The Dynamics Of Objections

The Pipeline

No one like objections, including those who have learned to see objections as a means of moving the call forward, they just understand, appreciate and leverage pushback differently than those who are crushed by the same response. By Tibor Shanto.

A Critical Mistake In Handle Prospecting Objections

The Pipeline

There is no mistaking a rejection on the phone, but with those other softer tools, you can tell yourself they’re just ignoring you, maybe next time. Take it as an objective, and you get defensive and lose. By Tibor Shanto.

Is Marketing Execution Your Achilles Heel?

Sales Benchmark Index

Uncover Blind Spots Through Sales and Marketing Alignment

Sales Benchmark Index

Who’s on First? The classic comedy sketch by Abbot and Costello plays on a series of misunderstandings perpetuated by rat-a-tat wordplay.

7 Must-Have Automated Documents for Sales Success

CRM) platforms, lead funnel strategies, and new communications tools to accelerate. Even if it’s all in Salesforce, crucial account data is spread across different objects— Accounts, Opportunities, Contacts, and custom objects—users must constantly. Market Pulse.

How Does the Marketing Leader Know If They Are Aligned to Sales?

Sales Benchmark Index

Misalignment between Marketing and Sales is most often one of the main reason’s companies miss the number. As a Marketing leader ask yourself the following two questions: Did the company hit its number last year?

Prospects Object Less To What They Want

The Pipeline

This would work great if a large segment of the market had needs they were willing to act on, but the reality is that most potential prospects do not. While those without a recognized need, will just object to the call, leave those looking for need or selling solutions rejected and dejected.

How B2B Marketers Drive Measurable Revenue Growth?

Sales Benchmark Index

Today we demonstrate how to design marketing campaigns that generate revenue. It is hard to execute a Marketing Strategy to grow revenue faster than your competitors. The Revenue Growth Diagnostic tool will help you assess your marketing strategy to pinpoint keys to.

Does Lack of Intelligence Put Your Corporate Strategy at Risk?

Sales Benchmark Index

As CEO, you are responsible for driving your corporate strategic direction: You identify objectives and goals, initiatives and timelines. You identify budget allocations and expected ROIs. You set revenue targets both short and long term. You are placing a big bet on being a.

Aligning Customer Objections to the Buying Process

Sales Benchmark Index

One of the biggest problems for sales reps is customer objections. In this article I will address an alternative way to look at objection handling – from the point of view of the buyer. As a sales rep, you have a variety of tools in your bag. ‘A’

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

To enable your team to perform at its best and increase sales efficiency, it’s important that you give them the training, knowledge and tools that they need to be successful. A great sales team starts with a manager who’s a great coach.

How The World’s Top CMOs Take Ownership of Customer Lifecycle Management (CLM)

Sales Benchmark Index

The CMO who exclusively focuses on new lead generation is falling behind the market, their competitors, and their peers. This myopic view only focuses on one stage of the Customer Lifecycle. Conversely, revenue driven CMOs are making massive impacts to.

Purchase Segmentation – The Key to Revenue Growth

Sales Benchmark Index

It’s Sunday, April 14th. It’s no ordinary Sunday. Today is the final round of the Masters, and Tiger Woods is in contention. The fans have showed up in the thousands at Augusta National to witness history. After a converting a.

8 Disciplines of Sales Execution

Sales Benchmark Index

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Are You Growing Your Channel Partners through Symbiotic Relationships?

Sales Benchmark Index

As a sales leader, you are always looking for the most optimal route to your customers. When designed & executed correctly, channel partners provide your business an incredible amount of leverage. Correctly managed channel partners can help you expand into.

Best 150+ Sales Tools: The Complete List (2019 Update)

Sales Hacker

And then, there are sales tools…. So if technology improves your process, or helps you close more deals, add it to your arsenal of sales tools and get cracking! There’s Plenty Of Fish (I Mean Sales Tools) In The Sea. There’s a vast ocean of sales tools in the market.

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Announcing: Call for Submissions for the Top 40 #B2B Marketing Tools

Smart Selling Tools

If you’re a B2B seller you no doubt find it increasingly difficult to make sense of the marketing technology landscape. Scott Brinker of Chiefmartec has created a marketing solution map for each of the past few years. We’ve kept a dynamic Top 40 Sales Tools guide updated for two years.

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7 Customizable Sales Scripts For Handling Objections Over the Phone

Hubspot Sales

During my time as an SDR, I’ve focused on developing listening skills that help me spot, internalize, and process sales objections as opposed to using scripted, reactive responses meant to lessen the unpredictability. Here are a few scripts I have at the ready for common sales objections.

The Ultimate Guide to Objection Handling: 40 Common Sales Objections & How to Respond

Hubspot Sales

Common Sales Objections. Every prospect you speak to has sales objections, or reasons they’re hesitant to buy your product. Why are sales objections unavoidable? To be successful, reps must learn how to both discover and resolve these objections. What Is Objection Handling? Objections are generally around price, product fit, competitors, and good old-fashioned brush offs. It’s also important to distinguish between sales objections and brush-offs.

Marketo Append & Clean: Big Changes for a Favorite Data Management Tool

DiscoverOrg Sales

There are parts of the job that marketers can perform on autopilot, but data management – enriching and cleansing data – has never been been one of them. Significant enhancements to our Marketo connector, including new Append & Clean functionality, give marketers a whole new level of automation accuracy, and control over their database. We believe marketers should be able to trust their data. A best-in-class integration – made for marketers.

One Easy Tool to Improve Sales Efficiency Now

Sales Benchmark Index

The market has dictated. Providing them an objective way to better prioritize customers is a great start. Let the Scorecard tool do the math delivering an overall customer priority score. Reps that do this objectively will gain great insight.

