Partners in Excellence

NOVEMBER 26, 2018

The word “transformation,” has become the buzzword for 2018. Every consultant, guru, prognosticator talks about transformation. Within organizations, executives proudly present their transformation strategies. Yeah, I also use the word–possibly too much. The problem is, when one looks at most of these “transformations,” nothing looks that different from before, certainly the outcomes don’t look any better-much of the research data would suggest sales/market

Fashion 81

Fashion Sales Talent Training Coaching 81

Janek Performance Group

NOVEMBER 26, 2018

Imagine the following: Your most important client is also your most demanding – a conundrum most sales professionals have faced at one point in their careers. Luckily, there’s ways of dealing with such a challenging situation -- methods that not only neutralize the issues but can actually create greater customer loyalty – a scenario that Michael McCollough and Sundar Bharadwaj coined the Service Recovery Paradox in the 1992 publication Marketing Theory and Applications.

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Customer Loyalty Marketing Sales Enablement 63

SBI Growth

NOVEMBER 26, 2018

Channel conflict occurs when companies try to reach end customers through multiple routes forcing components of the sales ecosystem to compete against each other rather than working together. It is inherently wasteful and can be lethal to customer experience, sales.

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Channels How To Sales Customer 258

The Pipeline

NOVEMBER 26, 2018

By Tibor Shanto. Truer words were never said, right, but that does not stop the tears for those who live it every day and struggle to engage with enough opportunities to drive their pipeline and results. But whether you are struggling to connect with your targets or you are acing your way to President’s Club, you have to accept that Buyers Do Not Have To Take Your Call, before you leave your house in the morning.

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Buyer Direct Mail Ideal Customer Profile Face-to-face 227

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

NOVEMBER 26, 2018

Author: Marc H. Kalan Over five years ago, I shared my personal presentation tips in a three-part series published in the online edition of “The Journal of Sales and Marketing Management.” Half a decade (and more) later, as the digital revolution continues its unstoppable tsunami throughout our personal and professional lives, the individual’s abilities to effectively communicate have never been more important, more self-evident, and more under siege.

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Education Analytics Journal Social Media 201

Anthony Cole Training

NOVEMBER 26, 2018

Today's blog turned vlog comes to you from our very own Walt Gerano, as he discusses the importance of being a great steward for your clients, and how these tactics will help you grow your business and relationships.

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Sales 137

Close.io

NOVEMBER 26, 2018

It’s a no-brainer: If your sales reps over-achieve their quotas, you’ll have more prospects. That’s why the best sales managers spend time and money motivating their teams and sending them to training seminars to perfect the craft of cold calling. But even with their sales reps calling prospects and leads every day, many businesses still don’t see the revenue growth they aim for.

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Cold Calling CRM Quota Outbound 106

The Center for Sales Strategy

NOVEMBER 26, 2018

The advertising game for traditional media is changing and evolving. In this case, change is not a good thing. It’s time for a revolution on your sales team. Are you ready? This sounds kind of dramatic, perhaps over-dramatic, but it is true. Some type of revolution needs to take place on your sales team in order for traditional media companies to stay in the game.

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Advertising Advertising Media Sales 94

Babette Ten Haken

NOVEMBER 26, 2018

Ever think that your organization’s or association’s customer retention strategy may actually function as a customer churn strategy? First, assuming that you have a customer retention strategy in place, when is the last time you did a forensic analysis of strategy effectiveness? Then, when is the last time this strategy was updated? I’m so honored!

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Churn Retention Ideal Customer Profile Strategy 80

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Sales

Partners in Excellence

NOVEMBER 26, 2018

Metrics are important. They provide a means of helping us understand whether we are on target to achieving our goals. They also give us insight into potential changes in the market. As we “instrument” more of the selling process, whether through CRM, mobile tools, and other means, we have the capability of measuring many more things than we have in the past.

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Cost per Lead Lead Rank Lead Scoring Churn 79

Nutshell

NOVEMBER 26, 2018

Quick question for anyone who uses Unbounce in their marketing stack: Which of your campaigns drove the most revenue for your company last month? As marketers, it’s critical that we understand the business impact of our efforts. Dumping leads into the top of the funnel isn’t enough— we need to know which campaigns are ultimately leading to revenue, and which ones should be cut loose.

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Top of Funnel Marketing Campaigns How To 72

Bigtincan

NOVEMBER 26, 2018

The new Apple iPad Pro is a fantastic computer. And yes, I mean computer. It is very much the ultimate implementation of the concept of iPad first introduced by Steve Jobs in 2011. With the power of the A12X Bionic chip, edge-to-edge display, iOS 12.1, and support for the new Apple Pencil, the new iPads can […].

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LevelEleven

NOVEMBER 26, 2018

The number of blogs, articles, and studies on the benefits of contests to motivate your team are endless (there are even a couple of blogs from us on the topic). This is great because the studies don’t lie. People are competitive. Contests not only push your team to do their best, they also make the workday fun and challenging. There is one slippery slope, sometimes healthy competition turns toxic.

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Competition Motivation Study ACT 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 26, 2018

This week on the Sales Hacker podcast , we interview Dannie Herzberg , Head of Mid-Market Sales at Slack. Dannie is one of the top sales leaders in the country having spent time helping Hubspot IPO over 5+ years and then moving on to Slack where she leads all SMB, Mid-Market, and Sales Development efforts for the US and Canada. . If you missed episode 34, check it out here: PODCAST 34: The Benefit of Finance Background to Help Company Growth w/ Rob Lopez.

