Sat.Sep 17, 2016 - Fri.Sep 23, 2016

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4 Alternate Ways to Promote Your Business

The Pipeline

The Pipeline Guest Post – Megan Totka. Marketing, advertising, and finding innovative ways to promote your business are all part of a strategy to acquire new customers. If you don’t market, you probably won’t gain much more business – and new customers and more sales are something every business needs. In a traditional sense, there are lots of ways to advertise your business, and you probably feel like you are doing all of these regularly.

Promotion 245
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Are You Derailing Your Prospecting Success?

No More Cold Calling

You can’t make a living off future promises. It’s tough to shut up. We’re salespeople. We get paid to talk up our solutions. But we must also sell them. We’ve all made this prospecting mistake: The customer told us her challenges. She described in wrenching detail what consistently goes wrong and how these problems are affecting her business.

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21 Things Buyers Fear

The Sales Heretic

While buying something new can be exciting, it can also be scary. And as salespeople, we can get so caught up in the excitement part, we forget just how scared our prospects can be. And that’s dangerous for us. Because if a prospect is too scared, they won’t buy. What exactly are buyers afraid of? [.].

Buyer 227
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Get Ready for the TilLT Sales Development Challenge

DiscoverOrg Sales

Sales development is now the need-to-know skill set for growth and enterprise companies. Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers. Moreover, 72% of SDR teams are moving to an account-based approach of targeting prospects. Success depends on their ability to communicate effectively with a variety of decision makers.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Prospecting For Pearls

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . Regardless of what some might tell you, there are elements of sales that are quite organic, and as a result there are lessons we can take from nature. One is that not all things that lead to real value start smoothly or simply, but as the process unfolds, the end result can be both a thing of beauty and value.

More Trending

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Setting Up a Sales Operations Department from Scratch

SBI Growth

Your sales operations team must improve the efficiency of the sales team. Instead, sales ops has become a catch all that gets assigned the work no one else wants to do. On this week’s SBI Sales and Marketing podcast we.

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Social Media Without Social Connection is Social Stupidity

The Sales Hunter

Is your social media effort really making a difference? Recently, I discussed with Jack Kosakowski of the Creation Agency the problem too many people are making when it comes to social media. Social media without social connection is social stupidity! In my new book, High-Profit Prospecting, I talk about social media and how it […].

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Known Knowns and Other Unknowns

Sales and Marketing Management

Issue Date: 2016-09-19. Author: Jerry W. Thomas. Teaser: Marketing decisions based on knowns – truth, facts and evidence – are far more likely to succeed than those based on hopes, wishes and mythology. Let's look at some word pairs once used to describe military strategy and see how they relate to marketing tactics. Marketing decisions based on knowns – truth, facts and evidence – are far more likely to succeed than those based on hopes, wishes and mythology.

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Salesperson's Terrible Reaction Part 2

Understanding the Sales Force

Yesterday I posted a very short article/video where I discussed one salesperson's reaction to a great sales role play. I received a number of emails telling me how helpful the video, story and lessons were. I was also asked a number of questions and was even contacted by that salesperson's VP of Sales. The Sales VP learned a lot from that interchange and replay as well, and suggested that EQ, or emotional intelligence could have been a factor in what happened.

Video 194
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Strategic Alignment: The Secret to Consistent Revenue Growth

SBI Growth

On this week’s SBI Insider Video Podcast, we tackle the topic of strategic alignment. What exactly is it, and why is it a critical part of your overall business strategy? Watch as my colleague, Dan Perry, principal at SBI, and.

Revenue 172
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6 Ways to Turn a Prospect Into a Customer: Great Insights from High-Profit Prospecting

The Sales Hunter

Prospects aren’t worth anything until they become a customer. There’s nothing worse than having prospects who never become a customer. In my new book, High-Profit Prospecting, I discuss this issue and share 6 things you need to remember if you want to turn a prospect into a customer: 1. Never provide the prospect with enough […].

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Persistence Breaks Through Resistance

Sales and Marketing Management

Issue Date: 2016-09-01. Author: Anthony Iannarino. Teaser: Be persistent and stay engaged with the prospects no matter what. The successful salesperson knows the game is always on. A situation is only unrecoverable when you walk away, when you give up. Be persistent and stay engaged with the prospects no matter what. The successful salesperson knows the game is always on.

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New Company Launches – Sales People Need Not Apply

Fill the Funnel

What is your reaction to that headline? If you are like many in the sales profession you probably thought – “that’s not possible in my industry.” Unfortunately I have come to believe that the headline is actually a new reality for a large and ever-expanding list of companies and industries. If you are in the sales profession I plead with you to read through the rest of this post – with an open mind – and then share your comments at the end.

Company 141
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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A Quick Guide to Defining Your Competitive Advantage

SBI Growth

How well do you understand your competitors? All markets have competition, but do you understand the best way to win? Listen as my colleague, George de los Reyes, Principal at SBI, and I discuss how to increase revenue growth by.

