Sales and Marketing Management

DECEMBER 21, 2020

With 2020 behind us, here’s what I expect to see in 2021. As 2021 approaches, the need for personalized, engaging conversations and interactive content during sales is greater than ever. In 2021, there needs to be more engagement amongst sellers and marketers before, during, and after a sale is made.

Face-to-face 177

Face-to-face Proposal Fashion ROI 177

Zoominfo

JANUARY 23, 2021

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. What are Prospecting Techniques? How did you find those prospects?

Ideal Customer Profile 264

Ideal Customer Profile Prospecting Cold Calling Decision Maker 264

SBI

FEBRUARY 3, 2021

The All New 2021 Enterprise SalesTech Landscape. As we release our 2021 SalesTech Landscape, you’ll now find 1078 solutions (a whopping 461 are CRM solutions) spread out among 45 unique categories. The 2021 salestech market map represents a complete and thorough re-audit. Subscribe to stay up-to-date.

Enterprise 180

Enterprise Enterprise Inbound Sales Enablement 180

Sales and Marketing Management

OCTOBER 27, 2020

Author: Raul Perdigão Silva The spooky season is upon us, and as salespeople are preparing to look at the past year in review to prepare for 2021, there are common fears that salespeople are expected to grapple with. Salespeople must be honest about their product’s capabilities and what it can and can’t solve for the prospect.

Social Media 194

Social Media Quota Sales Qualified Lead Face-to-face 194

The Pipeline

NOVEMBER 14, 2020

Join us for a special Holiday Edition of the Proactive Prospecting Program , December 1 – 2. That’s right, you don’t even have to leave your home to improve your prospecting, sales, and overall success. Save your spot for this timely program and set yourself up for prospecting and sales success 2021 and beyond.

Prospecting 369

Prospecting Buyer Revenue Pipeline 369

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? It could be that their sales reps know how to prospect effectively. Most likely, though, they use prospecting insights to reach their sales goals. What are prospecting insights? What are prospecting insights? It turns out they’re pretty important.

Data 246

Data Prospecting Strategy Cold Calling 246

The Pipeline

NOVEMBER 17, 2020

Hey, if you’re enjoying these videos, and are curious as to how it all comes together, why not check out the Proactive Prospecting Virtual Program. That’s right, on December 1st and 2nd, we are presenting a virtual edition of the accredited Proactive Prospecting Program.

Objections 366

Objections ACT Quota Video 366

No More Cold Calling

MARCH 31, 2021

Now that we’re moving into the second quarter of 2021, the economy is beginning to improve, and vaccinations are helping us slowly approach herd immunity. They recognized that asking clients for referrals was the way to gain access to prime prospects. Same old, same old in 2021? How do I know this? How about you?

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

The Pipeline

NOVEMBER 19, 2020

Your prospects sure don’t! What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. By Tibor Shanto.

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

Mr. Inside Sales

SEPTEMBER 4, 2020

Do you need customized keynotes or breakout sessions on subjects like: Prospecting – Both B2B & B2C Dealing with gatekeepers Overcoming objections and Stalls Virtual Presentation Skills Setting follow-up appointments Motivation and Attitude Adjustment And much more! All the best for 2021! ON DEMAND SALES TRAINING THAT GETS RESULTS!

Hiring 156

Hiring Gatekeeper Face-to-face Inside Sales 156

No More Cold Calling

FEBRUARY 24, 2021

The events of 2020 changed the customer buying journey, so we must change our prospecting tactics. Gartner experts shared their research on seller access in a recent webinar, “ The Chief Sales Officer’s Leadership Vision for 2021.” percent of salespeople said that 50 percent or fewer of their initial prospects were a good fit.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

No More Cold Calling

JULY 13, 2021

You get an introduction to your prospect, and you get a meeting with the decision maker. The biggest challenge for sales teams is seller access , according to Gartner’s recent report, The Chief Sales Officer’s Leadership Vision for 2021. Cold” means your prospect doesn’t know you and doesn’t expect to hear from you.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

SBI

APRIL 27, 2021

26 Top Sales Software to Drive Growth in 2021. For the top learning solutions in 2021, we’ve selected: Allego , Brainshark , Chorus , Second Nature , and Qstream. A better approach is to ensure that both the lead/prospect and the activity required for each produce better outcomes. By Nancy Nardin, Smart Selling Tools.

