Sat.Dec 15, 2018 - Fri.Dec 21, 2018

What 290 Cold Emails Teach Us About Sales & Marketing in 2019

Drift

1 year ago I did a weird thing… I spent two months going from CEO to SDR. I was CEO of Siftrock at the time and wanted to learn about outbound sales development. So I made myself “interim SDR” for two months and immersed myself into the world of prospecting. My favorite channel: Cold email. As a wannabe SDR, I learned that cold email was 1) Poorly understood by most non-SDRs and 2) very valuable. Source. Drift Drift Blog Marketing Sales

Prospecting in a Post-GDPR World

Sales Hacker

The past few years have been rather tumultuous in the digital realm. First came Mobilegeddon in 2015, heralding the end of (desktop) days. And now, we’re dealing with the fallout of the General Data Protection Regulation (GDPR), which officially became the law of the (European) land on May 25, 2018.

Sales Performance Happens When Everyone is Maximizing Their Strengths - Including the Manager

The Center for Sales Strategy

Coaching is a hot topic! Makes sense. people who use their strengths every day are 12.5% more productive in their work. Any strong manager knows they need to coach their people to maximize their strengths, so they can benefit from that natural lift in performance.

It's that time of year: “Call me back after the holidays.”

Jeffrey Gitomer

"Call me after the holidays" is the second most-heard objection in sales. First being, "Your price is too high." Third being "I have to think about it."). It comes up year after year and salespeople get frustrated year after year, unnecessarily.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

You Don’t Know Isaac, but I Won’t Forget Him

No More Cold Calling

We need to speak up when people do the right thing. Whether you’re watching the news or perusing social media, you’ll see plenty of stories about people behaving badly, selfishly, or rudely.

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Elf on the Shelf Alleged to Be Government Spying Program

The Sales Heretic

The Christmas toy, “Elf on the Shelf” has been accused of being part of a nefarious scheme to illegally gather intelligence on millions of unsuspecting families. The controversy erupted when Santa Claus let slip recently that the popular elves don’t actually work for him. “I’ve

“Are You Experienced?”

The Pipeline

By Tibor Shanto. There a lot of things we want to know about our buyer, role in the company, role in the decision, experience in the industry and their functional role.

6 Ways to Align BDRs

Sales Benchmark Index

I often meet with clients who tell me that the relationship between their Business Development Representatives and their quota-carrying sales reps (inside and out) is discouraging. I recently sat in on a meeting where the mistrust, finger-pointing and lack of.

Go for the "No" Early in the Sales Process

Anthony Cole Training

One of the keys for more effective selling is going for the ‘no’ early in the sales process. I learned this concept years ago especially when I was vulnerable to ‘think it overs’ (TIO).

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.

Sales Management Tips for Making Better Use of Your Time

Connect2Sell

Like all managers, Sales Managers encounter 10 Time Thieves that steal precious moments out of every day and impair the managers’ effectiveness. time-management sales management delegating for development employee engagement ennoble enablement

6 Marketing Strategies for B2B Customer Retention

Sales and Marketing Management

Author: Serena Dorf Business-to-business marketing is one of the most challenging facets of the marketing industry. Businesses aren't like retail customers. The requirements in B2B model are different. You deal at a level and the businesses are your core customers.

How Top CMOs Determine Where to Spend

Sales Benchmark Index

As a leading CMO, you’ve integrated digital channels into your marketing channel spend to align with how your personas or buyers want to get information. You’ve started measuring the effectiveness of these now institutionalized channels through ROI (Return on Investment).

Most Popular Article of the Last Two Years!

Inside Sales Training

As a sales rep, you need solutions to the problems you face when selling over the phone. You don’t need theory, you need actual word-for-word responses that aren’t salesy. Responses that work. And that’s why my blog has thousands of subscribers and why more and more sales teams are added daily.

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.

Sell Better, Sell Faster, Sell Smarter

Anthony Cole Training

When a company first starts out, there probably isn’t much of a sales process, or team, in place. The one or two advisors target prospects, introduce them to the company, and close deals according to their own preferred methods.

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100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them.

Ways to Use Bundling to Drive up Your Average Sales Price (ASP) and Customer Lifetime Value (CLTV)

Sales Benchmark Index

“But wait…there’s more!” ” We’ve all heard the infomercials with the two for the price of one special. Or the five accessories we theoretically should never need since the first one is supposedly indestructible. All of this for only $19.99 plus shipping.

10-60-30

John Barrows

10, 60, 30. That was my answer when someone asked me a question during a training recently. The question was: how could my content help reps differentiate if I’ve trained so many reps at so many companies in the tech space who all sell to similar customers? My answer apparently struck a nerve, because there was a noticeable feeling of nervous energy when I was done explaining.

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.

The race to bigness

Sales and Marketing Management

Author: Paul Nolan In their new book “Blitzscaling,” Angel investor Chris Yeh and LinkedIn co-founder Reid Hoffman say the first-mover advantage is a myth. It’s all about being first to scale. SMM: Define blitscaling.

The 2 Words That Can Eliminate Indecision In Your Prospect

MTD Sales Training

What’s the most frustrating barrier that you come up against when you are trying to get the buyer to commit to your solution? If you’re like most people, you probably answered something like ‘indecision on the part of the prospect’.

3 Steps to Successful Talent & Employee Development

Sales Benchmark Index

Top Sales Tools of the Year Awards

Smart Selling Tools

Our last blog post of the year is a gift to all of you who are looking for sales tools for 2019. It’s our annual Top Sales Tools of the Year Guide – Final Cut, nicely packaged into a shiny guide for you to unwrap.

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7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

100 Years – Huzzah!

Sales and Marketing Management

Author: Paul Nolan Happy 2019! If you’re a reader of mastheads, I’m tempted to say you need to get a hobby. But if you read this issue’s small print, you may notice that this is issue No. 1 of volume No. 100 of Sales & Marketing Management magazine. That means this publication has been published in one form or another by one company or another for a century! That life span is unheard of in this digital era and rare even in the halcyon days of print journalism.

MTD Sales Training’s Top 10 Blogs of 2018!

MTD Sales Training

How much have you achieved in 2018? Did you reach, or even better, exceed your monthly targets? Maybe you finally closed the deal that you’ve been working on for months?! With only a few days until 2019, take some time to reflect on all your greatest achievements this year has bought you.

The 9 Best Sales Conferences to Attend in 2019

BrainShark

There are a lot of great sales conferences and trade shows coming up in the new year, but it can be a little daunting to figure out which will offer the most value

Time to Get Your Data and Tech Stack in Shape for 2019

Smart Selling Tools

Time to Get Your Data & Tech Stack in Shape for 2019. As you plan your sales and marketing strategies for next year, have you assessed the state of your data and technology stack? B2B companies are in planning mode this time of year.

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The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

Team incentives: 7 do’s and 2 don’ts

Sales and Marketing Management

Author: TIM HOULIHAN Do you avoid team incentives because you are worried about being fair? Are you concerned about rewarding free riders when only a few strong dogs pull the sled? Worry no more. Teams perform better than individuals [ Kuhn, “Experiments on Motivation, Incentives and Rationality” 2007 ], and you and your bottom line can benefit from rewarding teams.

The Missing Step in Account Management

The Sales Leader

There’s a step that’s commonly missing in account management planning. Do you know what it is?

The Ultimate Guide to Sales Productivity

Sales Hacker

Art or Science? Sales requires mastery of “soft skills,” so it can often seem like more art than science. Movies like Thank You for Smoking and Wolf of Wall Street portray top performers as innately talented artists, but we all know that it takes more than a great pitch to hit your number.