Hubspot Sales

JANUARY 13, 2021

Think of an experience you had when you were trying to make a purchase, and the salesperson helping you lacked confidence. Perhaps they weren’t sure of the product’s features. Or maybe they didn’t do a good job explaining how their product can help you solve your problem, because they didn’t understand what you were looking for. Confidence is a key differentiator between reps who meet or exceed their goals, and those who struggle to gain momentum.

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Proposal Journal Buyer Prospecting 131

Zoominfo

JANUARY 14, 2021

As 2021 begins, start-up, small, and medium companies have taken the brunt of much of the economic collapse, but as is often the case, proved deft at changing the way they operate compared to slower-moving enterprises. Regardless of size, however, firms that accepted transformation amid the turbulence, rather than scratched their heads over it, find themselves in a better position for 2021.

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Company Microsoft Report Enterprise 162

Membrain

JANUARY 10, 2021

This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how we intend to apply that learning in the New Year.

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Benefit Sales Sales Management 134

The Pipeline

JANUARY 13, 2021

A Guest Post – by Michael Wigge. I always find changing the filters helps bring different often valuable perspectives, I have enjoyed Michael’s approach to challenges. I wanted to share it with you all and help you learn from his experience, and apply it to your selling. TS. Michael Wigge. The current times turn out to be challenging for many people, as changes are happening at top speed.

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Travel How To Film Face-to-face 298

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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

Understanding the Sales Force

JANUARY 14, 2021

Nearly a year into the Pandemic, most salespeople have adapted to selling over video. But how are sales managers doing at adapting to coaching their sales force over video? Inquiring minds want to know. We know how sales managers were doing before the pandemic. It wasn't very good and I wrote about it here. The data in that November article was for the last 10 years.

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Coaching Sales Management Video Data 289

No More Cold Calling

JANUARY 14, 2021

Register for Back in The Black Sales TV—first episode on January 19. “The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Actually, it’s more like Talk Radio, but on video. Why am I doing a monthly Sales TV Show? The short answer is, more and more salespeople are finding it difficult to generate quality leads and new sources of revenue.

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Gatekeeper Cold Calling Referrals Telemarketing 265

The Pipeline

JANUARY 12, 2021

By Tibor Shanto. It is estimated that 40% of our daily activities are driven by habit. This simplifies things to some degree, as we just need to replace bad habits with good. That’s where the challenge comes in, changing habits. But as you do, you will see measurable change in your success, and willingness to swap out more habits. So here are 5 habits to change for a better sales year.

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Exact Sales Leads Marketing Qualified Lead 228

Mr. Inside Sales

JANUARY 15, 2021

Once very couple of years, I like to re-run this article on the importance of asking questions as opposed to pitching. While this context is presented as an interview, it is completely translatable to sales—and that means YOU. If I gave you a pencil and asked you to sell it, how would you go about it? This is one of the most basic of interview questions I’ve used for years for prospective sales reps, and the answer reveals so much about their previous training, their understanding of the sales p

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Face-to-face Sales Qualified Lead Gatekeeper Licensing 195

Zoominfo

JANUARY 15, 2021

After a year like no other, here we are in 2021 still standing. The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival. One thing is clear — lead generation has never been more central to a business’ success. When it comes down to it, one of the most important things marketing organizations are tasked with is generating marketing qualified leads (MQLs).

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Paid Content Lead Generation Lead Rank Lead Scoring 264

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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

Sales and Marketing Management

JANUARY 11, 2021

Author: Andy Springer Remember when we could hold meetings in person? In those times, a seller’s dynamic personality was all that was needed to keep buyers focused. In this new world we find ourselves in, distractions are everywhere. When buyers are staring at a screen during a virtual meeting, they can more easily multitask. . Working on other projects.

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Buyer Meeting Fashion Face-to-face 194

Steven Rosen

JANUARY 10, 2021

Invest in your sales managers to unlock the potential in your sales organization and turn that performance into sustainable performance As the leader of your organization, the next 6 months will prove to be more pressure-filled than you may have experienced in years. With decreasing prospects and the cost of doing business increasing, a squeeze on profits is inevitable.

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Sales Management Hiring ROI Maximizer 194

Anthony Cole Training

JANUARY 14, 2021

In our first blog on How to Hire No Assembly Required Salespeople series, we discussed the four critical steps you must take to minimize hiring mistakes and identify top talent. In this article, we cover critical selling competencies you must look for when sourcing and interviewing salespeople for your organization.

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Hiring How To Sales 181

Zoominfo

JANUARY 11, 2021

It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. In other words, they have pain points they need fixing. Whether it be something isn’t working as efficiently as it should, or you’re spending too much money on a simple solution. Maybe there’s a product out there that can automate most of the work you spend half your day working on.

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B2B Intent Signal Customer How To 246

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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.

SalesForce

Grant Cardone

JANUARY 13, 2021

Grant Cardone on net worth & billionaire status. One of the most searched categories of successful and famous people is the term “net worth”. People are fascinated with peoples supposed net worth. . Just search my name, Grant Cardone and before you even hit enter, you will see the second most searched term after my name is “net worth,” . then, age, height, wiki, wife, quotes, books, real estate.

Real Estate 157

Real Estate Account Enterprise Enterprise 157

Alice Heiman

JANUARY 14, 2021

The pandemic brought with it many changes and challenges that companies had to face in 2020 and many of those continue. Some companies are thriving, som e are struggling, and some are in between but there is a consistent challenge for all companies, the switch to virtual selling. The G artner Future of Sales 2025 report predicts that “by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels.

