SBI Growth
AUGUST 4, 2016
Finding great sales talent isn’t hard. The real challenge is persuading the best talent to work for you. Assuming you have a good company culture, you’re respected in your industry, and your leadership team has a vision your employees can.
The Pipeline
AUGUST 1, 2016
Tibor Shanto – tibor.shanto@sellbetter.ca. Given that we are right in the middle of summer, and that today is a holiday long weekend here in Toronto, my mind naturally drifted to a summer theme, no doubt helped by things I’ve consumed by poolside. Looking around the water’s edge, you begin to see things here that remind one of sales. I was going to start with bikinis, but I got tagged by the Politically Correctness Police (PCP) last week, so we’ll save that for below.
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No More Cold Calling
AUGUST 4, 2016
How can we stay in touch without always being connected? I got blasted on social media. No, it wasn’t someone inviting me to connect and then blasting me with a sales pitch (my usual complaint about bad social media behavior). It was someone critiquing me because I write about social selling and the importance of sales reps staying in touch with prospects, clients, and colleagues, but I didn’t respond to his comment immediately.
The Sales Hunter
AUGUST 2, 2016
Give me a customer complaint any day over a customer not being happy and not complaining. I can’t deal with what I don’t know. Below are 10 ways to deal with a complaining customer and a couple of bonus ideas: 1. Don’t run from it. Deal with it immediately regardless of the situation 2. Thank […].
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
Understanding the Sales Force
AUGUST 4, 2016
During our very first conversation with a CEO, our talking path is determined by whether their company is analog or digital. Digital companies are typically on the cutting edge in their thinking and actions, their CEO's read content like this, are active on LinkedIn and Twitter, they know that selling has changed dramatically, they already have inside sales teams, playbooks, demo decks, sales enablement, online tools beyond CRM and in true digital fashion, they live by their KPI's which count th
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
AUGUST 4, 2016
Issue Date: 2016-08-05. Author: Blair Symes, Director of Content Marketing, DialogTech. Teaser: Thanks to smartphones and click-to-call, consumers are responding to search, social, display and other digital ads and campaigns by calling businesses by the billions. These calls, while often the most lucrative type of conversion, are also the most difficult for marketers to measure and optimize.
The Sales Hunter
AUGUST 5, 2016
Like you, I always seem to have a list of deadlines, demands, and projects commanding my attention at the same time. Like you, I can feel overwhelmed quickly and, in so doing, be challenged by the lack of time to do anything well. Over the years I’ve improved my time management skills by realizing it’s […].
Score More Sales
AUGUST 5, 2016
People are working at a frenetic pace at most companies. If they are a small or medium sized business (SMB) people always are doing two or more jobs. In a major corporation, when someone leaves the company often their duties are delegated to others. Sales rep left or got let go? The accounts and prospects get distributed too.
Understanding the Sales Force
AUGUST 5, 2016
There have been at least 2 lists published of the sales books you should read on the beach this summer so we are not going there! But summer is for sun and fun and some of the best things in life happen during the summer. As a result, we miss some of the best work-related things because we aren't working as many hours, may be in catch-up mode and not have the time to get to everything we would get to during cooler months.
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.
Sales and Marketing Management
AUGUST 2, 2016
Issue Date: 2016-08-03. Author: Frank Moreno. Teaser: Self-service data preparation (prep) is transforming how sales and marketing analysts as well as everyday business users are acquiring, manipulating and blending data by making the process quick, easy, accurate and consistent. Self-service data preparation (prep) is transforming how sales and marketing analysts as well as everyday business users are acquiring, manipulating and blending data by making the process quick, easy, accurate and cons
SBI Growth
AUGUST 2, 2016
Data is everywhere. Channels are exploding, and technology is constantly changing. Marketing leaders now require detailed reporting in order to make data-driven decisions. And this requires the help of a “right hand”, otherwise known as marketing operations. My colleague, Mark.
Pointclear
AUGUST 5, 2016
The core idea behind this book is that marketers need to embrace and take responsibility for the entire sales funnel, not just the top half. It’s the new B2B imperative that marketers take full responsibility for the revenue impact of their efforts, that they work closely with their sales counterparts to make them more efficient and help them convert more opportunities into closed deals.
The Sales Hunter
JULY 31, 2016
Confident people do not allow other people to define success for them. You need to define success for yourself! Write down your definition of success. Then ask yourself if you are achieving this. Your goals should equip you to be successful, and when you are successful, you will be more confident. Copyright 2016, Mark Hunter […].
