Sat.Nov 17, 2018 - Fri.Nov 23, 2018

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The Proven Process for Developing a Go-to-Market Strategy

Hubspot Sales

Steps for developing a GTM strategy. Identify the buying center and personas. Map a value matrix and messaging strategy to each persona. Understand your buyer’s journey. Pick a sales strategy. Generate interest. Create content. Optimize. When your unveiling a new product, the last thing you want is to waste time and resources bringing a product to market where or when it’s unnecessary.

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Speed Limits, the Flow of Traffic, and Sales Pipelines

Understanding the Sales Force

I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit. I'm not sure whether it was my navigation system repeatedly telling me to "obey all traffic laws" each time I started the car, or my wife reminding me that I needed to be a good role model for our soon-to-be driving 16 year-old son. I admit that this was much easier for me to do after I gave up my Jaguar for a Lincoln Navigator.

Pipeline 255
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Two Killer Questions to Open & Close a Sale

Mr. Inside Sales

I was having breakfast with a client in Denver before a training program I was giving, and we were talking about the importance of asking questions and listening. He told me that a few years ago he was working for a company selling an IT solution, and that while dealing with the Director of IT, he suddenly had an opportunity to meet the new CFO. This was unexpected and he had to think fast!

Closing 227
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The Beginner’s Guide to B2B Marketing Attribution Modeling

Zoominfo

The modern B2B customer journey is more complex and multilayered than ever before. In a prospect’s path to become a customer, they often engage in a number of digital touchpoints—social media posts, paid advertisements, email promotions, blog posts, webinars, and eBooks to name a few. In fact, studies show it takes an average of 6 to 8 touchpoints to simply generate a lead ( source ).

Lead Rank 236
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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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How to Write a Compelling Media Kit That Sells

Sales and Marketing Management

Author: Josh Carlyle Since you’re representing a brand, you need to market yourself to your audience and potential clients. This is not an easy task, but if successful, it can lead to a profitable, long-term collaboration with the best partners. A media kit is a promotional tool that contains useful information about your product or service, website, current partners, advertising, or marketing opportunities.

Media 224

More Trending

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It’s Time to Get Off the Hamster Wheel

No More Cold Calling

Happy Thanksgiving! It’s Thanksgiving Day here in the U.S., and I’m taking a break. I’m taking the time to appreciate my amazing family and friends, my clients who have become friends, and my remarkable team at No More Cold Calling—whom I want to acknowledge now: Taylor Mallory Holland—the most remarkable editor, who makes everything I write much better.

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Are You Being Too Accommodating to Your Customers?

The Sales Heretic

You’d be hard-pressed to find a bigger advocate of good customer service than yours truly. I have long argued that sales is service and service is sales. As a keynote speaker and seminar leader, I have evangelized the importance of taking care of the customer in every step of the sales process from prospecting through [.].

Customer 189
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Why You Need Live Chat Now for B2B

Sales and Marketing Management

Author: Bassem Saber Welcome to the 21st century where communicating with businesses online is instant. Gone are the dejected days when a client would click on the live chat option and receive a message hours later redirecting you to the FAQ page or their contact information! No longer are online users subjected to days of waiting for an email response over an issue raised concerning a product.

B2B 205
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Sales Operations Is the Missing Link in Creating a World-Class Coverage Plan

SBI Growth

Sales operation needs to be in lock-step with your sales leader on your coverage plan exercise? Many sales operations leaders are stuck in tactical and daily activities. How can you elevate your sales operations team to think strategically? Sales operations.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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How To Guarantee An Increase In Value

MTD Sales Training

How do you define the word ‘value’? One definition could be ‘the regard that something is held to deserve; the importance, worth, or usefulness of something, one’s judgement of what is important’. Other words that come to mind might include desirability, practicality, merit, worth and appreciation. We often consider ‘value’ in the sense of what something is worth to our customers, and we are sometimes found trying to increase our value in order to justify our prices or our cost base in com

Guarantee 174
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What is the Most Powerful Management Question Ever?

Anthony Cole Training

While driving into work earlier this year, I heard an incredibly powerful performance question while listening to the Dan LeBetard with Stugatz ESPN radio show. An ardent Michigan State Football beat writer asked this question during the Big 10 media day. “You came to Ann Arbor with perhaps the most hype of any coach in the history of the Big Ten. Maybe in all of college football.

Hiring 137
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It's Thanksgiving! Give Thanks or Say Thanks?

Jeffrey Gitomer

It’s Thanksgiving! It’s the coolest holiday of the year to me. I love Thanksgiving. Food, family, you name it. It’s a time to be thankful. But I want to challenge you on the way that you’re thankful, and I want to give you some things to think about during this holiday season - the kickoff to the holiday season, Thanksgiving. (or is it now Halloween?).

Loyalty 120
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Why Most Market Analyses for Due Diligence Are Insufficient

SBI Growth

There is no doubt that the Private Equity landscape has evolved. Lower cost money and more LPs are leading to historical levels of dry powder. Further, the availability of less acquisition targets with immediate EBDITDA upside is leading to more.

Marketing 193
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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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How to Do a Sales Presentation That Builds Buyer Desire

Connect2Sell

Ho-hum demos, capabilities presentations, proposals and dog-and-pony shows don’t make the sale.

