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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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. .

8 Tips For Preparing For A Sales Call

MTD Sales Training

When we ask salespeople how they prepare for making sales calls, most say they might check the company’s website and possibly check the contact’s Linked-In profile, but that’s about it, really. This surprises us, as the quality of the preparation can make or break your opportunities with a new prospect. Here are some tips that you might consider to make your preparation that much better and more successful. Work Out Why This Particular Prospect Ended Up On Your List.

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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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.

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

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.

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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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.

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

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

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.

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.

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 […].

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.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

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

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

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.

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.

#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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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

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

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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Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

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.

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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Why CMOs Aren’t Turning to Marketing Analytics Vendors for Marketing Analytics

InsightSquared

There’s an African proverb that goes something like this: “When elephants fight, the grass suffers.” This scenario is beginning to play out in marketing.

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.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

How To Properly Transition MQLs To Your Sales Team {Template Included}

Sales Hacker

It seems like an age old topic, how does a Marketing Qualified Lead get to the starting point of the sales process? There is a narrow line between asking for high quality leads and properly handling leads according to their quality.

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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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15 Sales Tools You Can’t Live Without

Openview

Sales has never been more difficult. From the way you connect to new sales leads to the near automatic way of closing them, the entire landscape has changed. Failing to keep up will leave you at a distinct disadvantage compared to your competition. If you were to sell today like you did in the early 1990’s, you’d be eaten alive. There’s a good to fair chance you’d never make a single sale.

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