Zoominfo
SEPTEMBER 7, 2021
We all know the residents of the C-suite hold the real power in their organizations. They’re the key decision-makers when it comes to making major investments in their businesses. That’s why every salesperson’s goal is to make their pitch directly to a senior executive — ideally, sooner than later. Yet, historically, getting the CEO, CFO, or even the CTO to engage early in the sales process—if at all—has been a long shot.
Membrain
SEPTEMBER 5, 2021
As sales and marketing people, the concept of “Value Proposition” has become fundamental in our positioning in our markets and with our customers.
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Sales and Marketing Management
SEPTEMBER 7, 2021
Many reps love sales but hate sales prospecting, mostly because they're going about it with antiquated techniques. Time for an update. The post 5 Ways to Save Time While Sales Prospecting appeared first on Sales & Marketing Management.
The Pipeline
SEPTEMBER 7, 2021
By Tibor Shanto. It takes a big person to say they are sorry, but it takes a good salesperson to know when not to. This is not an invitation for crude and sloppy behaviour, but more an acknowledgement that people are not perfect. Trying to cover it up with an apology may not have the desired effect. People will allow themselves to be led to a certain degree as long as they do not see risk.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Understanding the Sales Force
SEPTEMBER 7, 2021
My wife and I entered the small jewelry shop and were greeted - not with a warm welcome - but with a matter of fact "my name is.and I'm the owner.and I created everything in the store" which was followed by fifteen minutes of non-stop presentation of everything she created. You've been in a store like this and you know exactly how you have reacted to that.
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Mr. Inside Sales
SEPTEMBER 10, 2021
In my book, Power Phone Scripts , I talk about the secret of sales. Yes, there is an actual secret to successful sales, and by following it you not only will overcome failure and frustration, but you’ll make more money, so much more easily, that sales will actually become fun. Think of that. And the secret is to be prepared for the recurring selling situations, blow offs, objections, and situations you get 80 to 90% of the time.
Gong.io
SEPTEMBER 9, 2021
This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Subscribe here and follow me to read upcoming research. “It’s about stakeholders. You have to get wide when you sell into organizations with 2,000+ employees.” .
Allego
SEPTEMBER 8, 2021
Virtual selling is a new way to sell—and it’s so much more than simply moving your meetings online. Some of you may think, “The best way to sell is face-to-face” or “Technology creates a barrier between me and a buyer.” The reality is that virtual selling is the best option when both sellers and buyers are working in remote or hybrid situations. And for the foreseeable future, sellers must rely on a range of technology solutions to nurture and close deals—from virtual conference platforms to lig
Zoominfo
SEPTEMBER 10, 2021
Q: What do sales leaders, meteorologists, and economists all have in common? A: Their jobs all depend on being able to accurately answer the question, ‘What’s going to happen tomorrow?’. It’s a tough ask, and in many ways, sales leaders have the most difficult time of them all when predicting the shape of tomorrow. Unlike meteorologists or economists, their industry doesn’t use data as the bedrock of forming their forecasts.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Alice Heiman
SEPTEMBER 9, 2021
On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Jon Ferrara, CEO of Nimble. He was originally the CEO of a company called GoldMine, a program that was the pioneer of CRM solutions. After selling GoldMine for $125 million dollars Jon took a 10 year break to be present with his family. Learn how the #CEO of @nimble created #salessuccess using marketing, personal involvement, and the secret sauce of closing a sale on this episode of #SalesTalkforCEOs with @aliceheiman.
RAIN Group
SEPTEMBER 9, 2021
Referrals are among the top ways sellers get leads and new business, but many struggle with generating them consistently. Often, this is because they haven’t thought about why buyers should refer them. They don’t have a system in place for generating referrals. We know our buyers rely on colleagues, associates, and friends to recommend providers. So when a prospect comes to us via this route, some of the work is already done for us.
Hubspot Sales
SEPTEMBER 6, 2021
A successful career in real estate is rooted in trust — developing a reputation as a knowledgeable, experienced, adept, and attentive advisor and advocate. But how can you project those qualities to your potential clients? How can they know for sure you know what you're doing? Well, one way to get there is through pursuing something known as a real estate designation — a prestigious credential that identifies you as an expert in your field.
Zoominfo
SEPTEMBER 7, 2021
Scenario Towards the end of the month, quarter, or year, sales teams want to get as many deals finalized as possible. To shake loose accounts that need an extra push to close, sweeten the deal by sending gift cards, a direct mail campaign , holiday cards, handwritten notes, buy one/get one offers, or a free 30-day trial. Sending a gift is not only a goodwill gesture to your buyer, it shows your appreciation for their future business.
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Predictable Revenue
SEPTEMBER 9, 2021
A consultative approach to selling is undoubtedly the most effective way to sell, and Simeon Atkins gives us some compelling reasons why. The post Why taking a consultative approach to sales works best appeared first on Predictable Revenue.
Partners in Excellence
SEPTEMBER 5, 2021
I get the chance to preview dozens of books on sales, marketing and business. Most have unique ideas, I always learn from them. Every once in a while one stands out. The Wentworth Prospect by John Smibert, Wayne Moloney, and Jeff Clulow is stunning! When I started on the first page, I was suddenly caught up in a mystery. It was a novel, filled with an intriguing story about “Sue,” and her challenges selling a major deal.
