DiscoverOrg Sales

JUNE 15, 2018

I celebrated my first Father’s Day as a dad two years ago. My wife and I had our first baby, a beautiful girl – Grace. At that same time in 2016, DiscoverOrg was going through a growth spurt. I’d be lying if I told you I wasn’t terrified, thinking about how I could be a great new dad, husband, and CEO. Somehow, I got through countless nights with little to no sleep, then somehow dragged myself into work.

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Outbound Cold Calling Webinar Metrics Revelation 120

Partners in Excellence

JUNE 15, 2018

I always hate starting a post with a pile of disclaimers. In some of my recent posts, I seem to be bashing sales enablement. I don’t mean to be doing that. Sales enablement is a vital function in organizations, it has a hugely important mission that can only be fulfilled with talented professionals. Many of our best clients and my closest friends are sales enablement professionals (And I hope they remain so after reading this post.).

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Sales Enablement Training Sales Management Study 60

Lessonly

JUNE 15, 2018

Sam is thrilled to be the newest recruiter for his alma mater. His job looks a lot like sales— producing leads for the enrollment team, educating prospective students on the school’s programs, and collaborating with other recruiters. Sam is thrilled to get started but has to wait three weeks before he’s officially part of the team. That’s the next time his new employer offers new hire onboarding, which requires him to make an 8-hour trip to the school’s main campus for a week of in-person traini

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Hiring How To Retention Travel 24

Sales and Marketing Management

JUNE 15, 2018

Author: Dan Seidman Ten thousand baby boomers turn 65 every day. This is why a start-up company hired me to build their training department. The firm was targeting the senior market by offering solutions to keep these older people safe in their own homes rather than empty bank accounts to move into senior housing. I could relate, as I just had two elderly parents move into assisted living at a cost of $8,700 a month.

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Hiring Lead Rank Face-to-face Banking 191

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 Growth

JUNE 15, 2018

The Influencer Channel is often overlooked. If utilized correctly, it can help you: Learn about opportunities earlier in the sales cycle, Win more deals, while also…. Increasing the cost of sales for your competition. This combination is the sales equivalent of a hat-trick.

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Channels Influencer How To Sales Cycle 189

SalesforLife

JUNE 15, 2018

For our second sales play (see Storyboard Sales Play #1 – “Sphere of Influence” ) to see the first play, I recommend you engage the prospective customer by showcasing Stack Rankings. We find, and our customers find, that this data-centric approach is a great wake-up call. As a prime example, Gartner’s Magic Quadrant rankings are an excellent example of this sales play.

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Competition Influencer Data Examples 56

Xactly

JUNE 15, 2018

Congratulations on the acquisition – dropping $85 billion and getting past US District Judge Richard Leon and the Justice Department was a tough fight (you should have put it on pay-per-view to offset your legal costs). With your victory you now add an amazing package of content to deliver over your phone networks*, DIRECTV, and various internet channels.

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Commission Advertising Advertising Compensation 54

Engage Selling

JUNE 15, 2018

???????????????????For the last few videos, I’ve been talking about client retention and expanding your network within your client accounts.

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Buyer Strategy Retention Networking 54

Jeff Davis

JUNE 15, 2018

Every time I attend a new conference or get the privilege of speaking to a new group of people, I like to take some time to reflect on what I learned during that interaction. Embarking on this journey to better understand how to strategically align Sales and Marketing has put me in a unique position where I enjoy getting to learn from professionals and cross pollenate those insights, ideas and concepts to help us all increase our business acumen.

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Conference Transportation Face-to-face Retention 48

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Sales

Gong.io

JUNE 15, 2018

Selling is a zero-sum game. While you’re popping a champagne bottle because you know how to sell against the competition, your competitor is downing cheap whiskey to mourn their loss. Either way, when the drinks are done, you’ll both go back to square one with the same goal: Sending your competitors home with their tails between their legs. To do that, you have to understand the first principle of competitive selling: Different strategies win in different competitive scenarios.

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Competition Sales Cycle How To Education 48

The Center for Sales Strategy

JUNE 15, 2018

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

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Sales Lead Generation Inbound Leads 52

CommercialTribe

JUNE 15, 2018

Being a frontline sales manager is tough. Like any sales job, it comes down to the numbers you can produce. But the production is mostly out of your hands, you’re reliant on your sales team to get the job done. You can only control so much of what happens. If your reps are underperforming—or even if they’re doing an acceptable job, but you think they’re capable of more—it’s often unclear what the best tactics are to improve their sales numbers.

