KLA Group
AUGUST 30, 2021
You’ve probably heard the sales prospecting saying that it takes 10 “no’s” to get one “yes,” but I think that number is outdated. In today’s market, it can take 40 voicemails to reach a live person and dozens of emails to yield a single response. For sales reps, that kind of rejection often makes sales […]. The post 7 Simple Games to Make Sales Prospecting Fun (Seriously) first appeared on KLA Group - Denver.
Anthony Cole Training
SEPTEMBER 2, 2021
The dictionary defines a conundrum as “a confusing and difficult problem or question.” I believe it is safe to say that we can put sales coaching into that category. In today’s blog, I want to give you some sales coaching tips that will improve your sales coaching skills.
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Sandler Training
SEPTEMBER 1, 2021
Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020. The post Sandler Research Center Report: What Buyers Want Now appeared first on Sandler Training.
The Pipeline
AUGUST 31, 2021
By Tibor Shanto. While the calendar may not agree, Labor Day, from a sales standpoint, is the end of Summer. Vacations over, back to work, finishing the year and setting the table for next year. While this year is no different, there is greater anticipation in light of vaccine and people’s back to work attitude. Much more than in other years, it is important to get ahead of things, and take steps to prepare for the post Labor Day sprint.
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
SEPTEMBER 3, 2021
If you hire and train sales development reps smartly, they move on to leadership roles. Here's how to keep your pipeline of star talent filled. The post The Next-Gen Sales Development Team 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.
Understanding the Sales Force
AUGUST 30, 2021
The CDC is back to focusing on COVID case numbers. Earlier this summer, Massachusetts was reporting fewer than 100 new cases each day but more 1,000 new cases per day have been reported for the past two weeks. That particular metric supports the narrative that the Delta variant is spreading but it does not tell the real story that allows us to assess our risk.
The Pipeline
AUGUST 30, 2021
Subscribe today, and take the Breakfast on the go! Scott Leese is one of the top startup sales leaders in the country. Through domestic and international consulting, he has trained an army of salespeople thousands strong. Leese puts his nearly two decades of sales and leadership experience to use as the CEO & Founder of both Scott Leese Consulting, LLC; and SurfandSales.com.
Sales and Marketing Management
AUGUST 31, 2021
Personalizing the B2B sale while being mindful of new privacy laws that are coming, and how to deal with the proliferation of marketing technology and revenue technology tools. A discussion with Gino Palozzi, Senior Vice President of Marketing at Dun & Bradstreet. The post Smart Deployment of Marketing and Sales Technology In B2B Sales appeared first on Sales & Marketing Management.
Zoominfo
SEPTEMBER 1, 2021
Lead response time can make or break your sale. Need proof? Consider the data: According to HBR , if you don’t respond in 5 mins, the probability of establishing contact decreases by a whopping 400%. InsideSales says that you’re 100x more likely to actually speak with them if you engage within 5 minutes of them indicating interest. On average, an SDR takes about 42 hours to get in touch with their prospect — but that doesn’t have to be you.
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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.
John Barrows
AUGUST 30, 2021
Tim O’Neil, CRO at Alation, joins John this week to continue to conversation from the last few weeks about the new career path of the SDR. They discuss a new model of how to grow organizations internally to break the predictable growth model that could be the novel way companies go to market. This episode is: for leadership to take back to your org and think about if this is a good idea to implement, and if you’re a rep, you should pay attention to the companies that are currently going th
Membrain
AUGUST 29, 2021
Some of you know that I am a golf fanatic. I love the walk through nature, the camaraderie of my golf buddies, and the competition it provides me against the course.
Sales and Marketing Management
SEPTEMBER 1, 2021
"Normal" sales calls may never be the same, but getting to a mix of virtual and in-person sales calls before competitors is advantageous. The post Beat Your Competitors Back to In-Person Sales Calls appeared first on Sales & Marketing Management.
Partners in Excellence
AUGUST 30, 2021
Qualifying our prospects/customers is critical for sales people. We want to make sure we are pursuing the right opportunity, that the customer has a compelling need to change, and that they are serious in considering our solutions/services. Sadly, too many sales people do a poor job of qualifying, chasing deals that both waste customer and our time.
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.
John Barrows
SEPTEMBER 2, 2021
JB Sales’ newest trainer, Shelly Gupta Correa, joins John this week to talk about her journey on growing up without conforming to cultural norms, tough career decisions and changes, and evaluating her values and priorities in life. Shelly’s greatest lessons have come from taking different risks and becoming a parent, and she’s ready to encourage others who have been thinking of starting a new path.
Predictable Revenue
AUGUST 30, 2021
Nick Capozzi teaches us how to un-tap endless opportunities using video in your sales process, he has used video to sell and market for over 25 years with well-known companies like Disney and Royal Caribbean. The post Using Video in the Sales Process appeared first on Predictable Revenue.
