Sat.Nov 11, 2017 - Fri.Nov 17, 2017

Sales Tech Simplified with @Katie_E_Bullard: How to Eliminate the Problem of Data Decay

Smart Selling Tools

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified. This week I interview Katie Bullard , Chief Growth Officer of DiscoverOrg. Nancy: Why does the industry need your solution?

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Cadence—Multi-touch, Multi-media, Multi-cycle Marketing Multiplies Results


For one client, it takes 9.82 touches to engage with a prospect. The result of these touches is what we call a disposition: PointClear's term for completing contact with a decision maker or company (some programs lend themselves to dispositioning by contact and some by company). This approach yields a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—well-qualified leads. We invest about 10,000 touches to generate 50 leads.

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Trending Sources

Matt, Kyle, and the Less-Traveled Road to Customer Retention

DiscoverOrg Sales

Some know this time of year as holiday season. Sales professionals know it better as renewal season. December 2016: A troubled client account initially said they would renew their DiscoverOrg contract.

5 Quick Secrets to Compelling Emails

Inside Sales Training

Want to get your emails returned? Who doesn’t…. Many of us would settle for just getting our emails read! Let’s face it: prospects get hundreds of emails per week and there is a slim chance they are going to read – let alone respond to – an email from a sales rep.

12 Must-Ask Questions for Sales Managers

If you want to improve your sales team's results, you need to start by asking the right questions.

More Trending

4 Talent Management Tips- ‘A’ Players Want Leaders Not Bosses

Sales Benchmark Index

Best-in-class sales leaders are blurring the lines between professional and personal. As a result, they are outperforming sales bosses on a revenue-per-head basis by double digits. In a most recent Gallup study, engaged employees produce on average 20% more higher. Article Sales Strategy Talent Strategy sales management talent management talent strategy

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Prospecting is About Conversations, Not Apps and Hacks

The Sales Hunter

Your success in prospecting is not going to be based solely on the app or hack you buy or download and spend too many hours learning how to use. Your success is going to be based on the conversations you have with prospects. It’s time to quit thinking one more tool is going to bring […]. Blog Professional Selling Skills Prospecting Sales Motivation apps prospect prospecting sales motivation sales skills selling skills success

Think Better

Your Sales Management Guru

Think Better. An Innovator’s Guide to Productive Thinking. -a a book review-. Published by McGraw Hill, this is must read for any salesperson, sales leader, President or any manager.

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Why A Promise Statement is more than a Value Proposition

Babette Ten Haken

A professional promise statement clearly defines what you promise to deliver, over time, to clients. At face value, this statement sounds like a value proposition, doesn’t it? Except, many value propositions are commoditized, to clients’ ears.

30 Ways to Get Inside the Mind of Your Target Buyer

Trust, support, and transparency: that's what your target buyer really wants. These 30 findings show the path from respect, to relationship, to business win.

How to Build an Awesome Personal Brand So Everyone Loves You

Keith Rosen

Butting heads with some annoying co-workers or clients you can’t stand working with? Stressed and frustrated because they prevent you from getting your job done rather then help? This stagnates growth, revenue and market share.

“You Should Have Seen It Coming”

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy ceo Lead Generation prospecting

What Are You Doing to Manage Your Reputation as a Sales Professional?

The Center for Sales Strategy

Do you read online reviews? Of course you do. Most people check out customer feedback before committing to buy a product or service these days. There is an entire industry dedicated to reputation management. The question is: what are you doing to manage your own reputation as a sales professional?

8 Statements That Make Salespeople Sound Insecure

Hubspot Sales

The delivery of your message often matters just as much as its content -- making confidence crucial to sales success. If you sound calm, collected, and self-assured, your prospects will implicitly trust you more. But if you sound anxious or insecure, they’ll probably doubt what you’re telling them.

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Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Stop Reading (Just) Sales Books!

Partners in Excellence

Reading is important to our professional development and growth (not to mention the scientific evidence of how it improves our cognitive capabilities). Far too few business and sales professional actively read as part of their personal and professional growth.

