Sat.Jun 03, 2017 - Fri.Jun 09, 2017

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How to Heat Up Cold Emails with Personalization

DiscoverOrg Sales

The debate within sales right now is whether cold-calling works. Evidence shows that it does: Cold-calling distinguishes high-growth companies (see our report). As a Senior Sales Development Representative (Sr. SDR), the phone is a lot like the late ‘90s Pontiac Grand-Am I drove back in high school. Sure, it got me from point A to point B, but it wasn’t flashy enough to catch the attention of my peers.

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What Revenue Attribution Can Do for the Board

SBI Growth

Revenue attribution is one of the most important KPIs a board member can review. If your CMO is not currently reporting on revenue attribution, it’s imperative that they start immediately. Download our SBI Magazine Special Issue: Revenue Attribution. Revenue attribution involves.

Revenue 232
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Why You Want Sales To Be A Numbers Game

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . If you follow this blog you know that I do not understand or stand with those who say sales is not a numbers game. While I agree that the focus should always be about quality over quantity, the reality is that no matter the quality of your prospects, you will need a given (minimum) quantity of quality sales in order to meet, or better yet, exceed quota.

Proposal 228
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Predict the Weather but Control the Sales Forecast and Revenue

Understanding the Sales Force

Image Copyright Mark_KA. It's June 6 in Westboro, Massachusetts, USA, and the temperature is 49 degrees Farenheight or 9 degrees Celsius. It's pouring rain and with the exception of 3 nice days in the middle of May where the temperature was in the 80's, it's been like early April since, well, early April! The weather sucks. And in case you aren't familiar with what the weather should be like at this time of year, it should be 80 degrees (27 degrees Celsius) and sunny and July and August should b

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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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10 Incentive Travel Facts You Can Put To Good Use

Sales and Marketing Management

Author: SMM On April 6, leaders from across the meetings and events industry came together to support the second annual Global Meetings Industry Day (GMID). GMID events were held across the globe to demonstrate the measurable impact that meetings have on businesses, economies and communities. The Incentive Research Foundation (IRF), a private not-for-profit foundation that focuses its initiatives on pragmatic research highlighting the premise and the power of incentive and motivational programs,

Travel 205

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Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Ask five different sales enablement leaders, and you’ll likely get five different responses. I like Brainshark’s straightforward definition of sales enablement : Sales enablement: “A systematic approach to increasing sales productivity, by supporting

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Create New Markets Through the Development of New Products

SBI Growth

Today’s show will demonstrate how to create new markets through the development of new products. On the show today is a Chief Executive Officer who has grown his company by creating new markets. Our focus will be on how to.

Marketing 186
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Tips for Communicating Effectively with Sales Teams

Sales and Marketing Management

Author: Matt Brown, Senior Vice President of Sales, Lawson Products Salespeople are often described as extroverted with good social and communication skills. They are entrepreneurial, self-motivated, curious and persistent. Typically dispersed across territories far and wide, and always on the go, face-to-face communication is often overridden by email, voicemail and text.

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Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

Pointclear

PointClear is known for its perseverance. While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead.

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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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You Don’t Get What You Deserve

The Sales Heretic

In a perfect world, everyone would get what they deserved. Good things would happen to good people and bad things would happen to bad people. The harder you worked, the more money you’d earn. The better your product or service, the more sales you’d make. Unfortunately, the world isn’t perfect. Far from it. But while [.].

Sales 164
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5 Easy Ways To Get Your Prospects To Reply To Emails

MTD Sales Training

Getting prospects to reply to your emails can seem daunting. You put it all together, you give details about your products and how good they are, you make special offers, send them all off and then wait for the replies to pour in, with orders attached. Yeah, right! How can you build more chances that you’ll get replies to your emails? Simply by putting yourself in the mindset of the receiver.

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SALES INSANITY: Don’t Let This Happen to You

Jill Konrath

This real-life story shared below is adapted from Sales Insanity , a new book written by a fellow sales expert who has chosen to hide behind a Cannon Thomas pseudonym. Read on for a taste of this great new book.

Sales 147
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Use a Proprietary Sales Process to Win More Deals

SBI Growth

I recently interviewed Loren Brockhouse, a Senior Vice President of Global Sales who knows how to Make the Number. Today’s topic is about winning more deals, winning bigger deals, and winning them faster.

Workbooks 144
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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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Pre-Order Power Phone Scripts Today!

Mr. Inside Sales

Great news! My brand new book, published by Wiley & Sons: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales , is now available for pre-order! Get Yours Today: Amazon , Barnes & Noble , Books-A-Million. Power Phone Scripts is packed with so many new and fresh scripts and approaches you and your team will not only close more sales after reading and applying these proven techniques, you’ll also be more motivated and confident as well!

