Membrain
DECEMBER 13, 2020
One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we have failed to identify all the key stakeholders or to understand how to get them all to support our approach.
Zoominfo
DECEMBER 16, 2020
As adoption rates in Customer Relationship Management Software (CRMs) continue to rise, a (data-driven) gap in usefulness and effectiveness is very clear. Let’s start with a reminder: CRMs have a purpose. Without question, the functionality within CRMs, particularly Salesforce, can create a 360 degree view of the prospects and customers alike. Yet there are some professionals out there that don’t take that statement as true.
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SBI
DECEMBER 15, 2020
4 Ways Tech Can Support Sales During Conversations (Not Distract). December 15, 2020. By Hans Fuller, CEO StorySlab. Now that sales conversations have evolved, and gone more and more digital, there are dozens of types of technology that can support us and make our conversations even stronger. But technology can also be a key distractor from the focus of discussions if we’re not careful, especially now that sales teams are using much more technology during the sales cycle.
SBI Growth
DECEMBER 15, 2020
Traditionally, B2B sales teams are mostly dominated by men. Though female sales reps earn a base pay of 33% lower than male reps, women are still paid higher at a commission rate. In fact, 86% of women achieved their set.
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.
The Pipeline
DECEMBER 14, 2020
By Tibor Shanto. A Note about Sales Scrum. Sometimes things work out, at times they don’t; but it is when you achieve both that things get interesting. And so it is with our podcast Sales Scrum. We kicked things off in February, minutes before COVID announced itself, with little more than the goal of exploring sales in a unique way. And for the most part, I think we achieved that, with an A for effort.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Mr. Inside Sales
DECEMBER 18, 2020
Have you read “A Christmas Carol” by Charles Dickens lately? Seen the movie? I once had a chilling reminder of the bad “Ghost of Christmas Future,” that I narrowly avoided all those years ago. This is a cautionary tale, and I highly recommend you take a moment to read it: One bright Monday morning, I was on my way to meet with a new client when I stopped at Starbucks for a cup of coffee.
SBI Growth
DECEMBER 16, 2020
CMOs commonly struggle with talent issues across marketing functions, more so than their counterparts in sales. Being the benevolent leaders that they are, CMOs often explain this as a consequence of marketeers requiring deeper role specialization, technical skill requirements, data.
Sales and Marketing Management
DECEMBER 14, 2020
Author: Lincoln Smith The modern world asks a lot of B2B business owners. Between long-term evolution like the digital transformation and (hopefully) short-term disruptions such as economic downturn or the coronavirus pandemic, it’s a lot to navigate. As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world.
Anthony Cole Training
DECEMBER 17, 2020
Finding and hiring great sales talent is difficult. There are many characteristics you must ensure a candidate has in order to be successful with your organization. However, there are a few key attributes you need to look for during the interview process to increase you likelihood of hiring success.
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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.
Mr. Inside Sales
DECEMBER 12, 2020
In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” I thought I’d repost it for you: 3 Keys to Dealing with Difficult Prospects. I listen to a lot of calls each week that my clients send me.
The Pipeline
DECEMBER 15, 2020
By Tibor Shanto. As we head into 2021 there are a number of challenges and more opportunities for professional sellers. While the ability to adapt and evolve is key in times like we are presented these days. And so is the need and ability to apply the fundamentals, albeit with a new twist. Below are four specific steps you can take to a better 2021.
Sales and Marketing Management
DECEMBER 14, 2020
Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story.
Zoominfo
DECEMBER 15, 2020
The holidays are here, and the new year is just around the corner…. Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. Integrating holiday energy with your B2B efforts typically increases chances of revenue success. And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams.
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.
Partners in Excellence
DECEMBER 18, 2020
I was doing a deal review. We were in the final stages of closing a big deal. The team had worked really hard. It’s the end of the month/quarter/year. They not only wanted the deal, but they needed the deal. Then it happened. The customer says, “We are almost there, but we’ve hit a roadblock…… ” I won’t go into the details, but the customer presented a fascinating discussion.
Alice Heiman
DECEMBER 16, 2020
What is a Mutual Action Plan? . A Mutual Action Plan (MAP) is a coordinated, strategic plan that smooths the way for buyers to make a purchase from you. . This is a living document, created by the seller’s team with buy-in from the customer, that all parties use to define exactly what needs to happen, by wh en to get the deal to close. .
Sales and Marketing Management
DECEMBER 18, 2020
Author: Staff Meg Scales is chief marketing officer of SlickText , which helps businesses market through short message service (SMS), aka text messages. In this Q&A, she speaks to the effectiveness of text messaging incorporated into events, virtual or live. Q: What do you think corporate events are missing, now that they’re online? Event organizers are doing an excellent job of trying to recreate interactive sessions, networking cocktail hours and dinners.
