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Telemarketing Execution: In-House or Outsourcing?

Today\'s B2B marketing organizations claim that the fundamental task of generating leads is their most significant challenge. Activities like social media marketing can be powerful, but they can also distract marketing from its core business objective, which is to generate qualified, actionable leads for sales. Outbound lead generation via telemarketing promises to resolve this challenge. Telemarketing generates high-quality leads that empower sales to drive business growth. However, many marketers\' budgets are being examined with a critical eye. The phrase "do more with less" has become a dominant theme in many marketing departments. Marketing is being tasked to generate higher quality leads and do so with ever-decreasing budgets. Once marketing recognizes that telemarketing can be part of a cost-effective lead generation program, the next step is determining how to go about it. The primary consideration is whether it should be done in-house or outsourced.

The 7 Attributes of Companies That Outpace the Fortune 500

A recent survey conducted by SAVO Group of more than 500 executives at 125 successful companies found that organizations that practice sales enablement consistently out-performed the Fortune 500 average year-over-year growth rate by nearly four percentage points. This white paperdescribes the seven attributes that separate these top-performing companies from the rest and the ways in which you can enable your sales team to consistently make the sale and increase overall revenue.

The ABCs of Sales Coaching

In today’s sales environment—where product and service solutions and customer relationships are growing more complex—there is an increasing need to continually raise the skill level of salespeople. Managers play a critical role in making sure those skills are learned and used. Statistics speak loudly that manager support/coaching is the number one action that can amplify organizational sales performance: Organizations can gain a 29% increase in top-line salesforce performance due to the skills of sales managers, independent of the skills of their salespeople. Manager coaching has a great impact on performance over and above the impact of training alone. In our study, while just training salespeople resulted in a 43% improvement in performance, when manager coaching was added, overall performance improved 67%, a 24% improvement over training alone. Unfortunately, sales manager coaching is at an all-time low, resulting in as much as 85% of sales skills never being used to drive performance. Why aren’t sales managers dialing up the decibels?  

The Best Sales Manager I Ever Had

Think about the best manager you ever had. We are assuming, of course, that you’ve had at least one good manager in your lifetime. C’mon, there’s got to be at least one. Think back to all the teams you’ve been on. This person could’ve been your boss at that horrible minimum-wage high school gig that you only showed up for because this person made it worthwhile. Maybe you had a strong leader during your college part-time work. Or, like many in today’s workforce, your first full-time, professional manager played a major part in developing you during your formative years into the kind of executive you are today.

The Definitive Guide to Sales Content Performance

Analytics are at the heart of a modern data-driven business.   When it came to content, we used to rely almost entirely on anecdotes and guesswork. That is no longer good enough - content is at the heart of the sales and marketing process and we must know how it is being used and how it is performing.   Marketing Automation tools made that a reality for marketing content. They let marketers analyze and optimize content marketing efforts during the first half of the sales cycle, providing analytics to show how effectively content moves customers through the funnel. But until recently, as soon as a deal was handed off to the sales team, it entered a content black hole.    There has been no way to answer very basic questions about sales content. Do reps have what they need? Do they use it? Do customers pay any attention to it? Does any of this actually generate real revenue? Even in our increasingly data-driven world, sales content has remained back in the days of guess and hope. But an emerging set of Sales Enablement platforms has changed that. They manage sales content throughout your sales engagements and use analytics to give you full visibility into how that content performs.   This guide walks through eight reports that answer the key business questions about sales content and shows how to use them to optimize the way your company engages with customers.

The Entrepreneurial Culture: 23 Ways To Engage and Empower Your People

Many companies approach orientation like it\'s a formality. It has to be done, but no one wants to waste too much time on it. So, new employees are ushered in, given a quick tour of the office and a rundown of the benefits offered, and then they\'re expected to get right to work. It seems leaders assume that more detailed information on things like the company\'s processes and customers will simply be absorbed by new hires as they go along.

The Essential Guide to B2B Appointment Setting

Without a doubt, technology has become a great tool for improving the effectiveness of B2B marketing. Social media, marketing automation, mobile marketing, and search engine arketing all aid in efficiently generating a high volume of leads. Whether marketing teams support sales efforts by generating and nurturing high quality leads or following up on events, technology can make their work more efficient and productive. However, smart businesses know that purchasing decisions are made by human beings who respond to personal interactions with other human beings. Though many simple business transactions can exist entirely online, effective marketing practices must include a human touch.

The Importance of Sales Incentive Programs

Sales are the lifeblood of every business. A company that is more effective at selling its products will out perform its competitors, even if they offer higher quality or better value. It is, therefore, essential for businesses toemploy a highly dedicated and motivated sales staff. While many companies reward salespeople on a commission basis, research demonstrates that non-cash incentives such as gift cards are more effective at improving motivation, boosting performance, and increasing a company’s bottom line. 

