Sales and Marketing Management
APRIL 28, 2021
Gartner identifies four areas where the traditional approach to selling is impeding sales growth. The post 4 Keys to Unlocking B2B Sales Growth in Uncertain Times appeared first on Sales & Marketing Management.
Understanding the Sales Force
APRIL 27, 2021
We shouldn't really discuss that time you were in a meeting when, without warning, you had about 10 seconds to get yourself to the nearest restroom or you would need to drive home for a wardrobe change. Fortunately, you were able to gracefully excuse yourself and run down the hall as fast as you possibly could. THAT is urgency! This is the fourth installment in the Bob Chronicles.
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Sales Readiness Group
APRIL 26, 2021
Sales organizations continue to invest in sales training but are often challenged when it comes to demonstrating that the training had a lasting impact on how their sales team sells. According to ATD Research ( pre-COVID ), sales organizations invested an average of $2,326 per salesperson annually on sales training. Interestingly, a survey by TrainingIndustry.com found that 43.5% of participants felt that sales skills training “needed improvement.”.
The Pipeline
APRIL 27, 2021
By Tibor Shanto. There is always a lot of talk about Sales and Marketing , alignment, misalignment an more. What is missing is the bit is what or who can align the two. Given that one attracts, and the other converts opportunities to sales, who is responsible for converting leads to opportunities. It’s gotta be the Vice President of Prospecting.
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.
Sales and Marketing Management
APRIL 30, 2021
Until the pandemic is over (and maybe beyond that) businesses must adopt new strategies to close sales deals. The post How to Keep Closing B2B Deals Amidst the Pandemic appeared first on Sales & Marketing Management.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
APRIL 30, 2021
“In March 2020, live events were canceled overnight. Like everyone else, we had to pivot, and fast.” — Danny Daly, manager, marketing events at ZoomInfo. Since the start of Covid-19, in-person events, conferences, and tradeshows have come to a halt. One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers.
Mr. Inside Sales
APRIL 30, 2021
I was training a group of new reps last week, listening to one of their calls, and we found that the rep was ad-libbing right from the beginning of the call. The best practice script, which we had provided him, was far, far away…. This ad-libbing approach led to all the common problems we’ve chronicled before: He didn’t qualify the prospect for timeline, budget, decision making steps or even buying motives.
SBI Growth
APRIL 25, 2021
CEOs often get lost in data while trying to decide what’s working, if there is too much, or if it’s even correct. But even great data is futile if not activated properly across commercial functions. On today’s show, Mike Dickerson, CEO.
Sales and Marketing Management
APRIL 27, 2021
During this interview with Tim Kasida Strategic Partnership Executive at Allego, we discussed trends in the marketplace due to the covid crisis and how video based collaboration and coaching is dramatically helping sales and service teams. The post Allego is Changing The Sales Enablement World appeared first on Sales & Marketing Management.
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Anthony Cole Training
APRIL 29, 2021
Storytelling is a powerful tool in sales. It can take prospects on a journey, assist in developing deeper relationships, and helps them connect to you as a sales professional.
John Barrows
APRIL 26, 2021
On this week’s episode, John sits down with some of the JB Sales team for a very honest conversation on email effectiveness. There are a lot of salespeople who are wildly successful with email because of the way they’re using it to deliver their message. There’s also a lot of people who have become numb to emails. The team discusses their thoughts on email, how they’re using it to be successful, and offer some tips that will hopefully help you!
SBI Growth
APRIL 29, 2021
Sales and Product are in constant tension with each other. Ideally, this friction is a catalyst for the two groups to rally together and drive top-line growth. However, this pressure can also lead to disengaged employee groups that resent each.
Sales and Marketing Management
APRIL 26, 2021
2020 was spent maneuvering around the unexpected. Here's how to reset your team and turbocharge 2021 sales. The post Turbocharge Sales for the Rest of 2021 appeared first on Sales & Marketing Management.
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.
Membrain
APRIL 25, 2021
Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set of goals against which to measure the progress they are making.
SBI
APRIL 27, 2021
26 Top Sales Software to Drive Growth in 2021. By Nancy Nardin, Smart Selling Tools. The pace of innovation in the Sales Software market is accelerating. It can be hard to know which technologies to consider for your organization with so many options to chose from. Top Sales Software. That’s why I’m excited to announce our annual Top Sales Tools awards.
