Zoominfo
JANUARY 23, 2021
Sales account management, like sales, is selling. For the sales account manager, getting processes down can mean the difference between achieving massive growth and losing customers to the competition. The lines between sales and account management get blurry — while they’re both revenue powerhouses, they’re different beasts. Let’s do a quick overview.
The Center for Sales Strategy
JANUARY 28, 2021
So much has been said and written about what top sellers do to set themselves apart from the average and low performing salespeople. Let’s look at this from a different angle. What things do they make certain to NEVER do? In order to fully understand what makes a high performing sales person, it’s helpful to recognize behaviors NOT exhibited by this elite group.
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Hubspot Sales
JANUARY 27, 2021
Navigating rejection and helping your potential customers move through their objections and reservations are the name of the game when working in sales. What are the most common objections you get during the sales process? Do you find you get the same objections over and over? How do you handle them? Your approach makes all the difference in your performance.
The Pipeline
JANUARY 27, 2021
By Tibor Shanto. Often things that seem to fall together nicely are not as random as some would believe. It takes time and awareness to put the pieces together and see how the outcome was actually a result of specific actions. The role of a manager and coach is to ensure that each rep has the awareness and guidance to do what they are willing to do.
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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.
SBI Growth
JANUARY 28, 2021
As the calendar has turned to 2021, top-tier NFL teams are preparing for deep runs in the playoffs. Others are going back to the drawing board, diagnosing what went wrong and how to turn it around next season. These narratives.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
JANUARY 25, 2021
Author: Andres Lares Negotiation is a soft skill and as a result it requires both training and real world experience to improve. Negotiation principles rely on strong habits, relationship building, and being able to adjust strategies on the fly. . As managers and sales leaders, how can you bridge that gap between theory and practice for your teams? There is no silver bullet to improve in negotiation, but there are some ways to be more efficient and effective that rely on using self-discovery and
The Pipeline
JANUARY 26, 2021
By Tibor Shanto. The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Specifically, churn , lost revenue that must be made up for in addition to new revenue goals. Churn is not a negative or a fault, but a factor. Companies close, get acquired, and a range of reasons beyond fault. But it is still a sum that has to be recovered before we start retiring quota.
Zoominfo
JANUARY 27, 2021
If only you could clone the best customers produced from your account-based marketing campaigns… Well, you basically can, using a well-known and effective trick in the B2C toolbox that B2B types should be eager to adopt: lookalike audience targeting. Instead of manually targeting prospects, lookalike modeling automatically produces ideal prospects based on the collective traits of converting customers.
Understanding the Sales Force
JANUARY 26, 2021
Just before dark each day a Fox visits our property and drives our dog, Dinger, crazy. If you don't know Dinger, you can learn about his listening skills in this article. Last week, the Fox stole Dinger's green ball, brought it home to his own family, and that really pissed off Dinger! My wife and I have both scared the Fox away but he's a creature of habit and he continues to appear at the same time each day.
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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.
Mr. Inside Sales
JANUARY 29, 2021
Can you make your revenue goal this year is the same thing as asking: Can you run a marathon? You know, a 26-mile marathon race? Listen carefully to what your mental answer is: Yes or No. When I ask that question at a sales conference, the majority say no, they can’t. They think about the effort and endurance it takes; they think about the last time they tried to run; they consider their current physical shape and their lack of an exercise routine.
The Pipeline
JANUARY 23, 2021
By Tibor Shanto. There is no denying the interesting times that we live in. But with the arrival of a vaccine and the promise of a brighter future it is time to plan your next phase of growth. It is also an opportunity to rethink how you lead your team and maximize performance. Managers have the opportunity to leverage proven practices while introducing ways to meet and maximize opportunities given the post-COVID opportunities.
Zoominfo
JANUARY 23, 2021
If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. Let’s jump in. What are Prospecting Techniques? Sales prospecting techniques are the tactics a salesperson uses to find new customers.
Sales and Marketing Management
JANUARY 29, 2021
Author: Ray Meiring As the pandemic marches steadily on, it is vitally important that companies streamline efforts that help combat the fractured processes of remote work. Understanding the benefits of implementing effective measures to boost sales activity can help to ensure that companies stay afloat during these challenging times. Businesses across the country are taking pivotal actions to prioritize their digital selling efforts, especially now that trade shows and conventions are off the ta
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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.
SBI Growth
JANUARY 26, 2021
Back in the fall, my colleague Tony Erickson wrote about the unique challenges of planning for 2021 and referenced the need to make smarter bets, and used casino imagery to drive the point home. Included in that article was a.
