June, 2021

How to Prepare for a Cookieless Future

Zoominfo

The biggest change to the marketing landscape in years is fast approaching — and if you don’t have a plan, you’re already behind. Back in January 2020, Google announced it would phase out third-party HTTP cookies within two years.

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Sales Leadership on Steroids

STAR Results

Peer Group Discussion and Coupled with Leadership Coaching Will Pump you Up! Sales leaders need to remember that they, too, must regularly upgrade their leadership skills. Two critical areas will help you pump up your leadership quotient.

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Why More Salespeople Are Being Recommended for Difficult Selling Roles

Understanding the Sales Force

We are finally doing things we haven't done for quite a while including dining inside restaurants, flying, staying in hotels, going to and hosting parties, attending packed stadiums for sporting events and more.

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B2B Media Sales Opportunity With One Of The Most Prestigious Brands In The Sales And Marketing Space

Sales and Marketing Management

Sales and Marketing Management has a premier opportunity for a sharp, experienced b2b media sales professional with a healthy work ethic on a contract basis.

The Essential Guide to the Buying Experience of the Future

The ultimate value proposition is an impactful buying experience that guides people to the best possible decision. But how do you prepare your sales teams to do that? Read "The Essential Guide to the Buying Experience of the Future" to find out how to empower your customer-facing teams and thrive in modern selling environments.

5 Ways Sales Leaders Create a Winning Culture

SBI Growth

In years past, if you wanted to build out or strengthen your sales organization, you could simply offer higher compensation than your competitors. The higher sales cost would be greatly outweighed by the revenue that high-performing sales professionals would drive.

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Finding and Cultivating the Right Prospects for Your Business

Anthony Cole Training

Knowing how and where to reach our target persona will positively impact our ability to hunt, qualify, and discover potential new business. Prospecting qualifying prospects hunting for sales prospects

Celebrating 25 Years in Referrals: My Story

No More Cold Calling

Why I made referral selling my life’s work. The year was 1996. I was working for a global consulting and training firm. The economy was booming, and my colleagues encouraged me to go out on my own. I had no name for my company, but I knew my focus.

8-Year Old Houston Astros Fan Demonstrates a Huge Secret of Sales Success

Understanding the Sales Force

Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled.

Cut through the Clutter with Text Message Marketing

Sales and Marketing Management

Text messages invoke strong customer engagement, don't compete with spam, and reach prospects where they're at. The post Cut through the Clutter with Text Message Marketing appeared first on Sales & Marketing Management. News Featured

5 Essential Virtual Selling Practices Every Company Must Have by 2023

Speaker: Erika Bzdel - Vice President of Sales and Craig Simons - Director of Marketing

Join us on Sept. 13 at 9:30 am PT as Erika Bzdel, VP of Sales, and Craig Simons, Director of Marketing, discuss the virtual selling practices that every company should adopt, and how to succeed at selling in a hybrid world.

How Leading Finance Executives Drive Transformative Growth

SBI Growth

SBI recently held its first Chief Financial Officer Growth Forum to bring together like-minded finance executives to discuss common challenges and share best practices with their peers. These growth-focused CFOs gathered in an intimate virtual setting to discuss the following.

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One Mistake to Avoid When Pitching

Mr. Inside Sales

Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode.

What is Conversational Marketing?

Zoominfo

Conversations have always been at the heart of our most authentic relationships. Whether it’s a business deal or a personal connection, they are a driving force to solidify a foundation of trust.

4 Questions to Ask Your Prospects and Gain Clarity

Anthony Cole Training

If we don’t fully understand the reason for a prospect's statement, the purpose of their question, or dig deeper to find the real problem, we will waste time and miss opportunities. Questions for Prospects closing more sales Qualifying skills increase sales

New Ways to Reach, Influence, and Close More Deals with Intent Data

Speaker: Ardath Albee, B2B Marketing Strategist and CEO of Marketing Interactions

Acting on intent data when applied to buyer context can be a game-changer for gaining attention by increasing relevance, which drives purposeful engagement toward purchase. But all intent data is not the same. In this webinar, learn the difference between interest and intent, and the best ways to use the right data.

Will Salespeople Travel or Continue to Work Remotely in 2022?

Understanding the Sales Force

May 29 was the day that nearly all COVID restrictions were lifted here Massachusetts. How liberating! Or so I thought. I went to the grocery store and was stunned to discover that I was the only person in the store not wearing a mask.

