No More Cold Calling

JULY 20, 2017

Twenty years ago, I would have told you referrals couldn’t possibly be more important for account based sales development. I was wrong. Today, they’re even more important—and more powerful—than they were back then. Too many account based selling teams over-rely on technology to reach their prospects. They believe the fastest ways into the C-suite are digital: targeted emails, cold calls , social media outreach, and inbound marketing automation.

Account 285

Account Referrals Lead Generation Cold Calling 285

Sales and Marketing Management

JULY 21, 2017

Issue Date: 2016-07-22. Author: Hila Nir. Teaser: Believe it or not, your current customer data is actually the secret source of future growth. Organizations constantly claim to be “customer-first”; now you have a chance to put that aspiration toward your organization’s growth. Believe it or not, your current customer data is actually the secret source of future growth.

Data 250

Data ROI B2B How To 250

The Sales Heretic

JULY 18, 2017

As a professional keynote speaker and sales trainer, I am—naturally—a member of the National Speakers Association. So of course I was in Orlando last week for NSA’s annual convention, known as Influence 2017. More than 1200 of the world’s best professional speakers gathered for four days to learn from each other. The result was an [.].

Influencer 239

Influencer Course Sales Video 239

The Pipeline

JULY 19, 2017

Today is the day, I’ll revealing the #1 sales faux-pas that kills deals in Call Camp. Trust me, every rep needs to know this. During this live coaching session , I’ll be breaking down real sales calls, and providing best practices like: How to ask effective discovery questions. Ways to change your narrative on the fly. 3 steps you need to offer the right solution.

Webinar Metrics 232

Webinar Metrics Coaching Strategy How To 232

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Score More Sales

JULY 18, 2017

In selling, we've been trained that getting potential customers and clients to say "yes" is the most important part of negotiation. It's time to rethink that strategy.

Negotiation 215

Negotiation Strategy Training Customer 215

MTD Sales Training

JULY 19, 2017

No matter how long you have been in sales, you will inevitably experience the ups and downs of the business world and create opportunities from them or suffer from the pain of lost sales. It would be wonderful to always maintain a high profile with all your customers, and be on top of your game at all times. But what about the times when things don’t go according to plan?

Ideal Customer Profile 189

Ideal Customer Profile Call-back Follow-up Exact 189

The Pipeline

JULY 17, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . One of my favourite genres is court or trial based stories, could be a movie, play, TV program, but especially novels, where the author has room to fully explore elements and take one to unexpected places. These are usually larger than life, and even when the plot is viable, the settings, are exaggerated, full of symbolism than reality, all with the goal of drawing in the audience.

Lead Rank 223

Lead Rank Lead Scoring Leads Marketing Qualified Lead 223

SBI Growth

JULY 18, 2017

Today’s guest is rare marketing leader with 20+ years of B2B marketing leadership experience who can demonstrate a masterful blend of strategy and tactics for campaign planning. As marketing shifts from art to science, marketing leaders with an engineering background.

Campaigns 176

Campaigns Marketing Engineering B2B 176

Sales and Marketing Management

JULY 16, 2017

Author: Nathan Wakefield Email marketing can be a very important tool to use for your business. This can be especially relevant to small B2B online marketers who are trying to keep their customers informed about promotions and new products to maintain lasting purchasing relationships. As you begin creating a system for a customer email campaign, it can be confusing to manage an accurate list without a substantial time commitment at first, especially if you are a new business.

Customer 195

Customer Campaigns Email Marketing Data 195

Advertisement

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.

Sales

MTD Sales Training

JULY 17, 2017

If ever there was a key skill that you need to study and improve upon it’s asking the right sales questions. You need to unearth the pain, the desire and the motivations that will get your prospect to take action. Now in an ideal world your prospect will answer your questions EXACTLY the way that you want them to so that your product/service benefits match them like fitting a hand into a glove!

Construction 181

Construction Engineering Software Software 181

The Pipeline

JULY 20, 2017

By Tibor Shanto – tibor.shanto@sellbetter.ca . Proactive Prospecting Summer – Part 3. Last week in Proactive Prospecting Summer , we looked at time, and how the way high performers look at and utilize time, gives them an advantage in winning, just as the also-rans are limited by their view of the very same thing. But time is just one of five levers a seller can focus and to continuously deliver more wins, but more importantly as a means of continuous improvement.

Proposal 223

Proposal Quota Account Call-back 223

DiscoverOrg Sales

JULY 19, 2017

There are parts of the job that marketers can perform on autopilot, but data management – enriching and cleansing data – has never been been one of them. That’s changing. Significant enhancements to our Marketo connector, including new Append & Clean functionality, give marketers a whole new level of automation accuracy, and control over their database.

Marketo 174

Marketo Data Tools Lead Rank 174

SBI Growth

JULY 15, 2017

The days of Don Draper and Mad Men are gone. A profession that once revolved around big ideas, attractive models, and generating a buzz has transformed. It’s now about big data, predictive models, and generating a buck. Marketing departments no.

