Sales and Marketing Management

APRIL 30, 2018

Author: Kevin F. Davis Excellent sales managers aren’t made overnight. As a manager, you’re always learning and growing along with your sales team. Every team member has a unique reaction to your management style, and it takes a great manager to navigate all those unique situations and relationships. Here are five off-the-beaten-trail tactics you can use to foster those relationships and move toward being an excellent sales manager. 1.

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Sales Management Hiring Motivation Construction 268

Understanding the Sales Force

APRIL 30, 2018

Humans have been waiting for thousands of years to discover the secrets of life. Why are we here? Why do bad things happen? What happens after we die? Is Heaven real? What is God's plan for us? While many experts have attempted to answer all of these questions, most of us lack proof. There's no data. If we wake up tomorrow morning and suddenly there are not only answers to these questions, but science-based proof, that would be a game-changer for us.

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Closing Data Pipeline Opportunity 216

Sales Hacker Training

APRIL 30, 2018

To see what selling on steroids looks like, check out companies with the best sales enablement strategies. You’ll discover a lively place, with a lot of things — like revenue, productivity, and win rate s — going up, and a lot of things — like speed to revenue, sale cycle period, customer churn, and staff attrition rate — going down. It’s an up-and-down ride that moves the needle where it matters, driving sales teams to peak performance and customers to brand loyalty. .

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Sales Enablement Top of Funnel Sales Qualified Lead Lead Rank 103

MTD Sales Training

APRIL 30, 2018

What strikes me as strange and rather puzzling is a piece of research I read this week that said less than 10% of salespeople actually follow up a prospect more than once after they have sent a proposal. I had to read that twice before it sunk in. What causes it? Lack of time? No desire? Carelessness? Laziness? I don’t know the real reason, and there might be many, but I certainly know that the majority of sales people have not been taught how to do it effectively and efficiently.

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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.

B2B

Zoominfo

APRIL 30, 2018

Recruiters and candidates have more ways to connect than ever before, all thanks to the growth of online recruiting platforms and social media. But, these technological advancements also mean that candidate sourcing has grown more competitive. Candidates are spread out across many platforms making them difficult to pinpoint. And many recruiters on LinkedIn , for example, have found the leading platforms to be oversaturated.

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Analytics Google Analytics Social Media Channels 208

Go for No!

APRIL 30, 2018

One of our discoveries about selling and the challenges for people’s mindset is that they see sales in a very bad light. No one wants to feel like they are that stereo-typical sleazy sales guy with a badly patterned tweed coat, slick hair, gold chain… you get the picture. So what do people do? They move so far away from ‘selling’ that they lose sight of what it is they are actually doing: serving people by solving problems (i.e. selling).

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Sales 107

The Center for Sales Strategy

APRIL 30, 2018

If you want elite sales performance from your new hire, have an elite onboarding process. You breathed that sigh of relief after you received a signature from a new hire. Satisfying, right? Now, you must put as much effort into their onboarding as you did into the interview process because hiring elite performers is only part of the overall equation.

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Hiring Guarantee Sales Training 79

InsightSquared

APRIL 30, 2018

Dear Sales, I’d like to help you more. I’d like to help you faster. But to do so, I need your help. If you follow these three simple tips, there’s virtually no limit to the help you’ll get from me and my operations colleagues. What are they? Glad you asked. First: Give me context — even at a high level. I don’t need pages of detail (I don’t even want lots of detail), but I definitely need more than an orphaned screenshot and a frantic plea on Slack, like this error message I got yesterday:

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Sales Operations Vendor Follow-up Sales 69

LeadIQ

APRIL 30, 2018

By: Mei Siauw. Disclaimer: This blog is intended for informational purposes only, and is not intended to constitute legal advice. You should consult with your legal counsel to fully understand how the GDPR impacts you and your business. Unless you’ve been living off the grid, it’s pretty hard to not hear anything about GDPR these days. Working at a company that helps companies find and manage their contact data, we naturally have a lot of customers asking us about GDPR. .

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Outbound Ideal Customer Profile Data Exercises 62

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

Accent Technologies

APRIL 30, 2018

Each month, we put together the best articles on marketing strategy and sales enablement in one place. Click to see the top articles from April! We’ve scoured the internet over the past month and put together the articles and blog posts on sales enablement you definitely will want to read: (more…).

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Janek Performance Group

APRIL 30, 2018

Sales professionals, as a general rule of thumb, tend to rely on their ability to talk to and read people. It’s why face-to-face and phone communication are still the best ways of furthering the sales process. But even given the primacy of oral communications in the sales world, writing is equally as important -- especially in today’s device driven world.

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Selling Fearlessly

APRIL 30, 2018

When I began writing Selling Fearlessly, I had no idea what I was getting into. I naively thought I simply would send it off to an agent and that would be that—I could begin writing the next book, a novel. As I studied numerous publishing-related books—obtaining an agent; what publishers expect of an author, including […].