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Sales and Marketing Management
JULY 31, 2016
Issue Date: 2016-08-01. Author: Reza Mohsin, CEO of Speakeasy. Teaser: Creating processes that deliver the information you need, when you need it, with minimal investment of time and effort is essential to understanding how your teams operate. Sales managers can help make this happen by employing the right tools for their teams – tools that simplify the sales process instead of making it more complex.
MTD Sales Training
AUGUST 4, 2016
I was thinking about our business last week and the many customers who have used our services over the years. There is one common denominator that joins them all together; they have all changed their buying process as time has gone by. So, every year, my team renegotiate the terms and conditions with them. Every year, the buyers find different values that need to be assessed.
No More Cold Calling
JULY 31, 2016
Tired of watching your sales reps spend hours on the phone, calling prospects who rarely ever call them back? Or wasting time pestering strangers on social media, who never asked for—and don’t want to hear—their sales pitches? Then it’s time to stop the cold calling madness. During the “Turn Cold to Gold” webinar I hosted earlier this month, I polled the audience to uncover their greatest lead generation challenges.
SBI Growth
JULY 31, 2016
Every Sunday morning we will publish a photograph of an SBI’er “in action” which is meant to illustrate how much fun we have working with you. This project has one purpose: to celebrate you, our clients and followers. Companies, firms, and fads.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
The Sales Hunter
AUGUST 2, 2016
It’s time to talk about the elephant in the room with regard to prospecting. For too long every excuse in the world has been used as to why prospecting is so difficult. The elephant in the room is the environment created by the leadership of the organization. It begins with leadership claiming any shortcoming in […].
MTD Sales Training
AUGUST 2, 2016
Many people we train on using LinkedIn have many contacts but have not used those contacts to increase their sales opportunities. For some, LinkedIn is an unused asset gathering dust on their hard drive. What would be one way that you could use those connections to increase sales opportunities? Well, you always would start a conversation when you meet someone at a networking event, so why not do the same kind of thing, but online?
Increase Sales
AUGUST 2, 2016
In 2001, Wendy’s had a series of commercials asking “Where’s the beef?” These commercials highlighted the quality of Wendy’s hamburgers and to differentiate their hamburgers from their competitors. Today in sales, quality and differentiation are even more important. Credit: www.gratisography.com. Within your solutions (products or services) where is your quality and how does your quality differ from your competitors is essential to know.
Advertiser: ZoomInfo
This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.
The Sales Hunter
AUGUST 2, 2016
Is it advertising that’s needed to create customers or is it marketing? Does it matter? Matt Heinz and his team at Heinz Marketing have put together a great book on the subject, and you can get an electronic copy of Full Funnel Marketing for free! I’ve known Matt for several years and I am a big fan […].
BrainShark
AUGUST 2, 2016
As a former youth, high school and collegiate-level baseball coach, it was my goal to help my players perfect their skills so that we could improve as a team.
Increase Sales
AUGUST 4, 2016
Yogi Berra said “If the world was perfect, it wouldn’t be.” For some this may be confusing, but for those in sales his observation may make perfect sense. How many times do we as salespeople think have the perfect sales script? How many times do we as salespeople think we have the prefect fact finding or discovery question? How many times do we as salespeople think we have perfected our sales process?
Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager
Modern Sales Content Management (SCM) platforms have become table stakes in the world of sales enablement. Sellers need one-stop access where all of their sales content is stored, organized, deployed, and measured. Today’s modern SCM platforms achieve just that. However, these various platforms also have key differences. In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.
Sales Training Connection
AUGUST 1, 2016
Sales Training – 2026. As a way of exploring the future of sales training, let’s time travel to the year 2026 and examine the major trends of the day. Suspending disbelief, assume you have time traveled and have arrived in the summer of 2026. You are journeying south on Highway 1 towards Big Sur in your Apple Titan 2.0. You have preprogramed your new Titan including a stop for lunch at Nepenthe.
A Sales Guy
AUGUST 3, 2016
It’s time for salespeople to stop wasting their prospects time. It’s time sales people stop sending out emails and leaving messages asking for just 15 minutes of a prospects time and offering nothing in return. This Spazz Out was easy, as I had just received one of those irritating email asking for my time. Stop wasting your prospects time.
Increase Sales
AUGUST 1, 2016
Confusion abounds about what is prospecting and what is marketing. Much of this confusion can be traced back to the Madison Avenue firms where paid advertising became synonymous with marketing. This confusion continues today especially because of these two facts: Internet especially social media. 97.7% of all U.S. businesses are under 20 employees.
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