Sales and Marketing Management

APRIL 9, 2018

Author: Rich Lanchantin, CEO, Qstream With unemployment rates at a 10-year low, it simply isn’t practical to buy your way to sales performance by cherry-picking top reps from the market. Instead, the most resilient and successful sales organizations are building programs that draw maximum value from more of their existing reps. This requires going beyond one-size-fits-all training and development programs that are measured by simple pass/fail certifications or completion rates.

Sales Enablement 276

Sales Enablement Hiring Lead Rank Lead Scoring 276

Jeffrey Gitomer

APRIL 9, 2018

Pat me on the head and tell me to go away. That's the real meaning of call me in six months (or any nebulous "get back to me" after some period of time).

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Call-back Objections 272

SBI Growth

APRIL 9, 2018

Joining us for today’s show is Christopher Bray, the Senior Vice President, and GM for Cylance. Christopher has successfully launched products across multiple organizations and is the top revenue leader to speak on the topic of Go-to-Market new product launch.

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Revenue Marketing Channels Tools 153

Jeffrey Gitomer

APRIL 9, 2018

Ask anyone in sales if they consider themselves a professional and the response is an immediate YES. But I challenge you.if you were in court, in front of a judge, could you produce the evidence to prove you're a professional salesperson?

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Sales 200

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.

Sales Cycle

Zoominfo

APRIL 9, 2018

Welcome to our eighth installment in our series of B2B Blog Post Round-Ups. As part of an effort to promote content we contribute to outside publications, each month we compile a list of our five favorite articles that we’ve written for other thought leaders and industry experts. Today’s edition features content about lead generation, data-driven recruitment, marketing influencer selection and more.

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Influencer B2B Hiring Lead Generation 157

Shari Levitin

APRIL 9, 2018

Think about your last few customer calls. When you first met were they excited, glad to speak with you, thrilled to buy—or were they suspicious, frazzled and impatient? If you said the former, I want your job. Truth is, most prospects don’t want to be sold; it’s your job to move them from a negative emotional state to a positive one. This involves creating a structure.

Positioning 86

Positioning Prospecting Customer 86

Pipeliner

APRIL 9, 2018

Sales as a strategic weapon — what’s it all about? My experience is that most organizations underutilize sales because they treat it as a traditional tactical tool rather than as a strategic asset. Today the focus tends to be on how traditional sales can be more efficient – providing the appropriate sales tools for enabling the sales process to work more in accordance with accepted (best) sales practices.

Face-to-face 74

Face-to-face Lead Rank Lead Scoring Quota 74

The Center for Sales Strategy

APRIL 9, 2018

People who use their strengths every day are six times more likely to be engaged in their jobs, and they will have 12.5% higher productivity ( Gallup.com ).

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Sales Coaching Sales Management 77

Infoteam Consulting

APRIL 9, 2018

You can’t make your numbers without lots of opportunities so the more the better, right? Wrong. We see lots of sales organisations that aren’t filling the funnel effectively and are failing to close promising deals because they are wasting too much time and effort on opportunities they will never win. It takes just as much effort to produce a losing pitch as a winning one.

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Top of Funnel Funnel Opportunity Closing 71

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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.

Sales

Babette Ten Haken

APRIL 9, 2018

You are story pitching to investors or buyers when your story is all about you, your venture or your product or service features and benefits. Somewhere along the line, you lose sight of the purpose of storytelling: to invite the listener to become part of the story. What types of stories do you tell? Alternatively, what types of stories do you pitch?

Buyer 66

Buyer SME Retention Facebook 66

Xactly

APRIL 9, 2018

Building a successful sales compensation plan carries an incredible amount of responsibility for compensation planning teams. Those tasked with creating a plan must develop a process and incentive plan that will motivate and encourage the right sales behaviors to achieve goals, all while driving growth. Finding the right mixture of compensation requirements is no easy feat, but luckily, it doesn’t have to be a time-consuming task.

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Compensation Incentives Incentive Commission 70

Pipeliner

APRIL 9, 2018

We’re definitely working in a business world with a mantra of, “What can you do for me today?” Yesterday’s good deeds were expected and therefore not counted as exceptional. However, if you perform at a high level, especially in sales, people will notice. When this happens, I advise my clients that it’s essential to seize the opportunity to take note, especially if the kudos are coming from a customer.

Harvest 63

Harvest Proposal Survey CRM 63

Selling Power

APRIL 9, 2018

Even if you’ve hired and retained the best people, you may find there are areas in which they need improvement. Let’s examine the following issues – they are usually the reasons reps fail to make quota.

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Quota Hiring Sales Sales Management 57

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.

Cold Calling

Pipeliner

APRIL 9, 2018

How can Millennials, Gen X’ers, those from Generation Y and Boomers work together? What is the key to truly understanding the differences between these groups? How can we move past stereotypes of all of these different types of people? How can you create a diverse-friendly environment with your team? According to bestselling author, social media expert and internationally renowned speaker Brian Carter, if we’re going to be able to have all these groups interact, we first need to get back to basi

Social Media 59

Social Media Groups Media CRM 59

Repsly

APRIL 9, 2018

You know how it goes. You spend hours each week trekking through email threads and one-off spreadsheets trying to make sense of what’s going on in your accounts. Sometimes that data is missing key information or is wrongly attributed. Even with all this information at your disposal, it’s not easy to get answers to your most pressing questions.

