Sales and Marketing Management
APRIL 22, 2021
Many buyers have an inherent lack of trust in salespeople. Unfortunately, many salespeople make mistakes that reinforce that lack of trust. The post 7 Ways to Kill Trust in Sales appeared first on Sales & Marketing Management.
Jill Konrath
APRIL 13, 2021
It was the worst thing that could have possibly happened. I’d just spent two hours updating my website. But when I clicked Save, everything was gone. Placing a desperate call to my web person, I blurted out what had just happened. She was quiet for a moment, then slowly said, “Mmm. That’s interesting.”.
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No More Cold Calling
APRIL 15, 2021
Not getting the ROI you expected from your lead-gen tactics? Try this instead. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. They complain they don’t have enough leads, or at least not enough qualified leads. Wait, wasn’t lead-gen technology supposed to solve that problem?
Steven Rosen
APRIL 15, 2021
Quarterly Business Reviews . Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. To have an effective business planning process, companies must build in proper follow-up and follow through to ensure execution and establish accountability to the business planning process.
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.
Mr. Inside Sales
APRIL 23, 2021
If this objection frustrates you, then all that will end after you read this blog post. First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Real objections can include things like: They can get it cheaper somewhere else. Their boss/spouse/purchasing won’t let them buy. They like a different solution.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
APRIL 28, 2021
Gartner identifies four areas where the traditional approach to selling is impeding sales growth. The post 4 Keys to Unlocking B2B Sales Growth in Uncertain Times appeared first on Sales & Marketing Management.
Understanding the Sales Force
APRIL 13, 2021
You can find inspiration anywhere. Even in a book called, A Year of Playing Catch. Tom Schaff was nice enough to send me a copy of this book and there was the inspiration, right there on page 128. Why would someone from the world of sales care about a page out of a baseball book? I'll give you fourteen really good reasons. You see, the book is much less about baseball and much more about the following thirteen integral competencies of sales success: Relationships.
SBI Growth
APRIL 9, 2021
For many industries and companies, the pandemic has changed sales and marketing forever. In some ways, the changes manifest accelerating trends that were already in motion, and in other ways, the changes are new, permanent disruptions. Of course, every disruption.
Anthony Cole Training
APRIL 1, 2021
Most salespeople are afraid of silence because they perceive it to be awkward or a sign that the prospect has mentally checked out. But that's simply not the case! It is critical that you let silence do some of the heavy lifting during your prospecting conversations.
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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.
Mr. Inside Sales
APRIL 11, 2021
Tricky title, I know, but there is a tool out there (many, in fact) that will enable you to do this. And this particular one is called TapeACall Pro. As the name suggests, this is a phone recording app for your iPhone. This one has the best features, including recording incoming calls—and calls you’re already on—and more. (And if you’re an Android user, there are comparable apps for you too.).
The Pipeline
APRIL 6, 2021
By Tibor Shanto. Salespeople seem to be collectively suffering from a variant of the Stockholm syndrome. Most of us have an idea of what Stockholm syndrome is, or at least have some sense of who Patty Hearst was. So, how does this apply to sales? Why is it that salespeople continue to cling to their products despite every indication that it is minimizing their success?
Sales and Marketing Management
APRIL 14, 2021
Business-to-business sales teams must modify their strategies to leverage an advantage in a post-COVID world. The post How to Leverage a B2B Sales Advantage in a Post-COVID World appeared first on Sales & Marketing Management.
No More Cold Calling
APRIL 26, 2021
Referral sellers have been relationship-building their way through the pandemic. “Video conferencing is a great way to get face to face with clients. But while it may be as close as you can get to in-person, it’s not, and you’re not. If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible.
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.
Zoominfo
APRIL 30, 2021
“In March 2020, live events were canceled overnight. Like everyone else, we had to pivot, and fast.” — Danny Daly, manager, marketing events at ZoomInfo. Since the start of Covid-19, in-person events, conferences, and tradeshows have come to a halt. One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers.
Anthony Cole Training
APRIL 15, 2021
In the final installment of our No Assembly Required Hiring series, we discuss the importance of having a strict and detailed onboarding process when bringing new sales talent into your organization.
