Mixmax

APRIL 10, 2024

Use this guide to the top sales productivity tools your sales team needs this year to slay sales and build up your pipeline

Tools 98

Tools Pipeline Sales 98

Sales and Marketing Management

APRIL 10, 2024

From identifying potential leads, to successfully sealing the deal, here's a comprehensive guide to winning tactics that make your sales cycle less complex. The post 7 Winning Strategies to Shorten Your B2B Sales Cycle appeared first on Sales & Marketing Management.

Sales Cycle 156

Sales Cycle B2B Strategy Sales 156

Marc Wayshak

APRIL 10, 2024

If you really want to succeed in sales , then you’ve got to start selling to individuals at the highest levels of an organization. Yes, I’m talking about the C-suite. C-suite executives are the key decision-makers. They’re the ones who are willing and able to buy based on value. However, C-suite sales can be intimidating —even if that’s where the biggest rewards lie in sales.

How To 90

How To Decision Maker Face-to-face eBook 90

Understanding the Sales Force

APRIL 11, 2024

I walked into the house with Dinger and a baby toad hopped in with us, snuck under the closet door and disappeared. When I first spotted the toad, I thought it was a tiny piece of mulch and didn’t give it a second thought. When it disappeared into the closet, I thought about it a lot! Eventually, I found it and reintroduced it to the great outdoors.

Coaching 218

Coaching Decision Maker Scale Hiring 218

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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

APRIL 8, 2024

Prospecting has evolved as automation has made creating, sending, and tracking multi-email sequences to prospects easy. Unfortunately, while sales enablement technology has dramatically increased the volume of prospecting emails you can send, it hasn't improved their effectiveness. Here is how you can increase your email prospecting odds using the HERO framework.

Prospecting 177

Prospecting Sales Enablement Sales Sales Process 177

SalesFuel

APRIL 10, 2024

Sellers who want to succeed must build sales credibility to stand out. Why? Only 24% of U.S. adults think salespeople are credible, according to SalesFuel’s The State of Credibility in America study. “Before salespeople can be thought of as 'trusted advisors,' they first must have a high level of sales credibility.” What is sales credibility? SalesFuel explains that to be considered credible, buyers must know what they're talking about.

Research 115

Research Hiring Social Media Trends 115

Allego

APRIL 11, 2024

Generative AI (genAI) is transforming sales enablement platforms. Using the technology, these powerful platforms automate processes, increase productivity, get sales reps up to speed faster, and help create personalized buying experiences. Top features include: GenAI Search: Lets sellers quickly find answers from peers and subject matter experts based on content within the platform.

Sales Enablement 62

Sales Enablement Vendor ACT Webinar Metrics 62

Lead411

APRIL 11, 2024

What is A.I. doing for the B2B sales data world? Data is king in the ever-changing world of business-to-business (B2B) sales. Businesses that deal with other businesses often find that their success or failure hinges on how well they collect, analyze, and use data. Then along comes AI, a game-changer that is drastically altering the landscape of business-to-business sales data.

Lead Rank 52

Lead Rank B2B Lead Scoring Data 52

SugarCRM

APRIL 9, 2024

Creative Foam , a manufacturing company established in Michigan over 50 years ago, has grown into an industry powerhouse. Today, the company has twelve facilities across the US and Mexico, one of the biggest tiers and OEMs in the automotive industry. The company has now extended its operations into other sectors, with 20% currently focused on healthcare.

Sales Automation 26

Sales Automation Positioning Marketing Automotive 26

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

Steven Rosen

APRIL 10, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. They emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables. They also stress the need for a systematic hiring process, including behavioral interviews and assessments.

Hiring 296

Hiring Strategy Negotiation Ideal Customer Profile 296

Anthony Cole Training

APRIL 12, 2024

There have always been two certainties in life – death and taxes. But I have now become convinced that there is a third certainty if you are a salesperson and that is the slow and painful death of decision making.

Prospecting 263

Prospecting Motivation Training Sales 263

Sales 2.0

APRIL 8, 2024

I was asked a great question during a recent conversation with a founder: When should you take a spearfishing approach to finding new customers and when should you use a shotgun? It depends on what you’re hunting. Large vs small How important is a particular company to you? What is the payoff for landing this account? When thinking of this payoff I recommend thinking of lifetime value (in terms of profit ideally not just revenue.

Travel 195

Travel Account Meeting Campaigns 195

SBI Growth

APRIL 12, 2024

Marketing is an integral part of any successful go-to-market model, yet they are typically the most misunderstood, with many relegating them to the role of cost-center. What roles do they play in a B2B environment, and how can leaders transform marketing into a key revenue driver for their organization?

Revenue 177

Revenue Marketing B2B 177

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Trends

No More Cold Calling

APRIL 11, 2024

It’s OK to double your price for PITA clients Every buyer isn’t your client. If buyers continue to make unreasonable demands and keep changing requests and deadlines—even after you’ve given them exactly what they need—then you’re dealing with PITA clients. These PITA clients drain your energy, demotivate your team, waste your time, and expect you to do more at the same price.

Referrals 156

Referrals Cold Calling Exact Energy 156

Sales and Marketing Management

APRIL 8, 2024

AI-driven project management tools can be used to enhance your operations and embrace a culture of continuous improvement. The post Creating a Culture of Continuous Improvement Through AI and Communication appeared first on Sales & Marketing Management.

