Membrain
FEBRUARY 16, 2022
I got annoyed recently at a post that went viral on LinkedIn. It wasn’t something I disagreed with or found problematic. It was just that I was jealous.
Accent Technologies
FEBRUARY 15, 2022
The post 13 Ways to Keep Remote Sales Teams Motivated appeared first on Accent Technologies.
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Sales and Marketing Management
FEBRUARY 14, 2022
Despite understanding the importance of selling to existing companies, too many sales leaders continue to emphasize customer acquisition at the cost of customer retention. The post Many Sales Leaders Still Ignore Customer Retention appeared first on Sales & Marketing Management.
SBI Growth
FEBRUARY 17, 2022
Private equity-backed companies are served with high expectations for accelerated growth. CEOs are operating in months, not years, and are challenged with generating revenue faster and in a variety of forms.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Understanding the Sales Force
FEBRUARY 14, 2022
I heard from Bob last week and whenever I hear from him it usually means he got himself into a jam with another sales opportunity. Regular readers are familiar with Bob, one of the worst salespeople on the planet. New readers might want to catch up on the six prior articles about Bob. Part 1 Part 2 Part 3 Part 4 Part 5 Part 6. So what did Bob get himself into this time?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
FEBRUARY 17, 2022
With the ability to interact and empathize with clients directly, customer service tools can go even further. The post Why Sales Teams Should Implement Empathetic AI for Successful Client Retention appeared first on Sales & Marketing Management.
The Pipeline
FEBRUARY 15, 2022
By Tibor Shanto. Last week I kicked off a two part look at questions you should be asking your pipeline. If it answers run. But the questions, posed to yourself, are about planning activities based on the state of your pipeline. Given that time is always depleting, we need a way to ensure we ‘spend’ our time on the right activities. So here we go with there is real and then there’s pipeline real, part 2.
Mr. Inside Sales
FEBRUARY 14, 2022
By now, I hope you have all been incorporating your prospect’s name in your email subject lines. If you have, then you are already getting more prospects to lock onto your email, and that will mean more prospects will read them. The second part of a compelling subject line is to make the rest of it intriguing to your prospect. Here are some examples: Subject Line #1: “John, quick question about your manufacturing process…”.
Zoominfo
FEBRUARY 15, 2022
Sales development representatives tend to think of the job as an important stepping stone in our careers , with challenges and opportunities that will shape the rest of our working lives. I recently asked inbound SDRs from all over ZoomInfo to share their tips for success, and learned a lot about the work and the people who do it. Whether they joined the team as former athletes, waitresses, artists, or recent graduates, they all had valuable lessons to share.
Advertiser: ZoomInfo
One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.
Sales and Marketing Management
FEBRUARY 16, 2022
Though many marketing teams have heard about media mix modeling (MMM), they may not be certain how to implement it. If you’re interested in peppering your company’s or product’s MMM with historic brand-related data to glean more accurate budgeting recommendations, you can start with these specific actions. The post Examining the Relationship Between Media Mix Modeling and Brand Health appeared first on Sales & Marketing Management.
The Pipeline
FEBRUARY 14, 2022
Charlie Anderson is the founder and owner of Selling Skills INSTITUTE , a transformational (able to influence shifts in thinking and behavior ) sales training and coaching business. For over 25 years, Charlie has worked with thousands of sales professionals, sales teams, and business owners. He is the visionary behind Shift Thinking, a transformational sales training, and coaching method.
Predictable Revenue
FEBRUARY 14, 2022
Digital marketing expert Shiv Gupta shares two outbound sales strategies for LinkedIn that helped his company generate an additional 25-30% in revenue. The post Top 2 LinkedIn Strategies To Generate More Revenue appeared first on Predictable Revenue.
Allego
FEBRUARY 14, 2022
The struggle to create content that sales loves is real. For some marketing teams, in fact, their story is a tragedy, with sales using only 30% of the enablement content that marketing creates. Sometimes it’s a matter of sales and marketing not being in alignment. And other times, the two might agree on the goal, but content misses the mark, can’t be found, or can’t scale.
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.
Sales and Marketing Management
FEBRUARY 15, 2022
As the Google search algorithm for understanding language improves, there will no longer be a need for keyword-ese. Marketers can expect queries to look more like spoken language. The post What Do More Conversational Search Queries Mean for SEO? appeared first on Sales & Marketing Management.
Hubspot Sales
FEBRUARY 16, 2022
As a writer, I know all about the importance of great hooks. A good hook is imperative for holding your audience's attention, and ultimately convincing your audience that you're worth hearing out. In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot.
