Sales and Marketing Management

SEPTEMBER 23, 2020

Author: Scott Marshall As organizations grapple with financial hardships and uncertainty brought on by the pandemic, business leaders are left wondering how to move forward and find success. Is there an ability to grow? Building a sales pipeline in this context can seem daunting. In the COVID-19 economy, it’s important for technology solution providers (TSPs) to evaluate the landscape and alter their formulas accordingly.

Pipeline 177

Pipeline Lead Rank Lead Scoring Hiring 177

Sales Hacker

SEPTEMBER 24, 2020

The product you were selling six months ago is not the product you’re selling today — not if you’re improving it correctly. The team that was selling product six months ago is not the same team out there hustling leads today? —? not if you’re hiring and training right. That’s why targeting people who were interested enough to sit down with you, but never pulled the trigger is the perfect way to pull leads and big wins out of your existing database.

CRM 88

CRM Conversion Campaigns Hiring 88

Zoominfo

SEPTEMBER 23, 2020

It’s more than a product launch, but slightly less than an entire business model. It’s a unique, product specific, customer focused go-to-market strategy. And it’s a crucial feature of any successful B2B business. . Yet if it’s so important, why are so many rendered unsuccessful? GTM motions can fail for a variety of reasons. From poorly thought out plans to unidentified buyer personas, a small crack in the foundation can lead to the crumbling of the entire structure.

Ideal Customer Profile 189

Ideal Customer Profile Strategy Buyer Persona Lead Rank 189

The Pipeline

SEPTEMBER 21, 2020

Sales Scrum Episode #20 – Guest Scott Gillum. Scott Gillum is the founder of Carbon Design and a fellow member of CEB’s Sales & Marketing Thought Leadership Roundtable. In this episode, Scott and I pick up a discussion we have been having for some five years, based on the age-old question of “Why do we need salespeople?” This is not the usual us-versus-them sales and marketing discussion.

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Groups Sales Marketing Company 369

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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.

Trends

Understanding the Sales Force

SEPTEMBER 21, 2020

Most companies don't understand that crappy customer service is really a sales issue. When a company's customer service is thoughtful, helpful, kind and thorough, that great customer service actually serves the sales organization. It becomes easier for salespeople to renew accounts, cross-sell, up-sell and succeed. When a company's customer service sucks, it has the opposite effect, creating objections, resistance, disdain and animosity.

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Customer Service Training Objections Up-Sell 344

Anthony Cole Training

SEPTEMBER 23, 2020

Virtual relationships aren’t new and neither are virtual business relationships. What is new are the expectations and the tools. Instead of in-person meetings, we are now expected to meet via Zoom, GoToMeeting, Facebook Live. Technology is consistently providing us with more and better ways to connect.

How To 264

How To Facebook Meeting Tools 264

SBI Growth

SEPTEMBER 23, 2020

Being customer-centric can no longer be a company’s competitive advantage. This is especially true in Europe, where we have seen a considerable shift across organizations and their focus on the Customer Experience. In order to truly drive top-line revenue, increase.

Revenue 263

Revenue Company Customer Competition 263

The Pipeline

SEPTEMBER 22, 2020

By Tibor Shanto. Prospecting is always a core activity for successful sales professionals, but never more so than in Q4. There is not only the opportunity to close the year strong but to set yourself up for a great start to the new year. Given that we are almost at the start of Q4, here are 5 specific actions you can take in order to do both. Have a look: [link].

B2B 261

B2B Prospecting Closing Opportunity 261

Connect2Sell

SEPTEMBER 23, 2020

Buyer 235

Buyer Coaching How To Marketing Qualified Lead 235

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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

Zoominfo

SEPTEMBER 25, 2020

Imagine being responsible for something, and having no benchmark for what’s good, bad, or acceptable. It would be pretty hard, right? It would be like trying to throw a dart at the bullseye, all while blindfolded. When you don’t give a sales team, or individual representatives, metrics to base their success off of, success is rendered arbitrary. And yes, we know what you’re thinking: Isn’t quota the metric that matters here?

