Sales 2.0

SEPTEMBER 18, 2020

In sales we need to go through the motions. Our buyers are “frazzled” as Jill Konrath says. Even if you use social selling techniques that get you a referral or help you connect to a potential buyer using your mutual background, it is still likely to take some follow up before you confirm a meeting time (or virtual meeting time these days). Research from XANT looked at the optimal “cadence” for prospecting based on the masses of data available to them through companies’ usage of their software.

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Direct Mail Outbound Referrals Social Selling 370

Zoominfo

SEPTEMBER 1, 2020

You know those YouTube rabbit holes you go down? Twenty videos later you look up to see that hours have passed you by? Prospecting can feel pretty similar. Having more strategic workflows in place can ensure you’re spending your time on the right things without going too far off track. Let’s learn more. What is a prospecting workflow? Prospecting workflows are established so that sales reps don’t spend their whole day looking for prospects.

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Prospecting Lead Scoring Lead Rank Sales Qualified Lead 264

Sell Integrity

SEPTEMBER 8, 2020

by Bruce Wedderburn. Virtual selling has changed the way that customers are choosing- or not choosing- to interact with salespeople, often in significant ways. While the fundamentals of selling aren’t different in a virtual setting, the dynamics are, and many salespeople are struggling to adapt. Businesses often struggle to make big changes, but as we learned earlier in the year, sometimes they literally have no choice.

Call-back 90

Call-back Licensing Up-Sell Video 90

SBI Growth

SEPTEMBER 30, 2020

No more bets, please. Have you ever been at a roulette table next to the person who bets on nearly every number? They practically cover the board betting the majority of the 38 numbers, 0 & 00 included, not realizing.

Webinar Metrics 414

Webinar Metrics Research Report Revenue 414

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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.

Trends

The Pipeline

SEPTEMBER 15, 2020

By Tibor Shanto. I always say that time is fixed and the only nonrenewable resource, but with skill and will you can bend it a little. In the video below I share how to help patterns in activities to help the prospect ignore their own objection. Unless you are selling a pure commodity, this will help you get more prospects now, and buyers later. [link].

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Objections Video Resources Buyer 383

Sales Pro Central Submitted Articles

SEPTEMBER 15, 2020

Most sellers will tell you that creating conversations with prospects is critical to greater success in sales, but the dynamics of how to do it can be baffling. Unfortunately, when sellers seek to understand it better, they often find conflicting advice.

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Prospecting Conversion How To Sales 363

Sales and Marketing Management

SEPTEMBER 16, 2020

Author: Kevin Allen The disruption of the COVID-19 pandemic has caused unprecedented change and hardship in our economic systems. It can make it hard to predict what B2B marketing and sales will look like when we enter the post-COVID-19 era. . Society has never experienced something of this scale when we’ve had so much global communication and commerce.

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Trends Marketing Lead Rank Conference 333

Mr. Inside Sales

SEPTEMBER 11, 2020

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. I’ve got another meeting in 10 minutes, OR. “How long will this take?” OR. What to do? First, understand what’s happening here: Remember the law in sales: Leads Never Get Better! If you sent out the hottest lead ever, a “10” on a scale of 1 – 10, when you call them back, have you ever noticed that now they’re about a “7”?

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Face-to-face Sales Qualified Lead Scale Call-back 320

SBI Growth

SEPTEMBER 12, 2020

With more and more possibilities available to the online consumer, the desire for self-serve options does not seem to be subsiding anytime soon. With more independent and educated customers, where do sales and marketing fit into this new model? In his.

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Ideal Customer Profile Customer Marketing Education 374

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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 Management

The Pipeline

SEPTEMBER 21, 2020

Sales Scrum Episode #20 – Guest Scott Gillum. Scott Gillum is the founder of Carbon Design and a fellow member of CEB’s Sales & Marketing Thought Leadership Roundtable. In this episode, Scott and I pick up a discussion we have been having for some five years, based on the age-old question of “Why do we need salespeople?” This is not the usual us-versus-them sales and marketing discussion.

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Groups Sales Marketing Company 369

Understanding the Sales Force

SEPTEMBER 17, 2020

Do you hate meetings as much as I do? They're the worst. But I have one weekly meeting that'a always uplifting and productive. I'm talking about my weekly meeting with John Pattison , COO of Objective Management Group (OMG). He happened to mention a report released by the Centers for Disease Control (CDC) pointing to the correlation between people who recently dined at a restaurant and later tested positive for Covid-19.

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Report Hiring Groups Media 372

The Sales Heretic

SEPTEMBER 9, 2020

We buy things. We buy lots of things. And we buy those things for lots of different reasons: • We’re hungry • We’re bored • We’re sick • We want our employees to be more productive • We need to go places • We want the people we care about to feel loved • [.].

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Prospecting Customer Marketing Sales 283

Sales and Marketing Management

SEPTEMBER 28, 2020

Author: Dan Freeman The economic fallout caused by the COVID-19 crisis continues to present opportunities for leaders to show their resolve. Assertive businesses have taken the lead and have handled the crisis with resilience. This proactive mentality is essential going forward. The recovery from the crisis will be determined by forward-thinking leaders.

