Sales and Marketing Management

AUGUST 20, 2020

Client success is one of those jobs where you don’t hear many kudos when things are going well, but you’re the first to get a call when things go wrong. A pandemic brought about issues we never even realized could exist, and because of that, we were forced to look at things through a different lens. And that’s OK. Really Listen.

Exact 177

Exact Conversion Industry Campaigns 177

Zoominfo

MAY 1, 2018

But, because live video is unpredictable and strays from traditional marketing methods, many B2B marketers speculate whether live streaming has a place within their corporate social media strategy. If used incorrectly, however, live video can go wrong— and quickly. Most people are familiar with live streaming in a personal capacity.

Video 232

Video Buyer Persona Social Media Hiring 232

Partners in Excellence

OCTOBER 10, 2020

Yeah, I know I’m dating myself, but I’d like to paraphrase a line from the 1980 Johnny Lee Song, Looking For Love. There’s the famous line, “Looking for love in all the wrong places… ” Too often, I think we are looking to learn in all the wrong places. (I’ll

Face-to-face 104

Face-to-face Social Media Positioning Conversion 104

Zoominfo

SEPTEMBER 12, 2023

As leaders across all sectors push to adopt generative AI tools like ChatGPT, it’s also becoming clear that most generative AI (GenAI) initiatives for business will quickly fall apart without a foundation of accurate, timely, and comprehensive data. The magic of GenAI lies in its ability to predict what humans want.

Data 147

Data Scale Lead Rank Hiring 147

Partners in Excellence

JULY 26, 2022

As sellers, we seem to think the most important thing to our customers is learning about our products, services, and solutions. But there’s a lot more to complex B2B buying than just learning about various products and services. What data do they need to get to understand and characterize the problem and it’s impact on the organization?

Customer 78

Customer B2B Vendor Resources 78

Highspot

MAY 6, 2021

It’s even harder to win back the interest of a buyer once you’ve lost it than it is to attract it in the first place. Let’s look at five of these mistakes and what you should be doing instead. Mistake One: Targeting the Wrong People. Offers aren’t one size fits all.

Prospecting 116

Prospecting How To Buyer Campaigns 116

Partners in Excellence

FEBRUARY 1, 2022

We look our competitors–particularly those that may be leaders in our sector, we look at what they do and we copy them. And if our strategy is to copy, then we are always condemned to be no better than second place. Or sometimes, we look at the “cool kids,” and we emulate them. How do we learn and grow?

Fashion 119

Fashion Segment Face-to-face B2B 119

Zoominfo

OCTOBER 28, 2021

That’s because, on the enterprise prospect’s end, there is a danger of spending too much on the wrong product. At the enterprise level, the risk of buying into the wrong solution is massive for your buyers,” Amy Volas, CEO at Avenue Talent Partners, wrote on OpenView Venture Partners’ blog. “So You get in life what you tolerate.

Enterprise 130

Enterprise Enterprise Decision Maker Churn 130

Hubspot Sales

OCTOBER 24, 2023

Research relevant questions and practice answers. However, preparing answers for role-specific questions can amp up your readiness for such a conversation. You don’t have to memorize these answers. These six essential guidelines will prepare you for any interview scenario and set you up for continued success.

Face-to-face 96

Face-to-face Positioning Trends Research 96

Hubspot Sales

JANUARY 29, 2024

So to help give you perspective on some fundamentally flawed sales advice, I‘ve compiled five terrible sales tips that might put reps on the wrong course — along with the necessary wisdom to set them straight. The Bad Advice “Sales is a numbers game, above all else. Let’s dive in. Haven't you seen Glengarry Glen Ross?

Remedy 85

Remedy Software Software Up-Sell 85

The Sales Hunter

MAY 7, 2019

I think far too much time is wasted on thinking that the answer to a sales slump and to even finding great prospects is developing a solution to beat a competitor. The last thing you want is to be laying on the operating table and hear the people looking over you say, “I think we have this all wrong.”. Absolutely not!

Intent 237

Intent Lead Rank Lead Scoring Prospecting 237

Partners in Excellence

APRIL 18, 2022

The good news, is if they are talking to you, they are probably favoring you, and as long as you answer their remaining questions well, you will probably get the order. The good news, is if they are talking to you, they are probably favoring you, and as long as you answer their remaining questions well, you will probably get the order.

