Sales and Marketing Management
MARCH 26, 2018
Author: Peter Gillett, CEO and founder, Zuant. Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. Sure new technologies in other industries can be a little daunting.
Zoominfo
MARCH 26, 2018
The differences between B2B marketing and B2C marketing run deep. These differences range from price point to length of sales cycle, to key buying motivators, and beyond. Today we’re putting our differences aside because we believe, there’s a lot B2B marketers can learn from their B2C counterparts. Ready to learn more? Keep reading! 1. Put the customer before the product.
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Sales and Marketing Management
MARCH 26, 2018
Author: Steve Randazzo Once upon a time, trade shows were deemed the kings of B2B marketing events. Top business leaders flocked to convention centers to learn about new equipment, technology and other tools. This gold standard of education brought awareness to potential clients and gave brands a platform to flaunt their latest products. If attendees were lucky, a little fun was mixed in for good measure.
SBI Growth
MARCH 26, 2018
A new sales comp plan should seek to (a) attract and retain top sales talent, (b) motivate productive sales activity, and (c) remain within budget. One requirement of comp plans that is too often overlooked, however, is establishing and maintaining.
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.
Mr. Inside Sales
MARCH 26, 2018
The words “cold calling” still make sales people sweat. I was on the phone with a client just a moment ago, while writing this, and he told me the biggest problem with his sales team is call reluctance. When I asked him why they won’t make more calls, he said they hated being rejected. Here are two things you can do about cold calling to instantly make you, and your team, more effective at overcoming the “objections” they get: Number One: Recognize that objections while cold calling aren’t reall
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Julie Hanson
MARCH 26, 2018
Stories are a powerful selling tool, but rarely is one story right for every situation or customer. To be successful in a dynamic marketplace, there are 5 types of stories every salesperson should be prepared to tell in a pitch or presentation. Here is a brief description, example and tips on where and when to use each type of story: 1. Your Organization Story.
Engage Selling
MARCH 26, 2018
It’s been a long time since I was perturbed about a sales practice. That changed last week at Saks Fifth Avenue with Georgio Armani cosmetics. Congratulations to the brand for forever tarnishing themselves in my mind. Aggressive and subversive sales tactics never work.
Pipeliner
MARCH 26, 2018
How is the human aspect being eliminated from today’s sales landscape? What does “rehumanizing sales” mean? What is the real role of artificial intelligence? How does a salesperson survive in the cognitive era? What “humanizing” skills does a salesperson need to exercise and develop, especially today? What ability has 40 percent of the first generation of smartphone users lost, that they really need for sales?
Customer Centric Selling
MARCH 26, 2018
By John Holland, Chief Content Officer, CustomerCentric Selling®. Soon after starting my sales career I became aware there was a staggering list of things I needed to learn. The biggest challenge I faced was securing appointments with owners of small businesses. In retrospect I’m not proud to admit that my objective when making initial calls was to see if I could get a second call with prospects.
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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.
Partners in Excellence
MARCH 26, 2018
Over the past few days, I’ve been participating in a discussion about a struggling organization. It’s a start up, the CEO wanted help in developing sales skills. But as the discussion progressed, it was clear the CEO didn’t understand who their customers were. They were responding to queries from whoever happened to find their web site.
Shari Levitin
MARCH 26, 2018
Join me with award winning Inside Sales leader, Gabe Larsen, VP of Growth and host of the Playmakers podcast for “Why Most Training Programs Don’t Stick”. The post Why Most Training Programs Don’t Stick appeared first on SHARI LEVITIN.
SalesStar
MARCH 26, 2018
Not having the right set of skills and knowledge will hamstring any team—no matter how good their mindset is. Training up sales reps to ensure they have the necessary skills to perform in their role is vital, but it’s not always easy.
Zendesk Sell
MARCH 26, 2018
Success: everyone wants it, but not everyone gets it. What distinguishes successful people from everyone else? Maybe they’re better, richer, or braver. Or maybe they know something others don’t. I talked to some successful sales reps and learned a very important lesson. How your day ends up depends on how it started out. Here are some tips on starting a successful day that sales teams can start using right now.
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.
Paul Cherry's Top Sales Techniques
MARCH 26, 2018
How often do we get cut out of the customer’s sales decision process? It could be the questions that we are asking. Many times we begin a sales pitch with: Could I…? Would it be OK…? May I speak to your boss…? Here’s a better question to interject yourself into your customer’s sales decision modus operandi: When would be a good time for you, me and your boss to get together and discuss ways to add value to your business?
