SBI Growth
NOVEMBER 29, 2018
The average lifespan of a Revenue Leader is less than two-years. Why? Most of the time the Leader’s departure is related to poor revenue performance or inadequate return on Sales & Marketing dollars. In the following article, we will outline.
Connect2Sell
NOVEMBER 28, 2018
You’d like to open the sale. You’d like to appeal to the prospect so they’ll take your call.
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John Barrows
NOVEMBER 28, 2018
I’m getting a lot of questions from reps right now about what they can do to make sure the deals in their pipeline will close by the end of the year or how they can create urgency to get them to close. There’s no magic answer to this other than discounting (which is sad) but there is something you can do to test the waters. Whether or not a client is going to close before the end of the year mainly has to do with everything you’ve done up until this point to set the stage for it.
No More Cold Calling
NOVEMBER 29, 2018
Sure, it’s hectic. You’re busy closing out the year, but you also have lots of invitations for parties, client events, and other business networking opportunities. This is the best time to build your referral network. Make the most of it. Attend everything you can, enrich relationships with people you know, and meet new people. Get to know people personally, first.
Advertiser: ZoomInfo
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.
SBI Growth
NOVEMBER 26, 2018
Channel conflict occurs when companies try to reach end customers through multiple routes forcing components of the sales ecosystem to compete against each other rather than working together. It is inherently wasteful and can be lethal to customer experience, sales.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
DiscoverOrg Sales
NOVEMBER 27, 2018
Basho emails aren’t just alive and well – they’re thriving. They’re a critical part of personalized prospecting and account-based strategy. But to crush cold email outreach, you have to do it right. We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email.
Sales and Marketing Management
NOVEMBER 28, 2018
Author: Chris Orlob What’s the ultimate, late-stage barrier when you’re trying to push a deal through the sales cycle? Buyer anxiety. An excited prospect who believes your value proposition is a “no brainer” can instantly turn cold and ignore your calls when it’s finally time to put ink to the contract. After all, they’re spending a sizeable amount of company money — if something goes wrong, their job is on the line.
SBI Growth
NOVEMBER 24, 2018
Joining us on is Sarah Kennedy Ellis, the Chief Marketing Officer for Marketo, the leading marketing automation software provider. Below is a timestamped summary of the show segments and the topics covered. If you’d prefer to listen to the podcast.
Zoominfo
NOVEMBER 29, 2018
In today’s marketing landscape, personalization has quickly become the gold standard—and for good reason! In this content-saturated marketplace, personalized marketing is the only way for companies to stand apart from the competition. Luckily, as technology advances, it’s easier for marketers to personalize their efforts. . Today, we show you 26 B2B personalization statistics: Your prospects and customers want personalized content. 1.
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
MTD Sales Training
NOVEMBER 27, 2018
You’ll have heard many times that it costs more to attract new customers than to retain the business of current ones, and it’s true that the marketing costs plus all the other charges and outlays to attract customers far outweigh the time and effort to keep and increase business with existing clients. So, if your customer does leave you or ceases to repeat orders with you, it can prove to be not only a major disappointment for you, but also a big loss of profitability for your company.
Sales and Marketing Management
NOVEMBER 26, 2018
Author: Marc H. Kalan Over five years ago, I shared my personal presentation tips in a three-part series published in the online edition of “The Journal of Sales and Marketing Management.” Half a decade (and more) later, as the digital revolution continues its unstoppable tsunami throughout our personal and professional lives, the individual’s abilities to effectively communicate have never been more important, more self-evident, and more under siege.
SBI Growth
NOVEMBER 27, 2018
A Platform elevates your offerings from merely functionally adequate to a driver of an emotional bond with your customers. To get there, you must set the standard across four key facets of your organization: Product Management Operations Human Resources Customer Success and Customer Experience. You.
The Sales Heretic
NOVEMBER 28, 2018
Crafting a great presentation is like navigating a minefield: In order to achieve your goal, you have to avoid all the potential missteps along the way. And like a minefield, we often don’t know where those missteps are, because typically we’ve never been taught how to create effective presentations. Which is one reason why so [.].
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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
MTD Sales Training
NOVEMBER 25, 2018
One of the keys to increasing sales is getting under the skin of the prospect or your customer, so ascertain the real needs and to get them to understand how they can improve their business using your solutions. Without that depth of knowledge, you sound just like any other vendor, trying to persuade your prospect to buy from you rather than someone else.
Sales and Marketing Management
NOVEMBER 30, 2018
Author: Tom Urie, President and CRO, Optymyze Early in my career, I made the not-so-typical move from engineering to marketing and spent 15 years innovating and creating events, programs, content, processes, and systems that challenge the status quo. However, it was when I had the opportunity to build a sales organization that my perspective and point of view shifted dramatically.
