Sales and Marketing Management
APRIL 22, 2021
Many buyers have an inherent lack of trust in salespeople. Unfortunately, many salespeople make mistakes that reinforce that lack of trust. The post 7 Ways to Kill Trust in Sales appeared first on Sales & Marketing Management.
Zoominfo
APRIL 21, 2021
So you want to start selling to the healthcare industry. Where should you even start? You can’t just hope for healthcare leads to appear in your pipeline by using a traditional (read: outdated) spray and pray lead generation strategy. You wouldn’t buy a product from someone who knew nothing about your company, would you? Familiarizing yourself with the industry by learning about the core metrics and pain points is the key to filling your sales pipeline with qualified medical and healthcare leads
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Hubspot Sales
APRIL 19, 2021
Choosing the right sales methodology sets the foundation for how you and your teams approach your sales process. If you focus on solution selling , your reps may give customized solutions to prospects that display how your product will meet their individual needs, whereas teams that use the outbound methodology may focus on outreach tactics like cold-calling.
Mr. Inside Sales
APRIL 23, 2021
If this objection frustrates you, then all that will end after you read this blog post. First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Real objections can include things like: They can get it cheaper somewhere else. Their boss/spouse/purchasing won’t let them buy. They like a different solution.
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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.
Sales and Marketing Management
APRIL 19, 2021
Selling during the pandemic has been challenging. Here are five ways to get your sales team excited and back on track. The post 5 ways to Re-Motivate Sales Teams appeared first on Sales & Marketing Management.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
APRIL 22, 2021
In business, especially in sales; delays, misunderstandings, and communication can go awry. Sometimes, even with the influx of technology and communication tools, it is easy to misinterpret what a prospect, or salesperson, says. So, how do we make these communication lines more efficient?
The Pipeline
APRIL 20, 2021
By Tibor Shanto. Prospecting is a different art than selling, some recognize that by splitting functions , others just ignore the reality. One area where it is truly black and white, is who speaks and listens in each event. Salespeople find it easy to apply one rule to most of their activities. So how much time should a prospect speak versus the salesperson?
SBI Growth
APRIL 20, 2021
According to Forbes, Customer-centric companies are 60% more profitable than companies that don’t focus on customers. Yet, as COVID moves from a moment in time to the new normal, CEOs must balance delivering differentiated customer experience while maximizing the value of.
John Barrows
APRIL 19, 2021
Our guest this week is Jeff Hoffman, a friend and mentor of John’s. Jeff and John are going to reflect on their history, the milestones they’ve each achieved, growing a business while growing a family, and their thoughts on retirement. They also talk about how they have navigated each decade of their lives so far and share what we should be focused on as we navigate ours.
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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.
Membrain
APRIL 21, 2021
I don’t think we talk enough about the impact of timelines on making and breaking deals, especially in complex b2b sales.
Partners in Excellence
APRIL 22, 2021
I wrote about Product Led Growth. It’s the latest hot new strategy being promoted by many SaaS companies and VC’s. It’s not a new strategy, we’ve seen it so often in the past, companies with Hot Products focused just on fulfilling customer demand. In past decades we’ve seen both the pros and cons of product led business models.
The Center for Sales Strategy
APRIL 23, 2021
- MOTIVATION -. "Leadership is doing what is right when no one is watching.”. -George Van Valkenburg. - AROUND THE WEB -. > How to Reinvent the Office Watercooler in a Hybrid Workplace – Medium. It turns out that there’s more to miss abou t going into the office than some of us may have thought. Research indicates that when we transition to hybrid work, what we miss most is the relationship-building that happens spontaneously in our workplaces — “watercooler moments.”.
Hubspot Sales
APRIL 19, 2021
Just about everyone is familiar with Goldilocks and the Three Bears. If you aren't, it's the story of a little blonde girl who commits breaking and entering — a felony — so she can explore a family of talking bears' home, eat their food, break their furniture, and nap where their child sleeps. There are three bears, each of whom has its own bowl of porridge, chair, and bed.
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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.
Nimble - Sales
APRIL 23, 2021
Today is the day to find the time to read your favorite book or to start the book you’ve wanted to read. It’s important to recognize how books have influenced our entire lives. They’ve inspired us and shaped who we are today, which is why World Book Day is more than a well-deserved holiday. It’s […]. The post 14 New Business Books to Add to Your Reading List appeared first on Nimble Blog.
Zoominfo
APRIL 23, 2021
ZoomInfo’s recent webinar , Automation: The Secret to Next-Level Go-To-Market Strategy , highlighted why automation powered by data is a proven tactic to accelerate win rates and better enable go-to-market plays. In this recap of the webinar, we’ll review the importance of incorporating automation into key parts of your sales cycle , give you a peek into ZoomInfo’s best go-to-market plays , and present new time-saving selling strategies.
