John Barrows

AUGUST 7, 2019

John and Amir talk training, customer success, AEs and why they should prospect, a challenge in outsourcing and more. In this podcast you’ll learn: Why AEs should be prospecting. Why AEs should be prospecting. And people are seeing it as that thinking they’ve just got to do this for six months and get into real selling.

Oracle 140

Oracle Sales Qualified Lead Hiring Promotion 140

Sales and Marketing Management

MARCH 26, 2018

Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. Think of someone who disrupts an executive’s day by getting past the gatekeeper explaining he/she knows that person and is following up ‘our previous discussions’ – yeah right!

How To 218

How To Face-to-face Sales Qualified Lead Lead Capture 218

Sales 2.0

NOVEMBER 12, 2012

Every now and then I like to go check my own view of the world by talking to smart people who are out there actually selling. and Social Selling. Jorge: It’s interesting because I never considered it Social Selling when I started to use social media tools to sell. This week is one of those weeks. How did this come about?

Hiring 384

Hiring Jigsaw Social Media Cold Calling 384

Score More Sales

MARCH 25, 2014

Many who work for companies – especially mid-sized ones selling to other businesses – get stuck in doing the same old things year after year to build sales. Last week, a list on Forbes contained my name as one of the top 30 social selling influencers in the world. Ken truly is a leader in inside selling strategies.

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

Vengreso

DECEMBER 20, 2018

Subscribe to Selling With Social. We’ve all heard how critical it is for sales organizations to work on marketing/sales alignment, but my guest on this episode of #SellingWithSocial goes a step further to make the two a powerful combination that closes more deals. Marketing Sales Alignment Is Only A Beginning. Listen in Now!

SAP 100

SAP Marketing Ideal Customer Profile Siebel 100

Sales Hacker

MARCH 30, 2021

They’ve built a new process of guided selling, which Neil discusses during the show. How Revenue Grid enables smarter selling. Guided selling and engagement. Scaling Up During The Pandemic [11:40]. All that’s lit up based on the integration that we have with the email server and calendar. powered by Sounder.

Oracle 102

Oracle Scale SalesForce Incentives 102

Crunchbase

MARCH 9, 2020

Interview with Chris Morgan, CRO at MOAT (acquired by Oracle) hosted by Rajeev Batra, Enterprise Investor at Mayfield. Chris Morgan is the CRO of Moat , which was acquired by Oracle in 2017. He joined MOAT, a Mayfield investment that was later acquired by Oracle for more than $800M, as their first VP of Sales. Chris’ Background.

Oracle 93

Oracle Scale Hiring Harvest 93

Sales Hacker

JANUARY 20, 2021

As pipelines shrank due to COVID-19, many organizations shifted from inbound to an account-based sales and marketing outreach approach. Feel free to jump ahead: What is account-based sales and marketing? Issues with one-to-many and one-to-few ABS and marketing programs. What is personal account-based sales and marketing?

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

Crunchbase

APRIL 1, 2022

Whether your company is a three-person endeavor or a large enterprise, you need tools to help sell products and services. While many work alongside traditional email, these sales tools are truly a step up for customers and coworkers. Account-based marketing technology. So, what are some of the best ones? Demandbase.

Ideal Customer Profile 72

Ideal Customer Profile Sales Tools Tools Account Based Marketing 72

The Digital Sales Institute

NOVEMBER 13, 2023

Sales methodologies play an important role in the nearly every selling situation. The specific sales methodology is only relevant to the buying and selling situations of any individual company as everyone needs to tailor their sales motions to their markets, industries etc. Provide real value.

Sales Methodology 52

Sales Methodology How To Decision Maker Consultative Selling 52

DiscoverOrg Sales

JANUARY 29, 2019

Own win rate increases by 300% when we know key parts of a prospect’s technology stack. If your offering integrates with your prospect’s tech stack, it’s not a matter of whether a prospect can use a solution like yours: They can, and they do. Marketing automation tools, and more. Here’s why. Web servers.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

BuzzBoard

MAY 8, 2023

People, Protection, and Performance take the center stage—IT-enabled better collaboration to support remote working models, greater need for safer storage as more transactions move online, and the requirement for scaling up customer experiences, now further fuelled by Artificial Intelligence (AI).

Marketing 52

Marketing Lead Rank Trends Scale 52

BuzzBoard

MAY 8, 2023

People, Protection, and Performance take the center stage—IT-enabled better collaboration to support remote working models, greater need for safer storage as more transactions move online, and the requirement for scaling up customer experiences, now further fuelled by Artificial Intelligence (AI).

