Sales and Marketing Management
DECEMBER 19, 2016
Issue Date: 2016-12-19. Author: Mike Kunkle, senior director of sales enablement, Brainshark, Inc. Teaser: Many companies trying to improve sales productivity are going about it the wrong way. Rep training is only part of the picture. To get the best results, it’s critical to train, sustain, transfer and coach at every level, and that's not being done.
The Sales Hunter
DECEMBER 21, 2016
What are you planning to do differently next year? When I say “differently,” I mean really different. Too many times we make only minor changes, and then we wonder why we achieve only minor improvements. If we’re going to make serious changes next year, we have to step back and ask ourselves tough questions. Below […].
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The Pipeline
DECEMBER 19, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . While not daily, on a regular basis over the last 12 years I have been called by VP’s of Sales who were extremely disappointed in the training delivered to their team by another provider. (It is entirely possible that some of my former clients have had similar discussions about me; possible, but nah).
SBI Growth
DECEMBER 23, 2016
Exceptional executive leadership teams distinguish themselves from functional peers by adopting emerging best practices. In particular, they embrace the Revenue Growth Methodology, an emerging best practice that enables organizations to outpace their industries and their competitors by achieving strategic alignment.
Speaker: James Kahler, COO of Full Course
Ever wondered where to splurge and where to safely conserve when it comes to operating and growing your restaurant? 🤔 Join James Kahler, COO of Full Course and industry visionary, in this new webinar where he'll talk all about best practices to invest in your restaurant's success! Whether you're a new business or an established restaurant, a seasoned pro or a rookie, you'll learn the keys to sustainable success in this competitive industry.
Score More Sales
DECEMBER 20, 2016
My good friend, Jim Keenan, author of Not Taught, speaker, and colleague started this meme for people to share who impacted them the most in their business growth in 2016. I have heard a lot of negativity about 2016, and yet, in professional B2B selling there is always lemonade to be had from your lemons. Keenan would love to see this meme gain some steam (hey, that rhymes) so use the hashtag #HelpedMe2016 when sharing socially so others can read about the awesome folks impacting us – and share
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
DECEMBER 22, 2016
By Tibor Shanto – tibor.shanto@sellbetter.ca . While we are all caught up in the cheer of the season, it is important to remember that sales is not always peace, love and joy. In fact, when you consider closing averages in B2B sales, it is most likely that we are bound to have more disappointments than joys as measured by that figure. Some have put the number of sales qualified leads to close, as low as 16.4%, across all B2B; I am sure if you take out the outliers, it is likely a more presen
SBI Growth
DECEMBER 20, 2016
Today’s topic is how to make marketing scientific through a marketing operations department. As a guide to this conversation, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the marketing operations phase on pages 248 – 251.
DiscoverOrg Sales
DECEMBER 20, 2016
Congrats, you’ve just landed your first VP or Head of Sales role. Now what ? I’ve met with hundreds of heads of sales over the years, and it’s easy to pick out the ones who are going to be successful and the ones who aren’t. The successful ones have one obvious thing in common: they are maniacally focused on building a revenue engine for their companies.
The Sales Hunter
DECEMBER 20, 2016
Would you pay $85.00 for a rock wrapped in leather? I suspect it’s not high up on your gift list, but for somebody it sure is. Check this out: Nordstrom is selling a rock for $85.00. Does that have you thinking, “Who in their right mind would buy that?” Clearly somebody would (and is!), because […].
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Mr. Inside Sales
DECEMBER 19, 2016
As you run around doing your final Christmas shopping this week, have you remembered your favorite person? (You!). I know you do a lot for others in your life – your family and extended family, your co-workers or employees, those people who serve you in your favorite restaurants, cleaners, mail delivery people, etc. – but what about yourself? As we stare down New Year’s Eve and a whole new year of dreams and goals, why not give yourself a couple of books (or audiobooks) that can motivate and sup
SBI Growth
DECEMBER 17, 2016
Today’s topic is how to execute Account Based Marketing. While B2B account marketing has been around for years, we discuss the modern techniques required for success. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to.
DiscoverOrg Sales
DECEMBER 21, 2016
If you’re in sales or marketing, it’s likely you’ve come across a new SaaS platform or startup in the past 6 months that begs your attention. Perhaps this intriguing tech flaunts a new approach to an old strategy or intertwines words like “predictive” and “intelligence” into its elevator pitch. As technology continues to plunge sales and marketing professionals further into transformative innovation and new opportunities, we must define the new terms taking us there.
The Sales Hunter
DECEMBER 19, 2016
It’s that time of year when top-performing salespeople are thinking of their goals for 2017. I want you to set goals and put a plan behind them — then motivate yourself to fly past those goals. Let your goals be your benchmark to surpass. Check out the video to see what I mean: Copyright 2016, […].
