Understanding the Sales Force

JUNE 15, 2021

We attended last night's Red Sox Game. Unlike most games at Fenway Park, this contest was a pitcher's duel and the Red Sox held a fragile 1-0 lead over the Toronto Blue Jays heading into the top of the 9th inning. The Red Sox closer, Matt Barnes came in and quickly struck-out the first two batters and that brought up the best hitter in the major leagues, Vladimir Guerrero Jr.

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Construction Sales Process Marketing Qualified Lead Leads 275

Zoominfo

JUNE 16, 2021

When we asked ZoomInfo’s Andy Lyon to tell us the story of how he successfully closed an eight-figure deal , he had a lot of things to say: Tips on overcoming common roadblocks, wisdom about the art of persistence, and meaningful insights that apply to life inside and outside of sales. But the very first step, he insisted, was creative outreach. Once he and his team identified their ideal prospect, they did some research and found that one of his first jobs was at an apple orchard.

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Ideal Customer Profile Prospecting Scale Guidelines 130

Sales and Marketing Management

JUNE 17, 2021

If a task does not serve a meaningful purpose, then the short-lived sense of accomplishment is only a fix. The post Managing Objectives, Not Tasks appeared first on Sales & Marketing Management.

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Objections Marketing Sales 287

The Pipeline

JUNE 17, 2021

Then make it safe to be ambitious and safe to miss targets. Guest Post by – Matt Roberts. Yes, you did read that correctly. I am proposing that you make it safe to miss a sales target. Hear me out. I have some research that makes this a great debate to have in your sales team right now. Psychological Safety is important to team performance. It relates directly to how goals, targets and quotas are set and hit.

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Top of Funnel Quota Proposal Lead Rank 352

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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 Process

SBI Growth

JUNE 12, 2021

A good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare? On today’s show, we are joined by Malorie Feidner, Senior Consultant at SBI, to discuss what it takes to achieve.

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Segment Account Strategy Competition 311

Sales and Marketing Management

JUNE 14, 2021

Sales development reps protect your account execs' time, but they need the right data to be effective. The post Sales Development Reps: Your Strategic Sales Superpower appeared first on Sales & Marketing Management.

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The Pipeline

JUNE 15, 2021

By Tibor Shanto. In an effort to simplify things, sellers and marketers want to put people in neat categories and boxes. People are not that simple; their emotions and reactions change in many ways at different points in the cycle. Given most deals will involve multiple buyers, we need to consider how individuals evolve, and the interplay between them.

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Meeting Prospecting Cold Calling Buyer 314

SBI Growth

JUNE 15, 2021

As a CMO, your time, attention, and budget have competing priorities. You and your team are focused on building a strong and credible brand. Your CEO and board are asking you to quantify the impact of your marketing budget. Your.

Marketing 250

Marketing Strategy Distribution Top of Funnel 250

Grant Cardone

JUNE 17, 2021

Do you like money? How would you like to make even more of it by either exiting your company or working less and making more money? In my lifetime, I’ve owned 7 businesses and every one of them – whether I decide to sell them or work less and keep my ownership – has an exit plan. . In this post, we’re talking about the two ways to 10x your business so y ou can either exit your business rich and never have to work again or make more money and work less.

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Webinar Metrics Social Media Travel Maximizer 174

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.

How To

A Sales Guy

JUNE 16, 2021

The Sales world is desperate for an upgrade. We’ve been holding on to, too many outmoded approaches, ideas, tropes, and concepts. It’s time sales let’s go of the tired and ineffective belief systems if we’re going to truly deliver the value we say we want to in the 21st-century. The biggest miss and most unsettling issue facing sales today is their brutal and debilitating contradicting view of what’s most important to sales AND the value of the CRM.

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CRM Fashion Face-to-face System 163

Membrain

JUNE 16, 2021

People like to do business with people they trust. Unfortunately for sales professionals, salespeople are often the last people anyone trusts.

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How To Sales 157

SBI Growth

JUNE 17, 2021

Digital Sales Transformation Has Accelerated: There is no debate that COVID-19 accelerated the digital transformation in the B2B world. Businesses that pivoted their Go-to-Market strategy to changing customer demands thrived while laggards were left behind waiting for the dust to settle.

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Pivotal B2B Strategy Sales 227

Partners in Excellence

JUNE 16, 2021

Do you have a clear objective for each call/meeting you have with the customer? Is it aligned with the customer’s objectives for the call? I talk to 100’s of sales people every year. They are constantly busy making calls and having meetings, but when I ask them, “What was your objective? Did you accomplish it? Could you have accomplished more?

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Objections Proposal Meeting Education 143

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Trends

Alice Heiman

JUNE 17, 2021

We’ve talked in the past about the sales leader’s role in conquering the complex sale. In fact, I have a free webinar you can watch if you’re finding it harder to close large enterprise deals. But as the world adjusted to the pandemic and more sales teams began working remotely, managing complex sales became even more challenging. Today, I want to share six actions sales leaders can take to manage complex sales – even while working remotely.

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Hiring Quota Call-back Webinar Metrics 142

SBI

JUNE 15, 2021

The 3 Biggest Obstacles Standing in the way of Excellent Sales Coaching. By Ariel Hitron, Second Nature AI. No matter what you’re selling, you need an effective sales team to discover your prospects’ needs, present possible solutions, answer questions, and close deals with new and existing customers. Like diamonds, however, natural born sellers are rare gems.

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Sales Coaching Coaching Enterprise Enterprise 137

Gong.io

JUNE 17, 2021

What do sales and hostage negotiations have in common? . Turns out, a lot more than you’d think. The stakes in a sales deal may not literally be life or death. But success in any negotiation depends on knowing what you’re doing every step of the way. . Know who’s top dog in that realm? Chris Voss. Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, and has years of experience in international crisis and high-stakes negotiations.

