Zoominfo
JUNE 22, 2021
The biggest change to the marketing landscape in years is fast approaching — and if you don’t have a plan, you’re already behind. Back in January 2020, Google announced it would phase out third-party HTTP cookies within two years. This called for marketers to find another way to track and analyze users’ online behavior in order to serve relevant ads.
Steven Rosen
JUNE 20, 2021
Peer Group Discussion and Coupled with Leadership Coaching Will Pump you Up! Sales leaders need to remember that they, too, must regularly upgrade their leadership skills. Two critical areas will help you pump up your leadership quotient. The most effective ways are networking with a peer group of like-minded sales leaders who face similar challenges and utilizing a sales leadership coach.
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Understanding the Sales Force
JUNE 24, 2021
We are finally doing things we haven't done for quite a while including dining inside restaurants, flying, staying in hotels, going to and hosting parties, attending packed stadiums for sporting events and more. Something else we haven't done for quite a while is revisit Objective Management Group's (OMG) sales selection statistics on the percentage of people that are recommended for various selling and sales management roles.
No More Cold Calling
JUNE 10, 2021
Why I made referral selling my life’s work. The year was 1996. I was working for a global consulting and training firm. The economy was booming, and my colleagues encouraged me to go out on my own. I had no name for my company, but I knew my focus. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan.
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.
Sales and Marketing Management
JUNE 11, 2021
Sales and Marketing Management has a premier opportunity for a sharp, experienced b2b media sales professional with a healthy work ethic on a contract basis. The post B2B Media Sales Opportunity With One Of The Most Prestigious Brands In The Sales And Marketing Space appeared first on Sales & Marketing Management.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
JUNE 17, 2021
Then make it safe to be ambitious and safe to miss targets. Guest Post by – Matt Roberts. Yes, you did read that correctly. I am proposing that you make it safe to miss a sales target. Hear me out. I have some research that makes this a great debate to have in your sales team right now. Psychological Safety is important to team performance. It relates directly to how goals, targets and quotas are set and hit.
Mr. Inside Sales
JUNE 11, 2021
Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!). This is a problem. And that’s because when your mouth is open, your ears are closed. And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch.
Understanding the Sales Force
JUNE 11, 2021
Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled. It was exciting to hear all of the fan noise that has been missing for so long but there was one fan in particular that I heard louder than all of the others. Starting in the fourth inning, Timmy, the eight-year-old Astros fan sitting next to me, didn't stop chatting with me for the remainder of the game.
Anthony Cole Training
JUNE 10, 2021
Knowing how and where to reach our target persona will positively impact our ability to hunt, qualify, and discover potential new business.
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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.
Sales and Marketing Management
JUNE 30, 2021
Text messages invoke strong customer engagement, don't compete with spam, and reach prospects where they're at. The post Cut through the Clutter with Text Message Marketing appeared first on Sales & Marketing Management.
SBI Growth
JUNE 20, 2021
SBI recently held its first Chief Financial Officer Growth Forum to bring together like-minded finance executives to discuss common challenges and share best practices with their peers. These growth-focused CFOs gathered in an intimate virtual setting to discuss the following.
The Pipeline
JUNE 29, 2021
By Tibor Shanto. I have always said that ‘demo’ is a four-letter word, as bad as any. Not the act of doing ‘a demo’, but more about timing and the purpose for one. All the people that came before you have taught buyers some bad habits. As always, you have a choice. You can cop out, and do the demo you think they want, or deliver a demo that moves deals?
Zoominfo
JUNE 8, 2021
ZoomInfo and Insent combine to deliver intelligent chat experiences enriched by deep company and professional insights. We are at the dawn of a new era in B2B sales and marketing. In the last decade we’ve witnessed a technology revolution. The sales and marketing technology landscape has grown from just a few hundred applications to thousands—each one promising to streamline go-to-market operations, accelerate pipeline and generate revenue at scale.
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.
Understanding the Sales Force
JUNE 1, 2021
May 29 was the day that nearly all COVID restrictions were lifted here Massachusetts. How liberating! Or so I thought. I went to the grocery store and was stunned to discover that I was the only person in the store not wearing a mask. Either everyone in the store was unvaccinated, didn't believe the vaccine would protect them, or they were afraid to go out in public without the mask.
