No More Cold Calling
JUNE 25, 2020
How to stop ignoring your best source of new revenue. Remember the Johnny Lee song, “Lookin’ For Love”? The lyrics perfectly sum up the most common B2B lead generation mistakes: “I was lookin’ for love in all the wrong places, Lookin’ for love in too many faces, Searchin’ their eyes and lookin’ for traces, Of what I’m dreaming of.”. Are you looking for your B2B sales leads in all the wrong places?
Understanding the Sales Force
JUNE 25, 2020
You wake up, the sky is blue, the sun is shining, you open the door and it's freezing cold outside. Or there is the opposite of that, when there are thick clouds, it's drizzling, you open the door and it's hot and humid as hell! Things aren't always what they appear to be. In early April, during the earlier stages of the virus-required lockdown, I wrote this article about some of the remote selling challenges that companies were experiencing.
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The Pipeline
JUNE 25, 2020
By Tibor Shanto. “We are living in interesting times, with multiple transformations triggers all present at the same time, all equally intense,” said Robert T. Vanderwerf, Transformation Strategy Leader, KPMG LLP., “When four or five significant drivers are changing at the same time, the business environment becomes highly complex.” I know, you’re thinking, another voice in the chorus of COVID insta-experts offering sage, yet all too obvious advice.
Sales and Marketing Management
JUNE 22, 2020
Author: TIM RIESTERER Sales reps who were selling in person a few months ago are now steeped in a very different (virtual) reality. But how do salespeople feel about remote sales calls versus in-person presentations? Not good. According to our recent industry survey of over 550 B2B sales reps, nearly 70% of salespeople don’t believe that remote selling is as effective as pitching in-person.
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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.
Zoominfo
JUNE 26, 2020
It’s the day of a new product launch. You’ve got butterflies, your team is excited and you know your customers are going to be impressed. Launching a new product stirs excitement for any company, regardless of size. Introducing each new solution is a milestone for a brand’s continuous growth and success. And for that launch’s success, it’s crucial to set goals, plan future steps, and obtain a competitive advantage.
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The Pipeline
JUNE 22, 2020
By Tibor Shanto. There are a lot of blurred lines in business and sales, leading to blurred conversations, and longer sales cycles. One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. You need to accept that prospects are not buyers, which is a good thing for us.
SBI Growth
JUNE 20, 2020
Too often, SaaS companies that have enjoyed growth from expanding markets don’t have the commercial engine needed to withstand competition or weather an economic downturn. Those that lack a scalable framework for organic growth aren’t able to evolve fast enough. On.
Zoominfo
JUNE 23, 2020
In the aftermath of George Floyd’s tragic death, our nation’s collective unrest over racial injustice has skyrocketed. Individuals, establishments, and communities are, one by one, being reexamined, their contributions to the cause being carefully dissected. Many businesses are asking the same question: How can we help? Short-term vs. long-term investment in corporate diversity.
Anthony Cole Training
JUNE 26, 2020
Why do so many of my salespeople fail to perform as expected? It's a loaded question. Or, is it? In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business.
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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.
The Pipeline
JUNE 23, 2020
By Tibor Shanto. Want to split a room of salespeople, just bring up cold calling. Most will tell you it doesn’t work. Which immediately tells you who doesn’t cold call routinely. If they did, they would be singing a different tune. The same tune the minority who doesn’t object to the rewards a little effort can deliver. I understand why people do not like cold calling, I don’t like it either, I just make the connection between my next call and my next beach holiday.
SBI Growth
JUNE 26, 2020
Here’s a channel marketing problem that every revenue-focused marketing leader should have a plan to solve: A sustainable (read: profitable) channel sales strategy must require each partner to sign up for and then meet a revenue target. This is because your.
Zoominfo
JUNE 24, 2020
For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Why? Well, for starters, inbound prospects, by definition, choose themselves as leads. They’ve already gone through the awareness stage of the buyer’s journey. They’ve identified a business problem or opportunity, and after educating themselves on available options in the marketplace, the prospect has identified your company’s solution as a poten
Sales and Marketing Management
JUNE 22, 2020
Author: Kaveri Kalavath Implementing enterprise software has never been easy. And this hasn’t changed, even with software as a service (SaaS) and cloud-based technology. An original promise of SaaS was that it would take the pain away from internal IT personnel and transfer it instead to the technology vendor, which specializes in the thankless job of establishing the optimal hosting environment and maintaining the software for many clients at once.
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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.
Membrain
JUNE 24, 2020
Almost nobody expected 2020 to turn out like it did. At the end of 2019, we were all dutifully making our annual plans for the coming year, projecting revenues, segmenting markets, doing all the things that good sales departments do.
