Zoominfo
MARCH 12, 2018
If business were basketball, your technology stack would be a strong contender for MVP. While your technology stack may not seem like it warrants serious consideration, it has the power to make or break your success as a marketing team. Today we introduce you to your 2018 Marketing Madness starting lineup. Key Takeaways. And there you have it! Your guide to a healthy customer and contact database.
The Sales Heretic
MARCH 12, 2018
Everyone can use a good dose of inspiration and encouragement now and then. I know I certainly can. That’s why I regularly review the brilliant thoughts of others, share hem in my keynote speeches and seminars, and tweet them out daily. Here are some of my current favorites. “A good ad which is not run [.].
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Zoominfo
MARCH 12, 2018
As with nearly every other aspect of business— automation, predictive learning, and artificial intelligence have drastically changed the advertising landscape. The biggest change? Programmatic advertising. Defined, programmatic advertising is the use of data-driven software to automate the buying and placement of digital ads, including online desktop display, mobile, video, etc.
SBI Growth
MARCH 12, 2018
You’ve set your marketing strategy for the year, aligning your objectives with the CEO’s. Well done. As you near the end of the first quarter, are you seeing the results you expected? Chances are that any shortcoming may have more.
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.
Hubspot Sales
MARCH 12, 2018
Yes, you read the title right -- I guarantee that these templates will get responses from prospects. No, this isn't an infomercial. And you're right that they won't work every time. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. To be eligible, just pay me one easy payment of $99.99 before reading the rest of this article.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Frontline Selling
MARCH 12, 2018
Sales training programs generally get a bad rap in the world of B2B-focused companies. Just Google a phrase like “funny sales training programs,” and you’ll see what I mean. I. The post Sales Training Programs: Not a “Song and Dance” appeared first on FRONTLINE Selling.
Hubspot Sales
MARCH 12, 2018
There’s nothing more exciting or terrifying than a sales meeting. On one side, you’re happy someone has shown interest in your product. On the other, the pressure can manifest as anxiety and an uncomfortable sensation in your stomach. Ultimately, the goal of every sales meeting is to close the deal or move it toward that result. To do so, it’s important to know how and when to talk about your solution and your company.
Fill the Funnel
MARCH 12, 2018
Basecamp – When “Hair on Fire” Approach Isn’t Working For You. We have all had to resort to “hair on fire” activity levels from time to time. Our world doesn’t slow down for anyone. Basecamp exists to help put that fire out and give you the tools to get organized and in control of your […]. The post Basecamp – When “Hair on Fire” Approach Isn’t Working For You appeared first on Fill the Funnel.
Mindtickle
MARCH 12, 2018
Modern sales technologies have the potential to positively impact sales organizations with increased efficiencies and productivity while boosting results. In fact, according to Aberdeen Research, companies with a sales enablement tool had a 13% revenue growth rate, 3x that of companies without this technology. The challenge businesses face when implementing these tools, is how to effectively proceed so their salesforce will actually use it.
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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.
Pipeliner
MARCH 12, 2018
Because I was raised by a salesman, you could certainly say that selling runs in my blood. I sold many different things between school clubs, boy scouts and sports teams. These included toothbrushes, light bulbs, doughnuts, fertilizer, and first aid kits for card—and I sold all these items door-to-door. Upon graduating the University of Maryland I just wanted to sell.
Understanding the Sales Force
MARCH 12, 2018
The best athletes in the world know exactly how they do the things they do that make them so great. In addition to their God-given talent, they outworked everyone else to master the mechanics and nuances of their sport, the mindset required for greatness, and competed at a high level from a very young age. When they falter they can easily make the adjustments necessary to get back on track.
SalesforLife
MARCH 12, 2018
With so much literature and data supporting the need for digital transformation, it might seem like all modern companies are making the leap. Nothing could be further from the truth. Only 3 percent of CEOs say they've successfully completed digital transformations. Why? They might be standing in their own way.
Vengreso
MARCH 12, 2018
Account Based Sales and Account Based Marketing are hot topics lately, but there’s a lot of variation in how people define them. I’ve identified three different tiers that fall under the umbrella of ABS/ABM, according to the many sales reps I talk to every day. Account Based Sales: A Breakdown. Traditionally, ABM is a strategic approach to selling into specifically targeted companies that the vendor sees as high-value prospects.
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.
SalesStar
MARCH 12, 2018
Gut feel is not a recruitment strategy. Yet, many organisations still rely on it to recruit their salespeople. It’s a hit and (mostly) miss strategy, and it can severely impact a company’s ability to grow. Onboarding an ineffective salesperson is not going to help you hit your growth targets. However, a solid sales recruitment strategy will.
