Sat.Aug 17, 2019 - Fri.Aug 23, 2019

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9 ways to improve email deliverability

Close.io

For all the email marketing haters out there, it's worth noting that recent stats show the ROI on email can be up to 4,400%. That should perk up the ears of even the biggest skeptics. The truth is, to get those kind of returns you have to be more thoughtful and diligent about the way you approach email campaigns. Let's dive in. Of course, you can only expect such great results if your subscribers are actually receiving interesting content, and that's not always the case.

Segment 155
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How to Sell Without Value Proposition Metrics

Jill Konrath

Knowing the business impact of what you sell makes a huge difference. It's how your prospects decide whether or not your products or services are a match. Yet so many companies fail to quantify the business value of their products/services. And sometimes, it’s just not possible.

How To 220
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How to Increase Sales Productivity

Xactly

The more productive your sales team, the better your overall performance. Find out how to increase your sales productivity with sales performance management.

How To 54
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Sales Enablement Best Practices: 5 Dos and Don’ts for Peak Results

Sales Hacker

61% of organizations had a dedicated sales enablement person, program, or function in 2018, according to data from CSO Insights. Just five years ago, that number was 19.3%. This explosive growth comes as no surprise, as successful programs are proven to have a large, quantifiable impact on sales success, specifically: The percentage of reps achieving quota improving by 22.7%.

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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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Don’t Ask Them That!

The Pipeline

By Tibor Shanto. I understand connecting with decision-makers or influencers is a challenge, we are all looking for good ideas. But some things sellers are told to do are not just silly but can cost them opportunities. See what I mean: [link]. Please, don’t ask them that. Ask them something worth answering. The post Don’t Ask Them That!

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Are CEOs Focusing on the Right Sales Opportunities?

SBI Growth

Most CEO’s have good visibility into the top deals in your sales pipeline and are reviewing with their CRO and CFO at least weekly. And often, CEO’s will review top deals with their Chairman or a board member in a.

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Direct Mail Done Right

The Sales Heretic

Regular readers of this blog know that I like to point out egregious examples of bad sales and marketing efforts. Like this one. And this one. Oh, and let’s not forget this one. But I like to highlight good examples as well. I recently received the above postcard in the mail from my realtor—and friend—Bob [.].

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Does Your Pipeline Get a Paid Vacation?

The Pipeline

By Tibor Shanto. Excuses like everything else are subject to seasonality. For example, when I ask some reps why they are not prospecting, I’ll get different excuse based on time of year and state of their pipeline. In August, the excuse of choice is by far vacations. As though every potential prospect picks up and leaves town. That may be true in France in the weeks following Bastille Day , the anomaly that proves the rule.

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Behavioral science can accelerate lead generation

Sales and Marketing Management

Author: TIM HOULIHAN Face it, your lead machine is tired. You’re hitting the gas, and you’re not getting the speed you once did. To change things up, you’ll need to go deep on new technologies and new media outlets, not to mention deciding what you’re going to say in your promotions. If you care only about quantity and quality, you should focus some attention on the most relevant pictures and the most meaningful words possible.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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How a CEO Drives Revenue Growth with Digital Strategy

SBI Growth

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

Revenue 200
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How To Get Past the Gatekeeper

The Sales Hunter

We’ve all been there. You make the call and boom, you’re blocked by the gatekeeper. They won’t let you get to the person you want to speak with. First off, remember that the gatekeeper is only doing their joy by guarding the gate. That’s what they’re supposed to do. They’ll let you pass but only if they feel that you are worthy. To understand how to get past them, you must put them in one of these two broad categories: The first category is the admin / receptionist / security desk /

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How to Overcome the “I’m not interested” objection

Mr. Inside Sales

Top sales reps—the ones making the most sales and commissions—know how to handle repeatable selling situations. Instead of ad-libbing, they have learned, internalized, and use best practice responses to the objections and stalls they get over and over again. [Special Offer: If you and your team would like to learn these techniques and save 15% on our upcoming 7-week online inside sales training, Click He re and use the coupon code: EARLY ].

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Why Remote Workers Are Prone to Hacks

Sales and Marketing Management

Author: Rilind Elezaj When employees in a given organization work away from a physical office, the organization reaps tons of financial and administrative benefits. For example, workers become more productive because of the freedom that comes with remote working; bills such as furniture upgrade and electricity costs are significantly reduced; and the pool of talent from which an organization can hire from is no longer limited geographically.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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AI in Marketing: How and Why Your Peers Are Leveraging It

SBI Growth

Remember ‘big data’ and ‘advanced analytics’? These trends gradually evolved over the past decade as more and more businesses jumped on the bandwagon; ultimately paving the way for the next truly revolutionary tool in marketing: Artificial Intelligence (AI). Read on to.

Marketing 180
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Monday Motivation Video: What Will You Google Today?

