SBI Growth
JUNE 13, 2017
Our expert practitioner today is a Chief Human Resources Officer who knows a thing or two about sourcing the right executive talent to achieve the corporate strategy. Today’s topic is focused on how to match the capabilities of the executive.
No More Cold Calling
JUNE 15, 2017
Referrals might be your silver lining. I have been in B2B sales so long that I’ve probably forgotten more deals than I remember. But there’s one I’ll never forget. It was 20 years ago, when I was working as an account-based sales rep , and I lost the biggest deal of my career. I was so close to nailing a million-dollar deal—something no one in my company had ever done.
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DiscoverOrg Sales
JUNE 14, 2017
A word of advice about working at a high-growth company: Don’t get too comfortable. Anthony Johnson wasn’t the first Sales Development Representative (SDR) to learn this lesson the hard way. In the fall of 2015, the young sales rep was burned out, disheartened, failing to meet his quota, and on the verge of losing his job. Fast-forward a year: AJ is now in a leadership role on an inbound sales development team with a remarkable 40% conversion rate from inbound lead to appointment set.
Sales and Marketing Management
JUNE 12, 2017
Author: Michelle Huff A noted Greek philosopher, Gus Portokalos of “My Big Fat Greek Wedding,” delivered a memorable toast to his daughter and new son-in-law near the end of the movie. “Here tonight,” he said, “we have apple and orange. We all different but, in the end, we all fruit.”. The best marketing minds are like that – a marriage of seeming opposites that end up working together.
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.
SBI Growth
JUNE 15, 2017
Modern marketing organizations operate as revenue centers, not cost centers. CEOs at top-performing companies utilize revenue attribution to understand which activities produce revenue bookings. Revenue attribution models give executives a clear line of sight from the corporate strategy through customer.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
JUNE 12, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . We all know the expression “ Often a bridesmaid but never a bride ”, we see it playing out in sales daily. Sellers who want to believe that if they educate the buyer and help them make the right choice, the buyer will choose to go with them and their product. But we all know that making a choice on a product or solution level, does not always lead to the decision we want or need, namely, the decision to buy from us.
Steven Rosen
JUNE 12, 2017
Sales Management Challenges . Many sales managers are finding it increasingly more difficult to keep juggling all their priorities. With so many competing demands, with little or no training and development , the question becomes where can you turn to get honest and insightful feedback on overcoming your biggest challenges? Well, here is a great opportunity to hear it straight from two leading sales management experts.
SBI Growth
JUNE 10, 2017
Modern marketing organizations operate as revenue centers, not cost centers. CEOs at top-performing companies utilize revenue attribution to understand which activities produce revenue bookings. Revenue attribution models give executives a clear line of sight from the corporate strategy through customer.
The Sales Heretic
JUNE 13, 2017
As a number of prominent companies have experienced declines in sales over the past few years, much effort has gone into uncovering the causes of those declines. Both CEOs and business “experts” have sought to explain the struggles of once-thriving companies. And while various explanations have been floated, a consensus appears to have formed as [.].
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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.
The Pipeline
JUNE 15, 2017
By Tibor Shanto – tibor.shanto@sellbetter.ca . There is no denying that summer brings a different rhythm, energy and cadence to sales. Vacations, kids out of school, longer sunnier days are but a few contributing factors. Unfortunately, this just feeds in to tribal notions about selling the summer; no doubt helped by prospects and customers using “summer” to hold sellers at bay and fend off making decisions.
DiscoverOrg Sales
JUNE 12, 2017
What’s a little friendly cold call competition? It was an ordinary Tuesday morning for two salesmen … except that Robert is feeling a little extra competitive with his cold call skills. “Smell that?” he asks. “It smells like sales.” In fact, it smells like selling five deals by happy hour. The gauntlet is thrown down. Dan raises the stakes: He can close ten deals – by lunchtime.
SBI Growth
JUNE 11, 2017
Our expert practitioner today is a Senior Vice President of Product Management and Development who knows a thing or two about creating products that people can’t imagine living without. I first met our guest when he led product development at.
