Zoominfo
DECEMBER 10, 2020
Covid has changed everything. From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. So, as sales leaders, how have we kept ‘remote’ control?
Sell Integrity
DECEMBER 4, 2020
As customers get more comfortable with buying virtually, their expectations are going to continue to go up. And that means, when it comes to remote sales, your team needs to keep raising its game. Remote sales is the reality for most companies now, and likely will be for the foreseeable future. In fact, in some areas, virtual is here to stay. According to a recent Bain & Company survey , 80% of buyers and sellers believe there will be a sustained increase in virtual interactions going forwar
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Membrain
DECEMBER 6, 2020
Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling to make his number. He would fight and claw to get approval on small opportunities that were not really in our sweet spot.
No More Cold Calling
DECEMBER 29, 2020
Your referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” That’s what a client recently asked me, and I was baffled by his revelation. How can smart, experienced sales reps let their customer relationships wither? I have plenty of advice about asking for referrals , but most of it assumes that salespeople nurture their client relationships.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
SBI Growth
DECEMBER 21, 2020
The global pandemic has brought about the greatest virtual sales experience ever to occur. Organizations that were staving off digital evolution were forced into adoption, while those that had embraced digital were positioned for success. In a multi-quarter stretch where.
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The Pipeline
DECEMBER 14, 2020
By Tibor Shanto. A Note about Sales Scrum. Sometimes things work out, at times they don’t; but it is when you achieve both that things get interesting. And so it is with our podcast Sales Scrum. We kicked things off in February, minutes before COVID announced itself, with little more than the goal of exploring sales in a unique way. And for the most part, I think we achieved that, with an A for effort.
Mr. Inside Sales
DECEMBER 18, 2020
Have you read “A Christmas Carol” by Charles Dickens lately? Seen the movie? I once had a chilling reminder of the bad “Ghost of Christmas Future,” that I narrowly avoided all those years ago. This is a cautionary tale, and I highly recommend you take a moment to read it: One bright Monday morning, I was on my way to meet with a new client when I stopped at Starbucks for a cup of coffee.
Zoominfo
DECEMBER 28, 2020
You’re about to get that hot lead on the phone. You’re armed with your prospect’s buying signals, right? What are customer buying signals? By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect.
No More Cold Calling
DECEMBER 10, 2020
Why entitlement may actually be a good thing. Remember when your parents told you to turn down that loud, obnoxious music? Actually, they yelled, because otherwise you wouldn’t have heard them. They griped about “kids today” and wondered what this next generation was coming to. Many of us have turned into our parents, and now we deliver the same message to our kids and our grandkids, and to the employees in our multi-generational workforce.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
SBI Growth
DECEMBER 15, 2020
Traditionally, B2B sales teams are mostly dominated by men. Though female sales reps earn a base pay of 33% lower than male reps, women are still paid higher at a commission rate. In fact, 86% of women achieved their set.
Understanding the Sales Force
DECEMBER 15, 2020
Two Holiday traditions in one. In mid-December each year, my family spends the weekend in Boston and we enjoy the Boston Ballet's production of the Nutcracker. 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. Please read my original post because it's one of my best analogy articles ever!
Sales and Marketing Management
DECEMBER 14, 2020
Author: Lincoln Smith The modern world asks a lot of B2B business owners. Between long-term evolution like the digital transformation and (hopefully) short-term disruptions such as economic downturn or the coronavirus pandemic, it’s a lot to navigate. As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world.
Anthony Cole Training
DECEMBER 17, 2020
Finding and hiring great sales talent is difficult. There are many characteristics you must ensure a candidate has in order to be successful with your organization. However, there are a few key attributes you need to look for during the interview process to increase you likelihood of hiring success.
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Mr. Inside Sales
DECEMBER 12, 2020
In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” I thought I’d repost it for you: 3 Keys to Dealing with Difficult Prospects. I listen to a lot of calls each week that my clients send me.
The Pipeline
DECEMBER 1, 2020
By Tibor Shanto. A lot of people in sales ask questions for entirely the wrong reason. Not to be flippant but gathering information for yourself is not the primary purpose. No, the goal is to help the prospect think things through as they respond to your questions. Questions get people to think, but what you want them to think about are their objectives, not your product.