Mr. Inside Sales
APRIL 30, 2021
I was training a group of new reps last week, listening to one of their calls, and we found that the rep was ad-libbing right from the beginning of the call. The best practice script, which we had provided him, was far, far away…. This ad-libbing approach led to all the common problems we’ve chronicled before: He didn’t qualify the prospect for timeline, budget, decision making steps or even buying motives.
SBI Growth
APRIL 25, 2021
CEOs often get lost in data while trying to decide what’s working, if there is too much, or if it’s even correct. But even great data is futile if not activated properly across commercial functions. On today’s show, Mike Dickerson, CEO.
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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
APRIL 30, 2021
Until the pandemic is over (and maybe beyond that) businesses must adopt new strategies to close sales deals. The post How to Keep Closing B2B Deals Amidst the Pandemic appeared first on Sales & Marketing Management.
Understanding the Sales Force
APRIL 7, 2021
Suppose you made a movie about cars and decided to feature the 1970's era Ford Pinto, arguably the most dangerous car ever made. In your movie, you say that since the Ford Pinto is a car, it is therefore representative of all cars, and since the Pinto had a gas tank that could burst into flames from even a fender-bender, that all cars are equally dangerous.
Zoominfo
APRIL 21, 2021
So you want to start selling to the healthcare industry. Where should you even start? You can’t just hope for healthcare leads to appear in your pipeline by using a traditional (read: outdated) spray and pray lead generation strategy. You wouldn’t buy a product from someone who knew nothing about your company, would you? Familiarizing yourself with the industry by learning about the core metrics and pain points is the key to filling your sales pipeline with qualified medical and healthcare leads
Anthony Cole Training
APRIL 22, 2021
In business, especially in sales; delays, misunderstandings, and communication can go awry. Sometimes, even with the influx of technology and communication tools, it is easy to misinterpret what a prospect, or salesperson, says. So, how do we make these communication lines more efficient?
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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.
Mr. Inside Sales
APRIL 2, 2021
Less is more. Instead of opening your calls like: “Oh hi, this is _ _ with __ and my company, XYZ, is a leader in national and international shipping and freight services with offices in the top metropolitan cities across the world. We offer one of the lowest overall freight charges on transportation, and also on packaging and supplies. We’re going to have a representative in your city next week and we’d love to stop by to share some information with you and learn more about your business to see
SBI Growth
APRIL 7, 2021
Imagine the following: As you scroll through social media, you come across an ad. Not just any ad though, an ad for a product so specific to what you are looking for that you wonder how they were able to.
Sales and Marketing Management
APRIL 12, 2021
Senior executives are often wary of salespeople in any case, so being credible, compelling and concise all apply for this initial face-to-face interaction. The post Structuring an Initial Face-to-Face Meeting with a C-Suite Executive appeared first on Sales & Marketing Management.
The Pipeline
APRIL 20, 2021
By Tibor Shanto. Prospecting is a different art than selling, some recognize that by splitting functions , others just ignore the reality. One area where it is truly black and white, is who speaks and listens in each event. Salespeople find it easy to apply one rule to most of their activities. So how much time should a prospect speak versus the salesperson?
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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.
Zoominfo
APRIL 23, 2021
ZoomInfo’s recent webinar, Automation: The Secret to Next-Level Go-To-Market Strategy , highlighted why automation powered by data is a proven tactic to accelerate win rates and better enable go-to-market plays. In this recap of the webinar, we’ll review the importance of incorporating automation into key parts of your sales cycle, give you a peek into ZoomInfo’s best go-to-market plays, and present new time-saving selling strategies.
Anthony Cole Training
APRIL 8, 2021
The most successful salespeople are always challenging and adapting their personal sales process to be more effective and increase sales. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.
Understanding the Sales Force
APRIL 16, 2021
Long article for the weekend. In December I took delivery on my all-time favorite new car and I've been driving my Genesis GV80 for four months now. You probably saw video of Tiger Woods' destroyed GV80 and there was nothing the car could have done to stop him because he probably disabled the driver assist features and he may have been disabled as well.
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