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Top of Funnel Hiring Hubspot Funnel 51

criteria for success

NOVEMBER 26, 2018

All November, we've been writing and talking about targeting both on the blog and in the podcast. So in this "CFS Talks Sales" roundtable, we share some best practices for sales targeting. In this episode of Let's Talk Sales, you'll hear from Rebecca Twomey, Natalija Novakovic, and me, Elizabeth Frederick. I recently published an eBook [ ] The post Let’s Talk Sales!

Lead Rank 49

Lead Rank eBook Webinar Metrics Lead Qualification 49

SalesHandy

NOVEMBER 26, 2018

With the wealth of information available today, buyers’ journeys have become more difficult for sellers to predict. Buyers now accomplish 57% of their purchasing process before contacting a seller. For this reason, it’s more important than ever for modern sellers to quickly capture a buyers’ attention by creating standout sales pitches. How? Sellers need resources, tools, and training that enable them to quickly pitch valuable content at the right time through the right channels.

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Sales Enablement Loyalty Buyer Persona Buyer 45

Showpad

NOVEMBER 26, 2018

Today it might seem obvious that sales enablement is a critical business function, and for many organizations, the importance of a structured sales enablement team has only very recently gained traction. For those early in their journey toward better sales enablement, here’s a primer on what it means, where you should focus and how you can measure success.

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Sales Enablement Webinar Metrics Collateral Case Study 45

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Data

Sales Evangelist

NOVEMBER 26, 2018

On today’s episode of The Sales Evangelist, we discuss the value of following every step in the sales process, and how you can prevent your sales team from skipping steps in the process. Sales processes aren’t intended to add burdens to your role as a sales leader, but should actually free you and your team […] The post TSE 972: How To Get Salespeople Not To Skip Steps In The Sales Process appeared first on The Sales Evangelist.

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Sales Process How To Sales 40

Paul Cherry's Top Sales Techniques

NOVEMBER 26, 2018

What Are Your Goals? One of the challenges we face when asking a customer, “What are your goals?” is getting a dismissive answer. One common response is “…to make more money” This answer tells us very little of what the customer really needs. Let’s dig a little bit deeper. Follow up with a great comeback like: “…Why do you say that?

Motivation 40

Motivation Face-to-face Follow-up Coaching 40

Product Management University

NOVEMBER 26, 2018

When you know your customers as well as they know themselves, three things will happen. Your solutions deliver value that’s indispensable. Your marketing messages speak directly to the agendas of influencers and decision-makers. Your salespeople are treated as trusted advisors. Consistent growth and profitability (and great products) are the result.

Decision Maker 40

Decision Maker Customer Influencer Sales Enablement 40

Costello

NOVEMBER 26, 2018

David Dulany, Founder and CEO, Tenbound. After cutting his chops selling sales training programs for more than seven years, David Dulany decided he wanted to make a change to the tech industry since he is based in San Francisco. “Early in my career, I joined Glassdoor and set up the sales development team there,” David said. “There really weren’t any resources or support available on the SDR side, so it was a lot of trial and error.

Conversion 40

Conversion Conference Ideal Customer Profile How To 40

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

Carew International

NOVEMBER 26, 2018

What exactly does it mean to be connected to your customers? In this blog for Training Industry, Carew CEO Jeff Seeley proposes five questions that sales leaders should be asking to determine whether their sales team members are building connections with customers that will be beneficial for both parties… As a sales leader, how many times have you experienced a customer call with one of your sales team members that didn’t go as well as expected?

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Industry Training Customer Social Media 40

Selling Energy

NOVEMBER 26, 2018

I’ve often told my students that networking is essential to their success. To some, it feels monotonous or even risky. However, performed correctly it can be incredibly fun. If you aren’t committing to networking, what are you missing? A lot.

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Networking How To 40

Zoominfo

NOVEMBER 26, 2018

It’s no secret—email marketing is one of the most effective marketing channels to engage customers and contribute to overall business growth. After all, email marketing boasts an ROI of 4400% ( source ), and 59% of marketers say it’s the most effective channel for revenue generation ( source ). But, after a while most email marketers see their campaigns plateau.

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Email Marketing Marketing Segment Campaigns 113

MarketJoy

NOVEMBER 26, 2018

Closing a sale can be tricky, especially when you are in a B2B business. Why? Because, In B2B sales, it’s never an immediate “yes.” But while some salespeople struggle or lose out on deals there are few who make it look easy by always getting signatures on the dotted line. How? These salespeople know all the right tactics and they always use them. And, that’s what’s separate these sales closer from sales gatherers.

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B2B Face-to-face Referrals Follow-up 73

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The Brooks Group

NOVEMBER 26, 2018

The key to understanding what a prospect wants and needs lies in the follow-up question. Great questioning is a skill every successful salesperson has mastered, and the follow-up is a critical part of that questioning process. [This post will dive into the tactics for asking great follow-up questions specifically for sales conversations. At The Brooks Group, we also help clients optimize the hiring process, and follow-up questions—especially behavior-based questions—are extremely important in th

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Follow-up Hiring Webinar Metrics Journal 49

PandaDoc

NOVEMBER 26, 2018

Whether we like it or not, you have to agree: The development of improved AI and forecasting means sales is no longer an “artform” but a “science” The question is how to hire sales reps whose qualities match the trends seen in data and keep them on to continue building relationships with clients at scale. Your sales representatives are the ones working with your prospects to learn more about their needs, build relationships, and deliver results.

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Hiring How To Scale Face-to-face 61

Close.io

NOVEMBER 26, 2018

We've always strived to be the CRM with the best built-in calling for sales teams. Since we launched predictive dialing earlier this year, we’ve seen a huge jump in Close.io users getting on calls with prospects. In the last couple of weeks, we've shipped out some major product updates to make your calling experience even better. Better quality & reliability in Close.io calling.

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Outbound Networking Engineering Relationals 63