Sales and Marketing Management

JANUARY 13, 2020

Author: Julia Petre Today’s sales process has evolved beyond the days of door-to-door salespeople armed with a Rolodex. Now, sales teams are using sophisticated customer relationship management (CRM) systems that combine disparate sources of data, accessible from anywhere, to provide accurate sales forecasting in a matter of seconds. This remarkable transformation of CRMs has been an integral part of improving productivity and, as a result, increasing sales.

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Forecasting CRM SalesForce System 194

Understanding the Sales Force

JANUARY 13, 2020

One of the questions we are often asked by HR Directors is, "Can people game the OMG assessment?" Of course they can try, but we have a very effective algorithm that smokes out those who attempt to cheat. It doesn't happen very often that somebody attempts a big cheat but when it does, it's almost magical in the way we uncover them. There is a very small percentage of salespeople who attempt an all out cheat.

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Hiring Groups Course System 282

SBI Growth

JANUARY 13, 2020

The 2019 fiscal year is in the rearview mirror, and 2020 has officially started. Strategic planning is finished, and plans to get off to a fast start in FY20 are in motion. For many CEOs, the strategy and approach used.

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Competition Marketing Strategy Research 250

Zoominfo

JANUARY 13, 2020

After running the gauntlet of the interview process, you’ve finally found the perfect candidate. You know you’re going to start salary negotiations at some point—and the candidate might not be the only one who is nervous about it. Negotiation is a delicate part of the B2B recruiting process. You want to hire great talent, but […]. The post How to Navigate Salary Negotiations During the Hiring Process appeared first on ZoomInfo Blog.

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Salary Negotiation How To B2B 124

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

The Brooks Group

JANUARY 13, 2020

How you manage your lowest performing sales team members has a significant impact on the overall effectiveness of your sales organization. Here are 9 ways to help low performers win more deals and better meet their goals. 1. Ask Them What They Want. Take the time to ask each of your low performing salespeople what their goals are for themselves. Find out why they want to be on your team, and what really matters to them.

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Ideal Customer Profile Motivation Coaching Analysis 87

The Center for Sales Strategy

JANUARY 13, 2020

At The Center for Sales Strategy (CSS), we teach a very specific process that is customer-focused and designed to help sellers identify a prospect or client’s needs. We teach concepts like: Active listening. Asking questions. Digging deeper in order to uncover an assignment or desired business result. We coach sellers to strive to become trusted and valued so they can form true client partnerships.

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Coaching Strategy Sales Prospecting 80

Richardson

JANUARY 13, 2020

In 2004, productivity growth in the US began to decelerate. In 2011, it slowed to a crawl and even became negative for a period in 2016. Today, productivity remains low, and economists don’t know why. Economists measure productivity by comparing units of input to units of output. However, measurement across industries is difficult. For example, measuring productivity in the manufacturing industry is straightforward — inputs and outputs have clear definitions.

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How To Industry Examples Sales 80

Sales Hacker

JANUARY 13, 2020

Audio cassettes. CRT TVs. Typewriters are all extinct. Unless they’re displayed as novelties, these achievements of communication have all disappeared from their once prominent role. Soon, there will be one more you can add to that growing dustbin of history: The cold sales call. We’re going to look at what I believe to be the coming extinction of the cold call in sales and what you should do to prepare for it.

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Top of Funnel Cold Calling Intent Data Ideal Customer Profile 72

Nimble - Sales

JANUARY 13, 2020

Today, Most event agencies are smaller businesses. Small companies can provide services to customers of various sizes, having different needs, with high efficiency and flexibility. However, maintaining effective operations, in this case, requires qualitative tools. Therefore, CRM software for event management gained significant popularity. After all, it is important that all customer requests are served […].

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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

G2Crowd - Sales Blog

JANUARY 13, 2020

The first few months on the job are critical for sales reps.

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Sales Enablement Training Sales 117

Gong.io

JANUARY 13, 2020

Why must we all get more comfortable with being uncomfortable? How can you select for grit and tenacity when hiring? What’s the biggest hiring mistake to avoid? On a recent episode of the Reveal podcast, we connected with CRO at Drift, Josh Allen, for answers to these and other questions that are top of mind for revenue leaders. Here are the key takeaways and highlights from that episode.

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Hiring Revenue Scale Exercises 62

Xvoyant

JANUARY 13, 2020

Max Altschuler joins Rob for the second time in the Sales Leadership Podcast to share his excellent method for creating goals and having a growth mindset. As we start this year, use Max’s tactics for taking stock of what is important and beneficial for you, and plan out where you want to be in 2021 and beyond.

