The Pipeline
OCTOBER 29, 2019
By Tibor Shanto. As far back as I remember, a common ROI hypothesis has been the ability to help clients recapture time. I did at my last corporate stop: “It normally takes your people X hours to do this critical task, our THING allows them to do it in half the time.” Then plug in the math, and it always looks like the customer is stealing the product at list price.
Zoominfo
OCTOBER 31, 2019
So you missed your sales quota last quarter. It seems like a huge, complex problem with no clear solution. What’s broken? How can you fix it? And how do you commit to a quota for next quarter and feel confident about hitting it? It’s a complicated problem, so let’s break it down. I’m ZoomInfo’s Senior VP of Revenue and veteran salesperson Patrick Purvis.
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Gong.io
OCTOBER 29, 2019
You know that tingly feeling you get when your buyer has interest AND budget? I’ve been there. And I remember one time when everything was lined up and ready to sign. Then POOF ! My contact vanished in a heartbeat. She was unreachable for days, then weeks. Not a peep. Turns out she left her company without warning. I needed a backup plan but didn’t have one.
Understanding the Sales Force
OCTOBER 28, 2019
It was rainy and cool so the leaves are dropping from the trees, the peak color has passed and it's time to focus on something else.
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
OCTOBER 28, 2019
Author: Becc Holland Here are the top four scariest horror scenarios to avoid being in your cold outreach so you don’t end up sending your prospects running. Pennywise from “IT” - Clowning around with your prospect too early. AEs, SDRs and BDRs make it a goal to build rapport quickly, but often try to accomplish this through unprofessional means, such as being too casual or silly and sending jokes to prospects.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Membrain
OCTOBER 30, 2019
“There are five questions that determine whether a person will do something or not. These five questions have been heavily investigated at the individual psychological level, the psychobiological level, all the way down to cells and molecules. If you know the answers to these questions, you know whether the person will do something or not.”.
The Center for Sales Strategy
OCTOBER 28, 2019
What image comes to mind when you hear the words “burnout?”. Burnout is defined as an individual’s response to chronic emotional and interpersonal stressors within the workplace. It doesn’t simply happen from being bored or from working too many hours. Studies increasingly indicate other factors are behind this work epidemic and employee burnout has reached record levels.
Jill Konrath
OCTOBER 30, 2019
After spending months trying to meet with a perfect prospect, the last thing you want to do is blow the opportunity. Yet all too often, that's exactly what happens—especially when you only have a short time together.
Zoominfo
OCTOBER 29, 2019
Success is often boiled down to a single phrase, offered up in the form of well-intentioned advice: “It’s all about who you know.” Some might argue that this phrase, once intended to stress the importance of personal connections, no longer carries the same weight it used to. . In business, people have become contacts and companies have become accounts — just a growing list of names and phone numbers in your CRM.
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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.
Sales and Marketing Management
OCTOBER 31, 2019
Author: Cindy McGovern I once worked with someone who couldn’t handle the answer, “no.” It was a lot like dealing with a child. One day I literally saw her stomp, raise her voice and throw a book! She then spent the rest of the day trying to “rally the troops” and get other employees on her side – just to hear someone say she was right and should have gotten what she wanted.
SBI Growth
OCTOBER 28, 2019
What Is Digital First? Digital first is a marketing concept created to reach consumers on digital platforms. The intent of digital first was to optimize content through digital channels. It was a response to the demand to reach consumers on the.
Sales 2.0
OCTOBER 30, 2019
In my last post I went through the math on traditional cold calling. There’s an alternative way to get meetings with prospective clients, but sales people don’t generally use it. Oddly enough they often do use it when they need a job and in this case they call it “networking”. I had to come up with a cool name for using networking in sales so I call it “social calling”.
Zoominfo
OCTOBER 28, 2019
In recent years, businesses have become accustomed to the process of adjusting to new privacy laws. After all, it was only last year that the GDPR went into effect and impacted how companies use personal data all over the world. Now, there’s another major regulation set to go into effect in the coming months. At the start of 2020, California will roll out the California Consumer Privacy Act (CCPA) — making it the first state-level privacy law in the United States.
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.
MTD Sales Training
OCTOBER 28, 2019
Key Account Managers (KAMs) are the stock-in-trade for many businesses, as they have the responsibility of bringing in much of the business that keeps our business ticking over. What are some of the strategies that KAMs should follow that will give us the ability to compete effectively and bring in more business, while developing the connections with people who can bring us even more business.
