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

Unlock the Potential of Your Marketing Team

Sales Benchmark Index

Article Marketing Strategy

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.

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Now Is The Time To Get Ahead Of Then

The Pipeline

By Tibor Shanto. With the end of the year in site, only six hopping Saturdays till Xmas, we sometimes face hard choices as to where to put our efforts. Put everything we have in closing and renewing what’s here and now; or ensure that I am well set for the next quarter, or year.

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

Pointclear

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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See the PureCloud call center in action

All cloud contact centers are not created equal. Register now for an upcoming live demo covering supervisor, admin, and agent experience in PureCloud!

“You Should Have Seen It Coming”

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy ceo Lead Generation prospecting

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.

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The Power of Sales Intelligence #2: Creating an Ideal Customer Profile

DiscoverOrg Sales

Historically, sales professionals and marketers spent a lot of time chasing down prospects with a scant probability of getting an appointment, let alone winning business.

Pipeline Management – Why Monitor If You’re Not Going To Fix It? 5 Steps to fixing instead of just monitoring.

Anthony Cole Training

My wife Linda and I were recently in Columbia Maryland visiting family. While having a mid-afternoon lunch at Clyde’s I happen to see a “LifeLock” commercial on the bar TV. All I caught was the following caption: Pipeline management setting sales goals increase pipeline

An Executive View of Campaign Strategy & Planning

Sales Benchmark Index

Joining us for today’s show is Randolph Carter, the VP of Marketing in North America for Rentokil. Randolph answers questions out of SBI’s 2018 hbspt.cta.load(23541, 'b3b0ba05-3172-4e97-8fd8-29d6273cafc2', {}); to share his deep knowledge of campaign strategy and planning. To follow along.

The Best Negotiation Advice for Sales Teams

Score More Sales

In a long sales career there are many opportunities for negotiation. Companies and products with poor value propositions make it hard on sellers to hold full price. B2B sales strategy negotiation

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Message to Account Based Selling Teams—Your KPIs Are Messed Up

No More Cold Calling

Are you Stephanie? “I I came across No More Cold Calling while looking for resources for our next blog and I knew I had to reach out immediately, kudos on a fantastic blog. My name is Stephanie, I’m on an account based selling team, and I’m reaching out on behalf of a growing startup.

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

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

11 Ways to Close Your Next Presentation with Impact

The Sales Heretic

In my last post, I warned against using six weak approaches to closing a presentation. Whether you’re introducing a new product at a trade show, addressing your team at your annual sales meeting, or making the case for your company to your dream client, you want to end with a bang, not a whimper.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

Surviving Q4: 5 Things Salespeople Should Do to Make Their Number

Sales and Marketing Management

Author: Frank Visgatis A constant reality for salespeople is quota pressure. There are years when everything goes well and hardly a thought is given to whether numbers will be achieved. If 2017 has been a year like that I hope you’re enjoying it. Remember, coming off a strong year often means starting January 1 at zero with more aggressive numbers to make. For B and C players, most years are a grind to achieve quotas. If sellers are less than YTD they have ground to make up.

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Where Are You Getting Your New Leadership Ideas?

The Sales Hunter

Last weekend I was with 66 business people who each have their own business and are passionately focused on growing them. For more than 8 hours on Saturday, we sat in small groups in conference rooms discussing business strategies and working through challenges. At the end of the weekend, I was physically tired, but mentally […]. Blog leadership Professional Selling Skills leader

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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Marketing and Sales Alignment—Still Conversation Worthy in 2017

Pointclear

The age-old issue of how Sales and Marketing work together (or not) is still on the table. While everyone agrees the two organizations must be in sync to meet revenue goals and scale, the finger pointing continues.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Out of Alignment: 4 Tips to Repair an Off-Kilter Brand

Sales and Marketing Management

Author: Michael Ray Newman Small potholes may seem like insignificant road hazards. We routinely drive over them, thinking little of the momentary bump in an otherwise smooth commute. But these minor jolts can cause lasting damage to the alignment of a car over the long run. Over the course of hundreds and thousands of wheel revolutions, any slight alignment shift might evolve into an expensive repair job.

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

What Great Sales Managers Do Daily

MTD Sales Training

How come so many sales managers who are highly intelligent and experienced are still unable to motivate their teams to achieve great results? What happens to great salespeople so that when they become sales managers they fall by the wayside? Much of the success of sales management comes down to daily routines that build great teams and support successful individuals.

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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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.

4 Steps for Customer Experience Success

Sales and Marketing Management

Author: Irina Jakovleva Building a business cemented in the customer experience is table stakes in today’s connected economy for both B2B and B2C organizations. In fact, a recent report from Gartner found that 89 percent of marketers expect that customer experience will be their primary differentiator in 2017.

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.

7 Habits Of Highly Successful Key Account Managers

MTD Sales Training

When we work with Key Account Managers (KAMs) we are often impressed by their knowledge, skillsets and attitudes that drive them to success. So that we can share their successful attributes and maybe model their behaviours, we have put together some ideas that drive their progress. Here are seven habits that the best ones we’ve studied consistently apply to gain great results.

How Finding the Common Revenue Thread Simplifies Executive Decision Making

Smart Selling Tools

Oh, year-end analysis. How I love thee and hate thee. Let me count the ways…. This is the time of year when executives become hyper-sensitive to numbers and are asking a flurry of questions. What revenue will we close the year with? What was our ROI on that new tech investment?

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

B2B Sales Lead Generation Pros Who Listen, Learn

Pointclear

" The most important thing in communication is hearing what isn't said" –Peter Drucker. Those of us who use the phone to successfully generate sales leads have picked up an essential trade secret. While what we do for a living is talk, a more important part of our job is to listen. Think of those annoying robo calls. During the last election, I seemed to get one an hour. Once the cold automated voice spoke, my mind would shout, “Hang up!” Why do they bother me so?

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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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.

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.

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?