Sales and Marketing Management
MAY 3, 2021
There are many lead generation techniques, but these eight are simple to execute and get the job done. The post 8 Lead Generation Techniques That Are Both Simple and Effective appeared first on Sales & Marketing Management.
Hubspot Sales
MAY 3, 2021
There's no denying that sales can be chaotic. Prospects can be unpredictable. Sales technology might be unreliable, and every rep is bound to deal with their share of curveballs here and there. It's a volatile field that requires composure, and that responsibility doesn't always fall squarely on reps themselves. Sales orgs need to do what they can to keep things on as even a keel as possible.
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Zoominfo
MAY 5, 2021
Imagine showing your advertisement to a stadium of 50,000 people. If you were a marketer twenty years ago, you would have given anything for this scenario. But times have changed. In 2021, digital marketers are segmenting audiences and focusing on quality over quantity. You’re better off getting your advertisement in front of 100 people in a single row of that stadium—as long as they’re good-fit prospects.
The Pipeline
MAY 4, 2021
By Tibor Shanto. No one should doubt or question the power of empathy in life, and as a result in sales. But saying you are empathetic is a long way from practicing empathy. Many of the proponents of the concept in sales, stay very much at the concept level. But you know that we are about execution, everything else is just talk. And there is a lot of talk, and little associated action when it come to empathy in sales.
Speaker: Jesse Hunter and Brynn Chadwick
Today’s buyers expect more than generic outreach–they want relevant, personalized interactions that address their specific needs. For sales teams managing hundreds or thousands of prospects, however, delivering this level of personalization without automation is nearly impossible. The key is integrating AI in a way that enhances customer engagement rather than making it feel robotic.
Sales and Marketing Management
MAY 7, 2021
In the new world of digital selling, it is critical that your request for proposal clearly articulates how your product meets the needs of your customer. The post Customer Expectations Have Risen. Do Your RFPs Rise to the Challenge? appeared first on Sales & Marketing Management.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
MAY 3, 2021
Hitting an early impasse with a prospect is an age-old sales dilemma. “I was working on an account and had talked to someone a little bit lower in the organization. They said, ‘You need to reach out to our CEO directly,’” recalls Megan Hanisko, manager of sales development at ZoomInfo. “So I said, ‘All right, what’s his number?’ And he would not give me any of his contact information.”.
A Sales Guy
MAY 7, 2021
As Gap Selling has crossed the milestone of 50,000 copies sold , we are highlighting some of our favorite books to compliment your Gap Selling journey. Our 3rd book recommendation? Quiet!! To start…you may be wondering why the heck would I put Quiet and anything “Keenan” in the same discussion? These two words have probably never been shelved together, until now.
Partners in Excellence
MAY 6, 2021
My friend, Tibor Shanto , and I were talking this morning. He asked me a fascinating question, “Why don’t managers have a development plan or roadmap for developing the capabilities and performance of their people?” The question caused me to pause and reflect. Very few managers sit down with their people and develop a plan to help them learn, grow, and contribute at higher levels.
Anthony Cole Training
MAY 7, 2021
Success Formulas help us identify certain behaviors that we need to execute week in and out to achieve our goals. But how do you know if yours is set up for greatness or failure?
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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.
Zoominfo
MAY 7, 2021
“The summary of it is that we prospected like heck, we did probably 50 to 100 demos, we struck out a lot, and every time we struck out we just kept going and going and going. We pulled out every resource we possibly could, and we didn’t let ‘no’ defeat us, because we knew it was a good opportunity.” — Andy Lyon. When Andy Lyon started at ZoomInfo, people called him “Andy Cub.
Membrain
MAY 5, 2021
Kirk Kinell knows negotiation. For more than 20 years, he was a professional hostage negotiator, who went on to train other hostage negotiators and to build programs to improve the effectiveness of those negotiations.
John Barrows
MAY 7, 2021
Our guest this week is Tim Clarke, Senior Director, Product Marketing – Sales Cloud at Salesforce and Co-Founder of UNCrushed, a platform and community for mental health awareness. Success isn’t always about tactics and dollars. Sometimes success is about carrying on even though our world seems to be closing in around us. In this episode, Tim and John talk about their experiences with loss and grief and how they’ve been able to pick themselves up and move forward.
Sales and Marketing Management
MAY 6, 2021
Have you adjusted to address the changes in B2B sales? We examine what less salesperson interaction means to the sales process. The post Buyers Are Changing – Are You? appeared first on Sales & Marketing Management.
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.
