Zoominfo

OCTOBER 22, 2020

We know what you’re thinking, but even with new privacy laws, B2B prospecting is possible in Europe, if you’re taking the right steps. That was the main message from Founder and CEO of ZoomInfo, Henry Shuck, for the audience at the 2020 SaaStock EMEA conference. At this year’s virtual event Henry Schuck, delivered a keynote presentation called “Hit Your Number: How To Fast-Track Your Outbound Sales and Marketing in Europe.”.

Outbound 246

Outbound Ideal Customer Profile NetSuite Microsoft 246

Understanding the Sales Force

OCTOBER 20, 2020

You're probably going to hate this article! I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say. As always, if you can hang in through some of the preliminary analysis, I'll make the pivot to sales and business.

Pivotal 408

Pivotal Analysis Relationals Sales 408

Membrain

OCTOBER 21, 2020

Wouldn’t it be great if you could simply stretch out your hand and have the world’s highest performing salesperson appear before you by magic, eager to join your team?

How To 163

How To CRM 163

SBI Growth

OCTOBER 22, 2020

At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.

Strategy 416

Strategy Leads Marketing Qualified Lead How To 416

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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

Jill Konrath

OCTOBER 21, 2020

Virtually everyone I talk to these days is feeling overwhelmed. We're all struggling to find a way to work--and have a good life--in this crazy world we're in now.

How To 339

How To 339

Zoominfo

OCTOBER 20, 2020

Let’s face it: in today’s B2B buying landscape, we’ve got options. If one company doesn’t make the effort to address your specific pain points, there’s another one that will. The whole point of personalization in sales is standing out among the competition. You might have a great product, but it’s not enough to be noticed by potential buyers. If you don’t find a way to connect with them, it won’t matter how useful your product or service actually is.

Top of Funnel 246

Top of Funnel Segment Intent Data Funnel 246

SBI Growth

OCTOBER 17, 2020

Legacy companies have been able to withstand nearly every possible economic condition over several decades, and yet even they have had to persevere through new challenges seen this year. However, companies like Hexagon PPM have not been around for over 50.

Company 297

Company Leads Marketing Qualified Lead Marketing 297

Mr. Inside Sales

OCTOBER 23, 2020

The debate of whether to open your calls asking, “Did I catch you at a good time?” or “Is this time still good for you?” (for presentation call backs), is alive and well—unfortunately. I still receive emails asking me whether to ask this or not. Some swear by it, while others never use it. So, should you, or shouldn’t you? I’ve been making calls—both prospecting calls and closing calls—for a long time.

Face-to-face 178

Face-to-face Call-back Gatekeeper Decision Maker 178

The Pipeline

OCTOBER 23, 2020

Overcoming Call Reluctance. _. Wed, Oct 28, 2020 1:00 PM – 2:00 PM EDT. _. Cold calling is not dead, but it is losing the battle to call reluctance. Call reluctance is not new but is losing the propaganda war to less effective means of engaging with prospective buyers. The reasons for call reluctance are also not new, they are: Lack of Process.

Cold Calling 241

Cold Calling Pipeline System Prospecting 241

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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

OCTOBER 20, 2020

Any way you toss the numbers, it’s shocking: Companies have launched more new products so far in 2020 than in each of the prior two years. Through just September 2020, companies have rolled out 7% more products than in 2019 and 19% more than in 2018. That’s despite — or maybe because of — a deadly pandemic, damaged economies in many countries, and massive joblessness.

Face-to-face 225

Face-to-face Enterprise Enterprise Trends 225

Sales and Marketing Management

OCTOBER 23, 2020

Author: Jennifer Tomlinson and Olivia Hardy Proposals have always played a pivotal role in the sales process, but today they are more important than ever. With in-person meetings on the decline because of the coronavirus pandemic, your sales proposal now serves as a frontline sales rep. It should appear just as a sales rep would at an in-person meeting: clean, composed, organized, and smiling.

Proposal 177

Proposal How To ROI Case Study 177

Mr. Inside Sales

OCTOBER 17, 2020

If you begin your follow up calls like this: “Hi, I just wanted to see if you read the email I sent you?”. Then you’re going to want to read this post all the way through and adopt a better practice way of opening your follow up calls. Couple of reminders before we begin: #1: Sales is a set of recurring situations you get into over and over again. If you want to get better at making more sales confidently, then you have to learn better ways of handling those recurring situations (like follow up

Follow-up 158

Follow-up Face-to-face Gatekeeper Licensing 158

The Pipeline

OCTOBER 19, 2020

Sales Scrum Episode #22 – Guest Jeff Goldstein. Jeff Goldstein (P. Eng) – Founder, SalesLeadersOnly.com , and joins us for a timely discussion on selling high-value solutions at a time when everything seems to have changed or has been put on hold. Jeff is an engineer by training, he has spent his entire career grinding out a sales number as VP and GM of the Canadian subsidiaries of Data General/EMC, NetApp and Veeam Software.

Sales Qualified Lead 220

Sales Qualified Lead Engineering Survey Sales Leadership 220

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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

Anthony Cole Training

OCTOBER 21, 2020

In today’s world of marketing and sales, a significant key to generating leads is a company’s ability to get potential buyers to find them. There is an entire industry dedicated to inbound marketing and social media management with companies such as HubSpot, Marketo and Pardot.

