Sales and Marketing Management

NOVEMBER 28, 2018

Author: Chris Orlob What’s the ultimate, late-stage barrier when you’re trying to push a deal through the sales cycle? Buyer anxiety. An excited prospect who believes your value proposition is a “no brainer” can instantly turn cold and ignore your calls when it’s finally time to put ink to the contract. After all, they’re spending a sizeable amount of company money — if something goes wrong, their job is on the line.

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Sales Cycle Cancellation Hiring Remedy 212

Connect2Sell

NOVEMBER 28, 2018

You’d like to open the sale. You’d like to appeal to the prospect so they’ll take your call.

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Conversion Buyer How To Examples 198

The Sales Heretic

NOVEMBER 28, 2018

Crafting a great presentation is like navigating a minefield: In order to achieve your goal, you have to avoid all the potential missteps along the way. And like a minefield, we often don’t know where those missteps are, because typically we’ve never been taught how to create effective presentations. Which is one reason why so [.].

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Anthony Cole Training

NOVEMBER 28, 2018

I drive a Ford Explorer. Most of the people that ride with me, except my friend Jerry Barron, think I’m a good driver. Not only do I drive well, but I know my vehicle, how to maintain it and how to make adjustments to my driving and the vehicle when necessary. However, all the enhancements in the vehicle won’t keep me from crashing if I fail to turn into the slide instead of against it, or if I fail to ‘tap’ the breaks when I hit a sheet of ice on a frozen bridge.

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How To 137

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

John Barrows

NOVEMBER 28, 2018

I’m getting a lot of questions from reps right now about what they can do to make sure the deals in their pipeline will close by the end of the year or how they can create urgency to get them to close. There’s no magic answer to this other than discounting (which is sad) but there is something you can do to test the waters. Whether or not a client is going to close before the end of the year mainly has to do with everything you’ve done up until this point to set the stage for it.

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Closing Discount Sales Cycle Pipeline 116

Membrain

NOVEMBER 28, 2018

Take several mechanical metronomes and set them to tick at different speeds, so that you create a chaos of random sound. Tick tick tock ticktick tick tickticktick tocktock tick. This is what buying committees can feel like. A chaos of random ticking in different directions at different speeds, all of it coming to nothing.

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Shari Levitin

NOVEMBER 28, 2018

What lies at the root of every great invention, transformation and friendship, is curiosity. Unless salespeople are truly curious, they fail to: engage prospects, master new products offerings or grow from constructive feedback. The post The Curiosity Factor in Sales and Leadership appeared first on SHARI LEVITIN.

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Construction Sales Prospecting Closing 81

Partners in Excellence

NOVEMBER 28, 2018

I just read a report, “ The Mood Of The B2B Buyer.” The results weren’t surprising, reinforcing most of the other research I see. There was one piece that provoked me to reflect. It was the response to the question, “In what circumstance might you opt for a more expensive solution to address a specific business need or pain point?

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Vendor Comparison Discount Construction 75

The Center for Sales Strategy

NOVEMBER 28, 2018

Which of the following will generate the highest return? More customers. Keeping customers longer. More revenue per customer. Any one of these can grow revenue. But one has been shown to consistently bring in a higher return on your investment. Most businesses say they are focused on these in the order of the list: adding more customers, than keeping them longer, and finally getting more revenue per customer.

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Lead Rank Lead Scoring Customer Maximizer 72

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Sales

Anne Miller

NOVEMBER 28, 2018

You are at an investment seminar. The speaker begins his presentation. Which opening makes you want to hear more? A. Today we are going to look at three strategies to help make you richer. B.

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Strategy 67

Babette Ten Haken

NOVEMBER 28, 2018

Are competing customer retention cultures crippling your organization or association? Often, businesses remain blissfully unaware that employees perform at cross-purposes to one another. Professionally, functionally, emotionally and purposefully. First, competing customer retention cultures are sustained within traditional departmental silos and business models.

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Retention Ideal Customer Profile Hiring Customer 66

BrainShark

NOVEMBER 28, 2018

The popularity of peer learning in sales should come as no real surprise. But have you considered how technology can support your overall learning strategy?

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Benefit Coaching Video Strategy 63

Marc Wayshak

NOVEMBER 28, 2018

Want to learn the key to a successful phone sales call? Check out this video of a shocking real-life phone sales call to a company president. You’ll walk away with a blueprint for how to schedule meetings with high-level prospects over the phone. The post A SHOCKING Real-Life Phone Sales Call to a Company President – Replay appeared first on Sales Speaker Marc Wayshak.

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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

NOVEMBER 28, 2018

Whether you’re planning your first sales kickoff (SKO) or it’s your 20th, there’s always pressure to make it memorable and see a return on your investment. To that end, we rounded up 7 ways to ensure an ROI on your sales kickoff. There is no one-size-fits-all plan for sales teams. Variables like size, experience, team dynamic, past year’s performance, and your big goals for the coming year need to be factored in.

