Veloxy

JUNE 15, 2023

The year 2023 has brought with it new challenges and opportunities in the world of outside sales. As sales professionals navigate this ever-changing landscape, the secrets to their success lie in adapting to industry trends , leveraging technology, and honing essential skills.

Outside Sales 264

Outside Sales Objectives and Key Results Negotiate Territory 264

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. We are inspired by thousands of articles, podcasts, and videos–each offering the same answers to what we have to do to be successful. (I Fear holds us back.

Cross-sell 113

Cross-sell Pipeline Meeting Presentation 113

Heinz Marketing

MARCH 15, 2024

So if you want real, predictable revenue growth, it’s time to forget the one-off quick-win tactics. The days of extracting short-term value from customers are over, and those outdated growth hacking strategies of yesterday won’t cut it today. But true understanding goes beyond the products you offer.

Growth 110

Growth Customers Objectives and Key Results Teamwork 110

Martech

APRIL 10, 2024

We need solutions that break new ground, push the boundaries of what’s possible and redefine industry standards. Marketing this then becomes a conversation, not a sales pitch. It categorizes a company’s social contribution, from fulfilling basic needs to creating positive change that benefits clients and society.

Pitch 105

Pitch Product Electricity Healthcare 105

Search Engine Land

APRIL 8, 2024

But here’s the thing: to make content work for your bottom line, you’ve got to align your strategies with your revenue goals. What is content marketing ROI? This could be from direct sales or leads that eventually convert to sales. Technology (content management systems, analytics tools, etc.).

Objectives and Key Results 118

Objectives and Key Results Promote Campaign Drivers/motivators 118

Salesforce

APRIL 24, 2024

Remember the last time you moved? You probably had to pack up too much stuff, transport it in a truck and unpack it in the new location – hoping it survived the trip. It’s not possible (yet) in the physical world, but with zero copy integration, that’s how you can handle your customer data. What is a data warehouse?

Customers 124

Customers Transportation Government UX 124

Martech

APRIL 22, 2024

Answer: As a seasoned Demand/Lead Generation Director/Manager with expertise in developing comprehensive lead generation programs, I can provide guidance on creating an email program that generates leads for the telecommunications industry. You can also leverage third-party data providers to expand your reach.

Lead generation 105

Lead generation Click Through Rate Contact Follow-up 105

SalesProInsider

OCTOBER 18, 2023

“ You get what you’re looking for.” We do get what we’re looking for in many life circumstances, and in sales efforts. Here’s how I see it coming into play in sales situations, especially when faced with concerns or objections during our sales conversations. So, what can we do?

Conversion 139

Conversion Sales Pitch Clients 139

Partners in Excellence

MARCH 14, 2024

At that time, my clients were asking me the same questions, I wrote a paper to help them think about the issues and how to manage through and thrive. Here’s what I wrote in the “old days.” Here’s what I wrote in the “old days.” Real value must be produced in order to motivate customers to buy.

Objectives and Key Results 121

Objectives and Key Results Clients Drivers/motivators Start-ups 121

Search Engine Land

MARCH 28, 2024

While Google Ads has built-in bidding algorithms and optimization features, some PPC marketers and advertisers still rely on Google’s Search Ads 360 (SA360) for managing complex campaigns. Taking advantage of advanced bid optimization features like value-based bidding and custom variables. What is Search Ads 360 (SA360)?

Profit margin 88

Profit margin Retail Cross-sell Campaign 88

Martech

MARCH 1, 2024

As buying shifts online and marketing takes on some traditional sales roles, retaining existing customers is essential for driving growth and profits. They have also been trained in concepts like customer management, LTV and the financial value of loyalty. Year after year, survey after survey, leads were number one.

B2B 121

B2B Cross-sell Pharmaceutical Account management 121

Salesforce

NOVEMBER 29, 2023

Channel sales — or selling through partners — represents 75% of the world’s commerce, according to Forrester. This approach helps companies accelerate sales and grow revenue without adding to their headcount, a move that’s increasingly important during economic uncertainty. What you’ll learn: What is channel sales?