SBI Growth
JUNE 22, 2020
When it comes to Partner Marketing, the main focus, if there’s any focus at all, is often on making sure that your partners have the playbooks, tools, understanding, and marketing funds to sell your company’s products. But how much are.
Zoominfo
JUNE 24, 2020
For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Why? Well, for starters, inbound prospects, by definition, choose themselves as leads. They’ve already gone through the awareness stage of the buyer’s journey. They’ve identified a business problem or opportunity, and after educating themselves on available options in the marketplace, the prospect has identified your company’s solution as a
Sales and Marketing Management
JUNE 22, 2020
Author: Paul Nolan. Under normal circumstances, you may have been able to set a competitive but fair price for your company’s goods or services and stick with it. These are anything but normal circumstances. In a blog post about pricing in the pandemic for marketing research firm Forrester SiriusDecisions, Lisa Singer says companies trying to rebound from the disruption of the COVID-19 pandemic must look for opportunities to offer low-cost or free offerings.
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.
Partners in Excellence
JUNE 24, 2020
When we talk about business, we quickly get to talking about the numbers–revenue, profit, EBITDA, EPS, growth, market cap, market share, customer retention, customer satisfaction, headcount, productivity, inventory, cash flow, assets, liabilities, and on and on. SaaS companies have invented their own versions of the numbers, including ARR, CLV, LTV, CAC, MRR, Churn, and so forth.
SBI Growth
JUNE 25, 2020
How has your market opportunity evolved in today’s world, and how has your organization reacted? You want to align your sales team to the opportunity and ensure that they are equipped to go after the top accounts. If you cannot.
Alice Heiman
JUNE 25, 2020
At many companies, salespeople and marketers focus on products when talking to customers – not business problems. . The challenge is to get your sales and marketing team to focus on your c ust omer ’s business problems. Do this and you’ll hear customers ask the magic question : “Can you do that for me?” . The question “Can you do that for me?
Sales and Marketing Management
JUNE 22, 2020
Author: Paul Nolan Almost half of small and medium-sized business owners (48%) have experienced a severe decline in demand or have stopped operations altogether in response to the COVID-19 pandemic, while 56% have pivoted to a new business model to survive. These statistics are from a survey of more than 1,200 business owners about how the pandemic is affecting entrepreneurial behavior and performance.
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!
Partners in Excellence
JUNE 25, 2020
We get so much about prospecting wrong. We reach out to people who are far outside our ICP, people we should never be talking to, wasting our/their time. We contact other prospects, only to pitch our products and services, ending with, “Are you interested, can I invite you to a demo.” We don’t do our homework, we don’t understand the customer, their challenges or where they might be interested in helping.
SBI
JUNE 23, 2020
Is your Team Ready for Virtual Selling Success in Q3: 5 Key Questions to Ask. Sales teams have faced a long list of challenges this year due to the pandemic. Travel restrictions and meeting cancellations have put quotas at risk. Even with some states reopening, in-person meetings are rare. This has left many teams wondering how prepared they are for Q3.
Babette Ten Haken
JUNE 23, 2020
Do you credibly walk your story talk through every phase of each project? Not only to create a compelling business case or project narrative. End of story. But also, to build strategic relationships throughout the breadth and depth of your own and your clients’ organizations? The never-ending story. Similarly, do you spiel the sales blah-blah-blah long enough to close a contract?
Sales and Marketing Management
JUNE 22, 2020
Author: Paul Nolan The way companies buy and sell from each other looks very different than it did even six months ago. McKinsey & Company created its B2B Decision Maker Pulse , a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories. The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19.
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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
Partners in Excellence
JUNE 22, 2020
Deal review after deal review, I see the same thing. Sales people don’t seem to be managing the process, they are responding to what the customer is doing (or not doing). This is particularly frightening, when one recognizes customers don’t know how do buy, they wander through the buying process, going back and forth, starting and stopping, changing direction, getting lost.
Predictable Revenue
JUNE 22, 2020
On the average cold call, you may have fewer than 30 seconds to give prospects a compelling enough reason to continue engaging with you. How can you even begin to forge a relationship in such a short period of time? The post 5 Tips to Building Rapport on a Cold Call appeared first on Predictable Revenue.
Sales Hacker
JUNE 25, 2020
Even before the uncertainties of COVID-19, Americans were underslept. And there’s a lot of research that shows we’ve been quite unproductive as a result. The current crisis has introduced even more threats to our sleep and productivity. Anxieties keep us up at night , and distractions from working from home , burnout from a lack of boundaries between our professional and personal lives, and the cognitive overload of Zoom are all killing our focus.
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