Sales and Marketing Management

SEPTEMBER 12, 2017

Author: Paul Gordon, Senior Vice President Sales, Rymax Marketing Services, Inc. Recently I was asked to attend a manufacturer’s sales meeting. And as I sat there I felt like Bill Murray in the movie “Groundhog Day.”. The same predictable speeches. The participants eyes glazing over midday. The disappointing welcome gift that no one wanted. The time and money that was spent on the meeting was being wasted as the meeting followed a predictable course.

Lead Rank 262

Lead Rank Loyalty Incentives Incentive 262

The Sales Heretic

SEPTEMBER 12, 2017

This is a tale of two customer service failures. And the world of difference in the way they were handled. The first occurred at a fast-casual restaurant. I won’t reveal the name—I’ll just note that it’s a place you can STOP to get WINGS. I placed my order and waited. Because their food is cooked [.].

Customer Service 252

Customer Service Customer Sales 252

DiscoverOrg Sales

SEPTEMBER 12, 2017

First, the bad news: Most B2B buyers don’t trust salespeople. They don’t think salespeople do a good job of explaining how a product helps their business specifically. And they don’t think salespeople can converse with the senior executives who sign off on major purchases. The good news? These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually succes

Buyer Persona 206

Buyer Persona Buyer Survey Ideal Customer Profile 206

Understanding the Sales Force

SEPTEMBER 12, 2017

Image Copyright iStock Photos. What was your reaction when you saw that the water in Tampa Bay was sucked away by Hurricane Irma? How about when you saw the total eclipse? Or the Cajun Army rescuing thousands in Houston? Now, I don't want to equate my news with the enormity of Hurricane Harvey or Hurricane Irma, but when I first saw the data, my reaction was exactly the same.

Motivation 204

Motivation Data Exact Groups 204

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

SBI Growth

SEPTEMBER 12, 2017

Today’s topic is Go-to-Market Strategy. Joining us as our guest expert is Oni Chukwu, a software executive who knows how to make the number. Oni leverages the How to Make Your Number in 2018 hbspt.cta.load(23541, '74afaaa6-ba2a-4936-a1ed-8fe80db57c38', {}); to access emerging.

Marketing 189

Marketing Strategy Software Software 189

The Sales Hunter

SEPTEMBER 12, 2017

Every December I get a number of phone calls from salespeople looking for quick advice to help them pull the rabbit from the hat that will allow them to make their number. Problem is each one of those phone calls is minimally 3 months late. Where you finish the year is going to be based […].

Prospecting 167

Prospecting Sales 167

Sales and Marketing Management

SEPTEMBER 12, 2017

Author: Sabrina Atienza Luckily, the days of the traveling salesperson are long behind us. Today, salespeople rarely carry around product-filled briefcases, and stick their feet in the door of unsuspecting potential clients for just long enough to reel off another unwavering pitch. And while one may reminisce on those days as simpler times, the conspicuous question remains: How was that even efficient?

Analytics 149

Analytics Hiring Lead Rank Lead Scoring 149

Your Sales Management Guru

SEPTEMBER 12, 2017

Be a better sales manager with Sales Management Boot Camp. As a frequent reader and contributor to LinkedIn I thought I should share with you an answer to many challenges Sales Managers face. It is a Sales Management Boot Camp offering an online video library along with 8 interactive discussions with a limited number of participants-almost your own Peer Group.

Sales Management 79

Sales Management Hiring Face-to-face Compensation 79

Sales and Marketing Management

SEPTEMBER 12, 2017

Author: Tim Houlihan Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. To figure out what the best amount of the award should be, consider starting with the midpoint of the average (7 percent) and make minor adjustments from there. Matching Incentive to Your Corporate Culture. Track Incentive Results.

Incentives 136

Incentives Incentive Commission Territories 136

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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

Julie Hanson

SEPTEMBER 12, 2017

Robert Downey Jr.s’ got it. So does Emma Stone. Orlando Bloom? Not so much. What is “it?” Presence. If you’re alive and taking up space, you have presence, too. It’s simply a matter of degree. Do you have enough presence to command the attention of one, two or twenty people? For how long? Ten seconds? Twenty minutes? Two hours? Presence is not just an important quality for actors.

