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Seven Surefire Reasons to Outsource Sales | Revana

Seven Surefire Reasons to Outsource Sales | Revana | Sales | Scoop.it
7 Surefire Reasons to #Outsource #Sales http://t.co/5P4dBOha27
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Building team trust using a Trust Canvas

Building team trust using a Trust Canvas | Sales | Scoop.it
Let’s talk about Trust. Rather let’s talk about different instruments and activities that can help to improve team relationships, convey expectations and help people to develop a team agreement.I have noticed that we often talk about the importance of Trust in relation to the team, to subordinates, to managers, to spouses and to politicians. Furthermore, we all know that trust is necessary and important for all people. But how can we build good, long-term relationships in practice?
Via John Lasschuit ®™, Ricard Lloria
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John Lasschuit ®™'s curator insight, December 15, 2014 2:46 PM

By Alexey Pikulev. #Trust. Combine it with #canvas. Form a trust canvas. #leadership

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What’s More Important - Sales Management Skills or Behaviors?

What’s More Important - Sales Management Skills or Behaviors? | Sales | Scoop.it
The obvious gut reaction answer is …both.  However, if you HAD to choose, it would be a dilemma similar to the age old “Which came first - the chicken or the egg?”  And, you know, I have never been able to answer that question.

Via Laurent J.V. Dubois
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Five Reasons to Outsource Your Sales Department

Five Reasons to Outsource Your Sales Department | Sales | Scoop.it
Five Reasons to Outsource your Sales Department http://t.co/ko4evam0sy
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Build a Sales Team vs. Outsource the Sales Function - Which is Right for You?

Build a Sales Team vs. Outsource the Sales Function - Which is Right for You? | Sales | Scoop.it
We continue to get a fair number of companies asking for our perspective on outsourcing the sales function and whether we are talking about independent reps or outsourced call centers, our answer r...
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Three Techniques for Leveraging Social Media to Drive Sales

Three Techniques for Leveraging Social Media to Drive Sales | Sales | Scoop.it
Social technologies provide a powerful collection of marketing tools, and they are inexpensive compared to other forms of marketing.
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How to Assess and Sequence Your Sales Initiatives

How to Assess and Sequence Your Sales Initiatives | Sales | Scoop.it
“ If you want your sales initiatives to succeed, you need a method of assessing them against each other for effectiveness, and a way to sequence them.”
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How to Shorten the Sales Cycle: Part 2

How to Shorten the Sales Cycle: Part 2 | Sales | Scoop.it
Here are 7 proven tips to help you shorten the sales process and bring in sales-ready qualified leads—in fewer than seven to 13-plus touches.

Via Fabrice, massimo facchinetti
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7 Tips for Confronting Problem Performers on Your Sales Team

7 Tips for Confronting Problem Performers on Your Sales Team | Sales | Scoop.it
One of the most difficult situations sales managers face is how to confront problem performers in a way that gets them to change their ways, and become more successful.

Via Thomas Faltin
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12.5 Rules of B2B Sales Productivity

12.5 Rules of B2B Sales Productivity | Sales | Scoop.it
When we combine the #1 issue for CEOs with today’s economic downturn, what emerges are 12.5 Rules of B2B sales productivity. Each by itself is a path to improved performance.

Via Nett Sales
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Companies Failing to Deliver Omnichannel Customer Service, Global Zendesk Survey Reveals

Companies Failing to Deliver Omnichannel Customer Service, Global Zendesk Survey Reveals | Sales | Scoop.it
Seventy-three percent of consumers think that companies are paying more attention to generating sales across multiple channels than they are in delivering a consistent and seamless customer service experience across those same channels, revealed a...

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How B2B Sales Has Changed

How B2B Sales Has Changed | Sales | Scoop.it
I thought it would be interesting to look at how B2B sales have changed. According to an infographic designed by the Maximize Social Media team, we need to view the internet as a “trade show”.

