The Pipeline
NOVEMBER 24, 2020
By Tibor Shanto. Selling solutions is a great approach, but there is a key prerequisite for it to work. Buyers need to actually have or feel they have the problem purported to be solved. But if they don’t see the problem, they won’t need the solution. This is why you find sellers selling more problems than solutions. Ask yourself what you are selling more, the problem or the solution?
SBI Growth
NOVEMBER 24, 2020
Customer Success has become the focus of many organizations and answers questions such as “how do I retain my customer?” And “how do I grow within my current customer base?” To ensure your organization is focused on the right CS.
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No More Cold Calling
NOVEMBER 26, 2020
This isolating year has been a harsh reminder that human connection still matters. It’s Thanksgiving Day here in the U.S., and I’m taking a break. I’m taking the time to appreciate my amazing family and friends, my clients who have become friends, and my remarkable team at No More Cold Calling. Because what I’m most grateful for—this year and every year—is human connection.
Zoominfo
NOVEMBER 25, 2020
Many corporate leaders still have blind spots when it comes to the obstacles confronting an employee from an underrepresented group. They fail to realize that just having a diversity and inclusion program may not be the end all, be all solution to discrimination. . ZoomInfo conducted an analysis of 60 million professionals in its database and found that approximately 2,250 roles with the word “diversity” or “inclusivity” in the title existed in 2019, compared to only 876 in 2014. .
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Understanding the Sales Force
NOVEMBER 25, 2020
I want to ask for your help. Please read these two rants and then comment - I really need your comments, inbound links and outrage to support my position.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Mr. Inside Sales
NOVEMBER 27, 2020
It’s been a challenging year with Covid, and as cases skyrocket it seems as if it could be a rough winter…. With the holidays and the end of the year just around the corner, I think it’s time to give your attitude a boost. I want to share with you one of my all-time favorite books on how to develop the right mindset for overcoming and achieving just about anything.
Zoominfo
NOVEMBER 24, 2020
In the world of B2B, intent data is like gold. Well, maybe not actual gold and that’s because the benefits of B2B intent data go much further than a one-time increase in revenue. . The point, though, is that intent data is an incredibly valuable resource to marketers, salespeople, and recruiters alike. Why is it so valuable, you ask? Because intent data allows companies to, as they say, “strike while the iron is hot.
Membrain
NOVEMBER 22, 2020
The quality and accuracy of opportunity qualification is widely acknowledged to be a key predictor of future sales success - and a critical differentiator between the best salespeople and the rest.
Partners in Excellence
NOVEMBER 22, 2020
On a recent post, someone commented, “This is not a new concept… ” He was absolutely right, I had traced an origin of an idea back to the 1950-60’s, so it is an idea that is at least 60-70 years old. I suspect if one read some philosophers or scientists, the idea might be traced back centuries (to satisfy your curiosity, it was my post on the 5 Why’s.).
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.
Mr. Inside Sales
NOVEMBER 25, 2020
Want to make more sales? Then learn and use better sales techniques. It’s really as simple as that. And today, I have an easy way for you and your team to do that: Get access to the Best Inside Sales Training available anywhere and save 20% for the first time ever! (Save hundreds of dollars during the next few days only.). Our award-winning On-Demand Inside Sales Training program will immediately give your sales reps better scripts, better templates, and the proven techniques they need to: Avoid
Zoominfo
NOVEMBER 24, 2020
In the world of B2B, intent data is like gold. Well, maybe not actual gold and that’s because the benefits of B2B intent data go much further than a one-time increase in revenue. The point, though, is that intent data is an incredibly valuable resource to marketers, salespeople, and recruiters alike. Why is it so valuable, you ask? Because intent data allows companies to, as they say, “strike while the iron is hot.
Membrain
NOVEMBER 25, 2020
If you’ve been following me this year, you may have noticed how much I have been talking about account planning–or, rather, account GROWTH.
Partners in Excellence
NOVEMBER 25, 2020
My life seems to be spent in one meeting after another. Reviews of all types, planning sessions, problem solving sessions, training—you name it, I go from meeting to meeting. In most of those meetings, we are trying to address some issue–how to win a deal, how to address performance issues, how to address organizational/structural issues, how to address new opportunities or problems.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Nutshell
NOVEMBER 25, 2020
Email marketing is the dominant channel for marketing communications when measured by ROI, reach, cost, etc., and the gap continues to widen. Don’t get left behind. Before email marketing was commonplace, marketers used advertisements, fliers, coupons, and other distributed promotions in order to build their audience and reach potential customers. Basically every lead-generation strategy from events to discounts was just considered “marketing.”.
Zoominfo
NOVEMBER 25, 2020
Social distancing and crowd avoidance have made online shopping more convenient and appealing than ever — and that will likely mean all-time highs for internet spending during the U.S. holiday season. Sellers have responded strongly to consumer trends this year with more eCommerce options, including thousands of new companies coming online to offer their products since the pandemic started.
