Sales and Marketing Management

MAY 20, 2016

Issue Date: 2015-05-20. Author: John Lynch. Teaser: More than 80 percent of respondents to a recent survey agreed that a close relationship between finance and sales is crucial to improving profitability. So what's stopping this from happening? More than 80 percent of respondents to a recent survey agreed that a close relationship between finance and sales is crucial to improving profitability.

Survey 189

Survey Closing Sales 189

Pointclear

MAY 20, 2016

Make marketing accountable for sourcing revenue is the third of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. In the last blog we discussed the importance of driving revenue from all sources (inbound, nurture, outbound).

Marketing 133

Marketing Sales Qualified Lead Demand Generation Demand Generation Targets 133

The Sales Hunter

MAY 20, 2016

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: We’re […].

Sales 122

Sales Selling Skills Sales Leadership 122

Increase Sales

MAY 20, 2016

Today I received another email about the 7 sales skills that can be taught through sales training. This headline only reinforced the continued problem with this area. We train dogs; we develop people! As I reviewed these 7 sales skills each of them is not an issue of acquiring knowledge as in training, but rather the unaddressed issue of performance, the application of knowledge.

Training 78

Training Face-to-face Referrals Sales Leadership 78

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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

Engage Selling

MAY 20, 2016

Is your sales team giving up after a couple attempts of getting in touch with a prospect? Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.

Sales 48

Sales Prospecting Up-Sell Quota 48

Sales Excellence

MAY 20, 2016

Some prospects are just harder to reach than others. Sometimes it’s because they’re at a higher level in your customer’s organization than you usually call on, or they’re protected by an executive assistant or two, or they may be the type of people that are fairly unresponsive to outreach. Here are three tips for getting through to hard-to-reach-prospects.

Prospecting 22

Prospecting Call-back Follow-up Energy 22