Sat.Jan 19, 2019 - Fri.Jan 25, 2019

Size Matters: Digging in to Employee Counts and Social Media Discrepancies

DiscoverOrg Sales

If you work in sales and marketing, I’ll bet you think a company’s employee count on LinkedIn is the absolute best way to determine how many employees work at that company. I’m going to let you in on a little secret: It’s not the best way. I would know.

Seven Steps to Creating a Powerful Prospecting Plan

The Sales Heretic

Do you have a prospecting plan? If you want to boost your sales, it can be a huge help. A prospecting plan is like a business plan for your sales efforts. It’s a planning tool that helps you sketch out your goals, your best prospects, how to reach them, and more. Sound complicated? Don’t worry, [.].

Transactional Versus Complex Selling

Partners in Excellence

We glibly toss around phrases like “We have a transactional selling process,” or, “Ours is a complex selling process.” ” Often, there is some preening around those making the latter statement, thinking “Real sales people do complex deals!”

A Critical Mistake In Handle Prospecting Objections

The Pipeline

By Tibor Shanto. People will tell you that the number one reason sellers do not like to prospect, specifically telephone prospecting, is rejection.

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.

How to Be a Memorable Salesperson Part 2: Collaborate With Buyers


Being memorable in sales translates into making more sales. This 12-part series on how to be a memorable salesperson includes specific ways you can make yourself stand out to buyers.

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More Trending

Great News! The Latest Data Shows That Salespeople are Improving

Understanding the Sales Force

Some really terrific news came across my desk this week when John Pattison, Objective Management Group's (OMG's) COO, showed me two graphs he had created. For the first time in recent memory, salespeople as a profession GOT BETTER!

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6 B2B Sales Trends for Amazing Success in 2019

Sales and Marketing Management

Author: Sabrina Ferraioli “A trend gains power over time, because it’s not merely part of a moment, it’s a tool, a connector that will become more valuable as other people commit to engaging in it.". — Seth Godin.

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What To Include In Your Agenda When Meeting A New Client

MTD Sales Training

Preparation is key when meeting a new client. You certainly don’t want to risk ‘winging it’ with someone new, especially if it’s the first time you have met with them.

SBI Accelerates European Expansion, Appoints New Managing Director

Sales Benchmark Index

Dallas, Texas – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Nick Hulse has been named Managing Director – Europe. With more than 20 percent of SBI’s revenue coming from Europe, the firm is. News & Press

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.

Do the Least Informed Salespeople Have the Loudest Voices

Understanding the Sales Force

Do the least informed among us have the loudest voices? This article is about salespeople but to set the stage, we'll start with the news.

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Bringing Clarity to Ambiguous Conversations

Anthony Cole Training

In selling, properly qualifying a prospective buyer is crucial in order to move an opportunity through the pipeline and ultimately close in your favor.

10 Content Marketing Methods B2B Marketers Use to Care for Their Audience

Sales and Marketing Management

Author: Ellie Chapman Content marketing used to be a tactic which was strictly reserved for B2C marketers, but that hasn’t been the case for a while. Even if your customer base includes other businesses, you should make sure to provide them with high-quality content.

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UX Isn’t Enough – Why an Integrated CX Strategy Will Help Drive Growth

Sales Benchmark Index

There are quite a few buzzwords in the customer sphere. Two of the big ones relate to experiences – user and customer. Although User Experience (UX) and Customer Experience (EX) are unique, they must work together for your organization to.

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.

Executives are Like Children

John Barrows

They both need structure. I have an 8-year-old daughter and I’ve realized that if you don’t give kids any structure or guidelines/rules they go crazy. I know some friends who allow their kids to do whatever they want and are absolute nightmares because of it. The kids are the ones in control, not the parents. My wife and I give our daughter structure and I’m not saying she’s a saint but she’s a hell of a lot easier to deal with than most.

[VIDEO] 360-Degree ABM: Uncover Your Buyers, Leverage Intent, and Engage Accounts

DiscoverOrg Sales

Hello! Todd McCormick here, CRO of Terminus. I’m excited to join our partners at DiscoverOrg in beautiful Vancouver, Washington, for a whiteboard session. I’ll be talking about one of the opportunities and challenges that marketers face in building out an account-based strategy.

The Best Cold Calling Tip Is Stop Immediately (Do This Instead)

No More Cold Calling

. Have you ever met a salesperson who enjoyed cold calling? Well, maybe one in 100.) How about a buyer who enjoyed receiving cold calls? Yeah, me neither.) Not only is cold calling tortuous for everyone involved, it’s one of the reasons that only 54.3 percent of sales reps made quota last year.

How to Settle the Battle over Organizational Structure – Where Do the AM and CSM Fit?

Sales Benchmark Index

Investment by B2B firms into a Customer Success function continues to outpace all other roles. Growth in Customer Success positions in 2018 was more than 80% above 2017 levels. Leadership continues to place their confidence and budget into Customer Success. Article Sales Strategy 100 2018 2019 2020 account managers acquisitions AM assessment b2b buyer buying decision teams clients competitive cs CS 2.0 csm CSM and AM Assessment and RACI customer success customer success 2.0

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.

Why Businesses Need to Take AMP Seriously

Sales and Marketing Management

Author: Rilind Elezaj The digital age has necessitated radical transformations on how businesses optimize their online presence.

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Making Sense of the Sales Ops Tech Stack

Smart Selling Tools

Making Sense of the Sales Ops Tech Stack. While there are many point solutions now available to facilitate the sales process, the reality is most companies can achieve much of what they want within their CRM today, given proper policy to sales process alignment.

What is Variable Pay in Sales Compensation?


Discover everything you need to know about variable pay in sales compensation. Incentive Compensation

Customer Experience – How to Benchmark Yourself to Best In Class Companies

Sales Benchmark Index

In a recent article, we defined the right Key Performance Indicators for Customer Experience. If you have invested the time to collecting this information, your next step is comparing yourself to other companies. Before we compare your Customer Experience to other.

Sales Training Playbook by Lessonl

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

Serving Others Never Goes Out of Style

Sales and Marketing Management

Author: Paul Nolan Helping others is energizing. Helping others as a team is invigorating and bonding, which is why corporate social responsibility (CSR) continues to be a popular component of offsite meetings and incentive travel programs.

SalesTech Video Review: Revegy

Smart Selling Tools

SalesTech Video Review: Revegy. Revegy gives enterprise sales organizations the tools needed to identify, grow and retain deals from its largest accounts.

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6 Strategies for “Magical” Sales and Marketing Alignment

Sales Hacker

Last week, I got a marketing email announcing a major promotion (three months free) about a product I had just purchased and paid full price for. When I contacted my Sales rep to ask about the promotion and see if they could grant me the discount, he said he knew nothing about it.

B2B appointment setting: How to book more (and better quality) sales meetings

Booking high-quality meetings is one of the most underappreciated opportunities sales teams have. We all want to learn the best tactics for negotiating and closing deals. But try getting people excited about appointment setting.

B2B 101

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book The Expert’s B2B Revenue Growth Playbook, to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

Top Considerations for Sales Territory Planning


See how one company was able to create strategic, profitable sales territories using Xactly AlignStar. Territory Design

Core Competencies of Successful Sellers

RAIN Group

There are common competencies every organization needs to build a truly successful sales organization. At RAIN Group, we organize these competencies around the Sales Competency Wheel SM. Sales Management

How Support Teams Can Drive Revenue Without Being Slimy


At the 2018 Support Driven Leadership Summit in Boston, I moderated a panel focused on how industry-leading companies empower their support teams to drive revenue – in a non-slimy way.