Build a Bold, Data Infused Sales Strategy for 2013

Sales Benchmark Index

Remember, to Build a “World Class” sales strategy infused in data for 2013, perform the following over the next two months: Research the Market. “Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales?

USE CASE: Machine Learning infused sales solution for Telia


Vainu has initiated a collaboration with Telia to develop a new B2B-sales solution enabling Telia to prioritize the most fruitful accounts according to available data. The innovation involves machine learning and the use of both Telia internal data and Vainu company database. Sales AI Press Release

3 Cold Email Mistakes That Ruin Sales Conversations


If you’d like to learn more about how to infuse specific, alluring benefits into your cold email templates, you might want to check out our new Cold Email Crash Course. . Reaching out to leads via cold email can be intimidating at first.

Want to Create Amazing Experiences? Start With Design Thinking.

Sales and Marketing Management

It centers on the participant’s entire journey and infuses all the things that make up an amazing experience: intrigue, inspiration, influence, impression, interruption and immersion.

Are You Suffering from Marketing Malaise?

Increase Sales

Think how you can infuse some of that energy into your own marketing actions. Marketing can become quite routine, almost boring especially for small business owners.

Are Your Efforts to Know All Complicating Your Sales Success?

Increase Sales

And those folks of years gone by did not have all the knowledge (sales training) that today’s sales professionals have access to and infuse into their professional roles.

Inside Sales Power Tip 107 – Humor

Score More Sales

Ways You Can Infuse Humor in Your Day. When you have a true inside sales job you are either working with a quota to get a certain number of quality tasks accomplished each day. number of meetings or demos set up with qualified buyers.

Leadership Begins First and Foremost within Each of Us

Increase Sales

Years ago I became associated with a company, Resource Associates Corporation , that infused self-leadership into each developmental curriculum. Yesterday I received some course catalogs from a well known university advocating a plethora of leadership courses.

The Key To Unlocking a Sustainable Goal Setting Process

Increase Sales

So why not infuse those driving emotions into the goal setting process? Human being are by their very nature goal setting creatures. If not, we would not be where we are today. The ongoing issue is sustainability with any goal setting process. What is missing is 99.9%

Are your prospecting calls a long run off a short pier?

The Pipeline

In no way do I want to douse your enthusiasm, but I do want to infuse a bit of reality into how prospecting unfolds these days. By Tibor Shanto – .

Workplace Wellness Can Deliver a Healthy ROI

Sales and Marketing Management

In essence, workplace wellness ‘that works’ is essential for building a high-performing team, good for the bottom line and good for people,” says Laura Putnam, founder and CEO of Motion Infusion, a workplace wellness consulting firm, and the author of “Workplace Wellness That Works.”.

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It’s A Fact! – Sales eXecution 254

The Pipeline

At least he had sense enough to make predictions that he did not have to be around to answer for, and with enough vagueness that allowed the reader to infuse their own bias and allow everyone a level of deniability when it came to accuracy. By Tibor Shanto -

When will Sales catch up with Marketing?

Sales Benchmark Index

Sales Process infused with Buyer Insights – Allows a sales team to sell the way the customer wants to buy. The sales field is suffering. Customers are suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing?

Sales Simplicity or Sales Sophistication, What Really Works?

Increase Sales

Maybe the better question to be answered is what sales leadership talents do I know to be true and how may I infuse these sales leadership talents into successfully executing either the sales simplicity or sales sophistication selling philosophy.

CMO: Enable Reps with the Right Content at the Right Time

Sales Benchmark Index

It is simply is not infused with deep domain knowledge. Sales reps want solid materials to support them in sales campaigns. Today this means having the right content at the right time. Having the right content enables the sales rep to have the best chance to make a sale. How does this happen?

If You’re Not Scraping Data, You’re Losing Revenue

Sales and Marketing Management

Greg McBeth is the head of revenue at , the first AI-infused discovery engine that identifies relevant, personalized opportunities for people and companies Author: Greg McBeth Any sales leader would love to wave a wand and instantly find good-fit companies with interested buyers.

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How to Drive Sales in 2014 with Content Marketing

Sales Benchmark Index

Outsourced content simply is not infused with deep domain knowledge. The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Marketing leaders understand that content marketing is King.

4 Powerful Methods to Keep Opportunities from Stalling

Smart Selling Tools

You hang up the phone from a sales call, pumped with turbo-infused Adrenalin, giving yourself a mental high-five, feeling like you ‘nailed-it.’ The ultimate, and most desirable goal of any sales conversation with a prospect is for it to result in unbridled enthusiasm for taking the next step.

3 P’s Of Prospecting

The Pipeline

Today I’ll unpack three little, but interconnected things you can infuse your prospecting with, one at a time, to help you build a more robust pipeline. By Tibor Shanto. I find that focus, or maybe even micro-focus is an excellent mechanism for lasting change in how sales professionals execute. It’s all great to have “big audacious goals,” but for most, (80%?) is just a precursor to “big audacious” disappointment.

A Coach Is an Emotionally Intelligent Contrarian

Increase Sales

However by infusing the capacity of emotional intelligence into this role, the client or charge does not feel devalued for his or her beliefs or behaviors. The very essence of any small business coach, sales coach, executive coach or athletic coach is to be a contrarian.

