Understanding the Sales Force

OCTOBER 5, 2020

Testing. Testing 1234. Testing. Check, check, check. How do I sound? Testing 12345.

Hiring 309

Hiring Sales 309

Mr. Inside Sales

OCTOBER 9, 2020

What do you say when you get this stall while prospecting? If you’re like many sales reps, you accept it and become a willing participant in the follow up chase that ensues. And you know how frustrating that is. Let’s face it: This blow off is just a variation that prospects have been using for years. It used to be: “Can you send me something in the mail?

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Face-to-face Sales Qualified Lead How To Gatekeeper 227

Sales Hacker

OCTOBER 5, 2020

The global tech market growth will drop to 3% in 2020 and 2021, according to the Forrester IT spending forecast. And it could drop even more if we go into a full-fledged recession. Almost 50% of CFOs expect to reduce IT costs by canceling less-critical projects. With this level of disruption in the software market, sales teams are forced to rethink their strategies to create positive cash flow.

Ideal Customer Profile 115

Ideal Customer Profile Salary Cancellation Call-back 115

The Pipeline

OCTOBER 3, 2020

By Tibor Shanto. While selling has always been personal, it is that much more so since the arrival of COVID 19. More than ever to succeed we need to think Human-to-Human is you are in B2B. This requires you to rethink your message as much as the delivery. Contact with colleagues, friends, and family is impacting how we do everything including buying and selling.

Distribution 385

Distribution Webinar Metrics Video B2B 385

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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.

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Sales 2.0

OCTOBER 9, 2020

If you’re an AE, I recommend appointing yourself a small business owner. Just like most small business owners you probably feel like you have no time. You may also feel unsupported by your company and that you need to do everything yourself. Just like small business owners there are things you can do to make this situation a lot better. By doing so you will (a) sell more, (b) get a bigger commission check, and (c) be less stressed.

Account 385

Account Scale Social Media Small Business 385

Understanding the Sales Force

OCTOBER 7, 2020

This is gonna be fun! In 2005, GM produced four mini-vans known as the Buick Terraza, Chevrolet Uplander , Pontiac Montana SV6 and Saturn Relay. These four cars were exactly the same, with the brand logos being the only differentiators. Today, some Luxury car companies dress up the cars from their primary brands as Toyota is known to do with its Lexuses, Nissan with its Infinities, Honda with its Acuras, and Ford with its Lincolns.

Comparison 332

Comparison Exact Groups Objections 332

The Pipeline

OCTOBER 5, 2020

Sales Scrum Episode #21 – Guest Javed S. Khan. Javed S. Khan is a speaker & founder of Empression: a marketing services company that works with highly motivated entrepreneurs and organizations. Possessing a wealth of knowledge and experience in building relationships, marketing, brand development, and communications, Javed speaks with contagious passion and careful commitment to ensuring his audiences are empowered with critical strategies guaranteed to positively transform the way they mar

Guarantee 369

Guarantee Motivation Positioning Sales 369

Zoominfo

OCTOBER 6, 2020

We’ve previously written about the four quadrants that make up the go-to-market framework for businesses. Those quadrants include building loyalty; expanding offers; expanding markets; and company transformation. Regardless of which quadrant a company pursues, a solid, subsequent go-to-market strategy will help the metrics and plays come to life — and that approach takes even greater importance as companies navigate an economy altered by COVID-19.

Churn 246

Churn Marketing Loyalty Software 246

Sales and Marketing Management

OCTOBER 5, 2020

Author: Brandon Brown Today, most marketers and salespeople agree that we need to build relationships with our customers. But many of those same marketers and salespeople are implementing old-school marketing tactics that bombard consumers with unwanted ads and clickbait. These tactics are short-term solutions and don’t foster long-term relationships with customers.

Influencer 194

Influencer Marketing How To Face-to-face 194

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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

John Barrows

OCTOBER 9, 2020

This content is password protected. To view it please enter your password below: Password: The post Protected: Podcast 168: Kyle Racki On World-Class Proposals appeared first on JB Sales.

Proposal 185

Proposal Sales 185

The Pipeline

OCTOBER 6, 2020

By Tibor Shanto. It took a lot to convince people that smoking was bad for them. And rather than responding to reason, most had to be scared in to quitting. So, I thought I would try a similar approach for those who don’t like sales numbers. I still find it difficult to believe that people are still debating whether sales is a numbers game or not.

Sales 250

Sales Video Prospecting 250

Zoominfo

OCTOBER 6, 2020

We’ve previously written about the four quadrants that make up the go-to-market framework for businesses. Those quadrants include building loyalty; expanding offers; expanding markets; and company transformation. Regardless of which quadrant a company pursues, a solid, subsequent go-to-market strategy will help the metrics and plays come to life — and that approach takes even greater importance as companies navigate an economy altered by COVID-19.

Churn 179

Churn Marketing Loyalty Software 179

Sales and Marketing Management

OCTOBER 9, 2020

Author: Matt Kamp For B2B sales teams, referrals are worth their weight in gold. They can provide companies with perpetual revenue, and they can solidify your organization’s reputation as a great company to work with. When customers or other companies refer people to you, your company is viewed as more trustworthy in front of those leads, and because of that trust, you can expect a faster – and more successful – sales cycle.

