Sales Hacker

JUNE 15, 2020

64% of a salesperson’s time is spent on non-selling tasks on average. That’s a lot of time doing simple, repetitive tasks that don’t result in revenue. If you want to maximize productivity in your sales team and want them to spend more time selling and closing deals , then you can’t ignore sales automation and workflow setups. We’ll show you how to create automated workflows to jack up your sales pipeline and easily go from leads to deals.

Sales Automation 118

Sales Automation Top of Funnel Sales Qualified Lead Lead Gen 118

InsideSales.com

JUNE 18, 2020

Words can trigger emotion and feeling, so understanding the psychology of communication within sales is a powerful tool. Using words that sell can radically increase close rates by swapping out some vocabulary for high-impact words and is something every sales team should know. RELATED: 12 PROVEN SALES PROSPECTING METHODS THE BEST SALES TEAMS KNOW. In this article: The Importance of Using Words That Sell.

Discount 58

Discount Call-back Policies Cold Calling 58

Hubspot Sales

JUNE 15, 2020

Forecasting sales for a new venture can feel like shooting in the dark. You don't have historical data to reference, and you might not be sold on the process's practicality until you have some. It can be hard to make forecasting a priority when you're dealing with the other trappings and responsibilities of starting a new venture. But you have to think about the big picture.

Forecasting 118

Forecasting Sales Forecasts Construction Vendor 118

The Center for Sales Strategy

JUNE 17, 2020

If your media sales department is facing difficulties, you’re not alone. Despite recent innovations, media sales departments are still missing budgets, not developing new business, and not retaining key accounts. Many media sales managers are stuck in a vicious circle of recognizing challenges that hinder growth, but they tend to ignore them for various reasons.

Media 91

Media Face-to-face Account Revenue 91

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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

Babette Ten Haken

JUNE 16, 2020

When my long-time best friend, Annie, and I get on the phone together, we can talk for hours. I mean hours. About anything and everything, all-inclusive. Our families describe our epic conversations as marathons. My bestie and I do not leave out any details in our family sagas. And, our signature phrase, when we come up for air in between chapters of our storytelling swap, is: “But wait… there’s more!!

Face-to-face 96

Face-to-face Coaching Quota Follow-up 96

SBI Growth

JUNE 16, 2020

Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company. The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating.

Revenue 270

Revenue Marketing Strategy Energy 270

The Center for Sales Strategy

JUNE 16, 2020

Equipped with hotspots and Wi-Fi, laptops, and mobile phones, most professionals can now do their jobs from anywhere. However, the physical distance between remote workers quickly leads to loneliness and isolation for those not accustomed to the lifestyle. And, when employees feel left out, their comfort levels decrease when it comes to working with their team.

Retention 83

Retention Leads Marketing Qualified Lead Company 83

Hubspot Sales

JUNE 16, 2020

What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations. The key to good sales performance is consistency. Anyone can have a good sales month, but a high-performing salesperson and sales team can meet or exceed expectations for an extended period of time through different sets of economic circumstanc

Hubspot 142

Hubspot Quota Lead Rank Lead Scoring 142

Mr. Inside Sales

JUNE 19, 2020

One of the ways you stay ahead of your competition is to stop sounding like them. I don’t know about you, but all my LinkedIn requests and emails from vendors now begin the same way: “I hope you and your family are staying safe…”. This was an appropriate sentiment three months ago, when we were all hunkering down and sheltering in place, but times have changed—and you need to change with them.

Face-to-face 158

Face-to-face Gatekeeper Call-back Licensing 158

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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

The Pipeline

JUNE 15, 2020

Sales Scrum Podcast Episode #13 – Guest George Brontén. Lucky 13, I am speaking of my guest on Sales Scrum, George Brontén. As the founder & CEO of Membrain.com, the B2B Sales Enablement CRM, George Brontén is passionate about the art and science of sales. In this episode, George and I explore some of the faulty assumptions people make in sales, the selection of CRMs, and other areas of selling.

Sales Enablement 289

Sales Enablement B2B CRM Relationals 289

Score More Sales

JUNE 15, 2020

When a great new sales leadership book emerges, I want to be one of the first ones to share it. When a fantastic book about emotional intelligence comes out – I want to shout it from the mountain tops. When a book with BOTH comes out – sales leadership AND emotional intelligence, I’m doing a happy dance.

Sales Leadership 49

Sales Leadership Sales 49

Sales and Marketing Management

JUNE 14, 2020

Author: SMM Staff. A recent survey by the IBM Institute for Business Value found more than 75% of respondents would like to continue working remotely at least occasionally, while more than half want it to be their primary way of working after the coronavirus crisis ends. Company decision-makers seem open to the idea of remote work?—?at least part time?

Face-to-face 218

Face-to-face Decision Maker Insurance Insurance 218

SBI Growth

JUNE 18, 2020

Market-leading sales organizations are maniacal about designing and executing their processes. A well-oiled revenue-generating organization deploys a number of tactics to align their assets for maximum effectivity.

Revenue 207

Revenue Marketing Leads Marketing Qualified Lead 207

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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

JUNE 16, 2020

In this blog post, we discuss the practice of negotiating with your prospect before you begin your presentation. As is often said in golf, "All bets are won on the first tee," and you must be ready to negotiate price before you present to your client.

