August, 2019

Five Tips for Transitioning Into a Sales Leadership Role

Sales and Marketing Management

Author: Chris Mason So many of us begin our sales careers as representatives of a company, product, service or all the above. We learn the tricks of the trade, the importance of customer service, the power of relationship building and what it feels like to win and lose.

Turn Pains Into Priorities

The Pipeline

By Tibor Shanto. While some may argue, salespeople are people, with all the pluses and minuses that come with that. One thing about people you can count on, is they usually find what they are looking for while ignoring the rest.

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Are CEOs Focusing on the Right Sales Opportunities?

Sales Benchmark Index

Most CEO’s have good visibility into the top deals in your sales pipeline and are reviewing with their CRO and CFO at least weekly. And often, CEO’s will review top deals with their Chairman or a board member in a.

Critical Thinking: What It Is & Why It Matters in Sales

Connect2Sell

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ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

The Magic Customer Service Question

The Sales Heretic

I was hungry. I had just checked in at the Sheraton hotel in Tampa, Florida, where I was conducting a sales training seminar the next day. Now, normally when I’m traveling, I like to get out of the hotel and find a good, local restaurant to eat at. But this evening, it was late and [.].

More Trending

Does Remote Working Really Work?

Sales and Marketing Management

Author: Rilind Elezaj Remote working invokes different pictures in the minds of different people. For workers, it’s a dream come true – a peaceful day spent away from the busy and chaotic workplace.

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Behavioral science can accelerate lead generation

Sales and Marketing Management

Author: TIM HOULIHAN Face it, your lead machine is tired. You’re hitting the gas, and you’re not getting the speed you once did. To change things up, you’ll need to go deep on new technologies and new media outlets, not to mention deciding what you’re going to say in your promotions.

Persuasive Words and Phrases: the Good, the Bad, and the Silent

Sales Hacker

The right words have the power to overcome most of the objections faced by every salesperson , and the best salespeople know the words that sell. They also know which words work against them… and which moments call for no words at all.

How a Marketing Leader Normalizes Outbound

Sales Benchmark Index

As a marketing leader, if you have ever thought about where your next new form of revenue is coming from, the answer is Outbound Marketing. Eric Quanstrom, CMO of Cience, joins us to discuss how Outbound is the new normal.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Promoted! What Is Strategic Sales Management?

Connect2Sell

Friday Five - Cold Calling Dead or Alive

Score More Sales

Let’s get some sales activity going! How great will you feel when you connect with the right buyers and have a strong conversation today? Here are a few great resources we like. Cold Calling Tips from Gong’s research – 17 Proven Techniques. 21 Cold Calling Secrets From the Sales Masters.

Don’t Ask Them That!

The Pipeline

By Tibor Shanto. I understand connecting with decision-makers or influencers is a challenge, we are all looking for good ideas. But some things sellers are told to do are not just silly but can cost them opportunities. See what I mean: [link]. Please, don’t ask them that.

What To Do When Something Goes Wrong In Your Presentation

MTD Sales Training

Many of us have been there. The presentation is going well, the customer is appreciating all our demonstrations, your ideas are being well-received…. Then….Wham! Something goes wrong! The laptop freezes. The demonstration falls apart. A member of the buyer team asks a question that you can’t answer.

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The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

How to Sell Without Value Proposition Metrics

Jill Konrath

Knowing the business impact of what you sell makes a huge difference. It's how your prospects decide whether or not your products or services are a match. Yet so many companies fail to quantify the business value of their products/services. And sometimes, it’s just not possible. Winning Deals

How To 249

How Revenue-Focused CMOs Make Their Number

Sales Benchmark Index

It is well-documented that CMOs now need to be revenue generators. Gone are days of being primarily measured on brand reach and field marketing events. The modern-day CMO works with the CRO in driving revenue and making the number. However, in.

Hitting Your Sales Goals – 3 Challenges to Overcome

Anthony Cole Training

In this article, we discuss the 3 challenges facing salespeople today: sales skills Sales DNA developing sales skills will to sell sales challenges

What Do I Do When a Prospect Goes Silent?

The Sales Hunter

You have the perfect prospect. You know how you can help them. You have that initial phone call, and everything feels good. They share great information and provided even more information and insights in response to your questions. You feel like life is good.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Does Your Pipeline Get a Paid Vacation?

The Pipeline

By Tibor Shanto. Excuses like everything else are subject to seasonality. For example, when I ask some reps why they are not prospecting, I’ll get different excuse based on time of year and state of their pipeline. In August, the excuse of choice is by far vacations.

Why Are Critical Thinking Skills Important in Sales?

Connect2Sell

Sales competencies, outlined in job descriptions, usually include traits like outgoing, self-motivated, organized, persistent, and resilient.

Five Needs Your Buyers Would Love You To Satisfy

MTD Sales Training

When we talk to buyers, we often ask what inspires them to remain loyal to suppliers. Many suppliers actually think it’s good value, cheap prices and quality products. But the answers we get often prove that those things only get you to first base.

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Which Sales Org Structure Is Right for You?

Sales Benchmark Index

Far too often, sales leaders look to org structure first regardless of the underlying cause of their performance issues. It is viewed as an easier change to make, and it is likely you have executed or been a part.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

10 Keys to Hiring Better Salespeople

Anthony Cole Training

Recruiting new sales talent is complicated and time consuming. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates or have an idea of what "better" means for your business.

How Do I Use Email to Prospect?

The Sales Hunter

How effective are your emails? You want to think that the email you just wrote is perfect and sending it out to 100 prospects will result in at least 90 meetings.

The Best Stories Are Told By Buyers

The Pipeline

Buyer 259

4 Keys to Gaining the Most Value From Your CRM Program

Sales and Marketing Management

Author: John Wells Brands have finite resources and budgets but an infinite appetite for growth. Because they need to decide where to spend those precious resources, they often leave a customer relationship management program at the table without understanding its true value. That’s a mistake.

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How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

7 Ways to Destroy Customer Relationships

MTD Sales Training

Customers often judge us by the quality of the back-up service we offer. If everything goes well before we actually start working with them, they may see fit to buy our products and services. The proof of the pudding will be after the deal is done.

How to Successfully Deploy a CX Transformation Program

Sales Benchmark Index

Customer Experience (or CX) is at the forefront of how B2C companies are competing and winning. B2B firms are waking up to the importance of CX, and many are on their transformation journey. However, Harvard Business Review outlines that many.

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Sales Inspiration from Two Basketball Legends

Anthony Cole Training

The buyer's cycle has changed. These days, when a buyer wants to make a purchase, they have all of the tools located in the palm of their hand. If you are not making the buying process as frictionless as possible, then you are most likely going to lose out on a sale.

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