MarketingProfs Daily: Sales

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Empowering Sales Success—The Role of Marketing in Sales Enablement: Owen Richards on Marketing Smarts [Podcast]

by George B. Thomas

Sales
The best thing you can do for your sales enablement, says podcast guest Owen Richards, is fix your Sales and Marketing alignment. Empathy between the two teams leads to shared celebrations of success. more
The State of B2B Sales in 2023

by Ayaz Nanji

Sales
B2B sales leaders say they are experiencing longer sales cycles and more opportunities being lost to no decision this year, according to recent research from RAIN Group. more
The Power of a B2B Referral Generation Program | Marketing Smarts Live Show

by George B. Thomas

Sales
Many companies perceive referrals to be out of their control—as something that just happens whenever they get lucky. But that's not how it should work. You can—and should—be generating referrals systematically. more
Five Sales Strategies B2B Firms Are Using to Boost Market Share

by Ayaz Nanji

Sales
Many B2B firms that have achieved significant year-over-year increases in market share have been deploying five omnichannel strategies in concert, according to recent research from McKinsey. more
Five Critical Areas Salespeople Need to Improve On [Infographic]

by Ayaz Nanji

Sales
This infographic explores five areas where there's a significant gap between sellers' self-confidence and buyers' dissatisfaction: communicating value, bringing ideas, leading through needs discovery, negotiating deals, and making the ROI case. more
Why Sales Teams Reject Leads From Marketing

by Ayaz Nanji

Sales
Why do salespeople reject leads that come from their firm's marketing team? Why do marketers think leads are rejected? To find out, RollWorks surveyed 527 salespeople and 323 marketers. more
The Biggest Challenges Salespeople Are Facing

by Ayaz Nanji

Sales
Salespeople say the biggest challenges they are facing in the sales process are budget constraints, economic factors, and connecting with potential customers, according to recent research from Vidyard. more
Eight Ways to Maximize Sales in 2023 [Infographic]

by Ayaz Nanji

Sales
The year ahead is potentially filled with economic challenges and uncertainty, so how can you ensure you keep revenue on track? This infographic explores key ways to maximize sales in 2023. more
Resonate, Differentiate, and Substantiate: What Top Salespeople Do Differently

by Ayaz Nanji

Sales
Top-performing salespeople are more likely to understand their buyers' need for value and make the case for value more strongly compared with their peers, according to recent research. more
The Anatomy of a Great Sales Outreach Email [Infographic]

by Ayaz Nanji

Sales
This infographic from IRC Sales Solutions provides an example of a successful sales outreach message and then looks at what exactly makes it work so well. more
The 10 Key Roles of Top-Performing Sales Managers [Infographic]

by Ayaz Nanji

Sales
Which responsibilities do the best sales managers excel at? To find out, researchers at Rain Sales Training conducted a survey of more than 1,000 sellers and sales managers. more
Has B2B Sales Gotten Easier or Harder Since 2020?

by Ayaz Nanji

Sales
Nearly half of B2B salespeople say their jobs are now more difficult compared with pre-pandemic times, according to recent research from Jiminny. more
B2B Marketers, the Customer Journey, and Sales: Pam Didner on Marketing Smarts [Podcast]

by George B. Thomas

Sales
In this episode of the Marketing Smarts podcast, author Pam Didner sheds light on the problems marketers face pertaining to the creation and usage of a customer journey. She also gives us her thoughts on how that impacts the organization—especially sales teams. more
The Top Challenges B2B Sales Reps Face Early in the Sales Cycle

by Ayaz Nanji

Sales
B2B salespeople say their biggest challenge early in the sales cycle is personalizing their pitches to individual prospects, according to recent research from Lusha. more
Small Business Owners' Favorite Tactics for Different Funnel Stages

by Ayaz Nanji

Sales
Small business owners and entrepreneurs rank content marketing, social media ads, and word-of-mouth as the most effective tactics for garnering interest and attention from audiences, according to recent research from Skynova. more
The B2B Marketing-Sales Divide: More Leads vs. Better Leads

by Ayaz Nanji

Sales
B2B marketers say their biggest marketing concern is how to generate more leads, whereas B2B salespeople say their biggest marketing concern is how to improve lead quality, according to recent research from SharpSpring and Ascend2. more
[Video] How to Use Neuroscience to Increase Your Demand Gen Success Threefold

Sales
Kenda Macdonald, the Demand Generation Consulting Practice Lead at MarketingProfs, took the stage at the Forrester B2B Summit in Austin in early May 2022 to deliver an information-packed presentation on how marketers can dramatically increase the efficacy of their lead gen efforts. more
How Well Do B2B Firms Handle Routing Sales Leads?

by Ayaz Nanji

Sales
Most B2B professionals say their organization sometimes assigns sales leads to the wrong person, according to recent research from Lean Data, Sales Hacker, Heinz Marketing, and Outreach. more
Seven Perks of B2B Marketing and Sales Alignment [Infographic]

by Ayaz Nanji

Sales
This infographic looks at seven perks of Marketing and Sales alignment, including how it drives better marketing strategies and faster growth. more
What Engineers Want From Vendor Marketers and Salespeople

by Ayaz Nanji

Sales
Industrial engineers want vendor marketers to provide information-rich technical content and want vendor salespeople to exhibit strong technical expertise, according to recent research from GlobalSpec and TREW Marketing. more
The Top Time-Wasters That Take Sales Reps Away From Selling

by Ayaz Nanji

Sales
Salespeople say 41% of their working time on average is lost to activities that don't generate revenue, according to recent research from Dooly. more
10 Essential Skills for Salespeople [Infographic]

by Ayaz Nanji

Sales
This infographic from RAIN Group looks at 10 skills that can help engage prospects, lead potential buyers through the purchasing process, and close sales. more
The Traits of B2B Firms With Exceptional Marketing and Sales Performance

by Ayaz Nanji

Sales
B2B firms with sales and marketing performance that has greatly improved over the past year tend to share traits such as relying on good data and having well-aligned go-to-market teams, according to recent research from Dun & Bradstreet. more
The Top Areas of B2B Marketing-Sales Alignment That Need Improvement

by Ayaz Nanji

Sales
B2B marketers say the top area that needs improvement between Marketing and Sales is feedback between the two groups, whereas B2B salespeople say the top area is coordination on target accounts, according to recent research. more
The 10 Sales Behaviors That Are Deal-Breakers for B2B Buyers

by Ayaz Nanji

Sales
B2B buyers say the sales behaviors that are the biggest deal-breakers are when a salesperson does not understand their business, talks too much, and is not supportive after a sale, according to recent research from Korn Ferry. more