Zoominfo
DECEMBER 17, 2020
What do you do when all your plans fall out from under your feet? After a big deep breath and maybe a (couple) of beer(s), we adapt. It’s what humans do best and this year that effort took center stage. We are used to celebrating big moments with our friends and colleagues. We love the energy in the room when we sign a new client. We thrive on the thrill of that “deal closed” handshake.
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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.
Partners in Excellence
DECEMBER 16, 2020
Every day, three times a day, I go through my inbox—both email and social channels. Every day, particularly in the social channels like LinkedIn, I am inundated with invitations or requests much like the following: I would like to see if there is a possibility for you to join a free demo to show my and incredible service to help B2B marketing departments with data driven marketing campaigns.
Membrain
DECEMBER 16, 2020
Empathy gets a lot of lip service in sales circles. We talk about how to transform sales with empathy. The importance of empathy in coaching. Whether some people have a sales advantage due to natural empathetic abilities. And the role of empathy in AI’s ability (or inability ) to support or even replace salespeople.
Sales and Marketing Management
DECEMBER 14, 2020
Author: TIM RIESTERER Sales training and enablement leaders, it’s time to level up. Buyers are searching for more information on their own. That means they are engaging with your content further down the funnel. As a result, your content can’t be just a companion to a sales-led customer conversation?— it needs to be able to stand on its own, address your buyers’ big questions, showcase your unique value and motivate action.
Zoominfo
DECEMBER 16, 2020
As news of successful COVID-19 vaccine trials began to surface in October, businesses responded with increased interest in virus topics related to the workplace. While COVID-19 testing garnered strong attention from companies, health screenings roared ahead in interest from September to November, suggesting that this less costly measure may prove more popular for employers, according to data from ZoomInfo.
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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
DECEMBER 16, 2020
If you’re struggling as the year comes to a close, you’re not alone. Ask any salesperson if they’ve had a tough 2020, and you’ll get a resounding “ Yes.”. From the sales floor to the makeshift home office set up, salespeople of all kinds in all industries have faced a myriad of challenges and roadblocks this year. I interviewed seven sales leaders from across the country to better understand how they overcame the challenges of 2020, what challenges they expect to encounter in 2021, and how they
John Barrows
DECEMBER 14, 2020
Our guest this week is Vrahram Kadkhodaian, President and CEO at PROLIFIQ. John and Vrahram take a deep dive into the 5 factors of agility in sales and how each one helps a sales team think on their feet, aid in their company’s growth, invest in their personal and professional development, and ultimately impact change, not only for their own teams, but also for their prospects and customers as well.
Sales and Marketing Management
DECEMBER 14, 2020
Author: Paul Nolan Customers will drive the stickiness of virtual sales calls, so sales teams need to recognize how the shift affects their go-to-market strategy. Jess Pingrey of Fit Small Business offers these insights. Buyers are not afraid to make big purchases online. Seventy percent of decision-makers now say they are comfortable making remote purchases over $50,000, and 27% say they would spend more than $500,000 in a fully digital sales interaction.
Force Management
DECEMBER 15, 2020
2020 was a year unlike any other. Many of us are still working through unexpected and unique challenges. The Force Management content team worked to publish content that was relevant and helpful to a sales community that was navigating unprecedented times. Taking a look back, we put together a list of the content that resonated most with our network of revenue leaders.
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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.
Hubspot Sales
DECEMBER 14, 2020
Business growth often comes from internal changes. While these changes are positive and aid in business development, internal teams can sometimes struggle to adapt to new strategies after years of the same processes. As a sales leader, you know how important it is for your sales teams to be ready and adapt to change as it comes. This is especially important since sales performance is often a critical factor in determining how businesses can grow since revenue gives them the means to expand.
Predictable Revenue
DECEMBER 17, 2020
Having worked with many diverse corporations, Claire Chandler has experienced most companies fall apart once they start to scale. As a solution, she created a revolutionary way to align your leaders and teams around a unifying vision that attracts, retains, and motivates the right talent to achieve your mission. The post How to Scale Your Business So It Sells Like a Fortune 500, With The Culture And Agility of a Startup appeared first on Predictable Revenue.
Sales and Marketing Management
DECEMBER 14, 2020
Author: Russell Wurth Although sales kickoffs will look different in 2021, the circumstances give companies the opportunity to plan a truly unforgettable event. The key to a successful remote SKO is tailoring the event to a virtual setting. Likely each employee will be remote, separated from their team members and unable to genuinely connect with them during the event.
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