InsightSquared

APRIL 14, 2021

Today, the average Chief Revenue Officer’s (CRO) tenure is a shocking 16 months, according to Revenue Collective. There are countless factors that lead to this. CROs, and sales leaders alike, often walk into their new role blind. They are handed a pipeline, but with few exceptions, data quality, visibility, and health are all issues. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy.

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Lead Scoring Top of Funnel 62

Awarathon

APRIL 15, 2021

Publish Date: 15th April 2021Blog By:@Patrick Jinehan Jr (Founding Partner Linehan Group) &@Sagar Pradhan (Growth Marketer at Awarathon) In part 1 of the series, we talked about the key fundamentals for staying ready so you don’t have to get ready to sell and win remotely!In part two “Mastering Your Sales Process” we will share the […] The post Remote Selling Masterclass Part 2: Mastering your sales process. appeared first on Awarathon.

Sales Process 97

Sales Process Groups Sales Marketing 97

Sales Hacker

APRIL 12, 2021

Selling in the face of sales objections can be tough. But our self-limiting beliefs can make it tougher. We analyzed 224K+ sales calls spread over 2 million minutes to uncover the truth about the impact of the most common sales objections on deal outcomes. Read on to understand if and how you can coach your team to move around those daunting boulders.

Objections 135

Objections Decision Maker Face-to-face Coaching 135

No More Cold Calling

APRIL 15, 2021

Not getting the ROI you expected from your lead-gen tactics? Try this instead. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. They complain they don’t have enough leads, or at least not enough qualified leads. Wait, wasn’t lead-gen technology supposed to solve that problem?

Lead Gen 397

Lead Gen Sales Qualified Lead Leads Marketing Qualified Lead 397

Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester

Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!

Intent

Steven Rosen

APRIL 15, 2021

Quarterly Business Reviews . Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. To have an effective business planning process, companies must build in proper follow-up and follow through to ensure execution and establish accountability to the business planning process.

Territories 336

Territories Quota Coaching Sales 336

Sales and Marketing Management

APRIL 14, 2021

Business-to-business sales teams must modify their strategies to leverage an advantage in a post-COVID world. The post How to Leverage a B2B Sales Advantage in a Post-COVID World appeared first on Sales & Marketing Management.

B2B 317

B2B How To Strategy Sales 317

Mr. Inside Sales

APRIL 11, 2021

Tricky title, I know, but there is a tool out there (many, in fact) that will enable you to do this. And this particular one is called TapeACall Pro. As the name suggests, this is a phone recording app for your iPhone. This one has the best features, including recording incoming calls—and calls you’re already on—and more. (And if you’re an Android user, there are comparable apps for you too.).

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Face-to-face Gatekeeper Licensing Decision Maker 291

Anthony Cole Training

APRIL 15, 2021

In the final installment of our No Assembly Required Hiring series, we discuss the importance of having a strict and detailed onboarding process when bringing new sales talent into your organization.

Hiring 246

Hiring Sales Talent Sales 246

SBI Growth

APRIL 15, 2021

What is your plan for achieving your revenue target in 2021? With new logo acquisitions increasingly scarce across industries, market-leading companies have had to reimagine how to go beyond the install base to optimize revenue generation. SBI hosts multiple client advisory.

Revenue 227

Revenue Marketing Industry Leads 227

Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com

Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.

Marketing

Sales and Marketing Management

APRIL 12, 2021

Senior executives are often wary of salespeople in any case, so being credible, compelling and concise all apply for this initial face-to-face interaction. The post Structuring an Initial Face-to-Face Meeting with a C-Suite Executive appeared first on Sales & Marketing Management.

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Face-to-face Meeting Marketing Sales 290

Understanding the Sales Force

APRIL 16, 2021

Long article for the weekend. In December I took delivery on my all-time favorite new car and I've been driving my Genesis GV80 for four months now. You probably saw video of Tiger Woods' destroyed GV80 and there was nothing the car could have done to stop him because he probably disabled the driver assist features and he may have been disabled as well.

