The Pipeline
JUNE 3, 2020
By Tibor Shanto. Now that almost all of North America is back on the path to complete reopening, the hype machine is about to go into overdrive. As people ascend from their quarantine, fix up their hair, and realize their sales, or specifically quota retirement, needs attention. The tendency will be to go to all the usual sources, usually determined by volume, not quality.
Membrain
JUNE 3, 2020
Ask anyone on the street what they wish salespeople would stop doing, and there’s a good chance they’ll have a long list. But we wanted to know what the experts in the industry think.
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The Center for Sales Strategy
JUNE 2, 2020
Perhaps the most anticipated grand opening of all times is occurring at various levels across our land right now — and it is joyous to see. But to say things are not quite returning to normal yet would be a great understatement. Most businesses are still adapting to the environment. Many are operating without key segments that were profitable just a few months ago or inventing new offerings in response to the changes we’ve all experienced.
SBI Growth
JUNE 1, 2020
Customer Experience is more important now more than ever, as lockdown orders remain in place across the country, many companies are being forced to serve customers outside of traditional channels. Customer Experience is no longer a buzzword or the next.
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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.
Steven Rosen
JUNE 3, 2020
Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing. You are still responsible for generating your company’s revenue, and your colleagues are counting on your efforts and that of your entire team. Now is the time to get sales on track.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Center for Sales Strategy
JUNE 3, 2020
Having a strategic sales process goes far beyond knowing how to close a deal. If your goal is to drive sales performance and increase revenue, stay true to a repeatable sales process that leads to predictable sales. The six steps of the Sales Accelerator lead salespeople from identifying a good prospect to developing a business relationship that results from the sale of your solution.
Anthony Cole Training
JUNE 1, 2020
Sales pipelines are similar to the story of "Goldilocks and the Three Bears. " This one is too fat, this one is too skinny, and the rarest one of all; this one's just right.
SBI Growth
JUNE 3, 2020
Usually, QBRs look at the past and use it as a way to guide the future, but that needs to be different now. Looking at the past and recapping the news is not as relevant right now, things are changing.
Mr. Inside Sales
JUNE 1, 2020
A company I’ve been working with for over a year now gets a portion of their leads via inbound email requests for information on their services. Another company recently reached out to me wondering if there is a best practice approach for handling inbound leads. There is! I’ve written on this subject before but let me remind you of what I said: New marketing funnels and lead nurturing campaigns have created what has always been a salesperson’s dream: more inbound leads.
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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.
No More Cold Calling
JUNE 4, 2020
The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I wasn’t sure what the answer would be when I made the call. I’d always wanted to visit St. Petersburg, Russia. I was speaking in London in May of 2016, and I figured it would be a hop, skip, and a jump from there. At the very least, it would be much closer than flying from California.
Zoominfo
JUNE 5, 2020
Throughout the COVID-19 pandemic, there’s one question our account management, sales, customer support team keeps getting. It’s a question we are hearing more than any other question. “With most people working from home, how does this affect ZoomInfo’s ability to assign IPs to companies?”. After all, ZoomInfo’s products on Intent and visitor identification ( WebSights ) rely heavily on our ability to identify which IP traffic reflects which company’s consumption.
SBI Growth
MAY 30, 2020
Having a full comprehension of customer experience in a digital world is crucial to revenue growth today. This motion requires not only active market listening, but communicating actionable insights across product, service, and channels — all while reducing friction in.
Sales and Marketing Management
JUNE 3, 2020
Author: Peter Palladino The world has become one global village, thanks to technology. In this regard, a company can have offices and business associates in different countries across the globe, and with this comes the need for staff to travel internationally or even relocate to a new country. . Though technology has brought people together, the cultural differences gap has not narrowed, hence the need for cross-cultural training programs.
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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 Sales Heretic
JUNE 2, 2020
The dojo where I’ve been training in aikido for the past dozen years recently reopened for class on a very limited basis. Despite numerous safety precautions, however, a lot of students are—understandably—not yet comfortable returning to train. In fact, at a recent class, I was the only student. Which was awesome! I got a full [.].
Zoominfo
JUNE 5, 2020
Throughout the COVID-19 pandemic, there’s one question our account management, sales, customer support team keeps getting. It’s a question we are hearing more than any other question. “With most people working from home, how does this affect ZoomInfo’s ability to assign IPs to companies?” After all, ZoomInfo’s products on Intent and visitor identification ( WebSights ) rely heavily on our ability to identify which IP traffic reflects which company’s consumption.