Marketing 52

Marketing Lead Rank Trends Scale 52

Mindtickle

APRIL 21, 2022

On the most recent episode of Ready, Set, Sell , our guest Reid Oliver shared his tips on finding cross-functional alignment to achieve excellence in enterprise sales. Sales and marketing? Tony : Today’s guest has an intimate awareness of the need for alignment between sales and marketing teams. Absolutely.

Top of Funnel 52

Top of Funnel Marketing Ideal Customer Profile Hiring 52

Sales and Marketing Management

JUNE 2, 2017

Author: Paul Nolan, Editor, Sales & Marketing Management. Warren Buffett’s annual letters to Berkshire Hathaway shareholders are pored over by millions of investors who hope to glean every ounce of wisdom the “Oracle of Omaha” has to offer. They’re already sold on what you sell. Growth by any means necessary.

Education 153

Education Competition Oracle Exact 153

Close.io

OCTOBER 29, 2019

You see a huge conversion opportunity in a prospect. However the next day, your prospect gives you a “no.” A useful way to do on a practical level is mapping the accounts and depict the relationships at your prospect company visually. It shows prospects that you genuinely care. You’re elated. What went wrong?

Demand Generation Targets 57

Demand Generation Targets Account Company Prospecting 57

No More Cold Calling

JANUARY 27, 2015

If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted. Most ask me to buy lists of Salesforce, Oracle, or Sage users. Companies send mass marketing messages without any idea who the recipients are or what they want. Your prospects don’t want to hear your generic sales pitch.

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Sage Oracle Social Media How To 120

Mindtickle

MAY 10, 2022

This will help all your reps build the skills and knowledge required for any selling scenario. Your sales reps need to be able to build their pipeline, prioritize leads and prospects based on lead quality and sales urgency, and measure their results. Training in pipeline management can set junior team members up for success.

Ideal Customer Profile 52

Ideal Customer Profile Training Lead Rank Lead Scoring 52

Igniting Sales Transformation

MARCH 4, 2019

Everyone knows that sellers need to prospect, qualify leads, demonstrate value and business acumen in their outreach to buyers, I kicked things off by asking Kristina what is happening in the market now that dictates what buyers want, so that sellers can better focus? See the agenda and register before the summit sells out!

Microsoft 91

Microsoft Lead Rank Oracle Conference 91

Partners in Excellence

FEBRUARY 25, 2019

Inevitably, at some point, a reference is made to the customers of the company that is trying to sell me something. Somehow, Microsoft, Google, Oracle, Siemens, Citigroup, SAP, Amazon, and others are always cited. These are always brought up to impress me.

Microsoft 70

Microsoft Google Oracle SAP 70

Sales Hacker

FEBRUARY 12, 2021

More often than not, companies end up with overly complicated systems that actually add more friction and complexity to the company. For such a complex system to run smoothly, all departments: sales, marketing, support, and accounting need to be connected and communicate in real-time. Use custom objects to create complex reports.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

InsideSales.com

MAY 27, 2020

There are several leading CRM companies out there, including Salesforce , Oracle , and Microsoft Dynamics. If you want to sell your product, you’ve got to be able to do remote demos. Being able to offer a demo, instantly, while on the phone with your prospect is a powerful way to get him or her interested in your product.

Sales Tools 63

Sales Tools Tools Social Media Hiring 63

Hubspot Sales

OCTOBER 2, 2019

Looking to set your sales team up for this kind of success? Whether you have sales reps on your team who are new to the field of sales or seasoned sales people ready to learn more advanced selling techniques, employee development is a major perk of having a sales performance management process in place. Image Source: Oracle.

SAP 119

SAP Oracle Compensation Territories 119

Sales Hacker

MAY 27, 2019

After 16 years at IBM, Scott has learned a thing or two about assessing marketing strategy and how effective your product is. How to assess your go to market strategy. The Flip Between Sales and Marketing [29:09]. We’re taking traditional communications up into the cloud. You’re selling yourself, your ideas.

Scale 60

Scale Lead Rank Oracle Up-Sell 60

SalesLoft

DECEMBER 1, 2021

We all know enterprise sales are complex, which is probably why so many sales methodologies have cropped up over the years – SPIN selling, GAP selling, challenger selling – the list goes on. . One of the biggest challenges for B2B sellers is competing in oversaturated markets. Competing initiatives and priorities.

