Anthony Cole Training

MARCH 16, 2020

In this blog post, we pray for the health and safety of those at risk or sick during this time in human history.

How To 226

How To Hiring Sales Insurance 226

The Pipeline

MARCH 16, 2020

By Tibor Shanto. “Starve your distractions, feed your focus.” — Daniel Goleman. I had to sit back and think hard about how to jump into the stream of pundit babble about COVID 19. We must acknowledge the reality of the event, and the impact on our families, friends, colleagues, clients, employees and the business. While the world around us has indeed altered, our reaction can and should, extend from our current sales approach and process.

Objections 310

Objections SME Lead Rank Lead Scoring 310

Connect2Sell

MARCH 18, 2020

These are the questions buyers ask themselves about sellers. These back-of-the-mind questions influence buyers’ decisions to meet with you and buy from you.

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Influencer Buyer Meeting Sales 345

SBI Growth

MARCH 19, 2020

CoVid-19 is creating an unprecedented situation. In the short history of Customer Success, we have not seen a crisis of this magnitude. Even those of us that are tenured, and have the gray hair to prove it, don’t have another.

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Customer Leads Marketing Qualified Lead Marketing 270

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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

MARCH 16, 2020

Given the current circumstances - a Global Pandemic and an economy where so many industries have been shut down or compromised - selling value will be more important than ever. The result of selling value is that you are able to win the business despite not having the best price. But when we talk about selling value, what does it really mean? One sales expert who reached out to me last week was worried that when we are focusing on the Value Selling Competency, uninformed salespeople interpret th

Industry 348

Industry Opportunity Company Consultative Selling 348

SBI Growth

MARCH 17, 2020

With the uncertainty of CoVid-19 looming over your market and your customers’ markets, are you finding your already taxed forecasting processes are reaching their breaking point or leaving you with more questions than answers?

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Forecasting How To Marketing Customer 305

The Center for Sales Strategy

MARCH 18, 2020

Years ago, companies gave little to no thought to pre-boarding — engaging with a new hire between the time they accept your offer and their first day. Once a candidate was hired, they were given a firm handshake and a start date. As a relatively new concept that often gets confused with the traditional onboarding process , pre-boarding is completed before an employee’s first day and includes informal interactions between the company and the new hire.

Retention 79

Retention Relationals Company 79

SBI Growth

MARCH 16, 2020

These are unprecedented times. When we published our Q1 Research, we saw some warnings on the horizon that could lead to a recession. CoVid-19 and our society’s response has been a larger and faster shock to the system than anyone.

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Marketing Research System Leads 207

Zoominfo

MARCH 17, 2020

In just a few weeks, the novel coronavirus COVID-19 has become a globe-wide pandemic and changed our lives in fundamental ways. Naturally, a health crisis of this magnitude has also turned the business world on its head. No matter what industry you work in, you’ve likely been a part of these changes. Maybe your entire office […].

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Cancellation Leads Marketing Qualified Lead Industry 225

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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

Mr. Inside Sales

MARCH 16, 2020

“We’re just not doing anything until this virus situation is settled…”. Sound familiar? It should. You probably get this objection, or some version of it, every day now. And for good reason. We’re all in unchartered territory now. Some of you reading this are working from home—a whole new challenge—some stores and companies are closing for now, and freeways as clear as they were in 1965 (see, it isn’t all doom and gloom.).

Objections 169

Objections Face-to-face Inside Sales Gatekeeper 169

Sales and Marketing Management

MARCH 19, 2020

Author: Michael Dehoyos Artificial intelligence (AI) is increasingly involved in every industry and aspect of our lives. In most cases, we have not yet reached the widely discussed point where AI is replacing humans, but it is helping a lot of companies across a broad cross-section of industries accomplish tasks more efficiently and effectively. How AI can help with sales is less defined.

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B2B Ideal Customer Profile Analysis Data 156

SBI Growth

MARCH 20, 2020

An executive team sits in front of their computers watching the concerned and, in some cases, confused faces of one another. They have completed the gut-wrenching discussion about who stays and who goes, either permanently or temporarily, to provide some.

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Face-to-face Ideal Customer Profile Channels Retention 305

Grant Cardone

MARCH 17, 2020

I have been planning for an economic correction for some time now and been very verbal about it. I have clearly stated on all of my social platforms the stock market was greatly due for a correction, warning friends, family, and investors at Cardone Capital to avoid investing in businesses and industries based on discretionary spending and invest only in instruments that are. a) necessary. b) real assets. c) produce cash flow.

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Real Estate Banking Positioning Follow-up 174

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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

Mr. Inside Sales

MARCH 20, 2020

In my continuing blog series on how to handle the stalls, objections, and real-world situations in sales caused by the Covid-19 pandemic, below you’ll find some suggested email responses to situations you may be running into. Couple of things to remember about this challenging time: Don’t pressure people right now. The challenges your prospects are going through are the same ones you are.

