Sales and Marketing Management
NOVEMBER 16, 2021
If the past nearly two years has taught sales and marketing leaders anything, it's that equipping workers with knowledge about maintaining mental health and then supporting those efforts is vital to overall performance. The post Rethinking How We Approach Mental Health In the Workplace appeared first on Sales & Marketing Management.
Score More Sales
AUGUST 9, 2021
In a recent post , I shared the calling strategy from Ryan Reisert that proves how your math of sales has been lying to you. If you are a sales leader that says more calls equal more meetings, that is not true. Ryan proves that time and time again.
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SBI Growth
JUNE 9, 2021
In years past, if you wanted to build out or strengthen your sales organization, you could simply offer higher compensation than your competitors. The higher sales cost would be greatly outweighed by the revenue that high-performing sales professionals would drive.
Steven Rosen
JANUARY 18, 2021
Are You Focused on Results Generating Activities? Not another virtual meeting! How many times a day do you think that? How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails? As a sales leader, you are in the most challenging role in the organization. Even though your customers and the selling environment have changed, you are still responsible for delivering sales results.
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.
Understanding the Sales Force
SEPTEMBER 29, 2021
Have you ever conducted a Google or Amazon search for one thing only to be presented with search results that were completely different than what you were looking for? I was looking for an image of a sales funnel and couldn't believe what I found! My search results can be found here. Can you believe all of those images of sales funnels? Look them over and see if you can recognize the problem with all of them.
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The Pipeline
AUGUST 24, 2021
By Tibor Shanto. If you follow this blog, you know our tag line is “execution, everything else is just talk!”; And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. One thing people talk about are the attributes of successful salespeople, let’s make that a low bar, making quota. For many, including myself, a key attribute is curiosity; but it is one thing to talk about it, different to execute.
Emissary
SEPTEMBER 27, 2021
Quarterly Business Reviews (QBRs) have been a mainstay for key account management for some time. But just a few years ago they—and for that matter, the whole customer success function—were the new kid on the block. And they were difficult to pull off. It was hard to get the right data, hard to build a case for value, hard to predict success and alter implementations. .
Sales Pro Central Submitted Articles
AUGUST 24, 2021
This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals
Smooth Sale
JULY 13, 2021
There are positives and negatives associated with being a game player, but a strategic game player is at another level. Using strategy implies studying, reviewing, and giving thought to better ways for proceeding. Efforts perform best when they include a thought-out plan.
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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.
Openview
MARCH 1, 2021
Remote work has become the norm for many businesses in the last year, and today a startup that has built a cybersecurity platform to help manage all the devices connecting to organizations’ wide-ranging networks — while also providing a way for those organizations to take advantage of all the best that the quite fragmented security market has to offer — is announcing a major round of funding and a big boost to its valuation after seeing its annual recurring revenues grow ten-fo
Sales and Marketing Management
AUGUST 6, 2021
If you like working on your own schedule, in your own digs, and make quite good dough at it, we have a fun and profitable opportunity for the right, qualified person. The post Great, Great B2B Media Sales Opportunity appeared first on Sales & Marketing Management.
Allego
AUGUST 24, 2021
Sellers are facing one of the most difficult buying landscapes in recent memory—and they need your help. B2B deals are high-cost, span multiple touchpoints, and take months to close. It falls on marketers to support their teams while ensuring salespeople are armed with content that captures buyer attention and closes deals. In times of crisis, businesses that innovate and rethink conventional approaches are the ones that are likely to win.
Membrain
MARCH 3, 2021
Sales is not a profession for the weak of heart. From the first cold call, to the last presentation and request for closing, every step of the sales process is fraught with potential peril.
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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
Steven Rosen
AUGUST 2, 2021
The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. As part of their role, sales leaders set the direction, create the culture, hire, develop, and retain top sales professionals, aiming to create an environment that facilitates success.
Understanding the Sales Force
JUNE 11, 2021
Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled. It was exciting to hear all of the fan noise that has been missing for so long but there was one fan in particular that I heard louder than all of the others. Starting in the fourth inning, Timmy, the eight-year-old Astros fan sitting next to me, didn't stop chatting with me for the remainder of the game.
No More Cold Calling
JULY 13, 2021
A referral is the best way to get a meeting with the decision maker. There are two parts to the sales process: Part One: Getting meetings with decision makers. Part Two: Everything that happens after that. Referrals help you ace Part One and set you up for success in Part Two. That’s an over-simplification, I know, but it’s the easiest way for people to understand the power of a referral introduction.
The Pipeline
JULY 27, 2021
By Tibor Shanto. A week or so back, I posted about the “ summer lull ,” suggesting it could be more myth than fact. Some enterprising salespeople asked what they should do during this period? Well, it is a great time to do all those things you tell me you want to do but never have time for. Every time I suggest salespeople practice the basics, they tell me they have not time, well now is the time, summer.
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.
Partners in Excellence
AUGUST 18, 2021
Probably one of the weakest areas of buying and selling I see is “qualifying.” As sales people, there are dozens of acronyms, if any are applied, you have a “qualified deal.” BANT is the grandfather of all of these, but others have come up with their own alphabet soup pushing their approaches. These can be helpful if applied, but too often, sales people don’t apply them in a disciplined fashion.
Gong.io
OCTOBER 19, 2021
Have mercy, it’s your everything. For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. Tons of software came along to do that quite effectively in recent years. And yes, it’s been helpful. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair.
Smooth Sale
SEPTEMBER 9, 2021
Many years passed for me to finally realize our gift is not fitting in with the crowd, but in standing out, and often, standing alone.
Openview
JANUARY 26, 2021
The post How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup appeared first on OpenView.
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?
Sales and Marketing Management
DECEMBER 22, 2021
B2B marketing and media relations in 2022 will continue to focus on rich storytelling, but it will include new voices, prioritize emerging mediums and approach thought leadership in new ways. The post What B2B Marketers Can Expect in 2022 appeared first on Sales & Marketing Management.
SBI
MARCH 18, 2021
Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?
Sales Pro Central Submitted Articles
AUGUST 11, 2021
Content automation and streamlining proposals have been a hot topic recently — with good reason. As the number of proposals you respond to increases, it can be enticing to fully automate proposals and deliver them with just a few clicks.
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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.
Understanding the Sales Force
AUGUST 5, 2021
We've gone from don't wear a mask, to wear a mask, to wear 2 masks, back to no need to be masked and now back to wear masks indoors, even if you have been vaccinated. CDC Guidelines change almost weekly, often lack the science to justify their recommendations, don't take local conditions into consideration and are usually very confusing to say the least.
No More Cold Calling
APRIL 15, 2021
Not getting the ROI you expected from your lead-gen tactics? Try this instead. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. They complain they don’t have enough leads, or at least not enough qualified leads. Wait, wasn’t lead-gen technology supposed to solve that problem?
The Pipeline
JULY 20, 2021
By Tibor Shanto. One of the reasons I like sales is you don’t need an MBA to succeed. It helps, no doubt, but a lot of MBAs fail at sales. Mostly because it is about what you do, not about what you think or believe. Which is why it is a surprise that many who avoided academic endeavours in the past, want to do so much research. Ask most sellers their view on research, most will respond without a thought, “it is an absolute must.
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