Nutshell

DECEMBER 13, 2019

The internet is bursting with sales content. Every company seems hellbent on producing more of it, the faster the better. But if you’re like most people, you probably consider content creation to be a marketing activity, not a sales one—a tactic for generating leads, not closing them. We’re about to change your mind on that front. In this article we’ll talk about sales enablement content: what it is, why it’s important, the six kinds your company needs (with real examples of sa

Top of Funnel 101

Top of Funnel Sales Enablement Case Study How To 101

Sales 2.0

DECEMBER 12, 2019

It can happen in an elevator or at a networking event or at the weekend barbecue. Most often these days it happens when you write a prospecting email. You need to say what you do. Unfortunately what most people say, especially if they work for tech companies, does not mean much to the listener, or it sends the other person into a mild snooze. Here are some tips to change that.

Networking 195

Networking Account Up-Sell Software 195

DocSend

DECEMBER 12, 2019

If you’re in the customer success world, you’ve heard it a million times: It’s critical to reduce churn so a customer revenue stream can flourish. According to Forrester , it costs SaaS businesses 5x more to acquire new customers than it does to retain existing ones. Marketing Metrics reports that the average probability of closing an upsell deal for businesses today is more than 3.5x times larger than the average probability of closing a new business deal.

Churn 52

Churn Lead Rank Report Collateral 52

Understanding the Sales Force

DECEMBER 9, 2019

The last few years it seems that each time it snows, even a little, they cancel school. Are school officials convinced that parents and bus drivers will put kids' safety in jeopardy because snow is falling? They weren't worried about such things when I was growing up and back then, we didn't have cell-phones, all-wheel drive, anti-lock breaks, traction control, all-weather radials, blind spot warning, collision warning or lane assist!

Negotiation 286

Negotiation Cancellation Sales Process Closing 286

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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.

Trends

Sales and Marketing Management

DECEMBER 8, 2019

Author: Marie Rosecrans With social and mobile tech now at our fingertips, people today are ultra-connected. And with artificial intelligence integrated into our daily experiences, consumers are also more intelligent than ever. The Fourth Industrial Revolution is here, and it’s brought a major shift in customer expectations. The incredible rise of smartphones and social media has been pivotal to this cultural shift.

PeopleSoft 254

PeopleSoft Social Media Customer SalesForce 254

The Sales Heretic

DECEMBER 10, 2019

If you’re in sales—and that’s nearly everyone in the company—you need to make presentations. Whether it’s a one-on-one to a prospective client, or a keynote speech at a conference, delivering a great presentation is vital to your success. Here are 14 tips for presenting more effectively. 1. Open strong Your opening is your opportunity to [.].

Conference 220

Conference Prospecting Opportunity Company 220

SBI Growth

DECEMBER 7, 2019

One of the biggest challenges among Marketing Leaders is being able to reach an audience who wants to be engaged successfully. Additionally, trying to remain or gain new customers is a costly investment. Eric Quanstrom, CMO at Cience, joins us in.

Outbound 194

Outbound Marketing Customer Social Media 194

Anthony Cole Training

DECEMBER 9, 2019

In this blog post, we discuss the idea of using older (yet effective) techniques to find success in the chaos of today's selling landscape. Let's face it; with the influx of social media, apps, and online distractions, it is actually harder to reach a prospect than ever before.

Sales Tools 185

Sales Tools Tools Face-to-face Social Media 185

Zoominfo

DECEMBER 12, 2019

There’s something lurking out there, in the corners of the email marketing world, that scares a lot of people: the spam trap. Spam traps instill fear in marketers because most people don’t really understand how spam traps work or how common they are. While it’s impossible to avoid spam traps entirely, good data hygiene will help you limit exposure. Sending unsolicited emails isn’t the same as sending spam – but if you do send cold emails, you’ll want to take precautions to avoid spam traps

How To 195

How To Campaigns Outbound Email Marketing 195

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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

Mr. Inside Sales

DECEMBER 13, 2019

Now that December is here (by golly, half over…), it’s time for me to solidify my goals for 2020. I always balance my goals in all areas to maximize my growth both as a person and as a professional. I have goals for health that include a targeted lifetime eating plan (vegetable based); goals for my business that emphasize professional growth; goals for creative expression that include writing and photography; goals for relaxation that include 3-day weekends and some Pickleball trips!

