Steven Rosen
OCTOBER 25, 2018
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.
Zoominfo
FEBRUARY 15, 2018
As any salesperson knows, motivation comes and goes. At certain points, we are hyper-focused and driven. And on other days, we don’t even feel like picking up the phone. So the question is – where do we find the inspiration to climb out of these sales motivation slumps? Often, it’s helpful to listen to the wise words of those who have already achieved great success.
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Sales and Marketing Management
JANUARY 5, 2018
Opinion: Research shows that millennial cadets' digital skills don't help them on the virtual battlefield.
Babette Ten Haken
SEPTEMBER 17, 2018
Do we really understand the difference between customer service delivery and customer experience delivery? Or, do we use the two terms interchangeably? At times, our self-focused perception leaves customer service delivery up to everyone with “service” as part of their job titles. That means we assume customer service is someone else’s responsibility.
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.
For Entrepreneurs
SEPTEMBER 25, 2018
There is much hand wringing in the startup ecosystem about various forms of signaling between the seed and A rounds. Conventional wisdom, and advice, abounds: entrepreneurs should never include a venture firm in their seed round because it’ll scare other VCs off from pursuing the A. After all, the “insider” VC has more information and.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Hubspot Sales
DECEMBER 8, 2018
When qualifying , you bring value to your prospects, clients, and yourself through the questions you ask -- but only if they're good questions. Allow me to introduce you to a concept I call "high-value questions.". Simply stated, a high-value question for sales is one that creates a learning experience for either the questioner (you), the person being questioned (your prospect or client), or both.
SBI
DECEMBER 12, 2018
I bought a robot vacuum cleaner. I know, I’m a little late to the party. They’ve been around for a long time after all. Even so, I was reluctant. I work from home and leave the door open for the fresh air (and dirt) to come in. I have indoor dogs. In other words, there’s a lot to vacuum up. Seems my floor is always in need of vacuuming.
Sales Hacker Training
OCTOBER 23, 2018
“It’s Like Deja Vu All Over Again”. Another quarter sales target just barely made. It was a close call. As you go over the numbers with your team you realize that trying to close a sale with XYZ Industries cost you a ton of time, almost made you missed your quota and almost cost you your job (maybe – you never know, but you suspect it). It’s not that you haven’t been down this path before.
Guru
DECEMBER 12, 2018
We are excited to announce that Guru has secured $25 million in a Series B funding round. Thrive Capital is leading the round, with participation from our existing investors Emergence Capital , FirstMark Capital , Slack Fund , and Michael Dell’s MSD Capital. With this new funding, we will invest in further growth and innovation to transform how knowledge workers access the knowledge they need to do their jobs.
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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.
Grant Cardone
NOVEMBER 2, 2018
Would you consider your marriage a dream marriage? It’s something that we all want, right? Look, we all want to have the best relationship possible but the fact of the matter is that nobody is perfect. Bottom line is that if you are going to make the commitment to spend the rest of your life with someone, you should go all in and be sure that you have a marriage that is built to last.
Drift
JUNE 1, 2018
A long, long time ago, in a time known as “the 2000s,” marketers were obsessed with casting these super-wide nets in the hopes of pulling in as many leads as possible. Blogs became content farms, covering topics that were meant to attract anyone and everyone. As far as marketers were concerned, the more traffic they could send to their sites, the better.
Alice Heiman
OCTOBER 24, 2018
77% of executive decision makers found at least one new supplier at the last trade show they attended ( Spingo ). Did they find you? Lead Generation. Many of you have sales plans for 2019 that includes attending and exhibiting at trade shows to generate leads. In fact, trade shows top the list for lead generation methods for most companies with a business to business sale, “88% participate in trade shows to raise awareness of the company and its brand” ( Spingo ).
Vengreso
DECEMBER 19, 2018
I’ll be the first to admit it! I’m not a book reader in general and prefer consuming content in short, small bites. In fact, I find books a little overwhelming at times. Even so, my book collection is mounting, thanks to the privilege of hosting Vengreso’s Selling With Social Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best Sales books for 2019.
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Content frustrations are all too real and it’s time to tackle them head on. Let’s start with marketing. How many times do you use limited resources to create content sellers ignore, while outdated, off-brand materials and messaging continue to be shared? And sellers - how many selling hours do you spend hunting for just the right content, and if you find it, tailoring to specific buyer’s needs becomes your next challenge.
Babette Ten Haken
SEPTEMBER 24, 2018
If you practice a hopscotch client retention strategy, do not get your hopes up. Making clients successful is hardly child’s play. Co-partnering in your client’s success involves more than adhering to a mostly-linear protocol. Rather, start by being better prepared to weigh risks against opportunities. As a result, serve your clients better and better over the duration of your relationship with them.