Predictable Revenue
FEBRUARY 16, 2022
AlexAnndra Ontra joins the Predictable Revenue podcast to discuss the role of presentations in the outbound sales process and how to use them to close the deal. The post How To Close The Deal With Sales Presentations appeared first on Predictable Revenue.
Force Management
FEBRUARY 16, 2022
Lasting SKO success takes more than a well-thought-out event. There are five actions successful sales leaders take to drive immediate and lasting results after the launch of a sales kickoff or training initiative. Actions that help sales teams start strong, finish ahead and accelerate revenue growth.
Speaker: Ryan Bryers, SVP of Global Engineering
In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.
Partners in Excellence
FEBRUARY 14, 2022
What sellers do is drive customers to change. Whether it’s a change effort they’ve initiated, or we are trying to incite them to change. But why should we expect them to change, particularly when sellers have failed, so miserably, to change the things we do in creating value with our customers? It strikes me as the height of irony–or perhaps arrogance–that we continue to do the things we have always done, perhaps with a new jargon or a veneer of technology, but fundamenta
Gong.io
FEBRUARY 14, 2022
The best salespeople do everything in their power to create an unfair advantage. Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts.
Nimble - Sales
FEBRUARY 16, 2022
This Black History Month, we want to commemorate and show some love for our favorite Black-hosted podcasts! Expanding your perspective by getting educated on black professionals’ experiences in marketing, sales, and business is an amazing way to celebrate Black History and recognize the powerful achievements and perseverance of the Black community.
Zoominfo
FEBRUARY 18, 2022
Black History Month at ZoomInfo is a time when we dedicate resources to educate our staff about Black history, amplify the voices of our Black employees, and work to create a more equitable workforce. The goal is to share personal stories of what it’s like to be Black in tech — and a Black professional in general — in order to start important conversations about race, diversity, and inclusion, and empower others to do the same.
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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
Drift
FEBRUARY 16, 2022
Welcome back to another edition of Inside Drift, where we introduce you to all of the people that make Drift such a great place to work. So far you’ve met Shannon Donovan, Mary Mitchell, Catherine LaMacchia, Nadine Shaalan, Britnee Laughlin, Carolina Caprile, Michelle Ai, Frank Schepps, Tate Knapp, Zareena Javed, Jason Richman, Stacy Chen, Lillian Frost, Josh Moody, Miles Kane, Lorraine Chon-Qui.
Allego
FEBRUARY 16, 2022
Imagine the wealth of information you’d gain if you were able to listen to sales reps’ calls with prospects. You could hear how sellers interact with buyers, learn the precise language buyers use, observe how sellers describe the company’s value proposition, and gain insight into how sellers handle buyers’ objections. All that data can help you create deal-closing content for your sellers—and it’s just sitting there waiting to be picked.
Janek Performance Group
FEBRUARY 16, 2022
Without question, gatekeeper is the most intimidating designation in sales. While they may or may not have influence, they are always important. Of course, they do not guard Medieval castles. But they are the frontline against salespeople and others who seek a decision maker’s time. Often, if the gatekeeper doesn’t like you, you’re not meeting the VIP you need, let alone presenting a pitch.
Zoominfo
FEBRUARY 17, 2022
As the volume of your data increases, so does the need for a database management system (DBMS), which is a computerized system that helps orchestrate large quantities of information. A DBMS can improve your data processes and increase the business value of your organization’s data assets, freeing users across the organization from repetitive and time-consuming data processing tasks.
Advertiser: ZoomInfo
In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.
RAIN Group
FEBRUARY 16, 2022
You can be spot-on building rapport with your buyers and uncovering their needs, but without communicating the impact of what you’re selling, you—and your initiative—won’t be a priority. When you’re able to understand and articulate the impact of your solutions, you can help buyers start thinking differently.
Partners in Excellence
FEBRUARY 16, 2022
There’s a major flaw in most of our (sellers/marketers) mindsets when we think about opportunities and the customer buying journey. This flaw is embedded in our engagement approaches, our processes, how we think about deals and moving forward. The flaw is thinking about, “What do we need to do next to move this opportunity forwards?” The problem is this focuses on our own perspectives and needs.
Engage Selling
FEBRUARY 18, 2022
Can pushy salespeople thrive in today’s marketplace? It’s commonly discussed amongst salespeople that it’s good to be a little impatient. It’s good to be assertive and pushy to get deals done—not just sit back and wait for things to happen. … Read More » The post Do You Have Pushy Salespeople? | Sales Strategies first appeared on The Sales Leader.
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