Distribution 57

Lead411

FEBRUARY 7, 2018

Integrated High Quality Lead Intelligence & Elegant Sales Automation to Provide a “one-stop-shop” for the mid-market. SAN FRANCISCO–( BUSINESS WIRE )– SaaStr 2018 -Marketing and Sales teams in the mid-market face daunting solution integration problems and a confusing number of choices. From CRM to email marketing, deploying an easy-to-use, high-quality solution has required custom integrations and endless support for updates.

Data 45

Data Scale Discount Conference 45

Paul Cherry's Top Sales Techniques

FEBRUARY 7, 2018

High-Level, Hard-to-Reach Decision Makers You’re trying to contact that high-level decision maker. That person who really has the influence you are (or should be) looking for, but is so very hard to reach. We’re often told to call off-hours. But I have a better idea. My suggestion, call Saturday morning, Sunday evening, or some other crazy off-hour.

Decision Maker 45

Decision Maker Influencer Video Coaching 45