The Pipeline
DECEMBER 17, 2019
By Tibor Shanto. In this what could well be the last post of the year, I thought I would speak to something I find strange. (Maybe it’s me that odd?) Given the realities of current selling models involving SDR/BDR’s, their success, or accurately, failure rate, it’s time to rethink. To do that we need to start two questions: Why are you hiring? You’re hiring – But are you keeping talent?
Gong.io
DECEMBER 19, 2019
There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Yeah. That’s 1.37 BILLION articles. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. Toss anecdotes and opinions out the window and let data tell the REAL story. As you know, Gong lives — check that, thrives — on (big) data.
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Repsly
DECEMBER 18, 2019
Sales trends in the CPG industry have been slowly evolving over the past five years, and we are going to see the effects of those changes in 2020. We outline six of the biggest sales trends CPG brands will be seeing this year and what they can do to adapt their business plan template accordingly.
Sales and Marketing Management
DECEMBER 16, 2019
Author: John DiJulius The vast majority of business leaders will agree that customer service is critical to their success. However, most haven’t done what it takes to be a world-class customer service organization. . A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over year.
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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.
No More Cold Calling
DECEMBER 19, 2019
No one really listens to sales pitching anyway. Are you focused on business storytelling? Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? Newsflash: Nobody wants to hear that. What do you remember about a speaker, a movie, a novel? Not the ads for those events or products. You remember the stories.
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Score More Sales
DECEMBER 20, 2019
In my sales career I had 22 different sales managers (not counting a few interim ones) over time and experienced great, amazing leadership - and also horrible, disappointing leaders – from “awesome” to “awful”.
Zoominfo
DECEMBER 20, 2019
Should you be putting more thought into your cold email subject lines? The answer is yes. Do you have time to read through a million examples of email subject lines to find the best ones? We’ll go ahead and assume the answer is no. We sifted through top blogs to find the best email subject lines, plus some fresh, real-life examples from our own SMEs.
Understanding the Sales Force
DECEMBER 16, 2019
Before I can make any predictions for 2020, let's start with these ten simple truths about selling for proper context. ONE: Selling is not as difficult or as simple as many would have you understand. TWO: While there are certainly nuances that influence how selling changes based on the target audience and complexity, selling is essentially the same whether it is technology, pharmaceuticals, capital equipment, financial services, cars, components, accounting or any of 200 other industries.
The Sales Heretic
DECEMBER 18, 2019
I recently had the chance to sit down with the CEO of one of the most successful organizations in the world—the big man himself, Santa Claus. It was a cool, fall day—before the craziness of fourth quarter set in, when St. Nick had a little time to spare. His legendary jolliness was on full display, [.].
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.
MTD Sales Training
DECEMBER 16, 2019
Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. Here, we discuss five aspects of negotiation that will help you improve when carrying out those stages: Prepare with your customer in mind.
Zoominfo
DECEMBER 18, 2019
Gone are the days of the distant businesses, where complaints and comments from consumers were lodged by mail and responses from companies were slow, if they came at all. The proliferation of social media has made it easier than ever to check the pulse of your customers and create a community centered around your brand. But just what should a brand-centered community look like, and why does that matter?
Anthony Cole Training
DECEMBER 18, 2019
In our 9th and final installment in the Sales Productivity Tools blog series, I dive into an essential item on the list: the Performance Recording tool.
Sales and Marketing Management
DECEMBER 19, 2019
Author: Samuel Benson You have started a small business, but you need to market your goods, to do this you have to become a better marketer. Change is hard but we tend to regret those things that we did not do instead of the things that we did. This includes the way we market our goods. So, we need to bring this change into our marketing concept. The top three things that you need to do are; Experiment.
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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
DECEMBER 16, 2019
To expand or not to expand – that is the question. Scaling your business beyond the borders of your existing territory is a prospect that is at once full of potential, and full of danger. Many companies’ fortunes have been won.
Zoominfo
DECEMBER 16, 2019
In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. Here’s how we did it. Is cold calling dead? Don’t worry: today’s blog post isn’t another rehashing of the same tired argument sales reps hear on a near-daily basis. We’ve written at length about the state of cold calling, and we’ve explained why the phone remains an essential tool in the modern sales rep’s arsenal.
Hubspot Sales
DECEMBER 16, 2019
Finding the right salesperson is like catching a butterfly. But the butterfly can talk. And it probably has work experience and people skills. And it should know how to dress well. And it has good body language. And it would freak a lot of people out if it could fly. Well, I got a lot less mileage out of the butterfly analogy than I thought I would, but there’s one key similarity between those two actions.
