Sell Integrity
JANUARY 6, 2021
Money and incentives matter, but this year more than ever they’re only part of the sales retention story. Coming off of a tough year in 2020, more employees are feeling burned out and overwhelmed. With the stresses of the pandemic, uncertainty in the business environment, and pressures of working from home and juggling personal and professional lives, we’re all looking forward to a fresh start in 2021.
Zoominfo
JANUARY 6, 2021
Customer relationship management (CRM) systems function as the heart of customer engagement. And if CRMs aren’t already a core part of the customer lifecycle, now is the time to switch. It’s important to reconsider your tech stack when markets shift, and now CRMs are top priority for customer engagement. The future of CRM is in advanced intelligence and mobility, especially with recent pushes toward remote communications. 2020 forced B2B organizations away from tech-focused goals and toward cust
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The Center for Sales Strategy
JANUARY 4, 2021
Congratulations! You made it through 2020, and a new year is upon us. Business is not going to look the same as it did this time last year. The pandemic hasn’t just caused pivots — it’s caused permanent change. But all change is not bad! 2021 presents significant growth opportunities for organizations that can Accept, Adapt, and Accelerate from the lessons this year taught us.
Understanding the Sales Force
JANUARY 4, 2021
Although it's been more than 50 years since Paul McCartney announced the break up of The Beatles, I am fairly certain that regardless of your age and geographic location, you know who The Beatles were and have heard at least one of their songs, even if the one you listened to was recorded by another artist. Most of you probably know dozens of Beatles tunes!
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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.
Mr. Inside Sales
JANUARY 2, 2021
Welcome back to your home office; how do you feel? Overwhelmed? Under pressure already? If so, then you’re not alone. Most company’s sales teams are under immediate pressure to begin accomplishing their new goals and sales targets for 2021. As you speak with your clients and prospects this week, it’s helpful to realize that they are all feeling this same pressure also.
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The Pipeline
JANUARY 5, 2021
By Tibor Shanto. Differentiation is something many companies and sellers seek as a competitive advantage. It’s easy to understand why many buyers may notice or be impressed by something that is not the same again. But many make the mistake that those who misquote Darwin do. While most will mistakenly tell you that Drawing said the strongest will survive.
SBI Growth
JANUARY 2, 2021
Of all the challenges that sales leaders have faced this past year, effectively evolving field sellers into virtual teams has been one of the most difficult to navigate. On today’s show, Mike Carpenter, President of Global Sales & Field Operations at.
Mr. Inside Sales
JANUARY 8, 2021
Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free. In fact, after I adopted this approach, I actually looked forward to making calls! Imagine that….
Zoominfo
JANUARY 8, 2021
All eyes are on you, Marketing Manager, to feed the sales team ready-to-close leads. But how do you find leads and prime them for buying? Welcome to lead generation marketing. What is Lead Generation Marketing? Lead gen marketing is what businesses do to attract ideal customers. Your content marketing — think blog posts, email sequences, and whitepapers — nurtures the target lead, getting them interested in your product or service.
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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.
No More Cold Calling
JANUARY 5, 2021
Join me for my first monthly broadcast. It’s a new year and time for a fresh approach to sales. That’s why I’m introducing Back in the Black , my new monthly sales TV show on the Sales Experts Channel! It’s a way to learn about short, fun, and insightful topics. Think of it like watching the news. You get what you need in 30 minutes and move on.
SBI Growth
JANUARY 7, 2021
CMOs are shifting their investment mix to meet the needs of an increasingly digital buying environment. One of the primary ways they’re doing this is by doubling down on Account Based Marketing, targeting and delivering customized programs to the accounts.
John Barrows
JANUARY 4, 2021
Morgan Ingram joins John this week to discuss the ups and downs of what could be called one of the strangest years in history. What changed, what did we learn, and what will be different this year? We’ve accomplished a lot in the face of adversity and we wouldn’t have been able to help as many people were in not for you our loyal audience. Thank you for sticking with us!
Zoominfo
JANUARY 5, 2021
What happens when your most important go-to-market machines sync up? You fuel your CRM with powerful deal-making data. For many companies, ZoomInfo serves as the information engine that powers how they go to market. With this intel, you can: Identify and target your best prospects Access up-to-date company and contact information Prioritize leads Close more sales.
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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
JANUARY 6, 2021
Research shows that most New Year resolutions are abandoned within the first three months. In fact, if you made a resolution and have stuck to it firmly after even just a few days, you’re already ahead of a large portion of resolvers.
