Jill Konrath

NOVEMBER 7, 2017

One person who always gets me thinking is Donal Daly. Last week I interviewed him about his new book, Digital Sales Transformation in a Customer First World.

Customer 163

Customer Sales 163

The Sales Hunter

NOVEMBER 7, 2017

Yes, you can fire a customer and you need to fire more than just one! The end of the year is a perfect time to be honest with yourself and your business. How much time do you spend on customers that are doing nothing but taking time away from you that would be better spent […].

Customer 144

Customer Customer Service Selling Skills 144

Pointclear

NOVEMBER 7, 2017

PointClear’s Kimmy Netterville has been nominated as one of the 40 Most Inspired Leaders in Sales Lead Management. The Sales Lead Management Association announced today that nominations are now closed, and voting is open until Dec. 6, 2017. The list of winners will be posted on Dec. 15, 2017. Many of PointClear’s clients over the past 11 years have directly benefitted from Kimmy’s abilities managing B2B lead generation, lead qualification and lead nurturing programs.

Sales Qualified Lead 133

Sales Qualified Lead Lead Management Leads Marketing Qualified Lead 133

The ROI Guy

NOVEMBER 7, 2017

You download that white paper, and because it’s gated, you’re required to fill out a lead capture form – your name, email address, Company, title, location, phone number, name of first born…Worse, you know you’re immediately going to get that lame phone call or email follow-up: “I see you downloaded our white paper, want to talk?”. Today you need more than “digital body language” from your marketing automation platform (MAP) to effectively engage with prospects.

Lead Capture 126

Lead Capture Customer ROI Lead Rank 126

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

SBI Growth

NOVEMBER 7, 2017

Sales Management 267

Sales Management Sales Strategy 267

Julie Hanson

NOVEMBER 7, 2017

Steve Jobs raised the bar on public speaking and executive presence for all of us. Even acclaimed Irish actor Michael Fassbender felt unequal to the task of portraying the legend in the film, Steve Jobs , telling his driver on the way to rehearsals: “You should slam it. It should cause a break and it should get me out of this gig.” So you’re not an actor.

Energy 85

Energy Film Conference Channels 85

Hubspot Sales

NOVEMBER 7, 2017

As sales reps, our tendency is to flatter prospects by pointing out their accomplishments. We say things like, " I see you went to Duke ," " I understand you were at EMC ," and " I saw you were named Marketing VP of the Year! " In addition to buttering up our prospects, these statements make us feel we've done our homework. The problem is people don’t trust flattery from strangers.

Conference 97

Conference Call-back Social Media Sales Qualified Lead 97

Engage Selling

NOVEMBER 7, 2017

Enabling your sellers with the best strategies and tactics is critical to success. But, there is a fine line between not developing your team enough, and overdoing it. Remember, the key is implementation.

Strategy 85

Strategy Customer Service Up-Sell Loyalty 85

Hubspot Sales

NOVEMBER 7, 2017

How to become a medical sales rep. Choose a specialization. Gain field experience. Enroll in online or in-person training. Network and build relationships. Grow your online presence. Medical sales jobs will always be in high demand. Despite automation’s emergence in nearly every aspect of business, medical sales remains a largely face-to-face industry.

Biotechnology 91

Biotechnology Salary How To Compensation 91

Advertisement

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

The Center for Sales Strategy

NOVEMBER 7, 2017

Remote working is commonplace in nearly every industry. This is especially true for sales and marketing. Knowing how to manage your remote working teams is an essential part of your company’s growth and success. According to The New York Times , “43 percent of employed Americans said they spent at least some time working remotely, according to the survey of more than 15,000 adults.”.

Survey 73

Survey Industry Marketing Company 73

BrainShark

NOVEMBER 7, 2017

Ramping up new BDRs has taught us many lessons, and we always look for ways to hone our onboarding and continuous training processes as more new hires join the team.

Training 62

Training 62

SalesforLife

NOVEMBER 7, 2017

Is video messaging really effective? And if so – how effective is it? Our sales team has been using video messaging techniques for some time now and we can see intuitively that it works to connect and engage with prospects quicker than some of the more traditional methods like phone and e-mail.