Opportunity 218

Opportunity Advertising Advertising Video 218

The Pipeline

APRIL 13, 2021

By Tibor Shanto. It’s no secret we exist to consume, choose your lens, B2B or B2C , the system survives on consumption. Out with the old, even if it works, and in with the new long before it truly does. But one can’t go on consuming without discarding things to make room for the new. Buildings are razed every day to make room for something better.

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B2C Consumer B2B System 210

Mr. Inside Sales

APRIL 16, 2021

A boss says, “Go!”. A leader says, “Let’s Go!”. This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example. When I became a sales manager, I was already the top producer in the office (and this is how many managers are promoted), and it was easy and natural for me to jump on the phone and take over a call.

How To 195

How To Face-to-face Gatekeeper Licensing 195

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

Sales Coaching

Sales and Marketing Management

APRIL 16, 2021

In a virtual sales world, B2B marketers can position salespeople as industry experts in order to foster a more efficient sales process and build the brand’s image. The post Content Marketing Can Enhance Your Salespeople’s Personal Brands appeared first on Sales & Marketing Management.

Marketing 199

Marketing B2B Industry Positioning 199

Zoominfo

APRIL 12, 2021

How do you scale your marketing strategy to enterprise-level and keep leads flowing into your funnel? One thing’s for sure: it’s not always simple. At the enterprise level, with 1000-plus employees and more than $1 billion in annual revenue, massive growth drives the organization. The way you structure your campaigns, segment customers, and build CRM hierarchies becomes critical.

Scale 189

Scale Enterprise Enterprise Account Based Marketing 189

Jill Konrath

APRIL 13, 2021

It was the worst thing that could have possibly happened. I’d just spent two hours updating my website. But when I clicked Save, everything was gone. Placing a desperate call to my web person, I blurted out what had just happened. She was quiet for a moment, then slowly said, “Mmm. That’s interesting.”.

Sales 186

Sales 186

Adaptive Business Services

APRIL 14, 2021

When I was in sales management and I was looking for new salespeople, one of the things that I watched for was people who expressed a desire to learn. There is a huge difference between somebody who is willing to learn and someone who really wants to do so. I need a commitment! This is maybe even more important with experienced sales reps and even more more important with experienced reps from your industry.

Webinar Metrics 147

Webinar Metrics Industry Training Coaching 147

Advertisement

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.

Hiring

Membrain

APRIL 14, 2021

Sales performance is at an all-time low. Missed forecasts have been a problem for as long as I’ve been in the sales business, but the pandemic and resulting shifts in buying behavior and customer needs has caused performance to plummet almost across the board.

Sales Coaching 144

Sales Coaching Coaching Forecasting Sales 144

Alice Heiman

APRIL 14, 2021

Attract New Customers. More often than not , sales and marketing efforts are centered around customer acquisition. But by focusing only on getting new customers , businesses may not be optimizing the customer experience for their current ones. It seems crazy but salespeople and leadership are surprised when customers leave either because they aren’t getting what they were promised, or a competitor has been nurt uring the relationship when your team has not. .

Retention 144

Retention Account Customer Referrals 144

Sales Hacker

APRIL 15, 2021

Two years ago my wife and I were winding through the mountains on a train back from Aguas Calientes, Peru. We had just seen Machu Picchu (a place which lives up to EVERY ounce of the hype. That place is stunning). One of my wife’s work colleagues challenged me to a game of chess. I happened to think I was pretty good, despite not having played in forever.

Sales Cycle 141

Sales Cycle Call-back Hiring Lead Rank 141

Partners in Excellence

APRIL 16, 2021

Preface: It’s always dangerous to preface an article with a warning. This is a long article. In some ways, I’m writing it to help clarify my own thinking. We are seeing a profound shift in buying, with customers preferring digital engagement channels to sales engagement. I am beginning to explore what this means for our overall engagement strategies, moving from a sales led, digitally supported to a digitally led, sales supported process.

