Sat.Oct 20, 2018 - Fri.Oct 26, 2018

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Your #1 Competitor…

John Barrows

Recently I’ve noticed reps and companies spending a lot of time worrying about their competition and trying to figure out what they’re doing or how to defend against them, etc. I don’t know why but I’ve never really worried too much about competition. Don’t get me wrong, I don’t ignore competition but I find focusing on them tends to take me away from what I should be focusing on (the customer), which is ultimately what loses the deal for me.

Proposal 117
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Strategy Is Sexy, Execution is Boring

Steven Rosen

Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well. Here is a more challenging question: How well are you doing when it comes to strategy execution ? This is a much more challenging question and there is no easy answer.

Strategy 373
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3 Reasons You Want an Objection on Prospecting Calls

The Pipeline

By Tibor Shanto. Fear of rejection can be paralyzing for many B2B sellers, it has prevented many from picking up the phone, or abandoning call way too soon. Fear of rejections trumps all potential positive outcomes. But it is important to remember that there is a big difference between an objection and rejection. I can object to an element of your viewpoint without necessarily rejecting your entire argument or you as a human being.

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Old-fashioned sales techniques

Sales 2.0

Sometimes it pays to do what is “out”. Social selling has become synonymous with technology. Many definitions make it all about using social media to sell. But I think social selling is about being social and actual human beings do more than just hang out on social media platforms. Some other productive people have learned that being tethered to your email is good way to get nothing done other than respond to email.

Fashion 279
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Are You Always “On”? (Here’s Why You Shouldn’t Be)

No More Cold Calling

Too much work and not enough play makes …. Working too much? You might not have a choice. Employers are more and more demanding. If you’re in sales, you assume you pretty much need to be “on” all the time, lest you miss an opportunity. No wonder salespeople check email on vacation, first thing in the morning, and well after work hours. I had a quick question for a colleague and called his mobile.

Referrals 284

More Trending

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Should You Always Agree With Your Client?

MTD Sales Training

“The customer is always right”. I’m sure you’ve heard these oft-quoted words from Harry Gordon Selfridge, the founder of the department store that bears his name. And how often have you thought of those words and cringed when the customer you are with has said something you know is definitely the wrong side of wrong? Alexander Kjerulf is an independent writer and an expert on workplace happiness.

Airlines 274
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24 Ways to Keep Your Brain Sharp

The Sales Heretic

When it comes to your sales—and pretty much everything else in your life—your brain is your most valuable asset. So it makes sense to do as much as you can to protect it. And it needs protection. The challenges of modern life mean our brains are under assault every day. The enemies of the brain [.].

Sales 272
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New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness

Understanding the Sales Force

My wife and I have been watching 24 for the last few months and we've made it to season 7. Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by: PREVIOUSLY ON 24. With that in mind, I will save you if you didn't happen to read last week's article which is a pre-requisite for this one. PREVIOUSLY ON UNDERSTANDING THE SALES FORCE.

Data 267
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3 Ways to Deliver Greater Results from Your Sales Process

SBI Growth

Virtually every sales organization has invested in the creation of a sales process. The most obvious key to designing a sales process is to focus on the customer. For years, Sales Operations and Enablement leaders have heard this same message.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Unleashing the Power of Frontline Sales Management

Sales and Marketing Management

Author: Brad Wilsted Companies pour enormous resources into growth. From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. These efforts frequently end up with disappointing results, however, because most companies neglect the most powerful lever in their arsenal: their frontline, field-level sales managers who directly coach, influence an

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Needs & Wants Are OK, But Problems Are Even Better

MTD Sales Training

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, and asked why he felt that doing a quick ‘ motivation session ’ would solve the issue. He replied that everything else was OK, so it can only be motivation that’s the problem.

Proposal 218
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Golden Nuggets from the CSO Insights 2018 Sales Talent Study

Understanding the Sales Force

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.

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Stop Blaming Process and Look Closely at Product Talent

SBI Growth

It’s Q4. If your company is behind on the revenue goal, it’s likely all hands-on deck. How can we finish 2018 stronger? And how can we prevent lagging numbers again in 2019? The CEO has come to you to figure.

Closing 223
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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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Digital Commerce Strategies that Every Brand Should Watch

Sales and Marketing Management

Author: Rilind Elezaj Given the technological resources available these days, you can set up a website and populate an online store in just a few hours. However, building the site for your online store is just the beginning. Consumers today are spoilt for choice when it comes to shopping, and the e-commerce marketing landscape is constantly shifting.

Strategy 191
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Predictive Intelligence and the Future of B2B Marketing

Zoominfo

What if you could predict a customer’s next move before they even make the decision to do it? In the past, this question was purely hypothetical. But, thanks to technological advancements, predicting customer behavior has become a reality—and it’s changed the face of marketing forever. Predictive intelligence and machine learning may sound like futuristic concepts, but they’ve already made a massive impact in the marketing world.