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ROI Energy Follow-up Motivation 52

Bigtincan

NOVEMBER 28, 2018

“We have a small sales and marketing team. Can we still benefit from a Sales Enablement platform in the way a large company could?” This is a question we hear a lot at Bigtincan. While it is true that Sales Enablement is becoming more common in large enterprises – SiriusDecisions’ State of Sales Enablement 2017 […].

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Enterprise Enterprise Sales Enablement Benefit 52

MJ Hoffman

NOVEMBER 28, 2018

It’s easy to sell to prospects who are already interested in your product. They’ve decided you’re a potential solution — now all you need to do is answer some questions, get in front of the right people, and make sure they opt for you over the competition. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects.

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Hiring Lead Rank Guarantee Up-Sell 56

criteria for success

NOVEMBER 28, 2018

Looking for prospecting tips to help you sell better? Look no further! Many sales people are unsure of where to start when it comes to prospecting. It’s pretty safe to say that prospecting isn’t exactly everyone’s favorite thing to do, but we all agree that it’s necessary. What prospecting tips should you follow daily? [ ] The post Tried and True: Prospecting Tips for Every Salesperson appeared first on Criteria for Success.

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Data

Adaptive Business Services

NOVEMBER 28, 2018

Preparing to leave high school, I began to consider my career path. Going to college without at least some sort of specific goal was uncomfortable for me. My first thought was law. I liked to argue and did spend some time on my high school debate team. I had also competed in several speaking contests and had won a few of those. There were two problems with a law degree, however.

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Allbound

NOVEMBER 28, 2018

The 4 Types of Channel Marketing Partners. Navigating the world of channel marketing can be tricky, especially when common industry terms overlap. You might find yourself discussing partnership strategy, believing you and your partner are both on the same page—only to find out later that you both were discussing entirely different ideas. Which benefits will you offer to your partners?

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Channels Marketing Scale Referrals 48

Fill the Funnel

NOVEMBER 28, 2018

You probably already know that videos can prove to be one of the most effective marketing tools you can use today. However, you may not be aware of the power they can have on your bottom line. Can videos really help you to boost profits? Here, we’ll look at 3 ways online videos can boost […]. The post 3 Ways Online Videos Can Boost Your Bottom Line appeared first on Fill the Funnel.

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Video Top of Funnel Funnel Tools 48

Corporate Visions

NOVEMBER 28, 2018

The post 4 Strategies and Tactics for Better Sales and Marketing Alignment by Corporate Visions appeared first on Corporate Visions. According to Forrester Research , only eight percent of B2B companies say they have tight alignment between sales and marketing. That means that 92 percent of organizations have a sales and marketing alignment problem.

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Strategy Marketing Pivotal Lead Rank 51

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

Carew International

NOVEMBER 28, 2018

The holiday season is upon us, and while that may signal a lull in some aspects of our sales activities, this is the perfect time of year to nurture our customer relationships and cultivate new connections. Our personal connection with customers is the platform upon which we build every future conversation, interaction and purchase decision. These relationships sustain us during difficult times, allow us to consult, advise, and, at times, even challenge our customers.

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Sales Hacker

NOVEMBER 28, 2018

The post Why the World’s Leading CMOs are Doubling Down On Events To Generate Pipe appeared first on Sales Hacker.

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Leads Marketing Qualified Lead Webinar Metrics Sales 56

Selling Energy

NOVEMBER 28, 2018

Though a business degree will certainly help you get your foot in the door for a sales career, there’s not much that can prepare you for your first cold call. We’ve compiled a list of lesser-known sales tips that every veteran has learned somewhere along their post-business-school journey.

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Cold Calling Sales 40

Selling Power

NOVEMBER 28, 2018

Selling Power interviews Tiffani Bova about her new book, Growth IQ.

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Sales 62

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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

Sales Evangelist

NOVEMBER 28, 2018

On today’s episode of The Sales Evangelist, we talk to Chirag Gupta, founder of NoD Coworking, about documenting processes and how it will help your organization become more efficient and more profitable. Chirag has been an entrepreneur since college, and his coworking space in Dallas has achieved profitability, a goal many startups never achieve, largely as […] The post TSE 974: Sales From The Street: “Document Everything” appeared first on The Sales Evangelist.

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Sales 40

People.ai

NOVEMBER 28, 2018

Do you ever feel as if getting B2B deals to close seems like a hit-and-miss process? Sometimes you win, sometimes you don’t. Is it just luck? Or is there something you’re missing? We’re here to tell you that science has a secret for you. And once you start putting this secret to work, you’ll see a significant increase in the number of B2B deals you close.

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B2B Closing eBook Sales 40

Sales Evangelist

NOVEMBER 28, 2018

On today’s episode of The Sales Evangelist, I am introducing our new program – the TSE Certified Sales Program. If you are a sales leader in a company – this program is for you. If you are an executive or business owner of a small firm and your sales reps don’t have a process – […] The post TSE 975: TSE Certified Sales Program – What Is It? appeared first on The Sales Evangelist.

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