Membrain
FEBRUARY 16, 2022
I got annoyed recently at a post that went viral on LinkedIn. It wasn’t something I disagreed with or found problematic. It was just that I was jealous.
Accent Technologies
FEBRUARY 15, 2022
The post 13 Ways to Keep Remote Sales Teams Motivated appeared first on Accent Technologies.
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Sales and Marketing Management
FEBRUARY 14, 2022
Despite understanding the importance of selling to existing companies, too many sales leaders continue to emphasize customer acquisition at the cost of customer retention. The post Many Sales Leaders Still Ignore Customer Retention appeared first on Sales & Marketing Management.
SBI Growth
FEBRUARY 17, 2022
Private equity-backed companies are served with high expectations for accelerated growth. CEOs are operating in months, not years, and are challenged with generating revenue faster and in a variety of forms.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Understanding the Sales Force
FEBRUARY 18, 2022
One hundred years ago, most men and women wore hats and dressed up to go everywhere. Sixty years later, Dress for Success was founded and at the same time became somewhat of a thing where if you wanted to be successful, you needed to dress like you were successful. That was followed by business casual Fridays and then always business casual. Finally, the tech industry ushered in the current movement for business dress, the "who cares?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
FEBRUARY 17, 2022
With the ability to interact and empathize with clients directly, customer service tools can go even further. The post Why Sales Teams Should Implement Empathetic AI for Successful Client Retention appeared first on Sales & Marketing Management.
The Pipeline
FEBRUARY 15, 2022
By Tibor Shanto. Last week I kicked off a two part look at questions you should be asking your pipeline. If it answers run. But the questions, posed to yourself, are about planning activities based on the state of your pipeline. Given that time is always depleting, we need a way to ensure we ‘spend’ our time on the right activities. So here we go with there is real and then there’s pipeline real, part 2.
Understanding the Sales Force
FEBRUARY 14, 2022
I heard from Bob last week and whenever I hear from him it usually means he got himself into a jam with another sales opportunity. Regular readers are familiar with Bob, one of the worst salespeople on the planet. New readers might want to catch up on the six prior articles about Bob. Part 1 Part 2 Part 3 Part 4 Part 5 Part 6. So what did Bob get himself into this time?
Mr. Inside Sales
FEBRUARY 14, 2022
By now, I hope you have all been incorporating your prospect’s name in your email subject lines. If you have, then you are already getting more prospects to lock onto your email, and that will mean more prospects will read them. The second part of a compelling subject line is to make the rest of it intriguing to your prospect. Here are some examples: Subject Line #1: “John, quick question about your manufacturing process…”.
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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.
Sales and Marketing Management
FEBRUARY 16, 2022
Though many marketing teams have heard about media mix modeling (MMM), they may not be certain how to implement it. If you’re interested in peppering your company’s or product’s MMM with historic brand-related data to glean more accurate budgeting recommendations, you can start with these specific actions. The post Examining the Relationship Between Media Mix Modeling and Brand Health appeared first on Sales & Marketing Management.
The Pipeline
FEBRUARY 14, 2022
Charlie Anderson is the founder and owner of Selling Skills INSTITUTE , a transformational (able to influence shifts in thinking and behavior ) sales training and coaching business. For over 25 years, Charlie has worked with thousands of sales professionals, sales teams, and business owners. He is the visionary behind Shift Thinking, a transformational sales training, and coaching method.
Partners in Excellence
FEBRUARY 16, 2022
There’s a major flaw in most of our (sellers/marketers) mindsets when we think about opportunities and the customer buying journey. This flaw is embedded in our engagement approaches, our processes, how we think about deals and moving forward. The flaw is thinking about, “What do we need to do next to move this opportunity forwards?” The problem is this focuses on our own perspectives and needs.
Predictable Revenue
FEBRUARY 14, 2022
Digital marketing expert Shiv Gupta shares two outbound sales strategies for LinkedIn that helped his company generate an additional 25-30% in revenue. The post Top 2 LinkedIn Strategies To Generate More Revenue appeared first on Predictable Revenue.
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Sales and Marketing Management
FEBRUARY 15, 2022
As the Google search algorithm for understanding language improves, there will no longer be a need for keyword-ese. Marketers can expect queries to look more like spoken language. The post What Do More Conversational Search Queries Mean for SEO? appeared first on Sales & Marketing Management.
Allego
FEBRUARY 14, 2022
The struggle to create content that sales loves is real. For some marketing teams, in fact, their story is a tragedy, with sales using only 30% of the enablement content that marketing creates. Sometimes it’s a matter of sales and marketing not being in alignment. And other times, the two might agree on the goal, but content misses the mark, can’t be found, or can’t scale.