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Does Your Prospecting Plan Need Fixing?

The Sales Hunter

I hear all the time from salespeople saying how their prospecting plan doesn’t seem to be delivering the results they need. Everyone needs to continually fine tune their prospecting process. The biggest problem I see is people take a plan they’ve seen work for somebody else and think they can replicate it and achieve […].

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Busting 5 Myths (Secrets) of Successful Selling

Anthony Cole Training

Ok, let’s start here - there are no secrets! The Internet and the digital world have pretty much eliminated ignorance and secrets to success in sales and about how to do almost anything. All you need is a mobile device (could even be a watch) with access to the internet and you can find just about anything you want to know.

How To 121
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5 Highly Effective Ways Sales People Can Respond To Sales Objections

MTD Sales Training

Why do objections occur? Well, of course, there are myriads of reasons, but they probably boil down to the fact that you haven’t built up value in your solution enough for the prospect to think about you rather than the challenges your product would bring them. It could be they are happy with their current situation. Or your up-front price is higher than your competitors.

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Solving the Biggest Tech Challenges in RevOps

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.

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Pre-Order Power Phone Scripts Today!

Mr. Inside Sales

Great news! My brand new book, published by Wiley & Sons: Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales , is now available for pre-order! Get Yours Today: Amazon , Barnes & Noble , Books-A-Million. Power Phone Scripts is packed with so many new and fresh scripts and approaches you and your team will not only close more sales after reading and applying these proven techniques, you’ll also be more motivated and confident as well!

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Sales Motivation Video: You Are Your Customer’s R&D Department!

The Sales Hunter

Want to generate good dialogue with your customer? Start viewing yourself as your customer’s R&D department. Do this and they will increasingly rely on you for the helpful information you bring them about their company and industry. Check out the video to see what I mean: Copyright 2017, Mark Hunter “The Sales Hunter.” Sales […].

Video 134
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We're entering the era of accountability in sales and marketing

Pointclear

What's the difference between the status quo--and the era of accountability? I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing. Accountable organizations win bigger deals--and drive a whole lot more revenue. You can listen to the webinar here. The status quo--where marketing complains about sales not following up on their leads and sales says the leads are no good--is not the place to be.

Account 124
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Too Many Impersonal Sales Questions May Limit Your Sales Results

Increase Sales

Funny thing about humans beings, we back off from personal questions and yet we want people to know us. Many sales questions are logical, impersonal and just may unintentionally limit or restrict sales results. If sales is the transference of feelings (Zig Ziglar) and I believe this is true, then results driven salespeople have the capacity to frame impersonal questions into personal ones without violating the sales prospect’s personal space.

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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How to Improve the Efficiency of the Sales Team

SBI Growth

How To 251
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Executive Sales Leader Briefing: James Comey and Sales Leadership

The Sales Hunter

How good are the notes you take when meeting with others? Are you guilty of merely thinking you’ll remember, and as such, you don’t take the time to record what you discussed, the next steps decided on, etc? I’m sure you’re guilty, because let’s be real, 95% of all salespeople and leaders are too quickly […].

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How to Create an Ebook From Blog Posts and Grow Your Customer List

Fill the Funnel

You’ve heard this already – “the money is in the list”, right? So you know, you need to build your email list. It’s easier said than done though. You need a lead magnet… You need an autoresponder… You need a lead page and some snazzy sales copy… All this is time consuming and doing it over and […].

eBook 109
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Sales Leadership, Bag Phone or Smart Phone?

Increase Sales

Funny thing about sales leadership is some past sales leaders sometimes fail to continue to be forward thinking as new ideas or technologies evolve. Now younger sales professionals may not remember the first mobile phones that were literally in a bag. These bag phones started the trend of being connected 24/7. Over time technology reduced the size of the mobile phone and increased its power.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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9 Simple Sales Enablement Tips to Implement Now

SBI Growth

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Sales Leaders Share Their Proudest Moments

A Sales Guy

The next installment of The Real Deal of Sales is out and again it’s fire. In this one, I ask sales leaders about their proudest moments. Sales leaders have an amazing impact, and if they are good can change people’s lives. So, I wanted to know, what their most proud moment was. The stories are fantastic. There are some good sales leaders out there.

Sales 102
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Sales Advice You Need to Ignore Today

Engage Selling

Selling has changed. Markets have changed. Buyers have changed. Therefore, advice to sellers must change. Sadly, too many training programs have been slow to adapt, and are still teaching skills from “days of yore.

Buyer 102