Follow the Money: The Primary Responsibility for CMOs

Pointclear

The term ‘follow the money’ was made famous in the 1976 drama documentary All the Presidents Men , and has been used variously as the basis of journalistic articles ever since. Its purpose is to follow the money trail to get to the root cause of an issue. Follow the Money.

Podcast 112: Transparency in Sales with Todd Caponi

John Barrows

Follow the podcast: Subscribe on iTunes. The first time we tried it was with Calvin Klein up in New York. He opened up everything about their situation and what was needed, not needed and budgets. And we only use logic to back it up. You’ve got to lead up to it.

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How to Sell Better: Lesson 6 – Use The CRM

A Sales Guy

There was also Goldmine (a shout out to my boy and Goldmine founder Jon Ferrara) , but that was it. You wouldn’t make quota unless you made the calls and set up the meetings. Over the following year, I continued to customize my CRM to help me win deals and stay on top of opportunities. I created fields to remind me to follow up on cold calls where I left a message. Yeah, I get it. Most of you think the CRM is a waste of time.

CRM 101

The 8 best CRMs for marketing teams

Nutshell

Just about any modern CRM will offer a goldmine of data for your marketing team to review. While this can be pretty handy, we’re going to focus on CRMs designed for marketing from the ground up. Pricing: Free for up to ten users (some restrictions,) $9.99

Sales Call Report: Reviving an Often Overlooked Process to Close More Deals

Chorus.ai

If your sales management team isn’t careful about collecting, cleaning, and using sales call reporting data — if you just use them as a token gesture or to check up on your sales reps — then they’re likely doing more harm than good.

The Ultimate Guide to Sales Coaching In 2019

Gong.io

You’re “making it up as you go.”. They usually make up ~60% of your team. These are the reps that have locked up potential. I would have continued to lose, and would have ended up quitting (or getting fired…). Fortune really is in the follow-up.

Everything You Need to Know About Data in Sales

Hubspot Sales

The following section will cover the types of data your team should know. Let's look at them in more detail in the following chart. Implementing a data-driven sales approach can also make your business more profitable — up to 6% more profitable than their competitors.

Data 98

Objection Handling: 6 Bedrock Principles That Can Get You to “Yes"

Chorus.ai

And while deflections and rejections come with the territory of sales, that doesn’t mean simply giving up on a hard-earned prospect who throws up a wall. I tell them to be upfront about why they messed up the call,” she says. “I’m running into a meeting.” “I I don’t have budget.”

19 strategies, tactics, and tips on how to launch a product in 2019

Close.io

In this guide, I’m sharing every lesson I’ve learned, from what you need to do pre-launch, to how to succeed on launch day and maximize the days, weeks, and months that follow. But when in doubt, follow the golden rule of product launches: Do less. And kicked your feet up.

How AI and Machine Learning are Changing Sales Automation

Showpad

With the right tools, Sales professionals will: Never forget to follow up with a potential customer and subsequently lose a deal. With AI, granularity is no longer “the boring fine print”; it’s the goldmine.

[VIDEO] Discover Org Charts: 5 Ways to Leverage Organizational Intel

DiscoverOrg Sales

Accurate org charts are a goldmine for B2B sellers, because they display relationships between stakeholders, reporting structure, and job titles. Strategic post-event follow-up. Use the org chart to go from cross-selling to up-selling. And follow-up there is great.

Shifting Your Sales Team: From Task-Oriented to Customer-Oriented

SugarCRM

And if customer data is gold, treat it as such: collect it meticulously, sort it by shininess, and store it in a cool and dry (and always accessible) place: your goldmine – your CRM. Shipment received > follow up to check if size/color/parts are fitting, complete and satisfactory.

The DOs and DON’Ts of New Sales Professional Onboarding

Costello

When it comes to hiring and onboarding new sales professionals, there is a lot at stake: hours and hours of training sessions, a significant amount of HR resources, and of course, several months—if not more—of ramp-up time before they’re selling at full capacity. After all, sales organizations only get one shot at setting up each sales professional to do their best work.

How to Fix Your Prospecting in a Single Day By Kendra Lee

Sales Training Advice

Always have a list of prospects you want to call or follow up with. I often wish there was a way to calculate the value of the missed opportunities that got away, only to never be followed up on again. Unless you burned the bridge by being rude or unprofessional with a lost prospect, this could be a hidden goldmine for you. Follow up with these contacts at least every six months. Schedule your next follow-up.

5 Ways to Generate More Webinar Leads

Zoominfo

Seasoned B2B marketers know a well-executed webinar is a goldmine for sales leads. 5. Post-webinar lead nurturing and follow-up. Follow up with attendees: Following your webinar, send out an email thanking attendees for watching.

Leads 77

19 strategies, tactics, and tips on how to launch a product in 2019

Close.io

In this guide, I’m sharing every lesson I’ve learned, from what you need to do pre-launch, to how to succeed on launch day and maximize the days, weeks, and months that follow. But when in doubt, follow the golden rule of product launches: Do less. And kicked your feet up.