No More Cold Calling

DECEMBER 29, 2020

Your referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” That’s what a client recently asked me, and I was baffled by his revelation. How can smart, experienced sales reps let their customer relationships wither? I have plenty of advice about asking for referrals , but most of it assumes that salespeople nurture their client relationships.

Referrals 432

Referrals Customer Social Media Revelation 432

Zoominfo

DECEMBER 28, 2020

You’re about to get that hot lead on the phone. You’re armed with your prospect’s buying signals, right? What are customer buying signals? By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty. There’s no telling how the sales landscape will continue to evolve, and sales representatives will need to stay agile if they want to hit their goals in an increasingly competitive market.

Revenue 132

Revenue Lead Rank Hiring Account Based Marketing 132

SBI Growth

DECEMBER 26, 2020

It may be easy to assume that tech-enabled services became an overnight success in the wake of the work-from-home and digital phenomena. However, many companies will not only miss their number but have also experienced an 8% year over year decrease.

Company 348

Company Ideal Customer Profile Analysis Retention 348

Advertisement

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 Process

The Pipeline

DECEMBER 29, 2020

By Tibor Shanto. Well, here we are, the end of 2020, some way to kick-off My Decade Of Decluttering. While COVID changed everything, it also brought focus. And focus is crucial for decluttering and getting things done. So, today I share three simple exercises you can do, tech-free, to help you create focus and results. leverage these 3 ways to get ahead of your 2021 quota.

Quota 228

Quota Exercises Video Tools 228

Anthony Cole Training

DECEMBER 30, 2020

Lots of people talk about goals and having a plan to achieve said goals. And there is lots of information out there about how important it is to have an tracking system in place to make sure you execute your plan effectively. But what about the GRIND required to increase sales and achieve success?

System 179

System Sales Sales Goal Prospecting 179

SBI Growth

DECEMBER 29, 2020

A new year is on the horizon, and market-leading CEOs are forward-thinking, regardless of the circumstances in 2020. The top challenges in 2020 for CEOs included collecting and actioning the right data, managing Board and stakeholder expectations, and the rapid.

Data 342

Data Marketing Marketing Qualified Lead Leads 342

Grant Cardone

DECEMBER 31, 2020

Happy New Year! That’s not just a wish. It’s a prediction! Why am I so confident that 2021 can be your best year ever? Because I’m going to make it happen with my LAUNCH 2021: A 10X Coaching Program. . When I say we are go for launch in 2021 I mean it literally so strap yourselves in. . Although this year has given me massive amounts of success, I know that too many people out there have not been as fortunate…so I’m going to do something about it by paying forward.

Face-to-face 168

Face-to-face Coaching Influencer Course 168

Partners in Excellence

DECEMBER 30, 2020

We’ve always been taught to “call high.” We are supposed to reach “The Decision-maker,” perhaps leveraging our influencers. But complex B2B buying has changed profoundly, “The Decision-maker” has become a buying/decision-making group. The number of people, directly and indirectly, involved in the buying process has grown.

Decision Maker 152

Decision Maker Conference Maximizer Face-to-face 152

Speaker: Jennifer Hodroge, Omni-Channel Strategic Leader, Forrester CX Certified

Marketers know that personalization is the key to engagement—but with limited budgets and time, how do you prioritize what, where, and how to personalize? Aligning your content, campaigns, and buyer experiences requires a deep understanding of customer needs. In this new webinar with expert Jennifer Hodroge, we’ll explore how to leverage insights and customer journey mapping to build personalization strategies that deliver real impact.

Campaigns

Hubspot Sales

DECEMBER 28, 2020

Sales is changing. New technologies come out every day that make our jobs more straightforward -- and more complex. But all this new technology doesn’t help us if we don’t have a plan to use it. A study by Gartner's uncovered that enterprises lose out on up to 10% of their annual sales due to poor planning. Moving into 2021, sales territory mapping software is here to help clear up the ambiguity, help you plan for the future, and get your team on the right track.