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Report Account Data Tools 54

Close

APRIL 9, 2018

When we talk about sales strategies, it’s easy to obsess over specifics. How to write the best cold email or sales script. Where to find your prospects. How to ask for the close. But there’s one crucial fundamental that so many salespeople ignore: Timing.

Exact 52

Exact Prospecting How To Closing 52

Sales Hacker

APRIL 9, 2018

The post How to Influence Buyers Who Think They Don’t Need You appeared first on Sales Hacker.

Influencer 73

Influencer Buyer How To Webinar Metrics 73

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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

Data

Customer Centric Selling

APRIL 9, 2018

By John Holland, Chief Content Officer, CustomerCentric Selling®. Initiating opportunities at high levels offers several potential advantages to salespeople: They can take prospects from latent to active need by uncovering desired goals. They can enjoy the benefits of being “Column A” from the start. Key Players can fund can find funding for unbudgeted initiatives.

How To 51

How To Buying Cycle Sales Cycle Buyer 51

Sell Courses Online

APRIL 9, 2018

The post ConvertKit Review & Tutorial: Easy Email Automation for Creators appeared first on Sell Courses Online. ConvertKit Review Summary ConvertKit is a popular email service provider that offers powerful automation capabilities but at the same time is easy to use and affordable, making it ideal for bloggers and online creators. Features Ease of Use Price Support What I like about ConvertKit Super easy to use Powerful Visual Automation Builder Tag-based system […].

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Course System Top of Funnel Funnel 49

The Sales Hunter

APRIL 9, 2018

Want to change your perspective for the better and boost your sales motivation? A great way to do this is in your approach when meeting others. Each time you meet with someone, do you earn the right, privilege, honor and respect to meet with them again? I hope so! That’s what my video talks about today. Check out the Monday Motivation video at this link.

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Motivation Meeting Video Coaching 49

SalesforLife

APRIL 9, 2018

There are three pillars of digital activities that great social sellers use:

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Referrals Sales Leadership Sales 62

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 Process

Selling Fearlessly

APRIL 9, 2018

As we were preparing to go out shopping for some new clothes for Nicki, she brought up her weight situation. She’d recently regained all the poundage she had worked so hard and long to shed with the help of Weight Watchers®. She had, to put it bluntly, stopped paying attention to what had worked for […].

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Sales Evangelist

APRIL 9, 2018

Big sales wins are virtually impossible when marketing and sales departments don’t work together. When the two entities align to use repeatable action steps, the result is big sales wins. Today on The Sales Evangelist podcast, we talk with Chris Rothstein about the ways to align your sales efforts, and the success that results when […] The post TSE 808: How To Gain Big Sales Wins Through Specific Repeatable Actions appeared first on The Sales Evangelist.

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How To Sales Marketing 40

ExecVision

APRIL 9, 2018

(This post features content originally written by Matt McDarby and Dan Smaida, published in ScaleX: Multi-Channel Sales Acceleration , by Chad Burmeister, January 2018.). Over the last several years, my business partner and I have had entirely too many conversations with buyers of sales training in which we hear the complaint, “Sales training failed to stick again.

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System Training Hiring Vendor 40

SugarCRM

APRIL 9, 2018

Bjarke Ingels Group , known as BIG, is a trend-setting architectural firm with offices in the United States and Europe. As you might imagine, the firm’s employees consist of highly visual people. They are designers by nature, visual learners and communicators, and naturally drawn to the visually stunning. Those traits are a perfect match with SugarCRM, we are committed to delivering the most intuitive and beautiful CRM application in the marketplace.

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SugarCRM Microsoft CRM Trends 40

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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

Report

DialSource

APRIL 9, 2018

Thank you to everyone who came out to see our team at this year's Leadership Summit! We loved being able to share Denali with you. It was a joy to talk to so many people about our native sales acceleration and communications platform for Salesforce, and we hope to do it again next year! Below you can see a video of Joshua Tillman's presentation, "Maximizing Productivity Through Automation and Analytics," and a few photos we took at the event!

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SalesForce Maximizer Analytics Video 28

Mr. Inside Sales

APRIL 9, 2018

Mike Brooks, Mr. Inside Sales receives multiple awards from AA-ISP’s 2018 Leadership Summit last week: Service Provider of the Year Award – Sales Script Development AND The TOP 25 Most Influential Inside Sales Professionals in 2018 Award. . Raleigh, NC, April 9, 2018 — MrInsideSales.com announced today that the AA-ISP recognized Mike Brooks as part of the AA-ISP Leadership Summit 2018 at an awards gala held on April 4 th at the Sheraton Grand in Downtown Chicago, Ill.

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Inside Sales Hiring Scale Conference 24

Product Management University

APRIL 9, 2018

Selling products you don’t have seems like it’s much easier, especially for salespeople. Why is that? Selling products you don’t have is always easier, regardless of who’s selling, because the absence of features forces people to speak in terms of business value instead of feature-speak! It goes something like this: this product (that we don’t have) will help you accomplish [a business goal] by eliminating [obstacles].

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SalesForce Engineering Lead Rank Lead Scoring 8