SBI Growth
OCTOBER 29, 2019
The Basics of Conversational Commerce. Uber has been credited with many disruptive Customer Experience Trends, so it’s no surprise that in 2015, Chris Messina coined the term “Conversational commerce” in a brief Medium article. Since 2015, conversational commerce has seen many.
Anthony Cole Training
OCTOBER 29, 2019
In this blog, we discuss what it takes to differentiate yourself as a salesperson in the market today, and how sales and politics can often be similar. As the public tends to avoid political candidates that sound like all of the rest, the same can be said in sales.
Hubspot Sales
OCTOBER 28, 2019
Put yourself in the position of a prospect. Let's say you're working with two salespeople from competing companies at the same time. The first sends you an obviously canned email asking for a five-minute call. They follow up the call with a demo, the demo with a pitch — and before you know it, they're asking for the close. The other salesperson comments on a few of your recently shared LinkedIn posts, sends you a personalized email, and, after learning a little more about your business needs, as
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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.
No More Cold Calling
OCTOBER 31, 2019
My family has been without power for two days and counting. Blackouts in Northern California seem to be a regular occurrence as wildfires become a greater threat to the region. But my electricity woes are nothing compared to what the evacuees are facing. This got me thinking … What’s going on with your Q4 forecast? Are you in blackout mode? Are prospects postponing decisions?
Sales and Marketing Management
OCTOBER 30, 2019
Author: Timo Rein We all have good and bad days. Stephen Curry, star basketball player of the Golden State Warriors, has a field goal shooting percentage of.477 over his career. Last season, in one of his worst games against the Los Angeles Lakers, his shooting percentage was.214. In one of his best games against the Los Angeles Clippers one week later, his percentage was.688. .
Anthony Cole Training
NOVEMBER 1, 2019
In our 5th Chapter of our Sales Productivity Tools blog series, we discuss the idea of creating a success formula for your sales team, which only works when you have a team that is committed, motivated, and takes responsibility for their decisions and outcomes.
Hubspot Sales
NOVEMBER 1, 2019
When the housing market is booming, you have new clients coming in left and right, and you’re landing sale after sale, the last thing you want to do is hunt through a messy spreadsheet to track your client information. If you’re ready to take your business to the next level, allow us to introduce you to a life-changing tool: the CRM. CRM (Client Relationship Manager) serves as an online database to help you manage your contacts and save precious time on manual data entry.
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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.
Score More Sales
OCTOBER 29, 2019
Last week, an amazing group of sales leaders gathered to hone their craft and find an idea or two to grow revenues. This was an annual event put on by Women Sales Pros , and sponsored by Drift , Allego , and VanillaSoft. Coaching was on everyone’s mind as we had a group discussion about what is most important.
Understanding the Sales Force
OCTOBER 31, 2019
Do you drive at the speed limit, the fastest speed you can get away with, the slowest speed you can get away with, or are you an 85th percentile driver? The 85th percentile driver travels at the speed that 85% of the cars on that road are traveling, regardless of the posted speed limit. Motorists.org has data, illustrated below, proving that the 85th percentile speed is the ideal speed for safe travel.
Connect2Sell
OCTOBER 30, 2019
Arguing is not necessarily a bad thing. To argue simply means to present reasons for (or against) a position. The ability to construct a solid argument enables you to be persuasive, influential, and effective in advancing toward your goals.
Hubspot Sales
OCTOBER 29, 2019
With nearly half the world’s population now active on social media, social selling is more relevant than ever. Sales leaders who'd rather be ahead of the curve than chasing it would be smart to start systematizing the practice in their sales forces. To support forays into social selling, we've put together this massive guide, covering everything from social selling's definition to its measurement.
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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
OCTOBER 31, 2019
So you missed your sales quota last quarter. It seems like a huge, complex problem with no clear solution. What’s broken? How can you fix it? And how do you commit to a quota for next quarter and feel confident about hitting it? It’s a complicated problem, so let’s break it down. I’m Patrick Purvis, ZoomInfo’s senior VP of revenue and a veteran salesperson.
Shari Levitin
OCTOBER 31, 2019
When it comes to increasing our income, we simply need to work scarier not harder. Working scarier means opening up to the possibility that we don’t need to be creating, doing, building, and staying connected all of the time. The post Why You Need to Work Scarier, NOT Harder appeared first on SHARI LEVITIN.
The Pipeline
OCTOBER 31, 2019
By Tibor Shanto. It’s the oldest thing in sales: “Under-Promise – Over Deliver,” yet many mix this up, often intentionally. Don’t set expectations you know you can’t meet just to impress. Try selling instead. Or at a minimum, set expectations you can live up to. You can impress people by setting realistic expectations within reasonable time frames.
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