The Pipeline
JULY 7, 2020
By Tibor Shanto. Sales pundits love to talk about change, and there is no shortage of opportunity brought about by the changes we face today. But having been at the game for a while the one thing that never changes is the view and approach to incentive or commissions. I am not talking about superficial changes or updates in packaging, but real substantive change, the kind you only get when you change behaviors.
Sell Integrity
JULY 13, 2020
No matter how rapidly and dramatically external events may change, the top sales challenges seem to stay the same, year after year. Why aren’t salespeople and sales organizations able to make much headway in overcoming these common struggles? It’s not for lack of activity. Training is regularly implemented, new sales techniques are tried out, and the latest and greatest technology is implemented as the surefire antidote to a complex, competitive marketplace.
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Anthony Iannarino
JULY 25, 2020
LinkedIn was once a true professional social platform. The content was more CNBC and less Facebook and Twitter. As human beings, we want to share things that find interesting, even if they sometimes work against our more significant goals. If, however, you are using LinkedIn for business—and sales—you may want to make sure your content strategy is on point and not working against you.
Hubspot Sales
JULY 30, 2020
Salespeople are often told to sell benefits, not just features. But the distinction can sometimes feel blurry. Is the product’s ability to scale with a prospect’s growth a feature or a benefit? What about its best-of-class quality? Or its ease of use? Understanding the difference between features, advantages, and benefits is crucial to a rep’s success.
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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.
SocialSellinator
JULY 27, 2020
The coronavirus disease continues to spread around the world with no signs of slowing down. It already infected millions of people and killed tens of thousands worldwide. It also caused widespread unemployment, as well as permanent or temporary business closures.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Pipeline
JULY 14, 2020
By Tibor Shanto. Anything worth doing is worth doing right, and in sales, telephone prospecting is something worth doing and doing right. Challenge is that many don’t do it right, making the whole thing that much harder, and eventually not done. You can tell how salespeople go through these phases by the predictability of the excuses offered. One of my favorites is that the phone just doesn’t work anymore, no one answers their phone and other similar hits.
Pipeliner
JULY 14, 2020
Greed Has Damaged Our World—We Need New Sales Ethics. We can easily see, and it is shown by the Austrian School of Economics, that trade (and therefore sales) has a peacekeeping component. If two parties, or two countries, are engaged in trade, it’s impossible to engage in conflict or war. If we’re going to proceed into a successful, happy world, sales must have an ethical factor to keep it at this level.
The Pipeline
JULY 21, 2020
By Tibor Shanto. Ask a salesperson what they would like most in an opportunity and ‘urgency’ is near or at the top of the list. Ask executives what they would like to experience more in sales meetings? Most point to a more prepared rep who takes an interest in their success. Most salespeople don’t recognize that the decision-makers are so underwhelmed by the experience they’re in no hurry to continue.
The Pipeline
JULY 23, 2020
By Tibor Shanto. Stop rushing your buyers along, and find more prospects instead. You wouldn’t need to drive your only prospects if actually went out and prospect for more. Stop driving your prospects, and drive your activity. [link]. The post Why So Urgent? appeared first on TiborShanto.com.
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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.
Steven Rosen
JULY 15, 2020
For most businesses, the first half of 2020 is a write-off! COVID-19 has hurt the economy, and many companies have suffered. If you want to close the gap you need to act now! Sales leaders I speak with have done a fabulous job keeping their sales teams motivated, helping them transition to virtual selling and whatever else they needed to do to adapt to the new normal.
Pipeliner
JULY 16, 2020
COVID-19…….so much has changed. And we’re all evolving our strategies as we head towards that worn-out term – the New Normal. The challenge for all selling organizations is to examine the durability and viability of their business models to make adjustments and often major overhauls. But wait. Before you virtually assemble your management teams on Zoom calls for the cursory SWOT analysis updates, looking through the internal microscope, reach for your telescope instead.
SBI Growth
JULY 18, 2020
Iconic customer programs generate fierce loyalty and accelerate revenue growth. CX professionals also realize that a poor customer experience goes far beyond just a negative review – it places future deals at risk. In his final interview segment, Ryan Hollenbeck, CMO at.
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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.
Sales and Marketing Management
JULY 7, 2020
Author: Luke Kreitner The element of surprise has been proven to be a powerful motivational tool. Scientific studies show that unexpected incentive rewards stimulate areas of the brain connected to behavior development and learning. With stay-at-home mandates causing what many reference as the “groundhog day” effect, your sales team is the perfect audience for incorporating surprise rewards as part of a sales incentive program to keep remote teams engaged and company morale high.
