Stop the Launch! 4 Reasons to Avoid a Company Opening Event

Every entrepreneur needs a healthy amount of self-esteem. After all, if they didn’t believe in themselves, they wouldn’t bother launching businesses.

Discovering Buyer Insights Through Perception

The following story derives from conversations with “Pat,” a sales team member, after our several interactions with a customer in the medical equipment industry. Given Pat’s impressive selling expertise, I decided to probe his thinking after each sales call we made together in order to gain insights on why he reacted in certain ways.

Challenge the Status Quo with Insight-Based Direct Questions

When customers understand their problems, it’s easy for salespeople to lead them through discovery, because customers don’t need salespeople to shine the light of insight on visible problems. A salesperson can simply confirm the value of their product by asking generic questions.

Your Company’s Biggest Information Security Risk? Your Employees.

Some of the biggest, most damaging security breaches in history occurred in 2015.

Three Simple (and Free!) Tactics to Boost Sales Performance

Most sales organizations are not unlike a college class being graded on the Bell Curve. Typically, 20 percent are top performers – these A+ performers get it done with minimal support. The D’s and F’s in the bottom 20 percent are either new or need to find another line of work. Middle performers represent over half the sales force.

Close More Sales with Lead Validation

Lead validation is the labor-intensive process of listening to recordings of phone inquiries and reading form submissions generated by SEO, PPC, email marketing and other Internet marketing campaigns, to separate true sales leads from non-leads such as spam, sales solicitations, customer service inquiries, etc.

Understanding Sales Equity

So Just What Is Sales Equity?
To borrow a phrase from the financial industry, “equity” (the value you receive) is simply your “asset” (what you get) minus your liability (“what it cost you”):

The Dangers of Not Attributing Customer Calls to Digital Marketing

Digital marketing has gone mobile. And thanks to smartphones and click-to-call, consumers are responding to search, social, display and other digital ads and campaigns by calling businesses by the billions.

Self-Service Data Prep: the Secret to Fast, Accurate Sales and Marketing Analytics

Data quality and data access plague analytics – especially in sales and marketing. Let’s face it, whether your role is sales operations or marketing analyst, your data is constantly questioned at best, or simply wrong at worst. Does this sound familiar?

Three Things that Keep Sales Managers from Making Intelligent Decisions

When it comes to the productivity, effectiveness and overall success of sales teams, data is key. Having accurate and useful data can make or break a sales team, but on the other side of that coin, focusing too much time and resources gathering, analyzing and reporting data can be a hindrance to a successful sales cycle as well.

The trick that makes sales training stick

“We spent $2 million on a selling system a few years back and our reps won’t put it into play. So we’re looking to drop another $1.5 million on a new program.” A senior sales executive from a major cell phone carrier was talking sales training with me, at a global conference.
“What selling system are you using?” I asked.
Turns out it was one of the top three in existence.

It’s Not Your PowerPoint, It’s You

PowerPoint was originally created to improve and enhance presentations. With over 30 million PowerPoint presentations made each day, it has evolved into the default mode of all business communications. Ironically, with its success comes major pitfalls. PowerPoint often undermines the presenter and the product or service she is selling.

Not Just For Kids: How Gamification Can Help Fill Your Channel Pipeline

Gamification has become a popular method of improving sales because it works. Putting measurement devices such as leader boards, point totals, and scorecards in places where they are typically not found has been shown to improve performance. As Paul Graham of Y Combinator notes, “Merely measuring something has an uncanny tendency to improve it.”

How to Make B2B Data an ROI Catalyst

More than ever, marketing departments are feeling pressure from CEOs and sales vice presidents to prove the return on considerable marketing investments. Producing attention-capturing campaigns doesn’t cut it anymore without an ROI.
Where does that leave you? Probably in a position similar to that of Michael Troiano, CMO of Actifio.

Why You Can’t Afford to Keep Sales and Marketing in Silos

As Frank Sinatra crooned, as far as love and marriage are concerned, you can’t have one without the other. It turns out the same holds true for marketing and sales — though even Ol’ Blue Eyes would have had a hard time writing a rhyming ditty around that pair of words.

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