Via Thomas Faltin
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Complimentary Resource – 2013 Sales Compensation & Performance Management Key Trends Analysis

Complimentary Resource – 2013 Sales Compensation & Performance Management Key Trends Analysis | Sales | Scoop.it
2013 Sales Compensation & Performance Management Key Trends Analysis by Xactly Corporation The results are in! The latest Chief Sales Officer (CSO) Insights Survey data has been collected and analyzed.
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The Evolving Sales Funnel - Profs

The Evolving Sales Funnel - Profs | Sales | Scoop.it
Receive a FREE daily summary of The Marketing Technology Alert
Via marketingIO
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marketingIO's curator insight, December 15, 2014 10:10 PM

It's one way to look at it. Note the arrows where the buyer goes in and out of the funnel. My take: forget the funnel, and focus on defining the buyer's journey x persona.

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Line Up Your B2B Content with your Customer’s Goals

Line Up Your B2B Content with your Customer’s Goals | Sales | Scoop.it
“ Creating content is always a challenge for B2B marketers.Especially if it doesn’t match up with your customer’s goals. The Number 1 Rule of Creating Content is to write it with the custom…”
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Predictions for marketing in 2016 - Gartner

Predictions for marketing in 2016 - Gartner | Sales | Scoop.it

Digest...

 

Here are five themes for the future which resonated across multiple surveys and form the basis for these predictions. Remember, they are made specifically for large and extra-large companies.

 

1. Customer Experience Will Be the Battleground Marketers Are Fighting Over

In 2016 customer experience will garner the highest level of marketing investment; it is one of three areas in which CEO’s expectations of CMOs will increase the most; and bleeding-edge technologies to improve it will be the top innovation project marketers undertake.

 

2.  How Marketers Use Customer Data Will Determine their Level of Success

Managing, collecting and making use of internal and external data was the second highest area of CEO’s increased expectations for CMOs. Marketers will analyze data less and synthesize it more, leading to better and more actionable conclusions. Distribution of the data to decentralized groups such as brands or business units will occur to allow for informed recommendations/decisions about what action to take.

 

3.  Digital Commerce Will be Inextricably Linked with Marketing

We found that in 25% of organizations, marketing has total responsibility for digital commerce, and in 46% of companies, marketing owns a digital commerce P&L now.  Whether you lead or support your company’s digital commerce efforts, plan for higher investment and a greater role in crafting compelling commerce experiences. 

 

4.  Marketing Will Set the Strategy for Not Just Marketing Technology, But for All Customer-facing Technology

Marketing will be intensely involved in all technology that touches the customer as it works on improving the customer experience with customer service, sales and operations. It already sets the strategy and develops the roadmap for marketing technology in over 90% of companies. In a growing number of companies it is moving into different elements of revenue management, including former sales systems. By the end of 2016, customer-facing technology strategy and roadmaps will be led by marketing in at least one quarter of companies.

 

5.  Marketing Innovation Will Come Out of the Closet

For the second year in a row we found that marketers are setting aside more than 9% of their budget for innovation. Leading a culture of change and company-wide innovation was the third highest ranked increased CEO expectation of CMOs. More marketing executives have innovation in their title.  An increasing number of CMOs manage product development as well as product management. Digital business transformation is causing many industries to shift their business model and offerings to digital vs. physical; putting marketing squarely in the middle of such innovation. 

 

► Receive a FREE daily summary of The Marketing Technology Alert ◄


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marketingIO's curator insight, December 15, 2014 8:33 AM

Love the fact that Enterprise CMOs are leaving 9% of the budget for skunkworks projects. Anyway, the predictions read the way of Kotler, and long overdue. This is 40+ years in the making.

Annie.gregory@notcgroup.ac.uk's curator insight, January 15, 2015 11:35 AM

Reliable source and informative

 

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Timing is Everything: Understanding B2B Buyer Behavior

B2B buyer activity and research peaks at different times of the year, week, and day. Software Advice conducted a study gathering data from six million unique visitors to their site. Check out this infographic to discover when B2B buyers perform research on the web, when they convert on a website, and when you can get them on the phone and put this insight into practice for your business. 


