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Author: Paul Nolan Managers who create intricate business plans and put significant effort into developing short- and long-term goals for their teams and individual employees often revert to managing by time. The shift to working from home has forced many managers to adopt new approaches. It’s a change for the better, says Laura Vanderkam , a consultant on time management and productivity, and the author of “The New Corner Office: How the Most Successful People Work From Home.”.
By Tibor Shanto. We all know the expression “ A journey of a thousand miles begins with a single step.” All well and good if you’re an ancient prophet without a quota, but in sales, it’s not good enough. In sales, we have to worry and plan for the next step well in advance. And then the one after that, and all the rest of the 1,000-mile cycle. So, when pundits tell you the hardest part is getting started, it actually is not, it is finishing.
I listen to a lot of calls each week that my clients send me. This week, I listened to a closing call from one of their reps, and here is how the prospect opened the call: Prospect: “Let me just tell you upfront that we’re looking at a lot of different options right now of which yours is just one…”. Then: “And also, I’m not the decision maker on this, I’m just an influencer.
As you continually work on fine-tuning your sales organization, how can you best ensure that every prospect interaction contributes to a cohesive customer narrative that, ultimately, maximizes your sales? Through our work helping leading companies grow their revenue year after.
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.
During times when business can be happening slower, in a slowed economy, finding any way to speed things up is important. What if there was some science around helping your buyers buy in a better way, or an easier manner? One of the reasons I did some heavy research seven years ago was that as a sales trainer and consultant, I could not show enough ROI for the time and money clients were investing in our work.
By Tibor Shanto. Change, like anything else, takes ‘space’, you need to create room for the new. Letting go is hard, but if you don’t then you’ll have no ability to capture new things and grow. First thing’s first, you need to stop. [link]. Join Jon Kronemeyer, Chief Growth Officer at JKrony. We are exploring “Beating Your Number With Numbers” The post You Need To Stop appeared first on TiborShanto.com.
By Tibor Shanto. Change, like anything else, takes ‘space’, you need to create room for the new. Letting go is hard, but if you don’t then you’ll have no ability to capture new things and grow. First thing’s first, you need to stop. [link]. Join Jon Kronemeyer, Chief Growth Officer at JKrony. We are exploring “Beating Your Number With Numbers” The post You Need To Stop appeared first on TiborShanto.com.
Have you ever answered a phone call from a sales rep that couldn’t remember the details of your account? It’s frustrating. You expect to be treated like a valued customer because you know the data is there, they just haven’t taken the time to study up before the call. Today, customers expect united, data-driven communications. A 360-degree approach to viewing and managing customer relationships supports efforts at every stage of the sales funnel.
For many services companies who achieve exponential growth within narrow timeframes, they often find themselves lagging in critical operational areas, including go-to-market. Jarrod Johnson, Chief Customer Officer at TaskUs, found himself in a similar situation but was able to remain as.
Author: Mike Schultz, President, RAIN Group Negotiation is everywhere: in selling, setting salaries, getting the labor union back to the table, figuring out where to go out to dinner.even getting your kids to go to bed. Since negotiation is everywhere, so is negotiation advice. Harvard professor Steven Pinker once said, “Much of the advice from parenting experts is flapdoodle.”.
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.
What happens when you turn suspects into prospects? There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. While MQLs don’t translate to immediate revenue or even pipeline contribution, the value isn’t equivalent to open rates, page views, and the like.
For Sales Operations leaders on a calendar year, we are rapidly approaching annual planning season. As if it wasn’t difficult enough to identify where your organization’s growth will be derived from next year while trying to forecast the back-half of.
A while back, I wrote a post listing words and phrases that successful people say on a regular basis. Just as important as what successful people say, however, is what they don’t say. High achievers understand that just as the right words can solve problems, heal wounds, create connection, and move people to action, the [.].
Regardless of the current state of business, it is easy to get caught up in managing day-to-day tasks. It's also easy to lose focus on the end goal and continue to take the necessary steps to move your business forward.
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.
Many B2B data providers claim to have the “best” data. But have you ever stopped to think about where these companies get their data and what makes it better than the rest? Data is a big investment – and as a buyer, you should never trust a data provider without first understanding where that information comes from. Today we’re looking at three major B2B data sources and discussing the pros and cons of working with each.