Hubspot Sales
SEPTEMBER 10, 2021
Franchisor-franchisee relationships don't start vaguely and arbitrarily. Establishing a franchise involves more than a handshake, trust, good intentions, and an unspoken understanding of what both parties expect out of their relationship. It requires a record of clear, legally documented protections and obligations to set things in motion. That record is referred to as a franchise agreement.
Zoominfo
SEPTEMBER 7, 2021
Scenario When you release a new product or feature, deploy a pop-up notice within your platform or include an announcement in your newsletter, that explains its usage and benefits, and invites customers to a demo. This will promote product usage, make the relationship stickier, and increase the likelihood of renewal. Consider product demo promotion even if a feature is no longer considered new.
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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.
Bigtincan
SEPTEMBER 8, 2021
Sales enablement is the process of making sales teams able to efficiently move customers through the sales process to the point where the customer can make a buying decision. So gauging whether a sales enablement strategy is effective means answering this question: Is the sales team easily finding the product and training content they need when they need it?
Sales Hacker
SEPTEMBER 8, 2021
The clock starts ticking as soon as a lead engages with one of your marketing campaigns. Timing is everything. If you wait longer than five minutes to respond after engagement, your conversion rate could potentially plummet by 80%. But the average response time for B2B companies (those that bothered to reply at all) was a massive 42 hours— almost two full days.
Salesmate
SEPTEMBER 8, 2021
Having a strong brand presence is essential for every company and marketing plays a vital role in the process. By showcasing your company’s value proposition to the target audience, you’re capturing their attention, hence encouraging them to become your customers. Now, when we talk about the terms like marketing or advertising, the first thought that comes into our mind is of those campaigns that we come across on different channels. .
Zoominfo
SEPTEMBER 7, 2021
We’ve all heard of big data, that nebulous term used to describe a fire hose of information that often overwhelms companies. Big data gained a lot of steam — and hype — in the early 2010s. It was seen widely as a huge resource from which to draw business decisions and plan next steps. On the extreme end, some observers pegged big data to cure cancer by deriving personalized treatment options or to keep vending machines always full thanks to real-time sensors monitoring your candy and chip choice
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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.
Hubspot Sales
SEPTEMBER 10, 2021
If you're looking to start your own business , I'm willing to guess you've already heard this question at least a handful of times: "Are you going to become an LLC, or stay a sole proprietor?". To understand the difference between an LLC and a sole proprietorship, let's start with an example. Let's say I recently started selling hand-carved wooden picture frames.
Bigtincan
SEPTEMBER 7, 2021
If you are in sales, customer success, customer support, or any other customer-facing role, you spend a lot of time speaking with customers. It may be time to elevate your presentation skills. In all likelihood, you are reasonably good at your job and deliver the information required. But. Are you delivering that information in a manner that achieves your desired outcomes?
Gong.io
SEPTEMBER 8, 2021
Unlike bottom performers, superstar reps get bombarded with questions during sales demos. And that changes everything. Once buyers understand the value they sprint through the sales cycle. That means: Faster deal cycles. Better win rates. Higher ACV. And bigger commission. These are the 5 “acts” that winning sales demo scripts follow PLUS 5 examples to follow as you build out your script.
Sales Hacker
SEPTEMBER 7, 2021
In this episode of the Sales Hacker Podcast, we have Moeed Amin , Founder and CEO at Proverbial Door and expert on the neuroscience of trust and decision-making. Join us for a great conversation about how buyers choose sellers, building (or breaking) trust, and common psychological mistakes sellers make. powered by Sounder. If you missed episode 176, check it out here: How to Rock Product Marketing.
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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 Gravy
SEPTEMBER 8, 2021
On this episode of the Sales Gravy Podcast, Jeb Blount, author of Virtual Selling, discusses the power of collecting video testimonials from your customers with film maker and producer Bruce Himmelblau. You'll learn just how easy it can be to grab these short videos and leverage them to close more sales. On this episode of the Sales Gravy Podcast, Jeb Blount, author of Virtual Selling, discusses the power of collecting video testimonials from your customers with film maker and producer Bruce Him
The Center for Sales Strategy
SEPTEMBER 8, 2021
What big rocks should sales managers focus on? What should they be doing or learning right now to ensure success? On this episode of the Sales Leadership Series, Scott Sutherland, VP/Market Manager of the Phoenix Market at Bonneville International, joins host Matt Sunshine to answers these questions and discuss sales and executive leadership tips. Tune in now or keep reading for a brief overview.
Zoominfo
SEPTEMBER 10, 2021
Q: What do sales leaders, meteorologists, and economists all have in common? A: Their jobs all depend on being able to accurately answer the question, ‘What’s going to happen tomorrow?’ It’s a tough ask, and in many ways, sales leaders have the most difficult time of them all when predicting the shape of tomorrow. Unlike meteorologists or economists, their industry doesn’t use data as the bedrock of forming their forecasts.
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