Wed.May 15, 2019

How a Manual SEO Audit Can Improve Your Sales Funnel

Sales and Marketing Management

The world we live in today is one where the intangible has never been such a vital part of daily life. Empires are built on information. Empires are also toppled because of information.

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Sales Operations: The Guide They Never Gave You


“What was your first job?”. It’s one of my favorite questions to ask a fellow professional in sales operations. Some of the answers include: Elementary school teacher. Recruiter. Pharmacy Tech. Insurance sales rep. Cosmetics consultant. Account Manager. Financial analyst. Why the wide range?

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10 Reasons Why Salespeople Hallucinate

Understanding the Sales Force

I was in the basement of our home looking for something when I saw it. It moved left to right, low, between the stored Christmas trees. I took another look and this time it moved right to left. Each time I moved, it moved. I breathed a sigh of relief when I realized it wasn't a critter but a shadow that I was casting. I saw something that simply wasn't there. A figment of my imagination. You could even call it a hallucination.

Promoted! How to Manage a Successful Sales Team


You’re a new sales manager, and you’ve inherited a high-performing successful sales team. All you have to do is make sure you don’t mess it up ! teamwork sales success sales management employee engagement

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Timing is Everything

John Barrows

The more experienced I get in business the more I realize how important timing is with almost everything. I can’t tell you how many ideas I’ve heard about (or come up with myself) that were great ideas at the time, but failed because the market wasn’t ready for them. Good Ideas, Bad Timing.

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6 Ways to Go from Satisfied to Loyal

Alice Heiman

I can’t imagine any business owner saying that satisfied customers were not a priority. . To use a term, I borrowed from Daniel Pink, I’d like to “flip” your thinking. Instead of thinking that your goal is a satisfied customer, start thinking a satisfied customer is just the beginning.

One Key to Hiring Superstar Sales Talent? Know Your Management Style.

The Center for Sales Strategy

I spend a lot of time giving pre-hire feedback to managers about candidates. We discuss managing strengths and coaching weaknesses. We talk about how strengths and weaknesses can work together or can tug in opposite directions.

Anything Worth Having

Anthony Iannarino

In the original Conan the Barbarian movie , the young Conan and his peers are captured and forced to turn a giant wheel called the Wheel of Pain, for reasons that are not apparent. Over time, all of young Conan’s peers die, and he is left to turn the giant wheel alone.

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Transforming your sales approach? Here’s why you should buy a new CRM too.


Many organizations treat investments in sales effectiveness a series of buckets: One for strategy, one for the sales process, one for training, enablement content, coaching, analysis, individual salesperson performance… and so on.

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Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

The Definition of Motivation and What it Means For You

RAIN Group

While there are many definitions of motivation, I like Business Dictionary 's best: mo·ti·va·tion /,m?d??v?SH(?)n/

An Update On Removing the Social Apps from My Phone

Anthony Iannarino

Some time ago, I removed the social apps from my phone. Facebook. Instagram. Twitter. LinkedIn. Snapchat (an app I have never entirely understood). I removed these apps because I no longer welcome the interruptions, the notifications, or the distraction.

Why a Sales Script is a Compass, Not a Map

Closer's Coffee

There was once a person who wanted to experience indoor skydiving in Dubai. Before going in, the gatekeeper asked them a question to ensure their safety, “Are you pregnant?”. Funny enough, the person going in was a man.

The Best 7 Scheduling Polls and Surveys in 2019

Hubspot Sales

What's on your schedule for today? Meetings. Meetings. And wait. let me guess, more meetings. If you're a manager, salesperson, or individual contributor a portion of your day might even be spent scheduling meetings.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Why You Need to Know “The Need behind The Need”

Miller Heiman Group

Business buyers in today’s complex market are short on time and long on information. Chances are, they’ve already leveraged their own tools and technology to research and identify what they believe is their desired solution before they ever directly engage a seller. These buyers are like the patient who has self-diagnosed before entering the doctor’s office: they think they’ve singlehandedly solved their medical mystery, thanks to some Google searches and a few optimistic pharmaceutical ads.

