Sat.Jan 26, 2019 - Fri.Feb 01, 2019

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Does Lack of Intelligence Put Your Corporate Strategy at Risk?

SBI Growth

As CEO, you are responsible for driving your corporate strategic direction: You identify objectives and goals, initiatives and timelines. You identify budget allocations and expected ROIs. You set revenue targets both short and long term. You are placing a big bet on being a.

ROI 210
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The 5 Metrics That Should Matter Most to Sales Managers

Sales and Marketing Management

Author: Matthew Sunshine As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. But to see real improvement, you need a system in place that measures how those expectations are being met. Unfortunately, this is easier said than done. You’ve got so much on your plate?

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Not Fake News: 4 Ways to Double-Check Your Sales Data

DiscoverOrg Sales

The accusation of “fake news” has risen to the forefront of American consciousness, thanks to the 2016 U.S. presidential election and ensuing claims about what information is factual, and what is … “alternative facts.” In sales, accuracy is paramount. Sustainable long-term pipeline and revenue are not created by approximations, best guesses, or ignoring known inaccuracies.

Data 133
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Crikey, I Shipped It!

Bernadette McClelland

I have always said to my kids, ‘behave yourself because you never know who’s watching’. Like all kids, without fail, they listen to their mum (she says tongue in cheek!). But the point I am making is you never know who is watching you. Not from a creepy, stalking way, but more an observational perspective. And today, our personal branding extends way past a name on a building, a copyright mark that we might put against our initials, or the bio we choose to add to any profile we put on the web.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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To Err Is Human

The Pipeline

By Tibor Shanto. I have written in the past about how “ perfection is overrated.” The quicker you realize that the more productive you’ll be. As with many things in sales, it comes down to focus. There is no secret that I am big on execution, but always with the question “To what end?” Meaning that the outcomes should be driving things. This allows me to focus on the outcomes of my activities, and less on the activity itself.

Education 290

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Nine Attitudes for Sales Success

The Sales Heretic

Ask any sales expert, and they’ll tell you that the right attitude is essential for success. But it’s not just one attitude that’s necessary—there are several. I would suggest there are nine different—but related—attitudes you need to nurture in order to be successful in sales. 1. Optimism I have never met a successful salesperson or [.].

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Why Are You Still Cold Calling? January Referral Selling Insights

No More Cold Calling

Here’s what you might have missed this month from No More Cold Calling. I hadn’t bought a car in 17 years. Yep, that’s how long my Acura 3.2 TL with 162,000 miles lasted—until the transmission went out. I dreaded buying another car because of the pushy, in-your-face car salespeople, who are just like B2B sales reps cold calling you. But I told myself that perhaps things had changed in the past 17 years.

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If You’re Not Scraping Data, You’re Losing Revenue

Sales and Marketing Management

Author: Greg McBeth Any sales leader would love to wave a wand and instantly find good-fit companies with interested buyers. Although building a successful pipeline and closing deals are hardly things that happen instantaneously, the process doesn’t have to be entirely arduous. With modern tools like data scraping, sellers have access to a wand – no magic required.

Data 204
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I'm Sorry But Your Sales Process Sucks

Understanding the Sales Force

Perhaps you saw this too. Yesterday, a post appeared in my LinkedIn feed that talked about the power of sales process. The article was clearly written to support the author's technology application, which helps track sales KPI's; so they should know a little about the topic of sales process. Towards the end of the article, they provided a sample of what an effective sales process should look like.

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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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How to Use the Tech Stack to Displace Competitors

DiscoverOrg Sales

More data = more noise, amirite? More stuff to comb through, more “analysis paralysis,” more time wasted. It’s a comment Brandon Battey hears all the time. “But actually that ‘noise’ is a powerful tool to target the right accounts – that is, if you know the tech stack of your target accounts ,” says DiscoverOrg’s Senior Manager of Sales Development.

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5 Ways to Leverage Word-of-Mouth Marketing in a Digital Age

Zoominfo

It’s no secret, the Internet has changed the way customers buy products and the ways marketers engage with their audiences. But, despite the constant change, the following statement has held true for hundreds of years: No marketing tactic can match the influence of word-of-mouth. In fact, word-of-mouth is the primary factor behind 20% to 50% of all purchasing decisions ( source ).

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Proactive Prospecting Goodies

The Pipeline

By Tibor Shanto. Last September, I was invited by the Institute For Excellence In Sales in Washington DC, to present and discuss our approach to Proactive Prospecting. While I was there Fred Diamond asked me to join him on Sales Game Changers Podcast. Continuing with the theme of the day: Proactive Prospecting, we explored the many myths and realities of B2B prospecting today.

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5 Essential Tips For Sales Managers For Running Better Sales Meetings

MTD Sales Training

Meetings with your salespeople can often be seen as a grind, or a necessity, rather than something to be looked forward to. For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of. Many sales meetings fail because of the following reasons: – administrative matters receive more time than sales matters. – one or more salespeople dominate the meeting. – trivial matters encroach on more important subjects. – management uses threa

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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How Operating Partners Can Kickstart Growth for their Portfolio Companies with Six Steps

SBI Growth

Download our Cross-Industry Benchmark Assessment Tool to help identify areas that need to be strengthened in your own company, to isolate what industries you should look to for cross-industry benchmarks, and for a step-by-step guide of who to engage at.

