Zoominfo

MARCH 7, 2018

Today is International Women’s Day—a day that celebrates the social, economic, cultural, and political achievement of women all over the world. To commemorate International Women’s Day, we thought we’d highlight some of today’s most influential women in business, and share their message of empowerment. From entrepreneurs to CEOs, to engineers, to world-renowned thought leaders– these women are some of the most admired executives and experts in their industries.

Engineering 273

Engineering Motivation Follow-up Exact 273

Connect2Sell

MARCH 7, 2018

Everyone sells. You’re selling ideas, decisions, vision, and more every day even if sales is not your chosen career. Or maybe you are in a sales role but feeling a little uncomfortable with some of the “sales-y” things you think you’ll have to do. These selling tips – based on research with buyers and stories from sellers - will give you a different way of approaching sales.

Research 251

Research Buyer Sales 251

Sales and Marketing Management

MARCH 7, 2018

Author: Gregg Schwartz Many people think sales management is complicated and mysterious, that there's some unknowable process to becoming a great sales manager, or that great sales managers are born, not made. It's true that talent and hard work and people skills are all part of the mix of succeeding as a sales manager, but for many of the best sales managers, success is a matter of choice.

Sales Management 214

Sales Management Lead Generation Churn Competition 214

Sales 2.0

MARCH 7, 2018

I just finished reading The Challenger Sale. (I know, a bit late but finally done.). I have to go back and find where they decided to name the type of sales person that is most successful these days “challenger” I suspect there was some good debate on that name. The prospecting approach recommended in the book could probably better be called “insightful” or “insight-based” or something like that.

Prospecting 150

Prospecting Referrals Call-back Solutions Selling 150

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

Sales and Marketing Management

MARCH 7, 2018

Author: Tim Houlihan Kurt Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm that needed to revamp their sales incentive trips. The firm historically offered lavish trips to exotic destinations for top performers and their guests and usually included some senior executives to rub shoulders with. The trips were pure fun with virtually every imaginable expense covered by the company.

Pharmaceuticals 174

Pharmaceuticals Incentives Incentive Motivation 174

Sales and Marketing Management

MARCH 7, 2018

Author: Tim Houlihan Kurt Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm that needed to revamp their sales incentive trips. The firm historically offered lavish trips to exotic destinations for top performers and their guests and usually included some senior executives to rub shoulders with. The trips were pure fun with virtually every imaginable expense covered by the company.

Pharmaceuticals 120

Pharmaceuticals Incentives Incentive Motivation 120

MTD Sales Training

MARCH 7, 2018

It’s often said that the best salespeople don’t have to sell; they make it easy for the prospect to make the decision to buy. Even so, companies still need salespeople to actively go out there and show the results that their customers will achieve with their products and services. It’s still possible, though, that some sales are lost either before it’s begun, or very early on in the process.

Cold Calling 120

Cold Calling Call-back Buyer Follow-up 120

Hubspot Sales

MARCH 7, 2018

KPIs for Sales Managers. New Leads/Opportunities. Client Acquisition Rates. Sales Volume by Location. Competitor Pricing. Existing Client Engagement. Employee Satisfaction. Upsell/Cross-Sell Rates. Net Promoter Score (NPS). Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. Without a regular physical presence in the field, it’s difficult to keep tabs on their team and business operations.

Lead Rank 143

Lead Rank Lead Scoring Sales Management Scale 143

Alice Heiman

MARCH 7, 2018

Not all business is good business. Just because a company is in your target market doesn’t mean you want to do business with them. Even if your target market is well-defined, not all the companies will be a good fit or have a need right now. It’s the salesperson’s job to qualify the prospect, and part of qualifying is determining how “ i deal” they are.

Ideal Customer Profile 103

Ideal Customer Profile Customer Demographics Sales Qualified Lead 103

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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

John Barrows

MARCH 7, 2018

This has been one of my Guiding Principles for a while now, mainly because I’ve experienced it too many times to ignore it. This week alone I had two former clients reach out to me directly looking for training after switching to a new company. I also had one prospect who I never did business with reach out because they were in a new role. They all commented on how helpful I had been to them in their previous positions.

Networking 70

Networking Examples Positioning Opportunity 70

SalesforLife

MARCH 7, 2018

Let’s get right to it. I’m sick and tired of big, obnoxious platitudes like “cold calling is dead!” They are dangerous, and quite frankly if you’re spouting them or believing them, you’re not just missing the boat, you were never on it in the first place.

Cold Calling 72

Cold Calling Social Selling Sales 72

Marc Wayshak

MARCH 7, 2018

Knowing how to fill your sales funnel is critical to transforming your sales approach. Watch this video to learn 7 easy tips to fill your sales funnel to the brim, starting today. The post 7 Super-Easy Tips to Fill your Sales Funnel to the Brim appeared first on Sales Speaker Marc Wayshak.