No More Cold Calling
JUNE 30, 2021
Plus, what you might have missed from No More Cold Calling. I learned a lot more about gratitude after recently celebrating the 25th anniversary of No More Cold Calling. People told me how much I impacted their lives and businesses. Colleagues I’d known for years and years expressed their appreciation for my work. One person even said that referral selling changed the trajectory of his business.
Sales and Marketing Management
JUNE 1, 2021
Are you considering retooling your technology for a digital sales future? That future has arrived and you're behind the curve. Here are five significant sales trends you can expect to continue throughout the current decade. The post The Digital Sales Revolution Has Happened. Is Your Team Keeping Pace? appeared first on Sales & Marketing Management.
SBI Growth
JUNE 21, 2021
It is the middle of 2021. Half of the year is in the rear-view mirror, and COVID is still looming. Your numbers are not where you want them to be, sales productivity is decreasing, your sales team is asking for.
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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.
The Pipeline
JUNE 8, 2021
By Tibor Shanto. One thing that great prospectors have in common, is an understanding that at first contact, we are an interruption. If your email, InMail or phone call is not scheduled, you are an interruption. You are about to cost them 23 minutes of productivity , like it or not. That initial interruption is never welcome, leading many sellers to want to “normalize” the conversation too quickly.
Zoominfo
JUNE 29, 2021
Companies should strive to create a welcoming environment for LQBTQ+ employees that goes beyond putting a rainbow design on a corporate logo or making donations once a year. Much like Pride Month itself took decades to gain full influence — it originally commemorated the Stonewall Uprising in New York City in 1969 — building a supportive community at ZoomInfo has taken years of hard work and investment.
Understanding the Sales Force
JUNE 15, 2021
We attended last night's Red Sox Game. Unlike most games at Fenway Park, this contest was a pitcher's duel and the Red Sox held a fragile 1-0 lead over the Toronto Blue Jays heading into the top of the 9th inning. The Red Sox closer, Matt Barnes came in and quickly struck-out the first two batters and that brought up the best hitter in the major leagues, Vladimir Guerrero Jr.
No More Cold Calling
JUNE 24, 2021
How to ask for referrals and other FAQs. After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. (Maybe even more frequently than before.) I’m going to answer them right now. In no particular order, here are the most common referral selling questions I hear … 1. How do I get over my reluctance to ask for referrals?
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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.
Sales and Marketing Management
JUNE 14, 2021
Sales development reps protect your account execs' time, but they need the right data to be effective. The post Sales Development Reps: Your Strategic Sales Superpower appeared first on Sales & Marketing Management.
SBI Growth
JUNE 12, 2021
A good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare? On today’s show, we are joined by Malorie Feidner, Senior Consultant at SBI, to discuss what it takes to achieve.
The Pipeline
JUNE 28, 2021
By Tibor Shanto. Does the world need yet another podcast? Normally I would side with the NO group, but in this case I’ll make an exception. As you know (or should know), I host a live broadcast every Friday morning called the “Breakfast For Champions.” It airs live on LinkedIn Live , YouTube live , and the usual outlets. And while it is available to view forever on YouTube or LinkedIn, you can’t take it on the go.
Zoominfo
JUNE 24, 2021
Think about how long it takes to recruit a great passive candidate — someone who is currently employed and not necessarily looking for a new job. They’re a needle in a haystack and you have to find them, reach out to them, actually get a hold of them — and then come the weeks (or months) of back and forth communication and persuading them to join your company.
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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.
Mr. Inside Sales
JUNE 20, 2021
Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode. It’s as if they think they just need to tell the prospect more, or list endless benefits and that at some point the prospect will say, “Ah, yes!
Anthony Cole Training
JUNE 17, 2021
If we don’t fully understand the reason for a prospect's statement, the purpose of their question, or dig deeper to find the real problem, we will waste time and miss opportunities.
Sales and Marketing Management
JUNE 3, 2021
Winning is an essential part of sales, and recognizing reps for big wins will not only make that person’s day but also improve company culture. The post The Vital Role of Motivation and Accountability on Your Sales Team appeared first on Sales & Marketing Management.
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