Marketo 157

Marketo Marketing Social Media Inbound 157

Sales and Marketing Management

OCTOBER 19, 2020

Author: Jay Datta Growing and evolving your organization’s Salesforce environment can unlock enormous opportunities, but getting there often proves challenging. I’ve seen this firsthand, having fielded a lot of requests for advice from organizations that have run into issues. Usually, these organizations have self-implemented or worked with a junior implementation partner that relied on the organization to articulate their requirements rather than developing an understanding of the business valu

SalesForce 177

SalesForce Lead Rank How To Scale 177

Shari Levitin

OCTOBER 21, 2020

Selling, especially in today’s virtual world, not only takes tenacity, but also creativity, a sense of humor, and an innate sense of how and when to change the emotional state of the customer to get their attention, earn their business, and then keep both! These days, your customers are crazy busy and on information overload. It may not be that they’re not interested; it’s just that your priority isn’t your customer’s priority until you make it so.

Up-Sell 172

Up-Sell Meeting Training Prospecting 172

Zoominfo

OCTOBER 20, 2020

Let’s face it: in today’s B2B buying landscape, we’ve got options. If one company doesn’t make the effort to address your specific pain points , there’s another one that will. The whole point of personalization in sales is standing out among the competition. You might have a great product, but it’s not enough to be noticed by potential buyers. If you don’t find a way to connect with them, it won’t matter how useful your product or service actually is.

B2B 130

B2B Top of Funnel Segment Intent Data 130

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

Anne Miller

OCTOBER 23, 2020

What can you do to get a rapid response from prospects? Try one or all of these three approaches. Get a Referral. Warm introductions are always better than cold calls. Check out LinkedIn and your internal company contacts to see who might know your prospect and request to be introduced to that person. People tend to agree to initiate conversations when approached that way.

Prospecting 162

Prospecting Cold Calling Referrals Guarantee 162

Keith Rosen

OCTOBER 19, 2020

At some point, I hear from practically every person I’ve ever worked with about the competition in their market. Companies spend so much time trying to outsell, outwit and out price their competition without realizing who their greatest competitor truly is. As such, they focus all of their energy on trying to beat out the wrong competitor. Consider this.

Competition 161

Competition How To Negotiation Energy 161

A Sales Guy

OCTOBER 19, 2020

We just launched a new ad campaign. What do you think? Do you think it paints many of today’s sales people accurately? We had fun putting this together. The post Don’t Be A Smelly Sales Person appeared first on A Sales Guy.

Campaigns 152

Campaigns Sales Video 152

Alice Heiman

OCTOBER 21, 2020

What is the CEO’s role as “CCO – C hief C ustomer O fficer” in these challenging times ? I started thinking about this for each of my clients. I thought, “What could the CEO do right now for the top 10 to 100 customers?”. What could the CEO do that would BLOW the customers’ minds? . Your Key Accounts. How are you handling your key accounts these days?

Customer 159

Customer Loyalty Referrals Retention 159

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

Membrain

OCTOBER 18, 2020

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years.

Prospecting 155

Prospecting Data Sales Marketing 155

Partners in Excellence

OCTOBER 23, 2020

The sales call started nicely. The sales person started asking me questions about my business, what I wanted to achieve, challenges we faced. He asked the alternatives we were considering. Then things went south, really quickly. He asked me what I like about the competition. At first, I thought it a clever approach. He might then start to talk about his solution in the context of the things I highlighted.

Competition 152

Competition Face-to-face Call-back Positioning 152

RAIN Group

OCTOBER 21, 2020

To succeed in sales, you need a steady stream of new opportunities entering the pipeline, whether it's with new clients or existing accounts. That's not as easy as it used to be, given that people are now working, buying, and selling virtually, and many organic opportunities to create sales opportunities have disappeared.

Pipeline 144

Pipeline Account Opportunity Sales 144

The Center for Sales Strategy

OCTOBER 20, 2020

Salespeople in different industries encounter different questions and objections, right? Wrong. Your products and services may affect the minor details of objections, but Google the phrase ‘most common sales objections’ and you’ll find most sellers face the same objections from their leads. Whether it’s price objections, the prospect isn’t interested, or “now isn’t a good time,” sellers often encounter the same types of questions and objections during the sales process.

Sales Process 138

Sales Process Collateral Face-to-face Objections 138

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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

Nutshell

OCTOBER 19, 2020

There is no greater feeling than nurturing a lead into a paying customer—especially when it’s a lead you didn’t have to pay for. B2B marketers rely on SEO , or search engine optimization, to generate high quality leads at very low cost through organic search. This process starts with publishing content on your site based around strategic keywords, having potential customers find your content by searching for those keywords, and then converting those visitors into leads. .

Sales Qualified Lead 133

Sales Qualified Lead Lead Rank Lead Scoring Leads 133

Partners in Excellence

OCTOBER 20, 2020

We all know the importance of differentiation. If we aren’t differentiated from the alternatives, how does the customer choose? If we can’t create differentiation, price becomes the differentiator. Years ago, the primary differentiator seemed to be our products/solutions. We sought to demonstrate the superiority of our offers by the capabilities we offered in our solutions.

Face-to-face 149

Face-to-face Competition Exact Proposal 149

Engage Selling

OCTOBER 23, 2020

It’s incredibly frustrating. Ride-along coaching ought to be a powerful tool at the disposal of every leader in a sales-based organization today. But, many still don’t use it properly and their sellers—and sales—suffer the consequences.

Coaching 131

Coaching Tools Sales Sales Coaching 131