Software 143

Software Software Lead Rank InsideView 143

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. In 2020 and at least the first half of 2021, business travel and indoor socializing have been challenging and at times, impossible. For sellers, this makes access to prospective buyers the first chokepoint.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

SBI Growth

MARCH 2, 2021

The most difficult challenge leaders will face in 2021 is motivating personnel. Even with a new prospect or a new project, for most employees, the outlook is another year of virtual meetings that highly resembles 2020. In this environment, how.

Motivation 229

Motivation Sales Talent Retention Meeting 229

Hubspot Sales

DECEMBER 16, 2020

I interviewed seven sales leaders from across the country to better understand how they overcame the challenges of 2020, what challenges they expect to encounter in 2021, and how they recommend readers combat both. The second layer is encouraging reps to balance empathy with prospects. “[To

Real Estate 144

Real Estate Face-to-face Forecasting Hubspot 144

Zoominfo

JANUARY 15, 2021

After a year like no other, here we are in 2021 still standing. To be actionable, your content must make tactical use of calls to action, offers, promotions, demos, and free trials that move prospects along the buyer’s journey. link] — ZoomInfo (@ZoomInfo) January 12, 2021. Get Comfortable With Virtual Events.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Sales and Marketing Management

JANUARY 18, 2021

Author: Sean Gordon The rollercoaster of the past year has forced companies to drastically alter their operations, all with their employees, customers and prospects in mind. So, how will we see video continue to evolve in 2021, and how can marketing and sales teams best use it to their advantage? That’s where video emails come in. .

Video 317

Video Scale Marketing Face-to-face 317

Sales Hacker

FEBRUARY 18, 2021

Now that we’re well into 2021, we’re starting to get more value out of those 2×2 Zoom boxes. Note: We will add more conferences as companies announce their plans for 2021, be they virtual or in-person conferences. 9 sales conferences and events to attend in 2021. Unleash 2021. SaaStr Annual 2021. Unleash 2021.

Conference 130

Conference Sales Enablement Networking B2B 130

Understanding the Sales Force

AUGUST 19, 2021

The US Government has seriously botched the ABC's in 2021 and there's no way to easily undo what's been done. The "ABC's" is an alternate term for fundamentals. Unless ABC stands for Afghanistan, the Border, and Crime.

Face-to-face 314

Face-to-face Tools Government Benefit 314

No More Cold Calling

DECEMBER 29, 2020

But all too often, this “cut to the chase” mentality precludes sales reps from taking the time to establish customer relationships before trying to convert people into prospects. That’s a cold outreach and is as offensive as a cold phone call, cold videos, or the plethora of cold emails your prospects receive every day.

Referrals 432

Referrals Customer Social Media Revelation 432

Sales Gravy

NOVEMBER 14, 2024

Holiday and Retention Use: Drink tastings are popular not only for prospecting but also for employee rewards, client retention, and holiday gifting, with options for virtual events that clients can record and revisit. By offering clients and prospects a fun, The virtual tasting quickly became a solution to this problem.

Trade Show 98

Trade Show Advertising Advertising Webinar Metrics 98

Janek Performance Group

DECEMBER 28, 2021

As we close out 2021, here are our top five blogs of the year: How to Sell Virtually. Of course, 2021 was an unprecedented year that brought endless changes to all industry. The need to attract new prospects and convert them into new business is essential to the success and growth of an organization. To take a look, click here.

Sales Qualified Lead 118

Sales Qualified Lead Lead Rank Marketing Qualified Lead Lead Generation 118

Revegy

JANUARY 8, 2021

When projecting 2021 revenue growth, you need to ensure your sales team’s forecast is accurate to ensure the company is budgeting properly. Knowing this can help them prepare for those lulls in revenue by redirecting their sales team to increase engagement with key accounts and prospects during the first three quarters of the year.

