Sales and Marketing Management

JULY 9, 2018

Author: David Stott “Upsell current clients” has always been one of the mantras of the sales industry. After all, selling more to the base creates value beyond the obvious revenue gains. It increases trust, executive exposure, credibility, confidence, and provides a stronger ROI due to the decreased cost of goods sold. This not only creates value for the client, but also delivers an incredible customer experience that is paid forward in the industry. .

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Account Margin Industry Negotiation 196

The ROI Guy

JULY 9, 2018

Each year CSO Insights produces their Buyer Preferences survey, a tally of how buyers are evolving, and how well Sales is able to connect, engage and close in light of a changing environment. The good news, sales reps are still being engaged to help make purchase decisions, and are meeting expectations in the majority of their relationships, so it would seem that the “death of the B2B sales rep” may be greatly exaggerated.

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ROI Survey Quota Vendor 53

The Sales Heretic

JULY 9, 2018

The road to success isn’t straight, level, or smooth. There are bumps and potholes. Hills and curves. Dead-ends and detours. And as a result, we all get frustrated from time to time. What separates top salespeople—and high achievers in general—from everyone else, is that they don’t let frustration derail them. They find ways to deal [.].

Sales Coaching 257

Sales Coaching Coaching Training Sales 257

SBI Growth

JULY 9, 2018

As a leader of Sales Operations or Sales Enablement, how many times have you heard your sales teams say: “You all have no clue what we go through in the field!” This is a common theme in any company that sells a.

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Sales Operations Sales Enablement Sales Company 214

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

Jeffrey Gitomer

JULY 9, 2018

Cold calling is one reason many people shy away from a career in sales. Sales professionals who make a six figure living will tell you that cold call training provided the basis for their sales success. Doubt it? Ask 'em.

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Cold Calling Training Sales 185

Close.io

JULY 9, 2018

If you want to beat the competition, you don’t necessarily have to be bigger or stronger. But you do have to be faster. Optimization is every SaaS company’s secret weapon. But where do you start? Fine-tuning your SaaS sales machine is all about getting the most out of the resources you have today. By following these 5 steps, you’ll be able to outperform and out-sell the competition, even if they have 10X the staff and millions more in funding.

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Sales Process Top of Funnel Ideal Customer Profile Funnel 127

Hubspot Sales

JULY 9, 2018

Is Cold Calling Dead? Not really. Cold calling is a traditional sales technique that involves calling people with whom you have no existing relationship. It's still part of the modern salesperson's workflow, but there are better ways to conduct this outreach. "Warm calling" means you establish contact with a prospect before sending them an email. You might connect on LinkedIn, communicate over social media, or have a mutual acquaintance introduce you.

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Cold Calling Prospecting Social Media Strategy 111

Shari Levitin

JULY 9, 2018

Ok, I admit it. When I first heard about LinkedIn, years ago, I thought it was a stuffy Facebook. So, I did what many people do. Posted the obligatory profile picture, scribbled in some work history, and occasionally accepted an invitation. Until I met digital transformational expert Mario Martinez, CEO of Vengreso, that is. Everything changed. The post Why LinkedIn is a Party Without Pants appeared first on SHARI LEVITIN.

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LinkedIn Facebook 90

Hubspot Sales

JULY 9, 2018

Admit it, you hate getting emails from strangers. In fact, a recent experiment showed most people do. While cold outreach can have impressive open rates, the reply rate is less than 2%. So, what does this tell us? Cold outreach might be salespeople’s past, but it’s not their present or future. And it’s not the only way to source new leads. Building a relationship with prospects -- before reaching out over email -- allows you to foster trust, provide value, and ask for their email personally, whi

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Account Based Marketing How To Sales Qualified Lead Twitter 104

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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

Shari Levitin

JULY 9, 2018

Ok, I admit it. When I first heard about LinkedIn, years ago, I thought it was a stuffy Facebook. So, I did what many people do. Posted the obligatory profile picture, scribbled in some work history, and occasionally accepted an invitation. Until I met digital transformational expert Mario Martinez, CEO of Vengreso, that is. Everything changed. The post YOU’RE INVITED!

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Facebook LinkedIn 90

Openview

JULY 9, 2018

When starting a business, the responsibility falls on the CEO to wear multiple hats, one of which is being a sales rep. At first, this can be hard – especially if you have no prior background in the art of selling. As a founder, however, you have one vital advantage: Vision. It’s your product, and people are buying into your vision. If you can convince them to do just that, then your sales skills are better than you thought.

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Hiring Scale Revenue Sales 71

Predictable Revenue

JULY 9, 2018

On this edition of The Predictable Revenue Podcast, we welcome Mark Kosoglow, VP of Sales at customer engagement juggernaut Outreach. The post Avoiding the summertime lull: why mentoring your team is critical to keeping production up year-round appeared first on Predictable Revenue.

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Revenue Customer Sales 73

Sales Hacker

JULY 9, 2018

Sales meetings are an integral part of every business, regardless of maturity, industry, or goal. They’re key to keeping team members on the same page and working towards the same goal as a singular unit. For these reasons, it’s imperative that sales managers know exactly how to conduct a sales meeting. However, I’ve seen countless businesses who have no strategy for their meetings.

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Sales Meeting Meeting Hubspot Decision Maker 66

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

JULY 9, 2018

Courtesy of Primary Intelligence, a CustomerCentric Selling® Partner. Although B2B buyers are most interested in product features and functionality when evaluating companies, buyer’s perception of your company can sway their decision in your favor (or not). Primary Intelligence discovered that 20% of buyers, approximately 1 in 5, rate vendors as “poor” in most company-related criteria.

