No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? It’s common knowledge that revenue is a lagging indicator. You can’t manage revenue. If sales close, you win. If they don’t, you lose. There’s no in-between. Then why are so many account based selling teams given revenue targets and let loose? Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

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Account Referrals Cold Calling Ideal Customer Profile 287

Sales and Marketing Management

JULY 6, 2017

Author: Kevin F. Davis If a hiring mistake costs you three months’ time, that’s not good. If you don’t realize you made a hiring mistake for a year or two, the damage can be catastrophic. Include a “second hiring date” in your process. I advise companies to have a standard policy that defines the first 90 to 180 days (and maybe a little longer) as a trial period.

Hiring 273

Hiring Webinar Metrics Policies How To 273

Understanding the Sales Force

JULY 5, 2017

I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused. I said, "You didn't play baseball growing up - how were you able to teach him?".

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Groups Sales 268

The Sales Hunter

JULY 11, 2017

The customer is not refusing your price because it’s too high. They’re refusing it because the value is too low. The real reason you had to cut your price is because you failed to match the value you offer to the outcome the customer was desiring. I just bought a new suitcase and I paid […].

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Discount Customer 277

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

SBI Growth

JULY 8, 2017

“Everything should be made as simple as possible, but not simpler.” Albert Einstein’s famous aphorism originally applied to scientific principles but it’s valuable in many walks of life. For example, as a B2B marketer you want to track revenue attribution.

Revenue 249

Revenue B2B Examples Marketing 249

No More Cold Calling

JULY 20, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. I was wrong. Today, they’re even more important—and more powerful—than they were back then. Too many account based selling teams over-rely on technology to reach their prospects. They believe the fastest ways into the C-suite are digital: targeted emails, cold calls , social media outreach, and inbound marketing automation.

Account 285

Account Referrals Lead Generation Cold Calling 285

Sales and Marketing Management

JULY 10, 2017

Author: Ray Kemper, Chief Marketing Officer, Televerde Customer relationships. They’re the engine that fuels successful selling, right? Well, not always. In fact, good customer relationships are usually the result of a good sales engagement. You’ve demonstrated your ability to provide a superior solution and value while showing you’re the right fit for the customer’s culture and needs.

Demand Generation Agencies 258

Demand Generation Agencies Demand Generation Demand Generation Targets Face-to-face 258

Understanding the Sales Force

JULY 28, 2017

Image Copyright iStock. Everyone has had this happen.probably more than once. You worked hard and smart, thought you did a great job, expected to win the business, but didn't. Later, you learned that the prospect "Didn't really like your style.". It's not at all unusual, but it is almost always misinterpreted. Salespeople tend to take this personally by internalizing the comment as, "They just didn't like me.

Prospecting 254

Prospecting Competition Closing Sales 254

The Sales Heretic

JULY 18, 2017

As a professional keynote speaker and sales trainer, I am—naturally—a member of the National Speakers Association. So of course I was in Orlando last week for NSA’s annual convention, known as Influence 2017. More than 1200 of the world’s best professional speakers gathered for four days to learn from each other. The result was an [.].

Influencer 239

Influencer Course Sales Video 239

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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

Score More Sales

JULY 18, 2017

In selling, we've been trained that getting potential customers and clients to say "yes" is the most important part of negotiation. It's time to rethink that strategy.

Negotiation 215

Negotiation Strategy Training Customer 215

The Pipeline

JULY 19, 2017

Today is the day, I’ll revealing the #1 sales faux-pas that kills deals in Call Camp. Trust me, every rep needs to know this. During this live coaching session , I’ll be breaking down real sales calls, and providing best practices like: How to ask effective discovery questions. Ways to change your narrative on the fly. 3 steps you need to offer the right solution.

Webinar Metrics 232

Webinar Metrics Coaching Strategy How To 232

SBI Growth

JULY 12, 2017

As marketing leader, you step into the CEO’s office with a preview of your presentation for the upcoming strategic planning meeting. You picture the conversation going one of two ways: The CEO congratulates you on speaking his language. Or he.

Revenue 201

Revenue Meeting Conversion Marketing 201

Sales and Marketing Management

JULY 21, 2017

Issue Date: 2016-07-22. Author: Hila Nir. Teaser: Believe it or not, your current customer data is actually the secret source of future growth. Organizations constantly claim to be “customer-first”; now you have a chance to put that aspiration toward your organization’s growth. Believe it or not, your current customer data is actually the secret source of future growth.

Data 250

Data ROI B2B How To 250

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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

MTD Sales Training

JULY 19, 2017

No matter how long you have been in sales, you will inevitably experience the ups and downs of the business world and create opportunities from them or suffer from the pain of lost sales. It would be wonderful to always maintain a high profile with all your customers, and be on top of your game at all times. But what about the times when things don’t go according to plan?

