No More Cold Calling

MAY 28, 2020

Please take care of yourself. “ The pendulum has swung too far in the direction of superficial online communications at a time people are hungry for true personal connection.” That’s my favorite quote from David Meerman Scott’s insightful article, “ The 2020s: From the Lonely Chaos of Digital to an Era of Humanity.”. You’ve heard the same message from me throughout this century: Salespeople have become overly reliant on technology to do their jobs.

Referrals 391

Referrals Social Media Cold Calling Social Selling 391

Allego

MAY 28, 2020

Onboarding new hires quickly and rolling out sales and marketing strategies consistently are two challenges many sales organizations face, especially now that most B2B sales teams are virtual. For one of the premier software vendors in Europe, incorporating mobile video-based learning and readiness into sales enablement was the key to supporting remote teams and overcoming these barriers to success.

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Software Software Hiring Strategy 87

Selling Energy

MAY 28, 2020

Persistence is really important when you’re following up with a customer. That said you don't want to be a pest.

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Customer Follow-up Motivation Sales 60

Membrain

MAY 27, 2020

So, you’ve come to the conclusion that Salesforce is no longer the right tool for your team. It’s too big, too complex, too cumbersome, too expensive, too messy. Or you’ve simply decided that you’re ready for something that will truly enable your team to achieve world-class sales effectiveness.

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SalesForce CRM Tools Sales 161

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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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SBI Growth

MAY 27, 2020

With your selling motions in full swing, and with some bookings coming through the door, how can you best assess the health of your organization as it relates to revenue growth? Through our work helping leading companies grow their revenue.

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Revenue Lead Scoring Lead Rank Relationals 227

Nutshell

MAY 26, 2020

When you think of new marketing and sales strategies to boost your business in 2020, direct mail probably doesn’t come to mind. It should, though. In this article we’ll discuss what direct mail is, why it’s beneficial to both marketing and sales professionals, and how to create a successful direct mail campaign for your company in five simple steps.

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Direct Mail Campaigns ROI How To 140

Sales Hacker Training

MAY 26, 2020

Virtual selling is more than just a workaround for social distancing. It’s become clear that virtual selling offers long-term benefits in a post-pandemic world. Many sales leaders are already preparing for a future where effective virtual selling is a normal, ongoing business practice. In this article, we’ll look at the three key benefits of continuing to sell virtually over the long term.

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Benefit Decision Maker Travel Airlines 122

Sales and Marketing Management

MAY 26, 2020

Author: Jacklyn Walsh No two customers are the same and an organization’s sales force needs to be as diverse as its customer base. More inclusive and diverse workforces better understand the customer and have a higher chance to outperform the competition. Sales organizations and teams that embrace diversity have a more solid footing in the market, achieve higher customer and employee retention and earn more wins.

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Lead Rank Lead Scoring Scale Retention 227

The Sales Heretic

MAY 26, 2020

With COVID-related shutdowns, record unemployment numbers, and corporate bankruptcies on the increase, this may be the toughest sales environment any of us have ever experienced. Which means now, more than ever, you need your sales skills to be as robust as possible. If you’re fortunate enough to work for a company with its own training [.].

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Relationals Training Sales Company 223

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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

Sales 2.0

MAY 29, 2020

Stormy clouds covering the Serengeti while on game-drive on the way to Seronera. We are starting to reopen but it’s pretty clear things will be different. Things will be some kind of new but not the same as before. The good news is that some things will be better. than before. Sometimes it takes a big kick in the pants to change people and this crisis has certainly been that for many of us.

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Commission LinkedIn Webinar Metrics Up-Sell 511

The Pipeline

MAY 25, 2020

Sales Scrum Podcast Episode #11 – Guest Steve Gielda. Steve Gielda , is the co-founder and CEO of Ignite Selling, and someone I have been looking forward to having on the podcast. Most salespeople do not know why they win or lose deals. If they win it is their charm, personality, and relationship. If they lose, it is price features. If you don’t know why things turned out the way they did, then you’re bound to do it the same again and again.

Social Selling 391

Social Selling LinkedIn Energy Enterprise 391

SBI Growth

MAY 29, 2020

Data is becoming a core component of every business. As a result, the quality of the data being gathered, stored, and consumed is becoming increasingly important. We have all seen the impact that poor data quality can have on a.

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Data Marketing Consumer Sales 364

Sales and Marketing Management

MAY 28, 2020

Author: Robert Jordan Demand generation, unlike traditional marketing strategies, refers to a data-driven marketing approach that aims to create awareness or interest for your company’s service or product first before selling them. This approach helps in turning profitable prospects into long-term, lucrative clients. By carrying out a feasible demand generation plan, you’ll not just scout new opportunities but also create them, from marketing and sales alignment to data-driven growth for busines

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Demand Generation Agencies Demand Generation Demand Generation Targets B2B 271

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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.

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Shari Levitin

MAY 28, 2020

Something Personal – What’s brewing? When I was in sixth grade, my teacher, Mr. Pinsky, embarrassed me in front of the class. We were studying the Salem Witch Trials when I asked, “How can we be sure there’s no such thing as witches?” He scoffed and told me, “I’ll bet you still believe in the tooth fairy too!” . I ran home crying. My mother consoled me with gingerbread cookies and a plan for revenge.

