Zoominfo
JULY 29, 2020
Sales professionals are always on the lookout for ways to step up their game. It’s all about closing more deals — but that can’t happen without boosting lead conversion rates. One of the best ways to improve sales numbers involves something everyone dreads — cold calling. Out of all the daily tasks a salesperson goes, it’s definitely the most uncomfortable.
Sales 2.0
JULY 28, 2020
This is a guest post by my friend David Krieger. David Kreiger is the President and Founder of SalesRoads. SalesRoads is a leading B2B Appointment Setting and SDR Outsourcing firm. [FYI from Nigel: you should contact them if you need this kind of help. They are the “real deal”!]. This year’s coronavirus pandemic and the resulting shutdown of much of the US economy has had an impact on just about everything: how we live, how we work, and even how we sell.
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Sales and Marketing Management
JULY 31, 2020
Author: Christopher Croner The current global health crisis and lockdowns are putting most companies under extraordinary stress. Many companies have frozen hiring until they can determine the effects of the lockdown and when the economy will bounce back. And yet, some of the greatest fortunes in history have been made in times of crisis, and a window of opportunity has indeed opened up.
The Center for Sales Strategy
JULY 29, 2020
Whether you call it cold calling, prospecting, or new business development, lead generation is critical piece for the sales success formula. In many current sales structures, the salesperson in charge of lead generation also oversees setting appointments, finding needs, selling solutions, and ensuring contracts are fulfilled. Sales managers are great at tracking pending business and placing accountability on the average number of new accounts.
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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.
Membrain
JULY 29, 2020
There’s an Oxel tree standing beside an ancient fisherman’s shack on the Swedish island of Gotland. Although the shack is just a single room with no amenities, and the tree is just a tree, there is something about the sight and the energy of the place that compels me.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Membrain
JULY 26, 2020
There’s no doubt that the vast majority - if not all - of discretionary, could-put-it-off until later B2B purchases are being deferred in the current climate.
Hubspot Sales
JULY 30, 2020
Salespeople are often told to sell benefits, not just features. But the distinction can sometimes feel blurry. Is the product’s ability to scale with a prospect’s growth a feature or a benefit? What about its best-of-class quality? Or its ease of use? Understanding the difference between features, advantages, and benefits is crucial to a rep’s success.
The Sales Heretic
JULY 29, 2020
A common cliché in sales training is “Sell the hole, not the drill.” This maxim stems from the idea that if a person is buying a drill, it’s not because they really want a drill, but because they want a hole. And you should focus on the problem they want to solve, rather than your [.].
SocialSellinator
JULY 27, 2020
The coronavirus disease continues to spread around the world with no signs of slowing down. It already infected millions of people and killed tens of thousands worldwide. It also caused widespread unemployment, as well as permanent or temporary business closures.
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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
JULY 27, 2020
Sales Scrum Podcast Episode #16 – Guest Milena Regos. We recorded this episode with Milena Regos just before all hell broke loose with COVID 19; little did we realize how the hustle will change overnight. Milena shares her journey to be a co-founder of Unhustle. She highlights how changing how you view the hustle, and choices you make, as a result, can actually lead to greater personal and financial rewards.
SBI Growth
JULY 25, 2020
With the shift towards retention being the new growth, companies have increasingly seen the incremental value that Customer Success brings. If you are still assessing the benefits of a CS function in today’s world, you will fall behind your peers.
Sales and Marketing Management
JULY 26, 2020
Author: Mat Singer, Senior Director of Sales Operations and Excellence, Upland Software Sales teams are often one of the most expensive resources within a company, yet the average frontline sales manager spends only 9% of his or her time developing direct report sellers. . Developing teams of high-performing sales leaders starts with the hiring process, but it really comes to life in the onboarding process.
Zoominfo
JULY 28, 2020
Putting together a B2B marketing team kind of feels like assembling a superhero group. You want the best of the best from every industry specialty. An essential step towards building this powerful pack is recognizing which areas in your marketing structure currently come up short. Unfortunately, we’re not actually superheroes and there is no magic formula to pinpointing your perfect people.
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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
JULY 29, 2020
By Tibor Shanto. Nothing points to a lack of consensus on a topic than a myriad of alternative opinions. If there were two or three altering opinions, you can sort of pick camps to be safe. But when there is a multitude of opinions or options, the only sure thing is that no one knows. Like a broken clock, we are bound to right twice a day. Voicemail is a great example in sales, there are as many opinions as there are pundits.