Territories 140

Territories How To Demographics Software 140

Allego

DECEMBER 29, 2020

This post appeared originally on the Seismic blog. When the business world shifted from in-person to virtual this year, B2B sales changed too. Sellers went from being road warriors to working from home offices, using video-conference calls to engage prospects and close deals. Yet while our work settings changed, the focus on understanding customers’ businesses and helping them meet their needs remained the highest priority.

Marketing 129

Marketing Account Based Marketing Maximizer Conference 129

Gong.io

JANUARY 1, 2021

If you are in sales, you know what the word negotiation means. . Heck, it’s always been — and still is — the #1 skill in sales. The best-of-the-best salespeople are often the best-of-the-best negotiators. They know the negotiation techniques to win deals. They understand the art of making a deal. They are well-versed in the skills necessary to close. .

Negotiation 127

Negotiation Call-back Proposal Decision Maker 127

Partners in Excellence

DECEMBER 30, 2020

As we come to the end of 2020, I want to reflect a moment. Yes, I know we are all supposed to write about New Year’s Resolutions—99% of which will be abandoned before the end of January. But given this year, I want to focus on something else. When I started this blog, about 13 years ago, I chose to call it “Making A Difference.” My hope has been to make a difference in the lives of people reading these posts.

Face-to-face 143

Face-to-face ACT Small Business Small Business 143

Advertiser: ZoomInfo

Savvy B2B marketers know that a great account-based marketing (ABM) strategy leads to higher ROI and sustainable growth. In this guide, we’ll cover: What makes for a successful ABM strategy? What are the key elements and capabilities of ABM that can make a real difference? How is AI changing workflows and driving functionality? This Martech Intelligence Report on Enterprise Account-Based Marketing examines the state of ABM in 2024 and what to consider when implementing ABM software.

Account Based Marketing

Hubspot Sales

DECEMBER 28, 2020

If you’ve ever been in an argument with your significant other, you’ve probably figured out that the way you say something is often more important than what you say. Did you ever consider that the same principle applies to sales? It’s true; the tone of your voice might actually be jeopardizing your sales success. You may have put hundreds of hours into researching your market, learning your product, and crafting your pitch, but if you aren’t aware of what your voice conveys to your potential cus

Influencer 139

Influencer Up-Sell Conversion Sales 139

Salesmate

JANUARY 1, 2021

“Email has an ability many channels don’t: creating valuable, personal touches – at scale.” – David Newman. Well, isn’t that the truth! We firmly believe that email, as a communication channel, can turn out highly beneficial if approached in the right way. If you’re tired of constantly putting effort into prospecting without getting any desired results, you might want to stick around till the end of this blog for helpful sales email tips and tricks.

Prospecting 126

Prospecting Proposal Face-to-face Scale 126

SBI

DECEMBER 28, 2020

TechTarget Completes its Acquisition of BrightTalk, a Leading Virtual Events Platform. NEWTON, MA – DECEMBER 23, 2020. TechTarget, Inc. (Nasdaq: TTGT), the global leader in B2B technology purchase intent data today announced the closing of the previously announced acquisition of BrightTALK Limited, a private company incorporated in England. As a leading marketing platform for webinars and virtual events in the enterprise IT market, the BrightTALK acquisition will enable TechTarget to significan

Closing 126

Closing Intent Data Intent Face-to-face 126

The Center for Sales Strategy

DECEMBER 31, 2020

You want to get the most out of your people… so how do you really inspire them? Most of the managers immediately respond, “Pay them more!” Believe it or not, that’s not going to cut it. Most employees are not coin-operated, and more money does not lead to more engagement. Wonderfully stated in a Harvard Business Review article, authors Eric Garton and Michael C.

How To 122

How To Relationals Research Marketing Qualified Lead 122

Advertisement

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

Hubspot Sales

JANUARY 1, 2021

Consumers prefer to buy things from people they like. It’s a common-sense concept: If a pushy door-to-door salesman comes calling and attempts to barge his way into the house with a product you don’t want, chances are you aren’t spending any money. On the other hand, if you’re on the hunt for a new car and the salesperson is knowledgeable, kind, and considerate there’s a much better chance that you’ll give her your business.

