Zoominfo
APRIL 7, 2020
Workplace services. Compensation. Recruitment. New employee orientation. Human Resources controls a growing piece of the budget. But how do you break in? A sales leader asks an HR chief some pointed questions about the buying process. Read on to see what keeps HR leaders up at night – and what they want sales to know.
MTD Sales Training
APRIL 7, 2020
You know, no-one could have predicted the current situation the world is in, and the effect on the sales world has been nothing short of catastrophic. We’re receiving a relatively large number of enquiries from sales people asking what advice we can offer for those who are still offering products and services, without being able to meet clients face to face.
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Hubspot Sales
APRIL 6, 2020
Whether you specialize in inside sales or are a field sales pro, you have likely picked up a lead or two at an event or trade show at some point in your career. While trade shows can be an effective place to meet and connect with qualified potential buyers, there are alternatives to finding these high-quality leads when attending a live event isn’t in the cards.
Sales 2.0
APRIL 9, 2020
realistic neon text Open on the brick wall. It’s definitely not easy being in sales right now. Deals are stalled in pipelines. People are putting off decision-making until the “end of the crisis”. Some accounts are taking it on the nose. It’s also a very “human time”. We are all having to adapt to new routines. We are just about all worried at some level—worried about getting sick; worried about losing our job; worried about our company going belly up.
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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.
SBI Growth
APRIL 6, 2020
CMOs are in the people business. And that’s no different for B2B CMOs. Your customers, your decision-makers, your influencers—they’re all people. And like you, they’re all set with similar worries: How long will my business be disrupted? Which decisions can wait, and.
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Score More Sales
APRIL 8, 2020
People follow people, not plans. Projections, plans, implementation strategies are all necessary and important for informing the people you lead, but don’t overlook the importance of providing insight on who they’re following.
Mr. Inside Sales
APRIL 10, 2020
I’d like to thank you, my readers, for your kind comments on my blog series: “Handling the Coronavirus Selling Environment. I’ve received some useful pointers that I’ll continue to pass on to you all as well as answer some of your direct questions. Several readers sent in COVID-19 specific objections and stalls they’ve received over the last two weeks, and I encourage you to send in any other questions or difficult selling situations you or your team come across.
SBI
APRIL 8, 2020
Enablement’s Responsibilities: Own, Define, Communicate! Recent studies have shown that (Sales) Enablement is on the rise with over 60 percent of organizations having (Sales) Enablement established in their organizations. There are a lot of general definitions out there describing what Enablement actually does, but there isn’t much insight into how Enablement has defined their actual responsibilities.
The Center for Sales Strategy
APRIL 8, 2020
At the core of every successful workforce management practice is communication. As managers and sellers adapt to this new normal, clear communication and scheduled talk time is more important than ever before. Talk time comes in forms such as: Manager to seller talk time. Manager to key customer talk time. Seller to key and secondary customer talk time.
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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 Sales Heretic
APRIL 7, 2020
The current “Social Distancing” and “Shelter at Home” requirements have resulted in millions of people conducting virtual presentations for the first time. And it shows. Which is understandable. Our first attempts at most things leave a lot to be desired. And virtual presentations have a lot more challenges and elements to be managed than typical [.].
Understanding the Sales Force
APRIL 6, 2020
What a month it's been! Not only how the Covid-19 virus has changed our lives and sent us to work from home, but how we are conducting our businesses from home. Green screens, virtual backgrounds, video calls and meetings, team chats, video team huddles, a blur between days, working hours and relaxing hours, and more. In today's article I'm going off topic so that I can share how we converted Objective Management Group's (OMG) 4-day Boston International Sales Experts Conference for OMG Partners,
Steven Rosen
APRIL 6, 2020
Sales Leadership Roundtable Discussion. I really enjoyed a round table discussion that I facilitated a couple of weeks ago. I had 8 senior sales executives join me for an open discussion. In part 1 of this two-part series, they shared how they have kept their salespeople productive and motivated over the last couple of weeks. We all realized that we are all in unchartered waters.
No More Cold Calling
APRIL 9, 2020
You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. The phone works. It doesn’t crash, and we know how to use it. So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding.
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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.