Sales Cycle 52

Sales Cycle Top of Funnel Decision Maker Hiring 52

No More Cold Calling

MARCH 17, 2016

Any sales professional who says it’s easy to keep up communication on social networks is either lying or doing it incorrectly. Done right, social selling is a time-consuming task that requires thought and focused effort. Your marketing department can help by providing relevant content to the sales team.

Social Selling 120

Social Selling Lead Rank Lead Scoring Social Media 120

Pipeline

MAY 30, 2023

Your technology stack includes lead forms, lead qualification, prospecting, email, and CRM management tools. Marketing creates educational content; this attracts subscribers and prospects. Sales reps are expected to prospect for leads and work with their contacts independently. why customers leave, (b.)

Sales Enablement 52

Sales Enablement Top of Funnel Outsourcing Services Sales Qualified Lead 52

Mindtickle

MARCH 29, 2022

As a result, sellers are frustrated by the growing number of tasks that get in the way of their main job: selling. To improve sales productivity, you need to focus on removing the roadblocks eating up your team’s time so reps can prioritize revenue-generating activities. Opportunities to set up new integrations between tools.

Oracle 52

Oracle CRM Data Call-back 52

Pipeliner

OCTOBER 25, 2018

For B2B marketers, video remains more powerful than any other medium or channel. Chad Lakin, VP at Shootsta ‘s North America office, shares valuable insights on video as a B2B marketing tool. How does video serve as a powerful medium for B2B marketers? How has the advent of Facebook Live changed video marketing?

Top of Funnel 74

Top of Funnel Video Lead Rank Scale 74

Sales Hacker Training

NOVEMBER 21, 2022

You need to know when to talk and when to shut up. There’s no need to be doing manual tasks anymore like following up on cold emails one by one. There are plenty of sales prospecting tools and sales management software to help automate your manual tasks while personalizing your outreach. You need empathy, grit, and drive.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Growbots

SEPTEMBER 12, 2018

Streamlining your workflow, automating tasks that can be automated, and using powerful AI algorithms to give you a targeted list of leads to contact are all sales tools that already exist on the market. Growbots is an amazingly comprehensive outreach and prospecting cloud-based software solution. Streak by Gmail . Boomerang .

Sales Tools 72

Sales Tools Tools Hubspot Outbound 72

Costello

JULY 23, 2018

As you may have seen in our first collection of People > Processes articles, we featured mostly individual quota bearing sales professionals who serve their prospective customers relentlessly. One of his roles even allowed him to lead sales and marketing in EMEA. Give Up Control To Build Trust.

Conversion 67

Conversion Lead Rank Lead Scoring Hiring 67

Sales Hacker

NOVEMBER 26, 2019

Sales Hacker Success Summit: Level Up for 2020. How can you differentiate yourself from the competition, and set yourself up for a successful sales career that keeps getting better, and better? In this talk, you’ll pick up the most important lessons he learned along the way. WHEN : December 9–13, 2019. COST : Nada.

Webinar Metrics 103

Webinar Metrics Sales Up-Sell Objections 103

SalesHandy

MARCH 30, 2020

The Salespersons are the ones who design the sales strategy of searching their prospects, connecting with them and close deals for their organizations. It clearly depends on their sector, type of prospects and other behavioral conditions. Imagine you are selling a software product that solves some technical issues of an individual.

Paid Content 72

Paid Content Inbound Outbound Top of Funnel 72

The ROI Guy

OCTOBER 21, 2015

Despite the growing need to convince buyers as to the unique value you can deliver, the traditional Business Case - long a staple of value selling - may be losing it’s luster in driving sales success. Almost 60% of a typical pipeline ends up at “Do Nothing” (SBI), choosing to remain with “business as usual” versus change.

Lead Rank 73

Lead Rank Oracle ROI Lead Scoring 73

Troops

NOVEMBER 6, 2018

“If you’re fast enough,” Tim said, “you get the problems solved before the people you’re working with leave the company, something changes in the market, or a new nimble competitor comes in and disrupts the deal.”. Team selling. Team Selling: Tall Team vs. Wide Team. They usually end up doing what they’ve always done.”.

Lead Rank 106

Lead Rank Lead Scoring Sales Qualified Lead Decision Maker 106

SalesHandy

JULY 15, 2018

Gary is the CEO of Vayner Media, a full-service digital agency helping Fortune 500 companies to drive the best business outcomes using influencer marketing, class creative, media & much more. Steli Efti is mainly known for his selling skills and his attitude of never giving up on a prospect. Steli Efti. Tom Hopkins.

Influencer 76

Influencer LinkedIn Social Media Demand Generation Agencies 76