Vainu

NOVEMBER 28, 2021

Succeeding in sales in the 21st century is not an easy job. In addition to needing empathy, grit, and drive, you also need to know your potential and existing customers intimately to be relevant at every touchpoint. Sales professionals who leverage sales technology outperform their peers. In this article, we'll introduce you to the eleven sales software categories that we think are the most important for you to be acquainted with.

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Sales Tools Tools Software Software 118

Funnel Clarity

DECEMBER 1, 2021

Virtual sales training has become an extremely popular choice for most sales teams. The shift away from in-person sales training towards virtual sales training was already happening, a trend that was accelerated by the COVID-19 pandemic.

Top of Funnel 104

Top of Funnel Funnel Training Trends 104

SBI Growth

DECEMBER 1, 2021

While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit from showing commitment to the shortlist of growth initiatives that matter most to their annual plans as opposed to shifting gears with the market. SBI Research found that lower-growth companies are 250% more likely to take an agile approach to 2022 planning than their peers.

Benefit 334

Benefit Resources Research Opportunity 334

Sales and Marketing Management

NOVEMBER 29, 2021

If solid sales proposals are the key to getting your foot in the door with new clients (and they are), then why do so many companies take a lackluster approach to responding to requests for proposals and quotes? The post Better Sales Proposals Start with the Right Response Management Technology appeared first on Sales & Marketing Management.

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Proposal Sales Marketing Company 317

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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.

Trends

Understanding the Sales Force

DECEMBER 1, 2021

Have you tried recruiting salespeople lately? It's a lot like it was in 2019, pre-pandemic, only different. From time to time, I help clients recruit for key roles. Unlike recruiters, I don't work on a contingency because I take responsibility for the entire recruiting process from soup to nuts and then the client makes the decisions on who to hire.

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Hiring Sales Leadership Groups Objections 317

Bernadette McClelland

NOVEMBER 28, 2021

I am privy to the secrets of many sales leaders who have reasonable expectations for the performance of their team (aka results) and face the reality of underperforming team members (aka relationships). What to do? When you consider one of the key functions of a sales leader’s role is to build relationships that achieve results, then one of the key competencies must be to have the tough conversations.

Scale 221

Scale Face-to-face Account Sales Leadership 221

The Pipeline

NOVEMBER 30, 2021

By Tibor Shanto. Despite booming times, there seems to be a cloud over B2B sales. Maybe it is the shadow cast by almost half of reps who fail to make quota? I find salespeople and others in the trade have difficulty focusing. Couple that with a distracted buyer who is also challenged to concentrate on one thing till it’s done. The result is a lot of wasted resources, and disappointed people on both ends of the journey.

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Sports Intent B2B Quota 188

Predictable Revenue

NOVEMBER 29, 2021

Cold calling scripts approved by the most successful and reputable B2B sales leaders and practitioners in the sales development industry. The post The 4 Cold Call Scripts That Actually Book Meetings appeared first on Predictable Revenue.

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Cold Calling Meeting B2B Revenue 160

Partners in Excellence

DECEMBER 2, 2021

Not long ago, I was on a Zoom call with a bunch of CROs. At some point in the conversation, someone started talking about all the inept prospecting being inflicted on her. She complained about the emails, the constant junk calls on her mobile, the inept and inappropriate LinkedIn and other social media outreaches. Everyone piled on, sharing their experiences and their “favorite” bad prospecting ploys (Found a lot of great materials for Hank Barnes’ #FridayFails.).

Social Media 151

Social Media LinkedIn Prospecting Groups 151

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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.

Sales Management

Smooth Sale

NOVEMBER 30, 2021

Photo by Mimi Thian via Unsplash. Attract The Right Job Or Clientele: . It was always curious as to why management from the top down does not treat employees as clients. Consider the fact that although employees receive a salary versus clients who pay the company, the business is highly dependent upon both components; that of employees and clients! The topic arises as the news is non-stop, providing statistics about high employee turnover and the difficulties with finding people who want to work

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Top of Funnel Hiring Negotiation Salary 147

The Pipeline

NOVEMBER 29, 2021

Subscribe today , and take the Breakfast on the go! Shane Lawrence – Managing Partner – SMB Acuity Shane brings real-world experience and insights into the development and implementation of successful business engagement strategies. With a proven track record of sales results and entrepreneurial thinking, Shane has spoken widely on topics such as engaging small businesses, building better customer experiences and effective segmentation and is an expert on Small Business research and insi

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Small Business Small Business Segment B2B 173

John Barrows

NOVEMBER 30, 2021

In the spirit of giving thanks this past week, we are recognizing our membership community, who truly show up and show out for every webinar, livecast, AMA, and event we have. Thank you for bringing your greatness and energy! This episode, James Buckley talks with member Sterling Frandsen, inside sales representative at Tiled, about his career start in sales, early realizations, and how the JB Sales Membership has shaped his goals, performance, and mindset.

Social Media 147

Social Media Webinar Metrics Energy Inside Sales 147

Hubspot Sales

NOVEMBER 28, 2021

When you first start out in business, you can probably manage to keep all of your customers or clients top-of-mind … because you don’t have that many. At this stage, sticky notes are your best friend. As you become more established, your customer base grows. It becomes harder to keep every customer and prospect straight. Contacting them at regular intervals to follow up on something they plan to buy or have already bought gets trickier.

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CRM Strategy How To Loyalty 140

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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.