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Hiring Referrals Face-to-face Cold Calling 146

The Pipeline

MAY 28, 2020

Thursday, May 28, 2020, 7:30 AM – LinkedIn Live. Jeff Bajorek. ‘Rethink The Way You Sell?’ Thinking through each step of your process might seem as if it can slow you down, but checking out and mindlessly disregarding steps does not mean that things will move faster. HOW TO VIEW. To get in on the Breakfast For Champions you don’t need a reservation, all are welcome, simply go to John Moore’s – The Collaborator LinkedIn profile – [link] 7:30 AM ETOR -Follow John Moor

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LinkedIn How To Objections 322

SBI Growth

MAY 23, 2020

In today’s environment, where sales leaders are running accelerated transformations, it’s more important than ever that your team is bought in and well equipped to bring your vision to life. In a previous segment, Steve King, CRO of Hexagon PPM, shared.

Segment 358

Segment Analysis Enterprise Enterprise 358

SBI

MAY 26, 2020

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. Sergey : What customers are buying is changing. Not long ago, buying experience was only about consumer-facing sales, while B2B was all about solution selling. Now the buying experience trend has come to B2B. Your customers are regular people, and when they come to work, they are expecting intuitive, frictionless buying process, just like at home.

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Scale Hotels Buyer Analytics 140

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

RAIN Group

MAY 27, 2020

There are many mistakes to avoid when it comes to virtual selling. Although we all make—and learn from—our mistakes, they're often magnified in a virtual environment, which makes awareness and preparation paramount to success.

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Competition Buyer Conversion Sales 145

The Pipeline

MAY 29, 2020

Friday, May 29, 2020, 7:30 AM – LinkedIn Live. Andrew Jenkins. Connections Matter More Now Than Ever: . It’s not about just increased social selling activities but IMPROVED social selling. People are now part of a bit of a captive audience but that doesn’t mean you can shortcut to a close. Building relationships still matter. HOW TO VIEW.

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Social Selling LinkedIn Closing How To 284

SBI Growth

MAY 28, 2020

Why Are We Having a Hard Time Identifying Customer Needs? Just as social media platforms are constantly evolving, so is the way customers wish to interact with your company. Think of your new customer interactions as “TikTok”—it’s quick (less than 15.

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Social Media Customer Media Company 245

Alice Heiman

MAY 27, 2020

Right now, it can be tough for salespeople to know what’s really going on with customers and prospects. And there’s a good chance no one else in your company knows, either. Any CEO who wants to keep sales strong during tough times needs insight into customer problems and priorities. Without that insight, you’re left to make decisions by guessing. While you might be able to get away with that when the wind is in your sails, it isn’t good enough right now.

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Pipeline Closing Opportunity Follow-up 140

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

John Barrows

MAY 26, 2020

If you haven’t seen Justin Welsh on LinkedIn, we’re not sure what’s gone wrong. Justin has one of the strongest personal brands out there, coming from sales and now working on building his own company. Would you like to know how he built his personal brand? Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. If you prefer to watch than to listen, here’s the full video… That’s a wrap.

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Industry VanillaSoft Leads Marketing Qualified Lead 121

The Pipeline

MAY 26, 2020

Tuesday, May 26, 2020, 7:30 AM – LinkedIn Live. Live Today – Breakfast For Champions. John Moore – The Collaborator. The key to great Enablement – remembering the sellersTransforming from inflicting to enabling. HOW TO VIEW. To get in on the Breakfast For Champions you don’t need a reservation, all are welcome, simply go to John Moore’s – The Collaborator LinkedIn profile – [link] 7:30 AM ETOR -Follow John Moore – The Collaborator on LinkedIn and you wil

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LinkedIn How To Objections 272

Membrain

MAY 24, 2020

According to recent research it has been suggested that team selling increases your chances of closing a deal by more than 250% compared to selling solo.

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Benefit Research Closing 146

Salesmate

MAY 26, 2020

You might have heard the adage, “The fortune is in the follow-up.” This is definitely true in sales. For converting leads into sales, you need to follow-up consistently. Prospects have a lot on their plate, so they might not remember your product. They are like those busy neighbors who are lost in their world. You need to knock on their door and remind them that you exist.

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Follow-up Leads Marketing Qualified Lead Case Study 137

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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

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The Center for Sales Strategy

MAY 25, 2020

A conversation about desired business results (needs, challenges, and opportunities) is an essential part of the sales process. When engaging new business prospects as well as current customers, it’s crucial to ask the right questions. Aside from the right questions, other tools can help a seller discover core needs quickly and succinctly. Needs analysis is a central and critical part of making the sale.

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Analysis Tools Sales Process Meeting 127

The Pipeline

MAY 27, 2020

Wednesday, May 27, 2020, 7:30 AM – LinkedIn Live. Live Today – Breakfast For Champions. Bob Apollo, . Reprioritizing your target accounts Focusing your energies on high-impact opportunities. HOW TO VIEW. To get in on the Breakfast For Champions you don’t need a reservation, all are welcome, simply go to John Moore’s – The Collaborator LinkedIn profile – [link] 7:30 AM ETOR -Follow John Moore – The Collaborator on LinkedIn and you will be notified when we go live.

Energy 258

Energy LinkedIn Account Opportunity 258

Engage Selling

MAY 29, 2020

I want you to think like your competitor. Why? Thinking like your competitor will help you figure out where you’re weak and strong in the accounts you’re managing, which can lead to retention and growth activities.

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Exercises Strategy Retention Account 124