Has Demand Generation Hit a Wall? Why ABM is the Answer

Sales Benchmark Index

Bullard Chie. Marketing Strategy Product Strategy Sales Strategy Talent Strategy Uncategorized Video 5 steps to topline revenue growth ABM account-centric buyer-centric cro Demand Generation discoverorg enable revenue growth grow revenue how to implement ABM Katie Bullard leader Marketing revenue growth sales strategy sales team sales team engagement use-case

Have You Noticed? Showing Appreciation Drives Performance

The Center for Sales Strategy

An Accenture study, written about in Forbes , found that 43% of employees who are about to quit their jobs cite lack of recognition from supervisors as the reason they would leave. Every time I read that stat I feel convicted that I don’t always show as much appreciation as I should.

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30 Responses to the Dreaded Sales Objection "It Costs Too Much"

Hubspot Sales

How to Overcome Pricing Objections. Wait for the prospect to finish speaking. Pause for 3-5 seconds. Ask a question. Pose a follow-up question. Summarize their objection in 2-3 sentences. Clarify if you missed anything. Diffuse their concern. Click here to jump straight to the responses.

Account-Based Marketing: A Practical Guide

Your step-by-step manual on all aspects of ABM.

3 Steps to Boosting Your Sales Team’s Confidence

Sell More and Work Less

Want to know two things that never go together when it comes to salespeople? Low confidence and high sales results.

170 Sales Terms From A – Z: The Updated Glossary of B2B Sales Definitions

Sales Hacker

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Why Technical Decision Makers remain Skeptical of You

Babette Ten Haken

Let’s chat, shall we? Technical decision makers are skeptical by nature. First, they do not assume anything, including the validity of marketing and sales materials. Also, they dissect all data put in front of them to justify your selling position.

How to Survive the Workday When You're Sick, Tired, or Just Not Feeling It

Hubspot Sales

Tired at work? Take a cold shower or splash water on your face. Skip breakfast if you're not hungry. Delay coffee until after cortisol spikes at 9:30 a.m. Tackle important tasks early. Get outside. Don't eat at your desk. Save creative tasks for the afternoon.

Why Marketing, Sales, and Business Owners Love Marketing Automation

Learn what Marketers, Sales and Business Owners each have to say about what Marketing Automation has done for their business.

The Power Of “Yes, And…” In Coaching

Partners in Excellence

Too few managers actively coach. CSO Insights Data indicates the majority of manager spend less than 2 hours a week coaching—total! Too often, what managers consider as coaching is actually very destructive. It’s manifested in several ways: The manager is constantly in tell mode. The manager thinks he knows the situation better than the salesperson, rather than listening, understanding, and exploring; the manager starts telling.

Sales Motivation Video: Giving Your Price and the Art of Silence

The Sales Hunter

As salespeople, we have this tendency to talk sometimes when we shouldn’t. One of those times you need to practice the art of silence is after you give your price. The more disciplined you become in this, the greater your sales motivation and the less tendency you will have to discount your price. Check out […]. Blog Sales Motivation discount discounting motivation price pricing sales motivation

Introducing a New Sales Methodology to Your Sales Team: What To Do


Guest blog by Zahra Bukhari, sales operations manager at Localytics. An effective sales methodology is arguably the backbone of a successful sales team.

The Oversimplification of Sales Performance Work


Yes, you read that right. I’m worried about some of the things I’m reading and trends I’m seeing in the world of sales performance improvement. Simple is good. Oversimplified is not. Sales Management

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Don’t Be a Trade Show Vulture! Here’s 10 Steps for Event Follow Up Success

Sales Hacker

In this article I’m going to explain how to PROPERLY execute an effective trade show follow up campaign without being a blood sucking lead vulture.

Top Tips For Managing Accounts

MTD Sales Training

I received an email last week from Trevor Borrows who is a newly appointed National Sales Manager in charge of a team of Account Managers. Here’s what Trevor asked: “Hi Sean, being a new National Sales Manager I need to understand how to develop account strategies. I’m really wet behind the ears with this. I appreciate that you run courses around this and I will be asking you to come in and help us to put strategies in place and then to train my team in account management best.

Pre-written sales operations job descriptions


Earlier this year we teamed up with LinkedIn to highlight the basic characteristics of professionals in three critical operations roles — sales, marketing and business operations.

Has Your Sales Content Library Come Out of the Closet?

The Center for Sales Strategy

What does your sales content library look like? Back in the old days of selling (the 1990’s), the sales library was a janitor closet with a few shelves to store corporate brochures, product sheets, and other printed sales material.

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.