Tools 156

Tools Marketing Sales 156

Steven Rosen

APRIL 6, 2024

In this 2:42 video, Steven Rosen and Colleen Stanley delve into the vital role of preparation in mastering difficult conversations with sales representatives. They stress the importance of sales managers dedicating time to pre-call planning, ensuring productive discussions. Additionally, they emphasize fostering a supportive environment where sales representatives feel heard and valued, enhancing team cohesion and performance.

Conversion 156

Conversion Influencer Coaching Call-back 156

SBI Growth

APRIL 11, 2024

Buyers today face a lack of consistency: from rapidly shifting priorities to uncertain regulatory environments, every step in the purchasing journey is plagued with second-guessing and hesitation. The main issue for commercial teams? Reset buying, where just as everyone in the buyer decision team gets agreement, changes happen and reset the progress that sellers have made thus far.

Report 177

Report Face-to-face Buyer 177

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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

Partners in Excellence

APRIL 11, 2024

It’s crazy to think that we purposely design our organizations to fail. Who would think of that, particularly in selling? We are driven to succeed, to over achieve our goals. We constantly talk about winning. If this is true, why do we see year after year of declining performance and results? For example, we see percent of people achieving goals declining—today roughly 40% of sellers are achieving or exceeding quota?

Scale 143

Scale Maximizer Quota Revenue 143

Zoominfo

APRIL 9, 2024

Before solving their biggest CRM cleansing challenges, go-to-market teams need to define the rules of engagement for their data. The idea is to keep a living, breathing CRM that’s constantly being updated with customized rule-based workflows — a CRM that’s always “on.” To make this a reality, all businesses need to tailor their data hygiene strategy to fit their unique processes, goals, and requirements.

Ideal Customer Profile 130

Ideal Customer Profile CRM Strategy Lead Rank 130

Nimble - Sales

APRIL 12, 2024

There is no excerpt because this is a protected post. The post Protected: Maximizing Sales Outreach: Unleashing Nimble CRM and PhoneBurner Power Dialing Together appeared first on Nimble Blog.

Maximizer 128

Maximizer CRM Sales Social Selling 128

SBI Growth

APRIL 12, 2024

If you sell for a living, hearing “no” is a part of your career. This is particularly true in prospecting, where prospects offer all types of resistance. However, this resistance typically doesn’t indicate that the prospect is interested in your solution. With these six effective sales prospecting tactics, you can manage common forms of prospecting resistance and book more appointments.

Prospecting 136

Prospecting Strategy Sales Sales Process 136

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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

Partners in Excellence

APRIL 9, 2024

It’s trite to say we live in worlds of growing complexity. The rates of change and disruption seem to be accelerating. Global competition, new technologies, new business models, new market opportunities both create challenge and opportunity. Workloads seem to sky rocket as do demands on our time. Distractions whether device based, app based or self inflicted consume our time.

Ideal Customer Profile 143

Ideal Customer Profile Face-to-face CRM Opportunity 143

Zoominfo

APRIL 9, 2024

Many marketers and frontline salespeople are turning to real-time intent data as a competitive edge in their pursuit of strong leads and motivated buyers. Having a sophisticated range of intent data available from a single source of truth can be a powerful advantage. That’s why ZoomInfo is delighted to announce that TrustRadius, a leading software buyer intelligence platform, is now fully integrated into ZoomInfo Sales.

Intent Data 130

Intent Data Intent Data Intent Signal 130

The Center for Sales Strategy

APRIL 9, 2024

According to the 5th Annual Media Sales Report , a staggering 81% of sales managers indicated that meeting their targets has become harder compared to the previous year. While the goals may not be out of reach, the path to success requires concerted effort. This doesn't mean that the goals are not achievable. It just means that our work is cut out for us.

Report 125

Report Media Face-to-face Meeting 125

Steven Rosen

APRIL 6, 2024

In this episode of the Sales Leadership Awakening Podcast, host Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. They highlight vital emotional intelligence skills essential for navigating these dialogues effectively. Practical strategies for delivering constructive feedback and fostering growth are shared, emphasizing the importance of stating intentions and fostering psychological safety.

Conversion 120

Conversion Construction Sales Leadership Intent 120

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

Partners in Excellence

APRIL 8, 2024

Preface : Shari Levitin is one of the most well know thought leaders and speakers in sales and marketing. Shari and I first met at a meeting of “sales thought leaders.” While all of us are fairly high energy people, Shari brought an energy level and passion beyond all of us–causing us to raise the level of our discussion. One can’t help getting energized, excited, and driven when Shari is part of the discussion.

Energy 143

Energy Face-to-face Up-Sell Education 143

Zoominfo

APRIL 9, 2024

It’s common for a CRM to have multiple entries for the same company, each with slightly different ways of conveying the name — ZoomInfo, ZoomInfo Technologies Inc., ZoomInfo LLC, and so on. Each record might also contain unique contact and sales data. These records need to be combined, cleansed, and merged into one. By applying Duplicate Survivorship Rules, which are defined in the first phase of a CRM cleanup, data teams can easily decide which records remain after the merge is completed.

CRM 130

CRM Data Analysis Scale 130

The Center for Sales Strategy

APRIL 10, 2024

In the “old days” (5 years ago), hiring a new employee meant meeting them in person, shaking their hand, and conducting a live interview. Today, that’s not always possible. For many, remote and hybrid models are becoming the norm, which means leaders must adapt their recruitment strategies to meet the unique challenges and opportunities these environments present.

Meeting 122

Meeting Opportunity Strategy 122