Understanding the Sales Force

OCTOBER 5, 2020

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

Hiring 306

Hiring Sales 306

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?

Face-to-face 227

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 137

Ideal Customer Profile Salary Cancellation Call-back 137

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 Social Media Scale Small Business 385

Advertiser: ZoomInfo

AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.

Sales

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

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 329

Comparison Exact Groups Objections 329

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

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

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

Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader

Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.

Trends

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 190

Coaching Training Sales Sales Coaching 190

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

Connect2Sell

OCTOBER 7, 2020

Maximizer 181

Maximizer Sales 181

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

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

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

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

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.

Customer 161

Customer Proposal Negotiation Forecasting 161

Speaker: Kevin Burke

AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.

Tools

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 Education 173

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

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

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

Advertiser: ZoomInfo

ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!

Report

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

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 154

Sales Management Pivotal Sales 154

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

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: 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

OCTOBER 5, 2020

It’s almost become a cliché at this point, but it’s true: people want to buy from who they know, like, and trust. And the way to earn that status is to focus on building and maintaining relationships that go beyond the transactional nature of simply closing a deal. Even in these "uncertain," "unpredictable," "new normal" times we’re living in, relationship building is critical to winning sales.

Face-to-face 139

Face-to-face Meeting LinkedIn Guarantee 139

RAIN Group

OCTOBER 7, 2020

Imagine this: You're in a live sales meeting in a conference room with three decision-makers, and one of them, while you're talking, pulls out their phone and starts responding to text and email messages. They continue to check the news and start fiddling on social media. You even hear a light snicker.

Sales Meeting 136

Sales Meeting Meeting Decision Maker Buyer 136

SocialSellinator

OCTOBER 5, 2020

Are you planning to use videos in your social media marketing campaign? Many companies use short videos to promote their new products and engage their market due to their effectiveness. If you want to use this strategy, you should determine what works best for your brand.

Social Media 136

Social Media Media Video Marketing 136