Sales Hacker
MARCH 27, 2020
Sales must go on. I get it. But in the face of COVID-19, everything has changed. So how do you approach sales during a global crisis? That’s what I’m going to talk about in this article. Keep reading to learn the mindset shift that MUST happen for you to sell in this environment, plus six tips for talking to people in the bleakest of times. Getting Your Mindset Right.
SBI
MARCH 25, 2020
5 Tips to Successfully Transition to Remote Selling. While the number of remote employees worldwide has steadily increased in recent years, in 2019, 44% of global companies still didn’t allow remote work. And of the 56% of global companies that did, only 16% were fully remote. In the wake of social distancing recommendations and “shelter in place” declarations, this has left many sales organizations all over the world scrambling to equip their sellers with the resources they need to operate effi
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Connect2Sell
MARCH 25, 2020
Sales professionals, we need to talk. There’s a global pandemic. People are dying. Businesses are hurting. Every single person in the world will be affected in some way – physically, emotionally, mentally, psychologically, physiologically, relationally, financially, or otherwise.
Nutshell
MARCH 27, 2020
An elevator pitch is a quick, 30-second statement that’s designed to educate and spark interest in a specific organization. This is how elevator pitches work: Imagine you’re dining at your favorite restaurant when a hand taps you on the shoulder. You turn to see a former colleague standing behind you, on their way to their own table. After you exchange pleasantries they ask, “So, what does your new company 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.
Sales and Marketing Management
MARCH 23, 2020
Author: Randy Illig In 1990, I’d just started a business that would prosper or die based on my sales success. No sales, no company. At the time, “The 7 Habits of Highly Effective People” was making waves on the bestseller lists, so I picked it up. As popular as it was for leaders and goal-getters, I discovered the habits applied just as well to salespeople, and the book became my how-to manual for selling.
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Selling Energy
MARCH 27, 2020
More companies are turning to virtual or e-learning programs amid the coronavirus pandemic. Taking your sales team away from their core job—selling—is sure to reduce productivity and affect your company’s bottom line, so e-learning is a way to provide training without affecting daily operations. However, you need to assess the true costs of e-learning before you can calculate online sales training ROI.
Close.io
MARCH 26, 2020
Everyone is panicking. And with good reason. So, how are you approaching your prospects and customers during a time when their mind is pretty much guaranteed to be on the COVID-19 crisis? Right now, people keep asking me the same question: How can I keep selling to my customers without being perceived as insensitive or out of touch with current events?
SBI Growth
MARCH 26, 2020
Market-leading CEOs work closely with their leadership teams to maintain strong and transparent communication with not only their customers but also their employees. Every employee is an ambassador of the brand, and without clear guidance and communication internally, external messages.
Hubspot Sales
MARCH 24, 2020
Nearly every salesperson has been there at some point — feeling like life has to revolve around meeting quota. Now there’s no denying reaching your sales goals is important, it is your job after all. But real life also happens. Sometimes you need to take time off. On one hand, taking time off can be a good thing, and can be planned for accordingly, such as a vacation or parental leave.
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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 Pipeline
MARCH 26, 2020
By Tibor Shanto. The tremors just keep on coming and people keep trying to adjust to the daily change. I understand the initial shock of facing a canyon of empty towers; every one has gone home. Seeming like they took all your opportunities with them. Maybe, but I doubt it. But the goal is to defeat the virus by staying in, not by not working. We live in 2020, the office is a relic, just like gas-powered cars are.
Steven Rosen
MARCH 23, 2020
You have just gone through the first week of the COVID-19 crisis. Pat yourself on the back because no one else will with social distancing rules in effect. Have you: Successfully transitioned your sales team to WFH status? Held at least one online team meeting? Connected with a least one of your customers online? Done any training for your sales team?
SBI Growth
MARCH 25, 2020
The full impact of CoVid-19 is not yet known, but in some markets and regions, it may already be clear that customers are deferring or even canceling planned purchases. Perhaps yours is one of them. If so, is it realistic.
Jill Konrath
MARCH 24, 2020
Times are tough right now. That's the reality of our sales environment. People are being laid off. Decisions take longer—and will be more difficult to make. Risk is now a big issue. Etc. Etc. Etc.
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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.