Company 169
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#ChatZoomInfo: 2019 ZoomInfo Twitter Chat Schedule

Zoominfo

In 2019, ZoomInfo is taking to Twitter to host a series of 12 Q&A-type discussions. Discussions will dive into topics related to sales, marketing, recruiting, business growth, and of course, data. The ultimate goal of #ChatZoomInfo is to engage with the diverse group of professionals, customers, and partners who follow ZoomInfo on Twitter. Whether you’re looking for a daily dose of inspiration or simply want to network with the best in the business, #ChatZoomInfo is for you.

Twitter 157
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Avoid these 3 Mistakes when Dealing with the Gatekeeper

Mr. Inside Sales

Are you still getting screened out by the gatekeeper ? Are you still getting interrogated with questions like: “Will he know what this call is about?”. “Is she expecting your call?”. If you are, then chances are you’re still making one of three fundamental mistakes listed below. In fact, just last week I was reviewing a client’s sales team’s calls, and I repeatedly heard many of the reps making these common mistakes.

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Stop Accepting "Think It Over (TIO)"

Anthony Cole Training

Facing stalls and objections throughout the sales process is a common occurrence for many salespeople. What we find is that, often, it is due to ineffective qualifying and not asking for the prospects commitment to take action prior to presenting a solution. In this blog, we will cover the 10 common symptoms that suggest you may accept put-offs from prospects and how that is affecting the strength and quality of your sales pipeline.

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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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SBI’s December 2019 CMO Newsletter

SBI Growth

The CMO Guide to Data: Why Your Marketing Database Is Broken, and How to Fix It Hyper targeted advertising with highly personalized content will be table stakes for best in class marketing in 2019, but all your efforts could go to.

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Beyond the Chatbot: Tips and Tricks for Sales Enablement Chat

DiscoverOrg Sales

We’ve all used chatbots. Sometimes they look like a pretty young receptionist named Kim, sometimes they look like robots … but sometimes chat is a different animal altogether. Sometimes, that chat is a real, live sales professional, reaching out because they know what you’ve clicked on, when you clicked, how much you’ve read – and that the time is right to reach out.

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How to Be a Memorable Salesperson Part 3: Personalize Your Pitch

Connect2Sell

This 12-part series is all about standing out.

How To 222
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The Modern Marketer’s Guide to Micro-Moments

Zoominfo

Most of us spend the majority of our day within feet of a cell phone, tablet, computer, or laptop. Whether we’re willing to admit it or not, we rely heavily on these devices to meet a variety of critical wants and needs. Our cell phones give us directions, facilitate interpersonal connections, they wake us up in the morning, play music on long car rides, deliver the latest news, and so much more.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

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.

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SBI’s January 2019 CSO Newsletter

SBI Growth

The Top 5 Technologies to Support Revenue Enablement Revenue enablement technology has evolved to meet challenges presented by sophisticated buyers. Advancements in 5 key technologies allow you to sell more, free capacity, develop talent, and optimize content. How to Settle the.

Revenue 159
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Deep and Active Listening Skills for Sales

John Barrows

One of the most common questions we’re asked is “How do I become a better listener?” There are countless books, and articles on things like active listening, focused listening, passive listening etc. Besides putting down the distractions, and focusing on the conversation you’re having, there are a few tactical things we can all do to become better listeners.

Call-back 133
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7 Elements of “Insanely” Persuasive Product Demos

Gong.io

If doing a product demo FEELS easy and intuitive, watch out. Even if you have lots of product knowledge, doing a product demo persuasively is hard and counterintuitive. That’s right, COUNTERINTUITIVE. What do I mean? I mean that what feels right during a product demo usually causes failure. For example, it probably feels right and intuitive to do a “ramp up” product demo.

ROI 132
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Sales objection: We're already doing this in-house

Close.io

Dealing with sales objections is always difficult. But if you sell a product or solution that your clients could create for themselves, in-house, you face a unique objection: “We’re already doing this in-house. Why would we hire you to do it for us?”. Even the most experienced salespeople can have trouble with this one—you need to tread carefully to not come off as dismissive, confrontational, or out of touch.

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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SBI’s December 2019 Private Equity Newsletter

SBI Growth

Are Your Portfolio Companies Optimizing Their GTM Resources? Waste and inefficiency are the enemy of growing enterprise value. It isn’t enough to simply have an org chart, budget plan, and strategy laid out. You must match up the right people, with.

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5 Ways to Leverage Word-of-Mouth Marketing in a Digital Age

Zoominfo

It’s no secret, the Internet has changed the way customers buy products and the ways marketers engage with their audiences. But, despite the constant change, the following statement has held true for hundreds of years: No marketing tactic can match the influence of word-of-mouth. In fact, word-of-mouth is the primary factor behind 20% to 50% of all purchasing decisions ( source ).

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Great Habits Start With Simple Things

Partners in Excellence

This post is another of my learnings on my personal learning journey on micro improvements. There are two habits I’ve realized are critical to my productivity that are enormously simple, but it’s taken a long time to recognize them. One is hugely simple to implement–it really focuses on my mindset. The other is theoretically easy, but takes a lot of practice to make it real.

Travel 117