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Face-to-face Call-back Objections Gatekeeper 157

Gong.io

MARCH 19, 2020

Career shift? New sales model? Sales team temporarily grounded? There’s no shortage of reasons to make the case for moving outside reps to inside roles. Here’s what you – aka sales professionals – need to know to make the switch. . And keep knocking your number out of the park. #1 Master the Online Demo. It’s the ultimate test to becoming a world-class inside sales rep. .

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Inside Sales Field Sales Quota Call-back 153

SBI Growth

MARCH 14, 2020

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

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Company Marketing Segment Strategy 207

Julie Hanson

MARCH 20, 2020

My first job was selling advertising for KBPI (Rocking the Rockies for 50 years!) In radio, your success was closely tied to your ranking in the quarterly audience ratings. Buyers who controlled the biggest media budgets would often only buy the top two or three stations in a particular demographic – no matter how much value-added you provided.

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Demographics Advertising Advertising Conference 147

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

Nutshell

MARCH 18, 2020

Everything you need to know about getting your content picked up by search engines (and humans). “Content is where I expect much of the real money will be made on the Internet, just as it was in broadcasting.”. Bill Gates , Content is King (essay). Content marketing is the strategy of creating helpful, valuable, and relevant content, in order to build a following based on trust.

Top of Funnel 139

Top of Funnel Engineering Google Analytics Google 139

Gong.io

MARCH 16, 2020

The future of work is uncertain, but one thing is clear: the end of quarter will be remote. The bad news: quotas aren’t going down. The good news: the principles behind managing a team are the same whether they’re in the same room… or remote in their living room. We put together a few no-bs tips, and pointers on how to implement them, to home-deliver some of that bullpen energy your team might be missing. . #1 Make Pipeline Reviews Strategic.

Strategy 145

Strategy Hiring Call-back Handbook 145

Alice Heiman

MARCH 18, 2020

When sales teams struggle , I like to investigate three critical aspects of their sales strategy. . Market Position. Ideal Customer Profile . Value Proposition. A strategy that helps you hit your revenue target consistently always includes the above elements. Specifically, you need to understand your market position, identify your ideal customer, and define the right value proposition. .

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Ideal Customer Profile Demographics Webinar Metrics Segment 136

Predictable Revenue

MARCH 19, 2020

To achieve exponential growth, a consistent source of predictable opportunities is needed. That source is outbound sales. Tom talks about how he sources and closes leads on every salesperson’s favorite social media site, LinkedIn. The post How to turn 100 LinkedIn profiles into 10 meetings with Tom Abbott appeared first on Predictable Revenue.

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LinkedIn Meeting Social Media Outbound 133

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

Anthony Iannarino

MARCH 17, 2020

The time for you to start climbing out of the hole that you find yourself in is now. There is no benefit from waiting to begin your recovery. It doesn’t help you to wait until things settle down, watching them get worse, feeling a sense of dread, allowing yourself to be disempowered by events. Take Back Your Power. When events and circumstances beyond your control derail your goals and plans, the fact that you can do nothing about the root cause of the challenge can make you feel as if you have

eBook 138

eBook Face-to-face Lead Rank Lead Scoring 138

Hubspot Sales

MARCH 16, 2020

Before I started working remotely, I was slightly uneasy. I was worried about not being productive, feeling isolated, and not having a good space to work from. It turns out, these fears weren't unique. In fact, according to HubSpot's 2019 Remote Work Report, communication with co-workers, feelings of loneliness, and overworking are challenges that remote workers face daily.

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Hubspot SalesForce Hiring How To 137

Sales Hacker

MARCH 18, 2020

In sales, it’s normal to deal with slow seasons, bad seasons, and horrible seasons. But none of those compare to the current situation. The COVID-19 outbreak has been hitting the world where it hurts since February, ultimately affecting our lifestyles, our plans, and, naturally, our businesses. This is a lot to take in and adjust to. What to expect?

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B2B Tourism Face-to-face Skype 135

Engage Selling

MARCH 20, 2020

With everything going on the world with coronavirus, remember that it’s not time to stop selling! I understand at the moment, depending on where you are in the world, your situation may not allow for selling like you normally do.

Prospecting 129

Prospecting Sales 129

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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

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SocialSellinator

MARCH 19, 2020

Many people use digital marketing and social media marketing interchangeably. They believe that engaging in different social media platforms is digital marketing, but this is just a part of it.

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Social Media Media Marketing 133

Membrain

MARCH 18, 2020

Every great salesperson knows that a bad assumption can kill a deal. Assume that the buyer understands the cost of not acting. Assume that the buyer understands the benefits of your offering. Assume that they know where to find the budget for your solution. Assume that there's one primary decision-maker.

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Decision Maker ACT How To Buyer 127

SalesLoft

MARCH 20, 2020

Guest post by Scott Leese, CEO & founder of Scott Leese Consulting , and founder of The Surf and Sales Summit. You’re home now, not in the office. Remote work is here for the foreseeable future. You’re used to having people right next to you to get advice. Or you’re used to coaching your team on the sales floor. Now you need to engage everyone from afar.

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Scale Gatekeeper Churn Quota 131