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Pointclear
DECEMBER 22, 2016
Is "appointment setting" an effective tactic for lead generation and nurturing? Most companies have experienced lead “traction” issues in their history. The biggest complaint I hear from C-level executives is that they have no idea whether or not leads are being followed up. In addition, they have had no way of knowing how effective the follow-up is on the few leads that are followed up.
SBI Growth
DECEMBER 21, 2016
Today’s article is focused on how to make the customer experience a competitive differentiator. As a guide to the conversation, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the customer experience design phase on pages.
Increase Sales
DECEMBER 23, 2016
End of the year or quarter is when sales managers review and then start setting sales goals. The reason I did not state “new” sales goals is because sales research suggests most salespeople do not achieve their goals (quota) estimated by TAS Group to be 67% and so the goals are not new. Credit www.pixabay.com. Possibly the reason for this continued failure to achieve quota is because of this serious and unspoken presumption: Most people know how to consistently set and achieve their
The Sales Hunter
DECEMBER 23, 2016
I was struck by a study I just read, “Global Leadership 2015-2016 Study.” What it says is really keeping CEOs up at night. You can read an overview at this link. Here’s an excerpt from the article: The short answer: Leaders just aren’t ready to lead. In the research, CEOs continue to acknowledge with a […].
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A Sales Guy
DECEMBER 20, 2016
This is one my most repeated sales tips. Your entire selling effort should focus on getting the customer to “let” you help them. If the customer isn’t willing to let you help them. You’re not selling and they aren’t going to buy. We need the prospect to participate in the sale with us in order to create a valuable solution.
SBI Growth
DECEMBER 18, 2016
Today’s article is how to get sales improvement programs adopted in a matrix organization. To help illustrate today’s topic we will think through sales enablement within a matrix organization using Frontier Communications as a use case. As a guide for.
Increase Sales
DECEMBER 22, 2016
One of my most favorite quotes is in the movie The Patriot where the father reminds his sons to “aim small, miss small.” I only wish those seeking to increase 2017 sales would heed this advice. Credit www.pixabay.com. When salespeople have crystal clarity as to: Ideal customer (role, demographics, psychographics). Ideal target market (industry).
John Barrows
DECEMBER 23, 2016
[…] to industry giants such as Salesforce, Marketo, Box, Dropbox etc, follow Filling the Funnel blog by John Barrows for advise and guidance on how to become a better sales leader. John’s […].
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.
A Sales Guy
DECEMBER 22, 2016
Please pay attention to this. Forward this to marketing. Forward this to your boss. Forward this to sales operations. Forward this to the people that create your pitch decks, presentations, and your powerpoints. Because that’s where the problem starts. No one gives a s**t about you or your company. No one gives a s**t how long you’ve been in business.
SBI Growth
DECEMBER 22, 2016
Today’s topic is how to replace leads with opportunities for the sales team through Account Based Marketing. My goal is to bring clarity to whether ABM is hype or real for your company. If you live or die by the big.
Increase Sales
DECEMBER 21, 2016
A new quarter is quickly approaching. Sales managers and SMB owners are scrambling to schedule their next Sales Kick Off meeting. What would happen if the following took place? Credit www.pixabay.com. One the screen is the predetermined annual sales goal broken down into quarterly goals based upon the last five years of sales per quarter. Then the sales team (depending upon size) breaks into small groups and each group determines their own sales goals based upon their current sales funnel and
Vengreso
DECEMBER 19, 2016
According to Mario Martinez Jr. , CEO of Vengreso and one of the leading experts in Social Selling, “The modern buyer has changed, but sales tactics and leaders have not. Buyers are now digitally enabled, mobile attached, and socially engaged. They explore, evaluate, and are willing to engage in an entirely new way.” This is the basis of the current struggles faced by B2B salespeople today.
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A Sales Guy
DECEMBER 18, 2016
No one is successful by themselves. I don’t care who you are. If you believe any success you’ve had is 100% created all by yourself, you’re an a **e. Yeah, I said it. No one is successful alone, no one. Don’t be an a **e. Yes, we all work hard. And our success is ultimately attached to our own efforts, but we live in a connected world that requires the help, insight, support, guidance, and friendship of others and it’s that support in addition to our own efforts tha
SBI Growth
DECEMBER 19, 2016
Today’s topic is understanding how to determine which markets to compete in and which markets to avoid. To follow along, download our 10th annual workbook, How to Make Your Number in 2017.
Increase Sales
DECEMBER 19, 2016
For SMB there have been many changes within the market place. One of the more far reaching changes has been this concept of social selling where salespeople leverage the Internet through social media sites for everything from marketing to relationships building to targeted prospecting. Credit www.pixabay.com. Just for clarity social selling in today’s marketplace is defined as “ when salespeople use social media to interact directly with their prospects.
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