SBI Growth
DECEMBER 2, 2020
This time last year, SBI released the research report “Sales Kickoffs are Dead,” and revealed how to host a world-class acceleration summit for your employees. The same principles still apply — create an environment that motivates your team and activates.
Understanding the Sales Force
DECEMBER 1, 2020
Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Not being one to pass up opportunities like this, I conducted the following comparison: First, it's important to know that OMG's assessment is sales specific - built for sales. Caliper's is a personality test adapted for sales.
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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.
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. In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story.
Zoominfo
DECEMBER 11, 2020
Job seekers face a new workplace in 2021 that reflects the harshness of the prior year. A public health crisis, limping economy, divisive election, and heavy unemployment have all made the job market unpredictable. Throw into the mix the lack of in-person interviews and continued work-from-home arrangements, and it’s clear candidates will deal with new disruptions perhaps not seen since internet job postings replaced help-wanted ads in the newspaper.
Mr. Inside Sales
DECEMBER 4, 2020
If you prospect by phone for a living, then you’re no stranger to rejection. If you don’t learn to feed on it, to use it as fuel to motivate you to make more calls, then it can be rough going. It’s no wonder that the most liked blog post I’ve put out over the last two years deals with a proven way to overcome the rejection and the objections you get while cold calling.
The Pipeline
DECEMBER 15, 2020
By Tibor Shanto. As we head into 2021 there are a number of challenges and more opportunities for professional sellers. While the ability to adapt and evolve is key in times like we are presented these days. And so is the need and ability to apply the fundamentals, albeit with a new twist. Below are four specific steps you can take to a better 2021.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
SBI Growth
DECEMBER 19, 2020
Consumer behaviors have changed drastically over the past year, with a significant rise in ecommerce. As the supply chain is being disrupted across industries, businesses are reimagining how to go to market, generate demand, and serve customers. On today’s show, Grant.
Understanding the Sales Force
DECEMBER 10, 2020
Short article today. Prospects don't pay a lot of attention so the less you say the better. It helps them listen and comprehend more of what you share with them when you use fewer words. But prospects aren't the only ones who don't listen. Salespeople don't listen very well either. As a matter of fact, my dog has better listening skills than most salespeople because my dog knows what to listen for.
Sales and Marketing Management
DECEMBER 18, 2020
Author: Staff Meg Scales is chief marketing officer of SlickText , which helps businesses market through short message service (SMS), aka text messages. In this Q&A, she speaks to the effectiveness of text messaging incorporated into events, virtual or live. Q: What do you think corporate events are missing, now that they’re online? Event organizers are doing an excellent job of trying to recreate interactive sessions, networking cocktail hours and dinners.
Zoominfo
DECEMBER 23, 2020
Even though it’s tradition at this time of year to reflect on old New Year’s resolutions, and draw up new ones — we can make a pass for 2019’s. (Who knew what surprises awaited us in 2020?). The digital strategies we’ve created and altered in 2020 have been drastically different from previous years, and will definitely differ in 2021. One of those strategies to add to your resolutions needs to be for your contact database.
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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.
Anthony Cole Training
DECEMBER 30, 2020
Lots of people talk about goals and having a plan to achieve said goals. And there is lots of information out there about how important it is to have an tracking system in place to make sure you execute your plan effectively. But what about the GRIND required to increase sales and achieve success?
The Pipeline
DECEMBER 8, 2020
By Tibor Shanto. We are all familiar with the saying ‘ those who don’t learn from history are doomed to repeat it? ” In some ways, it assumes that you want to avoid all things that have happened, which is not always true. I would be happy to repeat my wins and best days over and over. But there is no denying that you still must look to history for clues and lessons.
SBI Growth
DECEMBER 16, 2020
CMOs commonly struggle with talent issues across marketing functions, more so than their counterparts in sales. Being the benevolent leaders that they are, CMOs often explain this as a consequence of marketeers requiring deeper role specialization, technical skill requirements, data.
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