Sat.Sep 19, 2020 - Fri.Sep 25, 2020

article thumbnail

Building a Sales Pipeline to Survive the New Normal

Sales and Marketing Management

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
article thumbnail

This Sales Sequence Sat in Our CRM for Months. Then It Improved Our Conversion Rate by 5%.

Sales Hacker

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 90
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Here’s Where Your GTM Strategy Is Failing

Zoominfo

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.

article thumbnail

Sales Scrum Episode #20 – Guest Scott Gillum

The Pipeline

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.

Groups 369
article thumbnail

Streamlining Complex Sales Processes: The Ultimate Guide for Industrial Companies

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.

article thumbnail

The Crucial Step Missing from Most Sales Training Programs

Understanding the Sales Force

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.

More Trending

article thumbnail

How to Create & Build Relationships Virtually

Anthony Cole Training

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
article thumbnail

How Europe’s Most Customer-Centric Companies Accelerate Revenue Growth

SBI Growth

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
article thumbnail

5 B2B Prospecting Best Practices

The Pipeline

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
article thumbnail

How to Coach Your Buyers

Connect2Sell

Buyer 235
article thumbnail

AI in Marketing & Sales: Today’s Tools, Tomorrow’s Potential

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.

article thumbnail

How Do You Build A Sales Rep Scorecard?

Zoominfo

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
article thumbnail

Special Thanks to my Readers and A Gift For You!

Mr. Inside Sales

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!

article thumbnail

How to Incorporate Value-Based or ROI Selling for Business Growth

Sales and Marketing Management

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
article thumbnail

6 Ways to Make Change Management Less Excruciating

SBI Growth

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
article thumbnail

Campaigns that Click: Practical Personalization Strategies to Boost ROI

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.

article thumbnail

Customer Experience Takes Loyalty Further in Go-To-Market Plays

Zoominfo

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
article thumbnail

The 10X Challenge Will Help Millions Recover And Rise Up

Grant Cardone

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. .

Fashion 174
article thumbnail

How to turn account planning outside-in to grow faster

Membrain

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 164
article thumbnail

What Is Complex Selling? [+Examples]

Hubspot Sales

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 137
article thumbnail

Signal-Based Selling: How to Leverage 4 Key Buying Signals

As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play. ZoomInfo CEO Henry Schuck recently broke down specific ways to put four key buying signals into action with the experts from 30 Minutes to President’s Club.

article thumbnail

Selling in the New Gig Economy

Crunchbase

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.

article thumbnail

3 Ways to Boost Sales Performance with Effective Feedback

The Center for Sales Strategy

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 130
article thumbnail

Customer Experience Takes Loyalty Further in Go-To-Market Plays

Zoominfo

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
article thumbnail

The Power of Sales Hub Enterprise and an Ecosystem of App Partners

Hubspot Sales

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.

article thumbnail

The Trends You Need to Succeed This Holiday Season

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.

article thumbnail

Anticipating Obstacles in the Sales Conversation

Anthony Iannarino

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.

article thumbnail

Is the Work From Home Environment Affecting Your Performance?

The Center for Sales Strategy

Sales coaching isn’t a one-size-fits-all process. Each salesperson on your team offers a special blend of talent. As a leader, your responsibility is to coach based on a clear understanding of all their strengths and weaknesses. You know that coaching your team as individuals is essential to their growth and success. But for a remote sales team , coaching takes on a higher level of importance.

Coaching 128
article thumbnail

Does Your Customer Understand Their “Why?”

Partners in Excellence

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.

Customer 127
article thumbnail

Goodbye, dots: 10 questions that guided Nutshell’s visual rebranding

Nutshell

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.

article thumbnail

Buyer’s Guide: 5 Tough Questions To Ask a Salesforce Managed Services Provider

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.

article thumbnail

Why You Should Front-Load Your Day

Anthony Iannarino

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.

Exercises 120
article thumbnail

5 Tips on How to Close a Sale Faster Than Ever Before

The Center for Sales Strategy

Everyone knows that sales is a numbers game. The more you have out there, the better off you are, which is why we all typically agree that sales is a numbers game,right? What are the numbers everyone is talking about? As sales managers, are you looking at the wrong numbers? How many times have you heard or said, "Don't worry! I've got a lot out there pending!

Closing 120
article thumbnail

Do Our Discovery Questions Really Allow Us To Do That?

Partners in Excellence

The discovery part of the buying and selling proceesses are, perhaps, the most important part of the process. It is a huge amount of the shared learning process we start with our customers. But, do we really “discover,” in this process, or are we just seeking confirmation for what we want to hear? Too often, our discovery questions are highly scripted to get us to learn the things we need to know to better sell?

Analysis 123