Sales 2.0

JULY 28, 2020

This year’s coronavirus pandemic and the resulting shutdown of much of the US economy has had an impact on just about everything: how we live, how we work, and even how we sell. We asked respondents how the sales process itself has been transformed by this experience, particularly with regard to sales channels.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

Sales and Marketing Management

JANUARY 21, 2019

Also, data from channels such as chat, social media, phone, web and more must come together into a single view of the customer. In addition to finding the right people to contact at the right time, reps have up-to-date information at their fingertips on the latest news and other information about their prospects and their businesses.

Trends 297

Trends B2B Social Media Telemarketing 297

Understanding the Sales Force

NOVEMBER 15, 2021

I came up with the following: Water - you can get an unlimited amount of drinking water from the tap but we not only buy bottled spring water, we buy FIJI, one of the most expensive brands, because it tastes so much better. I was thinking about all the things we pay for that used to be free and are still free, yet we pay for them anyway.

Software 317

Software Software Channels Follow-up 317

Zoominfo

FEBRUARY 12, 2021

B2C selling has dominated social media for the last 10+ years. Customers do their research, ask questions, and even address customer service issues on social channels. B2B social selling is an important and viable channel for B2B marketers and sales professionals. What is B2B Social Selling? It’s not advertising.

Social Selling 263

Social Selling B2B Social Media Top of Funnel 263

Understanding the Sales Force

JANUARY 4, 2021

Although it's been more than 50 years since Paul McCartney announced the break up of The Beatles, I am fairly certain that regardless of your age and geographic location, you know who The Beatles were and have heard at least one of their songs, even if the one you listened to was recorded by another artist. Their songs were timeless.

Call-back 317

Call-back Channels System Up-Sell 317

No More Cold Calling

MARCH 31, 2020

When the economy slows, the pace of decision making must pick up. Learn how to take action in my free Sales Experts Channel presentation—“ How to Recession-Proof Your Sales in 9 Killer Steps ”—on Tuesday, April 14, at 1:00 Pacific, 2:00 Mountain, 3:00 Central, 4:00 Eastern, and other time zones around the world. No one was ready.

Referrals 326

Referrals Cold Calling How To Call-back 326

Bernadette McClelland

MARCH 17, 2023

Contemplating the qualities for which our Irish friends are world renowned Reflecting on how the Irish culture and qualities showed up in my broader 'Carrucan' family as I grew up and consequently impacted me, and Reminding ourselves of the lessons this community can teach us all. Not the up close, but the personal!

Loyalty 397

Loyalty Face-to-face Travel Up-Sell 397

Bernadette McClelland

MARCH 30, 2023

And during those 12 months, we have been asked these 7 questions many times over: 'How did you just up and move?' What possessed you to sell everything?' Apart from missing our Saturday morning Bunning’s ‘sausage in bread’ and the amazing barristas that serve up the BEST coffee!, Did you have a plan?'

Networking 397

Networking Licensing Up-Sell Banking 397

No More Cold Calling

APRIL 15, 2021

We seal deals by building trusted relationships, and that’s exactly what happens when companies adopt referral selling as their primary outbound prospecting approach. Then it’s up to them to reinforce that trust by having intelligent conversations, uncovering needs, and sharing insights and best practices.

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Sales and Marketing Management

OCTOBER 12, 2020

Then, everything I thought I knew about sales blew up. . It will be interesting to see if and when we go back to the pre-pandemic frequency of face-to-face meetings in enterprise selling. Author: David Satterwhite In 2020, I reached my 30th year in business-to-business technology sales. I believe we will. Offer value in a crisis.

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

No More Cold Calling

MARCH 31, 2021

Get over your sales slump with referral selling insights in my 2021 blog posts: The Phrase of the Year Is Seller Access. It’s easy to get so caught up in developing new sales relationships that we forget about the existing ones, at least until we need something from them. How about you? Same old, same old in 2021? Big mistake!

Referrals 371

Referrals Cold Calling Call-back Sales Qualified Lead 371

Zoominfo

JUNE 26, 2020

Plans for RTM and Distribution: You can’t sell a product if it doesn’t get to your customers. Zoom relies on ZoomInfo’s actionable data and insights to power their go-to-market strategy and enable their sales reps to be more efficient and effective in their selling. Organize Lead Sources and Channels.

