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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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.
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.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Connect2Sell
DECEMBER 18, 2019
Sales is all about persuasion and influence. Persuasion and influence fails are usually the result of poor-quality pre-thinking.
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.
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, [.].
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.
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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.
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?
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.
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.
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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.
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.
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.
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.
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.
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.
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 ?
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.
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.
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!
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.
SBI
DECEMBER 17, 2019
Social Selling: 6 Ways to Leverage Social Media to Sell More. Some years ago, marketers used cold calling as their main way of getting in touch with prospects. Nowadays though, there are a number of high-performing sales tactics you can use to nurture your leads and turn them into customers – and in this blog post, I’m going to focus on one of them: Social selling.
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.
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.
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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
DECEMBER 19, 2019
Do you think top sales leaders are just good sales reps who got promoted? Not so fast, this couldn’t be further from the truth. While a successful track record driving sales can be a qualifier, being a high-performing sales rep does not necessarily equate to being an effective sales leader. If you’re looking to upgrade your development plan and have your eyes set on becoming an impactful sales leader, you’re in luck.
Close.io
DECEMBER 16, 2019
When selling SaaS products to businesses and enterprises , how can you move the sale ahead when a prospect is stalling? What can you do to accelerate the sale and close the deal sooner? There are essentially three ways of creating urgency in SaaS sales. 1. Limited alpha. If your product is new, or you release a major new plan, you can invite them to a limited alpha.
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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