Hubspot Sales
NOVEMBER 26, 2020
Every sales manager has some degree of legitimate dedication to both their company and professional development. That's a big part of how you get to be a manager in the first place. Those qualities are almost a given in sales management, but the very best managers don't stop there — they exhibit some other key traits and behaviors that take their management skills from good to great.
RAIN Group
NOVEMBER 24, 2020
The in-person buying and selling experience usually goes something like this: You show up to your buyer's office, where they greet you and offer you coffee. You accept, and walk together to the kitchen, discussing your trip in and how the day's going. You chat around the coffee pot for a few minutes about the local restaurant you visited last night.
Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com
Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.
John Barrows
NOVEMBER 23, 2020
Our guest this week is Ryan Leavitt, co-founder of Pillar Booth. Ryan has extensive experience when it comes to entrepreneurship. He’s talking with John about risk, building a team with the right people, and how Pillar Booth is designed to fix the modern day open office. . 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.
Zoominfo
NOVEMBER 23, 2020
Thunder and lightning: a powerful duo, and what AE/SDR pair Carolyn and Tyler chose as their partnership identity. Where Tyler is the spark, or the flash of lightning, Carolyn takes on the role of thunder, bringing the sale home with a bang. An AE and an SDR should compliment one another. And as Carolyn and Tyler discussed in their interview — the metrics they care about may differ, but at the end of the day, making the sale is the ultimate goal.
Hubspot Sales
NOVEMBER 24, 2020
Closing deals involving complex price modeling, a need for extensive product knowledge, varying potential discounts, or any other atypical standards and practices isn't exactly intuitive. It might require some insight, expertise, and materials beyond a conventional sales org's reach. In those cases, it can help to have something called a deal desk in place — a resource that can smooth out the harsher, more convoluted sides of highly complex deals.
The Center for Sales Strategy
NOVEMBER 24, 2020
Your role as a leader is to drive your people toward your ambitious culture. How do you do that? You must connect with people! When COVID-19 closed gyms, 58% of trainers lost some of all of their income, and 23% were furlough or laid off ( PR Newswire ). How did one gym manage to gain more members now than pre-COIVD? Episode 4 of the Improving Sales Performance series with Tony Hartl, founder of Crunch Fitness Austin and Planet Tan, provides listeners with a few secrets of how he’s getting new m
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Sales Hacker
NOVEMBER 23, 2020
It’s easy to get complacent at the end of the year. Teams are tired. Deadlines loom. Customers are distracted trying to close out their own year. And It can be tempting not to be quite as thorough in these final few months. How do you keep teams engaged and provide the support they need? Finish strong with deal reviews. Holding effective deal reviews is one way you can play an active role in helping your team achieve a strong finish to the year.
Nimble - Sales
NOVEMBER 26, 2020
This has no doubt been one of the most difficult years for many people and businesses. I’m sure I’m not the only one suffering from COVID PTSD, and we’re not out of the woods yet. With so much uncertainty in the world, we wanted to take a moment to reflect on what this year has […]. The post Reasons to be Thankful Despite the 2020 Madness appeared first on Nimble Blog.
Hubspot Sales
NOVEMBER 23, 2020
In a recent LinkedIn poll, Bryan Elsesser, Aircall 's Senior Director of Sales Development discovered that 71% of participants felt fatigued. "Almost 300 people responded and said that they were either more fatigued now than they've ever been, or constantly fatigued in their everyday work," Elsesser says. "That's a problem.". The level of fatigue isn't shocking -- especially in the 2020 sales industry.
The Center for Sales Strategy
NOVEMBER 23, 2020
"If you don't know your numbers , you don't know your business." — Marcus Lemonis. "It's a numbers game, but I don't which numbers" — Average Salesperson. Okay — I made-up the last quote, but it's still true. Too many times, I meet with sales managers and salespeople who firmly believe that sales is a "numbers game" , but they have no idea what numbers they need to know or even what numbers they should be tracking.
Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester
Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!
Zoominfo
NOVEMBER 24, 2020
In the world of B2B, intent data is like gold. Well, maybe not actual gold and that’s because the benefits of B2B intent data go much further than a one-time increase in revenue. The point, though, is that intent data is an incredibly valuable resource to marketers, salespeople, and recruiters alike. Why is it so valuable, you ask? Because intent data allows companies to, as they say, “strike while the iron is hot.
Salesmate
NOVEMBER 25, 2020
Another quarter ends with the same disappointing sales results. It is undoubtedly disheartening when you fail to achieve your sales quota at the end of the month or quarter, isn’t it? To break out of this vicious cycle of failure, you’ll have to change your approach and try different things. When basketball players or soccer players fail, they do not give up.
Keith Rosen
NOVEMBER 25, 2020
Read this with an open mind and an open heart, and you’ll see how very blessed you truly are. Every Blessing Counts. I wasn’t going to write this article. And didn’t think to share this. But once I wrote it, I felt compelled to share this with you, so that it has the positive impact on your life the way it did on mine. That is, to stop and reflect on what we are deeply thankful for to help you re-calibrate your values and priorities so you can focus on what really matters, and the daily mi
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