The Language Gap: Using Effective Business Communication Skills

“If you\'re trying to persuade people to do something, or buy something, it seems to me you should use their language, the language they use every day, the language in which they think.”  - David Ogilvy David Ogilvy, the famous marketing and sales executive, said it this way, “If you\'re trying to persuade people to do something, or buy something, it seems to me you should use their language, the language they use every day, the language in which they think.” Nelson Mandela said it like this: “If you talk to [people] in a language [they] understand, that goes to [their] heads. If you talk to [them] in [their] language, that goes to [their] heart.” The ability to communicate—whether to persuade or just to understand—goes beyond using words well; it requires the ability to use words in a way that has meaning for those with whom you are speaking. The ability to talk with someone in his or her native language isn’t just about them understanding you; it’s about you understanding them—their experiences, their thinking, their beliefs, and their values. While definitions lie in words, meaning lies in the people who use them.

The Modern Data Analyst: Generating Insight at the LOB

In the era of data discovery, analytical power has migrated from the IT department to business users. Surveying over 700 analytics users, Aberdeen set out to understand modern analysts to identify what makes them successful. Among many interesting findings, Aberdeen discovered that modern analysts are 55% more likely to have access to interactive data visualization tools, and 46% more likely to have a data governance solution. Download this report to learn more.

The Sales Manager’s Guide to Greatness

If your sales team isn\'t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager\'s Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the... (click below to download excerpts from this eBook)

The State Of Sales Execution 2015 Trends Report

Over the past several years, Qvidian has surveyed hundreds of executives and sales leaders around the world from various industries, markets, and company sizes to create a comprehensive ongoing study of the changing objectives and challenges facing sales leaders.   This Sales Execution Trends Report investigates new obstacles sales organizations face to meet these objectives, as well as explores current conditions and investment areas needed to improve sales execution; providing further market insight into the state of sales today. 

Tools for Managers: The Coaching Mindset

Inside organizations coaching has become common practice to address issues such as developing talent, ‘onboarding’ key leaders and supporting senior executives. Yet, there is clearly widespread opportunity to integrate some of the skills and competencies inherent in coaching into the roles of managers and contributors at all levels in an organization. We call this: the Coaching Mindset. Click below to download this White Paper.

Top-Performing Sales Teams Deploy Electronic Signatures to Achieve Cost-Effective Sales Growth

One of the most significant barriers to sales organizations is bringing their sales cycle under control. Read this research from Aberdeen Group to discover how the use of electronic signature tools can improve sales team performance. 

Watch Out for the Ten Forms of Twisted Thinking

The following excerpt is from "A Practical Guide to Getting Sales Teams to Prospect," by Wendy Weiss, The Queen of Cold Calling™ In The Feeling Good Handbook, Dr. Burns lists "Ten Forms of Twisted Thinking" that occur when people are depressed. My years of training and coaching sales professionals have made it clear that people who are not depressed can fall into these twisted ways of thinking, too — and many, many sales professionals, unfortunately, employ "twisted thinking" when it comes to prospecting. Click below to download this excerpt and for the link to download the complete eBook

Why Cash is a Less Effective Incentive

Common wisdom to increase production would dictate a change in the monetary compensation plan. Pay more cash and get more results. Everyone likes money - it is a simple and rational choice. And if money is so desirable, why not use it as a reward to induce more desired behavior? Many corporations do just that. It is undeniable that money works to drive behavior, and money used as an incentive yields positive results - up to a point. The fact, however, is that money is not the optimal reward to get extra effort from people.

Win the Customer AND the Deal

In sales, we often find ourselves grappling with a false choice – do we focus on relationship building with the customer, or focus more on winning the deal at all costs? It can often seem like there is no middle ground, we have to either perform like a hardliner or try and gain the customer\'s favor. But it is not, in fact, an either/or situation. This white paper explores the middle ground between building relationships and winning the deal and offers helpful tips on ways to nurture both your relationship with the customer while keeping your eye on the prize. Read more to discover how it might be the way salespeople think about their customer relationships that prevents them from focusing on and winning the deal. JMReid Group is a training company that provides sales programs with this middle ground at top of mind. If you like what you read, contact us in the interest of your sales team at www.jmreidgroup.com.

Winning The Team Sale

Team selling today is no longer required just for blockbuster business-to-business sales pitches. Whether you are in consulting, investment banking, or technology or are a financial advisor, home remodeler, or lawyer, pivotal meetings with customers and prospects now often involve more people — on both sides of the table. In fact, according to Harvard Business Review, “…the number of people involved in B2B solutions purchases has climbed from an average of 5.4 two years ago to 6.8 today.”
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