Membrain
DECEMBER 9, 2020
Almost every sales professional uses the phrase “sales pipeline” at least several times a week. But if you ask a room full of professionals to define “sales pipeline,” you’re likely to get a roomful of different answers.
Sell Integrity
DECEMBER 8, 2020
By Mike Esterday for the December 2020 edition of Top Sales Magazine. My last column for Top Sales World – in the July 2020 issue – was titled Successful Selling When Your World Turns Upside Down. That piece had a warning for salespeople and customer service teams everywhere: Your jobs have changed – your customers too – and it’s time to understand selling in a new world.
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Hubspot Sales
DECEMBER 9, 2020
Well-managed pipelines are a salesperson’s North Star, their bread and butter. Poorly-managed pipelines are an entirely different story, as they may affect deal closure and make it challenging to create accurate sales forecasts. Sales trainer Mark Hunter thinks he knows why — poor prospecting. “We wind up with prospects in our pipeline that aren’t prospects,” Hunter said.
No More Cold Calling
DECEMBER 10, 2020
Why entitlement may actually be a good thing. Remember when your parents told you to turn down that loud, obnoxious music? Actually, they yelled, because otherwise you wouldn’t have heard them. They griped about “kids today” and wondered what this next generation was coming to. Many of us have turned into our parents, and now we deliver the same message to our kids and our grandkids, and to the employees in our multi-generational workforce.
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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.
Understanding the Sales Force
DECEMBER 9, 2020
I won't suggest that a cup of coffee will make you more alert and more effective. It's much more helpful than that. This is another Bob story. Bob was on a sales call and the prospect told him that they were looking for the lowest price. I hope you hate it when that happens. It's a bad thing because while Bob was supposed to be selling value, a price-based conversation is transactional yet he's supposed to be taking a consultative approach to support the value he provides.
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The Pipeline
DECEMBER 8, 2020
By Tibor Shanto. We are all familiar with the saying ‘ those who don’t learn from history are doomed to repeat it? ” In some ways, it assumes that you want to avoid all things that have happened, which is not always true. I would be happy to repeat my wins and best days over and over. But there is no denying that you still must look to history for clues and lessons.
Zoominfo
DECEMBER 11, 2020
Job seekers face a new workplace in 2021 that reflects the harshness of the prior year. A public health crisis, limping economy, divisive election, and heavy unemployment have all made the job market unpredictable. Throw into the mix the lack of in-person interviews and continued work-from-home arrangements, and it’s clear candidates will deal with new disruptions perhaps not seen since internet job postings replaced help-wanted ads in the newspaper.
Understanding the Sales Force
DECEMBER 10, 2020
Short article today. Prospects don't pay a lot of attention so the less you say the better. It helps them listen and comprehend more of what you share with them when you use fewer words. But prospects aren't the only ones who don't listen. Salespeople don't listen very well either. As a matter of fact, my dog has better listening skills than most salespeople because my dog knows what to listen for.
SBI Growth
DECEMBER 5, 2020
Over the past several months, SBI’s latest research has unpacked how market-leading CEOs have responded to market disruption and how they approach planning for 2021. Those identified as “Accelerators” have not only managed to thrive in the face of adversity.
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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.
Sales and Marketing Management
DECEMBER 11, 2020
Author: Stephanie Quilligan With in-person meetings on hold for the foreseeable future, it’s hard to imagine a circumstance that would allow a traditional media roundtable anytime soon. But there’s no reason to write off the roundtable as a casualty of the COVID-19 crisis, particularly with all the videoconferencing tools that are now at everyone’s disposal.
Zoominfo
DECEMBER 10, 2020
Covid has changed everything. From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. So, as sales leaders, how have we kept ‘remote’ control?
Understanding the Sales Force
DECEMBER 7, 2020
I'm going to share the story of a real salesperson and his current, real opportunity, but change the names of everyone involved. I hear stories like this every day but this particular one happens way too often.
SBI Growth
DECEMBER 9, 2020
Here are the most popular posts read by our Sales subscribers… How to Lead a Digital-Oriented Sales Strategy. With the immediate impact of the COVID pandemic largely behind us, organizations are slowing shifting back from the mindset of sustainability to growth. Let’s.
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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.
Sales and Marketing Management
DECEMBER 7, 2020
Author: Rachel Krug It’s no surprise – buyers are more educated than ever, with new information available daily to influence decision making. And with nearly all purchase decisions beginning online, positive brand recognition is a linchpin to success. Product reviews provide an effective way for prospective customers to understand real experiences with products and/or services.
Zoominfo
DECEMBER 7, 2020
Ham and pineapple — a polarizing but surprisingly appetizing pairing. Sales development representatives (SDRs) spend their days scoring meetings with promising leads so that account executives (AEs) can close some sweet deals with them. Some friction is bound to happen if they work isolated from each other. But great things happen if SDRs and AEs are paired together.