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The Digital Sales Revolution Has Happened. Is Your Team Keeping Pace?

Sales and Marketing Management

Are you considering retooling your technology for a digital sales future? That future has arrived and you're behind the curve. Here are five significant sales trends you can expect to continue throughout the current decade. The post The Digital Sales Revolution Has Happened.

How to Empower Your Sales Team to Have Meaningful Conversations

SBI Growth

It is the middle of 2021. Half of the year is in the rear-view mirror, and COVID is still looming. Your numbers are not where you want them to be, sales productivity is decreasing, your sales team is asking for.

Qualifying: Before or After Your Presentation?

Mr. Inside Sales

I was working with a new client this week, and I listened to a recording of their presentation and it went like this: Hello, how are you doing—brief rapport building Deep dive into their presentation—including features and benefits Qualifying to see what the client was most interested in.

Roadblocks to Delivering a Competitive Buying Experience

Why are buyer-facing teams struggling and what can be done about it? Bigtincan teamed up with Heinz Marketing in a recent research study to discover the roadblocks revenue-generating teams encounter in preparing buyer-facing teams for today’s market. Click here to learn what you can do today to prepare!

How Buying Signals Rise from Layers of Data

Zoominfo

Layering various customer buying signals on top of each other is a reliable, data-based approach to predict when a prospect is facing a business challenge that your product can solve. By adding automation to these high-quality results, day-to-day sales and marketing efforts get easier, too.

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Creating a Habit for Sales Success: Time Blocking

Anthony Cole Training

Do you block off time in your calendar specifically to perform the sales activities required to be successful? If not, why

A Properly Constructed Sales Process Can Help You Experience the Euphoria of a Walk-Off Win

Understanding the Sales Force

We attended last night's Red Sox Game. Unlike most games at Fenway Park, this contest was a pitcher's duel and the Red Sox held a fragile 1-0 lead over the Toronto Blue Jays heading into the top of the 9th inning.

Sales Development Reps: Your Strategic Sales Superpower

Sales and Marketing Management

Sales development reps protect your account execs' time, but they need the right data to be effective. The post Sales Development Reps: Your Strategic Sales Superpower appeared first on Sales & Marketing Management. News Featured

Connecting the Consultative Experience

Many B2B businesses have come to believe that there is an asymmetric relationship between the company and its buyers. But what research has discovered is that many of today’s B2B buyers are NOT empowered and they have little interest in being so. Download the eBook to find out why.

3 Keys to an Unmatched Account Segmentation Strategy

SBI Growth

A good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare? On today’s show, we are joined by Malorie Feidner, Senior Consultant at SBI, to discuss what it takes to achieve.

This is the Secret of Sales

Mr. Inside Sales

Imagine if there was a secret to successful selling. Imagine if there was one concept, one rule you could learn and follow, and if you learned and applied this rule, then you would successfully be able to sell any product or service you chose to.

Top Sales KPIs for Your B2B Sales Reps

Zoominfo

Unclear sales goals are costly. vague or hard-to-define objectives can be the biggest barriers to a rep’s success. The solution? Set crystal clear key performance indicators (KPIs) from the get-go.

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Answering Your Most Burning Referral Selling Questions

No More Cold Calling

How to ask for referrals and other FAQs. After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. Maybe even more frequently than before.) I’m going to answer them right now.

The Definitive Guide to the Top 4 Sales Enablement Metrics

See what metrics matter to increase productivity and revenue and your organization. This guide will help you stay data-driven while avoiding data overload.

The Bob Chronicles Part 5 - Bob Can't Win This Argument Over a Sales Core Competency

Understanding the Sales Force

Most of us have strong passion in support of our own beliefs and opinions and the degree to which we are willing to embrace the opinions of others varies wildly.

The Vital Role of Motivation and Accountability on Your Sales Team

Sales and Marketing Management

Winning is an essential part of sales, and recognizing reps for big wins will not only make that person’s day but also improve company culture. The post The Vital Role of Motivation and Accountability on Your Sales Team appeared first on Sales & Marketing Management. News Featured

Defining Your Partner Marketing Strategy Through 3 Lenses

SBI Growth

As a CMO, your time, attention, and budget have competing priorities. You and your team are focused on building a strong and credible brand. Your CEO and board are asking you to quantify the impact of your marketing budget.