Membrain
SEPTEMBER 30, 2020
Early in my selling career, I realized that there was a fundamental problem with the way most sellers approach the work of growing business within established accounts. I talked a little about this last week in my piece about outside-in account growth.
Allego
SEPTEMBER 29, 2020
This article appeared originally in Forbes. Virtual selling—working a deal remotely when you can’t be there in person—is the new normal for B2B salespeople. It may seem simple—just move your meetings online, right? But being a great virtual salesperson doesn’t mean simply conducting every meeting via video conference. Successful virtual selling depends on using technology to nurture prospects, share information, conduct demos, and host meetings.
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Zoominfo
SEPTEMBER 30, 2020
There’s little we do in the world of B2B marketing that doesn’t involve thorough planning. We like to make sure that we’re setting ourselves up for success. And who wouldn’t? The whole spray and pray method is one of the past. Today, we have things like automation, data, and buyer personas to fall back on. People want personalization — in fact, in a recent survey, 97% of professionals said it was important to them that vendor websites have relevant content that spoke directly to their comp
SBI Growth
SEPTEMBER 30, 2020
No more bets, please. Have you ever been at a roulette table next to the person who bets on nearly every number? They practically cover the board betting the majority of the 38 numbers, 0 & 00 included, not realizing.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
No More Cold Calling
OCTOBER 1, 2020
Get the latest from No More Cold Calling. I used to think it was just sales newbies who struggled with referral reluctance. They simply hadn’t built their networks or their confidence. When seasoned salespeople started admitting they also felt uncomfortable asking for referrals, I was shocked. I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
SEPTEMBER 28, 2020
Author: Dan Freeman The economic fallout caused by the COVID-19 crisis continues to present opportunities for leaders to show their resolve. Assertive businesses have taken the lead and have handled the crisis with resilience. This proactive mentality is essential going forward. The recovery from the crisis will be determined by forward-thinking leaders.
Steven Rosen
OCTOBER 2, 2020
Awesome Virtual Coaching Creates Master Virtual Sellers. COVID has impacted everyone. Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . Companies that have been quick to adapt have been able to mitigate the impact of COVID. Of course, different industries face different realities. . However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID.
Mr. Inside Sales
SEPTEMBER 26, 2020
When you open your mouth, you close your ears. We all know the importance of listening to our prospects and clients, so why are we doing so little of it? Simple—salespeople love to pitch, to tell prospects of all the features and benefits, and to find the one selling point that might make the difference. But speaking so much just turns people off—and besides, it’s easier to ask a prospect what they want and then to listen as they tell you….
SBI Growth
SEPTEMBER 26, 2020
Over the last 6 months, there have only been an elite few known as “Accelerators” — those companies that have thrived in a recessionary environment. One such company is CAS, a division of the American Chemical Society. By expediting the growth.
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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.
Zoominfo
SEPTEMBER 30, 2020
The other day, a close friend of mine was browsing the website of an activewear brand she likes when she noticed an application page. “Become a Rep,” it read. If she were accepted, she’d get a lifetime discount — all she had to do was promote the brand on her social media pages (and hopefully make some sales). Knowing she had less than a thousand Instagram followers (while this brand had 328k), she knew there was a slim chance she’d get accepted, but she applied anyway.
The Pipeline
SEPTEMBER 29, 2020
By Tibor Shanto. Most of the pushback against telephone prospecting is most a product of fear and ignorance. The fuel that drives many things these days. But when you step back, look at some of the real data about people’s use of the phone, a different picture emerges. Couple that with some skills, process, and discipline, and you could be on your way.
Mr. Inside Sales
OCTOBER 2, 2020
How many of you hold your breath at the end of your demo? Wondering if the prospect is sold and/or what they’re going to do next? If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling…. Remember: You can’t close an unqualified lead. Yet that’s still what many sales reps and teams are trying to do.
Advertiser: ZoomInfo
Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.
Anthony Cole Training
OCTOBER 1, 2020
Many Great Leaders precede us and the mentorship these leaders provide can help us move our businesses forward if we study and implement some of their learnings and accomplishments. A myriad of basic business tenets demonstrated in the leadership of many influential historical figures have the potential to help us plan our next expansion, create or grow with exploding demand or navigate unprecedented times of change.
Sales and Marketing Management
OCTOBER 1, 2020
Author: Lauren Breslin The implications of COVID-19 have changed how businesses run forever. However, organizations are continuing to grow business despite the pandemic. In order to do that, salespeople need to be aware of how selling has changed and what they need to focus on when approaching clients. Here are three important factors to consider: .