Partners in Excellence
FEBRUARY 14, 2022
What sellers do is drive customers to change. Whether it’s a change effort they’ve initiated, or we are trying to incite them to change. But why should we expect them to change, particularly when sellers have failed, so miserably, to change the things we do in creating value with our customers? It strikes me as the height of irony–or perhaps arrogance–that we continue to do the things we have always done, perhaps with a new jargon or a veneer of technology, but fundamenta
Predictable Revenue
FEBRUARY 16, 2022
AlexAnndra Ontra joins the Predictable Revenue podcast to discuss the role of presentations in the outbound sales process and how to use them to close the deal. The post How To Close The Deal With Sales Presentations appeared first on Predictable Revenue.
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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.
Hubspot Sales
FEBRUARY 16, 2022
As a writer, I know all about the importance of great hooks. A good hook is imperative for holding your audience's attention, and ultimately convincing your audience that you're worth hearing out. In sales, it's no different. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. And a great sales hook can start your entire conversation off on the right foot.
Zoominfo
FEBRUARY 15, 2022
Sales development representatives tend to think of the job as an important stepping stone in our careers , with challenges and opportunities that will shape the rest of our working lives. I recently asked inbound SDRs from all over ZoomInfo to share their tips for success, and learned a lot about the work and the people who do it. Whether they joined the team as former athletes, waitresses, artists, or recent graduates, they all had valuable lessons to share.
Partners in Excellence
FEBRUARY 15, 2022
Every day, I spend at least 15-20 minutes cleaning my inbox, mobile, and InMail from prospecting messages. Mind you, these are not spam, but legitimate prospecting messages from people trying to catch my attention. The majority, I never open, I just delete. Every once in a while, one catch’s my attention and I skim it. Prospecting has always been a challenge, but these days, it is even more challenging.
Membrain
FEBRUARY 13, 2022
The quest to control everything comes at a great cost. Learn how to expand your influence by giving up control.
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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.
Nimble - Sales
FEBRUARY 16, 2022
This Black History Month, we want to commemorate and show some love for our favorite Black-hosted podcasts! Expanding your perspective by getting educated on black professionals’ experiences in marketing, sales, and business is an amazing way to celebrate Black History and recognize the powerful achievements and perseverance of the Black community.
The Center for Sales Strategy
FEBRUARY 14, 2022
Almost 60% of all businesses lack strong leadership , causing a ripple effect that leads to 37% of workers leaving their jobs. Those who stay are less likely to be motivated or productive. For these reasons, your employees need effective business leaders who encourage continuous and stable growth in the workplace. Leaders can accomplish this by constantly evaluating their team, acknowledging their strengths, and investing in ongoing development and support.
Gong.io
FEBRUARY 14, 2022
The best salespeople do everything in their power to create an unfair advantage. Chris Orlob, John Barrows, and Mark Roberge know a thing or two about how to create this unfair advantage and dominate sales. Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts.
Drift
FEBRUARY 16, 2022
Welcome back to another edition of Inside Drift, where we introduce you to all of the people that make Drift such a great place to work. So far you’ve met Shannon Donovan, Mary Mitchell, Catherine LaMacchia, Nadine Shaalan, Britnee Laughlin, Carolina Caprile, Michelle Ai, Frank Schepps, Tate Knapp, Zareena Javed, Jason Richman, Stacy Chen, Lillian Frost, Josh Moody, Miles Kane, Lorraine Chon-Qui.
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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.
Force Management
FEBRUARY 16, 2022
Lasting SKO success takes more than a well-thought-out event. There are five actions successful sales leaders take to drive immediate and lasting results after the launch of a sales kickoff or training initiative. Actions that help sales teams start strong, finish ahead and accelerate revenue growth.
Allego
FEBRUARY 16, 2022
Imagine the wealth of information you’d gain if you were able to listen to sales reps’ calls with prospects. You could hear how sellers interact with buyers, learn the precise language buyers use, observe how sellers describe the company’s value proposition, and gain insight into how sellers handle buyers’ objections. All that data can help you create deal-closing content for your sellers—and it’s just sitting there waiting to be picked.
Janek Performance Group
FEBRUARY 16, 2022
Without question, gatekeeper is the most intimidating designation in sales. While they may or may not have influence, they are always important. Of course, they do not guard Medieval castles. But they are the frontline against salespeople and others who seek a decision maker’s time. Often, if the gatekeeper doesn’t like you, you’re not meeting the VIP you need, let alone presenting a pitch.
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