Sales and Marketing – BL – 1

Sales and Marketing Sites Buitenland

GOING.IO

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    Gong

  • The 6 Crucial Stages Of A B2B Sales Funnel (Plus Examples)
    It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. While B2C unicorns like Netflix and Uber can take a product-led approach and drive sales using organic consumer hype, we B2B reps need to be a... Read more »
  • VideoDuplicate This SaaS Onboarding Process and Best Practices to Create Raving Fans
    Beating customer churn is how the best-of-the-best Customer Success orgs shine. And it all starts with their onboarding experience. No matter how intuitive and well-designed your product is, you can’t expect your buyers to know how to use it. They need some hand holding to help them become proficient. So... Read more »
  • How to Calculate Customer Churn
    It’s more cost-effective to hold onto a customer than it is to gain a new one. That’s why companies today are so focused on retaining the customers they already have (i.e. churn reduction). This is especially true for subscription-based SaaS companies that base their entire business model on recurring revenue. ... Read more »
  • How to Calculate Net Promoter Score (NPS)
    In an ideal world, every single buyer that interacts with your business would be an instant superfan, so enamored with your product and their purchase experience that they’d be singing your praises from the rooftops. Unfortunately, we don’t live in a fantasy world (otherwise, you’d probably be off on some... Read more »
  • When You Give Customers A Reason to Master Your Product, Everyone Wins-Here’s Why
    Providing a product is not enough. You need to enable your customers to master it. Google’s Adwords certification was a game-changer for advertising careers. Why? Because it enabled users to wield Adwords with mastery—not just proficiency. There’s a world of difference between proficiency and mastery. Adwords created masters, leveled up... Read more »
  • 2 Entrepreneurship Principles That Make The Difference Between 10% Better And 10x Better
    Consider a relay race. For each team, four runners run 100-meter legs. If one team’s runners each take 10 seconds to run their leg of the race, they get a cumulative 40-second time. If each of another team’s runners are 10% faster than the first team, taking 9 seconds to... Read more »
  • What Is The MEDDIC Sales Process? Deep-Dive Into The Methodology
    Is an abbreviation enough to save your sales team? This one just might be. Meet the MEDDIC sales process.  If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. How? It helps you... Read more »

SALES HACKER

HUBSPOT SALES

SALES GRAVY

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    Sales Training Articles - Videos - Podcasts

  • The Only Right Way To Sell A Pencil
    How Would You Sell A Pencil? So, what is the most effective way to sell a pencil? Well, first let’s look at how most sales reps go about doing it. Telling Isn’t Selling If I gave you a pencil and asked you to sell it, how would you go about... Read more »
  • mp3On Doing Whatever It Takes Featuring Brandon Bornancin
    Are you willing to do whatever it takes to reach your goals and dreams, build your business, climb the sales leaderboard at your company, or bounce back from failure? Lot’s of people have dreams but few actually grind it out and turn those dreams into reality. The good news is... Read more »
  • Don’t Believe This Deceptive Sales Fairytale
    Fairytale Customers Don’t Exist Unfortunately, only in a Disney movie does Sleeping Beauty live happily ever after. In the real world, passively waiting for clients to court you and give you business is a sales strategy doomed for failure. Are You A Sales Sleeping Beauty? When times are tough, it’s... Read more »
  • Three Habits That Will Change Your Selling Game
    Three Sales Habits That Close More Business Let’s take a look at the top three sales habits of top producers and examine the neuroscience and emotional intelligence skills behind the development of success habits. These three simple habits that will help you achieve extraordinary sales results. So What Makes A... Read more »
  • 10 Tips For Beating Gatekeepers At Their Own Game
    10 Foolproof Tips For Getting Past Gatekeepers Every salesperson faces gatekeepers on prospecting calls. And every salesperson wants to get past gatekeepers. Beating Gatekeepers At Their Own Game One of the toughest prospecting challenges is simply getting connected to the right person. The number of roadblocks seems to grow more... Read more »
  • mp3How to Sell Without Selling Out with Andy Paul
    On this episode of the Sales Gravy Podcast Jeb Blount, Jr sits down with author Andy Paul to discuss what it means to Sell Without Selling Out. Together they discuss why it is so important to make selling more human. You’ll learn that persuasion is not a sales skill. Instead... Read more »
  • 5 Leadership Tips For Authentic Communication
    Leaders Must Be Authentic Communicators These five tips for authentic communication can help build trust within an organization, especially when it starts with leadership. Whether it’s holding open dialogues, or sharing stories and passing on wisdom, straightforward communication must be a top priority for any leader. Communication In The Digital... Read more »

