Sales and Marketing Management

JUNE 22, 2021

Sean Crowley, Dun & Bradstreet VP of Portfolio Marketing, explains Rev.Up ABX, a RevTech platform that culls the most important customer data to help companies better understand prospects. The post How Digital Marketing is Changing Go-to-Market Strategies: A Conversation with Dun & Bradstreet’s Sean Crowley appeared first on Sales & Marketing Management.

Conversion 286

Conversion Marketing Strategy Data 286

The Pipeline

JUNE 22, 2021

By Tibor Shanto. Value is not always easy for salespeople to define, making it hard to leverage in sales conversations. Many in the trade sidestep the issue while copping out, saying something socially acceptable and meaningless at the same time. One practice is throwing out something that sounds more right than it is, thus making it hard to argue with.

ROI 272

ROI Objections Vendor Quota 272

Sales and Marketing Management

JUNE 22, 2021

Transcript of a conversation with Sean Crowley, Dun & Bradstreet Vice President of Portfolio Marketing. The post How Digital Marketing Is Changing Go-To-Market Strategies appeared first on Sales & Marketing Management.

Marketing 156

Marketing Strategy Conversion Sales 156

Allego

JUNE 22, 2021

Welcome to the Allego Customer Spotlight, where we share insights from conversations with customers who rely on Allego to help transform their sales learning and enablement. This month we spoke with Shelly King , Manager of Sales Force Development, at CooperVision , a leading global manufacturer of soft contact lenses, about her role and how her team responded to the challenges of a virtual environment.

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Training Customer Hiring Face-to-face 137

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

Vainu

JUNE 22, 2021

"If you can't measure it, you can't improve it.” That's one of the most important quotes in business. At least if you want to be data-driven—and who doesn't, right? Do you want to stay on top of your sales activity and grow a healthy pipeline? Stay tuned! We’ve designed a sales activity tracking spreadsheet for salespeople to keep track of their daily activities of prospecting, calling, and meeting customers.

How To 118

How To Pipeline Data Meeting 118

SBI

JUNE 22, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

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Top of Funnel Engineering Sales Qualified Lead Buyer 92

Pipeliner

JUNE 22, 2021

If people know better how to give and receive feedback, they can avoid many unpleasant situations. Thus, in this Expert Insight Interview, Beth Wonson discusses mastering feedback. Beth Wonson is an executive coach, leadership consultant, and Founder and CEO of Navigating Challenging Dialogue, helping people to have meaningful and drama-free conversations.

Construction 98

Construction Lead Rank Lead Scoring Video 98

Crunchbase

JUNE 22, 2021

This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc.

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Forecasting Sales Forecasts Face-to-face Proposal 98

Selling Energy

JUNE 22, 2021

The economic effects of COVID are widespread and ongoing, so it might seem intimidating to move forward in an uncertain world. But having weathered several recessions during my 40-year career, I can assure you that life goes on.

Objections 93

Objections Sales 93

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Sales

KLA Group

JUNE 22, 2021

I frequently recommend using lead generation, and then in the next breath mention sales prospecting when we’re defining new business development strategies and building client campaigns. But, I’ve realized that business owners – and even salespeople and marketers – don’t recognize the subtle differences between them. Both terms describe a new business development approach, but […].

Lead Generation 85

Lead Generation Campaigns Leads Marketing Qualified Lead 85

Highspot

JUNE 22, 2021

Mastering new skills in sales is challenging, even for top sellers — to say nothing of the core selling techniques that reps need to be successful. With so much to learn and little time to learn it, how can salespeople ensure they are always at the top of their game? Our guide to sales techniques breaks down the most common sales techniques reps should know and how to master them easily and effectively, including: What are the different approaches to sales?

Negotiation 82

Negotiation Buyer Objections Face-to-face 82

The Center for Sales Strategy

JUNE 22, 2021

Our team spend hours a day talking about talent: How to recruit talent. How to hire talent. How to develop talent. There's no doubt that talent is the foundation for success in any path we choose! But talent alone is not enough; the fit has to be right, too. We encourage hiring managers to consider fit as carefully as they consider talent because talent is a strength only when the fit is right.

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Hiring Sales How To Sales Talent 69

Tenbound

JUNE 22, 2021

Can you define the SDR sweet spot? The perfect combination of skills and mindset to take your results to the next level? How valuable would that be… More appointments, more pipeline, more sales. Faster promotion to AE or wherever you want to go within the company. At Tenbound, we’ve given this a lot of thought and developed a simple diagram for SDR success.

Promotion 64

Promotion Pipeline Company Cold Calling 64

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

One of a Kind Sales

JUNE 22, 2021

I frequently hear salespeople say, “Once we get back to ‘face-to-face’ sales, I will be back on my game!” This is often used as an excuse for poor performance over the past months of Virtual Selling. Well, the reality is that Virtual Selling is the new sales ‘normal’. We may get back to more face-to-face interactions but to succeed in sales […].

