Wed.Jan 30, 2019

article thumbnail

The Difference Between Engagement & Productivity – Why You Need Both

LevelEleven

Is your organization more focused on productivity or engagement? If you’re like many companies, you are focused on the bottom line, meeting deadlines, and getting work done, and that’s perfectly fine! Productivity is an important measure in any organization and shouldn’t be ignored. What tends to be forgotten is the importance of employee engagement to increase overall productivity.

Energy 48
article thumbnail

If You’re Not Scraping Data, You’re Losing Revenue

Sales and Marketing Management

Author: Greg McBeth Any sales leader would love to wave a wand and instantly find good-fit companies with interested buyers. Although building a successful pipeline and closing deals are hardly things that happen instantaneously, the process doesn’t have to be entirely arduous. With modern tools like data scraping, sellers have access to a wand – no magic required.

Data 184
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

5 Ways to Wake Up Sleepy Channel Partners

Allbound

Groundhog Day is right around the corner, and it won’t be long before we wake Punxsutawney Phil from a sound slumber to make his yearly weather prediction. If your channel is feeling a little bit stagnant, it may seem like your channel partners have also gone into hibernation this winter. If that’s the case, you may need to make a few changes to your program to help motivate your partners and arm them with what they need to accelerate channel sales in the year ahead.

article thumbnail

An Easier Way to Coach Salespeople - For a While

Understanding the Sales Force

One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coaching pro (effective coaching). Why? They aren't masters of role-playing and role-playing is one of the primary tools to demonstrate best practices and how effective sales conversations should sound.

Coaching 235
article thumbnail

Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

article thumbnail

SBI’s December 2019 CMO Newsletter

SBI Growth

The CMO Guide to Data: Why Your Marketing Database Is Broken, and How to Fix It Hyper targeted advertising with highly personalized content will be table stakes for best in class marketing in 2019, but all your efforts could go to.

More Trending

article thumbnail

SBI’s January 2019 CSO Newsletter

SBI Growth

The Top 5 Technologies to Support Revenue Enablement Revenue enablement technology has evolved to meet challenges presented by sophisticated buyers. Advancements in 5 key technologies allow you to sell more, free capacity, develop talent, and optimize content. How to Settle the.

Revenue 159
article thumbnail

How to Be a Memorable Salesperson Part 3: Personalize Your Pitch

Connect2Sell

This 12-part series is all about standing out.

How To 222
article thumbnail

SBI’s December 2019 Private Equity Newsletter

SBI Growth

Are Your Portfolio Companies Optimizing Their GTM Resources? Waste and inefficiency are the enemy of growing enterprise value. It isn’t enough to simply have an org chart, budget plan, and strategy laid out. You must match up the right people, with.

article thumbnail

Deep and Active Listening Skills for Sales

John Barrows

One of the most common questions we’re asked is “How do I become a better listener?” There are countless books, and articles on things like active listening, focused listening, passive listening etc. Besides putting down the distractions, and focusing on the conversation you’re having, there are a few tactical things we can all do to become better listeners.

Call-back 133
article thumbnail

Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

article thumbnail

SBI’s December 2019 Product Officer Newsletter

SBI Growth

UX Isn’t Enough – Why an Integrated CX Strategy Will Help Drive Growth You are already focused on User Experience to drive product success and adoption. Applying an integrated Customer Experience strategy creates an opportunity for the agile organization to drive.

Strategy 159
article thumbnail

What’s the Worst Time of Day for Selling?

Alice Heiman

Is there a worst time for selling? Is there a best time? It turns out there is, but it’s different for everyone. . What is the best time for Selling? I get asked frequently when is the best time to reach prospects? Is there a best day of the week or time of the day to make calls? . What I never get asked is if there is a time of day when I will be the best at selling and should use that to make calls. .

Energy 116
article thumbnail

SBI’s December 2019 CEO Newsletter

SBI Growth

The Top 5 Technologies to Support Revenue Enablement Revenue enablement technology has evolved to meet challenges presented by sophisticated buyers. Advancements in 5 key technologies allow you to sell more, free capacity, develop talent, and optimize content… Customer Experience – How.

Revenue 159
article thumbnail

How Investing In CRM Data Quality Increases User Adoption and Trust Across The Business

Hubspot Sales

Data is one of the primary drivers of business strategy and projection, however, many decision makers don't fully understand how inaccurate data collection and poor data maintenance can negatively impact their marketing, sales and bottom line. According to a recent report, bad data accounts for trillions of dollars spent annually by U.S. businesses, and unfortunately, bad data's impact doesn't end there: According to the 1-10-100 data quality principle, the relative cost of fixing a data error i

CRM 95
article thumbnail

Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

article thumbnail

8 things you need to know about hunting whales

Membrain

For the Inuit people of North America, hunting whales is serious business. They plan for whale hunting season all winter long and when spring comes, they station scouts to watch for signs that the ice is breaking up and the hunt can begin.

article thumbnail

Authenticity

Partners in Excellence

Authenticity has become a buzzword tossed around social media too casually. We aspire to be authentic, we claim we are authentic. Or, at least, I’ve never met someone who claims to be inauthentic–though I suspect many of those who claim authenticity but are actually inauthentic. What is authenticity? To paraphrase Justice Potter Stewart, I know it when I experience it.