Lead Rank 203

Lead Rank Lead Scoring Up-Sell Inbound 203

Mr. Inside Sales

SEPTEMBER 19, 2020

The results are in! I’d like to thank all my readers and clients who voted for my company, Mr. Inside Sales! We have won the AA-ISP’s prestigious award of: Top Service Provider of the Year—2020 Award! This is the fourth year in a row we have been awarded with this valuable award that acknowledges our inside sales training, scripting, and coaching services as being the best of the best!

Decision Maker 178

Decision Maker Gatekeeper Face-to-face Inside Sales 178

Sales and Marketing Management

SEPTEMBER 24, 2020

Author: Tom Pisello Due to COVID-19 and the current economic downturn, sales reps are facing a new set of challenges due to uncertainty. A recent LinkedIn survey of more than 500 sales professionals indicates: 51% of customers are experiencing budget cuts. 45% of specific industries they sell into are at a standstill. 42% saw turnover or layoffs at their customers’ companies.

ROI 177

ROI Lead Rank Lead Scoring Face-to-face 177

SBI Growth

SEPTEMBER 21, 2020

To say that change is difficult is an understatement. It explains why some of us are still proudly wearing the hole-ridden t-shirt they’ve had since college (guilty as charged). In a work environment, change is even harder. Especially when you’re.

Policies 176

Policies Influencer Resources Revenue 176

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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

Zoominfo

SEPTEMBER 25, 2020

Businesses that are thriving in the pandemic often share a common trait: a product customers want that is simple to use and easy to access. Looked at another way, those companies offer a customer experience that connects with buyers, whether that is web conferencing software, TV streaming services, or home cleaning products. These days, emotional engagement with customers is a key differentiator for go-to-market teams.

Loyalty 190

Loyalty Scale Customer Marketing 190

Membrain

SEPTEMBER 23, 2020

Account planning is a critical element of complex b2b sales. Traditionally, this process begins with an assessment of where the sales team might win “more wallet share” or how many additional products they might be able to sell into each account.

Account 167

Account How To B2B Sales 167

Grant Cardone

SEPTEMBER 25, 2020

About a month ago I was in my office reading about how there were so many people being adversely affected by the effects of the pandemic. I was shocked by the ensuing economic consequences ranging from business closures to job losses numbering in the millions in the United States alone, to say nothing of the number of newly unemployed people around the world. .

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Fashion Facebook Conference Groups 141

Hubspot Sales

SEPTEMBER 21, 2020

Understanding different. sales processes and their methodologies is crucial to mastering the art of closing deals. Whether you're new to sales or a seasoned salesperson, you know that sales strategies vary depending on the deal you're trying to close. While transactional sales are typical in dealing with small- and medium-sized businesses (SMBs), enterprise companies call for a different process.

Examples 139

Examples Insurance Insurance Sales Cycle 139

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

Crunchbase

SEPTEMBER 21, 2020

One of the most profound changes we’ve seen in business and labor in recent years is the growth of the gig economy. According to a Gallup study, about 36 percent of U.S. workers derive some or all of their income through independent gigs. While the U.S. Bureau of Labor Statistics admits that the number of gig workers in the country is difficult to confirm, in 2017 their best estimate was 55 million.

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Penetration Segment Demographics Benefit 134

Membrain

SEPTEMBER 20, 2020

There we were, in the dark, in the middle of a hotel parking lot, at 3:45 AM. Why? The hotel fire alarm went off and we didn't want to ignore the warning that was so loud my wife and I couldn't hear each other speak. Why was every other guest in the hotel parking lot with us? Well, what if the hotel was on fire? What if our lives were truly in danger?

