Sales 2.0
MAY 1, 2020
Don’t panic. We will return to normalish, at some point. We will start selling at some reasonable rate again, soonish. Budgets will be back in place and buyers will need things, in a little whileish. When all this happens, you may easily forget the lessons of this panic/pandemic. One of these lessons I believe is that big customers are good. Big fish have big wallets.
Zoominfo
APRIL 29, 2020
Events and trade shows are expensive, even if you’re not a sponsor. Even so, they are still one of the best ways to get your solution in front of a crowd of likely prospects: 41% of companies consider event marketing to be their top channel for lead generation. You can find lots of tips online for generating more leads at trade shows and corporate events: spend more money on better real estate on the event floor, spend more money on prizes and giveaways, send more people, etc.
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No More Cold Calling
APRIL 30, 2020
It’s time to get rid of your sacred cows. A young girl watched her mother prepare dinner. She asked her mother why she always cut off the ends of the ham before putting it in the roasting pan. The mother thought about it for a moment and then admitted she didn’t know why. She said her mother always did it that way and told her daughter to phone her grandmother.
Understanding the Sales Force
APRIL 27, 2020
We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working. For most companies, sales is now about generating revenue to survive, as we stare down a whole new way of doing business.
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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.
Sales and Marketing Management
APRIL 26, 2020
Author: Maria Boulden After a series of delays to critical upgrades, the world has blue-screened and is now in the process of painfully rebooting. We don’t know how long the process will take nor which point we are within it. For some, the commercial impact of COVID-19 has meant a surge of demand: consumer products such as toilet paper and toothpaste, cloud services and any company selling products that support a home-based workforce.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Jill Konrath
APRIL 28, 2020
Keeping a positive mindset during these challenging times can be really hard. Especially when top prospects start ghosting you, big opportunities get stalled out, and finding someone new to talk to feels like an impossibility.
Sales Hacker
MAY 1, 2020
Modern enterprise buyers are inundated by sales pitches and presentations that flood their inbox every day. So, how do you make your pitch stand out from the noise? Maybe you can picture a winning sales deck in your head but can’t quite put it into words on the screen. Or maybe you’re doing a lot of things right and just need to figure out what else you can improve.
Hubspot Sales
APRIL 28, 2020
Prospecting emails are the arch nemesis of many sales reps — they don’t enjoy the process of pitching via email, particularly because, these days, people feel more bombarded than ever by their inboxes. That's why many reps have developed tactics for optimizing their email open rates with the help of tools and software — but, another impactful and effective tactic for improving sales email response rate is the use empathy.
criteria for success
APRIL 28, 2020
Looking to motivate your sales team? Now more than ever, sales people need support and encouragement. We've collected some of our favorite quotes on perseverance and success to help you keep your sales team inspired and motivated. We love to share quotes on social media, so we’ve also made them shareable. Click on the Twitter logo next to the text to share any quote via Twitter.
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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.
SBI Growth
APRIL 28, 2020
The modern engineering organization is tooled, skilled, and increasingly experienced in delivering products using Agile methodology. This hard-won transformation required fundamental shifts in the processes by which product is designed, developed, and maintained. Yet the business impact of all this.
The Pipeline
APRIL 27, 2020
Sales Scrum Podcast Episode #7 – Guest Karthi Mariappan. Karthi Mariappan is the Co-founder and CEO of Hippo Video. While video as a sales tool, was very much on the rise prior to current events, COVID has made it a must. While there is no replacement for a face to face or handshake, video allows you to make up for distances, and travel restrictions.
Zoominfo
APRIL 28, 2020
On March 25th, Stewart Butterfield, CEO of Slack, posted a series of tweets containing information about the corporate messaging forum’s recent surge in popularity as a result of the pandemic. “The shift is dramatic,” he wrote, going on to compare the numbers: In 2019, Slack gained about 5,000 net new paid customers in Q3, then another 5,000 in Q4. In 2020, however, Slack gained around 7,000 in just half of Q1 (and another 2,000 a week after that).
Sales and Marketing Management
APRIL 30, 2020
Author: SMM Staff An extended quote about creativity in a crisis is circulating around the internet more in these times. It is most often attributed to Albert Einstein, but there is some debate whether that is accurate. In the end, it doesn’t really matter. The insight is what’s important. The quote states: Let’s not pretend that things will change if we keep doing the same things.
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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.
SBI Growth
APRIL 27, 2020
In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes.
The Sales Heretic
APRIL 28, 2020
Right now is a terrible time for most businesses. Sales have plummeted, doors are closed, and employees have been laid off by the tens of millions. And yet… There’s always a positive in every negative situation. I don’t want to sound like a Pollyanna (because I’m definitely not one), but it’s true. And if you’re [.].