Partners in Excellence
JANUARY 3, 2021
Some readers will suggest I’m playing with words, I don’t mean to be. I’m playing with your mindset, hoping you consider a different perspective. We use a lot of words to talk about the function of sales. We focus on the organization, the various jobs and things that exist within the sales function. When we focus on sales, we focus on that function and how it works most effectively and efficiently.
Engage Selling
JANUARY 8, 2021
The big mistake repeated far too often by sellers throughout the global pandemic—and in any period of abrupt change—is believing that if you wait long enough and keep on working the way you always have, things will eventually get back … Read More » The post Your Success Mindset in Uncertain Times first appeared on The Sales Leader.
Force Management
JANUARY 5, 2021
Proof Points are a critical component to the sales process. They provide proof that you do what you say you can do. The more they’re aligned to your buyer through industry, problem or positive business outcome, the more effective they’ll be. Sales organizations that have a process for developing and maximizing the effectiveness of their proof points are able to leverage this important tool in a way that creates and preserves value in the sales process.
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.
Nimble - Sales
JANUARY 4, 2021
While eCommerce is one niche that’s really strengthened its positions and proven its worth under the weirdest of circumstances of 2020, SMB has been hit hard. Many of the shops, cafes, and venues have taken a hit during the bizarre year. Nimble decided to answer the burning question of thousands of SME owners: How to […]. The post How To Build Sales Funnel For Small Business: Attract.
Partners in Excellence
JANUARY 6, 2021
As we look at complex B2B enterprise level solutions, without a doubt, they are complex. When a customer talks to us about our solutions, we can always solve their problems, but as we look at proposing a solution we pummel the customer with endless questions, “How many people will need this, what are the other systems/processes we must interface with, how should we customize the solution to your specific needs, what are the average loads/utilization, what are the peak loads,… ”
Showpad
JANUARY 8, 2021
Looking back on a pandemic-driven year, we learned a lot about remote selling, virtual selling and engaging via video. For some organizations this wasn’t really new, apart from the fact that it was the only way to interact with prospects and customers. For others, it was a bigger challenge as they had to get used to a practice they didn’t focus on before the crisis.
Hubspot Sales
JANUARY 6, 2021
You've established the various stages of your sales process. You know how the typical prospect goes from an email address in your CRM to a paying customer. You've trained your salespeople on the key actions required to move prospects from stage to stage. But how do you know if it's actually working? What factors should you be taking into account? And if it's not functioning as well as you'd like it to, how can you improve it?
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!
Anthony Cole Training
JANUARY 7, 2021
Hiring sales talent is often a costly, difficult, and time-consuming task. However, it's mandatory in order to grow an organization and sales team. In this blog, we discuss how to identify top talent and minimize hiring mistakes by following a 4 step process.
Sales Gravy
JANUARY 8, 2021
On this episode of the Sales Gravy Podcast, Jeb Blount (Virtual Selling) and Matthew Pollard (The Introverts Edge to Networking) take on networking for introverts. One of the biggest myths about networking is that to be an effective networker you need to have the “gift-of-gab" and be an outgoing self-promoter. The truth is, it's just the opposite. In fact, introverts often make the best networkers.
RAIN Group
JANUARY 6, 2021
A lot goes into successful prospecting: targeting, offers, outreach, personalization, research, follow up, and more. At the RAIN Group, we’ve found the most effective way to prospect is using the WAVE method : Having a W inner’s mindset. Deploying a strong A ttraction Campaign. Offering great V alue. E xecution.
Hubspot Sales
JANUARY 5, 2021
Have you ever wanted a peek inside the mind of a top salesperson? Although every rep has their own unique selling style, strategy, and process, their mindsets are surprisingly similar. That might be because, as HubSpot sales director Dan Tyre often says, “Success in sales is 90% mental.”. With the right attitude, you can win business in seemingly impossible situations.
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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
Zoominfo
JANUARY 8, 2021
2020 was a disruptive year for everyone and everything. For those who love to travel, for instance, the year forced plans to come to a quick and indefinite hold. For businesses, the majority of their plans have also shifted or changed entirely. Interestingly, many companies who’ve caught the travel bug in the form of business expansion projects — both within the U.S. and globally — appear to have largely maintained those goals.
Engage Selling
JANUARY 8, 2021
Here we are in a new year, let’s reflect a little on what sales lessons were learned last year. One of the best ways to create success in sales is by learning from the lessons you’re provided. All of us … Read More » The post What Sales Lessons Were Learned? first appeared on The Sales Leader.
Predictable Revenue
JANUARY 7, 2021
After years of experience, Kim has learned a thing or two about working cross-functionally within a large revenue org, and how to wrangle rogue SDRs. The post Strategic Alignment: Driving Communication, Cohesion, and Adoption across Sales and Marketing appeared first on Predictable Revenue.
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