Zoominfo
MAY 6, 2021
“A wise man adapts himself to circumstances, as water shapes itself to the vessel that contains it.” (Chinese proverb). The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020.
SBI
MAY 4, 2021
The Sales Learning Analytics That are Instrumental for Measuring Sales Performance. By Shubhi Tangri, Qstream. How Sales Learning Analytics Develop Your Sales Team. Sales representatives cannot sell unless they effectively articulate and convey the value of their organization’s products and services. In order to ensure that sales teams are prepared and to consequently optimize sales performance, sales training and enablement teams must use sales learning analytics and other sales metrics to deve
Engage Selling
MAY 7, 2021
When it comes to sales success, consistency is key! There is no magic formula for creating sales results. Each individual is unique, as is each organization, product, and consumer. We live in a world of distractions. One blog post might … Read More » The post Consistency: Your Key to Sales Success first appeared on The Sales Leader.
Sales and Marketing Management
MAY 4, 2021
Eye contact in virtual sales presentations? You bet it's critical! That and these four other skills will improve your reps' performance on virtual sales presentations. The post 5 Selling Skills for the New Virtual Sales World appeared first on Sales & Marketing Management.
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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.
John Barrows
MAY 3, 2021
The post WEBINAR: James Buckley and Morgan Ingram hosts “3 Warning Signs Your Deal is in Danger” [Coming Soon!] appeared first on JB Sales.
The Center for Sales Strategy
MAY 3, 2021
To achieve your sales targets, it's imperative to effectively train the sales reps so they become more productive. Sales coaching can highly improve their skills as they become better salespeople. They can help generate more revenue for the company and help achieve business objectives. While sales experience is essential, it's equally important to train the sales managers to maximize sales productivity.
Engage Selling
MAY 7, 2021
This week, I want to explore sales goals. I know we all have them. Our companies set them for us, our leaders set them for us, and perhaps you set some for yourself. Setting goals, however, is never the problem … Read More » The post Goals Without a Plan Are Useless | Sales Strategies first appeared on The Sales Leader.
Hubspot Sales
MAY 3, 2021
LinkedIn's some 722 million members make for a massive pool of data that could provide sales organizations with invaluable guidance about potential opportunities and ideal prospects. And a few months ago, the social network rolled out a platform to make that happen. This past February, LinkedIn rolled out LinkedIn Sales Insights — a new data analytics program that taps into LinkedIn's user base to provide relevant insight for better-informed, more pointed sales efforts.
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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.
John Barrows
MAY 3, 2021
Our guest this week is Sean Sheppard, serial entrepreneur and Managing Partner at U.plus. Sean is helping corporations with their startups and shares with John what we should be teaching young sellers today, how the risk dynamic has changed, and the antiquated thinking we need to get rid of. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify.
Membrain
MAY 2, 2021
You finally have that big new 4K flat screen mounted on your wall but now the movie you are streaming isn't sharp because your inconsistent internet connection negatively affects the resolution and the big screen makes it even more obvious.
Crunchbase
MAY 3, 2021
Accurately defining your ideal customer profile is one of the most important steps in a successful sales strategy. If your sales team doesn’t have an ICP, or you don’t know what you should look for when defining your ICP, we’re here to help. In this article, you’ll find everything you need to know about what an ideal customer profile is, why it’s so important to have one, and how you can create your own ICP to lead your sales team to success.
Hubspot Sales
MAY 3, 2021
First-hand experience is helpful when it comes to improving your sales performance. However, this first-hand experience is sometimes hard to come by, especially if you’re a member of a marginalized group underrepresented in your field. Thankfully, there are experienced BIPOC entrepreneurs and sales professionals who are eager and willing to share their experiences with those hoping to get their foot in the door.
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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.
Zoominfo
MAY 6, 2021
The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020. Last year, however, many stopped using events for prospecting, instead adopting old-fashioned methods like (gasp!
The Center for Sales Strategy
MAY 6, 2021
For as long as there have been Customer Relationship Management (CRM) tools in existence, salespeople have been suspicious of management’s motive for insisting their sales teams use the software. Sure, when everyone on the team is using a CRM, the sales manager’s job can be made easier, but what’s in it for the rank and file salespeople? If you're a manager trying to get your salespeople on board with using a CRM, below are five reasons you can give them that convey what's in it for them.
Nimble - Sales
MAY 4, 2021
We’ve all heard the old adage: “your network is your net worth.” The way we grow our networks is by not only connecting with people but also by following through with all of our follow-ups to gain our contact’s trust. We meet people on a regular basis and it is oftentimes difficult to keep track […]. The post What is a Personal CRM and Why Do You Need One?
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