Sales and Marketing Management
JULY 6, 2017
Author: Kevin F. Davis If a hiring mistake costs you three months’ time, that’s not good. If you don’t realize you made a hiring mistake for a year or two, the damage can be catastrophic. Include a “second hiring date” in your process. I advise companies to have a standard policy that defines the first 90 to 180 days (and maybe a little longer) as a trial period.
The Pipeline
JULY 6, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . Many in sales look at summer as a time where they can slow down a bit, reflecting what they believe to be the pace of things around them. That’s just wrong on so many levels, that we’ll leave it to others to analyze, our focus is Execution, improved Execution. So rather than following the 80% of your peers who go into summer mode, I instead invite you to use the summer to improve your prospecting skills so can remain in that 20% that drives the
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Sales and Marketing Management
JULY 6, 2017
Author: Jason Jordan Question: Why does senior leadership buy CRM? For most organizations, the answer is to gain visibility into the activities of individual sales reps. There’s nothing wrong or nefarious about this strategy. In fact, we agree with it. If leaders can’t see what salespeople are doing, they can’t manage what their reps are doing. Nor can they make smart investments in improving sales capability.
SBI Growth
JULY 6, 2017
You’ve heard it before. “Marketing doesn’t get it. I need leads, not messaging.” Or, “The marketing guys don’t do anything for me. If they would just give me their budget, I could hire 15 more salespeople and make the number.” Revenue.
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
JULY 6, 2017
There is a secret that every top selling professional knows and leverages. It’s what enables them to consistently out perform all other struggling sales reps in their company and in their industry. And here is what it is: 80% of the selling situations, the stalls, the resistance, the objections you get into today, you’ll get into tomorrow, next month, and next year.
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Mr. Inside Sales
JULY 6, 2017
There is a secret that every top selling professional knows and leverages. It’s what enables them to consistently out perform all other struggling sales reps in their company and in their industry. And here is what it is: 80% of the selling situations, the stalls, the resistance, the objections you get into today, you’ll get into tomorrow, next month, and next year.
A Sales Guy
JULY 6, 2017
There almost always seems to be a discussion or debate between what qualifies as an opportunity in sales. The decision criteria can be all over the place. Some folks use BANT, other use Medic. Some use their homegrown criteria? The definitions of what makes a sales opportunity a sales opportunity are robust and varied. In spite of the various number of definitions, there is one absolute requirement to a sales opportunity.
Repsly
JULY 6, 2017
In today’s digital age, there is one thing technology can’t replace: personal communication. Though virtual marketing has changed the game dramatically with the rise of social media, it can’t fully replace the value of face-to-face marketing.
A Sales Guy
JULY 6, 2017
It’s about time salespeople have their own line of T-Shirts to express their greatness. With that said, A Sales Guy is proud to launch the ASG Swag shop, offering T-shirts for sales people and true hustlers of success. Salespeople make the world go around, so it’s time we show the world how we roll. Here’s to sales people! [link].
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SalesProInsider
JULY 6, 2017
What do you need to accomplish in your sales efforts? What about in your home? Office? Whatever you want to “get done” will be easier if you have the right tools. From closing a sale, creating a lead gen campaign, sending a proposal…or even painting a room,; anything you need to get done is easier when you have the right tools…and use them correctly.
Partners in Excellence
JULY 6, 2017
I was involved in a twitter discussion. The following question was posed, “When cold calling, to you lead with the Problem?” There were all sorts of responses–naturally, some say “lead with insights,” others lead with the problem. It’s not an easy question, and there is no right answer. I reflected for a few moments, actually, I went through my prospecting calls for the past two weeks.
Jeff Davis
JULY 6, 2017
Wow! The Sales + Marketing Alignment Summit 2.0 just happened and I couldn't be happier with the outcome. We had another night of thought-provoking and engaging conversation about how to create a better connection between salespeople and marketers. I had the pleasure of being joined by three experienced professionals that gave us a perspective from Sales ( Matt Caroll ), Marketing ( Nate Turner ), and Organizational Change Management ( Mariam Huss ).
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.
Allego
JULY 6, 2017
Selling has evolved, and the bar is always rising. Engaging hyper-informed buyers requires insight, yet the traditional sales learning paradigm often remains focused on basic product knowledge. Organizations invest heavily but struggle to truly impact customer conversations because traditional sales training is usually incomplete. Flying to HQ for a three day firehose of Powerpoint no longer suffices; reps need to acquire new knowledge, absorb it into long-term memory, and be able to quickly gra
MTD Sales Training
JULY 6, 2017
Here are some amazing facts: The total number of people who use YouTube has reached 1.3 billion! 300 hours of video are uploaded to YouTube every minute! Almost 5 billion videos are watched on YouTube every single day.! In an average month, 8 out of 10 18-49 year-olds watch YouTube! Those phenomenal figures show that YouTube is the ‘GoTo’ place for many people for information and relaxation.
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