Sat.Aug 25, 2018 - Fri.Aug 31, 2018

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Best Prospecting Methods — 4 Ways To Stop Second-Guessing How You Prospect

Sales Hacker

The Winning By Design Blueprint Series provides practical advice for parts of a SaaS sales organization. In this blueprint, we provide insights into the best prospecting methods for different go-to-market (GTM) strategies. Prospecting is about having a conversation with a client. This can be through an email, a call, an in-person meeting etc. A prospect is a company or person who matches the profile of a client.

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Fine Dining Serves Up a Great Example of Positive Sales Technique

Connect2Sell

Next time you’re enjoying a relaxing meal in a fine dining restaurant, observe these six sales lessons in positive sales technique that will help you get follow-up business from your customers, too.

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How to Get Rock Star Sales Reps to Train Their Peers

Allego

Whether we like to admit it or not, watching reality TV competitions can be addictive. Shows like “The Voice” or “Chopped” put up some of the biggest numbers when it comes to ratings and viewership because it’s fun to get a candid glimpse into how the best and the brightest do what they do. Similarly, candid videos that show off the best work by our most talented colleagues are fun to watch, too (and fun for them to create).

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Taking Customer Service from Cost Center to Profit Center

Sales and Marketing Management

Author: John Larson How many times has one of your customers approached you with an issue or a problem? For instance, “I purchased this product from you and it does not work.” Or, “I thought this product had feature X, but I found out it doesn’t and I want to return it.” Or possibly, “You told me my order would arrive on Wednesday and it came on Friday.”.

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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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35+ Marketing Jokes to Brighten Your Day

Zoominfo

A little bit of humor can go a long way– even in the marketing world. Today’s marketing professionals must juggle a number of high-priority tasks throughout the day, and often, they find themselves under a significant amount of stress. In these cases, a few lighthearted jokes can ease the tension of the day-to-day marketing job. And, believe it or not, humor does more than just relieve stress– it can actually make marketers better at their jobs.

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More Trending

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Do the Best Sales Managers Have the Best Salespeople?

Understanding the Sales Force

We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team? What happens when we ask the same questions about weak leaders? I dug into a subset of data from Objective Management Group's (OMG) evaluations of the salespeople who report to more than 15,000 sales managers to determine whether the best sales managers actually have the best sal

Hiring 230
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Imprisoned by PowerPoint: A Foolproof Escape Plan in Five Steps

Sales and Marketing Management

Author: Chris Westfall It’s no secret that the richest man in modern history, Jeff Bezos, has outlawed PowerPoint for all employees at Amazon. Replacing the venerable Microsoft product with multi-page memos may or may not be a future-proof strategy, but it’s now the law at Seattle’s largest company. At Amazon, meetings begin with a narrative-style memo (no bullet points) that’s handed out to all participants.

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35+ Statistics About Dirty Data

Zoominfo

There is no greater asset to your organization than your B2B database. However, when your database becomes cluttered with outdated, incomplete or inaccurate contact information, it can prove to be a costly obstacle along your route to success. From marketing, lead generation and customer relationships, to sales and even revenue, dirty data can have an insurmountable impact on all areas of your business.

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Social prospecting cheat sheet #1

Sales 2.0

If you’ve read any of my previous posts on this blog you will know that I think relationships determine if you will get a meeting with your prospect. In this post I’m going to give you a few templates you can copy to help you get referrals to the likely 22,500 people you have available to help you save (and maybe prosper) in your new sales gig. Typical success rates in getting intros using this approach is approximately 1 in 2, vs 1 in 100 or 1 in 330 for cold calling.

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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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[VIDEO] Whiteboard Wednesday: 7 Cold Voicemail Do’s and Don’ts (Jake Shaffren)

DiscoverOrg Sales

My name is Jake Shaffren, Director of Sales here at DiscoverOrg, and today we’ll talk about the do’s and don’ts of voicemails. In this day and age, we have a lot of ways to connect: cold calling, cold emailing, social touches, etc. Voicemail is yet another tool we have at our disposal; and like most tools, it works best when combined with others.

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How to Avoid Coaching Failure… More Lessons from the Soccer Field

Sales and Marketing Management

Author: Jason Jordan In a previous blog post , I recounted the story of a coach who shouted absolutely useless advice to a team of 12-year-old boys who were trying to win the last game in a soccer tournament. More specifically, he shouted: “Come on guys… We really need this one.” Yeah, they already knew that. They already wanted to win the game – probably more so than the coach, for that matter.

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Sentiment Analysis: A Primer for B2B Marketers

Zoominfo

How do people feel about your company? You may think you know the answer to this question – your products sell well, you’ve gotten some great customer feedback, and your social media posts garner strong engagement. But, if you don’t actively analyze the emotions and attitudes people express about your brand and products, you might be missing the bigger picture.

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Drive Double-Digit Revenue Growth by Interlocking Compensation Design & Territory Alignment

SBI Growth

It’s December 25th, 2018. You are sitting around the Christmas tree with your wife, two kids and black lab—Duffers. You hear the crackle of the fireplace as another log gets added to the fire. The kids are smiling from ear.

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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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The Art of Cold Calling | How to Make B2B Cold Phone Calls for Sales

Mr. Inside Sales

5 New Cold Calling Openings. By Mike Brooks, [link]. Learn the art of top B2B cold calling opening scripts, tips, techniques and best practices on how to make effective, successful cold phone calls that really work to get appointment for sales. I’m working with an inside sales team who are having success with a cold calling opening that previously I had recommended against using.

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Is your complex incentives plan holding you back?