HEINZ MARKETING – BLOG

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    Daily B2B Sales and Marketing Insights

  • Carly’s App of the Week: Lucidchart
    By Carly Bauer, Marketing Consultant at Heinz Marketing Lucid is a visual collaboration suite for enterprise and hybrid teams of all sizes. Bring your teams together, see all your ideas in one space, and build upon each others input to bring your concepts to life. Lucid has multiple products including... Read more »
  • B2B Reads: “Smarketing”, Channel Conflict, and Scope Creep
    In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the... Read more »
  • New Research: The Buying Experience of the Future
    By Michelle Voznyuk, Senior Marketing Consultant at Heinz Marketing In partnership with Bigtincan, we surveyed 206 professionals across multiple experience levels, company sizes, and industries to discover how teams are communicating the value of their solution in a way that addresses buyers’ wants, needs, and expectations, while simultaneously meeting the... Read more »
  • Digital Privacy Landscape Changes You Need to Know
    By Lisa Heay, Director of Business Operations at Heinz Marketing It’s no secret that the digital privacy landscape is changing. It’s been changing and evolving for several years now across the globe, and if you’re not paying attention as a marketer, you’re going to find yourself left behind with a hard... Read more »
  • B2B Reads: Effective Public Speaking, Empowering Leadership, & Human-Centered Design
    In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the... Read more »
  • 4 Easy Ways to Build Team Rapport *Gen Z Edition*
    By Brittany Lieu, Marketing Consultant at Heinz Marketing Virtual team bonding doesn’t have to be an event or even a social hour.  All you may need is 5 minutes at the start of weekly team calls to dissolve the digital distance between your remote workstations.  For those of us who... Read more »
  • Gathering Data Without Third Party Cookies
    By Cameron Katoozi, Marketing Consultant at Heinz Marketing Third-party cookies have been a critical part of data collection in the digital advertising world for 20+ years, but they will soon be coming to an end in the US. Apple Safari and Mozilla Firefox have both phased out third-party cookies from their... Read more »

THE SALES BLOG

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    The Sales Blog

  • In Pursuit of the Magic Bullet in Sales
    A long time ago, sales leaders sought a solution for their uneven results. Some members of their teams were able to win deals, while others struggled. No one knows for certain who reverse-engineered the successful salespeople’s process and taught it to the rest of their sales team. It was believed... Read more »
  • The Difference Between My Approach and Challenger
    My version of the modern sales approach isn't very much like that described in The Challenger Sale, with the exception of the use of insights, and even there we use them in different ways. I am writing this because I am often asked about the differences. While I don't have... Read more »
  • Your Obligation to Become One-Up
    When you ask a prospective client for a meeting, you are asking them to provide you with their single, non-renewable commodity: their time. The single reason your contacts say no to a request for a meeting is that they believe it is a waste of their time. But it's also... Read more »
  • You Get Paid For Creating and Winning Opportunities
    A recent story on LinkedIn was about a senior leader who was unhappy with the results of a highly compensated salesperson. Even though the salesperson's base pay was exceptional, he had done nothing since beginning his employment. The senior leader said the salesperson would not make cold calls.... Read more »
  • The Awesome Power of Strong Leadership
    One either believes in leadership or they do not. You might doubt that there are people who don't believe in leadership but, in fact, there may be more of them than there are people who believe that strong leadership is critical to high performance.... Read more »
  • Do You Need Something Or Do You Know Something?
    Every salesperson can be sorted into one of two primary categories. The first category is a salesperson who needs something from their prospective clients. The second is a salesperson who knows something that is valuable to their clients.... Read more »
  • Failing to Keep Up with the Rate of Change
    One way to describe our current environment is AC/DC, an acronym for the Accelerating, Constant, Disruptive Change we have been experiencing in the 21st century. In the late 1990s, there were people who suggested the world would end with the millennium. Even though the Earth is still spinning its way... Read more »

SALESFORCE BLOG

SANDLER – BLOG

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    Blog Posts – Sandler Training