Sports 137

Sports Social Media Consumer Loyalty 137

Sales Hacker

DECEMBER 28, 2020

Many people falsely believe that the secret to success with cold email is to nail the initial email. They believe they just need to write a message that’s so interesting and so compelling that recipients have no choice but to click through or respond. And yes, if you nail your initial email, that’s great, but this is leaving you with a very small margin for error.

Follow-up 119

Follow-up Campaigns Segment Analysis 119

Salesmate

DECEMBER 28, 2020

You are your customer’s favorite advertising agency because you have original ideas, and you know the right ways to implement them. You are an agency driven by creativity and innovation; you customize your services for your clients according to their needs. But is this enough to retain your clients for long? It often happens that despite the best-in-class services and visible results, you are still not able to retain these customers and lose them after a project or two.

Advertising 119

Advertising Advertising CRM Ideal Customer Profile 119

Gong.io

JANUARY 1, 2021

All sales organizations are masters of sales tactics. . We know what opening lines to use on a cold call. . We know what questions to use in a discovery call. . We know how to lock down next steps or overcome the next objection. And while tactics are important, a sound sales strategy is critical to improving your closed/won ratio. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021.

Buyer Persona 118

Buyer Persona Strategy Ideal Customer Profile Hiring 118

Advertisement

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

Hubspot Sales

DECEMBER 31, 2020

Customers are the lifeblood of any business. Without a healthy book of existing customers and a steady stream of new customers, a business can’t grow. This is why most businesses have a sales funnel — a way of bringing in potential customers and working with them until they become buyers. This is where your marketing team and your sales team work together to create success for the company.

Sales Qualified Lead 137

Sales Qualified Lead Marketing Qualified Lead Lead Rank Top of Funnel 137

Shari Levitin

DECEMBER 30, 2020

This has been a tumultuous 12 months – a harrowing ride through reinventing ourselves, re-evaluating what’s important, and learning to create connection across the digital divide. Through it all, in your comments, you’ve shared your fears, frustrations, and anger, but also hope, humor, and much wisdom. In the process, you helped document this extraordinary year.

Resources 118

Resources Hiring Cancellation Sales Leadership 118

Nutshell

DECEMBER 28, 2020

Research shows that for every $1 you spend on email marketing, you get back $4 , with drip email campaigns playing a huge role. But to get such mouthwatering ROIs, you must understand the types of email campaigns that help move your marketing needle up. One such campaign is called a drip email campaign. What is a drip email campaign? At its simplest, a drip email campaign is an automated email marketing strategy designed to send out several emails to a subscriber over a specific period.

Campaigns 115

Campaigns Top of Funnel Email Marketing Lead Nurturing 115

Marc Wayshak

DECEMBER 30, 2020

When a prospect hits you with the dreaded objection , “I’ll get back to you…” what do you do next? What exactly do you say to get around this common pushback ? How do you keep the conversation moving forward ? Let’s face it—it’s never a good feeling when a prospect says, “ I’ll get back to you. ” But that doesn’t mean it has to be the end of the sale.

Prospecting 115

Prospecting Call-back Objections Exact 115

Advertisement

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

Hubspot Sales

DECEMBER 29, 2020

Sales is a critical function – without it, your company wouldn’t bring in revenue. While every member of your staff carries out an essential function, none of them would have jobs if your sales team isn’t closing deals. Knowing how important your salespeople are, you’ve put a great deal of effort, time, and money into hiring the best and training them.

How To 135

How To Top of Funnel Hiring Proposal 135

Corporate Visions

DECEMBER 29, 2020

You can choose to jump on these changes and charge toward the new reality of selling. Or, you can hold back and be told to address these issues to catch up with your competition. Whatever choice you make, this article presents a glimpse into your future. The post The Four Forever Changes Transforming B2B Sales Enablement appeared first on Corporate Visions.

Sales Enablement 111

Sales Enablement B2B Competition Up-Sell 111

RAIN Group

DECEMBER 29, 2020

2020 has been marked by a lot of changes, distractions, and new challenges. If it were up to us, we’d title it, “The Year Sellers Plugged In.” Not only literally, with the wholesale shift from live to virtual selling, but also figuratively in the sense sellers had to become even more keenly aware of buyer wants and needs to be successful in a virtual environment.

Resources 105

Resources Up-Sell Buyer Meeting 105