SBI Growth
JULY 28, 2020
As a native marketer, I’ve only been on the same wavelength with the sales team at one company and was always surprised (not so much anymore) about how marketing and sales teams do not get along well. Does the following sound.
Anthony Cole Training
JULY 29, 2020
The COVID-19 pandemic has brought about many changes. While some businesses have hit rock bottom, some are thriving and hiring at scale. Businesses in customer care, retail, healthcare, digital marketing, and online training industries are actively hiring because of the new market demands. But unfortunately, recruitment techniques that have been used for years aren’t the same anymore.
Zoominfo
JULY 30, 2020
Realizing that there is such a small gap between good and great can either be terrifying or empowering. . It’s not uncommon to hear about horse races where the second place jockey is behind by two-and-a-half lengths. Take the 2018 Kentucky Derby as an example: Good Magic lost to Justify by that exact amount. . That’s a half-second difference between a winner and a second place ribbon.
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.
Sales and Marketing Management
JULY 29, 2020
Author: Gabriel Smith, chief evangelist at Pricefx Scrap the notion that you can keep business as usual. B2B leaders and sales and marketing teams across the globe are finding ways to adapt in this time of crisis. As businesses assess the state of their industries, they are finding ways to move forward in an era where the new normal is anything but.
SBI Growth
JULY 28, 2020
As COVID-19 has left many businesses scrambling to adapt to changing economic and technological conditions, many top sales leaders are actively embracing the new normal with the latest technologies and best practices to improve their teams’ efficiency and make their.
Mr. Inside Sales
JULY 25, 2020
If your sales process involves giving a presentation (virtual or otherwise), and at the end of it you provide pricing options and then close, then this article is for you. There are certain steps you must follow to ensure that when you do get to the pricing/budget part of your close, you’ll be able to focus on the pricing options—instead of wondering if someone is sold first.
The Sales Heretic
JULY 29, 2020
A common cliché in sales training is “Sell the hole, not the drill.” This maxim stems from the idea that if a person is buying a drill, it’s not because they really want a drill, but because they want a hole. And you should focus on the problem they want to solve, rather than your […].
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!
Zoominfo
JULY 27, 2020
Startup life is shown with two starkly different images: a couple of entrepreneurs toiling away in a garage or titans managing teams of people in an open-concept office space full of fancy coffee machines and endless snacks. Although it might be months till we head back to the office, the journey from garage to office park is a physical manifestation of growth.
Keith Rosen
JULY 30, 2020
“Maybe we should stop coaching and be more directive so we can accelerate results now.” Unfortunately, this is the message I’m hearing from senior leadership to their front line sales managers, as companies fearfully scramble to reinvent themselves. While leaders are masters at over-engineering things, the answer to boosting your joy, confidence, quality of life and productivity is simple.
Partners in Excellence
JULY 31, 2020
I was doing a series of deal reviews–not unlike most of the deal reviews I do. We were talking about the people involved in the buying process. What struck me in each discussion was how few people were being engaged at the customer — and that the right people weren’t being engaged, even by the customer buying group. Typically, the sales team focused their engagement strategy through one person–usually a friend or sponsor.
Grant Cardone
JULY 31, 2020
Here in South Florida it’s important to build homes that are hurricane proof and in these uncertain times it’s vital to build companies that are crisis-proof. . Company culture is the key. In my opinion, people are the bedrock of successful companies. But, not all successful companies, even with an amazing team of people, are crisis-proof. For a company to be both successful AND crisis-resistant, leaders must create a culture of inspiration and impact that keeps their team dedicated to the missi
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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
Zoominfo
JULY 30, 2020
Realizing that there is such a small gap between good and great can either be terrifying or empowering. It’s not uncommon to hear about horse races where the second place jockey is behind by two-and-a-half lengths. Take the 2018 Kentucky Derby as an example: Good Magic lost to Justify by that exact amount. That’s a half-second difference between a winner and a second place ribbon.
Engage Selling
JULY 31, 2020
Recently, I explained that video is the new default in how we connect and do business with others now. It’s been a huge, rapid shift.
John Barrows
JULY 27, 2020
John’s long-term mentor, Jeff Hoffman joins us for a spirited conversation about how many sales reps are too focused on the science of their work, and not the art of sales. Top tier sales reps focus more on the art of sales and trusting their gut instincts when talking to prospects. It’s time to get back to working this way… Follow the podcast: Subscribe on iTunes.
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