  • How to Succeed at Looking for Trouble [PODCAST]
    Mike Montague interviews Steve Borseti, a long-time Sandler trainer, on How to Succeed at Looking for Trouble. The post How to Succeed at Looking for Trouble [PODCAST] appeared first on Sandler Training.... Read more »
  • Five Ways to Make Teamwork and Collaboration a Reality in a Hybrid Sales Environment
    Here are five powerful strategies for making collaboration and teamwork standing operating procedure, both remotely and in person. The post Five Ways to Make Teamwork and Collaboration a Reality in a Hybrid Sales Environment appeared first on Sandler Training.... Read more »
  • The Importance of Pre-Qualification
    Reality check: Are you currently projecting income from an opportunity that isn’t fully qualified? The post The Importance of Pre-Qualification appeared first on Sandler Training.... Read more »
  • How to Succeed With Purpose [PODCAST]
    Mike Montague interviews Jade Simmons on How to Succeed with Purpose.  The post How to Succeed With Purpose [PODCAST] appeared first on Sandler Training.... Read more »
  • How to Succeed Using Sandler to Sell Services [PODCAST]
    Mike Montague interviews Matt Rappaport on How to Succeed at Selling Services.  The post How to Succeed Using Sandler to Sell Services [PODCAST] appeared first on Sandler Training.... Read more »
  • The Next Evolution of Sales
    Sandler is excited to to further champion the next evolution of sales with the rebranding of our company to better align with the expectations of modern buyer and seller, serve our clients with innovative learning technologies and methodologies, and continue our evolution as an organization offering more than “training.” The... Read more »
  • How to Succeed at Non-Verbal Communication [PODCAST]
    Mike Montague interviews Shelly O’Donovan on How to Succeed at Non-Verbal Communication. The post How to Succeed at Non-Verbal Communication [PODCAST] appeared first on Sandler Training.... Read more »

OUTREACH – BLOG

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    Outreach Blog

  • It’s Time For B2B Brands To Move Beyond The Rainbow
    With contributions from Kirk Johnson, Outreach, Staff Engineer and Rainbow ERG Lead; Chris Wood, Outreach Customer Experience Strategist and Rainbow ERG Member; Matthew Flug, Outreach EvangelistThe queer community needs more than rainbow logos, parade floats, and corporate sponsorships. We need B2B brands committed to creating welcoming and safe workplaces for all.... Read more »
  • Illuminating Data: How to Light Up Revenue in the Dark Funnel
    We know that buyers conduct research at all stages of their buying journey. They look at product pages and dig through case studies, social media, and marketing content. When buyers think they’ve learned enough and it’s time to make a buying decision, they return to the website of the product... Read more »
  • How to Create a Successful Cross-Functional Team
    How to Create a Successful Cross Functional Team Organizations across every industry often struggle to achieve and maintain the visibility and collaboration required for success. Their departments operate in individual silos, which results in a lack of collective focus on overall company goals. Employees working on these segmented teams unwittingly... Read more »
  • Improve Sales Efficiency with Outreach in AWS Marketplace
    At Outreach, we believe efficient sales processes are key for organizations to close the Sales Execution Gap – the gap between the potential revenue of an organization and the actual revenue it achieves. When organizations close the Sales Execution Gap and execute at their full potential, they win more deals... Read more »
  • 10 Strategies To Build A Successful Cross-Functional Team
    In today’s highly competitive global marketplace, organizations across every industry must ensure their operations run like a well-oiled machine or risk falling behind. But this is a challenging feat for many businesses, as a lack of visibility, collaboration, and trust lead to departmental silos. Each team has their own obstacles,... Read more »

THE SALES HUNTER

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    The Sales Hunter

  • VideoHow to Defeat the Competition You Can’t See
    I know who the number one competitor is: yourself.  I’m not talking about that!  This is about the competitor you can’t see, and yet is out there on every deal that you’re trying to get. The competitor you can’t see is ‘no decision’. It’s not that they’re not buying from... Read more »
  • Video7 Pricing Rules to Close More Deals
    Just because the customer asks for your price, doesn’t mean you have to deliver it right then and there.  In fact, there are a few reasons why you definitely shouldn’t lead with the price.  I want to talk to you about 7 rules for how to present your price so... Read more »
  • Video6 Things Customers Need Before They Buy
    Why do customers buy from you?  What you sell does not matter as much as you think it does. When I ask salespeople, “What is it that you sell?” I’m quick to hear some, “Oh, I sell this type of system or this type of computer, or these services…” That’s... Read more »
  • Video10 Reasons Why I Love Sales More Than Ever
    Sales is an industry that has a tremendous amount of turnover, but I love sales.  I’ve been in sales for over 30 years and I love it now more than ever.  That definitely wasn’t my attitude when I started out. So why do I love it so much, and now... Read more »
  • Video10 Best Practices to Sell in the Summer
    Summer is not a time to just kick back.  It’s normal to get a little pushback on prospecting during the summer months due to vacations, holidays, et cetera. Once you get deep into the summer, some customers want to kick meetings into the fall. Whoa, big risk. Let me walk... Read more »
  • VideoHow to Create More Time for Selling
    Would you like to have more time to be prospecting and selling?  Perhaps a better, albeit obvious question: Would more time for selling make you more money? (Of course it would!) I want to help you have more time for what really generates money for you: selling. Having a great... Read more »
  • Video5 Ways to Improve Your Sales Skills
    “Leaders don’t see success as a destination, they see it as a journey to take others on.” Wherever you’re at on the totem pole, I’d bet there’s room for improvement. Do you want to get to the top? If you’re looking to grow your career in sales by any measure,... Read more »
  • Video15 Dos and Don’ts of a Profitable Sales Process
    Your sales process is a vital element of your success. A process that’s simple, sustainable, and scalable can make you the author of your own fate.  How does your process measure up to these 15 Dos and Don’ts? Today’s blog brought to you as a sneak peek into the new... Read more »
  • Video3 Groups Salespeople Must Be Accountable To
    Accountability in sales often gets overlooked as a key trait of top performers. Perhaps because it causes us to look in the mirror.  However, without accountability, even if you’re at the top, you have little chance of staying there. Why? I’ve got three groups you should be accountable to, and... Read more »
  • Video7 Ways to Upgrade Your Network
    Is your network causing you to rise, fall, or is it nonexistent? Who doesn’t wake up in the morning and say, “Man, I want to be in the president’s club. I want to be at the top of the food chain. I want to be the number one person on... Read more »