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Sales Coaching Coaching Motivation Google 45

Pipeliner

JUNE 15, 2018

Importance of CRM and Measuring Sales Effectiveness in Calls. No matter the discipline, you want to be effective. If what you’re doing isn’t effective, or moving you closer to your ultimate goal, there’s absolutely no reason to continue doing it. The struggle for salespeople becomes measuring sales effectiveness. It’s not as easy as counting calls or totaling revenue.

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CRM Lead Rank Lead Scoring Sales Cycle 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

Selling Energy

JUNE 15, 2018

When you sell energy solutions, you’re selling a high-dollar intangible. Whether or not you can physically touch the chiller or the LED lights or the solar panel or whatever, you’re essentially selling an intangible because your customers aren’t really buying metal chillers, LED circuit boards, or silicon encased in large rectangular slabs. They’re buying the concept that their lives will be better in the wake of installing these technologies.

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Energy Customer Training Sales 40

Selling Fearlessly

JUNE 15, 2018

In 1883, a creative engineer named John Roebling was inspired by an idea to build a spectacular bridge connecting New York with the Long Island. However bridge building experts throughout the world thought that this was an impossible feat and told Roebling to forget the idea. It just could not be done. It was not […].

Engineering 31

Engineering 31

DialSource

JUNE 15, 2018

Going to UNITE 2018 in Atlanta? Register now for DialSource's Happy Hour co-hosted with Ambition. The Happy Hour will be at Terrapin Taproom. Beer, barbecue, and baseball are staples of the south. Terrapin Beer Company, Fox Bros. Bar-B-Q, and the Atlanta Braves deliver them all through a brand-new taproom and microbrewery at The Battery Atlanta, adjacent to SunTrust Park.

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Follow-up Company Industry Sales 28

Hubspot Sales

JUNE 15, 2018

Like most small businesses, we used to get 90% of new clients from referrals. If we had more time, we’d generate leads through inbound marketing. If we had more money, we’d purchase $30,000+ in advertisements or sponsorships. But we had limited time AND money. So we had to come up with a different solution. As a result, we built a follow-up email system -- using the free Email Templates tool from HubSpot Sales -- that generated $100,000 in the past 30 days.

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Hubspot Advertising Advertising Survey 144

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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

Data

DialSource

JUNE 15, 2018

You’ve gained a new client. Congrats! You’ve had a few meetings, and it’s quite promising, but the sales journey is far from over. While you shouldn’t rush a client into decision-making, it is vital to move the sales narrative along at a reasonable pace. The responsibility for maintaining this momentum lies on both sides of the agreement. You should be keeping a decent cadence while making sure the deal is moving along, and the client should hold you accountable and provide you with the informat

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Sales Process Sales Cycle Groups Intent 28

Pointclear

JUNE 15, 2018

Increase the top line while reducing expense—it’s what every CEO wants—and what their sales and marketing leaders are looking for as well. Many execs are realizing that meeting this goal involves increasing investment in sales and marketing with a renewed focus on gaining market share instead of just stabilizing it. Companies that execute this strategy more effectively than the competition will grow faster, more profitably—and individuals responsible for these achievements will be rewarded.

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Revenue Forecasting Commission Telecommunications 113

Nutshell

JUNE 15, 2018

As a developer, it’s easy to get caught up in writing good code instead of writing good software. We all love new feature work and the process of creating things, but the reason we show up for work every day is to build a product for our customers. That’s why it’s so important that development and CX work side by side: Without constant communication with the people who are actually talking to your customers, the wrong things get done.

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Engineering Customer Face-to-face Software 74

Nutshell

JUNE 15, 2018

As a developer, it’s easy to get caught up in writing good code instead of writing good software. We all love new feature work and the process of creating things, but the reason we show up for work every day is to build a product for our customers. That’s why it’s so important that development and CX work side by side: Without constant communication with the people who are actually talking to your customers, the wrong things get done.

Engineering 54

Engineering Customer Face-to-face Software 54

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

Nutshell

JUNE 15, 2018

As a developer, it’s easy to get caught up in writing good code instead of writing good software. We all love new feature work and the process of creating things, but the reason we show up for work every day is to build a product for our customers. That’s why it’s so important that development and CX work side by side: Without constant communication with the people who are actually talking to your customers, the wrong things get done.

Engineering 48

Engineering Customer Face-to-face Software 48