Zoominfo
NOVEMBER 3, 2020
Interesting tidbit: The probability of selling to a new prospect is 5–20%. The probability of selling to an existing customer is 60–70%. In 2020, with businesses in turmoil, many have shifted to focus on growing accounts by upselling more services and cross-selling new product lines. Repeat and loyal customers are more critical to a company’s success than in financially stressful periods.
The Center for Sales Strategy
NOVEMBER 4, 2020
Do you remember projecting 2009 revenue as we stared into the abyss of the Great Recession? We all knew it was coming as it started with plenty of notice in the Fall of 2008. Many businesses projected negative sales growth, while others simply would not accept it. The organizations that intentionally gave their teams over the top numbers to hit lost a lot of ground on annual long-term business and blew Q1 because they demanded so much more than what the market would bear for them.
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Membrain
NOVEMBER 4, 2020
I wonder what would happen if we could aggregate all the time we spend clicking around inside our various sales apps, or between sales apps, and measure it. How much time would it add up to?
The Pipeline
NOVEMBER 3, 2020
By Tibor Shanto. There is no doubt that VALUE is central to sales success. Buyers are looking to maximize value, vendors are focused on delivering value, value, value. Yet, most sellers do not have a clear and – actionable definition for value. This has held back the quality of conversation and may explain why some sales take as long as they do. Unlike roses, it’s not just value, by any other name.
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.
SBI Growth
NOVEMBER 4, 2020
In a world of uncertainty, market leaders are sure which customer touchpoints require prioritization. As a result of a highly volatile year, has your customer journey map been altered? As a sales operations leader, you must be confident in your.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
NOVEMBER 5, 2020
How important is it that you or your sales team close more business, more quickly at higher margins?
The Pipeline
NOVEMBER 2, 2020
Sales Scrum Episode #23 – Guest Alice Heiman. Alice Heiman is the Founder of Alice Heiman, LLC. Alice is recognized by Forbes.com, as being among the world’s leading experts on the complex sale. and originally, from the widely known Miller Heiman Group, she works with owner-led companies with a B2B complex sale to build their sales organization. And today she shares the opportunities available to owner-led companies, especially in changing times.
SBI Growth
OCTOBER 31, 2020
For market-leading software companies, the changing economic conditions have had a positive effect on the bottom line. But this has not been without their fair share of challenges, especially for those facing a high growth environment.
Zoominfo
NOVEMBER 5, 2020
At ZoomInfo, we see a future where our software and intelligence power a closed-loop go-to-market cycle from data, to decision, to action. A time where our customers are less reliant on heroic outlier performances, and more grounded in a scalable, predictable approach fueled by data-driven enablement, orchestration, and execution. Whether you are an outbound seller cold-calling new accounts, a customer success manager preparing for this month’s renewals, or a marketer running a targeted email or
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.
Understanding the Sales Force
NOVEMBER 5, 2020
I experienced a number of firsts this week!
John Barrows
NOVEMBER 2, 2020
On this week’s episode we’re talking with Scott Yorke of Proposify. Proposify does a great job of recognizing exemplary employees because of the positive impact they have had on the team and Scott is talking to us today about the impact he’s had. 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 4, 2020
We talked a bit about how Zoominfo focuses on growing from within. We hire promising SDRs with all different backgrounds and have them selling at the top of their game in under a year. Today, we want to dive a bit deeper into what happens next. What does the career path look like for these promising SDRs? . For lots of sales professionals that seem to suit a management path, a Team Lead position is usually the next step.
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Mr. Inside Sales
NOVEMBER 2, 2020
I’d like to revisit an objection and give you, once again, the scripts to deal with it. I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back. Here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…. Response #1: “I understand, and that’s perfectly OK.
Sales and Marketing Management
NOVEMBER 2, 2020
Author: Charles Brennan Jr. In a previous article, I talked about self-reflection and taking inventory of one’s skill set. Specifically, what skill we possess today that has already or will soon become obsolete; and what skill we need to improve upon or develop to replace the lost skill. Both are essential to navigating the current environment. But taking a deeper dive, let’s also look at how today’s reality requires we reevaluate how we build and maintain interpersonal relationships where we c
Membrain
NOVEMBER 1, 2020
Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology.
Zoominfo
NOVEMBER 3, 2020
It seems weird that the recruiting and hiring processes can often feel so impersonal, especially when it involves highly personal, highly human decision making. Yet in the sea of job descriptions and generic recruiter emails, it all starts to feel a little ingenuine. So how do we make recruitment personal again? What Is Personalized Recruiting? Personalized recruiting refers to the process of creating more detailed, tailored hiring and recruiting processes into your overall hiring strategy.
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.