Buyer 137

Buyer Face-to-face Groups Objections 137

Nutshell

JANUARY 17, 2024

Using a CRM in project management could be the answer you need for ultimate inter-departmental cohesion. But the reality is that your project management team needs the same data, which means that all teams must communicate with each other to accomplish their respective tasks and goals. Nutshell has what you’re looking for.

CRM 71

CRM Software Software System 71

Hubspot Sales

SEPTEMBER 26, 2022

But when you fail to find it, you end up chasing the wrong leads. Let's look at a few strategies sales professionals are employing in 2022 to achieve better lead quality. Let's look at a few strategies sales professionals are employing in 2022 to achieve better lead quality. would they come up with the same answer?

Lead Rank 98

Lead Rank Lead Scoring Sales Qualified Lead Buyer Persona 98

Zoominfo

MAY 7, 2020

You’ve probably heard them all: “I’m OK with the current situation and don’t feel the need to change.” Salesperson: “Here’s a case study showing companies YOUR size will LOVE all our features!”. If you’re dealing with a sales objections…congratulations! That’s exactly where you want to be. “We It’s too expensive. We’re too small.

Objections 213

Objections Decision Maker Case Study Face-to-face 213

Hubspot Sales

SEPTEMBER 16, 2020

Having a process for qualifying leads provides a valuable gut-check for reps so they know what to look for when engaging with leads. Having a process for qualifying leads provides a valuable gut-check for reps so they know what to look for when engaging with leads. To some, a sales process means milestones in their sales pipeline.

Sales Process 130

Sales Process Ideal Customer Profile Sales Qualified Lead Territories 130

Nutshell

AUGUST 3, 2023

Today we’re helping you answer the question, “Should I use a manufacturing-specific CRM?” Manufacturing CRMs have configurations specific to your industry already in place. With a general CRM, you’ll have to take a bit of time during the initial setup to put those preferences in place. What is a manufacturing-specific CRM?

CRM 62

CRM Industry Benefit Tools 62

Zoominfo

APRIL 19, 2023

Coaching salespeople is not a new idea. Good mentoring is one of the quickest ways to ramp up new employees. It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster.

Sales Coaching 130

Sales Coaching Coaching Hiring Analysis 130

Sales Gravy

JANUARY 19, 2021

In other cases, it's waiting and hoping for this to all be over and constantly having your hopes dashed. In other cases, it's waiting and hoping for this to all be over and constantly having your hopes dashed. All of this stress and anxiety combine to put you in a situation where you just don't feel very good about life.

Exercises 100

Exercises Face-to-face Energy Sales Goal 100

Partners in Excellence

MARCH 22, 2024

Preface: “Yo dudes and dudettes… ,” in reading this I learned something new about Spence Wixom. I learned he is a surfer and that he was hitting the waves just about 30 miles north of where I was trying to hit the waves… Wish I had known back then, we could have had some great conversations waiting for the right wave.

Call-back 77

Call-back Construction Up-Sell Research 77

Sales Hacker

FEBRUARY 5, 2021

Stop looking for tips and tricks and learn the foundations that every sales leader and company needs. Time is a sales team’s best friend, but too often it is spent on the wrong opportunities. This is one of the most common places that sales reps make mistakes. No high-pressure sales. No spray and pray.

Ideal Customer Profile 107

Ideal Customer Profile Sales Qualified Lead Lead Rank Lead Scoring 107

Nutshell

AUGUST 28, 2023

With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members. Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Partners in Excellence

MARCH 17, 2022

” This seems to be the mantra of too many pundits, and when one looks at key metrics for many sales organizations the bias is around quantity of activities. Look at the “expert advice” you read on social media, look at the metrics that dominate what we do. The bias is all toward activity.

Channels 73

Channels Social Media Maximizer Conversion 73

Nutshell

JUNE 25, 2021

If your sales pipeline feels like you’re herding cats, it might just be that you’re focusing on the wrong animal. That being said, prospects who answer your calls and agree to meet with you, only to skip the scheduled meeting at the last minute, might not be a good fit for your company. There’s nothing wrong with that.

Prospecting 112

Prospecting Lead Rank Sales Qualified Lead Lead Scoring 112

Nutshell

SEPTEMBER 12, 2023

This all makes for a better user experience that requires less time to get used to. With a general CRM, you’ll have to allot some additional time to configure your dashboard and put industry preferences into place. But when it comes to CRM platforms, there’s more than one type to choose from: industry-specific and general-purpose CRMs.