RAIN Group
NOVEMBER 20, 2018
Consider this: a CBS News / New York Times poll asked, "What percent of people in general are trustworthy?" 1. The answer: 30%. We're all pretty skeptical, right? Not necessarily. At the same time, the CBS News / New York Times poll asked a similar group the same question, but with a slight difference. "What percent of people that you know are trustworthy?".
Sales Hacker
DECEMBER 20, 2018
The path to sales enlightenment requires continuous self-learning, but there’s a real problem. Salespeople are BUSY. With the insane rise of text based content, we understand that not all salespeople have time to sit and read articles. That’s why we’ve rounded up the complete list of best sales podcasts to turbocharge your journey to achieving sales mastery.
Hubspot Sales
OCTOBER 19, 2018
As a real estate professional, you want to grow your business, and marketing plays a large role in capturing the attention of potential clients. A 2018 study by the National Association of Realtors (NAR) found 87% of home buyers purchase their home through a real estate agent. It’s evident there’s a market for real estate agents. But how can you reach prospects?
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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
SBI
NOVEMBER 13, 2018
In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Lauren Mead , CMO of Timetrade. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? Lauren: TimeTrade Scheduler is the world’s leading intelligent, online appointment scheduling solution.
For Entrepreneurs
DECEMBER 5, 2018
Matrix Growth Academy – Zero to 100 was an educational event held in San Francisco, aimed at providing B2B Founders with a road-map for how to get from Zero to a repeatable, scalable and profitable growth process that would take them to $100m in revenue. Please find below the primary videos for They have been.
BrainShark
NOVEMBER 20, 2018
The sales world has been no exception to the recent explos.
G2Crowd - Sales Blog
SEPTEMBER 19, 2018
Despite what the internet would have you believe, direct mail isn’t dead.
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?
Babette Ten Haken
SEPTEMBER 11, 2018
Social communication etiquette is going over the top. Have you noticed? In spite of the topics I scheduled on my editorial calendar, the theme of this week’s posts is rapidly becoming Communication. Communication between leadership, management and front line employees. As well as between clients and vendor partners. Then again, how about social communication patterns between social connections.
Babette Ten Haken
AUGUST 23, 2018
Do you have a customer retention scorecard? You know what I am talking about. Any of the plethora of scoring systems which measure customer satisfaction and loyalty. Chances are, your organization already has a scorecard or two. And your own performance is measured and compared with the ratings customers provide on a quarterly basis. Do you know which factors these scorecards measure?
Babette Ten Haken
OCTOBER 15, 2018
Current and potential customers can tell us overstated stories. To attract our attention, negotiate business with us. And lead us on and on and on. So, why do we continue to believe them? Until we don’t, anymore? First of all, we are flattered that these customers contacted us. At this point, we accept their overstated stories as completely truthful.
Babette Ten Haken
AUGUST 9, 2018
What is the role of internal client experiences in creating extraordinary external client experiences (CX)? Customer experience seems to be on everyone’s mind these days. Paying lip service and talking the talk is different than consistently walking the walk. With all the attention focused on acquiring and retaining customers, often the unsung heroes and heroines of this quest are located internally, within the organization.
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Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.
Hubspot Sales
AUGUST 31, 2018
Quotes by Famous People. “The greatest glory in living lies not in never falling, but in rising every time we fall.” - Nelson Mandela. "The way to get started is to quit talking and begin doing." - Walt Disney. “Your time is limited, so don’t waste it living someone else’s life. Don’t be trapped by dogma – which is living with the results of other people’s thinking.” - Steve Jobs.
Hubspot Sales
SEPTEMBER 13, 2018
The Best TED Talks for Salespeople. Eddie Obeng: Smart Failure for a Fast-Changing World. Kelly McGonigal: How to Make Stress Your Friend. Ernesto Sirolli: Want to Help Someone? Shut Up and Listen! Angela Lee Duckworth: Grit: The Power of Passion and Perseverance. Dan Pink: The Puzzle of Motivation. Rachel Botsman: We've Stopped Trusting Institutions and Started Trusting Strangers.
Hubspot Sales
AUGUST 12, 2018
Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. And this moment is likely the final verdict determining whether or not your efforts will amount to anything at all. You're not the only salesperson who feels apprehensive about the close. However, without that feeling of risk, successfully closing a sale wouldn't be so thrilling -- which drives salespeople to continually strive for more.Because sales professionals are expected to generate the
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