Sales and Marketing Management
SEPTEMBER 2, 2021
Only 16% of buyers say that sellers convey value effectively when selling virtually. Jonathan Carlson and Jake Miller of Allego explore the rapidly evolving world of conversation intelligence - how sales leaders can provide reps with personalized recommendations for content follow-ups and learning. The post State of Conversational Intelligence appeared first on Sales & Marketing Management.
Partners in Excellence
SEPTEMBER 2, 2021
As sales and marketing people, the concept of “Value Proposition” has become fundamental in our positioning in our markets and with our customers. The concept of the value proposition can be traced back, apparently, to a McKinsey paper written in 1988, and to Norton and Kaplan’s work in the early 90’s (I was surprised by this, I thought the concept predated this by some years.).
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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.
SocialSellinator
AUGUST 29, 2021
Introduction. Social media is a great opportunity for SMBs to grow their business. In the past social media has been used mostly by larger companies and big brands. However, in recent years social media has become more accessible to average business owners because social platforms include Facebook, Twitter, LinkedIn, Pinterest, Instagram, TikTok, and many more.
Membrain
SEPTEMBER 1, 2021
Daniella Floss is the manager of Rhizosphere Research at Valent BioSciences. She’s a leading expert on the topic of communication between plants and fungus, and her work is changing the way humans conduct agriculture.
Predictable Revenue
SEPTEMBER 2, 2021
Salespeople rely on old-school selling tactics where they were taught to “always be closing,” which creates sleazy salespeople. Learn how to ask for the sale without feeling sleazy with our guest Donnie Boivin. The post How to ask for the sale without feeling sleazy appeared first on Predictable Revenue.
Partners in Excellence
AUGUST 31, 2021
A new word/concept is creeping into my vocabulary, “The Great Resignation.” I have to confess, I’m not seeing much of this in my clients–at least yet. Some are beginning to talk about it. Many friends and colleagues seem to be seeing indications of the great resignation. The headlines focus on exhaustion and burnout, much driven by the hybrid work environment, WFH and other factors.
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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
AUGUST 30, 2021
Think of your favorite fast-food restaurant — are there multiple locations? Is it even available in different countries? If you answered yes to both, this is likely because it’s a franchise. There is an original business owner, but independent parties have bought into the business and opened their own locations. So rather than one person managing hundreds and maybe thousands of sites, each store may have a different manager, but they all follow the same rules.
SocialSellinator
AUGUST 31, 2021
Snapchat is a social platform that has grown by leaps and bounds over the past few years. It now boasts an active user base of more than 530 million, and an average of 3-7 minutes are spent on the app per session. Snapchat is a powerful social media marketing tool for reaching new audiences. Not only that, but Snapchat is more popular with a younger audience than other social media platforms such as Twitter or Facebook.
Zoominfo
SEPTEMBER 2, 2021
An excerpt from “Sell Different!” by Lee B. Salz Just about every sales book ever written preaches the importance of salespeople finding pain and challenges that prospects are experiencing during discovery. When salespeople hear their challenges, they start licking their chops because they believe the door has opened to their solution. Unfortunately, many of them become disappointed when their deals never advance past the initial conversation.
Allego
SEPTEMBER 2, 2021
It’s been over twenty years since Microsoft Chairman and CEO Bill Gates published Business @ the Speed of Thought: Succeeding in the Digital Economy. His premise was that technology was accelerating the speed of business, and eventually this would transform the nature of work—and determine which companies would survive. Gates understood the power of technology to speed up information exchange, foster collaboration, transform data points to knowledge and to potentially create a competitive edge f
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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.
Sales and Marketing Management
AUGUST 31, 2021
Personalizing the B2B sale while being mindful of new privacy laws that are coming, and how to deal with the proliferation of marketing technology and revenue technology tools. A discussion with Gino Palozzi, Senior Vice President of Marketing at Dun & Bradstreet. The post Smart Deployment of Marketing and Sales Technology in B2B Sales appeared first on Sales & Marketing Management.
Hubspot Sales
AUGUST 31, 2021
I knew nothing about the bargaining zone when accepting my first job offer. Wide-eyed and nervous about getting rejected, I accepted the initial salary — and came to regret it soon after. Luckily, I've learned how to navigate the bargaining zone while working with executives and salespeople who have skillfully negotiated everything from multi-million dollar deals to more favorable contract terms.
Sales Hacker
SEPTEMBER 2, 2021
“But we’re product-led. Our product is self-serve. We don’t need salespeople anymore, right?”. I’ve heard this too many times to count. Product-led is cool, and we have a desire to move away from sleazy sales tactics, don’t we? But it’s a false dichotomy: good salespeople don’t use unscrupulous methods to manipulate someone into buying something they don’t need.
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