Hubspot Sales
SEPTEMBER 8, 2020
You’ve decided you need customer relationship management (CRM) software. Today’s the day you begin tracking prospect interactions, logging deal data, and leveraging that information to sell more, better, and faster. Or not. What if six months go by, and only a fraction of your team regularly enters information in the system? What if the money you spent goes to waste?
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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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.
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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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.
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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
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.
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.
The Pipeline
SEPTEMBER 8, 2020
By Tibor Shanto. Objections are an emotional thing, meaning it is better to use a counterintuitive approach. You can take that even one step further by involving the prospect in handling their own objection. Try this alternative objection handling method: [link]. If you only attend one webinar this month –. This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System.
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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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.
SBI Growth
SEPTEMBER 5, 2020
Brand Experience and Brand Promise often get grouped into one category when considering how buyers interact with your company, when in fact, the two are separate elements that need to be working in tandem for a frictionless and memorable customer experience. In his.
Zoominfo
SEPTEMBER 10, 2020
Building customer loyalty has always been about gathering data. As part of go to market, loyalty initiatives include a mix of actions, such as VIP programs, product upsells, and campaigns for user-based reviews. Loyalty is one of the four building blocks that creates a core go-to-market framework for businesses. The other quadrants include offer expansion, company transformation, and market expansion.
The Pipeline
SEPTEMBER 10, 2020
By Tibor Shanto. Big day today, thanks to our new virtual comfort, I am presenting at two different events, sharing best practices. From Sales Science to Sales 3.0, come along. One at noon Eastern, the second at 2:20 ET, all you need is to grab your coffee and notebook and may a sandwich between the two. Follow The Science. Starting off with my friend Bob Howard, founder and CEO at Contact Science.
Sales and Marketing Management
SEPTEMBER 7, 2020
Author: TJ Macke For marketers, obsessing over outbound strategies isn’t necessarily a bad thing. Intense, self-driven passion promotes innovation, creativity, and motivation. However, focusing on the wrong elements can leave a campaign stalled by the side of the road. Marketers obsess too much over three things when it comes to creating and perfecting outbound campaigns: early performance metrics (like opens, clicks, and replies), their story and language (instead of the customers’), and their
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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.
SBI Growth
SEPTEMBER 7, 2020
Companies are constantly competing for their own employees’ mindshare. The world is so digital that it is frighteningly easy for employees to get lost in headlines throughout their day.
Zoominfo
SEPTEMBER 9, 2020
Does your sales pitch cut through the noise, or just create more? Time. It’s the most valuable asset humans own. The problem is that time is a non-renewable resource that is constantly diminishing. It stands to reason, then, that tempers flare whenever someone wastes your time. Because, well, how dare they? It’s infuriating. And unproductive. Also, more often than not, it’s just rude.
The Pipeline
SEPTEMBER 9, 2020
By Tibor Shanto. We have some great news from the Proactive Prospecting Club , we have added a new course, and, members get a discount! And it’s not just any course. It is a course you’ll be able to leverage immediately and profitably. Our new addition is timely “How To Conduct A Professional Video Meeting” Since the spring of 2020, it seems almost every meeting, sales, or otherwise is a video meeting.
Alice Heiman
SEPTEMBER 9, 2020
More books! In our last book round-up , I shared 3 sales books you could recommend to your sales leadership for cost-effective learning opportunities and book clubs. I hope they read a few. I’d love to hear their thoughts on the books if they did! . Below are 4 more great sales books I recommend for you and your team. . 1. Inked: The Ultimate Guide to Powerful Closing and Negotiation Tactics That Unlock YES and Seal the Deal .
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.
Engage Selling
SEPTEMBER 11, 2020
Although it’s crucial to be technically competent with video calls during these uncertain times, it’s also imperative that you don’t neglect the personal aspect of video calls.
Zoominfo
SEPTEMBER 9, 2020
Successful selling really boils down to one common goal: provide value through solving the customer’s problem. Sounds like a simple — and scalable — issue to resolve, right? On the surface, it is. But as you peel back the layers, a few variables enter the equation that prevent businesses from solving for growth. For starters, repeatable success typically originates from using repeatable processes, but combining each and every activity within the customer acquisition journey into a si
John Barrows
SEPTEMBER 9, 2020
John Barrows wasn’t born a “great sales trainer”. The skills he teaches and the processes he implements into sales teams have an origin. Early on in his entrepreneurship, John attended many sales training sessions from several organizations. One that stood out was BASHO. John would later join the team at BASHO and begin learning from a practitioner that held his attention better than anyone ever could, Jeff Hoffman.
Membrain
SEPTEMBER 9, 2020
As we prepared to build our new account growth module within Membrain earlier this year, I thought long and hard about what visual images I wanted to accompany the launch and represent this aspect of our platform.
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!
Engage Selling
SEPTEMBER 11, 2020
It’s easy to get wrapped up in shiny new prospecting methods or techniques. But, let’s not forget about the basics in sales! The sales landscape has (obviously) changed over the past few months.
Zoominfo
SEPTEMBER 11, 2020
I hate the Dog Days of Summer excuse – it always felt like a cheap way for an underperforming sales rep to make an excuse for a slow month. Sales Rep : Yeah, just not a lot of movement in my pipeline – it’s the dog days of summer. You get it. What your sales rep is really saying is that many of their prospects and customers are out-of-office (OOO) — more so than any other time of the year.
John Barrows
SEPTEMBER 7, 2020
This week on the podcast, we talk to one of the very best out there in the account based marketing world. Daniel Frohnen from Sendoso joins us to explain what “ABM” is, how it works and where people go wrong with it. This was a great episode… Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. If you prefer to watch than to listen, here’s the full video… That’s a wrap.
Membrain
SEPTEMBER 6, 2020
Not so long ago, before the Internet became a force of nature in the beginning of the 21st century, sales and marketing departments dictated the flow of information.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
SocialSellinator
SEPTEMBER 6, 2020
Are you looking to find the perfect digital marketing strategy for your business? Search marketing can work well for you if you want to raise brand awareness, boost website traffic, and increase your revenue. However, for you to run your campaign well, you must familiarize yourself with the most popular search marketing strategies, SEO and SEM.
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.
Hubspot Sales
SEPTEMBER 10, 2020
As 2019 came to a close, entrepreneurs and small business owners held a strong sense of optimism. In fact, 82% of small business owners surveyed in the Bank of America Small Business Owner Snapshot expected to end 2019 bringing in more revenue than the year before. When picturing the year ahead, 69% of respondents said they expected to expand their businesses, and 59% expected increased revenue for 2020.
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