Sales and Marketing Management
MAY 10, 2019
Author: Lonny Kocina A well-executed marketing plan is like a GPS. It guides your customers into your sales process. Done right, your marketing should result in more leads, higher sales and a stronger brand. Following steps in a logical progression, without going off on tangents, is one of the fastest ways to achieve your goals. Negotiating business contracts can be complicated.
The Sales Hunter
MAY 10, 2019
You can’t just run and hide. You can’t exhibit one style on Monday and then be a completely different person on Tuesday. The days of faking it are over. We’ve all read stories and seen companies falsely live out their mission statement. News flash! This same behavior that we see in companies is sadly alive and well in all of us. Too often, a person will profess that they are a great leader and then immediately turn around and do something stupid.
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SBI Growth
MAY 10, 2019
In a previous article, SBI explained the importance of CMOs taking ownership of the Customer Life Cycle. If you already agree with its importance, your next two questions are likely: “What does great look like?” “How do I deliver it?” While there are.
Go for No!
MAY 10, 2019
You tried (business venture, project, idea, etc.) and failed. Now what? Here is a quick Q & A of things that might be on your mind during this time and how we suggest in dealing with them. What exactly are our qualifications for writing the answers? In the last 20 years, we’ve failed a ton and we’re pretty good at it too, so hopefully this will help you. 1) Who Do I tell?
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.
Women Sales Pros
MAY 10, 2019
When it comes to mastering the art of sales, sometimes it can be more important to understand what not to do when trying to get the sale. Sales is one business where you cannot fake success. Your numbers, your goals and your bottom line results will always reveal your sales skills or lack there of! You can learn a lot from watching what sales professionals do to get the sale, but even more so from what they don’t do.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Openview
MAY 10, 2019
Effective sales enablement in the Digital Age blends the traditional practice of aligning business needs to training with the (far trickier) task of finding new and innovative ways to make training as targeted as possible to the needs of the learner. Achieving this “recipe for success” poses quite a challenge—especially for those in the highly competitive IT industry, where a rapidly changing industry and strategic change further complicate the ability for sales executives to meet customer needs
Partners in Excellence
MAY 10, 2019
Stephen Covey’s famous 2nd Habit is: “Begin with the end in mind!” It’s great advice for most things, but stunning advice as we think about our deal/opportunity strategies. Sadly, too few sales people leverage this habit/principle effectively. The immediate reaction to this will be, “Dave, you’re crazy, sales people always do this, they are focused on getting the order and producing results!
Hubspot Sales
MAY 10, 2019
Monday morning. I'm groggy, tired, and in dire need of coffee. It's time to make the first decision of the day: Should I make coffee at home or buy a coffee? As I'm weighing my two options, my phone lights up with a notification -- it's from Starbucks. Limited time! Purchase a beverage and get a free pastry. Oh boy! Here's where the justification process kicks in.
Engage Selling
MAY 10, 2019
???????????????A good sales organization centres around a good sales coach. In fact, coaching is what drives top performance in sales teams.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
Pipeliner
MAY 10, 2019
Sales organizations are often challenged to be successful. They craft a strategically brilliant sales plan that would make the pundits proud. It’s replete with industry and competitive analysis, internal strengths, weaknesses and a set of objectives that are time bound with accountabilities assigned. Then they launch their plan but are disappointed in the results they achieve; they are unable to deliver the results they expect.
The Center for Sales Strategy
MAY 10, 2019
- MOTIVATION -. "ALL PROGRESS TAKES PLACE OUTSIDE THE COMFORT ZONE". -MICHAEL JOHN BOBAK. - AROUND THE WEB -. > Conducting Killer Pipeline Reviews Your Salespeople Will Thank You For — Sales Hacker. In the movie “Dirty Harry,” Clint Eastwood’s character asks one of his “bad guys” what has become an iconic question… “You’ve got to ask yourself one question: Do I feel lucky?
LevelEleven
MAY 10, 2019
If you’re in sales, asking questions is a large part of your daily duties. Questions are arguably the most important tool in a salesperson’s arsenal. Asking questions in the right way can compel a prospect to act, open their mind to new possibilities, and even secure buy-in for the next step in the sales cycle. But are all questions created equal? No.
SBI
MAY 10, 2019
Adaptive Insights Empowers Field Reps with Value Selling Tools and Gets More Prospects to Say “Yes!” Adaptive Insights, the worldwide leader in cloud corporate performance management (CPM) and business intelligence (BI), focused its sales messaging on how it could help prospects plan and budget faster. However, their field reps were failing at getting prospects to take the next step.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
The Accidental Negotiator
MAY 10, 2019
Your goal has to be to get on track towards a mutually beneficial agreement Image Credit: AnitaB.org. So here’s a question for you negotiator: just exactly what is a mutually beneficial agreement? Sure, we all think that we’d like to be able to use our negotiation styles and negotiating techniques to reach one of these in our next negotiation, but would we recognize it if we saw it?
