Sales and Marketing Management

JULY 22, 2018

Author: Jeff Weil Data makes today’s world go round; there’s not much that can’t be distilled into a data point, and there’s not much about a company’s customers and prospects that doesn’t make its way into a CRM system for tracking and more intelligent decision-making. As sales teams get busier and are challenged to do more with less, it’s no wonder that they are seeking out technology that allows them to personalize their approach in the most efficient way possible.

Data 189

Data Proposal Case Study Analytics 189

SBI Growth

JULY 22, 2018

Why is prospecting such a negative word? If marketing is going to contribute 30% of pipeline, sales will need to generate the other 70% of sales opportunities. Most sales reps on your team hate prospecting because they relate prospecting to.

Prospecting 180

Prospecting Pipeline Opportunity Relationals 180

Zoominfo

JULY 22, 2018

The world of B2B marketing underwent a dramatic transformation in recent years—and unfortunately for us marketers, we no longer have such rigid control of the buyer’s journey. Instead, we’re operating in a business environment dictated by the wants and needs of our customers. Think about it, the internet has given modern buyers an expansive list of options to choose from—what brands they buy from, what content they consume, which products they purchase, what channels they use, and so much more.

Marketing 189

Marketing Retail Channels Social Media 189

Hubspot Sales

JULY 22, 2018

Selling Skills. Educate prospects with new ideas and perspectives. Collaborate with prospects. Demonstrate potential return on investment. Listen to prospects. Understand prospect needs. Help prospects avoid obstacles. Craft a compelling solution. Accurately depict the purchasing process. Connect with prospects personally. Differentiate based on value.

Selling Skills 143

Selling Skills Lead Rank Inbound Case Study 143

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

Membrain

JULY 22, 2018

Failure in sales is no joke and it's never been more important to set yourself up for a great year. I recently ran a sales management masterclass for a global client and here are the key points I made to 30 sales managers about the way we all need to lead and inspire teams.

Sales Management 106

Sales Management Leads Marketing Qualified Lead Sales 106

Miller Heiman Group

JULY 22, 2018

In the sales industry, few resources are more iconic than Miller Heiman Group’s Blue Sheet. A staple in sales organizations across the world for decades, the Blue Sheet brings structure to the sales process, aligning strategies for winning complex deals with our highly successful Strategic Selling® methodology. The sales industry has changed a lot since Robert Miller and Stephen Heiman launched Strategic Selling® in 1978.

Industry 51

Industry Influencer Groups Analytics 51

SBI

JULY 22, 2018

Onboarding, training, sales calls, all kinds of prospect and client engagement meetings can be routed to the right person or qualified expert—based on skill set, location, time and duration of the meeting, or any other criteria — ensuring you match prospects and customers with the employee who can best meet their needs. Visit TimeTrade.

Video 50

Video Meeting Prospecting Training 50

Miller Heiman Group

JULY 22, 2018

In the sales industry, few resources are more iconic than Miller Heiman Group’s Blue Sheet. A staple in sales organizations across the world for decades, the Blue Sheet brings structure to the sales process, aligning strategies for winning complex deals with our highly successful Strategic Selling® methodology. The sales industry has changed a lot since Robert Miller and Stephen Heiman launched Strategic Selling® in 1978.

Industry 48

Industry Influencer Groups Analytics 48

Sales Evangelist

JULY 22, 2018

Imagine being invited to coffee by someone who wants to hear more about what you’re doing. You arrive at the coffee shop, spot him, wave him over, and buy him a drink. After 30 seconds of talking about your project, he launches into a sales pitch. You realize you’ve been snared in the coffee shop […] The post TSE 882: The Coffee Shop “Meeting Trap” appeared first on The Sales Evangelist.

Meeting 40

Meeting Sales 40

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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

Pipeliner

JULY 22, 2018

Helping people have better conversations in sales is crucial. Especially in the modern era of selling, creating connections and making sales is largely done through a conversation. This article will help you learn actionable insights and the top secrets to having better sales conversations that will create connections with leads and secure more deals.

Conversion 40

Conversion Ideal Customer Profile Buyer Intent 40

Selling Energy

JULY 22, 2018

Here are our favorite sales tips from this week's Selling Energy blogs.

Energy 40

Energy Sales 40

Selling Energy

JULY 22, 2018

Here are our favorite sales tips from this week's Selling Energy blogs.

Energy 40

Energy Sales 40