Membrain

FEBRUARY 5, 2019

Sales Technology 132

Sales Technology How To Sales 132

The Sales Heretic

FEBRUARY 5, 2019

So I’m sitting around with a bunch of friends, and we’re discussing really important stuff, when somehow the subject of potato chips comes up. (Possibly because we were eating them.) Within a few seconds, our friendly discussion morphed into a heated debate on the merits of regular potato chips versus “Kettle-Cooked” potato chips. Both sides [.].

Prospecting 214

Prospecting Sales 214

Julie Hanson

FEBRUARY 5, 2019

I love new technology. Especially presentation tools that make connecting with an audience more effective and impactful. That’s why I was excited to try the new Logitech Spotlight remote. Like most presentation remotes, the Spotlight allows you to advance your slides and go to black without being tethered to your laptop. It can even control the volume, which is super handy if you’ve ever started a video and had to race back to your computer to stop it from blowing everyone’s ear drums away!

Tools 63

Tools Call-back Google Follow-up 63

The Pipeline

FEBRUARY 5, 2019

By Tibor Shanto. Not all objections are fatal, most, based on how we interpret and handle them, can usually add to the conversation and ultimately to converting the objecting prospect to a client. While there is a lot more to succeeding in sales than handling objections, mishandling them is usually fatal, and is why most salespeople dread objections.

Objections 232

Objections Buyer Hiring Call-back 232

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

SBI Growth

FEBRUARY 5, 2019

“Strategy is simply resource allocation. When you strip away all the noise, that’s what it comes down to.” – Jack Welch. As the CEO, your job is to execute against your corporate strategy. To do this, you must align your resources.

Resources 208

Resources Strategy Scale Buyer Persona 208

Openview

FEBRUARY 5, 2019

A recent study by Invesp found that 44% of SaaS companies are focused on customer acquisition, as opposed to just 18% that are focused on customer retention. The focus on landing new customers makes sense to some degree. At launch, we are so focused on getting product-market fit, then gaining traction in the market and putting up good growth numbers.

Churn 94

Churn Ideal Customer Profile Revenue Cancellation 94

SBI

FEBRUARY 5, 2019

Transforming Sales: 3 Types of Sales Org Transformation to Ensure Seller Readiness. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Mark Magnacca , Co-Founder and President of Allego. NANCY: WHAT ARE THE TOP AREAS OF FOCUS IN THE NEXT 12-24 MONTHS FOR ORGANIZATIONS THAT WANT TO TRANSFORM THEIR SALES ORGANIZATIONS?

Sales Enablement 93

Sales Enablement ROI Retention Video 93

Nimble - Sales

FEBRUARY 5, 2019

A sales manager is the face of any company. This is someone who deals with all the clients and shoulders the responsibility of accompanying the client to the final stage of the sales funnel. It is for these reasons that you need to take a very responsible approach to the selection of candidates for this […]. The post What Questions Should You Ask When Hiring a Sales Manager?

Hiring 75

Hiring Sales Management Top of Funnel Face-to-face 75

Pipeliner

FEBRUARY 5, 2019

Selling Me, Selling You. Taking off from the magnificent song by Abba ( Knowing Me, Knowing You ), this final article in our series on the biggest sales mistakes you can make takes up the most crucial error a salesperson can commit—and also the biggest trap they can fall into. Selling Me. The “Selling Me” part of this title applies to a salesperson that is terrifically excited about their company and their offering and spends their selling time enumerating all the features of their product to th

Hiring 72

Hiring SalesForce Comparison Exact 72

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

Smooth Sale

FEBRUARY 5, 2019

Attract the Right Job or Clientele. Throughout my career, I did occasionally feel as if I were moving backward. If only I was privy to the following tweet in the early years. I find the following approximate tweet to hold profound insight. . The lowest you can sink becomes the firmest foundation. My Story About Moving Backwards. It is very rare for a person to move forward in a perfectly straight line without setbacks.

Follow-up 60

Follow-up Commission Hubspot Inbound 60

SalesLoft

FEBRUARY 5, 2019

Guest post by Barbara Giamanco , Founder & CEO @ Social Centered Selling. When I first began evangelizing the concept of social selling in 2006, salespeople and their managers often gave me the side eye when I suggested that changes in buyer behavior meant sellers would need to evolve their sales approach and that social media would play an integral role in selling.

Social Selling 63

Social Selling Social Media Decision Maker Face-to-face 63

Nimble - Sales

FEBRUARY 5, 2019

Despite the proliferation of social media, email marketing remains one of the most powerful sales and marketing tools for B2B and B2C organizations. Microsoft Outlook is an email category leader, with than 400 million people using Microsoft Outlook to communicate with customers and prospective buyers. But don’t be fooled into thinking that an email client, […].

Microsoft 61

Microsoft CRM B2C Social Media 61

Bigtincan

FEBRUARY 5, 2019

Time — we all want more of it and there’s never enough of it, especially when it comes to investing in yourself and your employees. According to industry expert Josh Bersin, employees spend one percent of their workweek on training and development. That equates to just 24 minutes a week. And, more often than not, that time […].

How To 52

How To Industry Training 52

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

Guru

FEBRUARY 5, 2019

When it comes to sales enablement, at Guru we empower our reps to lead with conversations, not content. I recently participated in a webinar hosted by Instructure called Sales Empowerment: Conversations That Matter that focused on how to empower sales reps to have better conversations with prospects.

