Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? Although no number of lead prospecting tools can replace the value of the personal touch of relationship building, taking advantage of modern sales prospecting software is an easy way to cut down on tedious and

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Scoring 111

SBI Growth

DECEMBER 8, 2021

Immediately following the announcement of the Omicron COVID-19 variant, commercial leaders began questioning their sales kickoff (SKO) plans and turning to SBI for peer comparisons and feedback.

Comparison 317

Comparison Sales 317

Understanding the Sales Force

DECEMBER 9, 2021

Perhaps you've heard the advertisement while listening to a SiriusXM radio station. It's for Home Title Lock. They scare you by mentioning that some bad people can commit fraud by going online, claiming your home's title, taking ownership of your home, and borrowing against your home's equity without you knowing it. Home Title Lock prevents this from happening.

Hiring 293

Hiring Cancellation Tools Advertising 293

Sales and Marketing Management

DECEMBER 8, 2021

Conquering an uncertain economy, supply shortages and the constraints presented by a global pandemic requires creativity and aligning incentives to desired outcomes. The post Selling Into the Headwinds of Today’s Unique Environment appeared first on Sales & Marketing Management.

Incentives 348

Incentives Incentive Marketing Sales 348

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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

Anthony Cole Training

DECEMBER 9, 2021

If you consider the tactics that are generally covered in sales skills training, you can probably think of a handful of happenings that can steal, or make you lose, your prospect.

Prospecting 261

Prospecting Training Sales 261

Understanding the Sales Force

DECEMBER 6, 2021

There are two articles that I post each and every December. This is the first - the top articles of the year - and later this month I will post my annual Nutcracker edition which I have been doing since 2011. There are several criteria for choosing the top articles of the year, including, but not limited to: Views (Article). Popularity (likes on LinkedIn and Twitter).

Sales Leadership 156

Sales Leadership Twitter LinkedIn Influencer 156

Sales and Marketing Management

DECEMBER 6, 2021

AI-enabled conversational recording increases ROI of CRM systems while eliminating tedious and time-consuming data entry requirements. The post Simplify Sales Reps’ Lives With Voice AI appeared first on Sales & Marketing Management.

ROI 316

ROI Consumer CRM System 316

Mr. Inside Sales

DECEMBER 5, 2021

Has your mind moved toward January yet? It should have. 2022 will be here before you finish that last piece of pumpkin pie over the holidays…. If you haven’t done so yet, you should do this immediately: Decide on the exact amount of money you’re going to make next year. Write it down on three by five cards, post it on your desk, in your car, in your bathroom.

Face-to-face 156

Face-to-face Gatekeeper Licensing Decision Maker 156

The Pipeline

DECEMBER 6, 2021

Subscribe today , and take the Breakfast on the go! Richard “Rick”Janezic is Chief Sales Officer for StrikeZone Sales Systems, a management consulting and sales productivity improvement company focused on helping executives, investors and boards of small and middle market B2B firms to increase financial strength and valuation. His executive leadership, sales, and technology experience includes 17 years in Fortune 500 companies, and more than 20 years in middle market, small, and early stage

Engineering 173

Engineering Banking Software Software 173

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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

SBI

DECEMBER 8, 2021

Six Essential Skills for Responding to Sales Objections. By Randy DeHaan, Director of Sales, Chorus.ai. Every sales rep has experienced it: A call is going well until a prospect voices objections that throw you off, leaving you searching for a response as the silence grows. It could be a matter of pricing or a lack of faith that your product will meet their needs.

Objections 139

Objections Case Study Face-to-face Coaching 139

Engage Selling

DECEMBER 10, 2021

Did you know closing ratios on deals that employ traditional selling methods (e.g., cold calls and direct mail) have not changed since the 1980s? Seriously. They’ve not budged at all since “Eye of the Tiger” was a hit song on … Read More » The post Are You Still Selling Like It’s 1982? first appeared on The Sales Leader.

Direct Mail 133

Direct Mail Cold Calling Closing Sales 133

Membrain

DECEMBER 8, 2021

Sometimes, working with potential buyers can be a little like sitting in an interrogation room in a police station, trying to guess what’s happening on the other side of the mirrored glass.

Buyer 132

Buyer Sales 132

Predictable Revenue

DECEMBER 6, 2021

Experience and a lot of testing have shown us that it's possible to create emails that people actually resonate with to crush sales quotas. The post Email Templates That People Actually Respond To appeared first on Predictable Revenue.

Quota 127

Quota Revenue Inbound Sales 127

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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 9, 2021

At Allego, our product strategy is informed by market insights, customer feedback, technology innovations, and tons of research. Some of the core themes that influence us today have been with us from the start of the company. During the pandemic, we’ve been well positioned to observe some meaningful new trends among our customers, our partners, and even other technology vendors.

Top of Funnel 125

Top of Funnel Sales Enablement Trends Coaching 125

Partners in Excellence

DECEMBER 8, 2021

I hate to start posts with a disclaimer, but I will. This post and topic may be viewed as controversial, many executives and leaders will be offended. I hope that some of them have open mindsets and considers questioning their leadership and responsibility to their people and organizations. Lately, there have been a lot of stories about Better.com’s CEO firing 900 people, 9% of their employee base, in a Zoom call.

Hiring 122

Hiring Lead Rank Coaching Account 122

Zoominfo

DECEMBER 9, 2021

Kevin Knieriem started his career in sales selling ice cream to convenience stores. Now he’s the chief revenue officer of Clari. In this week’s episode, Kevin tells us how he ended up in a windowless meeting room negotiating for 40 hours straight, despite his own company’s global team trying to intervene. Available wherever you listen to podcasts: Apple | Spotify | Website Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close.