Referrals 177

Referrals Company Scale Case Study 177

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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

Sales Pro Central Submitted Articles

OCTOBER 6, 2020

Everyone has a proposal program. How do you differentiate yours to stay competitive?

Proposal 246

Proposal How To Competition 246

John Barrows

OCTOBER 5, 2020

Logan Lyles joins us on the podcast this week to talk about all things media and how podcasts and other forms of content can be revenue generating machines as long as they’re correctly created and leveraged appropriately by sales reps. Logan shares how reps can use content engagement as a catalyst for new conversations. Follow the podcast: Subscribe on iTunes.

VanillaSoft 181

VanillaSoft Prospecting Social Media Media 181

Zoominfo

OCTOBER 8, 2020

“Ask not what your customer can do for you, but what you can do for your customers.” — Me, and probably a lot of other successful sales leaders. The modern day sales call sounds a lot different. Gone are the days of cold calling without doing your research. These are the days of personalization and a buyer-centric approach, because, as it turns out, the buyer has much more of the power.

Prospecting 173

Prospecting Cold Calling B2B Buyer 173

Anthony Cole Training

OCTOBER 8, 2020

In every sales training and coaching program we work with individuals to help them write and deliver their phone scripts, value propositions and elevator pitches. These are important components for salespeople to differentiate themselves in a crowded marketplace. And this exchange should begin the relationship on the right foot by getting the audience engaged.

Coaching 161

Coaching Training Sales Sales Coaching 161

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

Sales Pro Central Submitted Articles

OCTOBER 6, 2020

After you accelerate your RFP process, what will you do with all of your time dividends? Did Apple hit a trillion-dollar valuation by cashing out every year and implementing a 20-hour workweek? Not if Apple Park is any indication.

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Shari Levitin

OCTOBER 7, 2020

In preparation for writing a new virtual sales course for LinkedIn Learning, I contacted my brother, a best selling author and neuroscientist, who focuses on productivity and the brain. . I figured he would share the science behind distraction-why we’re more prone to it today than when we grew up watching Bugs Bunny cartoons. During our Zoom call, he became visibly frustrated.

Social Media 160

Social Media Media Facebook Course 160

Zoominfo

OCTOBER 6, 2020

Vice President of Sales at ZoomInfo, Steve Bryerton, shares his thoughts on how to implement a Team Lead within your organization. Picture this: You’re a sales leader, currently responsible for a team of nearly 10+ sales development reps. You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation (and hopefully pipeline!).

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Force Management

OCTOBER 8, 2020

This post is an extension of the Ten Reasons Why Our Sales Training Is Different. Read the original article to learn more about why our process equips our customers to achieve lasting results. Read it here. The impacts of the pandemic have left many sales leaders to shift priorities and find new ways to equip their sales teams to succeed. To help ramp up sales teams and get them ready to execute in 2021, many sales organizations are choosing virtual sales training engagements as a way to move fo

Training 147

Training Face-to-face Coaching Exercises 147

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

Sales Pro Central Submitted Articles

OCTOBER 6, 2020

Being a quota crusher doesn’t stop at closing net new deals. Account managers, those who work with an existing book of business, are extremely valuable to organizations. Their role is critical for retention and revenue expansion.

Revenue 132

Revenue Retention How To Quota 132

Membrain

OCTOBER 4, 2020

Frontline sales managers - the people from whom individual members of the sales organisation take their day-to-day direction - have always played an absolutely pivotal role in the success of every sales organisation.

Sales Management 153

Sales Management Pivotal Sales 153

Zoominfo

OCTOBER 6, 2020

Picture this: You’re a sales leader, currently responsible for a team of about 10 sales development reps. You have a strong solution to go along with a solid stream of both inbound and outbound activity, which prompted you to split the team by each channel to maximize meeting creation — and hopefully pipeline. By splitting your team, you’ve been able to deploy measurable processes to maximize strategies, as well as identify areas for iteration to improve results.

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

Babette Ten Haken

OCTOBER 8, 2020

When you use shifting story narratives to persuade, justify or invite people to join your story, the effect is just the opposite. Instead of saying yes, they can become skeptical: of you, your solution and even your organization. Why? Because people do not intellectually or emotionally co-invest in stories that shape-shift. And considering that, overall, trust is at a premium these days, what stories are you telling?

Campaigns 149

Campaigns Conversion Coaching Relationals 149

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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

Sales

Engage Selling

OCTOBER 9, 2020

Your customer today is in a tough spot when making decisions. If you’re a seller trying to convert new prospects into buyers, you’re feeling the effect.

Buyer 152

Buyer Prospecting Customer Strategy 152

Membrain

OCTOBER 7, 2020

Economic downturns are almost nobody’s favorite time. For sales teams, they can signal lower incomes, more worry, and harder work that yields smaller returns.

How To 161

How To Account Sales 161

Partners in Excellence

OCTOBER 7, 2020

Right now, open up your CRM system. Go to the opportunity tab, look at your sales process steps. It will probably reflect critical stages and selling activities, enabling you to move through your process. Probably, it also creates a “probability assessment,” that is a likelihood of winning. Unless your system has been modified, it measure your progress through the selling cycle.

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Customer Proposal Negotiation Forecasting 137