Face-to-face 158

Face-to-face ACT Exact Inside Sales 158

SBI Growth

DECEMBER 13, 2019

We all know the typical schedule and flow of these events. A recap of last year’s performance. Product leaders talking through future product launches that reps cannot sell yet. A guest speaker to drive excitement into the team for the.

Revenue 177

Revenue Research Report Sales Operations 177

Anthony Cole Training

DECEMBER 11, 2019

In this blog, we discuss the concepts behind real, tangible sales growth and ask the question, "Is Your Sales Growth Stuck in the Chimney with Kris Kringle?".

Hiring 168

Hiring Sales Insurance Insurance 168

Connect2Sell

DECEMBER 11, 2019

Continual improvement. Never becoming complacent. Striving to learn from every success, every failure, and every event. This is what it takes to get to the next level, and the next one after that. It’s what enables the most successful sellers outperform themselves over and over again.

Sales 156

Sales 156

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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

The Pipeline

DECEMBER 10, 2019

By Tibor Shanto. Given that we are about to enter a new decade, you get a rush of prophecies from the chattering class. As with anything in life, one’s view is shaped by their experience. In sales, this is further influenced by when you started selling. Digital natives will naturally see things differently than digital immigrants , especially when it comes to sales tools.

Sage 218

Sage Up-Sell Buyer Benefit 218

SBI Growth

DECEMBER 11, 2019

Unemployment is at record lows, and the job market for talent has never been hotter. Even the most seasoned Chief Human Resource Officers (CHROs) get anxious, knowing their top talent is prone to be poached. As part of our routine.

Resources 177

Resources Marketing Hiring Workbooks 177

No More Cold Calling

DECEMBER 10, 2019

There’s nothing like an in-person meeting to close deals. Sales leaders say they don’t need for account executives to travel. Worse yet, salespeople tell me they don’t even need to talk to anyone. Ridiculous, right? I used to think it was because I lived near Silicon Valley, but technology addiction is everywhere. It’s become an epidemic—people typing away and not having conversations.

Travel 194

Travel Account Training Face-to-face 194

Hubspot Sales

DECEMBER 11, 2019

LinkedIn is one of — if not the — most effective social networks for selling. While Twitter, Facebook, Instagram, and Snapchat are valuable tools to learn more about your prospect’s interests and personality, warm them up before you reach out, and build your subject matter expertise, LinkedIn is typically the only platform that directly leads to new business.

Social Selling 139

Social Selling LinkedIn Ideal Customer Profile Lead Rank 139

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.

Hiring

Grant Cardone

DECEMBER 13, 2019

The 4-Minute Mile used to be considered a barrier. People didn’t think it could be done. Running an entire mile in 3:59???? Until Roger Bannister did it in 1954, that was the biggest imaginary block in the 20 th century. Soon thereafter, many men began running sub-4-minute miles. Were men in the 1950s and 1960s so much faster than the men of the 1940s?

Scale 127

Scale Revenue Company 127

SBI Growth

DECEMBER 9, 2019

For some time now here at SBI, we’ve been describing the measurable benefits of taking a more holistic approach to customer experience.

Customer 218

Customer Strategy Benefit Marketing 218

John Barrows

DECEMBER 9, 2019

This week we’re pleased to have Dave Crow from Seismic Software on the podcast. Dave and John met through their good friend Todd Caponi , who we recently had on the podcast too. Dave gave us a great view into how you can continuously evolve in sales and he helps his team find the sweet spot in their sales careers. He uses a candid conversation he had with an Intern of his as reference to how you can do this and do what you love, not just doing things for the title or pay.