Lead Rank 189
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Sales Management Training You Do for Yourself

Connect2Sell

You're at that crossroads. … You'd like to get ahead, to take on some new responsibilities, to stretch to the next level. You’ve been thinking that it’s time to become a Sales Manager. But without experience and without sales management training, how will you show the “powers that be” that you are, indeed, ready ?

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How Agile is Your GTM Strategic Plan?

SBI Growth

As a CEO, you know that solid execution is critical to success. That is why you built a strong leadership team and entrusted them to execute. But what happens when your bottom line isn’t reflecting what you would expect? Do.

Segment 190
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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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One Powerful Way to Learn More About a Prospect

Mr. Inside Sales

Let’s start with the obvious: Sales reps talk too much. Whether it’s nervousness, fear, inexperience, or just the conviction that if they stop talking the prospect will say “Not interested” and hang up, it doesn’t matter. If you listen to calls from your sales reps, you’ll find that they simply talk past the close. They talk over their prospects. They talk after they ask a question (and don’t even let their prospect answer).

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5 Campaign Optimization Tips for Better Email Marketing

Zoominfo

In the B2B world, email marketing continues to be a reliable, revenue-driving channel. But, as buyer preferences change and technology evolves, creating the perfect B2B marketing email isn’t so simple. What worked five years ago may not work now. If you’re focused on email marketing campaign optimization you’ve come to the right place. In today’s blog post, we’ll explore five modern campaign optimization tips for better email marketing results.

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Old-fashioned sales techniques

Sales 2.0

Sometimes it pays to do what is “out”. Social selling has become synonymous with technology. Many definitions make it all about using social media to sell. But I think social selling is about being social and actual human beings do more than just hang out on social media platforms. Some other productive people have learned that being tethered to your email is good way to get nothing done other than respond to email.

Fashion 150
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SBI Names Randall LaVeau to be Global Marketing Practice Leader

SBI Growth

Dallas, Texas – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Randall LaVeau has been named its global Marketing Practice leader. Randall has over 15 years of experience developing sales and marketing strategies and.

Marketing 168
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How to Leverage Intent Data for Better Outcomes

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.

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How to Handle: I looked it over and not interested

Mr. Inside Sales

I’ve been getting a lot of requests lately from readers who are getting blown off when they call a prospect back. To help with this, I’ve been asked to give some scripts to handle this initial blow off before a close. So here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…”. Response #1: “I understand, and that’s perfectly OK.

Hiring 145
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7 Ways to Incorporate Video into Your Marketing Strategy

Zoominfo

In a 2010 blog post, ZoomInfo discussed the emergence of video as an effective vehicle for B2B marketing communications. At that time, nearly 60% of brand managers planned to invest more resources in online video in the next 12 months. Today video remains a hugely successful tactic in the B2B marketing world. In fact, nearly 76% of B2B marketing professionals report including video content in their overall digital strategies ( source ).

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Old School Sales Still Tops New Sales

Increase Sales

Believe it or not, old school sales still tops new sales skills. So what are these historic old ways? #1 – Pick up the telephone – Sure some people like texts, but using the phone is the first old school sales skill and still works. People want responses now, not later. Technology of emails is not fool proof and does fail. #2 – Honor your word by doing what you say you will do.

Loyalty 139
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The 39 Best Franchise Opportunities of 2018

Hubspot Sales

When was the last time you made a fast food stop or purchased a coffee before work? If the brand is recognizable and has multiple locations throughout your city or town, like McDonald's or Dunkin', it's quite possible your favorite food joint is a franchise. Maybe you've even considered purchasing and owning one yourself. But which franchises are best suited for your budget and skill set?

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Pitching the Gatekeeper Won’t Get You to the DM

Mr. Inside Sales

One of the biggest mistakes I still hear sales reps making is pitching the gatekeeper or receptionist in hopes of them being so impressed that they will put them through to the Decision Maker (DM). Yeah, right. I mean, how often does that happen for you? Truth is, the more you “pitch” the gatekeeper, the more you just identify yourself as a sales person and the more the gatekeeper is alerted to screen you out….

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October 2018 B2B Blog Post Round-Up

Zoominfo

Welcome to our October B2B Blog Post Round-Up. If you’re new to the ZoomInfo blog, we use our monthly round-ups to highlight the work our writers have done for outside publications. This month’s round-up covers a variety of topics including email marketing, sales reporting, storytelling and so much more. Let’s get into it! 1. The Beginner’s Guide to an Email Marketing Audit.

B2B 140
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Are you Making This $500 Million Mistake?

SBI

Seven years. A thousand employees. Hundreds of consultants. $500 million. And one announcement that ended the whole thing. Lidl, a German grocery chain with locations all over the world including 10,000 in Europe, 80 in the U.S., and plans to expand to another 500+ U.S. locations, earlier this year scrapped a technology project that was supposed to be the largest tech transformation in the company’s history.

Software 139