InsideSales.com
MAY 10, 2019
If you’re interested in finding out everything you need to know about SalesLoft, one of the leading sales engagement software in the industry, then read on, and check out our review here. RELATED: The 9 Best Sales Prospecting Tips and Techniques You Can Do Now In this article: Overview Benefits Specifications SalesLoft Pricing SalesLoft Reviews […].
Sandler Training
MAY 10, 2019
This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. LIsten Time: 7 Minutes.
Sales Evangelist
MAY 10, 2019
[smart_track_player url="[link] background="blurred_logo" ] When you're looking to grow your business or your brand, it's important that you recognize the three things small businesses get wrong when marketing. We're at the Florida State Minority Development Council expo visiting with my friend Stephen A. Hart. He's a brand alignment strategist who helps entrepreneurs grow an amazing brand that is authentic, relatable, and profitable.
Advertiser: ZoomInfo
This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.
criteria for success
MAY 10, 2019
Today's quote from Michael Margolis is about the transformative power of storytelling. Read on to learn more about this week's Let's Talk Sales inspiration! Michael Margolis Quote This month's theme highlights the importance of storytelling in sales! And today's quote is from Michael Margolis. Michael is an author, professional storyteller and trainer.
Braveheart Sales
MAY 10, 2019
In the world of selling, I am a die-hard hunter. I love the thrill of finding some new, exciting opportunity. I also love hearing about fresh, new issues, learning about others’ businesses and thinking about solutions to problems. In my desire to hunt, I have fallen victim to the belief that it is more noble to chase down and “kill” a new client than to work with existing ones.
G2Crowd - Sales Blog
MAY 10, 2019
The primary goal of investing is to end up with more money than you started with.
Selling Energy
MAY 10, 2019
When you’re meeting with a prospect ask yourself this question: "If I had 30 minutes with the most important person in this organization, what would that person want me to show them?”.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
G2Crowd - Sales Blog
MAY 10, 2019
The primary goal of investing is to end up with more money than you started with.
Eyeful Presentations
MAY 10, 2019
You’ve sweated long and hard over your presentation. You’ve convinced yourself that the hours of preparation, rehearsal and anxiety attacks were going to be worth it. Visions of a standing ovation kept you going. And then the reality of your audience kicks in. They’re restless, bored and apathetic. They don’t seem to care…and now you don’t either. It’s a waste of everyone’s time.
Sales Hacker
MAY 10, 2019
A lot of my SaaS pals often ask me what is the best way to sell into FinTech companies. But honestly, it’s not rocket science. These 10 tips will give you a leg up when you are reaching out to people in roles like mine at companies like OnDeck. 10 Tips for Selling to FinTech. Learn about what we do before reaching out. Don’t get deleted right away. Don’t try to guilt me.
Nutshell
MAY 10, 2019
When your sales emails are focused only on what you want, you’re not selling—you’re spamming. That’s a problem, because once a potential buyer identifies you as a spammer, any chance you had of building a fruitful sales relationship has scattered to the wind. Ideally, you want to present yourself in sales emails as a trusted advisor who has taken the time to understand your prospects’ specific needs.
Advertiser: ZoomInfo
ABM gets better with age — but unfortunately, marketers don't have the luxury of pouring it into an oak barrel for a couple decades to let it mature. In a recent survey with Demand Gen Report, we found 59% of experienced practitioners (those with ABM programs more than a year old) indicated their ABM programs are meeting or greatly exceeding their expectations, while only 45% of novices (those with ABM programs less than one year old) could say the same.
ExecVision
MAY 10, 2019
I recently read an article from another sales software organization which claims you’ll see a miraculous turnaround in just 60 days after ONE great coaching session with a rep. It’s utterly preposterous. 30+ years of research on how adults learn discredits the above claim. It’s fake news. Rep behavior change doesn’t happen overnight. Think about your own experience as a revenue leader.
Smooth Sale
MAY 10, 2019
Attract the Right Job or Clientele: Note: Oscar Florea, PR Specialist, Spiralytics provides today’s guest blog, Underrated Link Building Tactics that work surprisingly well. Oscar Florea is Spiralytics’ “wisest” Online PR Specialist. His outstanding relationship building skills have been honed by years of experience. His fame is in helping companies of many industries to manage their brand image.
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