Partners in Excellence
JUNE 3, 2020
We tend to overcomplicate things, particularly selling and leadership. Billions are spent on training of all sorts. Billions are spent on tools, content, consultants. Each has their own approach, models, techniques. Each emphasizes certain things. We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Some focus on skills like objection handling, closing, negotiation.
Sales and Marketing Management
JUNE 4, 2020
Author: Angela Earl Everyone is apart. Companies in every industry, of every size, are completely remote. But in the wake of these sudden changes, the strongest among us are thriving. Many RFP response teams are innovating. They are creating new ways to keep collaboration going between team members. In a recent article, McKinsey reported that employees who spend less time traveling or commuting are likely to be happier, more motivated and ready to mobilize in extreme situations.
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.
The Sales Heretic
JUNE 2, 2020
The dojo where I’ve been training in aikido for the past dozen years recently reopened for class on a very limited basis. Despite numerous safety precautions, however, a lot of students are—understandably—not yet comfortable returning to train. In fact, at a recent class, I was the only student. Which was awesome! I got a full […].
Zoominfo
JUNE 1, 2020
Discovery calls can make or break your sales process. When handled well, they can provide deep insights into closing deals faster and at higher values. They are especially critical when markets tend to be competitive or emerging, which means more responsibility is placed on reps to make a strong case to buy. Well-run discovery calls give you the insights you need to drive urgency and prove ROI.
John Barrows
JUNE 1, 2020
We ran a report on which channels were winning us the most meetings over the past few months, and video was the winner by a distance. After Morgan’s webinar with Tyler Lessard , we wanted to understand how Tyler and his team structure and plan their video prospecting efforts to book meetings for themselves. Here’s their secret sauce. Follow the podcast: Subscribe on iTunes.
Hubspot Sales
JUNE 5, 2020
Whenever I have a conversation about digital selling, the discussion quickly transitions to topics like search engine optimization, Facebook Ads, or some other messaging related category. In other cases, social media marketplaces come up or even the latest progress someone is making in eCommerce. As much as I appreciate these hot topics, they are each connected to digital marketing.
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!
SBI
JUNE 2, 2020
Why Reliable CRM Data is the Source of all Fast Flowing Revenue Streams. To have a fast flowing revenue stream, you need to get many factors right. Software (like CRM), training (skills and product knowledge), coaching, and good sales processes are all key. Even with all of those in place, your journey to quota can hit snags. The definition of a snag is a tree, tree limb or bush that has fallen into a river.
Membrain
MAY 31, 2020
Many of the clients I’ve been working with have been attempting to implement some form of account planning. Far fewer seem to be happy with the current outcomes.
Nutshell
JUNE 3, 2020
Slumped at your desk with a second cup of coffee and sore eyes from scowling at your screen, you try to fill the page with words that will persuade a future web visitor to make a purchase. Unfortunately, the right words refuse to come out. Does this sound familiar? In sales and marketing circles, it’s become trendy to praise great copywriting as the secret weapon that divides successful brands from the rest of the pack.
SalesProInsider
JUNE 5, 2020
Virtual selling is here. Are you ready? Are you nervous? Have you already mastered how to do it well, or are you still in the trial and error period? Well, have no fear, my next set of videos is going to be giving you practical and actionable tips to be most productive and efficient in your selling efforts. Let’s Start with a Question. Over these last weeks, I have had so many people say to me, “What do I need to do differently to succeed in this virtual environment?”.
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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
SBI
MAY 31, 2020
SalesTech Video Review: Seismic. Seismic is a Sales Enablement Platform that helps sellers be more productive and effective. It makes it possible for marketers to store, organize, update and distribute content so sellers can find the right content easily. Seismic’s Intelligent Search and contextual news feeds eliminate hunting for content, saving hours of selling time and boosting the effectiveness of their engagement with buyers.
Salesmate
JUNE 5, 2020
As a business owner, your sales strategy must always include activities that help in maximizing the sales pipeline by constantly attracting new leads inside it. Filling up your sales pipeline with hot leads lets your business flourish and generate better revenue. Jump to your favorite section: 1. What is a sales pipeline? 2. What are the sales pipeline stages?
Allego
JUNE 4, 2020
Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. One of my favorite TV programs back in the day was Columbo, the crime series starring Peter Falk as a homicide detective with the Los Angeles police department. Columbo was a shrewd blue-collar guy with a rumpled beige raincoat, low key demeanor, cigar, and a famous catchphrase: “Just one more thing.” I loved the moment in every show when Falk would walk away from a suspect, then turn to ask one la
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