Sat.Jul 28, 2018 - Fri.Aug 03, 2018

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Marketing Should Market and Sales Should Sell

John Barrows

The line between Sales and Marketing is getting thinner and thinner these days. Marketing is become more targeted with their messaging, while Sales is getting more generic and templated with theirs. Companies are trying to control the message by having Marketing develop templates for Sales who then send them out in bulk to try and hit their activity metrics for the day.

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Note to CEOs: Are You Hiring Builders or Runners?

SBI Growth

Here you are. You’re a CEO. Things have been going ok…well, actually things haven’t been fantastic if you’re being completely honest with yourself. You missed your number last year, and if something doesn’t change, you will be in jeopardy of.

Hiring 124
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Don’t Let Your Buyer’s Laziness Stop Your Sale

SalesProInsider

“Nancy… you’re making this too difficult for me.” A client recently wrote those exact words to me in an email. Those are not the words I ever want to see — or hear. The email then went on to tell me how busy he was, what he wanted to “just get done”, and for me to take care of it. What came to mind as I read that email was advice I received early in my sales career: Never underestimate the laziness of your buyer.

Hiring 58
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Relationships Rule, but Data Drives Sales, Too

No More Cold Calling

The odds might not be in your sales team’s favor … yet. I’ve interviewed many sales reps over the past two months, trying to better understand the challenges they face in today’s fast-paced, digital-first sales environment. They tell me they’re overwhelmed. Projects get thrown at them with no additional support or designated priorities. They recognize that customer experience is key, but they’re burdened down with reports, cold leads, and spending time with clients who are losers, which makes it

Data 297
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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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Learn to listen in two words.Shut up!

Jeffrey Gitomer

It's amazing how much you can learn by just keeping quiet. People think you're smarter if you're quiet. When you keep quiet, people will often ask if everything's OK.

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More Trending

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Treat yourself to some social selling

Sales 2.0

OK I need to come out of the closet. In the last two posts I did a bunch of math. I wanted to boil down cold calling vs. social selling data so we could do a somewhat fair comparison. Here’s the punchline. Cold calling: 11 hours to get an appointment. Social selling: 3 hours to get an appointment. So obviously my axe to grind is that I think social selling is the way to go when prospecting as it’s almost 4 (3.66) times more efficient/faster.

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Why You Don’t Want a Level Playing Field

The Sales Heretic

People in business often use the cliché, “a level playing field” to express their desire for a fair and equitable marketplace in which to compete. But who the hell really wants that? If you’re competing with four other companies for a customer and you each have a “fair” and “equal” chance of succeeding, that means [.].

Customer 176
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Don’t Ignore Your Best Sales Leads: July Referral Selling Insights

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. Are you asking for referrals from every one of your clients? Not just your buyers, but from all the people you meet at client companies during the buying process? I’m not a mind-reader, but I already know your answer. No one has ever answered “yes” to this question. Why? Because you: Think some people wouldn’t know anyone because your solution is too sophisticated, and they are too junior, too young, or too … fill in the bla

Referrals 168
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7 Ways a Video Content Management System Can Benefit Your Business Beyond Marketing

Sales and Marketing Management

Author: Sean Gordon By now, the benefits of using video content in marketing are clear. Research shows that video distributed via social media generates 1,200 percent more shares than text and images combined. On top of that, according to Aberdeen, companies that use video in their marketing campaigns grow revenue nearly 50 percent faster than those that do not.

System 174
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Use Customer Success Skills to Grow Sales

Score More Sales

We have become a society lacking in basic customer service and customer connection skills. Don’t believe me? Just go to a handful of retail stores with intent to purchase something.

Customer 160
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5 Reasons Your Sales Prospects Say No [Infographic]

Zoominfo

No. Nope. Sorry, not interested. Rejection is painful, no matter how your sales prospects say it. If you’re tempted to cry, throw your phone against the wall, or quit on the spot, we don’t blame you. However, there are better ways to channel your frustration. If you want to improve your sales performance, you must first understand why your prospect said no in the first place.

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What's Bob Salvin Got to Do With it? Lots!

Jeffrey Gitomer

"You don't take a chance when you bet on yourself", says Bob Salvin, an international distributor of medical products adapted for implant dentistry. He has customers in all 50 states and in 27 countries. How does he get them?

Customer 154
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Sales Suffer without Delegation in Management

Connect2Sell

Is there any role in any industry with less clarity and consistency? This is an article for people who hire Sales Managers. It’s an article about the pure role of Sales Manager – a person who does not handle accounts personally but does supervise direct reports (called salespeople) whose primary function is to sell. It is not about “sales managers” who are given this title because they manage accounts or those with dual responsibility for account management and people management.

Hiring 149
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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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How Sales Reps Can Stop Worrying and Learn to Love AI

Sales and Marketing Management

Author: Raju Vegesna Artificial intelligence is one of the most intriguing technologies of the 21st century?—?perhaps the most. It has the power to reshape the way people live, work and play. It also has the power to fundamentally change the way companies do business. One of the first places its impact will be felt is in the sales department. AI can free salespeople from busywork so they have more time to do what they want to do?

