Sat.Jan 06, 2018 - Fri.Jan 12, 2018

Why Your B2B Brand Matters

Sales Benchmark Index

Our guest today is Tiffany Nels, the Chief Marketing Officer for Lifesize. With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Tiffany played a major role in the successful demand generation.

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5 Ways to Get Better at Handling Objections

Mr. Inside Sales

Want to make 2018 your best year ever? Want to instantly improve your ability to handle the objections you get, day in and day out? And, by the way, that you’re going to get all year long.).

Are You Taking Enough Time Off?

The Sales Heretic

You’ve set your business and sales goals for the year: a prospecting goal, a closing rate goal, a revenue goal. But have you set a vacation goal? If you haven’t, you absolutely should. Too many people don’t take enough vacations.

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#MeToo, now #TimesUp.

Understanding the Sales Force

But, much to my delight and surprise, the #MeToo movement didn’t quite fall into obscurity. Instead, it took on a sort of life of its own; over and over, we started to. Enlightened Society Equal Rights Inspiring (Wow) Z ADMIN Enlightened Society Today Only.

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Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Do You Have Enough Selling Heads to Make Your Number in 2018?

Sales Benchmark Index

Many of you are looking at the revenue plan and worried that you are already behind. You are wondering if you have enough headcount to make your revenue number. So, what do you do about it? There are two.

More Trending

Sales Strategy #5: Develop a Coaching Culture

Steven Rosen

Develop a Coaching Culture. Hi, this is my fifth video on Sales Strategies to Crush Your Sales Numbers, I call it Develop a Coaching Culture. .

How B2B Sales Benefits from Prescriptive Analytics

Smart Selling Tools

In today’s big data business world, sales reps often find themselves drowning in sales data and reports, rather than data improving their efficiency and effectiveness in selling.

Is it Time to Promote or Demote Business Partners?

Sales Benchmark Index

As a successful sales leader, you spend your life chasing airplanes and living in hotels to Make Your Number. Throughout 2018, you will once again prove yourself worthy by flying 100,000+ miles and sleeping in dozens if not hundreds of.

3 Most Effective Ways to Further Engage Your B2B Leads

Sales and Marketing Management

Author: Jason Kulpa Successful B2B marketing is all about saying the right thing through the right channel at the right time. In fast-paced marketing, the right time usually means right away. According to the Demand Gen Report’s 7th Annual B2B Buyer’s Survey, 97 percent of B2B buyers believe the timeliness of a vendor’s response to inquiries is an important aspect of the buying process. If timeliness is important to buyers, it should be important to sellers as well.

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How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

7 Skills Sales Directors Will Need In 2025

MTD Sales Training

It’s no secret that everything in the working environment is evolving. The biggest shifts that are happening in work are being driven by Artificial Intelligence, Globalisation and robotics. The generational gaps that we really didn’t have to concern ourselves about are now one of the most important aspects of every office’s working situations. The changes we see today are happening at the quickest rate we have ever seen.

Sales Tech Simplified: How to Measure and Improve Sales Proficiency at Scale

Smart Selling Tools

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Steve Preston , CMO at Qstream. Nancy: Why does the industry need your solution?

Have You Evaluated Your Key Account Selection Strategy Lately?

Sales Benchmark Index

How do you determine the Key Accounts for a program? How often should you re-evaluate current Key Accounts? The answer for most is by simply taking your top few customers by annual revenue, and calling them “Key Accounts”. If your analysis. Article Sales Strategy account b2b sales key account program key account strategy key accounts sales strategy

The Six Secrets to Superior Sales Kickoffs

Sales and Marketing Management

Author: Jim Ninivaggi Many companies have their annual sales kickoff (SKO) meetings approaching. A good kickoff successfully blends motivational elements, education, team building and fun – setting the tone and momentum for the year ahead. Here are six secrets to make your meetings a hit and not a miss. Secret 1: Form the right planning committee. It’s easy and tempting to simply repeat the general format and agenda of past meetings. There are no shortcuts to superior SKOs, though.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Sales Empathy and Emotional Intelligence in Selling

Score More Sales

It was time to visit a newer client of ours and this meeting would be at least two hours to go over our findings about their sales leadership, sales reps, sales process, and pipeline. Because we leave plenty of time as a buffer so that we are never late to clients, we ended up with thirty minutes to spare. emotional intelligence sales empathy

Do You Have “Prospecting Paralysis?”

The Sales Hunter

Medical research shows 4 out of 5 salespeople suffer from the acute disease “prospecting paralysis.” ” The disease is known to spread quickly through verbal communication and self-inflicted thinking. Breakthrough research now shows the disease is curable, even in those who feel they suffer from “terminal prospecting paralysis.” ” Yes, the preceding paragraphs are a spoof, but at […].