Ideal Customer Profile 246

Ideal Customer Profile Buyer Persona Strategy Marketing 246

SBI Growth

SEPTEMBER 23, 2019

Regardless if your company is B2B or B2C, your customers navigate a myriad of channels to connect with your business. Whether those channels are owned by your company (your 800 number or LiveChat on your website), or a third party.

B2C 238

B2C Channels B2B Customer 238

The Pipeline

AUGUST 5, 2021

Over half (58 percent) of respondents believe that up to 80 percent of their data is not useful or reliable, implying that less than a quarter of data is actionable and trustworthy.” While engagement is key, for me sales is about communication, multi-channel communication, which is why I like communication tools. Communicating Value.

Lead Scoring 352

Lead Scoring Lead Rank Ideal Customer Profile Objections 352

No More Cold Calling

APRIL 26, 2021

The Harvard Business Review (HBR) expands on this very real challenge: “As the pandemic persists, most B2B companies are finding that selling to current customers has moved to virtual methods—such as connecting remotely using video or telephone—with surprising ease. But acquiring new customers remains extremely difficult.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

DiscoverOrg Sales

MAY 23, 2018

You guys take forever to follow-up on our leads – and you wonder why they don’t convert? MARKETING: Maybe if you actually followed up the same day. Well-aligned departments can serve up results that siloed functions can’t – no matter which side of the isle you’re on. Kill lead generation channels that don’t convert.

Lead Rank 257

Lead Rank Marketing Qualified Lead Lead Scoring Top of Funnel 257

The Pipeline

APRIL 23, 2019

No, I am not going to talk about green selling or climate change, not even sales change. The environment where what you sell will be used, consumed or processed. This forces us to not just be multi-channel in our approach, but also multi-lingual. Objective Based Selling. By Tibor Shanto. From The Centre Out.

Prospecting 260

Prospecting Transportation Retail Exact 260

Zoominfo

FEBRUARY 25, 2021

Marketing Engaged Lead: Prospect who interacts with a company via a marketing channel. Outbound prospecting is a direct marketing channel where salespeople identify target customers and then directly reach out to them in order to introduce them to their company or product. The interactive nature of the channel?—it’s

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

MTD Sales Training

MARCH 31, 2020

Selling is tough at the moment isn’t it? Some have moved over to virtual channels like webinars and online training but a lot are just waiting it out. Don’t just throw mud up against the wall hoping some will stick. Happy selling! We’ve had over 82 sales training programmes postponed! You might be in the same situation.

Skype 246

Skype Webinar Metrics Call-back Exercises 246

Zoominfo

JANUARY 6, 2021

CRM systems wear many hats, including channel management, customer insights, communications, engagement, and more. From there, these leads are gradually pushed further down the funnel for sales teams to pick them up and close a deal. Integrate self-servicing into existing channels. Future Trends in CRM. Enter: mobile CRMs.

Trends 246

Trends CRM Top of Funnel Marketing 246

Sales and Marketing Management

APRIL 22, 2019

Selling to buyers the way they like to be sold to is not a novel concept, yet with all the channels in existence today, it’s not as simple as it sounds. From new forms of communication (hello, texting) to generation gaps between baby boomers and millennials (and welcome, gen Z), there are more selling factors than ever before.

Top of Funnel 240

Top of Funnel Hiring Quota Revenue 240

Sales and Marketing Management

FEBRUARY 15, 2021

This shift to virtual selling required new technology, new skills and new ways of selling. But in a virtual selling world, training, collaboration and engagement are more challenging. Also, sales leaders should encourage sales managers to create team chats as a back-channel during all-hands calls. Drive Results.

Education 194

Education Film Channels Cancellation 194

Zoominfo

MARCH 9, 2021

Marketing teams work in a cross-functional capacity to develop ongoing, omni-channel strategies that utilize a portfolio of tactics to connect value propositions to the right audience. Distribution: It is critical to determine which distribution channels are the best way to reach your target audience. Demand generation is programmatic.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 225

The Sales Hunter

FEBRUARY 20, 2019

Throughout my many years of selling, I have been constantly gaining new insights and ideas. It’s up to you to determine how you want to hear the noise. It’s up to you to determine how you want to hear the noise. I don’t care what you sell or who you sell it to. Prospecting is an omni-channel activity.

