Zoominfo
JUNE 8, 2020
Like it or not, COVID-19 has forced businesses to adapt. . Video conferencing and cloud-based technologies are seeing a massive uptick in usage since mid-March. As companies do what needs to be done to survive, they turn to solutions they’ve never used before. There’s one thing that you may not have yet realized is gaining in popularity as a result of the pandemic: outbound sales and marketing.
The Pipeline
JUNE 9, 2020
By Tibor Shanto. Some years ago, I wrote a piece about how you should lead a sale in a way that resembles a four-legged stool. The idea is to establish contact and some relationship with people across both the buying and selling organizations. This way, if one person on either team leaves, the stool can still stand, and things continue to move forward as a new person comes on.
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Sales Hacker
JUNE 11, 2020
Many companies wrongly think they have to either build an inbound prospecting strategy or an outbound one. What you actually need is a strategy that incorporates both. Prospecting is something every sales organization needs to master. Without it, there would be no deals to close. And yet, while many sales teams celebrate closing deals , very few spend time defining, experimenting, and executing on a quality prospecting strategy.
Anthony Cole Training
JUNE 11, 2020
In today's blog post, we discuss the importance of calling a sales audible at the line of scrimmage. Like an elite Quarterback, an elite salesperson must be willing to change things up when they're not working and be open to trying something completely different in the field.
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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.
The Center for Sales Strategy
JUNE 10, 2020
Grow, t he sixth and final step in the Sales Accelerator Process is often-overlooked and underutilized—despite having hidden revenue-generating opportunities. Closing deals is the ultimate goal in sales, but it’s not where the work ends with clients. Salespeople should start to care about the renewal the moment they make the sale. It costs five times more to attract a new customer than it does to retain an existing one.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
BrainShark
JUNE 9, 2020
Many sales teams have been working at home for an extended period of time. Here are 6 tips for B2B sales reps to succeed with remote selling.
The Sales Heretic
JUNE 10, 2020
A global pandemic. Record unemployment. Business closures. Racial protests. To say these are tough times is an understatement. We’re all stressed, frustrated, anxious, and discouraged. Which means we can all use some words of encouragement. Here are some of my current favorites for helping me stay in the right frame of mind. 1. “Don’t let [.].
Mr. Inside Sales
JUNE 6, 2020
What’s the biggest mistake sales reps make with prospecting or cold calling? They call with what a client of mine once called, “commission breath.”. You know, that desperation sales people have when they finally get someone on the phone. It’s the same kind of attitude that you feel and don’t like when a salesperson gets you on the phone.
Membrain
JUNE 10, 2020
When most sales professionals talk about account planning, they immediately think of how they can maximize the revenue from their existing accounts. Or how they can prevent accounts from selecting a competitor.
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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.
Understanding the Sales Force
JUNE 8, 2020
Would you like to start a business? Can't figure out what business to start? I have three ideas for you: In the past four weeks, I have tried and tried and tried to get a glass company to replace the tabletop for a large outdoor patio table after the glass exploded in an early April storm. Four weeks laster, we still don't have the glass replaced. One of our garage door openers needs to be replaced because in every five out of six attempts to lower the door, the opener sends it back up again.
SBI Growth
JUNE 10, 2020
For a CRO leading a transformation, one of the major challenges of evolving a product portfolio is preserving the core customer base while innovating. In his final interview segment, Steve King, CRO of Hexagon PPM, shares his experience in not only retaining.
Sales and Marketing Management
JUNE 11, 2020
Author: Paul Nolan Editor’s Note: Just as I resolved to live with the unending loop of coronavirus-themed commercials from the Walmarts and Amazons of the world praising their frontline employees (whom they had to be pressured into paying something close to a livable wage), the George Floyd murder and subsequent protests happened. The flood of protesters in the streets was followed by a steady flow of corporate messages expressing solidarity with Black Lives Matter.
The Sales Heretic
JUNE 10, 2020
A global pandemic. Record unemployment. Business closures. Racial protests. To say these are tough times is an understatement. We’re all stressed, frustrated, anxious, and discouraged. Which means we can all use some words of encouragement. Here are some of my current favorites for helping me stay in the right frame of mind. 1. “Don’t let […].
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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.
Zoominfo
JUNE 11, 2020
This is a preview of a post published on our Medium page. Read the full article. For many, it’s a familiar experience by now: Thumbnails of a dozen or more people staring back on a computer screen, digitally discussing the matter at hand. But what about industries that might prefer to forget about video calls once social distancing guidelines are relaxed and larger groups can congregate?