Negotiation 189

Negotiation Prospecting 189

Zoominfo

JUNE 16, 2020

On March 25th, I expected to be in a New York City restaurant, celebrating the momentous milestone of taking the business public; the one I started in a 1,000 square foot loft. Instead, I was sheltering in my home, eating a chicken pot pie with my wife and four-year-old daughter. So it goes. Looking back, I remember feeling relieved that evening. Relieved that my family was healthy and relieved that ZoomInfo was secure and resilient.

Nonprofit 182

Nonprofit Cancellation Face-to-face Pivotal 182

Sales and Marketing Management

JUNE 14, 2020

Author: SMM staff. Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. 1 job for being best suited to work remotely. In fact, the study from MagnifyMoney shows that 13% of sales representatives already worked from a home office prior to the COVID-19 outbreak.

Salary 207

Salary Study Travel Report 207

SBI Growth

JUNE 17, 2020

On today’s show, we are joined by Vince Lombardo, President of US Payments and Payroll Solutions at Heartland Payment Systems. Over the last two decades, Vince has seen Heartland grow from a startup to a global company with 4,000+ employees.

Revenue 207

Revenue System Company Analysis 207

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 Cole Training

JUNE 19, 2020

In Part 1 of "Negotiating on the First Tee, we discussed the practice of negotiating with your prospect before you begin your presentation. In Part 2, we continue this discussion and add more to the conversation.

Negotiation 177

Negotiation Prospecting Conversion Hiring 177

Zoominfo

JUNE 19, 2020

In an age where digital data increases at blinding speeds, achieving data privacy compliance takes a long time. In early 2020, the California Consumer Privacy Act (CCPA) went into effect. If reaction to prior privacy laws in Europe are any indication, it will likely take years for U.S. companies to fully prepare themselves for privacy regulations. Research by ZoomInfo suggests that when a new privacy regulation or similar influence debuts, the ripples extend out for a lengthy period as companies

Data 162

Data Relationals Case Study Face-to-face 162

Sales and Marketing Management

JUNE 14, 2020

Author: Tanner Corbridge. Keeping people engaged is complicated when we’ve been told to stay apart. To manage effectively and create action, we need to come together as we’ve never done before. Morale becomes strained as outside influences push in. Proven leadership principles may be the first to go by the wayside, but leaders can maintain morale by moving remote workers to a place of optimism.

Face-to-face 194

Face-to-face ACT Call-back Conference 194

SBI Growth

JUNE 15, 2020

If you’ve spent the last quarter preparing for the remainder of the year by overhauling your Go-To-Market function and redesigning your coverage plan, you’re not alone. But how do you make sure your optimal coverage plan serves the needs of.

Marketing 207

Marketing SME Segment Revenue 207

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

Sales

Mr. Inside Sales

JUNE 14, 2020

When following up with a prospect after delivering a presentation, does this kind of email sound familiar? “Thanks for contacting me, but I’ve checked with the powers that be, and we’re just not going to do anything until (Fall, 2020, OR next year, 2021, OR maybe even 2022).”. Disappointing, isn’t it? There is one burning question that should be at the top of your mind: What is behind this stall?

Face-to-face 157

Face-to-face Call-back Gatekeeper Objections 157

Zoominfo

JUNE 19, 2020

In an age where digital data increases at blinding speeds, achieving data privacy compliance takes a long time. In early 2020, the California Consumer Privacy Act (CCPA) went into effect. If the reaction to prior privacy laws in Europe is any indication, it will likely take years for U.S. companies to fully prepare themselves for privacy regulations.

Data 147

Data Relationals Case Study Face-to-face 147

Sales and Marketing Management

JUNE 14, 2020

Author: Gary Burnison, CEO, Korn Ferry. At a time when different work needs to get done?—?and work needs to get done differently?—?we leaders have to change. Today, everyone is a leader, and it culminates in how we make others feel. I had this experience when I was 12 years old, at a basketball camp led by Coach Gene Keady, a legend in Kansas for having earned Junior College Coach of the Year three times while at Hutchinson Junior College.

Webinar Metrics 194

Webinar Metrics Banking Coaching Sports 194

Membrain

JUNE 17, 2020

What is strategic account planning? The question seems simple on the surface, but ask five salespeople, and you’ll get five different answers.

Account 145

Account Sales Management Sales 145

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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

Hubspot Sales

JUNE 17, 2020

There’s no easy way to put it — for many companies, it is a hard time to sell and consumers have a lot on their minds. According to LinkedIn’s 2020 State of Sales Report , buyers are becoming increasingly less responsive, with 44% of salespeople reporting a decrease in responsiveness to outreach. This research also indicates sales cycles are increasing, with 44% of salespeople saying their customers buying cycles have increased.

Report 138

Report Microsoft Hubspot Buying Cycle 138

Zoominfo

JUNE 16, 2020

On March 25th, I expected to be in a New York City restaurant, celebrating the momentous milestone of taking the business public; the one I started in a 1,000 square foot loft. Instead, I was sheltering in my home, eating a chicken pot pie with my wife and four-year-old daughter. So it goes. Looking back, I remember feeling relieved that evening. Relieved that my family was healthy and relieved that ZoomInfo was secure and resilient.

Nonprofit 147

Nonprofit Cancellation Face-to-face Pivotal 147

Sales and Marketing Management

JUNE 14, 2020

Author: Paul Nolan. Corporate leaders are asked to look forward and plan ahead, especially in times of great shifts such as the one we are experiencing. It is important, however, to look back, even to recent periods, and make sure that aspects of corporate culture you felt were important are not swept away with the tidal wave of change that is imminent in a post-pandemic world.

Face-to-face 194

Face-to-face Policies Journal Call-back 194