Sales Process 139

Sales Process Lead Rank Ideal Customer Profile Channels 139

Speaker: Alex Moore, Co-Founder of Stratagon Marketing & Technology

Ever wondered why sales and marketing teams often struggle to collaborate effectively? Diverging goals, poor communication, and conflicting strategies frequently create silos, leading to a disconnect where marketing efforts fail to translate into substantial sales conversions. Enter Account-Based Marketing (ABM). ABM aligns marketing and sales efforts toward specific target accounts, fostering personalized interactions with high-value prospects.

Account Based Marketing

Allego

APRIL 16, 2021

Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 23, sales strategist Colleen Francis shares how the pandemic has changed the B2B buyer experience and why teams must adapt and transform their sales strategies to sell more effectively, more profitably, and more productively in all environments. “Salespeople have to be more multidimensional now.

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Strategy Google Banking Lead Rank 139

Membrain

APRIL 11, 2021

Every organization I work with has a “Buyer focused selling process.” Every organization has deal management, pipeline, and account management processes. Every organization has taken their people through the latest greatest sales training, spends thousands per person on tools. Every organization focuses on their ICP. Every manager says they coach their people.

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Pipeline Coaching Account Buyer 137

Nimble - Sales

APRIL 13, 2021

In this webinar replay, Nimble CEO Jon Ferrara is joined by Monroe Horn from TransformITy Solutions to discuss why Nimble is the best CRM for legal practitioners. Monroe has over twenty years of experience in legal technology leadership. He’s installed and managed the most popular legal CRM products. As the Principal of TransformITy Solutions, Monroe […].

CRM 137

CRM Webinar Metrics 137

Hubspot Sales

APRIL 12, 2021

As a sales manager, ensuring that your team's communication with prospects is tight and effective is in your best interest. You want to put out cohesive messages, in keeping with your organization's values and goals. That process — making sure your team's communications aren't erratic — is most commonly referred to as implementing consistent sales messaging.

Sales Management 134

Sales Management Hubspot How To Scale 134

Speaker: Jesse Simms, VP at Giant Partners

This new, thought-provoking webinar will explore how even incremental efforts and investments in your data can have a tremendous impact on your direct mail and multi-channel marketing campaign results! Industry expert Jesse Simms, VP at Giant Partners, will share real-life case studies and best practices from client direct mail and digital campaigns where data modeling strategies pinpointed audience members, increasing their propensity to respond – and buy.

Direct Mail

Predictable Revenue

APRIL 12, 2021

The best way to save your resources is. Automation! By automating lead generation processes you save both money and time, ensure a permanent source of leads, and get rid of unnecessary work to focus on priority tasks. The post Top 10 Strategies to Automate Your B2B Lead Generation appeared first on Predictable Revenue.

Lead Generation 133

Lead Generation B2B Leads Marketing Qualified Lead 133

Zoominfo

APRIL 14, 2021

“I still believe wholeheartedly that an in-person work environment allows us to work together to invent, collaborate, and learn most effectively. But I’m also not someone who sticks my head in the sand and doesn’t listen to the change that’s happening around us.” — Henry Schuck, CEO, ZoomInfo. Last week, ZoomInfo employees received the email that all of corporate America has been waiting for: “Return to Office Information.”.

Guidelines 130

Guidelines Energy Policies Conference 130

The Center for Sales Strategy

APRIL 13, 2021

When you start a new sales job, there’s always a transition that includes many different learning curves. You learn how to embrace a new culture, learn to meet the expectations of new leadership, take on new functions within a sales job, and then there's the social pressure. One of the best ways to ease the pain of transition is to offer new sales hires training —training in areas that help introduce skills needed or training for existing salespeople to enhance skills they may have already devel

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Hiring Course Training Meeting 127