CRM 62

CRM Hiring Industry Benefit 62

LeadFuze

JULY 8, 2021

Like a big pain in the neck that never should have walked into your office in the first place, a dud. In sales, it’s all the more important. Here’s a quick look: Application “Easter Egg” Phone Screening. Without an effective sales hiring process, you’re going to churn through rep after rep.

Hiring 98

Hiring Face-to-face Sales Qualified Lead Lead Rank 98

Partners in Excellence

JUNE 6, 2023

Productivity (and when you look at some of the economic definitions of productivity, you see this) is really not about output, it’s about outcomes. The brilliant Matt Heinz provoked me with his post about productivity. As I often do, I went to the dictionary. Productivity is defined as the ratio of output to input.

Call-back 87

Call-back Maximizer Relationals Influencer 87

Partners in Excellence

MARCH 9, 2022

But I’m getting really sick of the standard answer we hear from too many “experts,” guru’s, sales/marketing managers. They are all the same, focusing on dials, focusing on emails, focusing on touches. They are all the same, focusing on dials, focusing on emails, focusing on touches.

Forecasting 52

Forecasting Up-Sell Report Competition 52

Shari Levitin

JANUARY 30, 2020

We’ve all heard it, “It’s not in our budget;” “The timing isn’t right;” “We’re looking at many different options;” “I’ll run it by the board;” “It’s not a priority right now;” “My brother’s in the business…” Sometimes customer excuses and objections seem endless.

Decision Maker 147

Decision Maker Government Objections Closing 147

Gong.io

DECEMBER 10, 2020

Look at your pipeline. You’ve heard all of these before: SDRs trying to break into an account? You’ve heard all of these before: SDRs trying to break into an account? For this post, we analyzed 9,056 opportunities and looked at how DMs’ involvement in deals impacted win rates. Follow me to read upcoming research.

Decision Maker 118

Decision Maker Proposal Enterprise Enterprise 118

Gong.io

NOVEMBER 22, 2021

We already have something in place. Follow this 3-point framework to overcome any and all cold call objections you will face. This tactic is the first step in preventing a buyer from hanging up on you, ending the call seconds after they answer. These are all simple, direct, and reasonable ways to validate a buyer’s objection.

Cold Calling 117

Cold Calling Objections Call-back Follow-up 117

Nutshell

APRIL 21, 2023

Let’s take a look at a few tried and true customer data collection methods that can help you learn more about your audience: Table of Contents Interviews Online Analytics Online Forms Transactional Data Customer Feedback Observation Public Records Your CRM Which data collection method works best?

Data 62

Data Ideal Customer Profile Customer Hiring 62

Gong.io

DECEMBER 9, 2019

On a recent episode of the Reveal podcast, we connected with Tim Riesterer for answers to these and other questions that are top of mind for revenue leaders. They’re trying to answer questions for themselves. And so if you start answering questions about why you and not somebody else, psychologically they’re like, “What?

Intent 106

Intent Revenue Call-back Data 106

PandaDoc

FEBRUARY 9, 2021

If your potential client is waiting for a big payday that never seems to come, or if their budget approval is always “just around the corner,” that’s a warning sign to look for. When you’re dealing with a tire kicker, all of that goes out the window because they never have the means or real intention to purchase. That’s the problem.

Ideal Customer Profile 111

Ideal Customer Profile Intent Buyer Buyer Intent 111

Julie Hanson

JUNE 22, 2023

Virtual Executive Presence is simply the ability to convey these same qualities on virtual calls where initial meetings with the C-Suite often take place. Virtual Executive Presence is simply the ability to convey these same qualities on virtual calls where initial meetings with the C-Suite often take place.

Decision Maker 62

Decision Maker Face-to-face Exercises Meeting 62

Growbots

JULY 13, 2021

The Wrong Type of Link is Setting Off SPAM Alerts. Emails Are Bouncing All Over the Place. Landing in SPAM? Getting labeled as junk? If your outbound email marketing isn’t hitting the inbox, it’s not going to work. Here are 17 reasons your emails go to SPAM — and what to do about it. You’re Using Too Many Email Trackers.

Outbound 98

Outbound Ideal Customer Profile How To Campaigns 98

Sales Hacker

DECEMBER 29, 2022

Have you ever walked into a store, told the salesperson what your requirements were, and they pointed you in the direction of the solution that answered your needs? Congratulations! You’ve just been “solution-sold.”. Solution selling gained traction in the 1980s and has been popular ever since. Table of contents. What is solution selling?

Solutions Selling 113

Solutions Selling Exact Buyer Sales Methodology 113