Sales and Marketing Management
JULY 10, 2017
Author: Ray Kemper, Chief Marketing Officer, Televerde Customer relationships. They’re the engine that fuels successful selling, right? Well, not always. In fact, good customer relationships are usually the result of a good sales engagement. You’ve demonstrated your ability to provide a superior solution and value while showing you’re the right fit for the customer’s culture and needs.
SBI Growth
JULY 10, 2017
Today’s show is a rare opportunity to hear from an entire B2B marketing leadership team on a key topic that will make or break the year for most companies. We are going to demonstrate how to design marketing campaigns that.
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The Pipeline
JULY 10, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . While it is important to understand your personal metrics, mostly as a means of improving your use of time, and to develop an ongoing improvement process. While many know some of their metrics and conversion rates, few take time to explore and understand their prospects’ closing average or ratio. It’s easy to see why, you find yourself in front of what appears to a willing prospect, sharing what they want to do, why they are thinking of doing it
MTD Sales Training
JULY 10, 2017
So you’ve arrived 30 minutes early and you’re sitting in your car ready to go in and visit a prospect and you’ve made the cardinal sin and have not done any sales preparation for this meeting! Shame on you! So you might have briefly scanned their website but that’s just about it. Well, here are 5 areas to prepare for the sale now so it will give you more focus: Know Your Objectives.
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 Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
BrainShark
JULY 10, 2017
. According to Forrester Research, 74% of B2B buyers conduct over half of their research online before making a purchase decision. So if buyers are looking at your website and product reviews, chances are they’re looking at your sales reps’ LinkedIn profiles too.
SalesLoft
JULY 10, 2017
Unfortunately, when it comes to scheduling your first meeting with a prospect, no shows can and will happen. Take a look at your own schedule. Your time is probably dominated by meetings and appointments. Your prospect’s calendars no doubt look pretty similar. Combine their already busy schedules with the occasional fire drill that pops up and it’s no wonder that daily business events take precedence over hopping on a sales call.
Partners in Excellence
JULY 10, 2017
Too often, we seem to focused on volume, velocity and activity levels, thinking that the more things we do, the better we are. We set goals for number of prospecting calls, numbers of meetings, and any number of things. The thinking is, if we simply do more, we produce more. On face value, that makes sense. Having 20 prospecting conversations a week is twice as good as having 10 prospecting conversations a week (assuming all else is equal).
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EyesOnSales
JULY 10, 2017
In Sales The Most Important Thing to Say is… Mike Brooks, www.MrInsideSales.com. I know, it’s a catchy and kind of a trick title, isn’t it? And when I ask audiences what they think it is, they guess things like: “Asking for the sale!” “When would the customer like delivery?” “How many units do they want?
Sales Gravy
JULY 10, 2017
A consulting firm I know surveyed 1000 Canadian CEOs two years ago. They asked: What are the criteria you look at when making a buying decision. The first criterion was trust. Number six on the list was price.
Partners in Excellence
JULY 10, 2017
I wrote, The Arrogance Of Creating Value For The Customer. Most of the time when sales and marketing people speak about value, we think of what we “inflict” on the customer. We tell them our value propositions, then letting them figure out whether it means anything to them. Perhaps we take the time to understand what they value, then presenting our value in the context of what they value.
Sales Gravy
JULY 10, 2017
You can know if a sales candidate WILL SELL! You can attract, hire and retain more A salespeople and you can help them be successful quickly. You can survive a tough economy; in fact, with top salespeople, you can gain market share and thrive.
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.
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