Sat.Feb 01, 2020 - Fri.Feb 07, 2020

A Picture Is Worth a Thousand Words, and So Is One Great Customer Reference

Sales and Marketing Management

Author: Toby Murdock Seeking peer recommendations before making a purchase or signing an agreement is nothing new – it’s been part of commerce since the beginning.

10 Sales and Marketing Alignment Best Practices

RingDNA

As nearly every industry vertical becomes more crowded, the cost of marketing increases, and competition heightens. To succeed in this environment it is absolutely crucial that your sales and marketing teams are aligned.

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The Difficult Challenge of a Fear-Based Sales Approach

Anthony Iannarino

There was a time when a post like this would be about salespeople who used high-pressure selling techniques, the hard sell and bullying to cause their polite, conflict-averse prospective clients (i.e., victims) to buy products or services under duress.

Why Sales Reps Must Stop Trying To Create Urgency

John Barrows

One of the hardest things to do in sales is “create urgency” when it’s seemingly not there. Sales reps try to manufacture urgency all the time by proactively offering discounts at the end of the month, but that’s just sad. But how do you actually “create” urgency? Let me be clear – you can’t.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

How to Master Sales Communication: Verbal Presentations

Connect2Sell

In last week’s CONNECT2Sell blog post, we got an overview of why communication skills are so crucial to sales success. In fact, out of all the soft skills required for selling, communication skills may be the most important of all.

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Are Your Marketing Campaigns Agile Enough?

Sales Benchmark Index

Many CEOs often ask us while planning for 2020, “what’s the secret marketing sauce? What’s worked for your other clients when it comes to the marketing mix? What isn’t working?” ” And as most CMOs can agree, there’s no such thing.

How To Sell More Products To Existing Customers

MTD Sales Training

Who would you rather talk to? A new person who you haven’t met before, or a close friend? Who do you trust more? A salesperson you’ve never seen trying to sell you something you’ve never bought, or someone you’ve known for some time and with whom you have great rapport. Who would you rather sell to?

I Would Sell More and Increase Sales If Only I Would.

Anthony Cole Training

In this blog post, we present a question that may force you to look yourself in the mirror and ask, "What can I do better as a salesperson to increase my sales in 2020 and beyond?".

Who is listening to YOU and why should they?

Bernadette McClelland

I shared a link on Facebook of a casual family get together where the entire family sung one of my all-time favourites “One More Day” from the epic Les Mis. Twice I watched it and twice I felt goosebumps.

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

How CEOs Are Evaluating Their GTM Strategy in Changing Market Environments

Sales Benchmark Index

It’s 2020, and you are just launching your annual go-to-market strategy. You are feeling good about your plan. You have solid teams around each initiative and feel confident that the timeframes are achievable. You made some big bets, and you.

James Picks Brains: Work Life Balance With John Barrows

John Barrows

In the first of my brand new series, I’m pumped to have a long-term mentor sit and talk to me for 20 minutes about how he sets himself up for a successful day, every day.

Increase Sales in 2020| What Makes an Elite Salesperson "Elite"?

Anthony Cole Training

In our second blog post focusing on increasing sales in 2020 and beyond, we discuss the differentiating factors between "elite" salespeople and the rest of the pack. Sales Coaching increase sales sales performance management consultative selling consultative sales coaching

New Book on Leadership: A Great Read!

Mr. Inside Sales

What characteristics make up leadership? Are you born with these traits, or can you develop them? How early in life do you know you were meant to be a leader, and how do you position yourself, throughout your career, to express and expand on this calling?

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

Intel Headed Into the 2008 Recession at the Top – but Did It Stay There?

Sales Benchmark Index

Before the 2008 recession, Intel pushed out rivals by keeping its product cycles tight. With a philosophy that innovation would move the market in its favor, Intel devoted itself to delivering the fastest and latest technologies. Being ahead of the.

Customer Feedback Will Be More Actionable and Better Managed in 2020

Sales and Marketing Management

Author: Chris Benham Nearly every company gathers some form of customer feedback. Polls, ratings, surveys – collecting feedback has never been easier. But what happens to all this data? How much of it is acted upon to improve the customer experience?

Interview: Prospecting Personalization At Scale With Jordan Barta

John Barrows

Prospecting personalization is the hottest thing in sales at the moment. Everybody wants to work out how to do prospecting personalization at scale. Some say it’s not possible, some say there are hacks you can use to do it.

Customer Meetings: How the Best Sales Reps Approach Them

Sales Hacker

In Sales, there are many areas where sales reps truly have control over the impact they make on a prospect to maximize their chances of winning the deal. One of these facets is being ultra prepared for customer meetings. . Don’t worry about what you can’t control.

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

10 Sales and Marketing Alignment Best Practices

RingDNA

As nearly every industry vertical becomes more crowded, the cost of marketing increases, and competition heightens. To succeed in this environment it is absolutely crucial that your sales and marketing teams are aligned.

The Five Enormous Mistakes In Your Prospecting Sequence

Anthony Iannarino

If you are a human being with a heartbeat, the ability to fog a mirror by breathing on it, and in possession of a work email address you were foolish enough to use to fill out a form on a website, then you are in someone’s prospecting sequence.

Podcast 133: Barriers To Successful Prospecting With Matt Green

John Barrows

This week we’re pleased to welcome Matt Green to the podcast. Matt’s building an amazing community of sales, CS and marketing professionals in Chicago with Sales Assembly and is always learning from what they’re doing to crush their market.

The Most Successful Negotiation is The Negotiation That Isn't Needed

Membrain

The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling? Sales Process Sales Management

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

Executive Interview with @AllegoSoftware CMO, Wayne St. Amand: Sales as a Buying Experience

Smart Selling Tools

Executive Interview: with Wayne St. Amand, CMO of Allego. In this series, we ask Sales Tech Executives to talk about Selling as a Buying Experience. NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS? .

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The Best Sales Negotiation Tactics

The Center for Sales Strategy

The sales pitch is delivered, objections are resolved, and the contract is sent. Now, you patiently wait for the prospect to sign, and you’ve sealed the deal. But then — the email comes through, and suddenly you’re scheduling a sales negotiation.

Interview: Using LinkedIn To Approach IT Buyers With Matt Reuter

John Barrows

Matt Reuter is leading his SDR team at GTT to book tons of meetings with IT buyers. We know the IT space can be difficult to sell into, especially if you want to use social media.

How to make sales investments add up to more

Membrain

Dear Company Leader, I see you. You’re frustrated by your sales organization. By its lack of growth. The missed forecasts. Failing to meet targets. Your sales leaders send people to training, and nothing gets better. They invest in new tools, but the problems remain.

7 Marketing and Sales Strategies to Grow Your Revenue Fast

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

The Business Case and Playbook for Data-Driven Sales Coaching

BrainShark

Sales coaching has been shown to have a positive impact on quota achievement. Data-driven sales coaching and a goal-directed playbook will get you there

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Answering the Top 5 Questions on How to Use LinkedIn

Sales Hacker

In my years of working in sales, I’ve tackled thousands of questions regarding the use of LinkedIn. Most can be summed up by one statement: “This is all so overwhelming….”. But, the truth is, LinkedIn and LinkedIn Navigator are unbelievably powerful tools that aren’t as complicated as they seem.

James Picks Brains: Empathetic Leadership With James Bawden

John Barrows

James Bawden is one of the hot talents in the sales development world right now. He’s in the trenches, on the frontlines every day. Prospecting into new accounts, following up, doing his best to exceed his number and get his team to do the same.