Video 63

Video Prospecting Sales 63

Cincom Smart Selling

NOVEMBER 7, 2017

Last week we took a look at justifying a CPQ solution through improved performance within the sales unit. Most of these reasons will apply if you are talking about simple CPQ tools, more elaborate CPQ solutions or even enterprise-class CPQ platforms. Better sales, faster sales and error-free selling always translate into better business. But what about the rest of the organization?

Engineering 48

Engineering Enterprise Enterprise Benefit 48

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

Sales Hacker

NOVEMBER 7, 2017

The post B2B Sales: 5 Simple Steps to Building an Outbound Growth Machine appeared first on Sales Hacker.

Outbound 67

Outbound B2B Sales Webinar Metrics 67

Cincom Smart Selling

NOVEMBER 7, 2017

Last week we took a look at justifying a CPQ solution through improved performance within the sales unit. Most of these reasons will apply if you are talking about simple CPQ tools, more elaborate CPQ solutions or even enterprise-class CPQ platforms. Better sales, faster sales and error-free selling always translate into better business. But what about the rest of the organization?

Engineering 48

Engineering Enterprise Enterprise Benefit 48

EyesOnSales

NOVEMBER 7, 2017

7 Apps That Every Sales Professional Needs. The advent of digital platforms and applications has revolutionised the way businesses are run. As a result, efficiency has sky-rocketed in many business sectors and in none has the digital mobile revolution been more welcome than in the most mobile sector of business, sales. Apps for everything from pitching presentations to sales report management have popped up all over the net.

Skype 47

Skype Ideal Customer Profile Facebook B2C 47

Sales Evangelist

NOVEMBER 7, 2017

Prospecting is the lifeblood of your sales pipeline. Without adding new people to your funnel, the deals you have are going to dry up. Today’s episode is focused on prospecting. And I wanted to share with you something that has held me back over the years. 5 lies I told myself to not prospect and how […] The post TSE 697: 5 Lies I Told Myself Not To Prospect and How I Overcame Them appeared first on The Sales Evangelist.

Prospecting 40

Prospecting Top of Funnel Funnel Pipeline 40

Advertisement

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

Sales Hacker

NOVEMBER 7, 2017

I run a European based sales agency for software and technology companies. In this article, I will summarize what I’ve learned about the most important ingredients for a successful outbound sales process. 1. The Key to Outbound Sales Success – Understand the Problems & Pain You Are Solving With Your Product. Sounds basic and redundant, I know.

Ideal Customer Profile 105

Ideal Customer Profile Outbound Sales Qualified Lead Face-to-face 105

Sales Evangelist

NOVEMBER 7, 2017

Sometimes we go far and wide finding prospects when we have folks right in our own backyard. There is power in getting local leads. Today, you’re going to learn how to find them and get them. Our guest today is Mark Fortune and he’s going to teach us how to gain local leads. Mark owns […] The post TSE 698: Power of Local Leads & How To Get More appeared first on The Sales Evangelist.

Leads 40

Leads Marketing Qualified Lead How To Prospecting 40

Vengreso

NOVEMBER 7, 2017

How to engage prospects with a targeted author’s content and those who respond to it. We are inundated with content every single day – relevant insights can often be needles in a haystack. But the only thing you need to find that needle is a magnet, and that’s what LinkedIn Pulse can do. A simple search can lead you to a targeted magnet and all that it has attracted.

Prospecting 96

Prospecting LinkedIn Networking Follow-up 96

Hubspot Sales

NOVEMBER 7, 2017

How to be memorable. Identify your unique characteristics. Emphasize those traits -- but maintain your professionalism. Incorporate your personal brand into your calls, emails, meetings, and social media. Tweak your persona to the audience and situation. Memorability has a ripple effect across your sales career. Put yourself in the buyer’s shoes. You’ve almost decided between two similarly priced products with nearly identical features.

How To 100

How To Social Media Call-back Hubspot 100

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

Anne Miller

NOVEMBER 7, 2017

A recent article in Vanity Fair, about how history will judge Trumps presidency, struck me as having definite parallels to how clients judge us in the sales and presentation process.

Scale 48

Scale Sales 48