Sales and Marketing Management
JUNE 12, 2017
Author: C. Lee Smith, CEO of Salesfuel In today's marketplace, a good salesperson can find a new manager more easily than a manager can find a good salesperson. Gone are the days when a sales manager could just develop a management style and demand their reports adapt – “or else.”. In fact, the best management style is often no style at all. Just as sales has become more consultative or customer-centric, sales management must become more individualized or employee-centric.
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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
MTD Sales Training
JUNE 14, 2017
Many times, you will get to the position in the sale where you and the prospect are discussing moving forward with your product or service, and the progress stalls because the prospect fears making a mistake. Indecision is caused by people having fears that something will go wrong or another choice may have been better. The word ‘decision’ comes from a root word meaning ‘to cut off’.
Score More Sales
JUNE 13, 2017
Lately a phrase has been making the rounds which is the perfect mantra for all of us in professional selling and leading sales: Don’t be a Know-it-All, be a Learn-it-All. Attending conferences and events last week in the Bay area, I heard this phrase more than a dozen times.
SBI Growth
JUNE 16, 2017
Marketing and sales teams too often find themselves stuck in a detrimental battle over to whom revenue attribution should be attributed. CEOs at top-performing companies utilize revenue attribution to navigate this war-zone and understand which activities produce revenue bookings. Revenue attribution models.
The Sales Hunter
JUNE 13, 2017
Last week I awoke in Nashua, New Hampshire, to spend a few hours with a great client talking prospecting and customer service. From there I was to travel to Stuart, Florida, for an 8 AM meeting the next morning. (Go ahead and Google the cities if you’re not familiar with the location of each.) Nothing […].
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.
Sales and Marketing Management
JUNE 16, 2017
Author: Anna Fisher Growth hacking, which has become all the rage for companies of all sizes, stems from a simple concept in the startup world. Sean Ellis, a seasoned marketing leader, entrepreneur, angel investor, originally defined a “growth hacker” as "a person whose true north is growth.”. The initial idea: Nascent companies, without adequate budget to compete against established brands in traditional marketing channels, must embrace unconventional tactics to build product/market fit and eve
MTD Sales Training
JUNE 12, 2017
A business magazine editor called me a week ago to discuss some articles he wanted me to write for him soon. During the discussion, I asked him about how he and his writing team maintain their creativity and keep coming up with ideas. He mentioned a number of concepts, and I thought that these would also work for you, as you try to attract customers to your business.
SBI Growth
JUNE 11, 2017
Some sales reps only make their revenue objectives by selling to the easy accounts. Others are spending too much time with accounts that do not fit the ideal customer profile. And yet, some sales reps have so many accounts to.
The Sales Hunter
JUNE 15, 2017
I’m sitting in the office of a VP of Sales and he begins to share with me about all of the “vendor of the year” awards his team has received from their customers. He says this is a great example of the leadership his team has with customers and how they don’t have one […].
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.
Pointclear
JUNE 15, 2017
Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. If the raw lead count is high but there is a mere trickle going to the salespeople, you have a substantial problem. You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created.
Increase Sales
JUNE 13, 2017
A LinkedIn post by Tibor Shanto entitled Brother Can You Spare a Sale made a connection with me regarding all the unsolicited requests I receive to submit articles for this blog. These complete strangers want me to spare a posting so they can get their marketing message out. Really? People buy from people they know and trust. This is the first sales buying rule my father taught me years ago.
The Sales Hunter
JUNE 11, 2017
When was the last time you thought about what success means to you? Have you challenged yourself lately to up the ante and achieve greater levels of success? This week think about your definition of success and how you could and should re-define it. Check out the video to see what I mean: Copyright […].
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?
A Sales Guy
JUNE 12, 2017
I love my job. I was recently reminded of how much I love what I do a few weeks ago in Toronto where I was speaking for Uberflip, a fantastic content experience platform. Loving what you do is at the core of a badass life. We spend more time at our jobs than anything else. We might as well love it. And when we love something we’re good at it and when we’re good at it, we love it.
Increase Sales
JUNE 14, 2017
Being in sales as a career requires not only a variety of skill sets, but the willingness to work long hours. Recent research released by Workforce360 for RandstatUSA discovered Millennials and the forthcoming Generation Z generations were unprepared for the long hours in their current jobs. With 97.7% of the U.S. businesses have fewer than 20 employees, working long hours has become the norm.
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