The Pipeline
APRIL 6, 2020
This Week’s Guest – Laurent Amar. We sat down with Laurent a little before the outbreak of COVID 19, but I think you’ll find his comments and insights useful in the current climate. Laurent Ama r is VP of Sales at CMiC, and a consummate solution seller and leader. Having led and lived through the migration to the cloud, Amar talks with host Tibor Shanto about the difference (and the similarities) of selling in the cloud.
Understanding the Sales Force
APRIL 9, 2020
Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often. The inability to sell that way is nothing - and I mean nothing compared with what I'm going to explain today! For most salespeople and companies, the last three weeks has been an absolute roller coaster. Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to
SBI Growth
APRIL 8, 2020
Even in normal times – and these are not normal times – deal optimization is an opportunity too-frequently overlooked by revenue and sales leaders. CEOs and CFOs see the negative impacts of poorly optimized deals on the P&L – when.
Zoominfo
APRIL 6, 2020
Staffing and recruiting companies have a sixth sense for hot passive candidates. But business development and expanding into new markets might not be second nature. Read on for tried-and-true sales development strategies that staffing and recruiting firms can use today to get more clients.
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.
Sales and Marketing Management
APRIL 9, 2020
Author: Tim Houlihan How important are end-of-month/quarter/year dates for sales revenues? On one level, they’re everything. Deadlines drive activity. On another level, they’re just numbers, dates and made-up deadlines that are creations of our imagination. However we frame them, the undeniable truth is they matter. Sales managers rely on these made-up deadlines to generate urgency and motivation.
MTD Sales Training
APRIL 10, 2020
Have you ever wondered just how good your selling skills actually are? Maybe the only way in the past to determine this is to review your commission or sales figures! But seriously, when was the last time you sat down and benchmarked your skills? Taking a Sales Assessment can give you real valuable insight into what you need to improve upon. There’s always room for improvement no matter how good your sales figures are.
SBI Growth
APRIL 9, 2020
While businesses world-wide have been grappling with the effects of the COVID-19 crisis, few industries have been seeing a surge in demand. Among those who have an opportunity to thrive are industrial markets like transportation and logistics. While market leaders.
Zoominfo
APRIL 8, 2020
If you know your Ideal Customer Profile well, then you’ll be aware of how you can solve their pain points now and in the future. Using an ICP helps identify, source, and prioritize your best prospects – but how do you create an accurate ICP in the first place? Keep reading for our best practices!
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!
Alice Heiman
APRIL 8, 2020
My clients and others in the sales world know me as a sales coach , trainer , and speaker. (They probably also know my dad is Stephen Heiman co-founder of Miller Heiman). But what you might not know about me is: . My undergraduate degree is in elementary and special education. . I taught special education at junior high and several regular elementary grades. .
Membrain
APRIL 8, 2020
Sales managers can be a major multiplier for sales performance, but too often this critical role is overlooked when it comes to training. Not so at Indiana University’s Kelley School of Business.
SBI Growth
APRIL 4, 2020
There’s no denying it – unity, connection, and community are the marquee themes in the COVID-19 business world. Navigating these current challenges has also presented the opportunity to reimagine what is possible from product offerings and new revenue streams to.
Zoominfo
APRIL 9, 2020
As the number of confirmed cases of the COVID-19 coronavirus continues to climb, the strength, durability, and spirit of each and every professional community continues to be tested. As a response, companies large and small have stepped up for their employees. While many companies have taken simple preventive measures like sanitizing the workspace, implementing a […].
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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
Sales and Marketing Management
APRIL 9, 2020
Author: Tim Houlihan Sales managers need to produce results every month and every quarter, yet they know they can’t do the same things in the same way they have always done it. A savvy sales manager is always on the lookout for new practices, new tools, new ideas to deliver additional motivation and focus to the team. Fast Starts, initiated with meaningful Fresh Start dates, can help deliver the best results for the period.
Engage Selling
APRIL 10, 2020
A client once reported to me that the work we did with them last year is creating 35% more revenue to the company than it did in previous years.
SBI Growth
APRIL 10, 2020
The FY20 strategy and planning you completed just a few short months ago had a COVID-19 wrench thrown in which is resulting in the output already being outdated. Segmentation is the most foundational element of any strategic plan. The output.
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