Julie Hanson
SEPTEMBER 29, 2020
Are you having trouble getting customers to respond and interact when on a virtual call?! The problem is that virtual audiences tend to be more passive – engaging less and observing more. Here are three quick and easy tips that will really change the level and amount of responsiveness you get from customers when leading a sales call. Virtual Engagement Tip #1: Pause.
Partners in Excellence
OCTOBER 2, 2020
I was talking to Amy. “Dave,” she said, “Your posts aren’t optimized. For the LinkedIn algorithm” “You could get 10 times more likes and comments. If you just write for the algorithm” I appreciated Amy’s idea, she’s a rockstar. But I wondered, Is that the point? Do I write for LinkedIn’s algorithm?
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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.
John Barrows
SEPTEMBER 28, 2020
Sarah Brazier joins us on the podcast this week to discuss how she’s coped with her transition from SDR to AE. Sarah’s crushed her targets as an SDR and made the leap that most SDRs want to make, but it’s very difficult to adapt to a totally different role. Here’s how she’s doing it… Follow the podcast: Subscribe on iTunes.
Sales Hacker
OCTOBER 2, 2020
What’s the difference between sales enablement and Sales Engagement? No, that’s not the setup for some obscure go-to-market joke. It’s the question that will help companies stand out as we put 2020 behind us. As sales leaders figure out how to do more with less, 9 out of 10 sales orgs consider a Sales Engagement Platform (SEP) critical to their team’s success.
Hubspot Sales
SEPTEMBER 30, 2020
Synchronized swimming is a beautiful thing to watch. A team that excels at the sport is the living incarnation of a well-oiled machine, with each member performing their part perfectly while being acutely aware of how they fit in with their teammates’ pace and movements. Every swimmer must be perfectly aligned with the group, or else the whole performance will look disjointed and sloppy.
Partners in Excellence
OCTOBER 1, 2020
“Sales is all about people!” It’s been one of those throw away terms all of us have heard about selling since the very first day we started selling. In the old days, a lot of this was interpreted as “relationship sales,” and implemented as social interactions like taking them to lunch, the golf course, telling jokes, making sure you sent their kids birthday cards.
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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.
The Center for Sales Strategy
SEPTEMBER 29, 2020
In a very short time, the sales process and a large portion of our life went entirely online. It’s not that every time we contacted a client or prospect it was always in person, but the reliance on shared screen meetings is now the standard and is unlikely to change any time soon. New activities create new buzz words, and the most recent is “Zoom Fatigue.”.
Sales Hacker
OCTOBER 1, 2020
Webinars are one of the most lucrative sales and marketing strategies there is. In fact, they’re especially effective with high-ticket B2B sales. Teaching your audience something useful creates authority and trust , and if you’re willing to give upfront value by teaching something practical, the rewards can be massive for you. Even hosts running their first-ever webinar have generated over $2,100 in sales for a 1-hour webinar.
Keith Rosen
SEPTEMBER 29, 2020
There are basically two ways to build a team. Inherit one or build one from scratch. While many managers have the “freedom” to chose whom they want to hire, there are more managers who inherit an existing team, which can quickly lead to mistrust, uncertainty, and fear if you don’t manage your transition with intentional precision. Don’t leave it up to your company to do so.
Marc Wayshak
SEPTEMBER 28, 2020
There are 6 sales secrets that have the power to transform your sales—and your competitors don’t want you to know anything about them. Watch my latest video to learn what they are. The post 6 Sales Secrets (Your Competition Doesn’t Want You to Know) appeared first on Sales Speaker Marc Wayshak.
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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.
Hubspot Sales
SEPTEMBER 29, 2020
Whether you’re welcoming a new person to your sales team or helping develop skills among your current staff, sales training is a very important part of fostering a successful sales program. Studies show that sales teams who complete highly-rated sales training programs see a 10% higher win rate and are at least 10% more likely to hit quota. Regardless of what sales training program you implement at your organization, there’s one key factor you should consider when choosing what’s best for your t
Sales Hacker
SEPTEMBER 28, 2020
Nobody likes tension, right? If you’re a sales pro, you should. Tension is the seed of thought planted in your prospect’s brain that grows into the idea that their life would be better with your solution. Being able to create that tension is what separates the very best salespeople from the ordinary. So, let’s dig into how you can create tension and use it to build trust , engage your prospects, and drive action.
Predictable Revenue
OCTOBER 1, 2020
Deep dive into the mistake that turned into a business model that gets George McGehrin's clients to pay him to market to them, and building a model that is recession-proof. The post How George McGehrin gets his clients to pay HIM to market to them appeared first on Predictable Revenue.
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