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Small Business Small Business Lead Rank Sales Qualified Lead 317

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SalesForce

Zoominfo

SEPTEMBER 30, 2020

There’s little we do in the world of B2B marketing that doesn’t involve thorough planning. We like to make sure that we’re setting ourselves up for success. And who wouldn’t? The whole spray and pray method is one of the past. Today, we have things like automation, data, and buyer personas to fall back on. People want personalization — in fact, in a recent survey, 97% of professionals said it was important to them that vendor websites have relevant content that spoke directly to their comp

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Buyer Persona Ideal Customer Profile Marketing Top of Funnel 264

SBI Growth

SEPTEMBER 10, 2020

If you are reading this article and you work in the B2B space, you have most likely been inundated with buzzwords surrounding Digital and how it is disrupting your industry: Digital strategy, digital transformation, eCommerce, big data, IoT, AI, and.

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Channels Strategy B2B Data 315

The Pipeline

SEPTEMBER 18, 2020

There so many reasons to look to next year, may it be healthy and safe for you and yours! The post Shana Tova appeared first on TiborShanto.com.

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Understanding the Sales Force

SEPTEMBER 21, 2020

Most companies don't understand that crappy customer service is really a sales issue. When a company's customer service is thoughtful, helpful, kind and thorough, that great customer service actually serves the sales organization. It becomes easier for salespeople to renew accounts, cross-sell, up-sell and succeed. When a company's customer service sucks, it has the opposite effect, creating objections, resistance, disdain and animosity.

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Customer Service Training Objections Up-Sell 342

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Hiring

Sales Pro Central Submitted Articles

SEPTEMBER 9, 2020

Think it through from the POV of your prospects. Visualizing how much of it they are actually going to view tells your exactly where to focus your efforts. Fire off some boilerplate with just a name change? Game over.

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Exact Prospecting Sales 246

Sales and Marketing Management

SEPTEMBER 21, 2020

Author: Leeatt Rothschild Virtual sales meetings have become the norm as a result of COVID-19. However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Given that video interactions will be the norm for a while, now is an ideal time for sales reps to start developing best practices for video interactions.

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Sales Meeting Meeting Nonprofit Face-to-face 317

Zoominfo

SEPTEMBER 10, 2020

Imagine having to call 50-100 people in a day. All of those numbers, voicemails, busy signals, etc. It sounds crazy right? And imagine doing it with no help from technology. It’s just you and the phone. While dialing a list of phone numbers might not sound that complicated, it’s a lot more nuanced than just going down an alphabetized list of names. You might not think that automatic sales dialers have that much to offer you.

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Closing Call-back How To Outbound 264

SBI Growth

SEPTEMBER 9, 2020

Great leaders know how to navigate these choppy waters, but the economic uncertainty has created a new layer of challenges. While many are still struggling to survive, others feel that recovery is fully in place and are on the upswing.

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Survey Leads Marketing Qualified Lead Sales 309

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Call Monitoring

The Pipeline

SEPTEMBER 2, 2020

By Tibor Shanto. From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. Consistent, effective, and efficient prospecting sufficient to deliver enough viable opportunities to retire quota, still eludes many teams.

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System Prospecting Quota Decision Maker 316

Understanding the Sales Force

SEPTEMBER 18, 2020

A short end-of-the-week post.

Hiring 334

Hiring Sales 334

Sales Pro Central Submitted Articles

SEPTEMBER 17, 2020

This means the vast majority make mistakes that not only cost them revenue, but drastically hamper both their team’s morale and productivity.

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Revenue Sales 245

John Barrows

SEPTEMBER 28, 2020

Sarah Brazier joins us on the podcast this week to discuss how she’s coped with her transition from SDR to AE. Sarah’s crushed her targets as an SDR and made the leap that most SDRs want to make, but it’s very difficult to adapt to a totally different role. Here’s how she’s doing it… Follow the podcast: Subscribe on iTunes.

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VanillaSoft Social Media LinkedIn Media 161

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

Sales

Zoominfo

SEPTEMBER 3, 2020

As a B2B marketer or sales professional you have a number of things battling for your attention at any given moment. Though email is an extremely effective communication channel that’s ever-evolving, it’s one of the most time-consuming. So how can you scale communications with prospects and leads in the space between nurturing and closing a deal? Email automation takes more tedious tasks off your hands so more effort and resources can be put into impactful brand messaging.

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Prospecting Scale Lead Nurturing How To 262

SBI Growth

SEPTEMBER 3, 2020

No one disputes the importance of Sales and Marketing alignment, especially in today’s uncertain environment. However, the challenge lies in developing a successful interlock process around annual planning that still allows both organizations the agency to complete detailed domain-specific plans. In.

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Marketing Sales Segment Revenue 303

The Pipeline

SEPTEMBER 7, 2020

Sales Scrum Episode #19 – Guest David Masover. David Masover and I take on an often asked question in the trade, “is there such a thing as a natural-born salesperson?” David is the president David Masover Sales Consulting and shares how he leverages the sales process to drive success. We explore alternatives to natural-born talents, and how we may be able to build a salesperson given the right ingredients.

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Forecasting Webinar Metrics Pipeline System 307