Steven Rosen
JUNE 3, 2020
Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing. You are still responsible for generating your company’s revenue, and your colleagues are counting on your efforts and that of your entire team. Now is the time to get sales on track.
The Pipeline
JUNE 18, 2020
By Tibor Shanto. Urgency is always a battle cry at sales meetings, one on one or the team. As though creating urgency was like adding volume, “turn it up, let them hear you mean business.” While there is no escaping the logic and allure of leveraging urgency, trying to create it fraught with risk for sellers. Careful what you wish for, creating the wrong sense of urgency may just accelerate unwanted outcomes, like losses.
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SBI Growth
JUNE 1, 2020
Customer Experience is more important now more than ever, as lockdown orders remain in place across the country, many companies are being forced to serve customers outside of traditional channels. Customer Experience is no longer a buzzword or the next.
The Pipeline
JUNE 9, 2020
By Tibor Shanto. Some years ago, I wrote a piece about how you should lead a sale in a way that resembles a four-legged stool. The idea is to establish contact and some relationship with people across both the buying and selling organizations. This way, if one person on either team leaves, the stool can still stand, and things continue to move forward as a new person comes on.
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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.
Anthony Iannarino
JUNE 19, 2020
What makes a call “ cold ” is that the person you are calling is not expecting your call. Because they are not expecting your call, you interrupt their day, even if they aren’t doing anything important when you call them. You can never know who you are calling, and even looking at Linkedin before dialing the phone doesn’t provide any information about their general disposition or their current mood.
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The Sales Heretic
JUNE 10, 2020
A global pandemic. Record unemployment. Business closures. Racial protests. To say these are tough times is an understatement. We’re all stressed, frustrated, anxious, and discouraged. Which means we can all use some words of encouragement. Here are some of my current favorites for helping me stay in the right frame of mind. 1. “Don’t let [.].
No More Cold Calling
JUNE 25, 2020
How to stop ignoring your best source of new revenue. Remember the Johnny Lee song, “Lookin’ For Love”? The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. Are you looking for your B2B sales leads in all the wrong places?
The Pipeline
JUNE 3, 2020
By Tibor Shanto. Now that almost all of North America is back on the path to complete reopening, the hype machine is about to go into overdrive. As people ascend from their quarantine, fix up their hair, and realize their sales, or specifically quota retirement, needs attention. The tendency will be to go to all the usual sources, usually determined by volume, not quality.
Nutshell
JUNE 22, 2020
Cold calling is great—if your prospects actually pick up the phone. Many buyers are more comfortable with texting than phone calls, which means you have to get comfortable with it too. Learn to leverage this underrated communication channel, and SMS sales just might become the secret weapon in your selling arsenal. Here are a few quick facts to prove it to you: The average American checks their phone 96 times a day.
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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.
Understanding the Sales Force
JUNE 23, 2020
Back in the old days, when you wanted to copy something, you would have said, "I'm going to Xerox this." And for years when you needed a tissue you would have asked for a Kleenex. And when you wanted to clean your ears you would have asked for a Q-Tip. All three of these are examples where the brand and the product were one in the same. We're getting to that same point with Zoom video, where more than half of all salespeople are now using Zoom!
Babette Ten Haken
JUNE 23, 2020
Do you credibly walk your story talk through every phase of each project? Not only to create a compelling business case or project narrative. End of story. But also, to build strategic relationships throughout the breadth and depth of your own and your clients’ organizations? The never-ending story. Similarly, do you spiel the sales blah-blah-blah long enough to close a contract?
SBI Growth
JUNE 10, 2020
For a CRO leading a transformation, one of the major challenges of evolving a product portfolio is preserving the core customer base while innovating. In his final interview segment, Steve King, CRO of Hexagon PPM, shares his experience in not only retaining.
No More Cold Calling
JUNE 4, 2020
The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I wasn’t sure what the answer would be when I made the call. I’d always wanted to visit St. Petersburg, Russia. I was speaking in London in May of 2016, and I figured it would be a hop, skip, and a jump from there. At the very least, it would be much closer than flying from California.
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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.
The Pipeline
JUNE 15, 2020
Sales Scrum Podcast Episode #13 – Guest George Brontén. Lucky 13, I am speaking of my guest on Sales Scrum, George Brontén. As the founder & CEO of Membrain.com, the B2B Sales Enablement CRM, George Brontén is passionate about the art and science of sales. In this episode, George and I explore some of the faulty assumptions people make in sales, the selection of CRMs, and other areas of selling.
