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After a year like no other, here we are in 2021 still standing. The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. One thing is clear — lead generation has never been more central to a business’ success. When it comes down to it, one of the most important things marketing organizations are tasked with is generating marketing qualified leads (MQLs).
Are You Focused on Results Generating Activities? Not another virtual meeting! How many times a day do you think that? How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails? As a sales leader, you are in the most challenging role in the organization. Even though your customers and the selling environment have changed, you are still responsible for delivering sales results.
Author: Jim Ewel With 2020 behind us (thankfully), how should we prepare for 2021? If you’re a marketer, here are seven essential skills marketing leaders will need in the new year. . 1: Able to adapt. . Wasn’t 2020 the year when we needed every bit of resolve we could muster to deal with the avalanche of change? Yes. But don’t think that things are going to suddenly get back to “normal.
Among all the product shortages we have experienced in the past ten months, there has been no shortage of crappy movies. It's almost like the movie studios decided to release all the movies filmed in the past several years that weren't ready for prime time and hope that people would stream them at home during the pandemic because we had watched everything else.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
By Tibor Shanto. Often things that seem to fall together nicely are not as random as some would believe. It takes time and awareness to put the pieces together and see how the outcome was actually a result of specific actions. The role of a manager and coach is to ensure that each rep has the awareness and guidance to do what they are willing to do.
As the calendar has turned to 2021, top-tier NFL teams are preparing for deep runs in the playoffs. Others are going back to the drawing board, diagnosing what went wrong and how to turn it around next season. These narratives.
As the calendar has turned to 2021, top-tier NFL teams are preparing for deep runs in the playoffs. Others are going back to the drawing board, diagnosing what went wrong and how to turn it around next season. These narratives.
Welcome back to your home office; how do you feel? Overwhelmed? Under pressure already? If so, then you’re not alone. Most company’s sales teams are under immediate pressure to begin accomplishing their new goals and sales targets for 2021. As you speak with your clients and prospects this week, it’s helpful to realize that they are all feeling this same pressure also.
It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. In other words, they have pain points they need fixing. Whether it be something isn’t working as efficiently as it should, or you’re spending too much money on a simple solution. Maybe there’s a product out there that can automate most of the work you spend half your day working on.
Author: Brian Trautschold As a new hire, structured training and onboarding programs are expected. Today, it is rare to see a company that doesn’t have a strict training program in place from the moment a new hire walks through the door. Hiring and onboarding are an expensive undertaking, so companies are incentivized to train new sales reps quickly and ramp faster.
You finally have that big new 4K flat screen mounted on your wall but now the movie you are streaming isn't sharp because your inconsistent internet connection negatively affects the resolution and the big screen makes it even more obvious. Bringing it closer to sales, you invested in the CRM application you needed but your salespeople aren't using it the way you had hoped.
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.
By Tibor Shanto. The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Specifically, churn , lost revenue that must be made up for in addition to new revenue goals. Churn is not a negative or a fault, but a factor. Companies close, get acquired, and a range of reasons beyond fault. But it is still a sum that has to be recovered before we start retiring quota.
At SBI’s most recent Sales Advisory Board meeting, market leaders from a variety of industries came together in a virtual environment to discuss topics that are top of mind for sales executives: The Ascent of Sales Leaders to CEO Positions Executing a.
Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. In fact, after I adopted this approach, I actually looked forward to making calls! Imagine that….
Register for Back in The Black Sales TV—first episode on January 19. “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. Actually, it’s more like Talk Radio, but on video. Why am I doing a monthly Sales TV Show? The short answer is, more and more salespeople are finding it difficult to generate quality leads and new sources of revenue.
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.
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. With the pandemic pushing change in consumer behavior, marketing and sales teams specifically have seen a huge shift in how they must reach current and potential customers. One of these shifts is an extreme consumer focus on video.
I hope this is one of my more entertaining articles, although most of the enjoyment will come from the links within. Each year around this time I start thinking about Baseball because I miss it so much. Baseball Hall of Famer Hank Aaron just passed away becoming the 9th baseball HOFer to pass in the last 12 months. Today there were multiple videos showing wild triple plays in my Twitter feed.
A Guest Post – by Michael Wigge. I always find changing the filters helps bring different often valuable perspectives, I have enjoyed Michael’s approach to challenges. I wanted to share it with you all and help you learn from his experience, and apply it to your selling. TS. Michael Wigge. The current times turn out to be challenging for many people, as changes are happening at top speed.
If only you could clone the best customers produced from your account-based marketing campaigns… Well, you basically can, using a well-known and effective trick in the B2C toolbox that B2B types should be eager to adopt: lookalike audience targeting. Instead of manually targeting prospects, lookalike modeling automatically produces ideal prospects based on the collective traits of converting customers.
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
We all know the importance of asking questions of our prospects and clients, yet how many do you ask? How many does your sales teams ask? If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening. And that’s because you’re not asking enough questions. Remember: Whenever your mouth is open, your ears are closed.
Most companies earn the majority of their revenue from existing customers, and with the recession that began in March 2020, this is truer than ever. SBI’s quarterly pulse survey shows that companies are more dependent on their existing customers to.
Author: Andres Lares Negotiation is a soft skill and as a result it requires both training and real world experience to improve. Negotiation principles rely on strong habits, relationship building, and being able to adjust strategies on the fly. . As managers and sales leaders, how can you bridge that gap between theory and practice for your teams? There is no silver bullet to improve in negotiation, but there are some ways to be more efficient and effective that rely on using self-discovery and
Just before dark each day a Fox visits our property and drives our dog, Dinger, crazy. If you don't know Dinger, you can learn about his listening skills in this article. Last week, the Fox stole Dinger's green ball, brought it home to his own family, and that really pissed off Dinger! My wife and I have both scared the Fox away but he's a creature of habit and he continues to appear at the same time each day.
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.
By Tibor Shanto. For a tribe that fixates so much on the close, salespeople are way too reluctant to reveal the outcome. Preferring instead to take the buyer on an unnecessary journey. If prospects like the outcome they will take interest in the process. But When prospecting, not selling, you should share the ultimate outcome right at the start. What’s The Ultimate?
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. Let’s jump in. What are Prospecting Techniques? Sales prospecting techniques are the tactics a salesperson uses to find new customers.
In the 3rd article of our series Hiring No Assembly Required Salespeople , we cover the Sales DNA competencies a successful candidate must have and how to identify these traits prior to making a hiring decision.
While every industry has been impacted by the ongoing pandemic, private equity professionals have had to unpack an entirely different set of challenges trying to buy and sell in this environment.
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.
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. Most of you probably know dozens of Beatles tunes!
By Tibor Shanto. It is estimated that 40% of our daily activities are driven by habit. This simplifies things to some degree, as we just need to replace bad habits with good. That’s where the challenge comes in, changing habits. But as you do, you will see measurable change in your success, and willingness to swap out more habits. So here are 5 habits to change for a better sales year.
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