Zoominfo
FEBRUARY 17, 2021
So you’ve got yourself a list of new leads to turn into possible customers. Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. And If you haven’t tried out cold calling scripts yet, now’s the time.
Anthony Cole Training
FEBRUARY 11, 2021
Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running. In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.
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SBI Growth
FEBRUARY 11, 2021
As 2020 is finally in the rear-view mirror, the workplace as we have known it looks drastically different. Sellers are growing accustomed to the remote working environment, and the top players have quickly transformed their workflows to accompany the rapid.
The Pipeline
FEBRUARY 23, 2021
By Tibor Shanto. People deal with time as though it was a fickle dance partner, “if I work with it, I can stretch and do things I know it can’t do.” As you know I think time management is a stupid concept that just leads to more work. The only thing malleable about time is you. The challenge with time is that it reflects the decision we make about how we use it.
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.
Understanding the Sales Force
FEBRUARY 9, 2021
32 years ago, back in the winter of 1989, I experienced one of the most memorable weeks of my life. I attended Red Sox Fantasy Camp where campers like me, all greater than 30 years old and most a LOT older than that, were treated to an incredible baseball experience. The way we were treated, what we experienced, the uniforms we wore, the schedules we kept, the baseball games we played, the coaching, the practicing, the work, the game against the former Red Sox players, and the off hours camarade
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
No More Cold Calling
FEBRUARY 24, 2021
Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? A sudden decline in seller access. When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople. Layer the pandemic over that economic downturn—well, it gets worse. No one’s in their office, and if you don’t have their mobile number, forget it.
Zoominfo
FEBRUARY 2, 2021
Enterprise customer relationship management (CRM) systems aren’t just an upselling gimmick from your standard CRM. Larger (enterprise) companies have different digital asset requirements compared to smaller companies, including their CRM. As companies grow in employee size, revenue, and strategy, their resource needs increase — but they come with limitations.
SBI Growth
FEBRUARY 1, 2021
One of the main differences this past year was the emphasis on digital strategies geared towards getting closer to the customer rather than traditional cost-cutting. The impact of this is profound, and in industries where getting closer to the customer.
The Pipeline
FEBRUARY 9, 2021
By Tibor Shanto. There is a lot of folk myth b t out there about the telephone and its value in today’s B2B selling. Many would have you believe it does not work, which may be true for them but not for others. The view that modern selling is different, the phone is a relic. Everything is seen through a singular filter, their own. It starts with an easy lie, no one answers their phone, “I know I don’t” they say.
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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.
Steven Rosen
FEBRUARY 27, 2021
Chris committed to coaching to improve the skills of his sales team. is a district sales manager who just took my Focused Sales Coaching online program. He has done well implementing the program and is so close to being a great sales manager. But until he truly understands the fundamentals of improving skills, he will struggle. I have been working with Chris as his sales executive coach.
Sales and Marketing Management
FEBRUARY 24, 2021
Author: Jo Barnes 2020 was a year of turbulence in almost every aspect of life (understatement of the century?), and businesses were no exception. In the age of COVID-19, every industry is shifting as much as possible into the online space. If one of your goals in 2021 is to grow your online sales, you’re not alone. But what if you’re a small business and don’t have extra marketing dollars (or time) to spend on massive engagement-boosting campaigns?
Mr. Inside Sales
FEBRUARY 20, 2021
How long does it take you to respond to an email? How about a text message? Or a phone message? The answer, I suspect, is “It depends on who it’s from.”. Let’s get more specific then: How long does it take you to respond to a client or to a prospect’s email or voice message? If your answer again is, “That depends on what they want,” then I urge you to consider implementing the following habit that will make you a far better communicator than your competition.
Zoominfo
FEBRUARY 27, 2021
Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. However, when these teams are equipped with the right tools, such as sales intelligence, less important tasks can be automated so that reps can focus on lead strategies. It’s no wonder that 43% of salespeople in 2020 used sales intelligence tools, compared to 28% in 2018.
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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.
Understanding the Sales Force
FEBRUARY 26, 2021
It's short article Friday. Less is more. My Twitter feed had the funniest 1-minute baseball video I have ever seen. It was pitcher fielding practice (PFP) and the coach was miked up. It illustrated just how bad most professional major league pitchers are at fielding their position and how a coach can keep it light - even make it funny - when the pitchers are struggling so badly.