Grant Cardone
DECEMBER 19, 2019
The Mandela Effect refers to a false memory where a person recalls something that did NOT happen or happened differently than it actually did. Many theories have arisen as to why this happens, everything from extra-dimensional portals and parallel universes to time travel. Whether the Mandela Effect is true or not I’m not here to judge—but here are some examples of it: Do you remember the peanut butter JIFFY ?
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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.
SBI Growth
DECEMBER 19, 2019
As companies evolve, revenue growth strategies may require a new set of competencies not possessed by the existing team or CMO. The key is to have the foresight to understand the talent needs of the CMO at any given stage.
Zoominfo
DECEMBER 20, 2019
Should you be putting more thought into your email subject lines for B2B sales? The answer is “yes.” Do you have time to read through a million examples of B2B email subject lines to find the best ones? We’ll go ahead and assume the answer is “no.” We sifted through top blogs to find the best cold email subject lines, plus some fresh, real-life examples from our own salespeople.
Anthony Iannarino
DECEMBER 19, 2019
It isn’t easy to be lazy. It is more complicated than you might believe. Those who have mastered being lazy have had to work very hard to maintain their slothfulness. What follows here is a primer on how you can master the art of being lazy. Avoiding Work. The lazy have found ways to avoid work of any kind, including the job someone is paying them to do.
Hubspot Sales
DECEMBER 18, 2019
Sales efficiency: the sales metric that pits your team’s gross revenue against its cost of operation. It’s a gold standard for measuring how well a sales team, department, or process is performing. It’s a simple, straightforward benchmark that can tell you how well your sales efforts stack up with your goals and your competitors’ performance. It might go without saying, but I’ll say it anyway: you want your salespeople, teams, and processes to be as efficient as possible.
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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
DECEMBER 14, 2019
There are many challenges B2B companies must overcome when trying to make the transition from product to platform. This change starts with an overall shift in mindset and is followed by leveraging the right technology. Finally, how is it offered.
John Barrows
DECEMBER 19, 2019
We’re pleased to welcome DealPoint.io’s CEO Tom Williams onto the podcast. Tom joins us and brings a ton of ideas on how top sales reps can be their best-self and make those small tweaks that really make the difference. We’re talking small tweaks to how you find the right prospects, how you run your calls and how you follow up. Nothing that any sales rep can’t do.
Nimble - Sales
DECEMBER 19, 2019
Predictive analytics involves depending on big data platforms to spot trends and highlight aspects you would likely miss without technological help. Here are five ways that predictive analytics in digital marketing could pay off. Increasing What You Know About Your Customers Digital marketers are continually challenged to offer the most relevant content to customers.
Hubspot Sales
DECEMBER 19, 2019
You’ve just wrapped up a call with a prospective consulting client. They’re interested in working with you. Congratulations! If you’ve found your way to this blog post, it’s safe to assume you now need to develop a consulting proposal for this client — and you need help doing so. Many prospective clients request proposals before officially signing on the dotted line.
Advertiser: ZoomInfo
Account-based marketing (ABM) is a key strategy for driving sustainable growth. Today, many B2B companies use ABM teams or technologies to make sales. But getting a program off the ground successfully doesn’t have to be a daunting task. Watch this webinar with Rachael Foster, Director of Account-Based Experience at ZoomInfo, and Dan Dolph, Manager of Account-Based Experience at ZoomInfo.
SBI Growth
DECEMBER 20, 2019
You’ve heard that Sales Kickoff (SKO) is dead. How can that be? The holiday season is upon us, and soon, the books close on Q4. We will roll into 2020 with perfect vision. Your sales team will wake up on.
Sales Hacker
DECEMBER 20, 2019
What makes a good sales pitch? During my 15-year career in sales development, I’ve built and seen many sales pitches. I’ve also been pitched by numerous salespeople — some good and some bad. So what separates the good from the bad? To find out, our Training and Development Manager Joseph Grieves, analyzed over 500 sales calls in a 6-month period. What we learned was that ALL the best-converting sales pitches include the exact same elements.
Anthony Iannarino
DECEMBER 15, 2019
No one likes to lose. Nor does anyone want to be faced with the reality that they caused the loss, that what they did resulted in an L instead of a W. But sales success, even when played by a team, is individual. The following is a list of the things that might cause you to lose a deal. Playing the Wrong Game. Poor Targeting : If you go all the way through the sales process with someone who can’t or won’t benefit from what you sell, you lost because of your poor targeting.
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