DiscoverOrg Sales

JANUARY 31, 2019

The accusation of “fake news” has risen to the forefront of American consciousness, thanks to the 2016 U.S. presidential election and ensuing claims about what information is factual, and what is … “alternative facts.” In sales, accuracy is paramount. Sustainable long-term pipeline and revenue are not created by approximations, best guesses, or ignoring known inaccuracies.

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Data Hiring Vendor Face-to-face 133

SBI Growth

JANUARY 31, 2019

Marketing 201

Marketing Campaigns Lead Management Report 201

The Center for Sales Strategy

JANUARY 31, 2019

One of the most common debates in sales is how to best measure performance and other sales indicators. While some organizations prefer process-oriented KPIs, others have an outcome-oriented bias. Both ends of the spectrum are invaluable for powering your sales, but when it comes to prioritizing inputs vs. output, the “i’s” have it.

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Sales How To 82

Bernadette McClelland

JANUARY 31, 2019

I have always said to my kids, ‘behave yourself because you never know who’s watching’. Like all kids, without fail, they listen to their mum (she says tongue in cheek!). But the point I am making is you never know who is watching you. Not from a creepy, stalking way, but more an observational perspective. And today, our personal branding extends way past a name on a building, a copyright mark that we might put against our initials, or the bio we choose to add to any profile we put on the web.

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Call-back Ideal Customer Profile Face-to-face Conference 308

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

No More Cold Calling

JANUARY 31, 2019

Here’s what you might have missed this month from No More Cold Calling. I hadn’t bought a car in 17 years. Yep, that’s how long my Acura 3.2 TL with 162,000 miles lasted—until the transmission went out. I dreaded buying another car because of the pushy, in-your-face car salespeople, who are just like B2B sales reps cold calling you. But I told myself that perhaps things had changed in the past 17 years.

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Cold Calling Referrals Face-to-face Sales Qualified Lead 222

Zoominfo

JANUARY 31, 2019

Most of us spend the majority of our day within feet of a cell phone, tablet, computer, or laptop. Whether we’re willing to admit it or not, we rely heavily on these devices to meet a variety of critical wants and needs. Our cell phones give us directions, facilitate interpersonal connections, they wake us up in the morning, play music on long car rides, deliver the latest news, and so much more.

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Google Analytics Top of Funnel Consumer Google 124

Predictable Revenue

JANUARY 31, 2019

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes the pod’s first online singing sensation: Kate Turchin, the “Cloud Security Singer.”. The post Taking a data driven approach to go-to-market planning with SalesSource co-founder Karan Singh appeared first on Predictable Revenue.

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Data Marketing Revenue 91

SalesLatitude

JANUARY 31, 2019

Change can be hard, but it’s often inevitable and necessary for companies to ensure future success. Companies budget significant amounts of money for training and consultants to help them improve employee skills and business processes. But is that enough? The truth is, oftentimes these initiatives do not lead to lasting change regardless of programs implemented or budget spent.

Energy 90

Energy Survey Sales Cycle Benefit 90

Engage Selling

JANUARY 31, 2019

Why are you good? Seriously. Have you asked yourself this question before? Let’s face it. Salespeople often come with healthy egos, to put it lightly. The good ones know that they’re good, but it’s vital to go beyond that.

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Face-to-face Customer Service Loyalty Closing 87

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Sales

Nimble - Sales

JANUARY 31, 2019

Overall, social media engagement is down. In spite of this fact, content and social media marketing are still extremely valuable pursuits. These efforts lead to increased brand recognition, strong customer relationships, and thought leadership. The problem is that the field is absolutely saturated. People are overwhelmed with content from sources that interest them and those […].

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Social Media Media Marketing Leads 89

Miller Heiman Group

JANUARY 31, 2019

Salespeople are highly motivated to sell as many solutions as possible to their existing accounts. Yet most accounts end up getting smaller over time, not larger. This is directly related to how the seller fits into the buyer’s process. 70 percent of buyers start interacting with sellers after the buyer has fully defined their needs, according to CSO Insights, the research division of Miller Heiman Group.

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Account Decision Maker Maximizer Buyer 83

Chorus.ai

JANUARY 31, 2019

Can you believe we’re already getting close to the second half of Q1!? Here’s our final article in the cold calling blog series for 2019. At Chorus.ai, we analyzed over 1 million cold calls made through sales engagement tools like Outreach. A quick summary of what we’ve learned so far.

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Cold Calling Prospecting How To Tools 75

Sales Hacker

JANUARY 31, 2019

If you’re getting all the responses you’ll ever need on the 1st email you send to prospects, let me know. You’re a walking, talking miracle worker! If you’re like the rest of the sales world, and need to send several follow-up emails to get a response, this one’s for you. Here’s what we’re covering: Balance Scale with Personalization and Relevance. Have a clear purpose.

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Follow-up Scale Lead Rank Trade Show 77

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

Repsly

JANUARY 31, 2019

Launching a brand ambassador program is a massive step toward building brand awareness, but it takes a careful approach to plan campaigns that actually move the needle on sales. Social media and organized pop-up events are some of the typical ways to get your brand out there. But as you know, simply doing what everyone else is doing won’t produce the results you’re looking for.