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SalesforLife

APRIL 30, 2018

A few days ago, I made a video blog about how great account-based sellers (specifically selling into targeted verticals) leverage reading Form 10K reports.

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Competition How To Report Account 56

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

Miller Heiman Group

APRIL 30, 2018

“Everyone agrees on the need to collaborate, but rarely do teams stop to apply any structure or formal processes to that collaboration. Instead, the focus is on short-term projects, such as producing a piece of collateral, selecting an enablement technology tool or delivering training services.”. — “Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force”.

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Sales Enablement Lead Rank Collateral Fashion 50

Partners in Excellence

APRIL 30, 2018

I have to start this post with a story. Some years ago, I was the executive assistant to one of the top executives in IBM. We were sitting down for our morning meeting to review the day and our priorities. He had just returned from the office after several days in the field with sales people and customers. I asked him, “How did the visits go?

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Sales Readiness Group

APRIL 30, 2018

Many sales leaders tend to over-focus on creating scripts for their sales teams. These include prospecting scripts, presentation templates, responses to common objections, and lists of questions to ask buyers. Scripts can be a great learning tool for your team to improve their selling skills, but you should use them with caution.

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Selling Power

APRIL 30, 2018

You worked hard and had a strategy; yet you still fell short of success. What happened?

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Strategy Motivation 59

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

Selling Energy

APRIL 30, 2018

When you think about how your business is run, what are the determining factors of your success? Is it your financial reports? Employee evaluations? What about your marketing hits and internal data? What do they tell you? Most importantly, what do you do with this information? Jorn Lyseggen of Meltwater decided to evaluate this issue and wrote Outside Insight , which is a reversal of our usual tendencies.

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Government Social Media Energy Data 40

LeadIQ

APRIL 30, 2018

By: Ryan O’Hara. Last week, Josh Braun was kind enough to have me on his podcast to talk about prospecting, and making it fun for prospects of all ages and seniority. Listen in below! If you don’t follow Josh, who is the founder of SalesDNA, you need to go follow him on LinkedIn ! He’s awesome, and has some really cool guest on his podcast.

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Artesian Solutions

APRIL 30, 2018

Can a machine feel your customer’s pain? “I feel your pain” – such an incredibly human thing to say, an expression of empathy and understanding. For B2B sellers, empathy is fundamental to understanding the pain felt by prospects and customers, but if you want to solve pain points then waiting for that monthly catch up to find out what issues they are facing and what’s challenges are on the horizon is far too late.

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Social Media Ideal Customer Profile Analytics Analysis 40

Pipeliner

APRIL 30, 2018

The days of cold calling have mostly gone by the wayside at this time in the sales world, primarily due to advancing technologies and new ways of doing things. However, Anthony Stears, “The Telephone Assassin,” says that you can still get results by calling people on the telephone. Get to know “The Sales Assassin,” Anthony Stears in this video interview, hosted by John Golden.

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Ideal Customer Profile Insurance Insurance Social Media 40

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

SugarCRM

APRIL 30, 2018

With all due respect to Britney, JLo, Cher, Elton John, The Blue Man Group, and all the amazing Cirque du Soleil performers…none of them will help you learn how to build better business relationships, understand how the digital revolution will change the future of work, or learn about how the latest AI-related technologies will improve enterprise software.*.

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Discount Enterprise Enterprise Trends 42

Atlatl Software

APRIL 30, 2018

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Industry Sales Data Sales Enablement 42

Xactly

APRIL 30, 2018

Sales careers are often overshadowed by myths of being a high-risk and overly-competitive career choice; however, many sales reps will tell you that the job offers quite a bit of freedom when it comes to your earnings. Having a base salary and commission means you can give yourself a raise based on your results. In fact, you see the direct fruit of your labor in your commission checks.

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Pipeliner

APRIL 30, 2018

As high-tech was taking off in Silicon Valley, a friend introduced me to the CEO of one such company. It was with great excitement that I accepted the sales job. I was the sole salesperson and was given the opportunity to drive business single-handedly. It was a treat to be working with brilliant people. The combination of all the above had me excited to get to work on Monday mornings.

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Advertising Advertising Face-to-face Software 75

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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

Altify

APRIL 30, 2018

If you‘ve read many of my posts you know that I like to do a lot of primary research and look beyond opinion to real data to get insight into the reasons why certain companies perform better than others. Why is it that some companies experience win rates higher than average? How sales forecast accuracy is elusive to all but the elite few? Are there certain behaviors that lead to better customer retention rates?

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SugarCRM

APRIL 30, 2018

We have some good news for your Monday morning. We’re thrilled to announce the general availability of the latest version of Sugar (Spring ’18 for Sugar cloud customers and Sugar 8 for on-premise customers). Last fall, we moved to a quarterly release cycle for Sugar cloud customers to accelerate the pace of feature innovation. Correspondingly, Sugar on-premise customers moved to a predictable annual release model, aligning the cloud and on-premise offerings with each year’s spring release.

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