Zoominfo
MAY 1, 2020
Your SaaS product is new! Exciting! It will save future customers time and money! So why doesn’t anyone want a demo? “It’s like trying to schedule a meeting for buying a timeshare!” says Director of Sales Michael Veschio. “Sure, you get free lunch—but it’s an hour of your time, and you’re going to be sold to the whole time. Not worth the free lunch, for most people.”.
Mr. Inside Sales
MAY 1, 2020
Question: When will things get back to normal? Answer: When there is a safe and effective vaccine. Questions: When will that be? Answer: 12 – 18 months, hopefully. Whether you want to hear it or not, you could be working from home for the next 18 months. Oh, I know, businesses are opening, your own company has a “re-open” date for…oops, it’s been pushed back now till May 15th, um, end of May….
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.
SBI Growth
APRIL 29, 2020
In the midst of the COVID-19 crisis, market leaders have been searching for answers on how to approach the challenge of not only protecting the existing revenue base but also and continuing to grow revenue. They are seeking ways to.
Sales and Marketing Management
APRIL 25, 2020
Author: Paul Nolan Are companies less likely to embrace meetings and events or is there a pent-up demand for getting together? When will you feel comfortable flying again? When will you not hesitate to attend a conference where you will file into a room with hundreds of other people? It’s a question without an answer at this point. And when there is an answer, it will likely be different for different people.
John Barrows
APRIL 27, 2020
Learning and continuous development for sales reps is vital. Every prospect interaction is different, it can be hard to remember your training or pick the right approaches every single time. Just-In-Time learning is the closest thing a sales manager can have to getting their sales reps to use their sales training as much, and as regularly as they can.
Mr. Inside Sales
APRIL 25, 2020
Do any of these email responses from prospects or customers sound familiar? “Everything is on hold right now.”. “Due to the circumstances, we just don’t have the budget right now.”. “We’re not making any decisions right now.”. “This just isn’t a good time for us—I’m sure you can understand.”. What all these responses have in common is that they are just common stalls.
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!
SBI Growth
APRIL 30, 2020
What is your sales and marketing organization doing to not only maximize your leads but also put your team in a position to make their number? In my last blog post, The Market Is Uncertain, But Your Demand Gen Strategy.
Hubspot Sales
APRIL 27, 2020
The sales field has a leadership gap in gender representation that is hard to deny. According to Gartner , though women account for 50% of the entry-level sales talent pool, only 30% of senior sales leadership, 23% of sales rep, and 15% of frontline sales manager roles are held by women. Let me start by saying, there are many great experts in the HR and talent fields who spend their entire day focused on inclusivity, particularly as it relates to diversifying our workforce.
Julie Hanson
APRIL 26, 2020
Salespeople and customers alike have quickly risen to the challenge of connecting in a virtual world. But now that customers are being bombarded with Zoom calls both internally and externally, they, like many of us, are experiencing Zoom Gloom*. Zoom Gloom is an unforeseen side effect from being on video call, after video call, after video call – all with an overwhelming sense of sameness.
Anthony Iannarino
APRIL 29, 2020
You can give control of some part of you to things over which you have no control , allowing them to control your mood, your attitude, your outlook, as well as the actions you take—or don’t take—as a result of some external stimuli. Whatever the external trigger, it only has power over you if you allow it. If you are often upset, angry, or consumed by negativity because of externalities over which you have no control, here is how to take back your power.
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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
SBI Growth
MAY 1, 2020
This past month will have lasting implications for years to come. And what will resonate with businesses is how they chose to respond to the COVID-19 crisis. While new executive orders are put in place, and governments contemplate “opening” their.
A Sales Guy
APRIL 28, 2020
Due to the Coronavirus and the shelter in place, we made a quick pivot at A Sales Guy. We created a virtual Gap Selling training course for salespeople. With a price point of $99.00, it was designed to make it easy and affordable for salespeople to access the same training we provide to large sales organizations around the world. It’s been a wild success and its been a blast, but all good things must come to an end.
Zoominfo
APRIL 28, 2020
On March 25th, Stewart Butterfield, CEO of Slack, posted a series of tweets containing information about the corporate messaging forum’s recent surge in popularity as a result of the pandemic. “The shift is dramatic,” he wrote, going on to compare the numbers: In 2019, Slack gained about 5,000 net new paid customers in Q3, then another 5,000 in Q4. In 2020, however, Slack gained around 7,000 in just half of Q1 (and another 2,000 a week after that).
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