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Face-to-face Channels Report B2B 156

John Barrows

JANUARY 11, 2021

Our guest this week is Larry Long Jr., Director of Collegiate Sales at Teamworks. Larry is a ball of energy and encompasses what it means to be a true leader. Larry talks with us about beefing up his LinkedIn presence, the difference between leadership and management, and finding a rep’s motivation. Larry hopes to share messages of hope, positivity, and can-do during these turbulent times.

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Motivation Social Media Energy LinkedIn 147

Zoominfo

JANUARY 12, 2021

We get it: Cleaning your CRM data can feel like a burden. There is so much data and so little time. But if you catch yourself asking, “Where would I even start?”—you’ve come to the right place. Spoiler alert: the very first step in achieving data integrity is recognizing your CRM isn’t reaching its fullest potential. So, congratulations! You’ve already made great strides in seeking out a solution that will help your company go-to-market and reach the right customers, faster.

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Data CRM B2B ROI 238

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

Hubspot Sales

JANUARY 11, 2021

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. In this piece, we'll review what B2B sales tools are, why your team should be using them, and 16 of the best options available today.

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Sales Tools B2B Tools Hubspot 143

Partners in Excellence

JANUARY 12, 2021

We are all busy. Whether it’s going from call to call, virtual meeting to virtual meeting, or just getting things done; we never seem to have enough time. Inevitably, things slip, delay, priorities change—not because they need to change, but people’s attention is diverted to something else. Dealing with the reality of people being too busy and constantly shifting focus, requires us to do things differently, to engage our customers differently.

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Meeting Customer Call-back Data 140

Nimble - Sales

JANUARY 15, 2021

Have you had your deal closing rate down recently by double-digit percent with no major shifts in the niche to cause the drop? Is your market share dropping for reasons unbeknownst to you? Are your competitors getting their hands on your loyal clients with higher rates and overall worse conditions? It’s time to consider choosing […]. The post Choosing Negotiations Skills Training For Sales Teams: Not All That Glitters is Gold appeared first on Nimble Blog.

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Negotiation Training Closing Sales 124

Zoominfo

JANUARY 12, 2021

If you’re unfamiliar with dirty data—allow us to introduce you. Dirty data has been plaguing CRMs since they were invented. Why? Countless people change jobs, names, locations, and contact information every day—in other words, all data has an expiration date. Your CRM is only as good as the data inside it, so when this information dirties your CRM, your marketing and sales teams waste precious time and money pursuing people who aren’t a good fit for your product or service.

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CRM Data Revenue B2B 221

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

Hubspot Sales

JANUARY 12, 2021

Legendary college basketball coach Bobby Knight once said, “To be as good as it can be, a team has to buy into what you — as the coach — are doing. They have to feel you’re a part of them and they’re a part of you.”. It's a powerful sentiment that provides some sage advice for coaches working across virtually all sports, fields, and occupations. But when it comes to sales, some managers might have trouble delivering on it — often through no fault of their own.

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Coaching Sales Management Sage Policies 141

Go for No!

JANUARY 15, 2021

People sometimes worry: if I ‘go for no’ I’ll get a no. I’m expecting that it will happen and so it will happen. It’s true that expectations can play a role in our mindset and then in our actions. For example, if you’re playing in a baseball game – and you believe the other team is really good and that you will lose – that might affect your play.

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Energy Positioning Examples 124

Nimble - Sales

JANUARY 14, 2021

Wholesale Distribution is reimagining itself probably more so than other industries under the rule of a pandemic. When social distancing is the new norm, companies are trying to automate every possible leg of the process from manufacturer to the client. This is when warehouse, logistics, shipping, and distribution software are expected to further help this […].

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System CRM Distribution How To 123

Zoominfo

JANUARY 15, 2021

If you’re a sales manager, you’ve maybe been in the sales forecasting hot seat — of presenting numbers that look different from your prediction. It’s time to take control of the process and find your forecasting sweet spot. What Is Sales Forecasting? Sales forecasting is how sales managers, directors, and VPs estimate upcoming revenue. The forecast predicts how much the company will sell in the way of products or services and by whom (from individual reps to sales teams).

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Sales Forecasts Forecasting Hiring Pivotal 207

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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

Sales

Hubspot Sales

JANUARY 14, 2021

As The Office ’s Michael Scott famously noted, it was Wayne Gretzky who said, "You miss 100% of the shots you don't take." In other words, you can't succeed unless you try. That winning mindset allowed Gretzky to become a Hall of Famer, and the leading scorer in NHL history, with more goals and assists than any other player. Winners like Gretzky set goals and believe they will achieve them.

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Prospecting Lead Rank Lead Scoring Proposal 140

Allego

JANUARY 12, 2021

We all know that 2020 was unprecedented, stressful, and in the words of many, a dumpster fire. But we learned a lot. Some of our learning was sought after: new hobbies, leveled-up cooking skills, creative ways to stay in touch with distant friends and family. But much of our learning was not what we were looking for. I think you know what falls in this category.

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Banking Guidelines Groups Video 122

Partners in Excellence

JANUARY 15, 2021

The other day, I had a conversation with a salesperson. She wanted some coaching on her career and how she might advance and develop. She said, “Dave, it seems the only way to advance in my sales career is to be a manager. But I love selling, I love working accounts and doing deals. I’m not sure I want to be a manager—but I still want to advance in my career… ” She’s focused on a critical issue too few leaders pay attention to.

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Territories Hiring Account Coaching 122