Top of Funnel 71

Top of Funnel Funnel Video Sales 71

Sales Hacker

MARCH 7, 2018

Below, I’m going to dive right into the top 7 habits a Sales Development Rep (SDR) should develop. But, before that, let’s understand why this is so important. The Sales Development Representative (SDR) is quite the professional paradox. Although it’s an entry-level job for those with little to no experience, it is also a surprisingly complex one, often requiring both sales and marketing skills with a numbers-driven approach (which is why it’s a great way to start your career in a te

Outsourcing Services 75

Outsourcing Services Sales Qualified Lead Call-back Report 75

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

Customer Centric Selling

MARCH 7, 2018

By ShaDrena Simon, Inbound Marketing Expert for Yokel Local. While bringing in new customers is an important part of business, the latest numbers suggest that retaining customers is even more valuable to today’s companies. The benefits of going the extra mile for your first-time clients make it well worth the effort. Today’s businesses are focusing on customer retention more than acquisition because it costs five times less to keep current clients than it does to acquire new ones, meaning gr

Buyer 63

Buyer Customer Retention Loyalty 63

Sales Hacker

MARCH 7, 2018

It’s a common misconception that customer experience starts after the purchase of your product or service. In reality, customer experience starts way before that, at your first touchpoint with the customer—sales. . The days of sales teams driving the customer buying experience are firmly in the rearview. The customer runs the show now. Much of that shift has to do with their Amazon-ification.

B2C 64

B2C Education Buyer Analysis 64

Membrain

MARCH 7, 2018

Strong sales and marketing alignment is the holy grail for many organizations. It promises higher win rates, better revenue, and faster growth. Yet according to a Forrester report , only 8% of organizations achieve it, and in my experience, many have given up trying.

Marketing 54

Marketing Report Revenue Sales 54

Mindtickle

MARCH 7, 2018

“An investment in knowledge always pays the best interest.”? Benjamin Franklin. The role of Chief Learning Officer (CLO) has been around for several years. CLOs are responsible for driving the strategic direction of an organization’s learning. In the past, some have mistaken the role of a CLO to simply be populating the Learning Management System, but things are changing quickly and the role of CLO is now expected to rapidly adapt.

Face-to-face 52

Face-to-face Trends Objections Networking 52

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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

The Brooks Group

MARCH 7, 2018

Building trust between sales leaders and their team members is essential to driving high performance. According to the Harvard Business Review , employees in high-trust organizations are more productive, have more energy at work, collaborate better with their colleagues, and stay with their employers longer than people working at low-trust companies.

Hiring 56

Hiring Account Motivation Coaching 56

Mindtickle

MARCH 7, 2018

In this 20 minute podcast Steven explains: What we can expect from technology in the sales enablement space. The key challenges to really enabling your sales team through content and process. Some of the pitfalls of trying to get sales enablement change off the ground. What are the hallmarks of a good sales enablement practitioner. With 20 years of experience in sales enablement both as a practitioner at companies such as IBM and as a Senior Analyst for Forrester, Steven Wright has seen a lot of

Sales Enablement 52

Sales Enablement Pharmaceuticals Analytics Up-Sell 52

Openview

MARCH 7, 2018

The post Building NetSuite’s BDR Team from the Ground Up [Podcast] appeared first on OpenView Labs.

NetSuite 64

NetSuite Sales 64

Paul Cherry's Top Sales Techniques

MARCH 7, 2018

Start by doing your research How do you initiate a value-added conversation with a prospect? …Do your research. Go to your favorite search engine, then type in the prospect’s vertical market category followed by the phrase “Trends 2018-2023.” What pops up will be an article or a report. Now, share it with your prospect by email or in person.

Conversion 55

Conversion How To Engineering Trends 55

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

Customer Centric Selling

MARCH 7, 2018

Sales Tips: 4 Ways to Convert One-time Buyers into Lifetime Customers. By ShaDrena Simon, Inbound Marketing Expert for Yokel Local.

Buyer 65

Buyer Customer Inbound Sales 65

Allbound

MARCH 7, 2018

Allbound has been ranked among the top 16 B2B technology companies in Arizona—along with GoDaddy, Infusionsoft, and InfinityHR—in a list compiled by the world’s largest B2B software review website, G2 Crowd. “With Arizona quickly emerging as a tech scene stronghold, we have compiled data on the state of the Arizona B2B tech scene,” wrote Courtney Moran.

B2B 48

B2B Ideal Customer Profile Software Software 48

Pipeliner

MARCH 7, 2018

Most of us spend a good percentage of our business day in meetings. Some are good and some are bad but client meetings should always rock. Each and every sales meeting with a client should be productive (moving the sales cycle forward) and reinforce the client’s choice to do business or consider doing more business with you (differentiation). A solid foundation will ensure you accomplish your first goal: moving the sales cycle forward.

Meeting 51

Meeting Customer Case Study Sales Cycle 51

Selling Power

MARCH 7, 2018

A great onboarding program can shrink your sales rep attrition. Here’s how to keep them longer and ramp them up faster.

Hiring 56

Hiring Sales How To Training 56

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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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SugarCRM

MARCH 7, 2018

(Editor’s note: the following is a guest post from Jessica Barrett Halcom, a writer for TechnologyAdvice.com ). Odds are that your sales team is a rich amalgam of different types of personalities, backgrounds, and experiences. Yet, I’m betting that one thingmost people on your team have in common is that they’re innately driven and always looking for new ways to continue to perform at the highest levels.

Revenue 51

Revenue Face-to-face Transportation Sales Qualified Lead 51

Sales Evangelist

MARCH 7, 2018

As you know, TSE Hustler’s League is an online group sales coaching program where we can share our best practices and learn from each other. During this episode, I discuss the importance of keeping track of your ratios to perform better as salespersons. ACTION-BASED OUTCOMES Have an initial contact in the form of a phone […] The post TSE 785: TSE Hustler’s League-“Track For Success” appeared first on The Sales Evangelist.

Sales Coaching 40

Sales Coaching Groups Coaching Sales 40

The Center for Sales Strategy

MARCH 7, 2018

I work with a lot of B2B sales organizations. Some perform well. Some perform not-so-well.

Coaching 53

Coaching B2B Sales Sales Management 53