Marketing 166

Marketing Data Direct Mail How To 166

Advertisement

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

Data

The Sales Hunter

JULY 18, 2017

Last week I wrote about the issue of discounting, and needless to say it generated a major amount of conversation all over social media and in emails and phone calls to me. A few people pushed back on my thinking. I’m fine with that, as I know what I say won’t always resonate with everyone. […].

Discount 174

Discount Social Media Call-back Media 174

Jill Konrath

JULY 18, 2017

What's the #1 thing you should be doing to drive more sales in today's crazy-busy world? It's something I've been thinking about a lot these days.

Sales 167

Sales 167

Understanding the Sales Force

JULY 18, 2017

Image Copyright Eerik. You've heard it all before - but not quite this way. The one thing you need in order to have a successful sales force is CRM. The one thing you need in order to have a successful sales force is a powerful Inbound initiative. The one thing you need in order to have a successful sales force is a customized sales process. The one thing you need in order to have a successful sales force is lots of leads.

Inbound 136

Inbound CRM Sales Process Sales 136

SBI Growth

JULY 20, 2017

Joining us for today’s show is Kathy Juve, a B2B marketing leader who knows how to create brand preference that attracts more deals into the funnel at a higher win rate. Great content marketing brings your brand to life during the.

Top of Funnel 153

Top of Funnel Marketing Funnel B2B 153

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

The Sales Hunter

JULY 21, 2017

People say to me, “If culture is so important, then why can’t it be measured?” My response is you can measure culture. Culture is measured in both your top-line sales and your bottom-line profit. Check out this 29-second video as I share thoughts on this issue: Not only does culture matter to you and […].

Video 140

Video Sales Selling Skills 140

Mr. Inside Sales

JULY 15, 2017

First of all, I’d like to thank all of you for making my new book release a HUGE success on Amazon! Power Phone Scripts is the #1 New Release in the Retail Industry! If you haven’t had a chance to get your copy, then simply click on the book link at the bottom of this email. Today’s article contains some scripts right from Power Phone Scripts that teach you how to deal with an objection you probably get often: “We’ve already got a supplier for that.

Comparison 126

Comparison How To Objections Retail 126

Pointclear

JULY 19, 2017

“What could derail this project?” a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. We’d spent some time on the persistent yet professional cadence we employ.

Lead Generation 124

Lead Generation PointClear Leads Marketing Qualified Lead 124

SBI Growth

JULY 21, 2017

Before you consider implementing the Revenue Growth Methodology, you’ll probably ask yourself one key question: What is the size of the prize? Executives who have put a Revenue Growth Methodology in place point to four primary benefits: Improved probability of.

Revenue 136

Revenue Benefit Strategy Sales 136

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

The Sales Hunter

JULY 16, 2017

Make 2-3 phone calls to easy customers or prospects — they think highly of you and are ready to buy. If you start Monday with a few calls where you can find quick sales success, you will build momentum for the week. Check out the video to see what I mean: Copyright 2017, Mark […].

Video 136

Video Motivation Sales Prospecting 136

Fill the Funnel

JULY 17, 2017

For top-performing reps, it isn’t the resources they’re given that determines their success — it’s their resourcefulness. But who would choose a Hyundai over a Ferrari? We don’t love to admit it, but powerful sales tools can increase our chances success. And that includes sales collateral. Whether it’s content your company created, a report by […].

Top of Funnel 133

Top of Funnel Collateral Funnel Resources 133

Increase Sales

JULY 21, 2017

Selling in today’s world has many challenges. Bad customer service should not be one of them. Top sales performers know how to overcome a sales objection. Yet when that sales objection is something beyond their control such as customer service, delivery by another vendor to invoicing, earning the sale becomes even more difficult. Real Time Bad Customer Service.

Customer Service 114

Customer Service Objections Customer Social Media 114

SBI Growth

JULY 20, 2017

Competition 257

Competition B2B Strategy Sales 257

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

Marketing

The Sales Hunter

JULY 18, 2017

One of the best ways to keep a sale moving forward is by using the micro-commitment strategy. The approach is simple to use and very effective for those who are dealing with a customer who is hard to engage and hard to move forward. The micro-commitment strategy is built around finding ways to gain the […].

Closing 132

Closing Strategy Customer Selling Skills 132

Anthony Cole Training

JULY 18, 2017

8 Reasons Why Hiring Elite Salespeople is Difficult:

Hiring 128

Hiring Sales 128

Increase Sales

JULY 15, 2017

How many times have we read or heard about leadership being situational? If any type of leadership is truly situational, it is sales leadership. Leadership is first about leading yourself or self-leadership. From your own leadership efforts you secure your desired results. Peter Drucker said “Leadership is all about results.” In sales, results do matter.

Sales Leadership 103

Sales Leadership Lead Rank Lead Scoring Facebook 103