BrainShark
MARCH 12, 2018
With the Progress Tracker, learners can view their workflow progress with an interactive tracker that guides them on their formal training path.
Partners in Excellence
MARCH 12, 2018
In the Rime Of The Ancient Mariner, Samuel Taylor Coleridge writes, “Water water everywhere. Nor a drop to drink.” Sometimes, I think there is a sales version of this, “Information, information everywhere, But we struggle so to think… ” The amount of information and data available to each of us is overwhelming. There are thousands of blogs/articles/eBooks/white papers on sales and marketing.
The Center for Sales Strategy
MARCH 12, 2018
THE BOTTOM LINE: There is only one reason why a prospect fails to respond to your calls or emails. She or he is not convinced you will bring any value to them, and thus, your request for a piece of their precious time gets ignored. If they only knew what you have been able to do to help your clients! The problem is they don’t know.
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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
Mindtickle
MARCH 12, 2018
Modern sales technologies have the potential to positively impact sales organizations with increased efficiencies and productivity while boosting results. In fact, according to Aberdeen Research, companies with a sales enablement tool had a 13% revenue growth rate, 3x that of companies without this technology. The challenge businesses face when implementing these tools, is how to effectively proceed so their salesforce will actually use it.
Customer Centric Selling
MARCH 12, 2018
By John Holland, Chief Content Officer, CustomerCentric Selling®. Recently I was involved in a discussion about different types of questions sellers can ask during calls to have a buyer share goals (or problems) that can be achieved through the use of a seller’s offering. We discussed the types of questions that can be asked and the pros/cons of each: Open questions….
Altify
MARCH 12, 2018
In a previous post Ideal Customer Profile – Part 1: Introduction , I introduced the concept of the Ideal Customer Profile. In this post we will look at how your existing customers are a great source of insight with which to start. (Much of this post is from my latest book: Digital Sales Transformation in a Customer First World ). People sometimes forget that they can actually make choices about the customers they want to pursue.
Product Management University
MARCH 12, 2018
Segmenting markets is the most important thing your organization can do because it answers the question, WHO are our target customers? In other words, your market segments are the basis for all critical decisions because they form the common bulls-eye that focuses all product, marketing and sales activities to common customer needs and goals. Market segmentation is especially important when quantifying new product ideas because it doesn’t force you to rely on sales forecasts or sales commi
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.
SugarCRM
MARCH 12, 2018
With the advent of social networks, our ability to maintain connections with people has grown by orders of magnitude. As one friend of mine put it, “I now have more friends from high school on Facebook than I had in high school.” According to a study of LinkedIn users by Statista, 28% of LinkedIn users have 1,000 or more connections. Fifty-five percent have 500 or more connections.
Pipeliner
MARCH 12, 2018
With the torrent of sales advice flowing your way, where do you start? How do you be selective on what you decide to adapt? When faced with sales self-development advice, how do you know when to turn around and walk away? When you hear astounding statistics such as “100X,” should you believe them? Do the old business models still matter, and do they still apply, or should we just do as some say and ignore them because they’re passé?
Tony Hughes
MARCH 12, 2018
Budget. Timeline. Compelling Event. Success Criteria. Together these form the basis of anchoring a deal so that it does not drift away from you. The stem is success criteria. An enterprise deal cannot be anchored without these four points. Psychologically, numerous studies show that when we present a client with the unit economics in a deal, we risk self-commoditization.
Sales Hacker
MARCH 12, 2018
While most conferences are starting to become more about networking and stealthy product pitches by sponsors, Sales Hacker’s Revenue Summit 2018 was unforgettable. After a full day of listening to some of the world’s most innovative sales and marketing leaders at Revenue Summit, I walked away with mindblowing learnings to help up my sales game and prepare me for 2018.
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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
Zendesk Sell
MARCH 12, 2018
Are you wasting time finding prospects and importing them into your CRM? Are you struggling to segment your reporting and identify where there’s sales opportunity? If you’ve had the pleasure of building or purchasing lists from lead providers, and then struggled to import the list correctly, you’re not alone. We’ve observed list imports as one of the leading causes for dirty data in Base.
Product Management University
MARCH 12, 2018
If you have market driven products then don’t you have a market driven company? There are three key differences between market driven products and a market driven product company. Market-driven products, if taken literally, could result in multiple product silos with competing goals and contention over resource allocation. Market-driven product companies adopt a “whole is greater than the sum of the parts” approach to create higher value multi-product solutions for named market segments th
Selling Power
MARCH 12, 2018
By creating a two-way dialogue with your customers, you can build long-term trusting relationships. It sounds good, but how do you make it happen?
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