Sales and Marketing Management

Author: RICHARD SMITH, ZS MANAGER. CONTRIBUTORS: STEVE MARLEY AND CHAD ALBRECHT, ZS PRINCIPALS “Life is really simple, but we insist on making it complicated.”. – Confucius. The same can be said for sales compensation. Incentive compensation plans are often far too complex. This complexity is usually the result of trying to make the plan fair or trying to please every stakeholder.

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[VIDEO] Whiteboard Wednesday: 7 Cold Voicemail Do’s and Don’ts (Jake Shaffren)

DiscoverOrg Sales

Reading Time: 5 minutes My name is Jake Shaffren, Director of Sales here at DiscoverOrg, and today we’ll talk about the do’s and don’ts of voicemails. In this day and age, we have a lot of ways to connect: cold calling, cold emailing, social touches, etc. Voicemail is yet another tool we have at our disposal; and like most tools, it works best when combined with others.

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Why Most Marketing Generated Personas Fail with the Sales Force

SBI Growth

What percentage of your salesforce uses the marketing generated personas your team builds? 50%, 60%? Let me ask the question differently. What percent of the salesforce uses marketing generated personas on a regular basis to help with their sales planning?

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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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Four Future Needs Of Customers That Will Drive Your Business Process

MTD Sales Training

Episode 22: Four Future Needs Of Customers That Will Drive Your Business Process. This podcast includes: Four future needs of customers that will drive your business processes. Six skills for clearer communications. A quote from Winston Churchill. Take a look at this episode on [link]. The post Four Future Needs Of Customers That Will Drive Your Business Process appeared first on MTD Sales Training.

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Social media can elevate your reward events

Sales and Marketing Management

Author: DANA LASALVIA, VICE PRESIDENT OF CORPORATE COMMUNICATIONS & BUSINESS DEVELOPMENT, RYMAX MARKETING SERVICES, INC. FOMO – The fear of missing out. We all have it. Thanks to social media platforms and modern communication, the feeling of missing out on a good time has become more prevalent and contagious, as our friends, family and colleagues continue to share every thrilling (and. not-so-thrilling) moment of their lives.

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The Art of Cold Calling | How to Make B2B Cold Phone Calls for Sales

Mr. Inside Sales

5 New Cold Calling Openings. By Mike Brooks, [link]. Learn the art of top B2B cold calling opening scripts, tips, techniques and best practices on how to make effective, successful cold phone calls that really work to get appointment for sales. I’m working with an inside sales team who are having success with a cold calling opening that previously I had recommended against using.

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Was Your Last Portfolio Company Add-On a Failure? 3 Keys to Avoid It in Your Next Transaction!

SBI Growth

Mergers, Bolt-ons, and tuck-in acquisitions are an increasing common growth strategy being deployed by Private Equity firms today. Multiple Arbitrage can be a very efficient way to increase enterprise value, however, it is also fraught with peril and littered with the tombstones.

Company 140
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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

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.

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If You Work for a Company that Doesn’t Believe in Marketing, Resign

Pointclear

Economist Milton Friedman said the main purpose of a business is to maximize profits for its owners (for a publicly-traded company, it’s for the stockholders). Jim Cathcart says, the purpose of business is to “make life better for someone.” He means create a product that solves a need, and where profit is the result. Peter Drucker is more widely quoted as saying "Because the purpose of business is to create a customer, the business enterprise has two—and only two—basic functions: marketing and i

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How NOT to Coach… Lessons from a Soccer Coach

Sales and Marketing Management

Author: Jason Jordan I was recently at a soccer tournament with my teenaged son. His team had won its first few matches and made it to the semifinals. The stakes were high – win and move up the bracket, or lose and go home. The kids were playing well, but losing by one goal with only a few minutes left in the game. Their coach, whom I know to be a very smart man, then said something that I thought was particularly dumb.

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Sales tactics encyclopedia: 15+ strategies for prospecting, qualifying, and closing

Nutshell

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. But how do you decide which ones make the most sense for your business? To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals.

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It’s Time for Customer Success Leaders in Software Companies to Own Their Revenue Number

SBI Growth

Churn and burn. Not music to your ears. You’re the leader of Customer Success and asked by your executive team to hold accountability for a number. The honeymoon period for CS is over my friends. Everybody in your organization knows.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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35+ Marketing Jokes to Brighten Your Day

Zoominfo

A little bit of humor can go a long way– even in the marketing world. Today’s marketing professionals must juggle a number of high-priority tasks throughout the day, and often, they find themselves under a significant amount of stress. In these cases, a few lighthearted jokes can ease the tension of the day-to-day marketing job. And, believe it or not, humor does more than just relieve stress– it can actually make marketers better at their jobs.

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The Biggest Threat to Sales Teams in 2018 Isn't Losing Clients

Hubspot Sales

A quick Google search or skim through your favorite sales blogs will show article upon article about how to hire the perfect reps, increase customer retention, and write the perfect sales job description -- for good reason. Even right here, on the HubSpot Sales Blog, I know an article on "How to Hire the Perfect SDR" will almost always be a hit. In fact, two of our top-performing posts of all time are " 40 Sales Interview Questions to Recruit the Best Reps " and " 10 Common Sales Job Interview Q

Hiring 111
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Marketing Lies Per Our Conversation

Increase Sales

Marketing lies abound and speak to the unethical behavior of many salespeople. Just two days ago I received this email headline marketing message “Per Our Conversation” with “Leanne, it was great talking with you” in the body of the email. As I read this message, I scratched my somewhat old brain for this conversation without success.