Prospecting 236

Prospecting Social Media Call-back Media 236

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. Yes, virtual selling requires more touches that are shorter in length. Use all the tools in your toolbox.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

No More Cold Calling

JUNE 9, 2019

Have you forgotten that selling is social? These practices only alienate potential customers and eat up company time and resources in the process. That’s still true, but cold calling has evolved as sales channels have evolved. But many salespeople find ways to muck up these opportunities with intrusive technology.

Sales Qualified Lead 269

Sales Qualified Lead B2B Lead Rank Lead Scoring 269

Zoominfo

MAY 6, 2021

According to a 2020 Outreach survey, approximately 80% of teams with more than 25 sellers reported a need for change when it came to ongoing issues such as visibility into selling activities, productivity, and sales and marketing alignment. Accessing quality data via channels that still work. In conclusion…. In short, they adapted.

Survey 246

Survey Top of Funnel Scale Fashion 246

No More Cold Calling

FEBRUARY 24, 2021

Digital marketing and lead nurturing wasn’t living up to its promises to fill pipelines with hot leads, even before the pandemic. For more on referral selling, tune into my new sales TV show— Back in the Black on The Sales Experts Channel. In the same study, 71.4 Image attribution: Ketut Subiyanto ). Problem solved.

Referrals 323

Referrals Sales Qualified Lead Marketing Qualified Lead Lead Generation 323

Zoominfo

FEBRUARY 11, 2021

You not only look sleazy in your email marketing, but the spam filters are sure to pick these up and they’ll never reach their destination. Email marketing may be one of the most successful marketing channels out there, but that doesn’t mean email service providers want you clogging up their servers with it. Superlatives.

Account Based Marketing 264

Account Based Marketing Campaigns Email Marketing Advertising 264

Zoominfo

APRIL 30, 2021

Everyone in my world is doing virtual now — there’s little alternative,” says Shannon McCallion, director of field and channel marketing at Pcysys, a cybersecurity firm. We then treat full registrants as hot leads or MQLs, and the general attendee list as cold leads, ultimately following up with everyone.”

Trade Show 264

Trade Show Top of Funnel Funnel Conference 264

Zoominfo

MARCH 4, 2021

The B2B selling process is slow but steady. Understanding the sales cycle in separate stages helps predict buyer behavior and selling outcomes. This part can be tricky and can be considered a different type of selling. After settling objections, it’s time to close it up with a contract sign. Negotiation.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Scoring Lead Rank 246

The Pipeline

MAY 8, 2018

While e-mail and social selling may seem a bit less bruising, they work best when combined with the phone not when they are used to mask people’s fear of the phone. As a result, most will avoid the phone, and opt for other channels that have the same rejection rates, but it is sugar coded and easier to swallow. Real Inbound.

Inbound 268

Inbound Call-back Cold Calling Objections 268

Sales and Marketing Management

MARCH 11, 2019

The marketing team created leads and engagement opportunities, while the sales team built relationships and set up accounts. Your marketing teams can use all of that to identify and target look-alike audiences, match email addresses to acquisition channels, and create collateral that is more likely to influence prospective customers.

CRM 289

CRM Lead Rank Lead Scoring Data 289

Sales and Marketing Management

JUNE 16, 2019

Author: Jeff Winters You wouldn’t expect Michael Phelps to skim the pool for dead mosquitos before a big race — he’s too busy warming up. The more your sales folks can concentrate on the art of selling, the better. Administrative time reduction - Has your team been funneling prospects through appropriate channels by hand?

B2B 232

B2B Top of Funnel Hiring Ideal Customer Profile 232

No More Cold Calling

JANUARY 14, 2021

The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. New episodes will premiere on the third Tuesday of every month at 2:00 Pacific/5:00 Eastern on The Sales Experts Channel. You contact someone and then follow up with a letter. Always free. Cold or hot?

Gatekeeper 265

Gatekeeper Cold Calling Referrals Telemarketing 265

Sales and Marketing Management

SEPTEMBER 28, 2020

Old Sales Funnels Are Drying Up. The ongoing crisis is forcing sales leaders to adjust how their companies sell in the presence of shifting customer behavior. No matter how long it takes to recover, leaders must come up with new and creative ways to fill pipelines and close deals. B2B Sales Operations Are Changing for Good.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317