Conversion 49

Conversion Webinar Metrics Sales Enablement Sales 49

Smart Calling

FEBRUARY 5, 2019

The top earning salespeople listen at a different level. They listen for the “lean in” comments from prospects and customers. These are things they say that can tell us exactly what it will take to help them buy. Yet, many salespeople hear them, but don’t even realize it. You’ll hear exactly what these are, and how to react to them so you can get more sales and appointments.

Exact 51

Exact Prospecting Customer How To 51

Sales Hacker

FEBRUARY 5, 2019

We’re searching for a whip-smart, energetic, and extremely organized Content Marketing Manager to join our team and fill a crucial gap in our growing team. Apply here! Why You’ll Love it: You’ll learn an incredible amount about sales and marketing, and you’ll work on creating amazing content with the best minds in the sales world. You will have access to a robust suite of digital marketing tools.

Marketing 50

Marketing Google Analytics Promotion Social Media 50

Connext Digital

FEBRUARY 5, 2019

Mobile advertising is leading the digital advertising industry right now and it’s not slowing down any time soon. Advertising on mobile apps has far more reach than desktop ads as mobile users consume more digital minutes compared with desktop users. This gives in-app advertising as much power and magnitude as traditional advertising channels in today’s digital landscape.

Advertising 49

Advertising Advertising Campaigns Top of Funnel 49

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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

Leading Results Rambings

FEBRUARY 5, 2019

In the game of getting leads and closing sales, you need a solid strategy. These seven strategies involve both the responsiveness of people and the immediacy of the web and will help propel your efforts.

Lead Rank 45

Lead Rank Lead Scoring Strategy Marketing 45

Selling Energy

FEBRUARY 5, 2019

Most prospects are spending money on an overly large utility bill when they could be making principal and interest payments on new equipment that would save the difference and more. Nevertheless, you’ll hear the same objection, “We don’t have the money.”.

Objections 40

Objections Prospecting 40

criteria for success

FEBRUARY 5, 2019

Does your team have a collaborative selling culture? Do they work together to share best practices, brainstorm solutions to sales challenges, and sell as a team? I hope the answer is yes! But if your team has some room for improvement, read on for 5 tips to creating a collaborative selling culture. 1. Create spaces [ ] The post 5 Ways to Create a Collaborative Selling Culture Within Your Team appeared first on Criteria for Success.

Meeting 40

Meeting Sales Sales Leadership 40

The Center for Sales Strategy

FEBRUARY 5, 2019

Sales Talent 67

Sales Talent Video Hiring Sales 67

Advertiser: ZoomInfo

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

Lead Qualification

DiscoverOrg Sales

FEBRUARY 5, 2019

Only 0.04% of businesses ever reach the $100-million milestone. What’s the secret? What do the highest-performing, fastest-growing companies consistently do differently than everyone else? We’re on the hunt to learn the strategies, resources, and magic necessary for a trajectory of sustained growth. And to do that, #GROWTHBOUND B2B podcast host, and DiscoverOrg President, Katie Bullard is looking for the secrets of high-growth companies.

Enterprise 120

Enterprise Enterprise How To Scale 120

Cience

FEBRUARY 5, 2019

Laurie Page. Managing Partner, The Bridge Group. Laurie is never shy to point out tactics masquerading as strategy. Her straight-forward approach and laser focus make her the go-to resource for both her clients and colleagues. An expert at developing strategic initiatives and tactical implementation plans, Laurie ensures the delivery of high quality, results-driven solutions to each of The Bridge Group’s clients.

Ideal Customer Profile 50

Ideal Customer Profile Hiring Outsourcing Services Inside Sales 50

Sales Evangelist

FEBRUARY 5, 2019

When you bring value to customers and care for your clients, you’ve taken an important first step toward generating business referrals… without asking. Stacey Brown Randall considers herself a contrarian in the sales world, because she believes that if you’re asking for referrals, you’re doing it wrong. She helps small business owners and solopreneurs generate referrals and she dispels myths about referrals.

Referrals 74

Referrals Pipeline Promotion Cold Calling 74

Partners in Excellence

FEBRUARY 5, 2019

Over the past several weeks, I’ve been involved in a number of conversations with colleagues and sales execs. Inevitably, we touch on the sad state of affairs on sales talent. The data on churn (voluntary and involuntary) is horrible! Depending on the market data, tenure for managers and sales people is anywhere between 15 and 22 months. We are completely turning our organizations–management and sales people roughly every 3 years!

Churn 77

Churn Hiring Face-to-face Sales Talent 77

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Retail

Sales Hacker

FEBRUARY 5, 2019

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. Who could avoid dreaming of those seven-figure deal sizes, 3-year contracts, and trophy logos? We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises.

Enterprise 58

Enterprise Enterprise Hiring Marketing 58

SugarCRM

FEBRUARY 5, 2019

The line between Sales and Marketing teams have become blurred. Marketers are often tasked with activities that are traditionally sales and vice versa. Sales and Marketing alignment is not a buzzword, it’s a must for a business to thrive. A disconnect between the two lines of business can lead to lost opportunities and revenue. Smart technology is a great vehicle to build a bridge between Sales and Marketing.

CRM 45

CRM Marketing SugarCRM Lead Rank 45