Anthony Cole Training
JANUARY 28, 2021
In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We know that they're busy but let's face it, we're all busy. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?
Zoominfo
JANUARY 26, 2021
In 2021, the brightest stars on the horizon may be employees. They took sudden work-from-home mandates and changed the narrative about remote productivity in ways that will have long-term effects on office culture and technology adoption. Workers will also further pressure their bosses to take social stands in the new year. “Employee activism is about elevating voices of underrepresented groups and employees feeling empowered to speak up about the things they think need changing,” ZoomInfo wrote
Sales and Marketing Management
JANUARY 27, 2021
Author: Thiago Sá Freire To say last year was challenging is an understatement. We’re probably all feeling some type of exhaustion, but I truly believe in a brighter future. Perhaps this new year can be a turning point, and something we can look forward to. Many people set personal New Year’s resolutions, and hopefully they’re still keeping to them.
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.
Openview
JANUARY 26, 2021
The post How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup appeared first on OpenView.
Partners in Excellence
JANUARY 27, 2021
We are surrounded by complexity–in our business, in our communities, in our lives. Complexity can be, by it’s nature, overwhelming. Ironically, too often our approach to dealing with complex situations is to make them more complex. We do this, because we don’t understand what we face or what we may be trying to do. We do this, because we’ve never experienced the situation before.
Zoominfo
JANUARY 28, 2021
As the timeline until “return to normal” drags into 2021, companies will continue to move more functions — including web conferencing, payroll systems, and e-signatures — online. However, it’s Zoom video conferencing that leads the charge when compared to all other technologies in these categories. This post is part of ZoomInfo’s Annual Report series.
Julie Hanson
JANUARY 25, 2021
Looking for the secret to an engaging virtual presentation?! The movies have mastered the art of engaging audiences on-screen from years of practice and experimentation. While your virtual presentation doesn’t have to be worthy of an Oscar’s nod, it does pay to use these movie secrets for an engaging virtual presentation that stands out from the competition. 3 movie secrets for an engaging virtual presentation.
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!
The Center for Sales Strategy
JANUARY 26, 2021
According to research , over $5 billion is spent solely on sales training and sales improvements every year in the US. If your remote sales team is not up to speed with the latest sales strategies and techniques, you could be costing your business a lot of money in missed opportunities. Coaching a remote sales team has its perks, you have less overhead because there is no brick and mortar location, plus, everyone has a bit more freedom and flexibility.
Membrain
JANUARY 24, 2021
In his best-selling sales guidebook “SPIN® Selling”, Neil Rackham identified four potential outcomes from every significant conversation with a prospective customer in a complex B2B sales environment: a win, an advance, a continuation or a clear “no sale”. I’ll define these outcomes in a moment.
Zoominfo
JANUARY 28, 2021
Is it possible to replicate the infectious energy of the sales floor at the end of a quarter in a virtual world? That was the challenge ZoomInfo faced as 2020 drew to a close in December, which is typically a great month for B2B sales teams. The last day of the year is especially exciting as sales leaders race to the finish line to blow through their annual quotas.
Partners in Excellence
JANUARY 26, 2021
In the past 10 years, we’ve done everything we can to take the “human” out of complex B2B selling. We’ve mechanized the process, focusing on our efficiency and less the customer buying experience. We inflict mass, meaningless outreaches across increasing numbers of channels and increasing volumes of suspects. Sales growth has become a “predictable” math equation. “If it takes so many emails/dials to produce a conversation, to double the conversations, we
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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
Hubspot Sales
JANUARY 25, 2021
Hiring a new employee is always a little scary. You want to make sure they’re good at what you’re hiring them to do, fit into the company culture, and have the experience necessary to be successful. Of course, hiring a salesperson can be an even more challenging task. If you don’t select the right candidate and do your homework, the company’s bottom line could suffer … quickly.
Membrain
JANUARY 27, 2021
Many of the greatest ideas and advances in history occur when someone takes an idea from one area of expertise, and applies it in another. For this reason, I spend a lot of time listening to, reading about, and speaking with experts in a wide variety of disciplines outside of sales.
Zoominfo
JANUARY 26, 2021
Enterprise leads are the gold standard of lead generation. They bring in large ACV, provide your business with more social proof, and bring in more overall revenue. But as with anything great in life, they don’t necessarily come easily. Your typical lead gen strategy may not be enough when targeting the biggest fish. So if you want to grow your leads, it’s time to grow your strategy. .
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