Sales and Marketing Management

FEBRUARY 15, 2021

Author: Doug Bushée and Shayne Jackson Last March, sales leaders had to quickly shift from enabling in-person sellers to enabling virtual sellers. This shift to virtual selling required new technology, new skills and new ways of selling. Now, as we dive deeper into a new year, sales leaders are tackling another issue. Since we can’t bring our sellers together, how do we continue to inspire, connect and educate them in a purely virtual world?

Education 194

Education Film Channels Cancellation 194

Membrain

FEBRUARY 14, 2021

It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders. Our experience doing it for clients provides much insight into how to get maximum benefit from this kind of help.

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Maximizer Training ROI Coaching 164

The Pipeline

FEBRUARY 16, 2021

By Tibor Shanto. The main reason salespeople hate telephone prospecting is rejection , anything else can immediately be drawn back to rejection. And while there is no avoiding rejection in prospecting, there are things you can do to turn things your way. BTW, if you’re wondering why you can’t avoid objections, it is because we are interrupting. Nothing wrong with that, but it is a fact, a fact that is central to cold calling success.

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Cold Calling Call-back Webinar Metrics Objections 241

Zoominfo

FEBRUARY 17, 2021

So you’ve got yourself a list of new leads to turn into possible customers. Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. And If you haven’t tried out cold calling scripts yet, now’s the time.

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Cold Calling Guidelines Prospecting Face-to-face 264

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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

SBI Growth

FEBRUARY 16, 2021

Death by information overload—a theme and phrase we often hear in the age of information technology and big data. Decision paralysis is derived from the inability to process data. As digital evolution continues to push data volume and make market.

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Data Marketing Sales Analytics 207

Sales and Marketing Management

FEBRUARY 19, 2021

Author: Larry Prince, CEO, PrinceLeadership While there is a secret to sales success, it’s not a mystery. Business owners and leaders frequently ask, “How do I increase sales?” or “Why is my sales team not performing better?” Before we tackle the how, we have to address the why. Does your sales function lack a clear, process-driven method to meet sales goals?

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Top of Funnel Hiring Guidelines Lead Rank 177

Zoominfo

FEBRUARY 17, 2021

Want prospects to respond with lightning speed? It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The triple touch is a tactic that salespeople use to engage prospects. The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. .

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Prospecting Top of Funnel Decision Maker Sales Qualified Lead 237

SBI Growth

FEBRUARY 14, 2021

Nearing the end of 2020, less than a dozen market-leading CEOs gathered for SBI’s fall Advisory Meeting to discuss common challenges faced throughout the year as well as share best practices for trending topics, including: Using the Right Data for Right.

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Meeting Face-to-face Trends Data 194

Partners in Excellence

FEBRUARY 17, 2021

Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%!

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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

Alice Heiman

FEBRUARY 18, 2021

I bet you thought I was going to present a list of podcasts about sales. . I listen to these podcasts purposely so that I don’t think about sales, but there always seems to be something that makes me think about sales differently. . Most of us who lead companies spend a fair amount of time learning by reading or listening to books, reading articles and blogs, and listening to podcasts. .

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Exercises Up-Sell LinkedIn Sales 160

Zoominfo

FEBRUARY 18, 2021

It’s a popular saying in business circles, but it holds true: People do business with people they know, like, and trust (especially in the business world). No-one wants to hand their money to some faceless corporation or sign a contract with someone they just met. Whether we realize it or not, we want to buy from people we can trust. People who do what they say, fulfill their promises, and fix things when they go wrong.

Social Media 227

Social Media Top of Funnel Face-to-face Conference 227

SBI Growth

FEBRUARY 18, 2021

Digital Evolution to accelerate your Go-To-Market strategy was a catchy phrase and discussion in the board room in 2020. If executed correctly, it can completely change the course of 2021 revenue growth. Most companies have learned that digital transformations are.

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Revenue Course Strategy Marketing 159

Understanding the Sales Force

FEBRUARY 19, 2021

When it rains it pours, especially when it's coming down in buckets!

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Coaching How To Sales Sales Coaching 191

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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

Predictable Revenue

FEBRUARY 15, 2021

The better, more refined your sales process is, the more regularly you will sell. This is why supporting and training your sales team is so important. The post 7 Critical Metrics to Measure the Effectiveness of Your Sales Enablement Strategy appeared first on Predictable Revenue.

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Sales Enablement Strategy Revenue Training 133

Zoominfo

FEBRUARY 16, 2021

Thriving companies in 2020 shared a common trait: a product customers want that is simple to use and easy to access. These businesses offer a customer experience that connects with buyers, whether that is web conferencing software, TV streaming services, or home cleaning products. The key to pushing through the pandemic (and profitably so) is to help customers come to know, trust , and rely on a brand.

Retention 219

Retention Customer Loyalty B2C 219

The Center for Sales Strategy

FEBRUARY 18, 2021

There's a lot to get right if you're trying to build a high performing sales organization. That's because sales organizations are complex systems, like the nervous system. The nervous system contains a network of specialized cells called neurons. Nerve impulses have a domino effect. Each neuron receives an impulse and must pass it on to the next neuron and make sure the correct impulse continues on its path.