ACT 73

ACT Motivation Energy Intent 73

BrainShark

SEPTEMBER 12, 2017

Building a data warehouse for Salesforce in just 10 Minutes? Yup. You just need the Rekener Account Control Center. It's the Account Lifecycle Management solution that helps B2B companies maximize recurring revenue.

SalesForce 62

SalesForce Data Maximizer B2B 62

Hyper-Connected Selling

SEPTEMBER 12, 2017

When looking at how to sell their services, most entrepreneurs and business owners think that they either have to pound relentlessly or wait patiently. Either they send out tons of emails, spend lots of marketing dollars, and attend every networking event in their area in an attempt to find business, or they “work by word of mouth” and take a passive approach, hoping that an existing client will email with a hot lead for them.

Harvest 70

Harvest Scale Social Media Lead Rank 70

Partners in Excellence

SEPTEMBER 12, 2017

Account based marketing and selling gets a lot of attention–it should. There’s huge amounts of data about the cost of acquisition–the cost of growing revenue from existing customers versus the costs of acquiring new customers. Before I go further, let me be clear, we have to drive both, if we are to grow over the long term, we need to be acquiring new customers and expanding our share within current customers.

Account 56

Account Account Based Marketing Compensation Retention 56

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

Customer Centric Selling

SEPTEMBER 12, 2017

Sales Tips: 4 Components Needed for Sales Process. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Sales Process 69

Sales Process Sales Sales Forecasts Forecasting 69

EyesOnSales

SEPTEMBER 12, 2017

The 5 Secrets of Motivating Your Sales Team. by Mike Brooks, [link]. Having trouble motivating your team? You’re not alone. Every member of your team has different skill levels, interest levels, and different ways of learning. Because of this, not everyone will respond the same way to your methods of managing and motivating, and that means you need different ways of motivating, mentoring, counseling, or even some babysitting.

Motivation 49

Motivation Hiring Scale Inside Sales 49

Nudge.ai

SEPTEMBER 12, 2017

This is a guest post by Zach Kwarta on customer referrals. Zach is a Head of Marketing by day, nerd by night. Find him at: [link]. How much time do you or your sales team spend each day in the of the sales cycle? You know, the hunting for new prospects (time consuming), qualifying, and working prospects through the funnel (even more time consuming) and hopefully getting to pitch.

Referrals 47

Referrals Customer Social Media Top of Funnel 47

Sales Gravy

SEPTEMBER 12, 2017

Planning and practicing are key elements for success.If you plan, practice and execute these habits proactively you will generate more meetings, more sales qualified opportunities and ultimately, more sales.

Prospecting 41

Prospecting Meeting Opportunity Sales 41

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Data

The ROI Guy

SEPTEMBER 12, 2017

Five tips for effective social media writing on Facebook.

Social Media 40

Social Media Facebook Media 40

Insight Demand

SEPTEMBER 12, 2017

Success stories are only effective as proof late in the sales cycle once a customer has decided to change. Early stage customers, on the other hand, aren’t interested in stories about how you helped another customer reduce the time to create a report from one week to one day. At this stage, they don’t think they have a problem worth solving, so they aren’t looking for proof.

Webinar Metrics 28

Webinar Metrics Face-to-face Video Competition 28

HeavyHitter Sales

SEPTEMBER 12, 2017

  The Key Considerations that Determine Your Annual Sales Meeting’s Structure, Theme, Agenda, and Location.   Because your sales kickoff is the only annual gathering of the entire worldwide sales force, you want everyone to leave the meeting confidant about the company’s direction, trained on your new products, well-versed about the competition, and re-energized to get back into the field.

Meeting 76

Meeting Buyer Persona Decision Maker Scale 76

The Brooks Group

SEPTEMBER 12, 2017

Today’s buyers are more discerning than ever. They have knowledge about competitors’ products and services at their fingertips, which means it’s critical that your salespeople are able to overcome sales objections quickly and confidently. What Objection Handling Is—and Isn’t. Objection handling means responding to the client or prospect in a way that changes their perspective or alleviates their concerns.

Objections 40

Objections Strategy Decision Maker Follow-up 40

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