Manufacturing 111

Manufacturing Retail Territory Sales 111

Salesforce

MARCH 7, 2024

By grouping your email list properly, you set yourself up for targeting the right people with the right content. But what exactly is segmentation in practice, and how do you make sure you’re doing it correctly? What you’ll learn What is email segmentation? What are the primary types of email segmentation?

Objectives and Key Results 114

Objectives and Key Results Customer Relationship Management SQL A/B testing 114

Hubspot

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Cold Call 80

Cold Call Territory Prospecting Sales 80

Partners in Excellence

APRIL 17, 2024

” How many enablement programs include comprehensive training around change and change management? But, I can count on one hand, the number of sales enablement programs that include any significant training and development on change. What about tools to help us and our customers manage the process?

High impact 120

High impact Service Growth Conversion 120

PandaDoc

MAY 9, 2024

Sales velocity is a robust metric used by sales managers for good reason. It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Sales enablement tools like CRM platforms help increase sales velocity.

Pipeline 52

Pipeline Legal Objectives and Key Results Lead generation 52

Martech

MARCH 27, 2024

The systems they use to manage customers, fill their pipelines and generate new revenues are often outdated, incorrect and missing information. Can you blame them? You’re not alone. You’re not alone. The good news is you’ve got a little time. That’s great and exciting. AI is still nascent.

Territory 122

Territory CRM Manufacturing Pipeline 122

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” And I challenge others to write, “Why are you so interested in selling?” I also never “carried a quota”.

Customers 113

Customers Contract Consult Electrical Engineering 113

Search Engine Land

SEPTEMBER 1, 2023

Technically speaking, results are possible within days if you get content live and indexed quickly. With structured operational processes, you ensure that you have the maximum impact with minimum time and resources. Instead, what takes so long is the operations behind SEO and the process of aligning everyone.

CTR 132

CTR X-functional Profit margin Contract 132

Martech

MARCH 19, 2024

” asked Talisha Padgett, Microsoft’s general manager, martech platforms and AI, in her keynote kicking off Day 1 of The MarTech Conference. Furthermore, Sales and Marketing, combined, was flagged as one of four functional groups likely to deliver 75% of that value. And these insights can bring in more leads.

Customers 100

Customers Campaign Repeat business Referrals 100

Martech

MARCH 20, 2024

A successful rebranding can reinvigorate a company’s reputation, value proposition and growth potential. Start with soul searching What is your why? You also may need to adjust your mission, vision and values, requiring input/buy-in from your leadership team and assistance from human resources. Hybrid names (e.g.,

Strategize 106

Strategize B2B Legal Launch 106

Partners in Excellence

MARCH 5, 2024

Some of you may be reading my series, “ Why I’m So Interested In Selling.” Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year. But as you read through their individual stories, some common themes start to emerge.

Territory 117

Territory Sports Technique Represent 117

Partners in Excellence

FEBRUARY 17, 2024

Missed diagnoses represent a monstrous opportunity to create value with our customers. Missed diagnoses represent step function opportunities in creating value with our customers. They are blind to what competitors might be doing. Sometimes it’s showing them what others are doing and what it means.

Manufacturing 117

Manufacturing Represent Clients Education 117

Martech

MAY 16, 2024

There are so many incorrect uses of the term and misconceptions about the concept itself that create confusion and dilutes the work that needs to be done. What is customer experience (CX)? To further confuse matters further, we often refer to the discipline of “customer experience management” simply as “customer experience.”

Customers 104

Customers B2C UX User Experience 104

Search Engine Land

MAY 2, 2024

They tried YouTube video ads once and didn’t see the value. Let’s tackle these objections in turn, and I’ll provide you with some strategies to overcome them. Let’s tackle these objections in turn, and I’ll provide you with some strategies to overcome them. In 2023, YouTube’s global advertising revenues rose to $31.51

Campaign 107

Campaign High impact Clients Growth 107

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. As a sales leader, you’d probably scoff at this. But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. What is Revenue Enablement?

