Sales and Marketing Management

DECEMBER 20, 2017

Author: Jim Ninivaggi Time to dust off the crystal ball. As sales organizations look to succeed in 2018 and beyond, they need to stay abreast of important trends that will impact how – and how successfully – their reps sell. Donning the analyst hat I wore in my previous role – and also pulling from experiences I have with our sales team and customers every day – here are my sales enablement and readiness predictions for 2018: 1.

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Sales Enablement Face-to-face Hiring Scale 228

MTD Sales Training

DECEMBER 20, 2017

2017 has been a great year for MTD having won the CIPD Best HR/L&D Supplier 2017 & the Personnel Today Best HR Supplier Partnership Award Winner 2017, and I hope its been a successful year for you too! We’ve brought you tips and techniques all year long and will continue to do so in 2018! So here we go, the best 10 blog posts of the year as voted for by you: What To Do When Your Experienced Sales People Have Lost Their Edge.

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Cold Calling Training Sales Closing 163

DiscoverOrg Sales

DECEMBER 20, 2017

When you ask your phone for directions, artificial intelligence (AI) serves up the optimal route. When you browse Netflix or Amazon, AI surfaces movies and products that fit your personal interests. Facebook surfaces ads in your newsfeed based on your mood, and it’s likely you’ve received medical treatment that was either diagnosed or treated with the help of AI.

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B2B Marketing Data System 150

Hubspot Sales

DECEMBER 20, 2017

To know how successful a salesperson is, just look at their numbers. Understanding why they’re succeeding is trickier. In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills. What are soft skills in sales? Unlike hard selling skills, which are relatively easy to teach and measure, soft skills are "fuzzy.

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Quota Objections Follow-up Call-back 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

SBI

DECEMBER 20, 2017

What a year it’s been. The Sales Tech space has grown dramatically as evidenced by the publication of our 2017 Sales Tech Landscape with 500 solutions. The buzz words for the year were predictive analytics, AI, ABM, ABS, and Coaching. Here are some of Smart Selling Tools stats for 2017: Published over 100 articles on our blog. Hosted 17 of our own webinars and participated in about a dozen others.

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Account Based Marketing Webinar Metrics Analytics LinkedIn 0

Hubspot Sales

DECEMBER 20, 2017

“Despite some opinions, salespeople do have a ‘Bill of Rights.’ “ -David Sandler. Many years ago, David Sandler -- a sales training and personal development pioneer -- summarized the inalienable rights all salespeople hold. This powerful list has made a big difference in my life, and recently I’ve noticed its principles are relevant to the emerging discipline of social selling.

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Social Selling Face-to-face Social Media Energy 92

InsightSquared

DECEMBER 20, 2017

Pipeline cleanliness is critical to managing your reps, controlling your pipeline, and making an accurate forecast, but it’s a challenging and lofty goal. We recently hosted a small customer workshop for sales ops leaders to compare their successes, and collaboratively develop the Pipeline Cleanliness Playbook: Four Lessons Learned. Lesson 1: Decide what you will look for, and when.

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Pipeline Guidelines Forecasting Follow-up 85

Increase Sales

DECEMBER 20, 2017

I went to CVS with a plan to use a $6/$30 and get a few different deals.well, that fell through due to stock issues, BUT the scanner gave me a couple good scanner coupons, so I still had a money making trip! Bught 2 (two) Hershey's Cookie Layer Crunch 6.3 oz, Brookside pouches 5-7 oz, Hershey's pouches 6.3-10.5 oz or DeMet's Turtles 5 oz 2/$6 Get $2 ECB wyb (2)Used 1 (one) Save $3.99.

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Jeff Davis

DECEMBER 20, 2017

This guest blog was written by Ted Corbeill I am a recently retired Marine Corps Intelligence Officer who is leveraging military best practices to add value through Sales Enablement. As I’ve worked to develop and run data-driven sales campaigns, I’ve experienced difficulties stemming from a lack of alignment between Sales and Marketing. This lack of team work is something I’m not accustomed to, but something that could be overcome by adopting a military mindset.

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Sales Qualified Lead Campaigns Sales Enablement Face-to-face 69

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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.

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Zendesk Sell

DECEMBER 20, 2017

Since launching the Base Marketplace back in May, we’ve seen a slew of new integrations being built for Base. In response, we have been adding new APIs like the Firehose API which allows you to receive a continuous stream of data from Base. Today we’re introducing a shiny new Search API with GraphQL support. The new Search API provides access to Base’s read layer and allows you to access Base data via a JSON search API with powerful query language or a GraphQL API that enables querying company i

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Analytics Data Examples CRM 69

Pipeliner

DECEMBER 20, 2017

How many boring presentations have you been subjected to in your life? Depending on the role, you can multiply that by ten, twenty or fifty for your prospect! Why does this matter? Boring presentations are unsuccessful presentations. They fail to differentiate you from the competition, hold the attention of busy prospects or motivate them to take action.

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Real Estate Vendor Objections Buyer 61

Adaptive Business Services

DECEMBER 20, 2017

Simply put, a sales process defines the steps in a sale that are proven to work so that this success can be consistently replicated. Think steps in a pipeline or a yes/no flowchart. Some might also include cadence as a part of this process which will, among other areas, define the frequency of selling steps. For example, how many calls should you make to this one prospect and on what schedule?

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Social Selling Referrals Proposal Margin 54

Pipeliner

DECEMBER 20, 2017

A compensation plan that works. Note: This blog is an excerpt from my new book Creating High Performance Sales Compensation Plans. When it comes to how businesses pay their salespeople, there’s no one-size-fits-all approach. That’s especially true for any company that is diverse. Each has its own business, margins and mix of products and services.