Face-to-face 70

Face-to-face Sales 70

Sales Hacker

JUNE 22, 2021

Are your 1:1s productive, leaving you ready to conquer the next challenge? As a manager are you helping your team succeed with these conversations? In this talk with a Head of Sales and an SDR Manager, you’ll get the inside scoop on how to be the most effective leader for your teams. Walk away with insights into how to positively lead the conversation, take ownership of outcomes and motivate your team to keep morale and loyalty high.

Comparison 60

Comparison Loyalty Inside Sales Motivation 60

Close

JUNE 22, 2021

While solution sellers act as doctors to help prospects diagnose and treat their problems, insight sellers act as educators, bringing value from their own expertise. But is one model better than the other for the modern sales rep?

Solutions Selling 52

Solutions Selling ACT Education Prospecting 52

Sales Hacker

JUNE 22, 2021

If you missed episode 165 check it out here: How to Transition into Tech Sales from a Non-SAAS Background with Lee Berkman. powered by Sounder. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:10]. Announcing Pavilion [3:57]. The origin story of Revenue Collective [7:00]. No antagonists, only self-actualization [16:07].

Revenue 59

Revenue Call-back LinkedIn Course 59

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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

Salesmate

JUNE 22, 2021

Breakup – a dreaded word that every individual wants to avoid in their professional as well as personal lives. A breakup email is the last straw; you either get a response or lose the customer forever. Breakup email hands the power over to you as you’re the one discontinuing the conversation. This may evoke interest in your prospect or help you filter out the potential leads. .

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Prospecting Follow-up Lead Rank Lead Scoring 52

Pipeliner

JUNE 22, 2021

Introduction. Are you looking to become a licensed contractor or a certified contractor? Is there a difference between being licensed and being certified? Is it better to have a license or a certification? Can you and should you have both? If your answer to the first question is yes, then keep reading. Before we answer the other questions, let’s look into the definitions of license and certificate.

Licensing 52

Licensing Construction Education Insurance 52

Salesmate

JUNE 22, 2021

You only get one chance to make a solid first impression in front of your prospect. So, whether it’s in person or via email, you need to prepare a sales pitch that is bound to get a positive response. About 270 million emails are sent every day to approximately 3.7 billion email users. Shocking, right? So many emails, and imagine how many go unnoticed!

Examples 52

Examples Face-to-face How To Scale 52

Pipeliner

JUNE 22, 2021

Social media is a valuable asset to most businesses, as it gives them access to customers and demographics they otherwise would have. From self-promotion to operating a multi-million dollar company, social networks help bring buzz and credibility to your brand, product, or service. To use social media more effectively to build your presence, use the following tips.

Social Media 52

Social Media Media Promotion Demographics 52

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

Salesmate

JUNE 22, 2021

The main factor behind any cold outreach email is intrigue – if your email cannot generate a sense of curiosity, it’s not going to work. Well, that shouldn’t have come off as a shock because when you’re sending cold outreach emails, it is to build connections with an individual or a company that you have no prior association or connection with.

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

Pipeliner

JUNE 22, 2021

Well, we made it. We survived. The last eighteen months have been the most challenging time period in the history of B2B selling. But business operations are now largely resuming although we’re far from calling them normal. While we dust ourselves off and lament deals and commissions that didn’t happen, we should not be looking in the mirror. Our focused gaze should be on our clients and prospects.

Account 52

Account Ideal Customer Profile Airlines Course 52

Salesmate

JUNE 22, 2021

Yes, a solid sales pitch is crucial when you want to close a deal. But, do you know what’s essential? A courteous thank you email. Yes, that’s what going to make an impact on your sales pitch and improve user engagement. Even then, thank you emails still remain underrated. Despite the new technology and means of communication, email continues to deliver strong ROI.

Policies 52

Policies Sales Meeting Call-back Meeting 52

SalesStar

JUNE 22, 2021

Great athletes and sports teams both value the importance of great coaching as it provides them with a clear focus.

Sports 52

Sports Coaching Sales Coaching Sales 52

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Lessonly

JUNE 22, 2021

“That’s why the philosophers warn us not to be satisfied with mere learning, but to add practice and then training. For as time passes we forget what we learned and end up doing the opposite, and hold opinions the opposite of what we should.” . It’s clearly kismet that as I start to write, the above quote is today’s topic in The Daily Stoic – one of my favorite books.

Coaching 26

Coaching Training Benefit Forecasting 26

Zoominfo

JUNE 22, 2021

The biggest change to the marketing landscape in years is fast approaching — and if you don’t have a plan, you’re already behind. Back in January 2020, Google announced it would phase out third-party HTTP cookies within two years. This called for marketers to find another way to track and analyze users’ online behavior in order to serve relevant ads.

Scale 182

Scale How To Advertising Advertising 182

Marc Wayshak

JUNE 22, 2021

Have you noticed that the world of selling has changed a lot from what it was even just a few years ago? If so, you’re not alone. We’re seeing this across the board in sales today. We live in an unprecedented time of science and data about sales —and it all supports the idea that selling has changed at a rapid pace over the past few years. With all this fast-paced change , it can be hard to know what’s really working for salespeople out there today.

Marketing 76

Marketing Face-to-face Discount Up-Sell 76