SBI Growth
JUNE 6, 2020
Customer Onboarding is a crucial activity for customer success teams. In fact, within SBI’s 4-Step Customer Success (CS) Strategy, successful Customer Onboarding is the #1 factor in ensuring that customers achieve their desired outcomes. Yet, if you were to ask.
Sales and Marketing Management
JUNE 8, 2020
Author: Leeatt Rothschild Younger employees are committed to the issues they’re passionate about. Millennials are now the largest group in the workforce , and like their Generation Z coworkers, they care deeply about environmental and social causes. They expect their employers to care, too. According to a survey from management consulting firm Korn Ferry, 63% of millennials said the primary purpose of businesses should be improving society instead of generating profit.
Partners in Excellence
JUNE 7, 2020
Just got a note from a good friend. About 6 months ago, he and I discussed a new job he was considering. It was a dream job, he accepted it. He reached out the other day to catch up and get some coaching. A phrase in his note struck me, “… It’s more challenging than I expected… ” My knee jerk reaction was, “Fantastic!
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.
Zoominfo
JUNE 8, 2020
Like it or not, COVID-19 has forced businesses to adapt. Video conferencing and cloud-based technologies are seeing a massive uptick in usage since mid-March. As companies do what needs to be done to survive, they turn to solutions they’ve never used before. There’s one thing that you may not have yet realized is gaining in popularity as a result of the pandemic: outbound sales and marketing.
SBI Growth
JUNE 11, 2020
The best leaders will tell you that they don’t want a bunch of “yes men” on their team. They encourage new ideas and debate because they understand that innovation happens not when people agree, but when there’s a difference of.
Anne Miller
JUNE 11, 2020
Can one word really make the difference between engaging or losing a customer? Roger Weisman, Solar Energy Consultant, knows it can and when I heard his story, I knew I had to share it with you. . In the past, when initially talking to potential customers about solar panels, Roger would offer a brief 60,000 foot overview of their benefits and ask, “Would you be interested in learning more about solar panels?
For Entrepreneurs
JUNE 10, 2020
Covid and the associated lockdowns are likely to be the biggest disruptive event to occur in most of our lifetimes. There are huge global changes coming as a result. The OECD is forecasting the worst recession in a century. But expect to see far more change than just a recession.
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!
Salesmate
JUNE 9, 2020
Salespeople are always in a hurry to sell. Well, everyone wants the applause and incentives that are given when the sales quotas are achieved. But sadly, few things are missed out when you do things in a hurry. Salespeople do not give enough attention to the initial stages of the sales process and suffer in the end with a poor conversion rate. 79% of marketing leads don’t convert into sales.
SBI Growth
JUNE 12, 2020
Companies often sign up channel partners without considering how they fit into a holistic go-to-market strategy. As a result, Marketing leaders often find themselves trying to deliver one-size-fits-all marketing support to a complex web of channel partners that bear no.
John Barrows
JUNE 8, 2020
Like everything in the world over the past few months, business has been tough. Leading a company and multiple teams is not easy, but it’s certainly been tougher to do both of those things of late. Kyle Porter , CEO of SalesLoft joins us on the podcast to reveal what it’s been like for him and his leadership team. They’ve had to cancel events, manage through different situations every day and a ton more.
Showpad
JUNE 9, 2020
Should you centralize sales enablement? If so, which parts should be centralized? Since I’ve fielded these and similar questions over the last few weeks, I wanted to capture a few thoughts and experiences that can help organizations answer them, as well as provide a few criteria you can immediately apply and check for your organization. Driving sales enablement impact requires the right set-up: strategic, formal and charter-based.
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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
Partners in Excellence
JUNE 11, 2020
I’m always stunned by the number of sales people and leaders that don’t know their numbers. By that, I mean the numbers that help them understand the leverage points in driving performance. Some readers will push back, “I know my quota and the revenue I produced…I know what I have to do each month, quarter!” Those are important numbers, but not very useful in managing performance.
SalesProInsider
JUNE 11, 2020
With more virtual sales conversations occurring these days than ever, what can you do to make sure that you maximize the productivity and the efficiency of your efforts in that conversation, in that sales opportunity? In a previous video, I shared what you can do before a conversation to help the buyer be ready and have expectations for the experience.
Vainu
JUNE 10, 2020
In sales, being lucky is in your hands. Your expertise, your networks, and your contacts will boost your luck-o-meter, but when the stars are not aligned—and usually they aren't, tapping into modern technologies and data will undoubtedly increase your chances of closing a deal. A study by CSO Insights shows that almost half of salespeople feel they don't have enough information before reaching out to a prospect.
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