Ideal Customer Profile 189

Ideal Customer Profile Call-back Follow-up Exact 189

Understanding the Sales Force

JULY 12, 2017

Did you watch the Home Run Derby on Monday night? I've never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show! Of course, my mind always looks for a correlation to selling and there are some good ones here. The sales equivalent to the Home Run Derby wouldn't really work - buyers lining up to place orders with the greatest salespeople on the planet.

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Marketing Qualified Lead Leads Course Up-Sell 180

Score More Sales

JULY 7, 2017

Sales professionals deserve strong sales leadership. Sales pros work best in an environment where they know their actions are seen and appreciated.

Sales Leadership 222

Sales Leadership Sales B2B Strategy 222

The Pipeline

JULY 31, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . Revenue, finding it, winning it keeping it, is more than sales, and certainly more than just one says. Winning growing and retaining clients (the source of revenue), may be centered around sales, but involves other key groups. Some like marketing, may not have as much direct contact with prospects/clients as customer support, implementation and others.

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Wireless ACT Face-to-face Buyer 227

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

SBI Growth

JULY 10, 2017

Today’s show is a rare opportunity to hear from an entire B2B marketing leadership team on a key topic that will make or break the year for most companies. We are going to demonstrate how to design marketing campaigns that.

Campaigns 198

Campaigns B2B Marketing Revenue 198

Sales and Marketing Management

JULY 24, 2017

Author: Mark Kosoglow, VP of Sales, Outreach Unlike most professions, sales has a standard that literally dictates success or failure. It’s called quota. The ability to hit quota on a consistent basis is a requirement of success, and the key is understanding how to predict what revenue number one will end up at in a specific sales period. In industry speak, this is called forecasting, and most reps fail at it because they don’t trust the pipeline their CRM presents.

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Forecasting Quota Pipeline Follow-up 224

MTD Sales Training

JULY 17, 2017

If ever there was a key skill that you need to study and improve upon it’s asking the right sales questions. You need to unearth the pain, the desire and the motivations that will get your prospect to take action. Now in an ideal world your prospect will answer your questions EXACTLY the way that you want them to so that your product/service benefits match them like fitting a hand into a glove!

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Construction Engineering Software Software 181

No More Cold Calling

JULY 7, 2017

“A man leaves home and turns left three times, only to return home facing two men wearing masks. Who are those two men?”. If you’re familiar with American baseball—and any good at riddles—you’ll know the answer. For everyone else, the answer is a catcher and an umpire. I’m a big baseball fan, and I’ve often pondered how much account based sales reps could learn from the game.

Account 179

Account Referrals Lead Rank Lead Scoring 179

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

Marketing

DiscoverOrg Sales

JULY 19, 2017

There are parts of the job that marketers can perform on autopilot, but data management – enriching and cleansing data – has never been been one of them. That’s changing. Significant enhancements to our Marketo connector, including new Append & Clean functionality, give marketers a whole new level of automation accuracy, and control over their database.

Marketo 174

Marketo Data Tools Lead Rank 174

The Pipeline

JULY 27, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . Proactive Prospecting Summer – Part 4. In this part of the Proactive Prospecting Summer series, we look at improving how we communicate early in the call. Clear concise communication is key to sales, especially in the pressure packed first few seconds of an unscheduled prospecting call, yes, a cold call.

Transportation 225

Transportation Trade Show Exercises Call-back 225

SBI Growth

JULY 27, 2017

Today we demonstrate how to design marketing campaigns that generate revenue. It is hard to execute a Marketing Strategy to grow revenue faster than your competitors. The Revenue Growth Diagnostic tool will help you assess your marketing strategy to pinpoint keys to.

Revenue 176

Revenue Marketing B2B Campaigns 176

Sales and Marketing Management

JULY 26, 2017

Author: Paul Nolan How technology is fueling workplace recognition. Here are some startling statistics that put our infatuation with technology and mobile devices in perspective: 40 percent of U.S. males age 18 to 34 and 33 percent of U.S. females in that same age bracket say they would ideally buy everything online. (Source: DDB Worldwide). Online retail is expected to grow 8 to 12 percent in 2017 — three times higher than the growth rate of retail overall.

Incentives 209

Incentives Incentive Retail Loyalty 209

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Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.

Account Based Marketing

The Sales Hunter

JULY 9, 2017

If you want greater sales success, then you need to rid your vocabulary of the words “if” and “then,” and replace them with “do now.” Yes! “Do now” are the words that represent the mindset you need to embrace if you are going to boost your momentum and sales motivation. Whether we are talking about […].

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Motivation Video Sales Selling Skills 181

MTD Sales Training

JULY 13, 2017

Do you sometimes find it strange that a sportsperson or experienced actor would admit to feeling nervous before a big performance or game? Surely their knowledge and familiarity with what they have to do would allay any fears they might have? Well, it shows we are all human. No matter how many times you may have performed, even at the top of your form, fear is one thing that connects us all.

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Sales Meeting Meeting Training Sales 169

Jill Konrath

JULY 18, 2017

What's the #1 thing you should be doing to drive more sales in today's crazy-busy world? It's something I've been thinking about a lot these days.

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Sales 167