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Compensation Margin Commission Salary 58

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

SalesLoft

DECEMBER 20, 2017

In the past three years, we’ve filmed nearly 100 videos filled with tips for the modern sales professional. From learning how Sales Operations can master inbound response time to explaining the meaningful nuances of Salesforce Sync , there are a vast sea of sales topics covered via video. In the spirit of the holidays, thank you – modern sellers – for all of your support.

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Film Inbound SalesForce Video 52

Marc Wayshak

DECEMBER 20, 2017

When it comes to selling, learning the habits of successful salespeople is key to growth. Make these 5 habits a part of your daily life, and watch your sales soar. The post Habits of Successful Salespeople – 5 Habits of Exceptional Salespeople appeared first on Sales Speaker Marc Wayshak.

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The Center for Sales Strategy

DECEMBER 20, 2017

Like it or not, the holiday shopping season is officially here! The shift of in-store retail sales to online sales gets all the buzz these days, but according to the U.S. Commerce Department online retail sales were just 8.1% of the retail total in 2016. I’m sure that number will be up a bit when the 2017 numbers are final, but the overwhelming majority of retail sales still happen the same way they always have: in the store!

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Retail Customer Service Examples Customer 52

Partners in Excellence

DECEMBER 20, 2017

A colleague specializing in sales and marketing automation tools is fond of saying, “A fool with a tool is still a fool.” My variation of this is that often tools enable us to “Create crap at the speed of light.” Tools have a wonderful way of amplifying our capabilities. We can not only drive greater velocity, but also far greater volume and reach.

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Tools Sales Automation Segment Vendor 48

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SalesFolk

DECEMBER 20, 2017

We get tons of cold emails over here at SalesFolk, but they’re not all created equal in terms of quality. For every enticing message that lays out clear benefits and asks helpful questions, there are 10 that commit email crimes like laziness, being too self-focused, or asking us to do all the work. While it would be nice to never get emails like these at all, they do offer some great real-world lessons for salespeople, marketers, and anyone interested in attracting customers over email.

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Promotion CRM Benefit Follow-up 49

LevelJump

DECEMBER 20, 2017

I’m shocked at the number of sales enablement professionals I’ve had conversations with who do not measure CRM-based metrics or milestones for their onboarding and training programs. Qualified opportunities. Demos completed. Time to first deal. Second deal. Third deal.

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Sales Enablement Report Customer CRM 43

Sales Gravy

DECEMBER 20, 2017

It’s a moment business leaders dread — terminating an employee can be a complicated and emotional process for both parties involved. As Justworks CEO Isaac Oates put it, “If someone has ever violated my trust or behaved in a way that is obviously incongruent with our company’s values, those would be deal breakers. This doesn’t happen much, but when it does, it’s the easiest decision in the world.

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Contact Monkey

DECEMBER 20, 2017

How to Make Your 2018 Sales Kickoff Memorable for All the Right Reasons. If you’ve been in sales for a while, you’ve no doubt attended a few dud sales kickoff events over the years. You know the ones so thoroughly dull you don’t take in a thing that’s said, or so packed with over-the-top gimmicks that you find yourself thinking to yourself, “When will this be over?!”.

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How To Conference Networking Motivation 40

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

Sales Evangelist

DECEMBER 20, 2017

Do you feel you’re taking too much? Or that you’re not being laser-focused on the market that you serve? Today, our guest, Cynthia Barnes, is a B2B, women sales coach. She’s back here on the show today to talk about a struggle she face, how she overcame it, and the results she got. Cynthia Barnes […] The post TSE 729: Sales From The Street-“I’m a Sales Coach” appeared first on The Sales Evangelist.

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Sales Coaching Coaching Face-to-face B2B 40

Close

DECEMBER 20, 2017

If you think cold calling is a dead form of outreach, you’re wrong.

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Cold Calling Prospecting 52

Eyeful Presentations

DECEMBER 20, 2017

It’s also the season for running around like a slightly panicked headless chicken. The list of presents to be bought, wrapped and shared seems to grow ever year…. Equally, the social diary is bursting at the seams (maintaining a balanced diet from mince pies, nibbles and alcohol can be a challenge)…. Oh, and then there’s the Christmas cards that need to be written, sealed (when will someone invent a decent tasting envelop gum?

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Customer 28

Hyper-Connected Selling

DECEMBER 20, 2017

Early in my career, I had a mentor that shared one of the secrets of happiness as a business owner: “When you’re working, work. When you’re not working, don’t work.” That might sound obvious, but the week between the holidays is an easy opportunity to not live by that credo. It can be challenging to approach the last week of December the same way you approach the rest of the year, but that doesn’t mean it has to be wasted.

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Social Media Ideal Customer Profile How To Sage 81

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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

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DocSend

DECEMBER 20, 2017

It’s time that sales and marketing optimized sales content for performance, not just volume. And that means regularly conducting sales content audits. Competition for prospects’ attention has never been stiffer. Indeed, the very explosion in sales content – product overviews, case studies, research reports, and more – over the last few years has only compounded the problem.

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Top of Funnel Analysis Funnel Case Study 64

DocSend

DECEMBER 20, 2017

It’s time that sales and marketing optimized sales content for performance, not just volume. And that means regularly conducting sales content audits. Competition for prospects’ attention has never been stiffer. Indeed, the very explosion in sales content – product overviews, case studies, research reports, and more – over the last few years has only compounded the problem.

Top of Funnel 40

Top of Funnel Analysis Funnel Case Study 40