Force Management
DECEMBER 10, 2020
Through podcasts, conversations and LinkedIn activity, you’ve probably heard me call 2020 the “great teacher.”. No matter who you are or where you are in this world, we all have learned something about ourselves this year. I like to compare the 2020 business landscape to boats in the harbor. The water level lowered and ALL of our boats went down at the same time, but not all of our boats rose at the same time.
SBI Growth
DECEMBER 6, 2020
Here are the most popular posts read by our Marketing subscribers… How Leading CMOs Develop a Strong Messaging Architecture. The difference between connecting with a prospect and losing a deal is sometimes all in the wording. A tactical messaging architecture provides a.
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 11, 2020
Hey Grant coming at you from 30,000 feet as I fly back from California thinking about how important it is to be the hero and not the b h. What’s got me thinking about this? Once again, I heard someone say “money doesn’t matter”. I’ve heard people say things like this all my life. “You don’t need all that stuff” or “Why can’t you just be happy with what you have?
SBI
DECEMBER 8, 2020
Top Sales Tools of 2020 and the Digital Sales Revolution. December 8, 2020. Today, I’m announcing the solution providers I’ve selected for the final cut of the Top Sales Tools of 2020 list. I include more than 20 solutions that can make a huge impact on sales. Whether you want to move more leads into the top of the funnel, optimize sales processes in the middle of the funnel, close more deals at the bottom of the funnel, or improve sales knowledge and skills improvement, this guide has you cover
Zoominfo
DECEMBER 11, 2020
Job seekers face a new workplace in 2021 that reflects the harshness of the prior year. A public health crisis, limping economy, divisive election, and heavy unemployment have all made the job market unpredictable. Throw into the mix the lack of in-person interviews and continued work-from-home arrangements, and it’s clear candidates will deal with new disruptions perhaps not seen since internet job postings replaced help-wanted ads in the newspaper.
Alice Heiman
DECEMBER 9, 2020
I have always had a creative side to me. . Many of you don’t know this, but I was actually an art major in college (yes the sales gene has always been with me but I also have that creative gene too). . One of the reasons I love sales so much is because I can be creative. Problem-solving requires creativity and so I believe it is one of my superpowers. .
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!
Membrain
DECEMBER 6, 2020
Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling to make his number. He would fight and claw to get approval on small opportunities that were not really in our sweet spot.
Anthony Cole Training
DECEMBER 10, 2020
Selling is hard. Especially with the easy access prospects have to critical decision-making information. However, the struggle often begins with how and what we think. In this blog, Tony discusses the personal beliefs and myths that often get in the way of a sales persons ability to see greater overall success.
Nimble - Sales
DECEMBER 11, 2020
We are almost at the end of the year; and what a year it’s been. Phew! A lot of you might be thinking about setting New Year’s resolutions, creating lists of skills to work on next year, while probably also thinking about things you could gift your team members, family, and friends. In a year […]. The post Books That Will Make You a Better Leader and Human in 2021 appeared first on Nimble Blog.
Hubspot Sales
DECEMBER 8, 2020
Back in 2017, HubSpot discovered that only 3% of consumers thought of salespeople as "trustworthy.". Luckily, some major companies, like LinkedIn, have discovered a way to improve sales relationships, customer trust, and — ultimately — sales numbers. It's called " buyer-first selling. ". Recently, HubSpot sat down with Kwesi Graves , Regional Sales Manager at LinkedIn, to learn more about how he centers his team's sales approach completely around the ideal buyer.
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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
A Sales Guy
DECEMBER 7, 2020
It’s here!! We’ve just launched the Gap Selling Certification program and I couldn’t be any more excited. Now anyone with the Gap Selling acumen and charisma can build their own Gap Selling Training Business. As readers of this blog and of Gap Selling, you know how powerful the Gap Selling methodology is. The industry has been ripe for a progressive, forward-thinking selling methodology for years.
Predictable Revenue
DECEMBER 10, 2020
Troy Angrignon has sold into huge companies in every space imaginable, from IT, to state government, to Fortune 100 oil and gas. Over 25 years he has come up with some indisputable tactics on what exactly you need to do to get a meeting with any decision-maker at a large account. The post How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account appeared first on Predictable Revenue.
Nimble - Sales
DECEMBER 10, 2020
Small businesses need CRM to handle operational challenges. It will help you in organizing and building better relationships via contact management. As per studies, for every dollar you invest in CRM, it brings back $8.71. No wonder 46% of sales teams are using CRM software. Before you start, here are some key CRM stats that you should […]. The post Why Does Every Small Business Need a CRM to Survive?
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