Sales and Marketing Management

OCTOBER 6, 2019

Author: Andres Lares According to a US News and World Report study, the probability of attracting a new customer to your business falls between 5% to 20%, while the likelihood of retaining an existing client is over three times that – 60% to 70%. So, where should you focus? The correct answer is striking the right balance between both. But, based on the statistics, solidifying and retaining a strong client base should remain your primary focus, while attracting and winning new business should b

Negotiation 184

Negotiation Proposal Forecasting Objections 184

Zoominfo

OCTOBER 6, 2019

Hiring the perfect candidate is no easy task – especially in today’s hyper-competitive, fast-paced recruiting environment. Recruiters have a lot at stake every time they fill an open position because a bad hire can hurt a business in a number of ways. Consider these statistics from a CareerBuilder survey : 53% of bad hires brought a negative attitude to the workplace. 37% of businesses report a decrease in productivity due to a bad hire.

How To 130

How To Face-to-face Channels Sales Qualified Lead 130

The Sales Hunter

OCTOBER 6, 2019

I am talking about your customer’s doors and the doors of other people you’re going to help. That is where your focus should be. When you help others see opportunities, it’s amazing what you’ll do for them and for yourself! Copyright 2019, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Result.

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Motivation Customer Video Opportunity 125

Anthony Iannarino

OCTOBER 6, 2019

Over the past couple of weeks, I have had occasion to watch and listen to salespeople enter the conversation from the Left. They start a conversation with their prospective clients with a story about t heir company and how their product might help the client. I am always struck by the fact that salespeople still believe people want to buy a drill when the truth is that they want to buy what the drill produces.

Conversion 97

Conversion How To Competition Lead Rank 97

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

OCTOBER 6, 2019

SalesTech Video Review: ZoomInfo. ZoomInfo powered by DiscoverOrg is a powerful sales prospecting and go-to-market solution for salespeople, marketing, and even C-Level execs. In addition to the 3 examples I describe in the video, the platform is loaded with other functionality and differentiation like; organizational charts, out-of-the-box integrations with sales and marketing systems, the fact that they have a team of over 300 researchers verifying the data in real-time, their advanced real-ti

Video 92

Video Lead Rank Marketing Qualified Lead Webinar Metrics 92

Membrain

OCTOBER 6, 2019

I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when they get older.

Sales 69

Sales Research Sales Management 69

Bigtincan

OCTOBER 6, 2019

“It’s not enough to be busy, so are the ants. The question is, what are we busy about?“ – Henry David Thoreau Thoreau was right. Anyone can be busy, but investing our time into important activities versus merely focusing on busywork, that is where the magic happens. A Sales Enablement Conference provides an excellent opportunity to […].

Conference 52

Conference Sales Enablement Sales Opportunity 52

BrainShark

OCTOBER 6, 2019

Lead velocity rate measures the period over period growth in the number of leads you are generating.

Leads 62

Leads Marketing Qualified Lead How To 62

Pipeliner

OCTOBER 6, 2019

About Randy Stroman: Randy Stroman is a sought-after speaker, trainer and coach, and the co-founder of The Stromans, a leadership and relationship coaching firm located in Dallas, Texas. Randy works with Fortune 500 companies, successful entrepreneurs, small start-ups, and non-profits seeking expanded outreach and membership growth. He represents more than three decades of hands-on, senior-level experience.

Social Selling 45

Social Selling Coaching Follow-up Exact 45

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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

Sales Evangelist

OCTOBER 6, 2019

Creating Great Customer Experiences To Close More Deals Creating great customer experiences to close more deals is often a neglected sales strategy by many. That shouldn’t be the case. Dan Cockerell grew up in the hospitality industry. He went to Boston University and worked at Disney World for a summer. He officially joined the Walt Disney Company as a parking attendant in 1991 after finishing college.

Closing 40

Closing Customer Hiring Policies 40

Pipeliner

OCTOBER 6, 2019

Negotiations do not always come naturally to everyone, and some of us absolutely despise this part of doing business. Negotiating is a learned skill that you acquire by practicing. Herb Cohen, a corporate and government negotiator, strategy consultant, and author discusses what makes someone a great negotiator and common mistakes people make when getting into these types of conversations.

Negotiation 40

Negotiation Government Conversion Strategy 40

Selling Energy

OCTOBER 6, 2019

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs.

Energy 40

Energy Sales 40

Pipeliner

OCTOBER 6, 2019

In this podcast from SalesPOP!, we are interviewing Randy Stroman who is a sought-after speaker, trainer and coach, and the co-founder of The Stromans, a leadership and relationship coaching firm located in Dallas, Texas. Randy works with Fortune 500 companies, successful entrepreneurs, small start-ups, and non-profits seeking expanded outreach and membership growth.

Exact 40

Exact Coaching Follow-up Video 40

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

OCTOBER 6, 2019

The art of persuasion is a big thing, especially for salespeople. It’s a pivotal part of being successful. Learning to be more persuasive in sales leads to more revenue generation, and allows the salesperson to add value and make a difference in the lives of their buyers. Lee Warren, interviewed by John Golden, discusses persuasion in sales. This podcast is also a recorded live event you are welcome to view here: Techniques to be Persuasive in Sales. iTunes Podcast .

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Pivotal Lead Rank Lead Scoring Buyer 40