The Center for Sales Strategy
MARCH 26, 2018
Nothing fires me up like facilitating the Talent Focused Management live simulation workshop. The lessons are powerful, and the takeaways are career-changing! Following last week’s workshop, I asked our participants to share one of their greatest lessons learned from the program, and one response really stood out for me.
Sales Hacker
MARCH 26, 2018
Despite all of the buzz and impressive stats around video marketing , are you still a non-believer? What if I told you my marketing team salvaged 1.9% of our email unsubscribers, and ultimately drove an extra $44K in revenue, by making a thirty-second video? It didn’t involve months of prep work, costly videographers, or expensive equipment. I’m telling you this because whether you want to use video in your marketing or sales campaigns, it is possible to make the process agile.
Go for No!
MARCH 26, 2018
Some news about a book. Some of you may have noticed we are doing a lot with BOOKS lately. A couple weeks ago we shared about the new course we have for people who want to write and publish a non-fiction book. In addition, we have also launched our publishing company: Success in 100 Pages. The first book in our collection is from Ray & Jessica Higdon: Freakishly Effective Social Media for Network Marketing.
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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
SalesLoft
MARCH 26, 2018
Previously, we learned about GDPR – what it is and who it applies to. This week we’re examining how GDPR affects prospecting from our VP of Information Security, Mike Meyer. The advent of GDPR will bring about big changes in the world of outbound sales. Here at Salesloft, we’ve seen a wide spectrum of interpretations as to how GDPR will impact prospecting in Europe.
Miller Heiman Group
MARCH 26, 2018
Although there’s a frenzy of investment happening in the sales enablement technology space right now, there is still a disconnect between the excitement for innovation and the efficacy of the software. According to the Sales Enablement Optimization Study from CSO Insights, the research division of Miller Heiman Group, the number of companies with a sales enablement function has almost doubled year over year, but the number of companies meeting their sales enablement goals has only grown slightly
SalesforLife
MARCH 26, 2018
Like we breathe, social media and digital technologies surround us, invisible but essential.
Selling Power
MARCH 26, 2018
Here are the facts when it comes to sales prospecting.
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 Evangelist
MARCH 26, 2018
It’s Sunday evening, and you’re dreading work tomorrow. You give your time, but not your heart, because you don’t feel like you’re getting the help you need to increase sales. Company culture may be to blame. Today we’re talking about company culture: why it’s important to create a great company culture and how you do […] The post TSE 797: Sales or Company Culture-Which is More Important?
Sales Gravy
MARCH 26, 2018
?How do I become a top salesperson? I want to be better but I?m struggling!? What Works ? The Skinny Details Reading Sales / Business / Self-Help Books It doesn?t matter which books. There are plenty of great choices.
Sales Evangelist
MARCH 26, 2018
Most businesses know their target audience. They probably know their customers’ pain points and they think they know how to influence their customers. Most businesses overlook the psychology of marketing that will help them convert those customers. In today’s episode of The Sales Evangelist, Chris Dayley talks about the psychology of marketing and how it […] The post TSE 798: The Psychology of Marketing & How It Relates to Your Conversion Rate appeared first on The Sales Evangelist.
Sales Gravy
MARCH 26, 2018
The thing that makes some people produce amazing results is simple. It comes down to crossing three bridges. It?s no secret that some people are more successful than others.
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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
Factor 8
MARCH 26, 2018
Ever wondered what it’s like under the big spotlight of a mainstage? Most of my career I dreamed of being the “big shot” on stage speaking at a conference of […]. The post Revelations On Main Stage Speaking appeared first on Factor 8.
Selling Fearlessly
MARCH 26, 2018
Last year, my wife and I checked out the iPad® and iPhone® at the Apple Store in the Woodfield Mall. Bewitching toys, but I was so much more WOWED by the young salesman, Andy Pasek, who showed us how to “play” with them. Andy’s tall, athletic build, intelligent brown eyes, with a beaming smile that […].
Pipeliner
MARCH 26, 2018
What if you could boost the retention rates of your star performers, increase overall sales productivity, heighten levels of customer satisfaction and loyalty, grow top line revenue AND improve bottom line profit margins? What if one, single thing could do all that? Would you do that one thing? Of course you would! So why aren’t you? If you’re like most Sales Managers, the only reason you’re not doing this one thing is because you don’t know what it is… And even if you do know what it is, you do
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