The Pipeline
MARCH 23, 2020
This Week’s Guest – Matt Millen. Matt Millen started out as a race driver and has never slowed down. Having led sales teams to success, Millen leverages a proven approach to sales called SAM, Stories, Activity, and Mindset. In this podcast, Matt breaks it down for me and together we explore how the SAM approach can help sales reps today work smarter.
The Sales Heretic
MARCH 24, 2020
The COVID-19 pandemic is wreaking havoc around the world. The disease—and the government responses to it—have affected every industry, with impacts ranging from mild to devastating. One of the best things you can do in this unprecedented environment is to ask questions: • “What can we do to keep our employees and customers safe?” • [.].
SBI Growth
MARCH 27, 2020
It costs seven times more to attract new customers than it does to retain existing ones. Research also shows that a 5% increase in customer retention can generate up to 125% in profits. Given the current economic conditions, customer retention is.
Aviso
MARCH 26, 2020
Those of us who read Nassim Taleb’s book Black Swan know we’re experiencing a major shock event. Here are just some of the things you are likely to hear in the coming months ? “We would have won, but the other team just gave the deal away” ? “Because we missed intermediate milestones doesn’t mean […]. The post Surviving and Thriving After a Black Swan appeared first on Aviso.
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.
Membrain
MARCH 22, 2020
Technology is a double edged sword. We can use it to improve the impact, value, effectiveness, and efficiency in engaging prospects and customers. At the same time, we can use it to drive away customers/prospects by creating crap at the speed of light.
Partners in Excellence
MARCH 21, 2020
The COVID 19 and related issues have brought about a plethora of “Should We Be Selling” articles. I’ve made my position clear in previous posts. But I saw a headline that caught my attention. Should we be selling? The answer is simply, “no” We should be humanizing. I was struck by this, not for what it said, but by the clear implication that selling is not about “humanizing,” and we should, in this crisis, shift our focus.
SBI Growth
MARCH 21, 2020
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.
Anthony Iannarino
MARCH 26, 2020
This is NOT the new normal. NOR SHOULD WE EVER ACCEPT IT as such. When have human beings ever succumbed to their FEARS when faced with threats that, at the time, were considered “existential?” When have we ever decided to give up WITHOUT A FIGHT? When have we ever gone backward, building something less than what preceded it after a crisis?
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!
A Sales Guy
MARCH 23, 2020
There’s a little secret to selling that I’d like to share with you. It’s pretty simple yet far too many salespeople don’t do it and it costs them quota, presidents club and more. We have a tendency to be product-centric. We lean too heavily on our product, product features, and product benefits. We get excited and when given the chance we start sharing all the wonderful things our product does, and how it’s the greatest thing ever.
Keith Rosen
MARCH 23, 2020
I went to the local butcher to get some food for the family. 6am there was a line, as I observed the owner, a friend of mine, be curt, short, clearly stressed and borderline rude to customers, trying to rush from one customer to the next. The first reaction I heard from another customer: “What an A**. We’re supporting our local businesses and this is how he talks to us?
SBI Growth
MARCH 22, 2020
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.
Anthony Iannarino
MARCH 21, 2020
In severe and challenging times, your fear can cause you to feel that you are going to lose the things that are most important to you. The internet meme that the word fear means “false evidence appearing real,” is a nice thought, but in our present situation, there is a real and present danger, one we are working to overcome. There are, however, many things you are not going to lose during our emergency.
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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
eGrabber
MARCH 27, 2020
Sales productivity is one of those gears that propel your company towards growth. Improving sales productivity can help you increase conversion rates. Though it is a fact, it is not the reality. Sales people are always busy with a lot of things to manage. They generate their own leads , make sales calls, reply emails, attend meetings, research on the prospects, manage CRM, and other administration tasks.
Sales Readiness Group
MARCH 23, 2020
In the span of a few weeks, the work world has shifted en masse from regular offices to working at home as a result of the COVID-19 pandemic. For sales organizations, this means moving everything to virtual, including training.
SBI Growth
MARCH 26, 2020
March 26, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consulting firm specializing in accelerating revenue growth, announces veteran B2B executive leader Colleen Honan as a member of SBI’s Board of Directors. Colleen supported the B2B sales community for.
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