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B2B System Networking Sales 133

Membrain

FEBRUARY 17, 2021

Prospecting is hard. In my experience, very few organizations have fully cracked the nut of how to do it well across the entire organization.

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Prospecting How To Sales Process Sales 148

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

Predictable Revenue

FEBRUARY 18, 2021

Get ready to learn all about mapping competencies necessary in sales roles, scoring SDRs and AEs, and the business impact of having a robust coaching program in place with Aaron Evans. The post Sales Coaching: Mapping, Scoring, and Coaching Key Competencies in The SDR and AE Roles appeared first on Predictable Revenue.

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Coaching Sales Coaching Revenue Sales 126

Zoominfo

FEBRUARY 18, 2021

While building loyalty with existing customers continues to rank as a top priority for companies, 2020 was also a big year for acquiring new ones — as well as expanding into new markets — primarily because of the pandemic. As everyday routines began to shift, so did the needs of our customers, and some companies were fortunate (and resourceful) enough to be able to adapt to those new needs.

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Loyalty Customer Analysis Trends 214

The Center for Sales Strategy

FEBRUARY 15, 2021

You hear the terms "hunters" and "farmers" thrown around a lot in the sales world. Sales leaders are always looking for "hunters" — as they should. New business is the lifeblood of any sales organization. Without salespeople that know how to "hunt" for new clients, a company can and will be in trouble. Of course, companies must also have salespeople who are "farmers.

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Account Course Company How To 127

Anne Miller

FEBRUARY 13, 2021

Love, the most basic of humans emotions, is widely described metaphorically. On this Valentine’s Day, take a look at these love metaphors from pop culture and literature and see which one(s) comes closest to your view. Something Wonderful? “Love is a spice with many tastes—a dizzying array of textures and moments.” – Wayne Knight as Newman in the final episode of “Seinfeld” “Love is a promise.

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Sales Coaching Coaching Sales 126

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

Engage Selling

FEBRUARY 19, 2021

All value-based selling—when done effectively—is about correctly defining the benefits of your product or service based on what matters to your customer. As I like to regularly remind sellers and leaders: the only value that matters is what matters to … Read More » The post Mastering Value-Based Selling: Personal vs. Operational first appeared on The Sales Leader.

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Benefit Customer Sales Sales Leadership 126

Zoominfo

FEBRUARY 14, 2021

Point-in-time data is static. Live data is up-to-date. Which type of data is fueling your business? What is point-in-time data? Point-in-time data is what legacy data vendors provide. It’s a snapshot of a business’ past, meaning the information is often out of date when it’s received. This issue stems from how data is collected — by using call centers instead of indexing websites and using A.I. to keep data up to date.

Data 162

Data Decision Maker Sales Qualified Lead Vendor 162

eGrabber

FEBRUARY 18, 2021

Prospecting on LinkedIn Sales Navigator is one of the most essential sales prospecting strategies adopted by B2B sales reps. It helps them to find their prospects & turn them into customers than any other social networking platform. This blog post will help you to learn how you can use LinkedIn Sales Navigator for prospecting. How to Prospect for Sales on LinkedIn Sales Navigator.

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Sales Hacker

FEBRUARY 17, 2021

A few months back, I was inspired by a section in Scott Barker’s “The Forecast” newsletter where he referenced some data from Chorus.ai analyzing how often Directors and Executives are involved in the sales process. Scott pulled the research from Chorus, which reported that over five weeks (~May-June 2020), 88% more directors have been joining calls and 72% more executives are joining sales calls on the sell side.

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Energy Up-Sell Call-back Case Study 127

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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

FEBRUARY 15, 2021

This statement isn't even remotely controversial, shocking, or insightful, but it's still true: Businesses sell products and services to make money. Sales — at its core — is the pursuit of profit, so naturally, companies need a pulse on what it takes to get there. Every product or service has a threshold for profitability — a point where costs are recouped and a business can start reaping some spoils from its investment.

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Analysis Margin Salary Retail 130

Zoominfo

FEBRUARY 18, 2021

It’s a popular saying in business circles, but it holds true: People do business with people they know, like, and trust (especially in sales). No-one wants to hand their money to some faceless corporation or sign a contract with someone they just met. Whether we realize it or not, we want to buy from people we can trust. People who do what they say, fulfill their promises, and fix things when they go wrong.

Social Media 130

Social Media Top of Funnel Face-to-face Conference 130

John Barrows

FEBRUARY 15, 2021

Our guest this week is Lindsey Boggs, Digital Sales and Development Manager at Citrix and Co-founder of UNCrushed. Lindsey’s focus on the mental health of her team helps provide a healthy environment that is conducive to growth. Lindsey and guest host James Buckley discuss the tools she’s using to strengthen her one-on-ones and make them more meaningful, how leaders can best check in with their team, and the personal experiences that impacted her professional growth.

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