SBI Growth

JUNE 3, 2024

Boost revenue by using white space analysis to identify unmet demand in existing accounts. Selling to current customers has a 60-70% success rate.

Analysis 177

Analysis Account Revenue Customer 177

Sales and Marketing Management

JUNE 3, 2024

In the world of digital marketing, thumbnail images serve as mini billboards for your content. Elevating your thumbnail game is not just about getting noticed; it's about conveying your message compellingly and succinctly at first glance. The post Stop Scrolling! How to Make Your Thumbnails Stand Out in a Crowded Marketplace appeared first on Sales & Marketing Management.

How To 156

How To Marketing Sales 156

Understanding the Sales Force

MAY 29, 2024

In case you have been vacationing in a cave, there has been a controversial trial taking place in Manhattan and earlier this week the Jury heard closing arguments. In a jury trial, closing arguments can take several hours or even days! You would think that Closing Arguments would have much in common with the Closing competency in sales but that’s not the case.

Closing 203

Closing Decision Maker Follow-up Pipeline 203

Steven Rosen

JUNE 2, 2024

In markets where competition is fierce, and evolution is rapid, the demands on sales teams to not only meet but exceed expectations are greater than ever. While daunting, these challenges offer a unique opportunity to redefine leadership strategies that are crucial for staying ahead. Adopting a new leadership approach – specifically BOLD leadership – becomes essential as organizations experience significant shifts in structure, product lines, or leadership roles.

Competition 156

Competition Negotiation Strategy Opportunity 156

Speaker: Steven Bryerton, SVP of Sales at ZoomInfo & Robin Izsak-Tseng, VP of Revenue Marketing at G2

Join Steven Bryerton, SVP of Sales at ZoomInfo, and Robin Izsak-Tseng, VP of Revenue Marketing at G2 in this webinar where you're guaranteed to walk away with a fresh understanding of and a new perspective on intent data! Turn your go-to-market motions around with intent data! Instead of searching for ways to showcase your products, reach out to the customers that are searching for your solutions — then build your messaging around their needs to set you apart from the competition. 🚀 With

Intent Data

Anthony Cole Training

MAY 31, 2024

“Did I hire my salespeople this way or did I make them this way?” This is the question every sales manager must ask. Fixing performance problems always starts with Standards and Accountability.Accountability means taking responsibility for outcomes – good or bad. A sales leader’s primary responsibility is to put the BEST team into the marketplace.Much like a general manager in sports, a director of a theatre company or an orchestra leader of a symphony, you have a job and a responsibility to hir

Hiring 156

Hiring Sports Sales Management Company 156

SBI Growth

MAY 30, 2024

CEOs have set the stage for success in 2024 with a solid growth strategy, but they need their talent to be ready to execute on revenue capture opportunities. They think they have the secret to improving commercial productivity: managing positive churn. However, our surveys reveal that there is more to managing our hires and getting the experts on board; CEOs must also overcome longer ramp times and create sustainable growth for the road ahead.

Churn 177

Churn Positioning Survey Revenue 177

Fill the Funnel

MAY 31, 2024

In today’s fast-paced world, the value of experience and expertise is more significant than ever. Each of us has a unique journey filled with experiences, challenges, and lessons learned. Whether it’s a professional skill, a hobby, or a life lesson, we all possess knowledge that others can benefit from. This idea—that everyone is an expert […] The post Everyone is an Expert in Something: Embracing Your Unique Knowledge appeared first on Fill the Funnel com.

Top of Funnel 118

Top of Funnel Funnel Benefit Relationals 118

Sales and Marketing Management

MAY 30, 2024

Marketing content is more effective when it's created with a specific goal in mind. Each of these types of marketing content serves a unique purpose, addressing different stages of the journey and the buyer's needs. The post The 7 Types of Content That Navigate the Buyer’s Journey appeared first on Sales & Marketing Management.