Via Sandra Brevett, Lydia's Marketing & Communication Consulting, malek
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Should you outsource sales management – the key considerations

Be supposed to you outsource sales administration – the basic consideration: .Eji http://t.co/MIinPRNW1J
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3 Questions to Answer Before Your Social Media Campaign Launch

3 Questions to Answer Before Your Social Media Campaign Launch | Sales | Scoop.it

Congratulations, you did it! You’ve managed to build your social media following into an active and engaged community. You’ve taken to heart that your social media community is about quality more so than quantity, and you now want to reward your community with a fun loyalty program, contest, sweepstakes or giveaway. But hold on, you’ve done so well about tracking the performance of your social channels that you know that you need to keep track of metrics for this campaign. You also need to know how to define what success looks like and understand the “SOTs” of the campaign—strategy, objectives, and tactics.


Via The Fish Firm
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Lori Wilk's curator insight, January 7, 2014 3:32 PM

What is your strategies, objectives, and tactics that will get you the results you desire? When I interview experts about social media they impress upon me to discuss that it's important to have goals and objectives for social media not just to do it without a plan or purpose for the sake of doing it. 

Tanya Smith's curator insight, January 16, 2014 9:28 PM

Metrics are not an easy thing. I know...it's part of my "day job". Some good points are made in this post about asking the right questions so you really understand how well your social channels are performing.

Rachael Johnston's curator insight, December 8, 2014 3:05 AM

Really good advice right off the bat. Ask three questions before launching your social media marketing campaign:

1. What is the objective of this campaign.

2. What are the Key Performance Indicators? (KPI)

3. What does success look like?

 

This article says that the first KPIs you should look at are the conversation rate (comments/post), Applause rate (like/post), and Amplification rate (reshare/post)

It is also important to set goals. Set deadlines and goals for how much interactions and followers you expect by then. Make sure to be realistic, but still try to be positive.

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25 Must Have Sales and Marketing Tips | Sales Tip A Day

25 Must Have Sales and Marketing Tips | Sales Tip A Day | Sales | Scoop.it
Sales and marketing tips! Sign up for weekly sales and marketing tips and tricks and receive the 25 Must Have Sales and Marketing Tips that will help you grow your sales.
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Multi-Media Advertising - Is It Right For Your Business?

Multi-Media Advertising - Is It Right For Your Business? | Sales | Scoop.it
Can a Multi-Media Advertising campaign work for your small business? This article spells out the Pros & Cons of different method, and gives an example.

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GreatBusinessContent's curator insight, December 16, 2013 6:43 PM

Small Business can afford multi-media advertising.  Consider the investment when you can hyper attract customers from your target market!

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7 Tips on How to Sell Services to Existing Clients | Consulting Success

7 Tips on How to Sell Services to Existing Clients | Consulting Success | Sales | Scoop.it
When consultants think about growing their practice, most lean towards client acquisition. While there’s no arguing that attracting and landing new consulting clients will be a critical factor in your success.

Via GreatBusinessContent
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GreatBusinessContent's curator insight, December 2, 2013 6:14 PM

Hey cunsultants...this article is for you.  How can you make your self vaulable to your exsisting clients?  Well, by adding value silly.

 

Really good points here!

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Q&A: Motivating your sales team

How to motivate your sales team (Your people are the key to your success - so how do you motivate your sales team?
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5 Steps to Better Referral Selling

5 Steps to Better Referral Selling | Sales | Scoop.it
There are many sales strategies, but none as effective as referral selling. Here are five tips to sell more without cold calling.
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Five Sales Management Strategies That Worked in Past Recessions

Five Sales Management Strategies That Worked in Past Recessions | Sales | Scoop.it
Five Sales Management Strategies That Worked in Past Recessions – from Selling Power Sales Management Newsletter This is the fifth time the United States has been in a recession since 1970, and with each one, top sales leaders have found […] (5 Sales...
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