Sales and Marketing Management
NOVEMBER 15, 2018
Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy. In fact, most of the time, it’s downright uncomfortable. Alas, it is absolutely essential.
Understanding the Sales Force
NOVEMBER 15, 2018
Lays Potato Chips. Movie Theater Popcorn. Toll House Chocolate Chip Cookies. BBQ Ribs. Fudge Brownies. Rolos (a personal favorite from years ago). All junk food which, after having the first one, you just can't stop there. You must have more. Lays even had that as a slogan back in the late 60's - "Bet you can't eat just one." Back then I couldn't stop at one.
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MTD Sales Training
NOVEMBER 15, 2018
We had a call from a company recently, trying to sell us business insurance. They had cold-called our support team and wanted to know if we already had business insurance for various aspects of our company. We said we had, but they were insistent in asking us how much we paid, when our current insurance runs out and other such questions. Finally, my team member asked what it was about their company that made them deserve our business.
Anthony Cole Training
NOVEMBER 15, 2018
Assuming for a second that when you think about hiring for a position in your organization, you are thinking about hiring the best, especially in the early rounds of looking for talent.
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.
SBI
NOVEMBER 15, 2018
Have you ever made a sale that you felt slimy about? I’m talking about something that went above your need to hit a monthly sales quota. Have you ever sold a product you didn’t believe in or didn’t believe could adequately meet your customer’s needs? If the answer is yes, then congratulations — you’ve uncovered the reason why it’s so hard for prospects to trust you.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SalesLatitude
NOVEMBER 15, 2018
Why do sales managers spend so much time reviewing and analyzing sales forecasts yet sales people typically do not? Because the best way to get sales people to take forecast accuracy seriously is to train and coach them on best practices and why it is important to them. Here are three key things every sales manager must to do to boost forecast accuracy. 1.
For Entrepreneurs
NOVEMBER 15, 2018
We recently released Part 1 results of our private SaaS company survey in partnership with KBCM Technology Group (formerly Pacific Crest Securities). This is the sixth annual survey we’ve produced together, which provides data to help SaaS companies benchmark their performance against their competition. In Part 1, we covered growth rates, go-to-market trends, and CAC Rations and CAC Payback.
The Center for Sales Strategy
NOVEMBER 15, 2018
After an interesting talent feedback call, I had spoken with a sales manager who was dealing with a challenge that most managers deal with at some point in their career. Can you identify with the following situation – and can you learn from this story? The good news: The salesperson he is managing is highly talented. She has a lot of natural ability, and when she is engaged, she’s one of her company’s top performers.
Xactly
NOVEMBER 15, 2018
When it comes to sales compensation planning, you can never start prepping too early, right? One of the most important things to consider when designing plans are the different roles on your sales team. Sales managers and their reporting reps will have responsibilities in their roles, which means your compensation plans should be tailored to different roles.
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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.
Babette Ten Haken
NOVEMBER 15, 2018
At the end of each business day, our clients do not care about our job titles. And neither should we. First, our clients do not know what our job titles “mean.” How many times have we sat in a meeting or conference with colleagues who also carry the same job title that we do? The same job title in different organizations carries a different weight to it.
Smooth Sale
NOVEMBER 15, 2018
Attract the Right Job or Clientele: Note: Al Gomez, President and Founder of Dlinkers, provides today’s blog. Dlinkers is a company dedicated to providing complete digital marketing services. With more than ten years of experience, Al enjoys supporting smartpreneurs like himself to achieve online success. Productivity lies in challenging the status quo.
Engage Selling
NOVEMBER 15, 2018
I am thrilled to announce that I have been named one of LinkedIn’s Top Voices for 2018. This is a yearly list LinkedIn curates recognizing their most engaging creators. You can view the full list here.
Allego
NOVEMBER 15, 2018
Once upon a time, “personalized training” meant printing the names of workshop participants on their handout folders. Today, this key component of modern learning means exactly what it says – sales training that is genuinely personalized , genuinely “just for me.”. What are the advantages of personalized sales training? Training tailored to the individual offers two forms of value: It saves time (the sales reps’ time), which also builds trust.
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.
criteria for success
NOVEMBER 15, 2018
Are you a marketing or sales professional in search of fool-proof targeting methods in marketing that can help attract new prospects? The following article features 5 great methods your team can implement in their online marketing strategy. Who Are You Targeting? A solid marketing strategy is the vehicle that will take prospects directly to your [ ] The post 5 Great Targeting Methods in Marketing appeared first on Criteria for Success.
Costello
NOVEMBER 15, 2018
Eric Pratt, Author and Managing Partner at Revenue River. For Eric Pratt, more than thirteen years in the sales and marketing industry taught him a few things about how these teams can work together. This understanding led him to found Revenue River in 2009, a digital marketing and sales innovation agency. “When we became a Hubspot partner in 2012, our focus shifted from being an outsourced sales agency to a digital marketing agency,” Eric said.
BrainShark
NOVEMBER 15, 2018
While sales enablement leaders need the right metrics to demonstrate ROI, measuring success is a common challenge.
Drift
NOVEMBER 15, 2018
I normally don’t read World Economic Forum reports. But if I did, it might be about some cool new tech like blockchain or crypto currencies. It’s highly unlikely it would be the WEF’s 147-page “The Future of Jobs Report 2018”. But that’s the report I found when researching a new job function I’m recruiting for (if you’re intrigued, you can apply here), but which doesn’t really exist anywhere.
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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
Bigtincan
NOVEMBER 15, 2018
Content is king. Content fuels every part of your customer-facing organization. This is especially true if you think of your business as a flywheel. The idea of a flywheel is pretty simple – flywheels store rotational energy and maintain momentum, and as you apply more force in one area, the flywheel goes faster. In the […].
For Entrepreneurs
NOVEMBER 15, 2018
We recently released Part 1 results of our private SaaS company survey in partnership with KBCM Technology Group (formerly Pacific Crest Securities). This is the sixth annual survey we’ve produced together, which provides data to help SaaS companies benchmark their … The post 2018 Private SAAS Company Survey- Part 2 appeared first on For Entrepreneurs.
Guru
NOVEMBER 15, 2018
Michael is General Manager, Service Hub at HubSpot and a guest blogger for Guru. Join Guru's upcoming webinar with Michael for an interactive discussion on the paradigm shift in customer service, and how the function is becoming a key revenue driver for businesses.
Drift
NOVEMBER 15, 2018
I normally don’t read World Economic Forum reports. But if I did, it might be about some cool new tech like blockchain or crypto currencies. It’s highly unlikely it would be the WEF’s 147-page “The Future of Jobs Report 2018”. But that’s the report I found when researching a new job function I’m recruiting for (if you’re intrigued, you can apply here), but which doesn’t really exist anywhere.
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.
Selling Energy
NOVEMBER 15, 2018
No matter how much we love our jobs, there are times when work can seem tedious. Maybe we have to make a bunch of cold calls; maybe we have to enter a couple hundred business cards into our contact database; maybe we have to send out follow-up emails to all of our clients from the past month. Whatever the case may be, it all comes down to the way we frame these tasks in our own minds.
Hubspot Sales
NOVEMBER 15, 2018
Large companies, small businesses , and sole proprietorships incur expenses when purchasing equipment, office furniture, or even a coffee machine for the break room. Since these business assets are often used on a daily basis, they tend to wear down over time. If you're an entrepreneur , you'll have to account for your business' assets according to the generally accepted accounting principles (GAAP).
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