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Sales Leadership Sales 62

Sandler Training

JANUARY 13, 2020

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe. The post How to Succeed at Rethinking The Sales Profession appeared first on Sandler Training.

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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

LeadFuze

JANUARY 13, 2020

Nobody likes being sold to. The sooner you accept that the sooner you’ll learn what you need to know to be better at sales. When people hear the word salesman they immediately start conjuring up images in their head of pushy charlatans with their foot stuck in the door who can’t take no for an answer. You don’t want to be that guy. That guy doesn’t care about what the consumer wants, only what he has for sale, and he’s ready to sell it at any means necessary.

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Customer How To Social Media Consumer 59

Smart Calling

JANUARY 13, 2020

You’ve probably experienced the amateur salesperson or the cheesy, hard sell, shady huckster spring the “closing technique” on you, right? Think of all the negative emotions that flooded over you when you heard it. Including thinking, “I gotta get out of here.” Let me explain… Closing is not, and should not be about techniques or hard sell manipulative tactics.

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Closing Exact Conversion Sales Process 59

Pipeliner

JANUARY 13, 2020

Podcast interview with Rachel Lynn Cipriano who is the CEO at Magnificent Resilience and plays the role of a Speaker, Advisor, Coach, Author, and Leadership Catalyst. She speaks to organizations committed to building leaders of excellence and deeper significance. She emphasizes those who are great maintaining a commitment to integrity and service. She communicates her exceptional insights with a dynamic speaking style buffered by a great deal of personal warmth.

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Face-to-face Call-back Positioning Motivation 52

eGrabber

JANUARY 13, 2020

Few years ago, the manual way of finding decision makers & their business email addresses, phone numbers etc. are once you have a company name, literally you go to their website, and hit the “about” tab or “team” or anything that looks like it would show who works there. 99% of the time the HEAD of the business / owner / decision maker will be on that page.

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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

Pipeliner

JANUARY 13, 2020

Podcast interview with Nicolas Vandenberghe who is the co-founder & CEO Chili Piper. He started selling newspapers in the streets of Paris in high school, studied Maths at Ecole Polytechnique then Business at Stanford GSB, started and sold 3 tech companies with up to 65 employees and $11M in revenues, ran Sales for a $2Bn telecom company negotiating billion-dollar deals with companies like Google, now co-founder of Chili Piper – on a mission to create a new software category around Bu

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Negotiation Google Buyer Study 52

Selling Fearlessly

JANUARY 13, 2020

It is easy to understand why it has become so popular to learn how Cryptocurrencies work. With the current state within the economy and the way the world financial system functions, there is an increasing need for visitors to understand how their money works, just how it can be used for the purpose of transactions […].

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System 51

Sales Hacker

JANUARY 13, 2020

The post “Videoify” Your New SDR/BDR Onboarding to Unlock a Speed-to-Revenue Superpower appeared first on Sales Hacker.

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Revenue Webinar Metrics Sales Sales Process 53

Sales Result

JANUARY 13, 2020

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Sales Process Sales 59

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

Selling Energy

JANUARY 13, 2020

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Sales 52

Lessonly

JANUARY 13, 2020

Legendary sales trainer, David Sandler, tells a story about a golf pro-am he once played in. Before the round started, he was on the driving range, hitting dozens of balls, using several of his clubs to get warmed up. At one point, the pro of the club stood in the stall next to him, put three balls on the ground, hit them all with the same club, and got ready to walk away.

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Training Face-to-face Groups Software 26

Hubspot Sales

JANUARY 13, 2020

Picture two different salespeople, Ryan and Reana. Ryan works on the sales floor of a novelty electronics store and sells eerily lifelike sleeping puppy dolls that breathe (for legal purposes, I can’t actually link to their online retail page, but they exist and are terrifying; look them up.). Reanna works at a wholesaler that distributes those dolls to retailers like the store Ryan works for.

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B2C Comparison B2B Buyer Persona 83

Sales Hacker

JANUARY 13, 2020

This week on the Sales Hacker podcast, we speak with Jay McGrath , the Area Vice President for UiPath. Jay is the Area Vice President for UiPath, where he focuses on leading the account teams covering Banking, Financial Services, and Insurance; the Northeast team; and Canada. Jay has spent 30 years in the financial services industry; holding various roles in sales, direct marketing, online marketing and cross-selling strategies.

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How To Scale Influencer Face-to-face 54

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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Product Management University

JANUARY 13, 2020

A lot of people think solutions marketing is just a fancy term for product marketing, especially since the term solution has been so overused. But there is one huge difference in real-world practice. In a product marketing model, products are the star. Problems, features and benefits are co-stars. In a solutions marketing model, the star is the buyer’s vision for success.

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