The Pipeline
FEBRUARY 5, 2021
I had the opportunity to sit down with Nancy Calabrese, on her Conversational Selling. We chated keys to sales and prospecting success, as well as: Choosing to either fall for excuses or execute a strategy. Evaluating metrics, and what type of measurement is best. Utilizing voicemail effectively. The best attitude to make your prospects feel at ease.
Anthony Cole Training
FEBRUARY 2, 2021
The pandemic has caused fewer face to face meetings, and many salespeople have yet to make the pivot (successfully) to virtual relationship building. In this article, we cover the impact and importance of speaking your prospects "love language" when setting a meeting and engaging them further in conversation.
Sales and Marketing Management
FEBRUARY 8, 2021
Author: Shawn Finder Ask sales and marketing leaders what digital channels they leverage to generate leads and help their teams hit quota and you’ll likely get the same answer over and over: cold calls and emails. These are useful tools, but we’re long past the era where companies can rely solely on them to drive business. The biggest problem with email is that personalization is on the decline.
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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.
Mr. Inside Sales
FEBRUARY 5, 2021
Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your script. You see, even if you think you would never use a script, the truth is, you already are! The problem is that what you are so used to saying, your “script,” in many cases isn’t the best practice.
Zoominfo
FEBRUARY 11, 2021
There are certain words you don’t, can’t, shouldn’t, and mustn’t use within your email subject line if you want to pique people’s interest while avoiding spam blockers. It’s one thing if you’re sending a personal email to a prospect or customer — but if you’re sending mass emails, you’re not going to get very far if 90% of your messages get blocked before they ever reach their intended recipient.
Understanding the Sales Force
FEBRUARY 12, 2021
When I was growing up in the hilly areas of central Massachusetts, snowstorms meant that unless cars had chains or studs on their snow tires, cars would not get enough traction to drive up a slippery hill. You could get out of the car and walk up the hill and after abandoning their cars, many people actually did that. When executives running tire and auto manufacturers grew tired of people complaining about this, they finally came up with the perfect solution.
The Pipeline
FEBRUARY 24, 2021
By Tibor Shanto. I posted yesterday about the need for salespeople to make better decisions about their view of time. One of the points I emphasized was to reorient from qualifying to disqualifying. Most people usually find what they set out to look for, a nip here, tuck there, but they find it. So, if you set out to find someone that qualifies, you will, blemishes and all, anything will do.
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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
FEBRUARY 16, 2021
Death by information overload—a theme and phrase we often hear in the age of information technology and big data. Decision paralysis is derived from the inability to process data. As digital evolution continues to push data volume and make market.
Sales and Marketing Management
FEBRUARY 8, 2021
Author: Jake Rheude Getting in early on a good idea can play a big part in future success. Ask the people whose families sailed on the Mayflower or those who bought Bitcoin when it was valued at $8 (at least the ones who held it rather than spending it on pizza ). There are two dovetailing arguments for using TikTok, the fastest-growing social media platform, as a B2B marketing tool: Its generous algorithm and its lack of polish.
Mr. Inside Sales
FEBRUARY 12, 2021
Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!). When they get the prospect on the phone, they open with: “Did you get the email I sent?”. OR. “Did you have a chance to review my email?”. These kinds of openings just create stalls, such as: “No, I didn’t have time,”. OR. “What email?”. Frustrating, huh?
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. But that doesn’t mean B2B has to miss out on all the fun. B2B social selling is an important and viable channel for B2B marketers and sales professionals. B2B professionals are using social media in the same way that B2C consumers are using it: they’re doing research, educating themselves, and establishing relationships with vendo
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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.
Understanding the Sales Force
FEBRUARY 11, 2021
When I was growing up in the hilly areas of central Massachusetts, snowstorms meant that unless cars had chains or studs on their snow tires, cars would not get enough traction to drive up a slippery hill. You could get out of the car and walk up the hill and after abandoning their cars, many people actually did that. When executives running tire and auto manufacturers grew tired of people complaining about this, they finally came up with the perfect solution.
The Pipeline
FEBRUARY 16, 2021
By Tibor Shanto. The main reason salespeople hate telephone prospecting is rejection , anything else can immediately be drawn back to rejection. And while there is no avoiding rejection in prospecting, there are things you can do to turn things your way. BTW, if you’re wondering why you can’t avoid objections, it is because we are interrupting. Nothing wrong with that, but it is a fact, a fact that is central to cold calling success.
SBI Growth
FEBRUARY 4, 2021
Never Let a Crisis Go to Waste. As a CEO leading through the pandemic, you’ve heard “never let a crisis go to waste.” Still, what practical takeaways from 2020 will place you among the top performers emerging from one of the.
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