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The B2B Marketer’s Guide to Virtual Reality

Zoominfo

In our increasingly digital world, new technologies constantly emerge and change the way we interact with buyers. Some tools become permanent fixtures in marketing strategies, while others fizzle out just as quickly as they enter the scene. But, if there’s one trend that signals what the future of marketing will look like – it’s the rise of virtual and augmented reality.

B2B 154
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Easiest Way to Make a Sale? Top down selling!

Jeffrey Gitomer

What does the Guggenheim Museum (a classic modern art museum in NYC in a building designed by Frank Lloyd Wright) have to do with sales success? They recommend you start at the top.

Sales 137
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Positional Perseverance

The Pipeline

By Tibor Shanto. Many of you are familiar with Stu Heinecke , Author/Host of “How to Get a Meeting with Anyone,” if are not familiar with Stu, you need to be, now. Stu reached for a discussion on persistence in pursuit of a client, in pursuit of success, and other steps one can and should take in engaging with prospects where you can deliver mutual value.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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11 Sales Lessons: What I Learned During My Summer Vacations (Part 1)

Anthony Cole Training

In June, I went on a 7-day fishing trip to Lake McCrae Ontario, Canada with 3 friends of mine. 2 weeks later, Linda and I spent 5 days in Falmouth, Massachusetts and 2 days in Boston.

Sales 126
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The Mobile App Marketer’s Guide to Data Enrichment

Zoominfo

In today’s highly digital, constantly-connected world, massive amounts of data are created and changed every second. In fact, 2.5 quintillion bytes of data are created each day. And, if that number wasn’t hard enough to wrap your head around, 90% of the data in the world was created in the last two years ( source ). This unparalleled access to data is typically seen as great news for marketers and businesses.

Data 154
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Why Do Both Product Management and Product Marketing Produce Messaging?

SBI Growth

So, you’ve reached the mid-year point and the revenue you had projected for your prized new product are a major reason that your company is behind plan. Sound familiar? If you’re a Product Leader, the above probably rings true to you. .

Marketing 126
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Phone Sales & Business Prospecting Calls Tools Tips Methods & Ideas

Mr. Inside Sales

Avoid This One Error when Prospecting by Phone. By Mike Brooks, [link]. Learn about the best creative, effective phone business prospecting scripts, tools, tips, process, methods and ideas to help you successfully close more sales. On Facebook last week, there was a very brave soul who was making cold calls live. I clicked over to hear him doing it (he sells SEO services), and as I watched I noticed he was making one crucial error that was leading to him not getting very far with prospects.

Tools 120
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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11 Sales Lessons – What I learned During My Summer Vacations (Part 2)

Anthony Cole Training

As I mentioned in my previous article, I’ve had two vacations this summer. One trip was to Canada for fishing and another to Falmouth, Massachusetts to relax and visit our niece and her family. While there we relaxed, had some great meals, walked all over Falmouth, visited with a client, and ate lots of ice cream. All the while, I continued to be amazed by the sales lessons I learned during our daily adventures.

Sales 122
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Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding

MTD Sales Training

Episode 19 Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding. This podcast includes: Ways to help you gain more repeat business. How to use the gatekeeper to get more information. An inspire me quote from Tom Peters on branding. Take a look at this episode on [link]. The post Gain More Repeat Business, Using The Gatekeeper to Get More Information, Tom Peters On Branding appeared first on MTD Sales Training.

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It’s Time to Start Thinking About 2019 Sales Compensation Design

SBI Growth

It is approaching the end of September. Your sales organization has just missed plan for a third straight month. And based on current performance, your organization will narrowly miss its year-end revenue targets. You hope it’s only a narrow miss.

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You are now under my power (statement).

Jeffrey Gitomer

What is a power statement?

Closing 239
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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In-person vs. virtual selling: How modern teams can use this classic sales strategy

Close.io

For startups and technology enabled sales teams, meeting a prospect in person feels like a waste of time. Why spend half a day with just one customer, when you could email or call hundreds? But while this might feel like common knowledge, it doesn’t mean in-person selling is dead. When it comes to the top of your funnel, in-person selling is the last thing you want to do.

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Sales Is Truly About Buying, Not Selling

Increase Sales

People continue to confuse the essence of sales and this confusion or lack of clarity is responsible for missed sales goals, unhappy customers, etc. My Dad said to be successful “people must first buy you.” Unfortunately many sales professionals believe they must sell the solution first and therein is their first obstacle to earning a successful sales or in the common vernacular “close the deal.” Some may call this buying “establishing rapport,” but it goes w

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Transform Your Tactical Sales Operations Group into a Strategic Revenue Operations Function

SBI Growth

Nobody wants to be the bad guy. Setting up rules and guidelines for the sales force to follow feels an awful lot like being a parent to a group of rowdy teenagers. Enter this information here, follow this new process.

Groups 123