Forecasting 119

Forecasting Revenue Sales Forecasts Account 119

Crunchbase

JUNE 24, 2021

B2B tech sales in 2021 has seen some big changes. You could hold back demos until a prospect sat through a discovery call, or set a meeting with their manager or decision-maker. Now prospects can do extensive research on your product and your competitors without ever talking to a salesperson. The biggest by far? Key Takeaways.

Buyer 122

Buyer B2C Gatekeeper B2B 122

Sales Hacker

DECEMBER 30, 2020

Best Sales Statistics to Know in 2021. Still curious which sales trends will be on the rise in 2021? And with many companies planning to stay remote into 2021 (and some fully remote indefinitely), knowing how to navigate remote selling isn’t optional anymore. Remote selling has made sales prospecting a lot harder.

Revenue 134

Revenue Lead Rank Hiring Account Based Marketing 134

KLA Group

JANUARY 19, 2021

The post How to Adapt Your Cold Calling for 2021 first appeared on KLA Group - Denver. When the pandemic will “end” depends on whom you ask – spring, winter, sometime in 2022 – your guess is as good as mine. At this point lockdown feels “normal.” Frustrating and stressful, but normal. We’ve acclimated. Certain […].

Cold Calling 125

Cold Calling How To Groups Strategy 125

Apptivo

JUNE 3, 2021

For instance, Google Algorithm Update for 2021 is being split into two CORE updates – June and July 2021. The first part has already been rolled out on June 2, 2021, and we can expect another update during July. Also, the algorithms are upgraded constantly to optimize the relevancy of search results to its users.

Email Marketing 111

Email Marketing Lead Rank Lead Scoring Marketing 111

Sell Integrity

JANUARY 18, 2021

But before you barrel ahead into 2021 and look for signs of returning to the “good old days,” sales leaders and their teams have a lot to learn from 2020. In fact, your success in 2021 depends on it. Research from HubSpot shows that 68% of sales leaders plan to implement a hybrid or fully remote sales model in 2021.

Pipeline 116

Pipeline Lead Rank Lead Scoring Ideal Customer Profile 116

Bigtincan

OCTOBER 13, 2021

This year at Medforce Connect 2021 commercial excellence and marketing leaders from Europe’s top Medtech companies dug into the State of Medical Technology Sales. The companies, including BD, Baxter, and Zimmer Biomet met to exchange ideas and get input for commercial and marketing priorities for the rest of 2021 and beyond. .

Face-to-face 105

Face-to-face Scale Consumer Sales Cycle 105

SBI

JANUARY 28, 2021

Why the lack of personalization in sales must be addressed in 2021. Access to personalization needs to be widened to sales to enable them to keep pace in 2021. Businesses that want to improve their sales teams’ ability to have meaningful digital interactions with prospects need to equip them with the means to compete on noisy channels.

Scale 120

Scale Ideal Customer Profile Territories Resources 120

Zoominfo

DECEMBER 28, 2020

They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect. And they’re online buying signals—the data trail—that prospective buyers leave as they research solutions online. For every action a prospect takes, they create a trail of intent data across the internet. Consider this.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

The Pipeline

NOVEMBER 23, 2021

If your sales cycles is longer than 30 days, 2021 does not exist any more. ” You’ll quickly see that fries do go with that year-end. Fries With That Almost Anything. There are times to go after new things, and times to take stock of what you have or can get. New revenue is not coming from new sources, meaning existing accounts.

Video 334

Video Trends Sales Cycle Account 334

Zoominfo

JULY 24, 2019

There will always be prospects who need B2B products or services. 22% of B2B businesses reach out to prospects with lead nurturing on a weekly basis ( source ). Content marketing generates three times as many prospects as outbound marketing but costs 62% less ( source ). As bleak as this sounds for marketers, we remain hopeful.

Lead Generation 172

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Scoring 172

Shari Levitin

JANUARY 27, 2021

Tomorrow morning when you wake up, you probably won’t feel like prospecting, returning customer calls, or strategizing your schedule. That’s why discipline is the most critical skill to achieve your goals in 2021. Prospecting? Should I skip the rapport-building step because my prospect is in a hurry? Be More Sell More.

Sales Goal 118

Sales Goal Top of Funnel Social Media Exercises 118