Mr. Inside Sales
NOVEMBER 26, 2018
Many sales reps still have trouble handling the initial resistance statement: “We’re all set,” or “We already have a dealer/supplier/vendor for that.”. If you struggle, too, then you’ll love the proven response below. Adapt them to your style and product or service, and start getting past this common objection. “We’re all set”. Response One: “That’s great, and I’d just like to see if we could get on your vendor list for the next time you’re in the market.
Anthony Cole Training
NOVEMBER 28, 2018
I drive a Ford Explorer. Most of the people that ride with me, except my friend Jerry Barron, think I’m a good driver. Not only do I drive well, but I know my vehicle, how to maintain it and how to make adjustments to my driving and the vehicle when necessary. However, all the enhancements in the vehicle won’t keep me from crashing if I fail to turn into the slide instead of against it, or if I fail to ‘tap’ the breaks when I hit a sheet of ice on a frozen bridge.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Hubspot Sales
NOVEMBER 29, 2018
As technology advances, so has the real estate industry. And videos have become key tools for realtors to share their listings and introduce themselves to prospective clients. Real estate mogul, Barbara Corcoran , began by recording videotapes of her listings. They were initially recorded on VHS tapes, but she found the greatest success when she uploaded the videos to her website.
Go for No!
NOVEMBER 27, 2018
The reality is, as much as salespeople dislike hearing no, prospects and customers hate to give it as well. That is why sometimes it feels like you can’t get a yes… you can’t get a no… you can’t get anything. What to do? First, let’s deal with the underlying issue. If this is happening a lot, you have to ask if you are dealing with truly qualified leads and prospects.
Troops
NOVEMBER 27, 2018
Any salesperson will tell you that being single-threaded is one of the biggest risks you subject yourself to in any given deal. Your champion leaves… The people that matter don’t understand why your solution is important… You’re reliant upon someone who knows a cursory amount about your product to sell it internally… There is no shortage of reasons why being single threaded is a bad idea, and if you’re pinning all your hopes for success on a single person, well, you’re going to
Anthony Cole Training
NOVEMBER 26, 2018
Today's blog turned vlog comes to you from our very own Walt Gerano, as he discusses the importance of being a great steward for your clients, and how these tactics will help you grow your business and relationships.
Advertiser: ZoomInfo
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.
Hubspot Sales
NOVEMBER 27, 2018
Growing a business requires investment capital. Scaling businesses need money to launch products, hire employees, service customers, and expand. There are numerous ways to raise capital, and each will have a different impact on your company and the pace at which you grow. The most common way to raise capital is through either equity or debt. But what do each of these entail?
Membrain
NOVEMBER 25, 2018
I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.
Close.io
NOVEMBER 26, 2018
It’s a no-brainer: If your sales reps over-achieve their quotas, you’ll have more prospects. That’s why the best sales managers spend time and money motivating their teams and sending them to training seminars to perfect the craft of cold calling. But even with their sales reps calling prospects and leads every day, many businesses still don’t see the revenue growth they aim for.
Alice Heiman
NOVEMBER 28, 2018
Stop! Before you spend $100,000 or more on a salesperson, set them up for success. When you are building a house, before you d o anything else, you put the infrastructure in place and lay the foundation. A solid foundation ensures a stable structure. The same is true when you build a sales organization. T hink about what needs to be in place to build a stable organization that will support sustained growth.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Hubspot Sales
NOVEMBER 30, 2018
As an entrepreneur , cash is necessary to fund your operations. Whether you need new equipment for your business or a larger office space, you'll have to raise funds to pay for these investments. Funding can come from a loan, investor, business line of credit , or you can pay cash. Cash and short-term assets that can be quickly converted to cash are called current assets.
Vengreso
NOVEMBER 29, 2018
Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. Every sales professional is on the hunt for sales tactics that close deals, but most don’t even have transparency on their short list. My guest on this episode of #SellingWithSocial is an award-winning sales leader. Todd Caponi’s passion is for all things sales methodology, learning theory, and decision science – and you can how true that is in his brand new book “The Transparency Sale.”.
The Center for Sales Strategy
NOVEMBER 26, 2018
The advertising game for traditional media is changing and evolving. In this case, change is not a good thing. It’s time for a revolution on your sales team. Are you ready? This sounds kind of dramatic, perhaps over-dramatic, but it is true. Some type of revolution needs to take place on your sales team in order for traditional media companies to stay in the game.
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