SalesForce

Allego

DECEMBER 2, 2021

The past year was like no other, with many organizations forced to move their entire workforce online. As the year winds down, companies in all industries are reviewing the impact of this dramatic shift on their businesses. One surprising finding is that many of the ways we work together actually improved in an online-only environment. That was one insight among many in a new research report from The Josh Bersin Company: The Sales Employee Experience.

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Sales Enablement Positioning Coaching Collateral 139

Sales and Marketing Management

DECEMBER 1, 2021

Getting qualified sales leads is the fastest way to sales success, but these common mistakes in pursuit of referrals can be career-ending. The post Avoid These Mistakes When Asking for Referrals appeared first on Sales & Marketing Management.

Referrals 136

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 136

Membrain

NOVEMBER 28, 2021

At a time when the level of public trust in the UK's elected politicians has never been lower, it's an opportunity to reflect on the critical role of trust in sales, which is what I chose to focus on in this article from the latest edition of the International Journal of Sales Transformation.

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Journal Sales Opportunity Strategy 132

RAIN Group

DECEMBER 3, 2021

In What Sales Winners Do Differently , we studied over 700 purchases from the perspective of business-to-business buyers to find out what really happened in their buying experiences.

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Selling Skills Study Buyer Conversion 131

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.

Hiring

Hubspot Sales

NOVEMBER 30, 2021

Pricing the products or services you’re selling to another business can be challenging. Saying “Ok I’m going to charge $5 for this is nice” sounds nice, but you don’t want to lose out on valuable revenue, especially since you’ve likely put hard work and time into creating what you sell. When selling B2B, it’s critical to understand the characteristics of the business you’re selling to, and also what’s most important to your business based on what you’re selling.

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Lead Rank B2B Strategy Scale 130

Zoominfo

NOVEMBER 30, 2021

Scenario Demographics, firmographics, and technographics are crucial for identifying and building targeted audiences. But the real competitive edge comes when you can target accounts based on the behavior of their employees. Intent data captures which accounts are in the market for a particular solution. Intent signals are strongest when content consumption activities are much higher than average and multiple people at the company are involved.

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Intent Signal Intent Data Demand Generation Targets Demand Generation 130

Membrain

DECEMBER 1, 2021

BS stinks, and everybody knows it. When you’re just trying to get a straight answer and you know you’re being sold a “bill of goods,” it can be frustrating.

How To 131

How To 131

Force Management

DECEMBER 1, 2021

Each of our November episodes share ways sales leaders, managers and reps can prepare for a successful new quarter or year. Each episode digs deep into tactics your salespeople can use to plan for aggressive growth goals, reduce competitive losses, and minimize margin cuts. Peruse each episode to find those worth listening to or sharing with your sales team.

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Margin Competition Company Sales 122

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!

Call Monitoring

Hubspot Sales

DECEMBER 3, 2021

Revenue is the first metric that appears on an income statement, and for good reason. It's the starting point for calculating profit, and generating enough of it means your business can cover operating expenses and stay afloat in the long run. Yet, despite revenue's importance, there's a lot of confusion around it. What does (and doesn't) count as revenue?

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Revenue Construction Retail Guarantee 128

Zoominfo

NOVEMBER 29, 2021

Whether your marketing department is a startup or well established, you should routinely assess which key performance indicators (KPIs) you’re tracking — and if you’re not tracking any, decide where to start. Every marketing team should have specific KPIs that align with their department’s goals and the organization’s goals at large. Picking the right marketing KPIs to monitor over time gives you a bird’s-eye view of how your program is performing and where to make improvements.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

John Barrows

DECEMBER 1, 2021

The post WEBINAR: Morgan J. Ingram hosts “Alternative Prospecting Tactics to Help You Book More Meetings” SPONSORED BY SENDOSO appeared first on JB Sales.

Webinar Metrics 118

Webinar Metrics Meeting Prospecting Sales 118

Partners in Excellence

DECEMBER 1, 2021

I watched a fascinating short film, “Work, I Think It Numbs You, Somehow.” It got me reflecting on much of what I see when working with executives and sales people. Add onto that, all the we read about the Great Resignation. About two minutes into the film, a factory worker is interviewed. He talks about how so much of work causes you to stop thinking, we go through the motions and don’t have to make decisions.

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Film Buyer Customer Service Relationals 118

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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

Hubspot Sales

NOVEMBER 29, 2021

Businesses exist to make money. That's not a particularly shocking or controversial statement, but it still bears repeating. Every company has its eyes on its bottom line and, in turn, is mindful of its profit margin — the most definitive metric of how successful your sales efforts are, relative to your expenses. Here, we'll take a closer look at how to increase profit margin, go over what typical profit margins look like by industry, and see how you can gauge how solid yours is.

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Margin Chemicals Real Estate Strategy 119

Vainu

NOVEMBER 29, 2021

Thousands of people are heading towards Pasila, Helsinki this week to join Slush, one of the largest startup events in the world. At Vainu, we analyzed 1,000+ startups joining the conference and picked some interesting verticals and companies to keep an eye on.

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Conference Company Industry Customer 118

Janek Performance Group

NOVEMBER 29, 2021

When did selling get so complicated you need a Ph.D. in Data Statistics to manage your CRM? As more technology gets added to the sales tech stack, more reports are needed to keep track. Determining which metric to track can feel overwhelming. If you’ve ever felt more like a data scientist than a sales leader, the sales KPIs we list below will help you streamline your reporting, save you time and keep you focused on what matters most, winning new business.

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Lead Qualification Lead Rank Sales Qualified Lead Sales Cycle 117