Thu.Feb 13, 2020

To Check-in, or Not To, That Is The Question

The Pipeline

By Tibor Shanto. To Check-in, or not to, that is the question: Whether ’tis nobler in the mind to suffer. The silence of unmanaged fortunes and opportunities, Or to take arms against a sea of pundits.

Dust off some CRM records

Sales 2.0

This post is about an interesting place you can look for “suspects” when you are prospecting. This is a place that is super-obvious, but as with many real world things, often not utilized: your company’s own CRM/old contact lists. I’ve seen the scenario umpteen times.

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3 Skills for Influencing the Customer’s Thinking

Sales and Marketing Management

Author: Andrea Grodnitzky The sales professional has the job of encouraging the customer to become comfortable with the idea of committing to a product or a service.

A Winning Sales Strategy Starts with Your Customer, Not with Digital

No More Cold Calling

Put people before technology in your prospecting. Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. It’s your company’s strategy for attracting customers. Not much has changed over the years.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

CMO Sales: Tips for Selling to Marketers


They delete your emails. They decline your invitations. They cut your calls short. So, what does it really take to sell to the Chief Marketing Officer? We wanted to know just like you do, so we went straight to the source: a CMO.

More Trending

Are You Lacking Consistency?

Engage Selling

Be honest, is your sales team, or are you lacking consistency? One of the most underrated concepts when it comes to growing sales is this idea of consistency.

How to Transform How You Sell: No More Product Pushing

Sales Readiness Group

Traditionally the sales professional has been viewed with cynicism based on the perception of self-serving salespeople who are overeager to convince customers to buy the product(s) they are selling.

4 Common Problems for Executives Solved With Executive Scorecard


A study done by Harvard professors Michael Porter and Nitin Nohria tracked how 27 CEOs of companies with an average annual revenue of $13.1 billion spent their days. The results? Time is the scarcest resource for executives. With an average workweek of 62.5

How to Leverage New Learning Channels for Client-Facing Professionals


Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. Asset management firms face some of their toughest challenges in decades, with historically low interest rates, regulatory uncertainty, product proliferation (including ETFs) and increasingly knowledgeable clients.

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

The Competitive Advantage in Value Stacking

Anthony Iannarino

Four Levels of Value. There are four levels of value you might create for your dream clients in B2B sales. The first level of value is the value found in your product or service (Level 1).

Moving to Enterprise Sales {Part 2}: 5 Go-to-Market Prerequisites You Need to Succeed

Sales Hacker

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution.

Earn money with the Close Partner Program

For the very first time, we’re opening up the opportunity to promote the best freakin’ sales CRM for startups and SMBs.AND get paid for it. I’m stoked to let you know about the brand new Close Partner Program.

Information Overload


Shari Levitin talks about how we are at an information all-time high, which results in information overload for your customers. This clip comes from Episode 85 of the Sales Leadership Podcast. video information trust

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

Three Major Changes Challenging Today’s Sales Leadership

Miller Heiman Group

It’s challenging to work in sales management today. Sales managers often resemble Atlas, tasked with holding up the world as their areas of responsibility are ever-increasing: managing their team and market. improving their sellers’ skills. bettering the customer experience and.

When Technology Use Goes Up, Empathy Goes Down


Shari Levitin talks about the important need for empathy in sales, and how when technology use goes up, empathy goes down. This clip comes from Episode 85 of the Sales Leadership Podcast. video empathy technology

Supercharging Your Value Proposition

Selling Energy

Selling Selling Performance sales success

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Empathy and Competency


Shari Levitin talks about the important roles empathy and competency play in sales. The question is, which one comes first? This clip comes from Episode 85 of the Sales Leadership Podcast. video competency empathy

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

Your Guide to Create a Successful Referral Program for Your Business

KLA Group

By Kendra Lee I’ve watched the faces of business owners turn from agreement to confusion and then mild panic when I say referrals should make up 20% of their lead sources. They know referrals close faster than any other lead and they appreciate the spontaneous referrals their happy clients share.

The Three Types of Sellers


Shari Levitin talks about the three types of sellers, and which one you should try to be. This clip comes from Episode 85 of the Sales Leadership Podcast. video selling tactics

Automate your follow ups with Text (SMS) sequences


In this article, you will learn about creating your own sets of automated text messages with text (SMS) sequences and merge them with your email drip campaigns for successful follow ups. We already have shown how sequences can be used as drip campaigns for putting your email follow-ups on autopilot.

Building Blocks of High Growth Sales Teams


by Rob Jeppsen. 6 min read. Introduction. The MORE Button. As Sales Leaders, we are weighed and measured by one metric that rules them all: Sales. Some companies grow fast, others grow slowly. But the measure of the Sales Leader often is reduced to the answer to a simple question: Did you hit goal?

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

XANT Announces Stellar Speaker Roster for NEXT 2020

Leaders from NetApp, Forrester, John Hancock, and more set to lend their expertise to conference attendees. SILICON SLOPES, Utah , Feb.

Humor and One Dog Saved the Day


It was almost painful to wake up each morning, knowing I chose the all-time worst job. Enjoying humorous conversations with clients, and our family dog gleefully greeting me at home, helped me make it through each day. Our worst experience can prove to be our gift in disguise.”.

Some Gloomy, But Fixable, Selling Stats

Braveheart Sales

We have known for years that the percentage of salespeople who hit quota is pathetically low. Regardless of what statistics you check, all entities that track and report on it show the quota achievement around or below 50%. In 2018, CSO Insights reported that 54% of all sales reps met their quota.

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?? Leadership & Accountability


Have you ever worked in an organization without real leadership? It’s difficult, isn’t it? Without a leader that exemplifies what it means to be part of your organization’s culture, there is no accountability for the actions of yourself or others.

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

A Modern Guide to Building Diversity and Inclusion From The Ground Up


The need for workplace diversity is crucial for the success of any company. Learn how to create a healthy foundation of diversity and inclusion for your company to embrace. Culture Sales Coaching and Motivation

?? From Me to We


Kare Anderson shares her knowledge and experience regarding mutuality in the workforce. The meaning of mutuality in today’s world, when technology is getting increasingly complex, and we can’t all be experts at everything there is a benefit to creating allies.

How Good Are “Best Practices?”

Partners in Excellence

Thousands of blogs, books, articles, video’s, and podcasts talk about “best practices.” ” They cover every topic imaginable. Every nuance of marketing, sales, customer experience, business, dating (oops) talk about best practices.