Author: Kaveri Kalavath Implementing enterprise software has never been easy. This hasn’t changed, even with software as a service (SaaS) and cloud-based technology. An original promise of SaaS was that it would take the pain away from internal IT personnel and transfer it instead to the technology vendor, which specializes in the thankless job of establishing the optimal hosting environment and maintaining the software for many clients at once.
August 4, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Maximizing Enterprise Value Through CEO Selection.” CEOs with sales experience grow revenue.
In science, according to a quote attributed to Albert Einstein, “everything should be made as simple as possible, but no simpler.”. This same principle applies to the sales profession. An overly complex sales system wastes time and money. But an overly simple sales system, ironically, does the same.
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.
When one thinks of industries that attract large investments, fields such as software, energy, and pharmaceuticals come to mind. But according to new research from ZoomInfo, it’s the nonprofit and charitable industry that has drawn the most funding since 2019 — north of $70 billion total from January 2019 through May 2020. Figure 1 : The nonprofit industry took the top spot by total investment amount.
Not actually a question, here’s a very simple, yet powerful, way to get prospects to open up about the real issues, goals, hopes and concerns they have that will affect their decision to work with you. “Tell Me more about that…”. That’s it. Like an iceberg, that simple phrase leads people to go beyond their surface statements and reveal the deeper issues, concerns, perceptions, politics, etc. underlying those statements.
It’s becoming increasingly complicated to measure sales performance–particularly in complex B2B sales. We are used to setting quotas and measuring our progress against those quotas. But our measurement systems are getting increasingly complex. First, as we look at leveraging teams to sell complex deals, I hear increasing concerns with, “Who do we credit?
Make a wish and Grant it. Grant is my name and it’s also what I do. Every day I try to have a positive impact on those around me. I am honored and grateful to be able to make a difference in people’s lives and sometimes a really incredible opportunity comes along to help someone special. . In keeping with my long standing tradition of helping those in need, I am excited to announce that my company, Grant Cardone Enterprises, has donated a significant amount to Make-A-Wish Central and
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!
When in doubt, turn to the data — that’s our rule of thumb at ZoomInfo. That’s because no matter what department or industry, success comes down to data and the decisions you make with it. Today we’re going to take a look at how to use important data insights — from our platform — to combat the main obstacles recruiters face in their day-to-day workflows.
Talk to the People You Know. What are your salespeople doing all day? Is it productive? Are they getting results? . Do they dial the phone 100 times and reach one person? . Do they send hundreds of emails to get a 1% response rate? . How much is this costing your company? . Instead of cold outreach, why not talk to the people we know? We know so many people and we all have a large network , but we don’t tap into it or utilize and leverage it the way we should.
Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer buying process. One of the sales people asked, “How do we learn their buying process?” Some readers may think, “Isn’t this obvious?” After all, classically, we know we have to do discovery, what are their needs and requirements, who’s involved, what is their decision-making process, what alternatives are the con
This week, Tim Harsch , CEO of Owler joins us on the podcast. John uses Owler every single day, and discusses how to nail your timing and relevance in your prospecting. Tim offers a look behind the curtain on how his team conduct their own prospecting, reminds us of certain trigger events that do not work anymore, and tons more! Follow the podcast: Subscribe on iTunes.
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.
What happens when you turn suspects into prospects? There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. While MQLs don’t translate to immediate revenue or even pipeline contribution, the value isn’t equivalent to open rates, page views, and the like.
Succeeding in sales is 95-percent mental. If you don’t think you can succeed or land a deal, you will ultimately be right. But if you can remain positive you have a huge competitive advantage. In this decade, sales is a very challenging profession. The way businesses sell is constantly changing, and many sales reps are facing impossible deadlines, strict accountability, dozens of curveballs with each deal, and pipeline scrutiny from all sides.
How do you scale sales enablement? And what’s your role as an executive? Welcome to the fourth post of this blog series for executives, where I will take you on a scalability journey. We already covered a lot of ground in this series, and I only mention it here because these previous blog posts are an important foundation for our scalability discussion today.
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