Buyer 169
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It’s Time We Change the Way We Sell

A Sales Guy

It’s time we change the way we sell. The old, tired, product-centric, sales techniques and methods have had their time. Ask any buyer. They are fed up with the countless, lame, intrusive, valueless emails, cold calls and LinkedIn requests for 15-minutes of their time. They are tired of salespeople not understanding their business and pitching irrelevant solutions.

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Win More Business on Your First Call: A Beginner’s Guide

Zoominfo

First impressions are important – especially as a sales rep trying to win more business. When you get on the phone with a potential buyer for the first time, every word you use can make or break a future sale. With so many tasks to accomplish during a first call, it’s easy to forget the simplest one – making a good first impression. If you’re struggling to capture your prospects’ interest during your first call, it may be time to freshen up your strategy.

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How to Build a World Class Succession Planning Program Using SBI’s New Talent Strategy

SBI Growth

It’s upon us. 10,000 baby boomers are turning sixty-five a day. What does this mean? A massive shift in the work force. It also means a changing of the guard in the ranks of sales and marketing senior management (all.

Strategy 185
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Motivating Prospects to Take Action

Anthony Cole Training

Another day, another great resource available from us here at Anthony Cole Training Group.

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Customer-Focused Growth: How to Grow and Retain your Existing Customers

Alice Heiman

Most company leaders can tell you exactly what their growth goals are. They can tell you what markets they are pursuing, what products they are creating, and what companies they are targeting. What many can’t tell you, is their plan for retaining and growing their existing customers. Let me put it to you this way. If I told you I knew a sheep farmer who wanted to double his flock, but his practice was to leave the pen open when he went out to buy sheep… you would tell me he was crazy.

Customer 116
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In Praise Of Pushy Sales People

Partners in Excellence

I probably should come out of the closet. I’m a pushy sales person. Perhaps some will recommend a 12 step program or some other therapy to make me less pushy. But, to be honest, I like being pushy. My customers and clients, for the most part, appreciate it too–though at some times my pushiness makes them uncomfortable. (I’ll come to that later.).

Intent 109
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10 Metrics to Add to Your Dashboard When Struggling with Portfolio Monitoring and Revenue Optimization

SBI Growth

Today many private equity firms are looking to improve the operating efficiency of their portfolio companies. Driving consistent organic revenue growth is a necessity given the high multiples that are being paid. It creates the most value but is also.

Revenue 185
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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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5 Beliefs That are Dramatically Limiting Your Sales Success

Jeff Shore

By Amy O’Connor . Mindset is everything in sales. Sales technique is important, but mindset will always guide technique. So, if your mindset is flawed, your technique will also be flawed. ?Here are the top five beliefs that dramatically limit many sales professional’s success: 1. Buyers won’t buy without a discount or incentive. ?. ???Not true! Buyers buy when they see personal benefit in what you are selling, and they feel good about the value.

Discount 109
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7 Ways to Build Rapport in Sales and Connect with People

RAIN Group

Consider this: a CBS News / New York Times poll asked, "What percent of people in general are trustworthy?" 1. The answer: 30%. We're all pretty skeptical, right? Not necessarily. At the same time, the CBS News / New York Times poll asked a similar group the same question, but with a slight difference. "What percent of people that you know are trustworthy?".

Course 111
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Gratitude for Women in Sales Efforts

Women Sales Pros

This is the time of year to reflect on great things happening to help move the needle for more women in sales (#womeninsales) and sales leadership in B2B companies with “male majority” sales teams and male sales leadership. Thank you to the women helping to champion change, and our male allies. Here are resources to check out, join, attend, share, and recommend.

Hiring 105
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The Great of Grateful

SalesProInsider

We’ve officially entered the “season” of holidays for the year…closely bundled together in the US anyway, we have Thanksgiving, Christmas, Hanukkah, Kwanza, and New Years. I’m grateful it starts with Thanksgiving. There are no gifts to stress over, no need for fancy clothes (comfy is key with the hearty food), and a day when taking a nap is acceptable!

Travel 105
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How Intent Data Helps Marketers Convert A-List Accounts

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.

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A Surprising Coffee Shop Coaching Moment

Keith Rosen

If you seek out coaching moments, you’ll certainly find them. However, recognizing them when presented to you in the unlikeliest of places is the greatest opportunity to make a surprisingly unexpected impact. Order, Sales Leadership and save 32% plus, get over $1,250 worth of sales leadership resources free! Already #1 on Amazon for Sales Leadership books!

Coaching 103
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The Startup Founder's Guide to Cap Tables

Hubspot Sales

If your startup were a Netflix series, the cap table would be the credits rolling at the end of each episode. For any up-and-coming founder, it's crucial to have a detailed understanding of who owns what at each stage of the business. This is true whether you're doing diligence for raising money or simply incorporating a new business. The capitalization table, or cap table, provides the information you need for a clear understanding of your company's ownership.

Hiring 100
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12 Steps To Powerful Persuasion In Sales – Part 1, with Rod Hairston Episode #92

Vengreso

Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. An increased level of persuasion in sales conversations is something every sales professional could use. My guest on this episode of #SellingWithSocial says the only way you can effectively be more persuasive is by having the RIGHT kind of influence with buyers.