Understanding the Sales Force
OCTOBER 20, 2020
As always, if you can hang in through some of the preliminary analysis, I'll make the pivot to sales and business. The update for October 19, 2020, is shown below: Each day, the Boston Globe sends an update with metrics that the state of Massachusetts is monitoring with regard to the Pandemic.
SBI Growth
JULY 1, 2020
We recently wrote about the emergence of the Chief Customer Officer and took that opportunity to survey CCO’s about how they will make their 2020 number. We found that companies had initially been planning on nearly 31% of their 2020.
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Sales and Marketing Management
JANUARY 20, 2020
Or worse, could you lose your sales job altogether? You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020. Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. Make 2020 a year of personal bests.
No More Cold Calling
DECEMBER 6, 2019
Cold calling is a duplicitous, disingenuous sales tactic. If you make 100 calls, you’ll talk to about 20 people, schedule 10 sales appointments, and if you’re lucky, close one new deal. Why would you bother with a sales system that gets such dismal results? Message to cold callers: Pestering strangers is NOT the way to prospect.
Advertiser: ZoomInfo
Forward thinking sales leaders are starting to prioritize technology initiatives. Is your team focused on building a reliable tech stack for 2020? Five essential features to consider when assessing the vendor landscape. Steps your buying committee must go through when purchasing a prospecting solution.
The Pipeline
AUGUST 31, 2020
As sales professionals, we need to be cognizant of this while approaching prospects. Add to that most face the strain of having to salvage what is left of 2020. All this should make the rest of 2020 an emotional slingshot, especially for the unprepared. How’s The Family.
Understanding the Sales Force
DECEMBER 15, 2020
At the same time each year I repost a seasonal favorite, an article I first wrote in 2010 with 3 great sales lessons from the Nutcracker. But this is 2020 and everything is different. In mid-December each year, my family spends the weekend in Boston and we enjoy the Boston Ballet's production of the Nutcracker.
Speaker: Jamie Shanks, CEO, Sales for Life
You know the saying – Marketing is from Mars, Sales is from Venus. But if you can successfully align your sales and marketing teams, you'll find that the cooperation between the two quickly becomes a key differentiator for your company. How have your sales and marketing teams aligned to deliver that value before your competition?
Advertiser: ZoomInfo
Marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.
Speaker: Rob Jeppsen and Joe Caprio
Most sales leaders THINK they are coaching. Unfortunately, most sales leaders unknowingly make simple mistakes that undermine the impact of a 1:1. Xvoyant found there are seven of these most common “Deadly Sins” that sales leaders commit. January 21st, 2020 11:00 AM PST, 2:00 PM EST, 7:00 PM GMT
Speaker: Roderick Jefferson, Chief Executive Officer
The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” And when the answer to such an apparently simple question is so complicated, it becomes difficult to convey to senior leaders the value of Sales Enablement.
Speaker: Dawn Baron, President, Passion Profits Consulting, and Shelley Trout, Webinar Producer, Aggregage
As a B2B marketer in 2020, you are constantly asked to fight for attention in crowded markets with limited resources. Smart webinars are one of the best way to address these challenges, efficiently reach your target audience and generate highly qualified sales leads. February 11, 2020 9:30 AM PST, 12:30 PM EST, 5:30 PM GMT
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If your role includes supporting sellers, then this in-depth sales enablement guide is for you! Discover valuable insights and practical steps on how to: Adjust your tactics to deal with the impact of 2020. Take the next steps from Sales to Revenue Enablement. Keep remote onboarding and training engaging (including SKO).
Speaker: Donald Kelly, Founder & Chief Sales Evangelist at The Sales Evangelist LLC
The average B2B sales cycle can take anywhere from 3 to 9 months to close, depending on the complexity of the product or service being sold. Now add the fact that we're facing a global pandemic and it could add an extra 2 - 3 months or more to a sales cycle. How to tap into growing markets for new sales opportunities.
Speaker: Amy Huseth, Vice President of Marketing & Sales Enablement at CDK Global
Sales organizations in most industries had to reassess the way they were doing business in order to adapt to the virtual selling landscape. What should you do if your sales culture is suffering? How can you pivot to your sales enablement as the driver of remote selling success?
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