Up-Sell 116

Up-Sell Retail Social Media Pivotal 116

Zoominfo

DECEMBER 9, 2019

“Sell more.” “Sell faster.” These might be the laws of sales, but they’re not great examples of real sales goals. Your business might be headed in a great new direction, and there might be a fantastic vision behind it, but without well-chosen, well-articulated sales goals, your sales team won’t be equipped to get where you want to be.

Sales Goal 100

Sales Goal Examples Churn Top of Funnel 100

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!

Call Monitoring

Anthony Iannarino

DECEMBER 13, 2019

There is something very human about making excuses for our failures. Our egos try to protect themselves by placing the blame somewhere else, somewhere far away from us. Your excuses, however, will never do anything to deliver your goals, your dreams, or your ambitions. Here are eight things you should make instead of excuses. New Commitments : When you commit to something new, you are excited by the prospect of pursuing something different.

eBook 121

eBook Face-to-face Follow-up ACT 121

Hubspot Sales

DECEMBER 12, 2019

Have you ever faced a problem, business-related or otherwise, and needed an objective perspective to help solve it? This is likely something that everyone has experienced. On the other hand, have you ever worked with a friend or coworker to provide an unbiased outlook on an issue? If you have, you’ve consulted with them. If you’re passionate about helping others succeed by providing niche expertise that’s been honed by years of education, experience, and skill development, a career consulting ma

Outsourcing Services 118

Outsourcing Services Hiring Real Estate Face-to-face 118

Gong.io

DECEMBER 9, 2019

Why is research on decision-making psychology critical to your sales messaging? How do you make the customer feel like the hero of the story? What’s the difference between prospect and customer messaging? On a recent episode of the Reveal podcast, we connected with Tim Riesterer for answers to these and other questions that are top of mind for revenue leaders.

Intent 106

Intent Revenue Call-back Data 106

LeadBoxer

DECEMBER 12, 2019

Email tracking has become a popular feature on a variety of platforms, and for very good reasons. Tracking emails can help sales reps stay close to their most interested leads, automate follow-up messages, and close more deals faster. But of the hundreds of tools out there, how do you know which one is best for you? We’ve compiled this list of 25+ email tracking apps and multi-functional tools with email tracking abilities, many of which work with Gmail, Outlook, and your CRM of choice.

Lead Rank 111

Lead Rank Lead Scoring SalesForce Hubspot 111

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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

Sales

Alice Heiman

DECEMBER 11, 2019

Christmas is only 2 weeks away, which means you are deep into the 4 th quarter and hopefully well on your way to hitting your year-end goals. . I f you are like most, the holidays are an unreasonably stressful time. Your family wants you to spend time with them, your clients are too busy to answer the phone, and you have deals to close. “It’s the hap-happiest time, of the year.” .

Top of Funnel 102

Top of Funnel Funnel Call-back Video 102

Hubspot Sales

DECEMBER 10, 2019

Early-stage companies often cast too wide a net when defining their target customer base. They believe the more prospects, the better — but pursuing the wrong types of prospects wastes precious time, cash, and sales resources. There’s a high opportunity cost to chasing someone who won’t buy (or buys and quickly churns). All the while, your competitors are entering the market and getting to large and enterprise clients more quickly than you.

Ideal Customer Profile 112

Ideal Customer Profile Lead Rank Lead Scoring Strategy 112

SBI

DECEMBER 11, 2019

Sales Pipeline Velocity: The Key to Revenue Growth. There’s no arguing that data-driven sales strategies have become a tried-and-true staple in the world of B2B sales. But, as technology continues to advance and sales leaders have access to more data than ever before, it’s become increasingly difficult to understand which metrics matter and which metrics don’t.

Pipeline 97

Pipeline Revenue Sales Qualified Lead Decision Maker 97