Buyer 156

Buyer Marketing Sales 156

Partners in Excellence

MAY 29, 2024

When I was a kid, my father taught me how to sail. At first I sailed in racing dinghy’s never far from the shore. In high school, we graduated to cruising boats. While we never intended to do oceanic cruising, but the shoreline was beyond sight, and one of the challenges was knowing where we were and if we were going in the right direction. My dad’s solution to this was to teach me celestial navigation.

Outsourcing Services 121

Outsourcing Services Sales Leadership Call-back System 121

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Buyer

The Center for Sales Strategy

MAY 28, 2024

Salespeople, even great salespeople, sometimes have trouble closing the deal. Getting to yes is often the hardest part of the sales process. How hard? As many as 57% of salespeople reported difficulty converting prospects into customers. If your team is having trouble with conversions, the first thing to do is figure out why.

Prospecting 115

Prospecting Report Closing Conversion 115

SBI Growth

MAY 31, 2024

An improving economic outlook for 2024 presents a golden opportunity for CEOs to capitalize on rising demand: 87% of surveyed CEOs see growth as a core element of their value creation strategy this year. However, buying behaviors are also changing, and not all companies are prepared to overcome the new challenges created by a dynamic buying environment, slowing growth and potential revenue capture.

B2B 156

B2B Survey Revenue Strategy 156

SalesFuel

MAY 30, 2024

What do you want out of your first conversation with a potential customer? One of the best sales strategies is to structure a relationship. Additionally, you can gain valuable insight or instill a sense of trust. Whatever your goal, you must realize that conversation is not a competition. However, improving your skill at initiating a conversation is.

Conversion 105

Conversion Strategy Hiring Outbound 105

Sales and Marketing Management

MAY 28, 2024

Sales intelligence is an emerging and crucial tool that comes to the rescue of firms in the quest for sustainability. A look at the dynamics, trends, challenges and prospects shaping the sales intelligence market. The post Unlocking Growth Potential: The Dynamic Landscape of Sales Intelligence appeared first on Sales & Marketing Management.

Trends 156

Trends Tools Sales Prospecting 156

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

Partners in Excellence

MAY 29, 2024

This morning, clearing my inbox and feeds, I noticed a headline. It referred to the average tenure of GTM executives being 17 months… The article offered sound advice on how to deal with a career living in 17 month increments. My thought, in reading this was, “Why do we settle for this? Why do we consider this acceptable? Wouldn’t we and the organizations we lead achieve much more with longer tenures?

Education 113

Education Lead Rank Maximizer Survey 113

Smooth Sale

MAY 28, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Email Marketing Campaigns for Business Growth Experience shows that digital marketing heavily emphasizes strategies such as search engine optimization and social media presence. This is understandable, as they’re compelling marketing tools that generate excellent exposure for businesses, thus increasing their profits and helping them reach wider audiences.

Email Marketing 96

Email Marketing Campaigns Scale Marketing 96

The Center for Sales Strategy

JUNE 3, 2024

There is a hierarchy in the sales world. Most sales leaders come from the days when salespeople were responsible for every step in the sales process. You had to find your leads, get an appointment, and ultimately close the deal. You only ate what you killed. We were hunters, so we tend to favor and even value hunters more than farmers. When I say farmers, I mean salespeople who spend most of their time nurturing clients, building relationships, and growing them.

How To 79

How To Lead Rank Lead Scoring Closing 79

SalesFuel

MAY 29, 2024

While a popular strategy, transactional selling shouldn’t be a seller’s sole approach. It can be successful, but it doesn’t always align with today's buyers. And it isn't very sustainable. Still, some elements of this style can have a place in modern sales, but sellers need to do more. Combining this type of selling with a more consultative approach will win over prospects and lead to new business.

Strategy 105

Strategy Hiring How To Consultative Selling 105

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Follow-up

Salesfolks

MAY 28, 2024

While AI holds significant promise for transforming sales processes, you should carefully consider whether to invest in AI technology by understanding the potential benefits with the risks and costs. Doing so will help ensure that any AI implementation is successful and aligns with your overall business strategy.