HUBSPOT MARKETING

Adam Riemer – Affiliate Marketing

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    Affiliate Marketing Archives - Adam Riemer Marketing

  • The Difference Between Influencers, Ambassadors & Affiliates
    There doesn’t have to be confusion when figuring out if a content creator should be an influencer, ambassador or an affiliate. Each content creator represents your brand, each one gets paid whether its a fee, product, or a mix; and each should provide value to your company. The confusion between... Read more »
  • May Holidays & Marketing Messages – What to Do and Avoid
    May holidays include shopping, celebrating, appreciation, and mourning losses. That is why it is important to get your messaging right. Don’t only look at your marketing messaging and imagery, look at what your affiliates, ambassadors and influencers are saying. What these people say is a direct reflection on your brand. ... Read more »
  • When to Use FAQs for SEO and When They’re Excessive
    Not every page, blog post, or piece of content needs to have FAQs.  In many cases, FAQs are excessive and could hurt your SEO.  All of us get excited when we see new traffic coming in, myself included, but FAQs should be used to add value. I’m writing this guide... Read more »
  • Formulas to Forecast Blogger, YouTube & Influencer ROAS
    If you’re reading this post you’ve been asked to forecast revenue (ROAS, return on ad spend) or a return on investment from influencers, YouTubers and bloggers.  It can seem tricky at first, but it is fairly simple. You just need to collect accurate data points to plug into the formulas... Read more »
  • Should Influencers Be Affiliates or in Your Affiliate Program?
    Yes, influencers should absolutely be in your affiliate program and allowed to be affiliates.  But there are exceptions to this rule.  Before we get into when influencers should be affiliates and allowed in your affiliate programs, we should define the difference between the two. Influencers promote a brand or product... Read more »
  • OnlyFans Alternative – How to Not Rely on One Platform
    Countless businesses (and potentially your own if you’re reading this) have gone from successful to the graveyard and at no fault of their own.  Whether it is a Facebook page that was given false metrics or got shut down without warning or what appears to be happening with OnlyFans.  Your... Read more »
  • 7 Women in Affiliate Marketing That Inspire Me
    There are a ton of people that have influenced the direction of the affiliate industry in both good and bad ways.  But this post isn’t about forums, conferences and associations (many in affiliate marketing are women lead and founded), this is about specific women that have shaped my path and... Read more »
  • How to Make Money with Mother’s Day This Year
    A quick note before reading: I was originally going to publish this on Wednesday. Unfortunately a well known and very loved person in the SEO space died of Covid-19.  Even though this post is not for my SEO readers or the SEO space, it would have been inappropriate to publish... Read more »
  • How to Create a Gift Guide With SEO, Marketing & Monetization Tips.
    Ready to create a gift guide for your blog, YouTube channel or a newsletter?  Then I’m ready to help! The post below is something I sent to the partners for some of the companies that hired me as their affiliate manager to help them grow their traffic and make money.... Read more »
  • How to Create Content That Makes Money for Fall 2020
    To say 2020 has been a unique year is an understatement. That isn’t a political statement either. This is a marketing blog and I keep things on a marketing level. This year we’re facing multiple groups of people that feel very strong about their opinions when it comes to fall... Read more »

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