The Pipeline
JULY 27, 2020
Sales Scrum Podcast Episode #16 – Guest Milena Regos. We recorded this episode with Milena Regos just before all hell broke loose with COVID 19; little did we realize how the hustle will change overnight. Milena shares her journey to be a co-founder of Unhustle. She highlights how changing how you view the hustle, and choices you make, as a result, can actually lead to greater personal and financial rewards.
Understanding the Sales Force
JULY 14, 2020
T. Today we'll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter. You can scroll directly to that topic or, if you don't mind, please read my 3 paragraphs of context. In 1990, I founded Objective Management Group (OMG), and now, thirty years later, we are on the verge of evaluating our two millionth salesperson.
Zoominfo
JULY 24, 2020
In theory, your sales and marketing departments should be the best of friends. But in practice, there are bottlenecks and a serious lack of communication. Sure, it’s a problem, but your company is doing well. It’s not the biggest issue, right? Wrong. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of revenue or more per year?
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.
The Sales Heretic
JULY 7, 2020
I recently helped my 82-year-old aunt move from Maryland to Texas. Part of that effort included contacting a variety of businesses: the moving company, the title company, utilities, banks, two phone companies, and more. And at various points in the process, people from five different companies promised to call us back. And never did. When [.].
SBI Growth
JULY 15, 2020
To kick off the summer, SBI held a virtual meeting comprised of an intimate group of market-leading B2B Chief Revenue Officers (public and private, $240M to $8B in revenue) as part of their advisory board program. These global CRO’s gathered.
Sales and Marketing Management
JULY 6, 2020
Author: Dan Templeton No one wants a stagnant sales team. On the other hand, the thought of scaling a sales team can seem overwhelming and difficult. . If your company is approaching the growth stage, it means that your organization has already identified a steady income base, a monetization procedure and proven sales techniques. The mission now is to elevate your proven strategies so they grow as your company does.
The Pipeline
JULY 13, 2020
Sales Scrum Podcast Episode #15 – Guest Joanne Black. Joanne Black is America’s leading authority on referral selling; she practically invented it, and that is the focus of this episode. Joanne shares the overlooked opportunities in properly and consistently leveraging referrals. In a connected planet where people buy from people, referrals are your leg-up in a competitive world.
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!
A Sales Guy
JULY 22, 2020
Too many salespeople miss amazing opportunities to improve their cold calling success and conversions. They waste time trying to build engagement or be liked. The key is to establish credibility as someone who can help them as quickly as possible. Cold calling is about establishing credibility as quickly as possible. The post The Only Thing That Matters When Cold Calling appeared first on A Sales Guy.
Zoominfo
JULY 6, 2020
You’d be hard-pressed to find someone who didn’t have …. an unusual second quarter. At ZoomInfo, the story was no different. With Covid-19 hitting the US hard, we had to pivot in a lot of different ways. We adjusted goals. We reset expectations. We said goodbye to the office (for now). Oh yeah, and we IPOd. Saying this quarter was eventful would be the understatement of the decade.
SBI
JULY 1, 2020
5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging. Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts. Customer revenue optimization (CRO) is achieved through the processes and enabling technologies that help organizations identify the optimal path to revenue
SBI Growth
JULY 2, 2020
There has been exponential growth in the amount of data generated since the start of the digital age. This has enabled almost every industry and business to become more productive, but a function like sales that is largely relationship-based (especially.
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.
Partners in Excellence
JULY 3, 2020
Recently, I was having a discussion with an executive team. Proudly, they said they were data driven and bragged about the dashboards they used to manage the business. They asked me to look at the dashboards to provide recommendations about what they might be doing. I looked at the dashboards, at first glance, I was impressed–tracking pipeline, tasks, lead disposition, prospecting, mix, accounts, perormance by sales person, and more.
The Pipeline
JULY 9, 2020
By Tibor Shanto. A dollar here a dollar there, whatever it takes to get the deal and hit quota, right? Let’s worry about the future when it gets here – if we can still afford to. [link]. The post What’s Your Margin On That Discount? appeared first on TiborShanto.com.
Allego
JULY 9, 2020
Sales productivity has never been more important, yet sales teams today face tougher obstacles than ever as the current crisis makes most in-person interactions impossible. Almost 90 percent of sales have moved to a remote model since the pandemic began, according to McKinsey. Almost every B2B company’s products and services are now being sold virtually.
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