Message to Account Based Sales Teams: Your Humanity Is a Competitive Advantage

No More Cold Calling

Is sales an art or a science? The Sales Hunter answers that question. I’m not a robot. You’re not a robot. Neither are account based sales teams. When they’re asking for referrals, they should never ask on social media or in any other digital format.

2 Enemies of Improved Sales Management: Inertia and Gravity

Sales and Marketing Management

Author: Michelle Vazzana, CEO, Vantage Point Performance Frontline sales managers have a difficult job. In fact, we think they have the hardest job in any sales organization. Unfortunately, they're also a neglected role in most of the companies we know. Despite the varied and intense demands put on sales managers, they are given relatively little guidance or training on how to actually do their job.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

What’s the Toughest Question to Ask a Potential Buyer? (The Inbound Sales Approach)

Connect2Sell

A few months ago, someone asked me a fascinating question via LinkedIn. The question, based on a post about my DISCOVER Questions® Get You Connected book , was "In your experience, what are the toughest questions to ask a prospective customer ?". connecting with buyers DISCOVER Questions™ inbound sales

A Sad Story of a Failed VP of Sales

The Sales Hunter

Each year I get to work with dozens of companies at various levels, from doing a single keynote to engaging long-term with them in a consulting or training project. One thing I’ve found is every company has a sales culture. Problem is many companies don’t realize it. A few years ago I was sitting in the […]. Blog leadership Professional Selling Skills leader sales sales leadership

Video is everywhere today, and you need more than one type of video

Fill the Funnel

Sometimes you see a product, and you’re like “OH HELL YES, what’s taken you so long!” Reevio is one of those products. It single-handedly does what all other video-creation software does… combined…all in one dashboard… and in many cases, it does it better. Plus, it solves a big problem.

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The Quicksand of Customer Loyalty Those Nasty Complaints

Increase Sales

Building customer loyalty must address unsolved problems aka customer complaints. Take a moment to think about a problem that you had with a product or service provider such as a hospital, a retail store or a new car dealership. Was your customer complaint or problem resolved to YOUR expectations or was it resolved to the provider’s satisfaction? How did you feel when the complaint was resolved within your expectations? Probably, pretty good and you may have even told some of your friends.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Direct Mail & Email Workflow Templates For Ridiculously Effective Marketing Campaigns

Sales Hacker

The following stats, facts, and tips support the wisdom of integrating direct mail into email marketing campaigns, as well as provide some best of breed guidelines for effective ways to accomplish this. Adding Direct Mail to Email Campaigns Makes Good Economic Sense.

Sales Motivation Video: January is Prospecting Month

The Sales Hunter

Don’t spend the entire month of January organizing! Instead, spend it prospecting! The sooner you start prospecting, the sooner you’ll be building momentum and sales motivation that will roll right into February. You want to be the salesperson who is one step ahead. Check out the video to see what I mean: A coach […]. Blog Professional Selling Skills Prospecting Sales Motivation prospecting sales motivation

Leads are Hard 

Pointclear

A Story From Yesteryear About Reader Service (aka Bingo) Cards. According to Wikipedia: “a reader service card or bingo card" was a reply card inserted in a magazine and used by readers to request free samples and literature from businesses who advertised in the issue. Many advertisers were listed on the reply card. Readers circled the advertisers they were interested in and mailed back (or faxed back) the card to the publisher which then provided their advertisers with the appropriate leads.

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Procrastination the "I'll Do It Tomorrow" Mentality

Increase Sales

Almost two weeks into the New Year and is procrastination starting to rear its ugly head? You know what I mean those “I’ll do it tomorrow” thoughts. Years ago during a workshop, one of my clients shared that her greatest obstacle to business success was her inability to: Honor her commitments, Do what she know she needed to do. Put things off until tomorrow.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

The Better Way to Build a Sales Team

Sales and Marketing Management

Author: Paul Nolan How do you put together a winning team? The question is asked in all facets of life?—?sports, sports, business, education, government, even in marriage and families. Leaders are asked to raise the performance of those around them, but the reality is not everyone is up to the challenge. By definition, teams have middle performers and, depending upon how forgiving management is, even low performers.

The Scarcity of You

A Sales Guy

Supply and demand, you get it. The lesser the supply, the greater the demand. So why are you playing in the high supply side? Why do you look like everyone else, every other salesperson, every other marketing manager, every other sales VP, every other accountant, dog walker or software developer?

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Leadership, Vulnerability, And Being Human

Partners in Excellence

For some reason, articles on “Leaders must show vulnerability,” have been flooding my in-box recently. I get it, leaders must show vulnerability, but what does that mean?

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