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High-Profit Prospecting: The Power of Weekend Email Strategies

The Sales Hunter

Sending an email late Sunday afternoon or early Sunday evening can be a great way to reach a lead or prospect who just hasn’t responded yet to other prospecting attempts. Sending an email this time of the week to a mid-level manager can be a great way to catch them, as most managers do spend time […].

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Sales Prospecting in the 21st century - Part 3

Increase Sales

If people buy from people they know and trust, then it seems reasonable all sales prospecting should build upon that fundamental buying rule. Yet, salespeople in their hurry and up sales pitch behaviors send duplicate messages that fail to acknowledge any previous conversations. In yesterday’s mail I received a direct mail piece from a realtor with whom I had an extended conversation.

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Three “Lies” That Plague B2B Businesses Today (Part Three of Three)

Pointclear

The Three “Lies” That Plague B2B Businesses Today Are: Cold calling is dead. 57 – 90% of the buying process is complete before a sales rep needs to get involved. Marketing and sales are aligned. Do you agree these are lies? In late August I asked industry experts that same question and asked them to substantiate their response. The team of experts includes: Ardath Albee, Marketing Interactions , CEO and Business Strategist.

Lead Rank 139
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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Product Strategy: Are You in the Right Markets with the Right Products?

SBI Growth

Most companies spend about 30-40% of top line revenue on product, sales and marketing. But often, they fail to look at these as integrated expenses. On this week’s SBI Video Podcast, we spoke with Terry Hicks, the chief product officer.

Marketing 166
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Sales Motivation Video: How to Leave the Best Voicemail

The Sales Hunter

The voicemails you leave are crucial to your success if you want your prospecting to be High-Profit Prospecting! Too many salespeople leave boring voicemails! Boring. Or the voicemails are all about the salesperson, rather than about the prospect. Or the voicemail is too long. I want to help you leave the best voicemails possible, which is […].

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Sales Prospecting in the 21st century - Part 4

Increase Sales

The last reaction salespeople want from their sales prospecting efforts is to ignore the requests of a sales lead. This week I received this unsolicited email: Credit www.gtatisography.com. Hi Leanne, I was just reviewing your site processspecialist.com and generated SEO analysis report. (Kindly refer attachment). Your site received a score of 46 out of 100, based on key factors like.

Lead Rank 137
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Uncovering your own secret of selling…Why YOU buy!

Jeffrey Gitomer

We've Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Variability of Performance – A Side Story

Anthony Cole Training

I’ve been writing about solutions to variability of performance and, as often happens, I see/find something connected to the theme of sales or sales management.

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Executive Sales Leader Briefing: Motivating at the End of the Day

The Sales Hunter

This week I was with a client working with their leaders on strategies to increase the level of productivity out of the sales force. The feeling was the sales team wasn’t engaged and committed. The strategy I shared (which I’ve used with numerous other clients) is to have a quick sales meeting at […].

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An Unconventional Solution to Reduce Sales Stress

Increase Sales

Sales stress happens to many salespeople. Gotta make those monthly or quarterly sales goals is a continual conscious and usually unconscious thought. Yet it is amazing how many salespeople ignore this somewhat unconventional solution. Embrace a written goal setting and goal achievement WAY SMART process both personally and professionally. Possibly the reason this solution is not implemented is there is an existing presumption that people including salespeople know how to set and achieve goals.

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How to Turn Cold Leads into Warm Leads

Mr. Inside Sales

Staring at a list of cold names you have to call can be discouraging. Calling those names and leaving voice mails that never get returned is also discouraging. And finally reaching someone only to be quickly blown off can be downright heart breaking! Don’t you wish there was a way to turn cold names into warm leads? There is! It’s called a “touch point plan,” and it’s very effective if done right.

Lead Rank 122
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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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Use These 6 Opening Statements To Make Your Sales Interactions More Effective

MTD Sales Training

Last time, we discussed how your ‘elevator speech’ could be full of mistakes and not do what it’s supposed to do, i.e. open your conversation effectively with a prospect. We covered six of those mistakes and why they shouldn’t be used early on in your discussions. Here, we cover how the elevator speech should actually be the foundation for a great discussion.

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Why Your Prospects Don’t Respond to Your Cold Emails and How to Fix It!

A Sales Guy

There is a science to getting emails read. There is a science to how our brain works and how we engage with email and if you want to understand that science, you’re gonna like this post. Getting emails read is one of the greatest challenges in sales today. As more and more people abandon the phone, email has become our go-to communication tool, yet most sales people suck at emails and so do their marketing department.

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Value Articulation Not Defense Is the Better Sales Strategy

Increase Sales

Selling is not easy especially with more and more entries into the SMB world. Sales research of key executive decision makers revealed they believed only 1 out of 3 salespeople could confidently engage in value articulation. A recent article about technology and sales suggested defense is the better sales strategy in today’s digital world. The article highlighted the acquisition of LinkedIn by Microsoft.

Lead Rank 128