Negotiation 100

Negotiation SAP Up-Sell Conference 100

Predictable Revenue

DECEMBER 9, 2021

Salespeople have a tough job and throughout the day, some ego-driven emotions are inevitably going to come up. In spite of what some of the traditional sales methodologies preached, when we let these emotions take hold, we risk losing the sale. The post 8 Ego-Driven Emotions That Stop You From Selling appeared first on Predictable Revenue.

Sales Methodology 123

Sales Methodology Up-Sell Revenue Sales 123

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

Janek Performance Group

DECEMBER 10, 2021

Selling can be a tough job, especially when your market is saturated with other salespeople offering similar products or services. Competition in all industries is fierce and getting tougher. Even if you have a great product, you can still struggle in sales unless you differentiate yourself from your competition. Convincing potential clients that you’re the right person to solve their problems is fundamental to sales success.

Competition 118

Competition How To Follow-up Up-Sell 118

John Barrows

DECEMBER 5, 2021

Chris Merrill, Meghan Forgione, and John Barrows come together in the last episode of 2021 to reflect back on the year and talk about why 2022 will be even better for JB Sales. With the addition of new trainers, big company moves, the community growing legs of its own, and continuing to provide impactful events and experiences for revenue-facing professionals, this team is ready to amplify this next chapter.

Face-to-face 103

Face-to-face Social Media LinkedIn Media 103

Zoominfo

DECEMBER 6, 2021

Scenario Customer referrals with compelling stories of success with your solution can be a significant contributor to your business pipeline. Make it easy for your customers to give referrals. Send them an automated request email with a discount code or landing page link. Some referral programs provide incentives, while others rely on the goodwill of their customers.

Referrals 100

Referrals Customer Incentive Incentives 100

Gong.io

DECEMBER 8, 2021

You venture out to your mailbox. It’s been a minute since you’ve visited the place that is usually filled with junk mail. But you don’t want it to overflow. And who knows, maybe there will be a check for a MILLION DOLLARS. Or maybe not. The first flyer you see is super-generic. It screams “mass mailing.” No personalization. Nothing “human” about it.

Cold Calling 114

Cold Calling Call-back Buyer Video 114

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

Janek Performance Group

DECEMBER 7, 2021

When I first entered the sales profession, my sales manager provided a data dump of product info for me during onboarding. The next phase of my training was to shadow one of the senior sales reps for a few days. I learned how he did sales, both the good and the bad. Then, before I knew it, I was ready to start calling prospects. After a few weeks, my sales manager asked me, “How are things going?

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Hubspot Sales

DECEMBER 9, 2021

Everyone is looking to unwind when the holidays come around. Every year brings its trials, triumphs, and tribulations — and all of them can be exhausting. So as you come upon 2021's end, you can help your team unwind a bit by throwing a holiday party. But those kinds of events can run your company a lot of cash — and when you're working within the confines of a startup budget, you might not have the room for some extravagant celebration.

Hotels 117

Hotels How To Closing Company 117

Zoominfo

DECEMBER 6, 2021

Scenario Capturing leads who download your content is a great way to seed your database with potential buyers. But what happens to those leads after they are collected? Content downloads and webinar leads often aren’t “hot” enough to assign to a sales rep. But you can create automated campaigns with multiple touches that relate to the downloaded content to nurture the lead progressively along the buyer journey.

Lead Rank 100

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Scoring 100

The Center for Sales Strategy

DECEMBER 10, 2021

- MOTIVATION -. "Anyone, anywhere, can make a positive difference.". - Mark Sanborn. - AROUND THE WEB -. > 10 Tips to Avoid Burnout While Working in Sales – Badger Maps. Are you feeling a lack of motivation, negative energy, and exhaustion? Wheels spinning but you’re getting nowhere? While sales pros enjoy the roller coaster ride of emotions, it can take a toll on your physical and mental health.

B2B 107

B2B Energy Motivation Positioning 107

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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

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Janek Performance Group

DECEMBER 6, 2021

Santa Claus may be coming to town, but as a sales professional, it is difficult to get into the holiday season until you meet your sales numbers. For the few who exceed their quota before Thanksgiving, everything is merry. For the rest of us, it’s time to make a list and check it twice and qualify the prospects that are naughty or nice. In this article, we will outline a few tactics you can deploy to ensure you end the year with a bonus in your stocking and not a lump of coal.

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Sales Qualified Lead Decision Maker Gatekeeper Call-back 118

Allego

DECEMBER 7, 2021

Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 35, global innovation evangelist Mary Shea dives into the future of B2B sales, how new technologies will deliver hyper-personalized buying experiences, and why it’s important to prioritize data over intuition. Listen and Subscribe Now: Apple Podcasts | Google Podcasts | Spotify | TuneIn. ”If you’re not leveraging data, you’re going to put your whole organization at a competitive disadvant

B2B 107

B2B Face-to-face Journal Google 107

Zoominfo

DECEMBER 6, 2021

Scenario For every ten leads submitted through a marketing form, there are six people who started to fill out a form but didn’t submit it. Maybe they got distracted or they weren’t ready to talk to someone. If you track partial form fills—also known as abandoned forms—you can boost lead volume by 60%. ZoomInfo’s FormComplete enables the real-time capture of emails from partially filled or resubmitted forms.

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Follow-up Leads Marketing Qualified Lead Data 100