Hotels 141

Hotels Sales 141

Zoominfo

SEPTEMBER 25, 2020

Businesses that are thriving in the pandemic often share a common trait: a product customers want that is simple to use and easy to access. Looked at another way, those companies offer a customer experience that connects with buyers, whether that is web conferencing software, TV streaming services, or home cleaning products. These days, emotional engagement with customers is a key differentiator for go-to-market teams.

Loyalty 130

Loyalty Scale Marketing Customer 130

Hubspot Sales

SEPTEMBER 23, 2020

The big-bang that created the Software as a Service (SaaS) model gave birth to a constellation of what seems like millions of software solutions. Among those are around 1,000 sales software solutions aimed at helping companies sell more, in less time, at the right price. As a result, companies have never been in a better position to enable their sellers with tools to grow revenue.

Enterprise 133

Enterprise Enterprise NetSuite Hubspot 133

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

Sales

Anthony Iannarino

SEPTEMBER 22, 2020

You should never be surprised by routine objections , concerns, and challenges in the sales conversation. The fact that you hear the same objections from different clients, during different stages of the sales conversation, should motivate you to design and prepare effective talk tracks. Likewise, anxiety-inducing statements like “let me meet with my team and get back to you in a couple weeks” are a normal part of consultative sales, so you can learn to predict them and deal with the problem.

Conversion 128

Conversion eBook Decision Maker Objections 128

The Center for Sales Strategy

SEPTEMBER 21, 2020

Sales leaders that commit to growing and developing their people through effective feedback boost sales performance, attract and retain top talent, and outperform other organizations that fail to make feedback and coaching a priority. Recruiting and Selecting highly talented people for your organization is critical - but you can’t stop there. Innate talents cannot develop into strengths until your team members can use them consistently, confidently, and productively.

Maximizer 128

Maximizer Report Coaching Sales 128

Partners in Excellence

SEPTEMBER 24, 2020

When we engage our customers in discussing opportunities, we know it’s critical to understand “why.” Why are they considering making a change? Why now? What are the consequences of doing nothing? What are they trying to achieve? Why is this important to you and the organization? We are much more effective when we understand what’s driving the customer and we align our strategies around helping the customer navigate the change initiative.

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Customer B2B Relationals Buyer 127

Nutshell

SEPTEMBER 23, 2020

There’s no need to adjust your monitor—things are looking a bit different around here lately. The upcoming launch of Nutshell’s first-ever email marketing tool (currently slated for release in January 2021) will take our product from best-in-class CRM to a new competitor in an emerging category: growth software. That evolution calls for a reimagining of certain visual assets, and the retirement of others.

Face-to-face 127

Face-to-face Call-back Exercises Infusion 127

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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

Hubspot Sales

SEPTEMBER 24, 2020

Wouldn't it be awesome if you could stay one step ahead of your prospects and customers at all times — to know what to expect, their individual and collective preferences, and the right strategies to employ to make the most of them? Unfortunately, no one has that kind of power — not you, not me, not my horoscope, not that psychic with a storefront at your local strip mall that you walk by and wonder, "How do enough people believe what a strip mall psychic says to keep this place afloat?".

Analytics 126

Analytics Lead Rank Lead Scoring Buyer Persona 126

Anthony Iannarino

SEPTEMBER 20, 2020

I recently bought a relatively expensive Garmin watch —one nice enough that I can wear it when exercising but keep it on for a business meeting. It helps me better capture, monitor, and track several health-related metrics. It also sends the data to my doctor and my trainer, to help me be more proactive about my health. The most important metric for me right now is sleep, the number one influence on my overall health and attitude.

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Exercises Energy Relationals Influencer 120

Partners in Excellence

SEPTEMBER 23, 2020

“Let’s partner,” or many variations on the theme appear in a large number of the LinkedIn and email communications I receive. We all know that’s just another term for “I’d like to sell you something.” Perhaps it’s my sadistic nature, but every once in a while, toying with someone who sends a particularly strongly worded “partnering” message, I often respond, “It would be great to partner.

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LinkedIn Motivation Objections Conversion 126