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.
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.
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.
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.
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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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: 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.
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.
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!
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.
Sales Hacker
APRIL 28, 2020
Empathy — that underrated ability to understand the feelings and experiences of others — is finally getting the attention it deserves from sales leaders. You’ve probably noticed sales leaders plastering the idea that we need to embrace empathy all over every LinkedIn feed and in every inbox. In our new uncertain normal , there’s one constant that everyone can agree on… Empathy Is Good.
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.
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.
SBI Growth
APRIL 30, 2020
Shifting the go-to-market model to digital has been a subject on the mind of market leaders for some time, and now it is being accelerated. For better or worse, COVID-19 has been the catalyst for a digital transformation that will.
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.
The Center for Sales Strategy
APRIL 28, 2020
The remote workforce offers opportunities and challenges that we may not have considered when working in a common location. We take for granted proximity to our coworkers and the ease with which we communicate and convey our emotions and intentions. Communication that we had in person tends to shift to digital and allows us to stay connected no matter where we are co-located.
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