Force Management
NOVEMBER 4, 2020
Remote selling, buying, prospecting and training is here to stay. Even as lockdowns and restrictions loosen, B2B buyers continue to embrace, but also seem to prefer, remote interactions over face-to face meetings. That’s according to new research just published by McKinsey. At Force, we’ve found similar trends. Elite sales leaders are analyzing how well they’re supporting their salespeople in the remote environment, and making strategic changes to drive continued success or improve numbers.
Sales and Marketing Management
NOVEMBER 6, 2020
Author: Nick Chasinov The ongoing COVID-19 pandemic has left millions unemployed, as businesses in nearly every industry have been forced to close up shop – and many won’t be reopening. Despite the economic damage this crisis has caused, it has also created opportunities, especially for marketers. Agile marketing teams have moved quickly to engage the public with empathetic messages on behalf of consumer-facing brands, and though they received some criticism for sounding repetitive , their effor
Partners in Excellence
NOVEMBER 3, 2020
We measure a lot of stuff in sales. We have all sorts of pipeline metrics, activity metrics, prospecting metrics, account, territory, retention, renewal, mix, margin, and endless other metrics. We have an entire alphabet soup of metrics, including MQL, SQL, ARR, ACV, TCV, NPS, MRR, LTV, CAC, Churn, and XYZ (OK, I made that up—I think). We couldn’t manager our personal or organizational performance, without metrics, though, I’ve observed we tend to have too many metrics, and tho
SBI
NOVEMBER 1, 2020
SalesTech Video Review: Turtl. Easily create personalized versions of all kinds of documents – from sales brochures to proposals – to make a deeper impression on your prospects. The key is that sellers can edit core content in master documents to personalize before sending, while keeping every document on-brand and on-message. Help your salespeople stand out from the crowd, grab prospects’ attention, and make a big impression with their proposals.
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!
Mr. Inside Sales
NOVEMBER 6, 2020
Nobody likes rejection, and fear of being rejected, of being unsuccessful, is what causes sales reps to avoid picking up the phone; it causes them to send emails instead of having a conversation with prospects. The solution to this is to reframe rejection. And here’s how—answer this question: how many calls do you need to make before you speak to a potential prospect?
ValueSelling
NOVEMBER 3, 2020
How do you have a conversation with a prospect that focuses on value, rather than the “P” word – price? We all understand that price will be a consideration when making a purchase, but when you compete solely on price, you’ve pigeon-holed your offering as a commodity. The first step to competing on value is to make sure your solution is differentiated in the buyer’s mind.
Nimble - Sales
NOVEMBER 2, 2020
Email marketing is, without a doubt, one of the most effective strategies for companies to promote their products and/or services. It offers a return on investment (ROI) of 28.5 percent, which is four times higher than that of direct mail. When it comes to value, hosts of studies have established that businesses earn $44 for […]. The post 5 Tips To Improve Your Email Marketing Overnight appeared first on Nimble Blog.
Hubspot Sales
NOVEMBER 4, 2020
Not everything is meant to be. Sometimes, you might find yourself pursuing something that doesn't materialize — no matter how badly you want it to or how hard you try. Not every minor league baseball player makes it to the MLB. Plenty of scientists dedicate a significant portion of their careers studying a potential chemical reaction — only to find it's not actually possible.
Speaker: Jennifer Hodroge, Omni-Channel Strategic Leader, Forrester CX Certified
Marketers know that personalization is the key to engagement—but with limited budgets and time, how do you prioritize what, where, and how to personalize? Aligning your content, campaigns, and buyer experiences requires a deep understanding of customer needs. In this new webinar with expert Jennifer Hodroge, we’ll explore how to leverage insights and customer journey mapping to build personalization strategies that deliver real impact.
The Center for Sales Strategy
NOVEMBER 3, 2020
For some, the benefits of working from home are plenty. However, working from home is not for everyone, and experts say there are potential negative side effects to consider, such as feelings of isolation, loneliness, and disconnect. It’s estimated that 46% of employees don’t know what to do after a meeting — leading to confusion, frustration, and unproductivity.
Allego
NOVEMBER 5, 2020
It’s the ninth inning of 2021. How are you going to meet your year-end goals? Time to get enough quality touchpoints with the prospects you’ve been dripping on all year. But do you have the resources to do so and are your client-facing teams up to speed for a final push? Senior leadership must plan how to help wholesalers stay in touch with clients and keep growing—for the next quarter and into the future.
Zoominfo
NOVEMBER 5, 2020
At ZoomInfo, we see a future where our software and intelligence power a closed-loop go-to-market cycle from data, to decision, to action. A time where our customers are less reliant on heroic outlier performances, and more grounded in a scalable, predictable approach fueled by data-driven enablement, orchestration, and execution. Whether you are an outbound seller cold-calling new accounts, a customer success manager preparing for this month’s renewals, or a marketer running a targeted email or
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