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Social Media Campaigns Media Marketing 61

Aviso

JANUARY 31, 2019

I spend a significant amount of my time collaborating with many of our customers’ CRO’s to help them optimize their sales organizations. The metric that gets the most attention and one all sales leaders should evaluate is the exact close rate percentage by forecast category throughout the Quarter. Time and time again, when I show […]. The post The Metric CRO’s Ask About Most appeared first on Aviso.

Forecasting 59

Forecasting Exact Closing Customer 59

Allego

JANUARY 31, 2019

This blog is written by Steve Robertson, a member of Allego’s award-winning Customer Success team. Muscle memory is key to building physical skills—whether you’re playing golf or the piano. By repeatedly practicing a golf swing or piece of music, the necessary movements become automatic and almost effortless. A lesser-known, but even more important phenomenon for salespeople and other knowledge workers, is memory muscle.

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Exercises Quota Study Training 54

Bigtincan

JANUARY 31, 2019

Millennials are old news. When the first of this generation hit the workforce almost 15 years ago, most of them were using a Hotmail email address. They browsed the web on Internet Explorer and were just beginning to fill out their MySpace profiles. YouTube hadn’t launched yet, no one had laid eyes on an iPhone, […].

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Data

Xactly

JANUARY 31, 2019

Discover everything you need to know about using a non-recoverable draw against commission in your sales compensation plan.

Commission 70

Commission Compensation How To Sales 70

BrainShark

JANUARY 31, 2019

By taking the right approach, the solo sales enablement professional can ensure reps are prepared to maximize every buyer interaction – even with fewer resources.

Sales Enablement 54

Sales Enablement Maximizer Resources Buyer 54

Leading Results Rambings

JANUARY 31, 2019

To create stronger customer relationships, you must understand how to get the most from your marketing data, and, thanks to CRM (customer relationship management) and social media analytics tools, gathering customer data has never been easier. The data is great for project management, customer research, closing sales, and general marketing activities – so how do business leaders, salespeople, and marketers use their CRM data to understand how to foster better customer relationships and extend th

Data 55

Data Customer Marketing Social Media 55

Sue Barrett

JANUARY 31, 2019

Whether we are a salesperson or not, there are times in our daily lives when knowing how to sell well turns often awkward situations into positive outcomes for everyone. We are social animals. We rely on others for our existence which means we need to engage with others in some way to be able to […]. The post Sales Tips for everyday life situations appeared first on Barrett Sales Blog.

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Positioning Sales How To 53

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

SalesLoft

JANUARY 31, 2019

Guest post by Karen Rhorer , Customer Success & Sales Strategy @ Atrium. For those of us who are immersed in the world of SaaS sales every day, it’s easy to forget how new the SaaS concept is. Salesforce was founded in 1999 and has been selling software for less than 20 years since. Concur, one of the oldest SaaS companies , only moved from selling CD-ROMs and traditional on-premise software licenses to a SaaS model in 2001.

Top of Funnel 53

Top of Funnel Face-to-face Software Software 53

Guru

JANUARY 31, 2019

Happy customers, happy life – that’s the saying, right? Yesterday I co-hosted a webinar dedicated to customer happiness alongside Sarah Sheikh, head of customer success at Front. Sarah and I chatted through our top eight rules for CX teams to follow to make customer happy.

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Webinar Metrics Customer 48

Chorus.ai

JANUARY 31, 2019

Can you believe we’re already getting close to the second half of Q1!? Here’s our final article in the cold calling blog series for 2019. At Chorus.ai, we analyzed over 1 million cold calls made through sales engagement tools like Outreach. A quick summary of what we’ve learned so far…. The average successful cold call lasts about 7.5 minutes The ideal cold calling sequence has 4 calls to the same prospect over a 20 day period Reps should talk about 40-49% of the call and ask at least 4 question

Cold Calling 48

Cold Calling Prospecting How To Vendor 48

Aviso

JANUARY 31, 2019

We spend a significant amount of time collaborating with customers’ CRO’s to help them optimize their sales organizations. The metric that gets the most attention is the exact close rate percentage by forecast category throughout the Quarter. Time and time again, when we show CROs their actual close rate by commit, upside, pipeline and whatever […].

Forecasting 48

Forecasting Exact Pipeline Closing 48

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criteria for success

JANUARY 31, 2019

Are you a sales manager who has struggled with ensuring you have a team of productive sales reps? Or maybe, you’re a sales rep who has struggled with maximizing your time and productivity? Both situations can be tough. In order to ensure the environment is right for top tier productivity, we need to take into [ ] The post How to Establish a Team of Productive Sales Reps appeared first on Criteria for Success.

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How To Maximizer Sales Management Sales 49

Pipeliner

JANUARY 31, 2019

Reach for the Stars with Pipeliner Voyager. Voyager has arrived—empowering you with the very first Artificial Intelligence functionality for Mobile CRM. It’s one thing to have statistics and numbers. But to interpret statistics requires intelligence, which is what we are providing with Voyager. Want to know how well you or your team are doing compared to the last sales period?

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CRM Comparison Sales Qualified Lead Analysis 49

Carew International

JANUARY 31, 2019

Making the Most of the First Sales Call. Most sales professionals are savvy to the fact that precious time with a prospective customer is better spent listening than talking. But which specific questions are most likely to capture the heart, mind and budget of your customer? If we understand that our top priority in any first engagement with a prospective customer is to gain an understanding of what they really want, then the most productive questions come into focus.

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Customer Objections Motivation Sales Cycle 47