Sat.Apr 06, 2019 - Fri.Apr 12, 2019

How Do I Get a Promotion to Sales Manager?

Connect2Sell

You’re successful as a seller. You’re planning for the future, and you’re eyeing that next-level job of sales manager. career sales management

Change the Conversation: 5 Sales Pitching Lessons from Mad Men

Guru

I wouldn’t advocate taking many lessons from the notoriously toxic characters of Mad Men , but there is one exception: pitching.

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Is This Mental Trap Making It Harder for You to Close Deals?

Jill Konrath

The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got. Working Smarter

How Not to Close End of Quarter Deals

John Barrows

For many of us, April marks the start of a new quarter, fresh targets and quota and new opportunities to focus on. Sometimes you hit your quarterly number with weeks to spare, other times you’re pushing in any deal you can to Make It Happen by the end of that third month.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Why CMOs Need to Resist the Onslaught of the Trivial

Sales Benchmark Index

Your job description probably reads something like “generate revenue by increasing sales through successful marketing for the entire organization, using market research, pricing, product marketing, communications, advertising and public relations.”

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What Is Active Listening And How Can We Improve It?

MTD Sales Training

What exactly is ‘active listening’ and why can it be so difficult at times? As the term suggests, active listening skills can be developed, as it is a skill. Like any skill, it can improve with practice. But we have to see the benefits of active listening in order for us to take it seriously.

Shifting Prospecting Habits

The Pipeline

By Tibor Shanto. The first week of Q2 is always welcome, spring is in the air, and the commissions are beginning to mount. While it is tempting to take a breath after a Q1 that was a blur in its speed and results, it is the last thing you should be thinking.

Top 7 Sales Books for Sellers of SaaS – for Spring Break 2019

DiscoverOrg Sales

Spring break means vacation – and vacation means plenty of down time to catch up on reading! So order the margarita, stroll down to the beach, and grab a book for a little beach reading. What will it be?

Leaders Without Moral Courage Let Their Employees Down

No More Cold Calling

Has management ever told you to take a break? Our pace is too frenetic. We take shortcuts when we know we shouldn’t. We’re conflicted whether to stay in a job we don’t like or jump ship. We want to spend more time with our families, to exercise more, to be happy … really happy.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Build a Growth Transformation Office (GTO) in Your Company to Drive Change for Topline Improvements

Sales Benchmark Index

Value of the GTO. Every great team has a leader on the court that directs their teammates and acts as an extension of the coach. Think of a great point guard holding up 3 fingers to signal the play that.

Six Overlooked Factors When Hiring Salespeople

Understanding the Sales Force

This week I've been sick with my annual bout of asthmatic bronchitis - fun stuff - and the question I've been asking myself is, "how long will it last this year?" Historically, it's takes 2-4 weeks for this to subside and it sucks big time during that 2-4 weeks.

Are You Taking Care of This Person Well Enough?

The Sales Heretic

Whether you’re a salesperson, leader, or business owner, you have a lot of people you need to take care of: customers, support staff, family, and more. But there’s one person who needs your time and attention more than any other.

3 Signs It’s Time for Your Business to Embrace the Subscription Model

Sales and Marketing Management

Author: Linda Deeken Much can be learned from the successes and missteps of companies large and small across the marketplace. My partner, Eddie Yoon, and I have begun to unlock the emerging theme for 2019 around subscription models and their potential for the marketplace at large.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Aligning Your Sales Team to Your Pricing Strategy

Sales Benchmark Index

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11 Tips for Improving Your Sales Process in 2019

James Meincke

The 8 best CRMs for marketing teams

Nutshell

Effective marketing is about more than just attracting one-time customers. It’s about creating a lasting impression that will keep all your customers engaged with your products or services and coming back for more.

Getting Culture Right: Five Lessons for Merger Success in the Sales Department

Sales and Marketing Management

Author: David Sill In August 2017, the DiscoverOrg sales team was working at top speed, well aware that Q4 was right around the corner, when our CEO announced the acquisition of a formidable competitor, RainKing.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

A Sales Leader’s Ascent to CEO

Sales Benchmark Index

Scott Tapp, former CEO of Software Brands, joins us to discuss the evolution from being head of sales to becoming a CEO. The former sales leader turned CEO gives valuable insights that he has learned along his journey, and how.

Make Your Ideal Life Happen Now—Here’s How

Grant Cardone

I want to help you make your IDEAL life happen. I’m talking about making your dreams come true, I’m talking about getting you motivated enough to hit even your biggest, wildest goals. And it starts with you understanding a principle from a film that was released nearly 20 years ago.

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The Ultimate Guide to Sales Coaching In 2019

Gong.io

Are you looking to get better at sales coaching, but you’re not sure how? Then this is the most important thing you’ll read today. Let me guess: no one trained you for sales coaching. You’re “making it up as you go.”. You’re simply doing your best to pass on what YOU know about sales to your team.

Is There A Place For Anger In Management?

Sales and Marketing Management

Author: Paul Nolan Anger has its benefits, writer Charles Duhigg states in a recent Atlantic cover story on the topic. “We’re We’re more likely to perceive people who express anger as competent, powerful and the kinds of leaders who will overcome challenges. Anger motivates us to undertake difficult tasks. We’re often more creative when we’re angry, because our outrage helps us see solutions we’ve overlooked,” he writes.

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How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

SBI’s March 2019 Pricing Newsletter

Sales Benchmark Index

Winning Pricing Strategies for a Mature Business Have you tried multiple times to roll out price increases, only to find single-digit execution rates? Do leaders and sales reps justify the lack of adoption of pricing changes to fear their clients will. Article Pricing Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

How to Get Better Performance Out of Your Sales Team

Alice Heiman

How do you get better performance from your sales team? . Pause, Reflect, Refine, Advance . Better Performance. I hear the same thing from sales leaders over and over. “ I want my team to perform better. ” . You want them to hit their quotas and even exceed them. But they aren’t. .

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A Simple Approach to Small Biz Lead Gen And the 3 Barriers to Doing What Works

SalesProInsider

Ready to grow your business? Who isn’t? The problem is that it can be frustrating, confusing, and hard! So, let’s simplify it. Generate more leads and then convert them. Of course, doing this isn’t easy. Lead gen and lead conversion both need effort, time, confidence, resources, and skill.

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6 Tips to Help You Secure a B2B Sales Appointment

The Center for Sales Strategy

Just getting the appointment can be one of the most difficult steps in the entire sales process. Having a referral or industry success story can make this task a little easier (so, use them if you have them). But, what do you use if you don’t have either at your disposal?

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How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

The Easiest Way to Get Referrals | Sales Strategies

Engage Selling

?????????????The number one question I get from sales leaders: how do I get my sellers to ask for more referrals?

16 Negotiation Tactics Buyers Use (and How to Respond)

RAIN Group

Buyer and seller negotiations are a fun dance. While these negotiations are usually partner-focused (win-win), buyers often use standoffish tactics to gain an advantage in the negotiation at the seller's expense.

Leadership Qualities: What Does It Take to Become a Great Leader?

Anthony Iannarino

No one ever said that being a good leader was easy. A leader’s actions are constantly scrutinized and their leadership qualities help get them through good times and bad.