Zoominfo
JUNE 26, 2020
It’s the day of a new product launch. You’ve got butterflies, your team is excited and you know your customers are going to be impressed. Launching a new product stirs excitement for any company, regardless of size. Introducing each new solution is a milestone for a brand’s continuous growth and success. And for that launch’s success, it’s crucial to set goals, plan future steps, and obtain a competitive advantage.
Understanding the Sales Force
JUNE 8, 2020
Would you like to start a business? Can't figure out what business to start? I have three ideas for you: In the past four weeks, I have tried and tried and tried to get a glass company to replace the tabletop for a large outdoor patio table after the glass exploded in an early April storm. Four weeks laster, we still don't have the glass replaced. One of our garage door openers needs to be replaced because in every five out of six attempts to lower the door, the opener sends it back up again.
Membrain
JUNE 24, 2020
Almost nobody expected 2020 to turn out like it did. At the end of 2019, we were all dutifully making our annual plans for the coming year, projecting revenues, segmenting markets, doing all the things that good sales departments do.
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.
SBI Growth
JUNE 16, 2020
Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company. The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating.
Shari Levitin
JUNE 29, 2020
Just as many around the world were feeling the impacts of impending shutdowns, my business was rocked with a major shift. Within the first weeks of the pandemic, a year’s worth of live keynote speeches and seminars were suddenly canceled. Like an earthquake, the reality of a rapidly changing market had shaken the business I’d nurtured for over 30 years to its core.
The Pipeline
JUNE 25, 2020
By Tibor Shanto. “We are living in interesting times, with multiple transformations triggers all present at the same time, all equally intense,” said Robert T. Vanderwerf, Transformation Strategy Leader, KPMG LLP., “When four or five significant drivers are changing at the same time, the business environment becomes highly complex.” I know, you’re thinking, another voice in the chorus of COVID insta-experts offering sage, yet all too obvious advice.
Zoominfo
JUNE 23, 2020
In the aftermath of George Floyd’s tragic death, our nation’s collective unrest over racial injustice has skyrocketed. Individuals, establishments, and communities are, one by one, being reexamined, their contributions to the cause being carefully dissected. Many businesses are asking the same question: How can we help? Short-term vs. long-term investment in corporate diversity.
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!
Understanding the Sales Force
JUNE 25, 2020
You wake up, the sky is blue, the sun is shining, you open the door and it's freezing cold outside. Or there is the opposite of that, when there are thick clouds, it's drizzling, you open the door and it's hot and humid as hell! Things aren't always what they appear to be. In early April, during the earlier stages of the virus-required lockdown, I wrote this article about some of the remote selling challenges that companies were experiencing.
Partners in Excellence
JUNE 24, 2020
When we talk about business, we quickly get to talking about the numbers–revenue, profit, EBITDA, EPS, growth, market cap, market share, customer retention, customer satisfaction, headcount, productivity, inventory, cash flow, assets, liabilities, and on and on. SaaS companies have invented their own versions of the numbers, including ARR, CLV, LTV, CAC, MRR, Churn, and so forth.
Membrain
JUNE 28, 2020
What is more important in sales, closing deals or building pipelines? I would say the answer is both, but the actions of sales people on average seem to say differently. Why is that? Are sales managers coaching to the right outcomes?
Alice Heiman
JUNE 25, 2020
At many companies, salespeople and marketers focus on products when talking to customers – not business problems. . The challenge is to get your sales and marketing team to focus on your c ust omer ’s business problems. Do this and you’ll hear customers ask the magic question : “Can you do that for me?” . The question “Can you do that for me?
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.
The Pipeline
JUNE 30, 2020
By Tibor Shanto. We have seen the predictable deluge of newly minted experts pontificating on virtual learning. But once you are tired of the hype, you can consider some fact and science-based findings of working and selling remotely. As an example, how do we make up for a barrier to trust in online meeting platforms? [link]. the piece on cbc.ca: [link].
Zoominfo
JUNE 24, 2020
For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Why? Well, for starters, inbound prospects, by definition, choose themselves as leads. They’ve already gone through the awareness stage of the buyer’s journey. They’ve identified a business problem or opportunity, and after educating themselves on available options in the marketplace, the prospect has identified your company’s solution as a poten
SBI
JUNE 23, 2020
Is your Team Ready for Virtual Selling Success in Q3: 5 Key Questions to Ask. Sales teams have faced a long list of challenges this year due to the pandemic. Travel restrictions and meeting cancellations have put quotas at risk. Even with some states reopening, in-person meetings are rare. This has left many teams wondering how prepared they are for Q3.
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