Scale 84
article thumbnail

3 Tips for a Successful Sales Negotiation Agenda

RAIN Group

One of the biggest mistakes sellers make in a sales negotiation is letting buyers take control of the negotiation, leaving you to play defense. If you want to come to a great agreement (and you do), you need to lead the process. In our white paper, 6 Essential Rules of Sales Negotiation , Rule #3 is: Lead the Negotiation. A key part in leading a sales negotiation is teeing up the meeting properly with an agreed to agenda ahead of time.

article thumbnail

5 Value Proposition Examples [Copy & Use] That Engage Prospects and Close Deals

Marc Wayshak

The best value proposition examples are right here in this video. Check out these 5 value propositions that you can copy and use to engage prospects and close deals at your own company! The post 5 Value Proposition Examples [Copy & Use] That Engage Prospects and Close Deals appeared first on Sales Speaker Marc Wayshak.

article thumbnail

How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

article thumbnail

One Hot Tip to Connect with Target Accounts

The Center for Sales Strategy

Need some help connecting with target accounts when prospecting? Do you know the decision maker you need to connect with at a company, but don't have their email address? Have no fear. Trey is here. to share a hot tip that he uses regularly to connect with target accounts.

article thumbnail

How To Generate Pipeline With a Successfully Proven Coaching Culture – Part 2

Sales Hacker

This webinar will dive into how to run a best-in-class program. We’ll help you refine your coaching methodology by defining the two components needed for its foundation. The post How To Generate Pipeline With a Successfully Proven Coaching Culture – Part 2 appeared first on Sales Hacker.

article thumbnail

The Recipe for Designing a Premier UI/UX Experience

Bigtincan

When designing a UI (User Interface), there are many factors that contribute to an overall great experience. Of these factors to consider, the most important by far is of course the user. It seems obvious that the most crucial part of a user experience would be the people it’s designed for. Right? However, user research […].

Course 52
article thumbnail

6 Lame Prospecting Excuses Even Seasoned Sales Pros Make [VIDEO]

Funnel Clarity

Sales prospecting is quite the double-edged sword. One on hand, our studies have shown that prospecting, especially by phone , is far from dead. On the other hand, the average sales professional loathes doing it, and will find any reason they can to justify why prospecting is "a waste of time.".

article thumbnail

Supercharge Your Sales: 5 Steps to Effortless Selling

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.

article thumbnail

TechTarget Accelerates Brand Consideration and Account Engagement with Latest Update to Priority Engine Purchase Intent Insight Platform

SBI

TechTarget Accelerates Brand Consideration and Account Engagement with Latest Update to Priority Engine Purchase Intent Insight Platform. TechTarget, Inc. (Nasdaq: TTGT), the global leader in B2B technology purchase intent data and services today announced the launch of IT Deal Alert Priority EngineTM: Brand Accelerator, a new service to help B2B enterprise technology organizations leverage real purchase intent to influence, engage and convert accounts directly interacting with their advertising

Intent 50
article thumbnail

Turn Inspiration into Reality with Action Planning at Empower

Guru

Let me guess: You’ve seen the speaker lineup for Guru’s 2019 conference Empower , you’re excited about the insights you could glean from execs at companies like Slack, Google, Square, and Forrester, but with that excitement comes a familiar feeling of conference skepticism. You’ve been to too many conferences where the speakers inspire you to step up your game, yet instead of returning to your desk ready to execute on that inspiration, you only feel overwhelmed and unsure of where to start.

article thumbnail

It's Time for Sales Managers to Focus Beyond Numbers

Selling Power

Here's why sales managers should be concerned about turnover and its potential impact on productivity and morale.

article thumbnail

CRM and Sales Success: Why They Go Hand in Hand

The Brooks Group

Strong customer relationships are at the center of most successful businesses. So it makes sense that in order to succeed and grow, your sales team must be using some sort of Customer Relationship Management system. Regardless of the software you choose, using a CRM platform will benefit you, your sales team, and your entire organization. Here are 5 ways CRM systems can improve overall sales success (and tips for maximizing them with your team.). 1.

Hiring 53
article thumbnail

Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

article thumbnail

Creating An Extraordinary Workplace Culture

Pipeliner

Having helped businesses for over 20 years to develop their organizational culture, Susan Salgado describes an organizational culture in today’s terms as a sociological perspective that includes the values, beliefs, and traditions of the organization. What behaviors are acceptable is what defines a culture. How we treat one another from email communication, verbal communication, the way organizations set up policies are all pieces of how organizational culture is set up.

article thumbnail

Simple Way to Overcome Awkward Requests

Anne Miller

I am coaching the owner (Sandra) of a unique service who is seeking to publicize her business through local organizations. As luck would have it, she is friendly with the husband of the Executive Director of one of these key groups. However, because.

Groups 48
article thumbnail

ERP Software vs. Xactly CEA

Xactly

See how Xactly Commission Expense Accounting (CEA) compares to traditional ERP software when it comes to ASC 606 (IFRS 15) compliance.