Benefit 100

Benefit Sales Process Strategy Sales 100

Grant Cardone

MAY 28, 2024

Many entrepreneurs I meet ask how to earn passive income or to start a side hustle — and which is best. Yes, multiple streams of income is the way to build lasting wealth. However, the answer to the above question is not so simple… You need the same business know-how to make either strategy work. […] The post Passive Income, Side Hustle — or Both?

Meeting 90

Meeting Strategy How To Trends 90

Smooth Sale

MAY 27, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Ways to Effectively Promote a New Product or Service For any business, introducing a new good or service is a thrilling time representing expansion and creativity. However, the real difficulty is marketing it well enough to draw in your target audience and generate significant revenue.

Promotion 96

Promotion Advertising Advertising Social Media 96

Sales Hacker

MAY 28, 2024

Kelly Hopping is currently the Chief Marketing Officer (CMO) for Demandbase where she is responsible for differentiating the go to market platform, increasing brand presence, and accelerating acquisition and conversion of potential customers. Prior to joining Demandbase, Kelly honed her start-up skills as the first CMO at HYCU, a series B, venture capital-backed data protection SaaS company.

Revenue 94

Revenue Strategy Marketing B2C 94

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

The Center for Sales Strategy

MAY 29, 2024

Attracting the brightest minds and best talent has become a fierce competition for organizations across all industries. However, conventional recruitment methods often fail to captivate potential candidates, leaving them disengaged and unmotivated. It's time to shake things up and inject some excitement into the hiring process. Enter gamification—the art of blending game-like elements into the recruitment experience.

Competition 86

Competition Industry 86

Hubspot Sales

MAY 27, 2024

We all know the “obvious” traits high-performing sales reps exhibit. I‘m sure you’ve read plenty about the value of qualities like empathy, ambition, and confidence throughout your career — but you didn't click on this headline because you want to hear more about those conventional, played-out traits. Now, did you? No, you're here for some novel, wild, “Who'da thunk it?

Case Study 93

Case Study Pivotal Lead Rank Lead Scoring 93

Grant Cardone

MAY 28, 2024

Due to an alarming downtrend in McDonald’s revenue, the chain is pulling out all the stops to reverse it. The latest example is their summer campaign featuring a new McFlurry flavor… that is “Grandma-inspired.” And believe it or not, the flavor choice is meant to cash in on a Gen Z trend… The “Inspo” for […] The post McDonald’s “Grandma” McFlurry is… On Trend?

Trends 90

Trends Campaigns Revenue Examples 90

Smooth Sale

MAY 27, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Custom Software Benefits Your User Experience and Growth Your online identity is as vital as, say, your physical identity. It should be relatively unique and should stand out. For websites, the layout of the pages, color combinations, fonts, and navigation map should differ from your competitors.

Software 91

Software Software Benefit Customer 91

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

Membrain

JUNE 2, 2024

With over three decades of breaking barriers in B2B sales, Heidi Solomon-Orlick , CEO and founder of GirlzWhoSell , joins us to share her passion for empowering the next generation of female sales leaders. Heidi highlights sales as a collaborative, problem-solving process that goes beyond mere transactions, emphasizing the importance of a servant selling mindset for success.

B2B 70

B2B Sales 70

Partners in Excellence

JUNE 1, 2024

One of my favorite musicians is Yo Yo Ma. I was listening to an interview of him, he was reflecting on his mentor, Pablo Casals. Casals was probably the best cellist of his time. Yo Yo Ma quoted Casals, “I think of myself as a human being first, a musician second, a cellist third.” It’s something we must reflect on and constantly remind ourselves of.

Scale 73

Scale Objections Strategy Customer 73

Adaptive Business Services

MAY 29, 2024

While I don’t do this often (I did it constantly when I was in management), I recently hired a salesperson for a local company and I am now involved with the training of that individual. I’m not sure why companies want me to be involved in the hiring process. Well, yes I do. It’s PAINFUL and it’s a GRIND! I also secretly suspect that, if this salesperson fails, they can blame me instead of themselves.

Hiring 77

Hiring Report CRM Data 77