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Buyer B2B Vendor Case Study 65

Janek Performance Group

JULY 9, 2018

Letting someone go is one of the worst parts of being a manager. It’s never a pleasant experience, but sometimes it’s necessary for the good of your organization, and, paradoxically enough, the sales rep you’re letting go. Knowing how and when to fire someone is also a key skillset to learn – yet almost 80% of sales managers don’t really know how to prepare for a termination.

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Sales Management Sales How To 59

Paul Cherry's Top Sales Techniques

JULY 9, 2018

The following article is an excerpt from my latest book, The Ultimate Sales Pro, which will be published by HarperCollins Leadership, and is scheduled to be released in August 2018. How high should you aim in your sales career? Nobody but you can answer that question. But the critical thing is to ask it. In my many years working with salespeople, I’ve encountered several who are happy with where they are.

Coaching 63

Coaching Training Sales 63

Pipeliner

JULY 9, 2018

Having spent the past twenty-eight years working in small and mid-size businesses as a senior sales & marketing executive or as an independent sales operations consultant, the question I hear over and over again from business owners is … “Why aren’t my company’s sales growing as expected?”. Based on my experience, I’ve identified 12 primary reasons why this happens. 12.

Incentives 63

Incentives Incentive Compensation Forecasting 63

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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

Babette Ten Haken

JULY 9, 2018

The multigenerational workforce is a workplace reality. Unless, of course, you are a workplace hermit. And, let’s face it. The composition of any workforce impacts the dynamics of the workplace, for better or for worse. So, why not focus on creating opportunities, or sandboxes, in which workforce teams can become more collaborative? A workforce reimagined?

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Face-to-face SME Retention Margin 58

BrainShark

JULY 9, 2018

Salespeople chasing bigger and better deals eventually have to win approval from executive buyers, but gaining access to the C-suite is no easy task.

Prospecting 63

Prospecting Buyer 63

Repsly

JULY 9, 2018

Stock replenishment is a vital part of your brand’s sales. It’s essential that the shelves are stocked with enough of your product to meet your customer’s demand. For your sales process to be operating at peak levels, your replenishment system needs to successfully measure two things: When to reorder product, and how much product to reorder.

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System Meeting Sales Process Sales 54

Miller Heiman Group

JULY 9, 2018

Sellers need technology and a methodology to succeed. But here’s the problem: No sales technology on the market is connected to a successful sales methodology. Without that linkage, we continue to see lackluster sales technology adoption rates and general frustration with data and analytics that don’t move the organization forward. And when it comes to sales methodologies, it’s difficult to sustain over time, monitor seller adoption and ROI, and achieve CRM integration.

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Groups Sales Methodology Analytics Sales Technology 51

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

Xactly

JULY 9, 2018

Having worked in consulting for a number of years, the question I get asked most frequently is “how is our pay compared to our direct competitors and to the market?” This is a legitimate question for almost every company because everyone is seeking to recruit the best sales people as well as retain and engage the current sales force. It is also an important question because one of the highest costs a company incurs is its sales compensation expense.

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Salary Compensation Incentives Incentive 53

Partners in Excellence

JULY 9, 2018

It seems, as human beings, we are increasingly less open to hearing differing points of view. We immediately reject those that have a different opinion or world view, not taking the time to understand it, learn/evaluate, perhaps challenge it, or perhaps even shifting our own opinions as we learn more. We seek those that share our points of view, continually reinforcing what we want to hear, exposing ourselves less and less to other thinking.

Discount 48

Discount Competition Coaching Relationals 48

Pipeliner

JULY 9, 2018

Accountability in sales is crucial, yet it’s often neglected. We’re all great at finding excuses. We can always find outside forces to back up our struggles. But who do excuses ultimately serve? In the end, excuses only hurt the people making them. We have to look at ourselves, and how we can take responsibility and put ourselves in the right position, and sales managers have to help their sales team get there.

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Account Remedy Face-to-face CRM 51

Lead411

JULY 9, 2018

In today’s sales world, we are surrounded by time savers. Data is at our fingertips 24/7; we can share files with co-workers, have a video conference call with 12 people in 3 different states, and shorten work-flows with real-time messaging. One aspect of sales that has been traditionally slow, however, is the sales cycle. Companies battle internally with deciding on the right decision to make.

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Sales Cycle Hiring Decision Maker Conference 49

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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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Carew International

JULY 9, 2018

At a recent graduation celebration, a group of us were reminiscing about our all-time favorite teacher and why we liked him/her so much. Later reflecting on the conversation, I considered the consistencies in our experiences and how those dynamics might play out in today’s business world. As you walk through our observations below, consider your favorite teacher and the degree to which these are consistent with your own experience: Regardless of the subject, they all made their class interesting

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Fashion Energy Groups Education 43

Sales Evangelist

JULY 9, 2018

Many of the practices that new sellers use are ineffective. They don’t help your efforts, but you use them because other people said you should. Today on The Sales Evangelist, we’re tackling the sales myths crippling new sellers. Though there are countless myths that we pass down and cling to, we’ll address the top five […] The post TSE 872: 5 Sales Myths Crippling New Sellers appeared first on The Sales Evangelist.

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Sales 40

criteria for success

JULY 9, 2018

Do you manage a remote sales team? Or are you personally involved in remote sales? This month on the CFS blog, we're writing about remote sales and management. In this episode of Let's Talk Sales, I interviewed our Director of Marketing, Rebecca Smith. She just wrote her latest eBook called How to Manage a Remote Sales [ ] The post Let’s Talk Sales!

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Hiring Sales Management eBook Twitter 40