The Biggest Mistake a Marketing Leader Can Make in 2013

Sales Benchmark Index

Outsourced content simply is not infused with deep domain knowledge. SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. Greg tells CMO’s that “The pressure is on”.

Deliver Empathetic Energy Not a Passionate Sales Pitch

Increase Sales

When salespeople infuse emotional intelligence into their sales conversation, they now are delivering empathetic energy. Sometimes in sales, people confuse energy with passion. What ends up happening is the passion sounds like a sales pitch. Empathy is a measurable talent and can be further developed through emotional intelligence as well as neuro-linguistic programming (NLP). Low energy does not sell. Misplaced high energy also does not sell.

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Freedom Is Intrinsic to Our Motivation

Increase Sales

Choice is infused within freedom. Have you ever considered freedom to be intrinsic to motivation? Many times we think of freedom in different terms such as the freedom to walk the streets, the freedom of free speech, etc.

The CMO’s Guide to Driving Impact in Year 1

Sales Benchmark Index

Infuse the Sales Process with Buyer Insights. CMO’s report a honeymoon period of six to twelve months before they ‘own’ the result. Impacting a marketing team’s output in that short period of time requires a quick start. How long is your honeymoon?

Are Your Sales Presentations About You or About Your Customer?

Increase Sales

The seller uses his or her past experience, company experience and then infuses some of his or her fact finding into the new sales presentation.

5 Marketing Trends That will Impact 2013

Sales Benchmark Index

Go to lunch with your CIO and start working on ways to deal with the infusion of heavy IT into the state of marketing. One thing is abundantly clear. The pace of technology and buyer behavior transformation continues unabated.

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Methodology + Technology: A Formula for Winning Deals

Miller Heiman Group

This is where sales technology shines, infusing a sales organization’s methodology with customer-specific data and insights that drive deals forward. The recipe for an organization’s sales success used to look a lot like your grandma’s favorite cookie recipe: add a pinch of this and a dash of that, stir to combine and throw it in the oven to bake. Take some salespeople with grit and EQ , track contacts and follow up.

3 Tips to Invigorate a Stalled Deal

Carew International

A stalled deal suggests stagnation of some kind, so infusing something fresh – a new perspective, benefit or assurance — may be the remedy.

Priceless, The First Customer Service Experience

Increase Sales

So far we have infused thousands of dollars into the local small business economy. In relocating from NW Indiana to NW Arizona, we have had to outreach to several businesses. Once again I realized how truly priceless the first customer service experience really is. Credit

3 Ways to Attract and NOT Repel Your Potential Customer

Jeff Shore

Infuse certainty into your tonality – Pay attention to people who speak with confidence. By Ryan Taft. ?Imagine

In Sales Training Fools Rush In Where Angels Fear to Tread – Part 1

Increase Sales

Sales professionals are required to infuse best marketing practices into their selling endeavors. How many times do sales people in their effort to showcase their latest sales training end up tripping over their own two feet or rushing in without predetermined thought?

3 Steps to Produce Content to Feed Lead Generation

Sales Benchmark Index

The writer must have enough intimacy with the topic and industry to infuse the content with contextual understanding. Last week at Content Marketing World, the Chief Marketing Officer of IBM was asked; What’s the top skill that marketing organizations need to master to be successful?

The Sales Enablement Market Is Consolidating – and It’s a Good Thing

Sales and Marketing Management

Because of this sudden demand, the industry has experienced explosive growth in recent years, with the number of vendors more than doubling between 2005 and 2015 (current estimates are 140 to 160 companies, including point solutions) and an investment heatwave infusing billions into companies’ portfolios. Author: Jason Liu Sales enablement software has been around for a while now.

Marketing Conversations Come Before Sales Conversations

Increase Sales

In the past marketing was almost considered a hit and run approach, long term engagement or marketing conversations was infused into the selling phase of the sales process. To achieve business growth begins by attracting attention and building relationships.

Why Are You Fighting Chaos As Part of Business Growth?

Increase Sales

Imagine what would happen if we infused acceptance of chaos into our business growth; learned to work with it and better yet anticipate it? How many times because of our conditioning, our beliefs, we fight chaos as we experience business growth or even work to increase sales?

Did Your Decision to Outsource Content Marketing Work?

Sales Benchmark Index

Your internal team writes content infused with subject matter expertise. This past year, I’ve discuss content marketing with top marketers. Today’s post focuses on 2 marketing leaders in the SaaS industry. Each took on a different strategy when it comes to producing content.

Machine Learning: High on Hype, Low on Substance


This week , we are proud to unveil the latest advancement from these R&D efforts, the first of several new machine learning infused capabilities in our Xactly Insights offering.

Why Good Storytelling Beats Good Selling

Sales Benchmark Index

Infuse information with “stickiness” to improve retention. Some reps are convinced they can’t sell a new product. The next day, another rep does just that. Why is this? How can some reps be so effective and assertive, and others so passive?

Trends in Selling with Allen Mueller, Miller Heiman Group

Igniting Sales Transformation

Mueller’s ability to lay out a strategic plan, infused with data analytics, has enabled her to achieve a consistent record of sustained growth and overachievement during her career.

What’s Better, Sales Skills or Sales Attitude?

Increase Sales

Indirectly, probably I do know of one training and development publishing firm, Resource Associates Corporation , that has infused the SDT into its curriculum without calling it SDT.