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Leveraging Tools To Make Us Better

Partners in Excellence

Over the past week or so, I’ve been on a bit of a rampage on sales and marketing automation tools. In reality, I’m really a strong enthusiast and advocate for leveraging automation tools as much as possible. Too many of the tools provide marginal or no performance improvement.

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The Simple Tool that Simplifies Account, Time and Territory Management

Understanding the Sales Force

There are additional uses for scorecards: Marketing - to score a lead. Account/Territory management - to score accounts so that you can objectively determine the accounts on which your salespeope and/or account managers should be spending most of their time.

Software Tools Every CFO Wishes They Had

Xactly

Given the wide range of job responsibilities, CFOs also need the best CFO tools at their disposal. With the right CFO tools, CFOs are better equipped to focus on and accomplish their priorities this year. With the right CFO tools, changing direction is much easier.

Catching The Right Technology Tool Wave

Pipeliner

The Importance of Technology Tools for Social Engagement. Amidst all the tools for sales and marketing, which ones are right for you? His wisdom will help you navigate the sea of choice to decide what’s right for your social sales and marketing efforts.

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Chairs are Dead—and Other B2B Marketing Hogwash

Pointclear

In 2015, I wrote this blog for Sales & Marketing Magazine: Dead is Dead (in Sales & Marketing). It seemed like, suddenly, a lot of things were dying: cold calling was dead; telephone prospecting was dead; outbound marketing was dead … many said that even marketing was dead. These approaches work well in both B2B and consumer marketing, covering the entire length of the lead funnel and the customer journey, respectively.”.

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#B2BMX Recap: What Every B2B Marketer Should Focus on in 2018

Smart Selling Tools

Naturally that makes sense since we provide Sales Leaders with free resources on how to navigate the Sales Technology landscape, so when I had the opportunity to join the B2B Marketing Exchange conference this past week in Scottsdale, I was excited.

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7 Tips For Automating Your Email Marketing

Fill the Funnel

Email marketing is an area of marketing in which automation is completely essential. You simply can’t do email marketing effectively without some version of an autoresponder program, which automates subscriptions, list organization and message broadcasts.

2 Sales Tools and Productivity Webinars on December 13th

Fill the Funnel

As you wrap-up what I hope was a successful 2012 and begin preparation for 2013, I think you will find some great ideas about sales tools during two Webinars to register for. Minimize Your Workload and Maximize Your Sales with Web Tool Automation. 31 Must-Have Sales Tools in 2013.

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Starting On-line – Closing it Off-line (#video)

The Pipeline

We touched on a range of topics relating to sales, sales tools, automation, social selling and more. Action Activity Management Alignment Attitude Business Acumen Change Management execution Interview Objective Based Selling Planning Play to Win Proactive Sales 2.0

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How To Succeed In Upstream Marketing

Sales and Marketing Management

Author: Anand Srinivasan The traditional approach to marketing involves brand building, advertising, participating in trade shows, launching mailers, and so on. In this article, we will take a look at a few ways a business could succeed with upstream marketing.

5 Bad Habits That Hurt B2B Marketing Productivity

Zoominfo

The goal of every marketing department is to get more work done faster. Ready to learn how to boost your B2B marketing productivity? Multitasking: The modern marketer has a multifaceted job that often pulls them in different directions. Sales reps ignore 50% of marketing leads.

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Despite Cool New Sales Learning Tools, Content is Still King

Allego

Thanks to the digital revolution of the last 30 years, the average sales trainer can now access the kinds of cool communication and content creation tools once reserved for newspaper publishers, film studios and TV production companies.

Tools 69

Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

By understanding the discipline of sales enablement and how to prioritize tactics based on marketing and sales objectives, companies of all sizes can reap the rewards. Sales enablement really boils down to how marketing can help make sales more successful, and this can be accomplished through a range of program areas including technology, intelligence, content, analytics, training, and demand generation. Marketing-generated awareness. Marketing-generated demand.

Do Your Sales People Understand The Objective Of Your Content?

Partners in Excellence

The other day, I downloaded an outstanding market research study. It was entitled, 2016, The State Of Marketing. I am clearly interested in learning more about the issues facing CMO’s and marketers. Do your sales people know the objective of each piece of content?

Hiring Sales Talent: A Tool to Help CEOs Get It Right the First Time

Sales Benchmark Index

Growing the company means having time to focus on strategic business objectives like: Acquiring new companies. Penetrating new markets. A Tool for You. Download the CEO’s Time Management Tool to get started.

Sales Skill-Sets vs Sales Tool-Sets

Smart Selling Tools

Of course, my retort is that you won’t increase sales if you don’t have the right tools to compete more efficiently and effectively. They would ask, “What good is a prospect research tool if reps don’t know how to get a decision maker to engage?”

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8 Strategic Planning Models and Tools for the Customer-Focused Business

Hubspot Sales

You'll begin with strategic planning models and tools. Strategy maps are used to visualize each objective. This is just one way the balanced scorecard can be used -- this model can also be applied to different areas of the business, like sales, marketing, and operations.

How to Bridge the Sales & Marketing Divide

Sales Benchmark Index

More often than not, sales and marketing live in siloes. Reps wonder what marketing does and contributes; marketing complains reps ignore their efforts. For a company to survive these days, sales and marketing must work in concert. It’s an unfortunate reality.

Why Product-Agnostic Content Wins in B2B Marketing

Sales and Marketing Management

Author: Ryan Gould In the context of content marketing, a product-agnostic approach is one that focuses on your expertise and knowledge around a product, technology or service rather than your brand. The product-agnostic approach to content marketing has been around for a long time.

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