Sales and Marketing Management

MARCH 9, 2017

Issue Date: 2017-03-10. Author: Pat Morrissey. Teaser: Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day. Unfortunately, some find that their habits can hurt theirsales productivity and their careers. Here are 11 bad habits that every sales professional should focus on eliminating. Inside sales is a competitive field where professionals need to bring an incredible work ethic to the job each day.

Inside Sales 179

Inside Sales Competition Sales 179

SBI Growth

MARCH 9, 2017

It’s no coincidence growth executives in the top 22 percent of companies always make their number in a predictable, hassle-free way. They accomplish this by working on strategy and execution in unison. Executives who focus only on strategy often suffer.

Strategy 149

Strategy Company 149

MTD Sales Training

MARCH 9, 2017

Many of you will have seen the great film Glengarry Glenross, about a team of has-been salespeople who try to make it big in a small town. They have a visit from their boss one evening, played by Alec Baldwin. Baldwin’s character tells the team about the ABCs of sales. He says ABC stands for Always Be Closing. This is commonly known and is still preached by many sales managers around the world.

Prospecting 120

Prospecting Film Buyer Industry 120

SBI Growth

MARCH 9, 2017

Strategy 184

Strategy Sales 184

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

Julie Hanson

MARCH 9, 2017

What comes to mind when you hear the word, presentation? For many it conjures up the image of a salesperson holding court in front of a group, typically with a slide deck and limited audience participation. But this formal monologue is simply one type of presentation style in a broad spectrum of choices about how to communicate with potential customers.

Conversion 89

Conversion Face-to-face Intent Groups 89

LevelEleven

MARCH 9, 2017

[…] of calls but not getting enough meetings? Train them to accurately identify your ideal customers.If your team starts to fall behind on their activity goals, try rallying them around specific metrics. Use personalized scorecards and stack rankings to […].

Course 62

Course Revenue Marketing Meeting 62

Bigtincan

MARCH 9, 2017

It’s not every day that the biggest CRM provider in the world gives you a shout-out on its blog, which is why we’re excited to be featured as one of the 12 breakout apps chosen by Salesforce. Here’s what Salesforce has to say about Bigtincan: What it is: Bigtincan Hub delivers smarter, next generation sales […].

SalesForce 52

SalesForce CRM Sales 52

Mindtickle

MARCH 9, 2017

Your high performing sales reps have a tremendous impact on revenue growth. If you’re lucky you’ll have a handful of them, but the reality is the majority of your reps will be performing at average or worse. What if you could identify the capabilities that your top sales reps have (and what makes them win) and replicate these across your sales team?

Coaching 52

Coaching Scale Distribution Sales Coaching 52

Partners in Excellence

MARCH 9, 2017

Too often, both our work and that of our customers focuses on learning or knowing what we don’t know. We know customers do much of their research digitally–according to research they may be 57-90% through their buying process and 94% of customers do some level of digital research or self education (I think it should be 100%). For example, if I want to improve my email marketing, all I have to do is type that into Google, and I get 12.7M results in 0.52 seconds.

Education 48

Education Ideal Customer Profile Google Face-to-face 48

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Sales

Mindtickle

MARCH 9, 2017

Your high performing sales reps have a tremendous impact on revenue growth. If you’re lucky you’ll have a handful of them, but the reality is the majority of your reps will be performing at average or worse. What if you could identify the capabilities that your top sales reps have (and what makes them win) and replicate these across your sales team?

Coaching 52

Coaching Scale Distribution Sales Coaching 52

Sales Gravy

MARCH 9, 2017

While a good sales coach has a strong internal drive to succeed, a great sales coach recognizes that it’s all about helping each salesperson become the best version of themselves that they can be.

Sales Coaching 40

Sales Coaching Coaching Sales 40

Product Management University

MARCH 9, 2017

The B2B Product Manager Magazine March 2017 is now available. In this issue we cover everything from obsessing over customer success to demo techniques to improving your website lead generation and conversion. We also throw in a few tips for improving feature adoption, product demos, product planning and win-loss analysis. View the March 2017 Issue.

Lead Generation 40

Lead Generation B2B Leads Marketing Qualified Lead 40

The Pipeline

MARCH 9, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . Let’s be clear, no white flags here, just a reminder that the most crucial thing to control in a winning sales career is time. As I have stated here in the past, “leads are recyclable, time is not”, if what you are doing now is not moving the opportunity or sale forward, you need to ask if it is time to move on to something that will.

Handbook 214

Handbook Face-to-face Call-back Objections 214

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

Product Management University

MARCH 9, 2017

The March 2017 Issue of The B2B Product Manager Magazine is now available. In this issue we cover everything from obsessing over customer success to demo techniques to improving your website lead generation and conversion. We also throw in a few tips for improving feature adoption, product demos, product planning and win-loss analysis. View the March 2017 Issue.

Lead Generation 40

Lead Generation B2B Leads Marketing Qualified Lead 40

OpenSymmetry

MARCH 9, 2017

The VP of Sales never got paid her commissions. This was a six-figure mistake and no one noticed for a full calendar year – including the VP of Sales herself. It’s a strange story (how much does this person make to not notice such a huge chunk of change missing?), but the reason why this happened is not so strange. What went wrong? To help explain the disaster with the unpaid VP, I should first tell you how I came to work for this global SaaS enterprise.

Commission 46

Commission Compensation Hiring Salary 46

Product Management University

MARCH 9, 2017

If you obsess over customer success, product success is all but guaranteed. Applying that concept in a B2B environment however, requires a broader definition of “the customer.” The good news: when you redefine “the customer” to encompass the entire customer organization, success comes faster and with fewer speed bumps. Put your customer success manifesto into practice with one overarching goal and three supporting pillars.

Guarantee 40

Guarantee Customer Face-to-face B2B 40