Cross-sell 52

Cross-sell GTM Technology Technology 52

Search Engine Land

APRIL 30, 2024

If you’ve ever tried using avatars or buyer personas to write a Google Ads headline, you know it can be frustrating and fruitless. You try to define your target market, only to be told, “Our audience is anyone who wants our product – we don’t exclude anyone.” Persist a bit and you might refine it to “Ages 25-45 in metropolitan areas.”

CTR 108

CTR Real Estate Legal Clients 108

Martech

DECEMBER 26, 2023

Traditional support methods include training, data-sharing, co-marketing campaigns, rebates, MDF (market development funds), and sales enablement, like content, events and sales playbooks. At that point, it’s time to take a pause to review and ensure that it’s easy for partners to find and access what they need to be most effective.

B2B 109

B2B Cross-sell Hospitality GTM 109

Martech

APRIL 9, 2024

Effective search is the foundation of a successful digital asset management (DAM) system. The role of metadata in digital asset management DAM is more than a technology; it is a people- and process-driven experience. And, if you thought finding an image was challenging, finding a video is also challenging because it is moving.

Government 94

Government Represent Trust Technology 94

Martech

JANUARY 9, 2024

Today’s brands recognize the value of authenticity and targeted reach for online consumers. When you partner with creators, the value is intrinsic: they can reach and engage their audiences more genuinely and effectively than traditional advertising. Either way, know what you want to achieve before diving in.

Niche 130

Niche Negotiate Legal Contract 130

Martech

MARCH 12, 2024

You also know who those “best” customers are. The metric that illuminates your best customers is customer lifetime value. But do you know who your next best customers are? I propose that you deploy very specific strategies to identify them and nurture them to their potential, even before they’ve signed their first contract.

Customers 97

Customers Drivers/motivators Construction Legal 97

Partners in Excellence

DECEMBER 21, 2023

And when we do, we are overwhelmed with information and data about what we might do. And because so much of this is outside our experience base, we struggle with what to do and our confidence in the choices we make. Or the lost opportunity our customers experience in failing to successfully manage a change initiative.

Customers 122

Customers Quota Up-sell Conversion 122

Adaptive Business Services

MARCH 13, 2024

Providing that you and your firm are capable of servicing them, high value deals are often much easier to secure than are smaller ones. They are also easier to keep, but you have to continue to work to ensure that. Newer sales reps may avoid these, primarily due to a lack of confidence. And with the right offer.

Electricity 77

Electricity Price CRM Consult 77

Salesforce

APRIL 9, 2024

Yes, that’s how long companies have struggled to make sense of and extract value from what’s now called big data — datasets so large they can only be analyzed via computer. This relevant, trusted data is automatically sent to an AI model, giving it the context it needs to create high-quality outputs. How did we get here?

SQL 110

SQL Retail Service Represent 110

PandaDoc

MAY 7, 2024

An effective lead management process is one of the most critical factors driving sales through your funnel. When you capture the attention of a potential customer, this is the moment a lead is born. The lead management process is made up of five main stages: capturing, tracking, scoring, segmentation, and nurturing.

Process 52

Process Lead generation Objectives and Key Results Legal 52

Partners in Excellence

MARCH 6, 2024

Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. What don’t buyers need from sellers? We don’t help them by repeating what they already know. What do our customers need?

Education 129

Education Trust Sell Product 129

Salesforce

OCTOBER 31, 2023

Imagine a world where you create a new product that everyone wants. If you sell a product without attracting the right buyers and demonstrating how it meets their needs, it may just sit on the shelf. Meanwhile, a competitor does their research, knows what buyers want, and delivers it. As Howard Brown, CEO of Revenue.io

Go To Market 119

Go To Market GTM Objectives and Key Results Price 119