Allego
APRIL 27, 2021
Josh Bersin , an industry analyst and pioneer in HR technology and leadership, exemplifies the cross-section of two unique sectors—analysis and training. Bersin takes a data-driven approach to the very human-oriented industry of workplace learning and development. “One of the things I always appreciated was that it doesn’t matter how good your product or your service is,” Bersin explained.
Sales and Marketing Management
APRIL 27, 2021
Digital transformation, artificial intelligence and automation are real. Does it mean the roles of sales reps and sales managers will eventually be automated? The post Will Digital Transformation and Automation Take Over the Sales Roles? appeared first on Sales & Marketing Management.
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Membrain
APRIL 28, 2021
Proactive and strategic account planning in Salesforce isn’t easy - or even possible, depending on which plugins and customizations you’ve invested in. Account planning often takes place outside of traditional CRM systems, and rarely makes its way back into the tools your sales team uses every day.
Adaptive Business Services
APRIL 28, 2021
At least that is what I had hoped since … I have none. I’m about to bare my soul. Approximately ten months ago, I decided to set about creating an online course. I have since worked on this 7 days a week every week. Now, I’m about as dumb as a box of rocks in this particular endeavor. I still am. I had literally no idea as to …. How to create a course from scratch.
Partners in Excellence
APRIL 26, 2021
We tend to take for granted that our customers know how to buy. We think they know who should be involved and why. We assume they know how to get approval, how to contract, how to issue an order. The reality, unless they are in a role where they are buying frequently, they don’t know these things–yet we assume they do. Too often, our customers get derailed in their buying journey, they want to buy, they need to buy, but they don’t know how to navigate the process and the hurdle
Zoominfo
APRIL 30, 2021
“In March 2020, live events were canceled overnight. Like everyone else, we had to pivot, and fast.” — Danny Daly, manager, marketing events at ZoomInfo Since the start of Covid-19, in-person events, conferences, and tradeshows have come to a halt. One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers.
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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.
Hubspot Sales
APRIL 27, 2021
My coaching client Daniel asked me, “Bill, are you a Hunter or a Farmer? Do you constantly prospect for new business, or do you focus on the clients you currently have?”. I replied, “I’m more of a Trapper. I like to apply the principles of value-centered marketing, so people see me as a resource and come to me for further assistance.” However, even though I take on this persona, it’s still essential to understand how different salespeople like to work.
Predictable Revenue
APRIL 26, 2021
Speaking your customer’s language has always been an essential to successful sales. We conducted research with hundreds of B2B sales leaders to figure out what it’s going to take to speak your customer’s language in the new age of sales. It’s time to learn a new language! The post Lessons from the Frontlines: How to Sell When No-One’s Buying appeared first on Predictable Revenue.
Partners in Excellence
APRIL 28, 2021
I was involved in a fascinating Clubhouse discussion on the future of selling. There were all sorts of interesting insights with some drill downs into the implications of those. We all know virtual will play an increased role in how sellers engage customers, but the more interesting perspective is how customers want to engage sellers and each other.
Zoominfo
APRIL 29, 2021
You might think a leaderboard that trumpets which account executives (AEs) sell the most each month is a sufficient way to track performance. But a more detailed set of sales scorecards can complement a leaderboard and provide AEs with a better view of achievements, said Dylan Conant, former associate chief of staff to the chief revenue officer at ZoomInfo.
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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.
Sandler Training
APRIL 29, 2021
Mike Montague interviews Michael Coles on How to Succeed at Getting Tough. The post How to Succeed at Getting Tough [PODCAST] appeared first on Sandler Training.
The Center for Sales Strategy
APRIL 30, 2021
- MOTIVATION -. "If people believe in themselves, it's amazing what they can accomplish.”. -Sam Walton. - AROUND THE WEB -. > Hybrid Work Now & Next: 5 Point Roadmap For Moving From Scrappy To Sustainable – Growth Institute. According to a recent UpWork survey (2021) 1 in 4 Americans will be working entirely remotely in 2021 and by 2025, 36.2 million Americans will be working remotely - an 87% increase from pre-pandemic levels, the study revealed.
Sales Readiness Group
APRIL 30, 2021
The expansion of online, collaborative learning is one of the most exciting evolutions to come out of the challenges of delivering sales training over the past year. As the participant feedback suggests below, online, collaborative learning did a great job engaging participants, increasing group collaboration, and reinforcing skills over time – all of which is leading to greater success for learners and better outcomes for companies.
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