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Negotiation Call-back Buyer Motivation 133

Predictable Revenue

JUNE 14, 2021

As the world is changing at a fast pace, the use of business-related software has increased. SaaS tools provide an excellent opportunity for small-size businesses to promote their efforts and improve the workflows. The post Must-Have SaaS Tools for Small Sized Businesses appeared first on Predictable Revenue.

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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 Management

Zoominfo

JUNE 15, 2021

At ZoomInfo, we’ve put a lot of time and effort into providing top-notch buyer intent data. Our Intent product monitors web traffic to understand which companies are consuming content about specific topics more than usual. If a company that normally doesn’t research “applicant tracking systems” starts showing heavy consumption of that topic that exceeds historical baselines, there might be a strong buying opportunity.

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Top of Funnel Intent Signal Lead Rank Lead Scoring 130

The Center for Sales Strategy

JUNE 15, 2021

Being a decision-maker in today’s business world makes them a target for every over-enthusiastic salesperson with their landline number. Can you imagine how exhausting that must be? To avoid this trap and maximize every opportunity in today's challenging sales environment, you'll need a workable sales strategy and viable methods of researching prospects.

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Research Prospecting Decision Maker Maximizer 128

Allego

JUNE 14, 2021

Welcome to The Adapter’s Advantage: Breakthrough Moments that Lead to Success. In episode 25, financial services leader Mark Caner shares his expertise in engaging Millennial customers, lessons from adapting to a virtual environment, and the importance of becoming a better listener. Listen and Subscribe Now: Apple Podcasts | Google Podcasts | Spotify | TuneIn.

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Customer Lead Rank Google Conference 127

Predictable Revenue

JUNE 17, 2021

Jon is a pioneer in the customer management category. He was the creator and co-founder of the award-winning customer management product GoldMine, acquired by FrontRange in 1999. After many years observing the CRM market, he created Nimble, an award-winning social sales and marketing CRM for individuals and teams that is Ranked #1 in Overall Satisfaction by G2 Crowd.

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Networking GoldMine CRM Revenue 127

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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.

SalesForce

Zoominfo

JUNE 15, 2021

At ZoomInfo, we’ve put a lot of time and effort into providing top-notch buyer intent data. Our Intent product monitors web traffic to understand which companies are consuming content about specific topics more than usual. If a company that normally doesn’t research “applicant tracking systems” starts showing heavy consumption of that topic that exceeds historical baselines, there might be a strong buying opportunity.

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Intent Top of Funnel Intent Signal Intent Data 130

The Center for Sales Strategy

JUNE 14, 2021

Have you ever thought about how the 10,000 foot view from an airplane is often more interesting and illuminating than the proverbial 30,000 foot view? This is true when looking at a sales organization as well. The 30,000-ft. view that you tend to take with something like a SWOT analysis or other strategic exercises is good, but the 10,000-ft. view might be more appropriate.

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Exercises Analysis How To Sales 122

Sales and Marketing Management

JUNE 17, 2021

Scott Goodson and Chip Walker believe more companies have to stretch beyond the business world to define their purpose and mission. Walker dives deeper into the process of activating brand purpose in a discussion with Editor Paul Nolan. The post Why Businesses Need a Purpose Beyond Being Profitable appeared first on Sales & Marketing Management.

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Marketing Company Sales 120

Chorus.ai

JUNE 18, 2021

I am so excited for our webinar next week - 5 Essential Things Sales Leaders Can Do to Help Their Team Succeed with Mike McDonough , RVP of Mid Market Sales at Chorus. Let’s face it - Sales is a hard job. Just do the math - the average close rate across all industries is just 19%. That means sales reps hear “ no ” 81% of the time. 81%! Does that mean that reps are failing?

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Face-to-face Follow-up Webinar Metrics Research 118

Advertiser: ZoomInfo

Account-based marketing (ABM) is a key strategy for driving sustainable growth. Today, many B2B companies use ABM teams or technologies to make sales. But getting a program off the ground successfully doesn’t have to be a daunting task. Watch this webinar with Rachael Foster, Director of Account-Based Experience at ZoomInfo, and Dan Dolph, Manager of Account-Based Experience at ZoomInfo.

Account Based Marketing

Zoominfo

JUNE 14, 2021

“Bill and Melinda Gates are getting divorced. I guarantee you $100 right now: Public relations.” I’m on a call with Bryan Tunick, a ZoomInfo sales team lead, and he is trying (admirably, but without much luck) to explain to me how our ZoomInfo Intent works. He pops open the business section of the New York Times and clicks on the first article he finds: Bill and Melinda Gates Are Divorcing After 27 Years of Marriage.

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Intent Benefit Intent Signal Churn 130

The Center for Sales Strategy

JUNE 17, 2021

One of the first signs that a sales organization of a small company is growing and maturing is that they no longer rely on the sales team to generate leads. In the early stages of development, a new company requires that everyone “wear multiple hats”. Consequently, the salesperson usually plays the role of Chief Marketing Officer, Marketing Campaign Manager, and Business Development Specialist.

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Marketing Qualified Lead Leads Campaigns Objections 118

Sales Readiness Group

JUNE 14, 2021

With in-person, instructor-led training off the table for over a year, companies had to innovate and leverage technology to deliver sales training to their remote sales teams. Initially, the onset of the COVID pandemic sidelined most training initiatives. However, companies quickly realized that sales training was an even higher priority since it was suddenly more difficult to connect with customers, and sales reps were limited to remote selling.

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