Sales and Marketing Management
NOVEMBER 22, 2017
Author: Tim Houlihan Why we don’t know what motivates us best. Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! I’ve got bills to pay! Sales manager: Sounds good. Thanks for the input. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps.
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Sales and Marketing Management
NOVEMBER 22, 2017
Author: Deirdre Moran, VP of Emerging Technologies, IDA Ireland The advent of online sales has certainly upended the traditional model of selling high-tech products but doing business over the internet only goes so far. Ultimately, fast-growing U.S. companies will likely need on-the-ground sales teams planted in foreign geographies to expand revenues and support overseas customers – particularly if your sales are high touch, require extensive post-sales support or involve regulatory consideratio
Hubspot Sales
NOVEMBER 22, 2017
How to Be a Consultant in 9 Simple Steps. Identify your area of expertise. Set goals. Make a website. Get certified. Choose a target market. Decide where you’ll work. Network. Set your rates. Know when to say "no". Do you have a well-developed network? Are you self-directed? Do you have an impressive portfolio filled with client success stories? You might be ready to become a consultant, but it can be difficult to know where to start.
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In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
Membrain
NOVEMBER 22, 2017
These days, there’s a lot of talk about the “buyer’s journey.” We’re all supposed to be mapping it so that we can align our marketing and sales with it. Supposedly this is going to make us exponentially more effective.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales Hacker
NOVEMBER 22, 2017
Winners make things happen. Losers make excuses. Regardless of the field, this time-tested principle consistently rings true. In sales, sellers who cite convoluted reasons to explain poor performance, rather than proactively doing something about it often remain — unsurprisingly — at the bottom of the success ladder. There certainly are a lot of things in sales that make life a tad more difficult.
The Center for Sales Strategy
NOVEMBER 22, 2017
Simple life lesson: One of the best ways to find exactly what you need is to know exactly what you’re looking for. We regularly work with hiring managers and recruiters to clearly define the role they are working to fill so they know exactly what they need for superstar performance. This morning I received an email from a sales manager asking which talents he should look for to hire a strong sales hunter.
Hyper-Connected Selling
NOVEMBER 22, 2017
How do you create sales and marketing alignment? How do you get the sales team and marketing team to actually work together? There’s a lot of talk about the increasing need to align sales and marketing functions within organizations. More and more, customers are expecting a seamless experience. And it’s getting harder and harder to split the different parts of the customer life cycle between the sales team over there, and the marketing team over here.
SalesforLife
NOVEMBER 22, 2017
Recently, my VP Sales, Brian Lipp and I flew into Manhattan for a meeting with a global company that brought their CSO, CMO and Enablement teams all to the same boardroom. As Brian and I put down our bags to start setting up for the meeting, the Chief Sales Officer said energetically, “I was checking you out online Jamie and I see you’re connected to Steve Richards from XYZ.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Jeff Davis
NOVEMBER 22, 2017
For many sales leaders Sales and Marketing Alignment might look like a tall order that may have marginal impact on the business. We, however, have an overwhelming amount of data that suggest that alignment is one of the effective strategies in impacting revenue growth. In a previous post I shared a study that showed us that aligned business showed significant improvement on 6 key business metrics: Growth in number of qualified leads Increase in lead conversation rates Growth in new account acqui
Adaptive Business Services
NOVEMBER 22, 2017
For those of us who have been around for a while (some of us longer than others), the mere thought of upending our proven routines can be … unsettling. Speaking for myself, I abhor change. I thrive in a system of perfect order, rules, and predictability. Hence, when approached with the prospect of social media, my first, second, and third reaction was to reject it.
LevelJump
NOVEMBER 22, 2017
What if you could improve ramp time by 5-20% next year? What financial impact would this have?
Platinum Rules for Success
NOVEMBER 22, 2017
Does your job require you to interact with people? Do you have a significant other? Do you participate in activities with friends and family? If you answered “yes” to any of these questions, then guess what? You are undoubtedly SELLING! That’s right, every aspect of your life, be it professional or personal requires you to use your powers of persuasion – AKA – Sales Skills – to get what you want.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Hubspot Sales
NOVEMBER 22, 2017
Create a Sense of Urgency in Sales. If you don’t want your deals to stall -- or end up in nothing -- make sure to establish urgency. Urgency gives your prospects a reason to move forward and overcome inertia. Help them understand why every day, week, or month without your product hurts their business so they’re compelled to act as soon as possible. Your product could be a great fit for your prospect.
LevelJump
NOVEMBER 22, 2017
While some of the onus for improving sales skills can be put on the reps, a large part of it must be put on the company. If sales reps aren’t given the opportunity to learn or improve their sales skills, they’ll struggle to grow on their own.
Atlatl Software
NOVEMBER 22, 2017
Allow me to paint you a picture. Imagine one of your dealers or outside sales reps sitting down with an end user to discuss a potential order. For years, this sales process has worked the same way.
Close
NOVEMBER 22, 2017
Ahh. the life of having a cushy sales job.
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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
Hubspot Sales
NOVEMBER 22, 2017
We all need a little kick sometimes. Whether you’re gearing up for an interview, call, client pitch, or just a Monday morning, these videos will put you at the top of your game. With a healthy dose of social science, words of wisdom, and an intense Alec Baldwin monologue, these 13 gems cover all the bases. Sales Motivational Videos and Clips. Disclaimer : Some of these videos contain language you may not feel comfortable blasting out to the whole office.
LeveragePoint
NOVEMBER 22, 2017
“If you won’t or can’t embrace powerful trends quickly and if you fight them, you’re probably fighting the future. Embrace them and you have a tailwind.”. – Jeff Bezos. Amazon has delivered tremendous revenue growth and shareholder value by embracing technology opportunities to disrupt brick and mortar bookstores, B2C retail, e-commerce, cloud storage (AWS), food shopping and more, while Amazon competitors fought change to their business models until it was too late.
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