The Center for Sales Strategy
APRIL 19, 2021
As a sales manager, image how much better your life would be if you had access to the following: Better forecast accuracy. Improved sales performance. These elements are important, and delivering one or the other is not an option these days. Both are easy to achieve when you have a healthy sales pipeline.
Hubspot Sales
APRIL 19, 2021
Being wary of strangers is human nature, so striking up a conversation with someone you don't know can be imposing and awkward in literally any situation — especially when that conversation is a means to a financial end. That's why any form of cold sales outreach can be exhausting and ineffective when you don't know what you're doing — and that's not specific to active communication like face-to-face meetings or phone calls.
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.
Membrain
APRIL 18, 2021
Whether proactively reaching out to potential future customers or responding to inbound enquiries, salespeople and business development reps in complex B2B sales environments often find themselves having to make a large number of contact attempts in order to get a single new conversation started.
Zoominfo
APRIL 22, 2021
Rarely do we link data to storytelling. Instead, we link it to the boring chart on the fifth slide of the presentation, or the part of the article we skip, or our high school math teacher. And all of that is correct. On the flip side, though, looking at data as a wealth of information — one that sparks questions, gives answers, and reveals patterns which ultimately help us arrive at meaningful insights — is equally as correct.
Partners in Excellence
APRIL 20, 2021
Daily, I get inundated with emails, texts, social media messages: “I’d love to learn more about your business and hiring needs… ” “Let me know how I can help you…” “Can we collaborate in some way? We provide…… ” “How are things going for you?” (WTF!) “How has business been for you during Covid?
Hubspot Sales
APRIL 23, 2021
Time is an entrepreneur's most precious resource. One of my previous clients, a serial entrepreneur, joked that his first hire was an accountant. He excelled at talking with clients and needed help crunching numbers. Trying to do it all as a business owner will quickly lead to burnout. That's why the entrepreneur resources and tools below are essential to running a company and keeping your sanity.
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!
Anaplan
APRIL 22, 2021
Learn about the value of and challenges in agile workforce planning from workforce planning experts across a broad range of industries.
Zoominfo
APRIL 21, 2021
So you want to start selling to the healthcare industry. Where should you even start? You can’t just hope for healthcare leads to appear in your pipeline by using a traditional (read: outdated) spray and pray lead generation strategy. You wouldn’t buy a product from someone who knew nothing about your company, would you? Familiarizing yourself with the industry by learning about the core metrics and pain points is the key to filling your sales pipeline with qualified medical and healthcare leads
Nimble - Sales
APRIL 22, 2021
Nimble understands the importance of keeping your data up-to-date while tracking all relevant information associated with your contact. This is why we’ve introduced the ability to add multiple companies to contact records. You can now maintain an accurate and consistent list of data over its entire lifecycle as your contact progresses from one job to […].
Hubspot Sales
APRIL 21, 2021
Demand planning in sales helps make sure your literal and metaphorical shelves are stocked, but not overflowing. While some people may have clairvoyant skills to predict the future, the rest of us need to rely on sales planning and operational tactics to get the job done. That’s where demand planning comes into play. What is demand planning? At its most fundamental, demand planning is getting ahead of the anticipated volume by preparing for upcoming sales.
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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
Partners in Excellence
APRIL 23, 2021
Imagine talking to a bunch of car sales people. Imagine making the claim, “Selling cars is the same, regardless of the vehicle, they are all cars.” In the audience you have people selling Honda’s, Toyota’s, Nissan’s, Renault’s, Kia’s, Ford’s, Chevrolet’s, Jeep’s. Porsche’s, Ferrari’s, Rolls Royce’s, BMW’s, Mercedes’, McLaren’s, and Bugatti’s.
Zoominfo
APRIL 20, 2021
Several months ago, we sought out some of the world’s top privacy experts and told them: Pick our policies apart and tell us what we can do better. Being a privacy-first company means we are transparent about how we collect our professional contact data and uphold consumers’ rights to privacy. We go above and beyond to ensure that we exceed standards in data compliance, protection, and security.
The Center for Sales Strategy
APRIL 20, 2021
What are some best practices for running a successful virtual meeting? How should leaders go about unifying a remote team? These questions and more are answered in this Improving Sales Performance episode with Chad Littlefield, Co-Founder of We and Me, Inc. As he shares his insight on running effective sales meetings in a work-from-home environment, he also touches on how to build a culture of trust and connection.
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