The Sales Hunter

What are you most likely to Google today? What question do you want Google to answer for you? If you’re a parent, ask your kids these questions. Successful people are always trying to quench their thirst for knowledge. Whenever you see or hear something that you don’t know or understand, take a moment to ask Google and learn. As your knowledge increases, your ability to benefit others increases.

Google 164
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Podcast 113: The Inside View at High Growth Companies

John Barrows

This week we’re excited to have 2 killer guests on the podcast. We have a duo from Looker, Rafael Jara-Simkin , Director of Eastern Americas as well as Talal Assir , Director of Sales Engineering. Both have 5+ years of experience under their belts at Looker and confess to never having been bored of their work for even 1 day during that time. Let’s dive into how and why in this podcast….

Company 159
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Dumbness isn’t a destiny

Sales and Marketing Management

Author: Paul Nolan In his new book, “Nincompoopery: Why Your Customers Hate You?—?And How to Fix It,” John R. Brandt says managers are the key to squelching the corporate stupidity that drives customers crazy. SMM: ?You state that nincompoopery is often a sign of problems higher up the leadership chain. Can you explain? Brandt: ?When you find a company that is consistently delivering bad service or stuck in the throes of nincompoopery, it’s the leaders who are responsible, not the employee you’r

Airlines 136
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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Know What You Aren't Looking for in a Prospect!

Anthony Cole Training

Prospecting isn't always the easiest task we are required to carry out in sales. It can be daunting, monotonous, and inconsistent. However, it must be done and it must be done well!

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50 Business Blog Post Ideas to Win the Internet

Zoominfo

Blogging is one of the most effective ways to build brand awareness. It can create a foundation for engagement with current customers and prospects. But coming up with good blog post ideas can be challenging. It’s difficult to stay inspired , creative, and relevant. Staring at a blank, white page can be almost as terrifying as giving a speech. One way to ease blank page syndrome is the writing prompt – a word, phrase, question, photo or other trigger designed to get the creative juices flowing!

Epiphany 138
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Superpowers Every Sales Team Needs!

Alice Heiman

The Buyers Journey is Complicated . It’s more complex than ever to close a deal with a large company. There is a minimum of 6.8 buyers involved. Buyers have to validate, collaborate and come to a consensus before a decision is made. . Gartner research finds that when B2B buyers are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers.

Resources 119
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The leads are weak?—? so now what?

Sales and Marketing Management

Author: Paul Nolan The leads are weak,” Jack Lemmon’s character, Shelley Levene, tells Alec Baldwin in “Glengarry Glen Ross.”. That doesn’t sit well with Baldwin’s character, a big shot from downtown who we only know as Blake. “The leads are weak?” he replies. “You’re weak.” Then he proceeds to berate the entire sales team while building up his own story.

Leads 120
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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Do You Have Sales Growth Problems? 

Anthony Cole Training

Of course you have sales problems. If it’s not a production problem, it’s a productivity problem. If it’s not a productivity problem, it’s a servicing problem.

Course 125
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50+ Business Blog Ideas to Win the Internet

Zoominfo

Blogging is one of the most effective ways to build brand awareness. It can create a foundation for engagement with current customers and prospects. But coming up with good blog post ideas can be challenging. It’s difficult to stay inspired, relevant, and creative in B2B marketing. Staring at a blank, white page can be almost as terrifying as giving a speech.

Epiphany 100
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Customers And Rational Behaviors

Partners in Excellence

Too often, I’m in reviews with sales people whining, “The customer is irrational!” They go through a litany of complaints, including: “They don’t understand our products and why they are superior… ” (Of course it’s not their job to do that.) “They keep changing their minds… ” “They aren’t being logical, we’ve presented all the data/analysis, it should be obvious… ” and on and on and on… The net

Customer 113
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Critical Thinking: What It Is & Why It Matters in Sales

Connect2Sell

Sales 212
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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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How to Do Both High-Volume and High-Value Selling

SBI

How to Do Both High-Volume and High-Value Selling. Outbound sales organizations continuously struggle to achieve the balance between high- volume calling and high- value calling. In this podcast I talk with John Steinert of TechTarget about: How to go from “Who should buy” to “Who probably will buy”. How to augment the insight on your website visitors with intent to buy so sellers can prioritize their time.

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How to Declutter Your Sales Process

Shari Levitin

Your junk drawer provide a perfect metaphor for your sales process. Your junk drawer, like your sales process, undergoes a natural sort of entropy. We litter them with ideas, metrics, and white papers; we pile on more information and clutter our slide decks. We assume if one taco sauce is good, fifty must be better. The post How to Declutter Your Sales Process appeared first on SHARI LEVITIN.

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Improving Sales Performance Without Changing “How You Sell”

Partners in Excellence

Too often, as executives look to improve sales performance, they look to doing something new or different. It may be adopting a new methodology, new technologies or tools, changing your go to customer strategies. Any of these can improve sales performance, but the come with their costs. Since these represent major changes, the change management process and time involved in solidifying changes can be very long.