The Pipeline
JUNE 8, 2021
By Tibor Shanto. One thing that great prospectors have in common, is an understanding that at first contact, we are an interruption. If your email, InMail or phone call is not scheduled, you are an interruption. You are about to cost them 23 minutes of productivity , like it or not. That initial interruption is never welcome, leading many sellers to want to “normalize” the conversation too quickly.
Hubspot Sales
JUNE 8, 2021
If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. But if you're thinking "Huh? What does that mean?" don't worry. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. Sales seems like a fast-paced, hardball kind of career.
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Sales and Marketing Management
JUNE 5, 2021
Overall performance suffers when those in leadership roles aren’t sufficiently trained. The post The High Cost of Low-Tech Leadership appeared first on Sales & Marketing Management.
Understanding the Sales Force
JUNE 11, 2021
Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled. It was exciting to hear all of the fan noise that has been missing for so long but there was one fan in particular that I heard louder than all of the others. Starting in the fourth inning, Timmy, the eight-year-old Astros fan sitting next to me, didn't stop chatting with me for the remainder of the game.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
No More Cold Calling
JUNE 10, 2021
Why I made referral selling my life’s work. The year was 1996. I was working for a global consulting and training firm. The economy was booming, and my colleagues encouraged me to go out on my own. I had no name for my company, but I knew my focus. I would work with small companies to develop their sales strategy, sales process, and sales goals, and incorporate these into their business plan.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
JUNE 11, 2021
Sales and Marketing Management has a premier opportunity for a sharp, experienced b2b media sales professional with a healthy work ethic on a contract basis. The post B2B Media Sales Opportunity With One Of The Most Prestigious Brands In The Sales And Marketing Space appeared first on Sales & Marketing Management.
Mr. Inside Sales
JUNE 11, 2021
Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!). This is a problem. And that’s because when your mouth is open, your ears are closed. And when your ears are closed, you learn nothing about your prospect’s buying motives, their possible objections, or whether or not they are buying into your pitch.
Anthony Cole Training
JUNE 10, 2021
Knowing how and where to reach our target persona will positively impact our ability to hunt, qualify, and discover potential new business.
Zoominfo
JUNE 8, 2021
ZoomInfo and Insent combine to deliver intelligent chat experiences enriched by deep company and professional insights. We are at the dawn of a new era in B2B sales and marketing. In the last decade we’ve witnessed a technology revolution. The sales and marketing technology landscape has grown from just a few hundred applications to thousands—each one promising to streamline go-to-market operations, accelerate pipeline and generate revenue at scale.
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.
Sales and Marketing Management
JUNE 11, 2021
Authentic connection is sorely needed in the volatile virtual business world. Here are three ways sales leaders can strengthen relationships with prospects virtually. The post Stand Out in the Crowded Virtual World Through Relationship Building appeared first on Sales & Marketing Management.
SBI Growth
JUNE 8, 2021
The role of the Chief Commercial Officer (CCO) has existed for the last few years, but its prevalence across large, mid-market, and SMB organizations is on the rise. More and more, CEOs are opting to place CCOs in the top.
Mr. Inside Sales
JUNE 7, 2021
I was working with a new client this week, and I listened to a recording of their presentation and it went like this: Hello, how are you doing—brief rapport building Deep dive into their presentation—including features and benefits Qualifying to see what the client was most interested in. How does this sound to you? Is this the way your presentations go?
Partners in Excellence
JUNE 9, 2021
Buying is changing profoundly. This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them. Somehow, our engagement strategies are less and less effective. Marketing (and sales) inundate customers and prospects with endless emails, texts, phone calls.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
Membrain
JUNE 6, 2021
I recently participated in a fascinating panel discussion facilitated by Jonathan Farrington of Top Sales World on “Identifying the New Post-Covid Frontline Sales Professional” with Dave Mattson of Sandler Training and Lisa Leitch of Teneo Results. I’ve included a link to the recording at the bottom of this article.
SBI Growth
JUNE 5, 2021
SBI recently held it’s Spring Growth Advisory Board meeting where less than a dozen market-leading Presidents and Chief Commercial Officers gathered to discuss the most pressing challenges in today’s environment. During the afternoon, the attendees shared best practices on the.
