Sales and Marketing Management

SEPTEMBER 8, 2017

Author: SMM staff As the former chair and CEO of the global hotel and travel company Carlson, Marilyn Carlson Nelson has spent a lifetime helping companies enhance relationships with employees and clients through incentive travel experiences. We spoke with her recently about the power of travel to build strong bonds. A lot has changed in the travel industry over the past several decades, but Carlson says in many ways, the more things change, the more they stay the same.

Travel 174

Travel Incentives Incentive Hotels 174

The Sales Hunter

SEPTEMBER 8, 2017

This past week I received an email from a sales rep who for the past two years has put up solid numbers in his job. His question to me was what should he do when his boss and others in management ask him to cheat and put his integrity aside when it comes to dealing […].

Sales 174

Sales Selling Skills 174

Anthony Cole Training

SEPTEMBER 8, 2017

At some point that title won’t make me think of the great Jack Nicholson and his role as Colonel Nathan Jessup in the 1992 movie “A Few Good Men” … but it is safe to say that point in time is a long way off for me. It is one of my all time favorite movies. For now, that famous line from Colonel Jessup has me thinking about how selling has changed so dramatically even within the last few years.

Lead Generation 121

Lead Generation How To Leads Marketing Qualified Lead 121

SBI Growth

SEPTEMBER 8, 2017

Campaigns 245

Campaigns Marketing Strategy 245

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

Increase Sales

SEPTEMBER 8, 2017

Sales solutions that are both efficient and effective have a far greater probability of turning customers into loyal customers or continued sources of sales referrals. What happens is in the hurry to “close the sale,” some salespeople focus on the efficient and not the effective. Efficient Sales Solutions. When the sales solution meets all the criteria as in investment, delivery, etc., it suggests it was efficient.

Referrals 106

Referrals Sales Leadership Retention Vendor 106

Partners in Excellence

SEPTEMBER 8, 2017

Recently, I’ve been involved in some conversations with some very smart people. The discussions have been addressing the need for sales people to empathize with customers’ feeling some level of shame or guilt in getting buying a product, since it is a recognition of their inability to solve the problem on their own. Frankly, I don’t get the point.

Hiring 56

Hiring Face-to-face CRM Resources 56

SalesLoft

SEPTEMBER 8, 2017

For an AE, starting a product demonstration can feel a little like the curtain rising on a theatrical production. Your product is the star of the show and your potential buyer is waiting to be amazed. But putting your product on display shouldn’t be the only purpose of your demo calls. Your product is just a vehicle to help them accomplish their goals.

Research 52

Research Face-to-face Call-back eBook 52

Engage Selling

SEPTEMBER 8, 2017

Today, we’re going to focus on closing. This is the most often missed part of the sales cycle and it’s critical that you ask for the sale to close.

Sales Cycle 48

Sales Cycle Strategy Closing Sales 48

Markempa - Inside Sales

SEPTEMBER 8, 2017

Learn how to improve your cold calling and prospecting efforts with lead nurturing to get better sales results and more qualified leads.

Lead Nurturing 52

Lead Nurturing Cold Calling Sales Qualified Lead Leads 52

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.

Sales

Sales Gravy

SEPTEMBER 8, 2017

For both parties in this exchange, there is a lot at risk at this moment. This is why a collaborative selling approach continues to be important.This approach ensures that your mind is engaged, before your mouth.

Objections 40

Objections Conversion How To Sales 40

Sales Evangelist

SEPTEMBER 8, 2017

Sales process – this is something that new and struggling sellers have. Today’s guest is Meir Ezra and he shares with us why you too need to have an effective sales process in place and how to actually do that. Meir runs different businesses around the globe. Back in Israel, he has taught companies how to […] The post TSE 656: You Need a Better Sales Process!

Sales Process 40

Sales Process Sales Company How To 40