70% of Your Pipeline from Social Selling? Arzoo’s Story


I’ve just returned from a successful business trip to Dubai, and while I was there I met up with one of our customers, Arzoo Edroos. Arzoo is an account-based seller for Refinitiv and Thomson Reuters, and we’ve been working with her for the last seven years.

Do You Believe Sales Will Remain Human?


The growing concern is will sales remain human? Our beliefs about combining artificial intelligence and human selling are in the beginning phase. The question is, are we willing to consider varying perspectives for a better conclusion?

How Sellers Can Win in a World of the Subscription Business Model

Selling Power

B2B subscription-based models are having a big impact on sales teams; here’s what that means for your organization, and how you can adapt. Selling Skills

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The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Why Every Employee drives Revenue by Serving Colleagues First

Babette Ten Haken

In better serving colleagues, we better serve our customers. I am not talking about serving the needs of soul-sucking managers who load us up with disconnected tasks which only serve their egos. Or, KPIs and bonuses. Because that is what you were thinking,).

My 8 Absolute BEST Sales Tips for Closing Business

Marc Wayshak

The best sales tips out there are simple yet incredibly effective. I’m sharing my 8 absolute best sales tips for closing business, so you can start crushing your sales goals. The post My 8 Absolute BEST Sales Tips for Closing Business appeared first on Sales Speaker Marc Wayshak. Blog sales tips

SiriusDecisions Summit 2019: Age of the Customer – Why it Matters

Accent Technologies

Buyers are doing more research than ever before interacting with vendors. Become "customer obsessed" or risk getting left behind. You hear it day-in and day-out from companies of all sizes and industries: “We are highly focused on our quality of customer service.

Here’s how to get out of a slump in sales

In the Gong Labs series, you get data-driven sales tips that illustrate how to get out of a slump. Subscribe here. I woke up in a cold sweat. The red numbers on my alarm clock glared back at me: 3:13 AM. I’d had a few bad months in a row and was on the verge of another one.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Power Dialer vs. Predictive Dialer—What’s Better For Your Needs?

Learn more about what a power dialer and a predictive dialer are so you can determine which is most suitable for your business needs. Keep reading to find out more. RELATED: 9 Best Predictive Dialers for Your Business In this article: What Is a Power Dialer?

Critical Elements to Effective Social Selling on LinkedIn

Adaptive Business Services

What’s on your list of the top all-time combinations: Bacon and eggs? Peanut butter and jelly? Rainy days and strong coffee? Or maybe… LinkedIn and Social Selling? Stopped you there, didn’t I? We know.

7 Ways to Incorporate Online Sales Training Into Your Busy Schedule

Selling Energy

Time management is often a sales rep’s biggest challenge, and at first glance, it would seem that adding additional demands such as online sales training would just make things more difficult. Sales Trainings

5 Essential Business Storytelling Tips

criteria for success

A good story engages its audience, evokes emotion, and inspires action. In a professional setting, stories can help explain a complex idea or emphasize the importance of a new initiative. Brushing up on your storytelling skills can help you deliver a more persuasive speech!

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How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

If you are grouchy or mean, there will be a $25 charge for putting up with you.

Sales Lead Management Association

It sounds funny, but there is, or should be, a price to pay when we are less than pleasant, respectful, kind toward those we have hired to do a job. Just because we pay people doesn't give us the right to be rude, irritable, condescending or mean


Sales—Science Or Art?

Partners in Excellence

Recently, I read an article about sales being more science than art. Perhaps, I was a little unfair in my comments, but the author’s premises were flawed. I think we want to see sales being more like science because of what we perceive as the predictability and certainty that seems to exist in science. We want to be able to say, “If this……then that….,” applying rigorous formulas that drive our success.

6 Ways Blockchain Could Change the Marketing Landscape

Nimble - Sales

Blockchain is the single most disruptive technology in our lifetime. If you’re like most people, you probably associate blockchain with Bitcoin or other cryptocurrencies.