John Barrows
JUNE 11, 2021
Our guest this week is Beth Waterfall, Executive Director @ Elevate Northeast & Founder of Beth Waterfall Creative. Beth is a thought leader on the legalization and advocacy of marijuana and provides education in this episode around the history of cannabis and how it affects our economy, psyche, wellbeing and lifestyle. John and Beth also discuss where the industry is headed and the opportunities the “Green Rush” presents.
Partners in Excellence
JUNE 8, 2021
It’s imperative that we continue to evolve our thinking on value and value creation. Way back, in the old days, we created value for our customers by educating them about new products and solutions. The way customers learned about new things and how they might solve problems or addressed new opportunities was largely interactions with sales people.
Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com
Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.
Tenbound
JUNE 10, 2021
The companies with the largest SDR totals are Salesforce (2,406), Dell (2,170), Oracle (1,860), and IBM (1,720). Sources below. Company SDRs Website Salesforce 2,406 [link] Dell 2,170 [link] Amazon 1,980 [link] Oracle 1,860 [link] IBM 1,720 [link] Microsoft + Linkedin 1,633 https. Source.
Predictable Revenue
JUNE 7, 2021
Email marketing has enormous potential when it comes to promoting your products and services and increasing sales. When done properly, email marketing can turn leads into customers and boost your sales rates significantly. But, not everyone knows how to write professional and effective emails. Businesses and even marketing professionals tend to make some basic email writing mistakes that are killing their sales.
Membrain
JUNE 9, 2021
Remember when signing a contract meant printing multiple copies and sitting at a desk with the customer to put ink on paper? Today’s e-signing tools have simplified the process and made it possible to close even large, complex deals electronically.
Alice Heiman
JUNE 10, 2021
When it comes to sales, nothing seems to happen fast enough. I’m sure if I asked all the CEOs I know and work with, they would agree. But how do we speed up the sales process so we see quicker results? Let’s look at four distinct areas that CEOs can focus on to speed up sales in their organization. Check Your Mindset! For starters, most CEOs need to check to see if they need to change their mindset or expectations.
Advertiser: ZoomInfo
As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play. ZoomInfo CEO Henry Schuck recently broke down specific ways to put four key buying signals into action with the experts from 30 Minutes to President’s Club.
Tenbound
JUNE 10, 2021
David is the founder and CEO of Tenbound, a research and advisory firm focused on sales development. He has extensive personal experience in sales development management, and recently co-authored The Sales Development Framework: How to Build and Scale a Highly Productive Sales Development Program. David is based in San Francisco, California. I hope you enjoy our conversation!
The Center for Sales Strategy
JUNE 8, 2021
Improving the performance of a sales team, or a specific seller on the team, is a top focus for any sales leader. Often, we hear sales managers say they just need more activity or need to add more into pending, but the answer is rarely that simple. To know what is needed to improve performance, you need start by diagnosing where the problem is and what is causing the problem.
Zoominfo
JUNE 10, 2021
Two is better than one. This was true for duos such as Calvin and Hobbes, Bert and Ernie, and Frodo and Sam, and it’s true for sales development reps (SDRs) and account executives (AEs). Based on years of experience, ZoomInfo has built a world-class SDR team that fuels growth and provides an internal pipeline of talent. But we go one step further: We pair SDRs and AEs to promote specialization and optimization, and ensure that everyone is mentored for success from the very beginning of their ten
Hubspot Sales
JUNE 7, 2021
Sales is rarely directionless. Every aspect of the practice requires established expectations and some degree of guidance — and in many cases, "expectations and guidance" amount to firm predictions of a sales org's performance. Those predictions often come in the form of something known as a sales budget — a document that sets realistic standards for how much a sales org is expected to sell within a given timeframe.
Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester
Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!
Sales Hacker
JUNE 10, 2021
There’s one thing recruiters are unanimous about. It’s that sales representatives are one of the toughest positions to hire for. Why? Here are just a few reasons: It isn’t an attractive job. The required skills aren’t taught in school. The demand for sales reps is one of the highest of any job. But you can train your HR team to overcome these hurdles.
Grant Cardone
JUNE 10, 2021
There’s a powerful opportunity waiting for you that’s a proven formula for creating long-term wealth. Focus on becoming a real estate investor. You can create phenomenal wealth for you and your family. Here’s why you should invest in apartments. They have unparalleled value over other real estate options; it pays you every month and appreciates over time. .
BrainShark
JUNE 11, 2021
Knowing coaching is important and doing it effectively are two different things. Here are 6 of the most important skills to coach sales reps on.
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