Bernadette McClelland

MARCH 17, 2023

RESILIENCE: Irish people have a reputation for being resilient in the face of adversity. And the ‘house on the hill’ in this charming village by the sea, albeit now renovated, is the same family home from where three siblings set sail many years ago. Durty Nelly's Pub 3.CREATIVITY: Durty Nelly's Pub 3.CREATIVITY:

Loyalty 397

Loyalty Face-to-face Travel Up-Sell 397

Sales and Marketing Management

JUNE 29, 2020

from all of your sales channels. Optimize your e-commerce channel to give buyers ease and convenience, and make sure all your sales channels are integrated and incented to collaborate with each other. Group travel is down, but not out. omnichannel selling, inside sales, tech-enabled selling and e-commerce.

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

Zoominfo

DECEMBER 13, 2018

Now, on to the ultimate guide to the YouTube channels producing the best sales content today. On Jeb’s YouTube channel you’ll find video content related to everything from sales leadership to women in sales. On the Criteria for Success YouTube channel, you’ll find selling inspiration, important tips and tricks, and so much more.

Channels 100

Channels Video Hubspot Face-to-face 100

Allbound

DECEMBER 18, 2019

Being a channel manager isn’t an easy job. While a Google search will provide plenty of “best practices” for channel management, we wanted to take a deeper dive. In this post, we sought advice from leaders that are on the front lines of channel management. We spoke with three channel leaders from different industries.

Channels 83

Channels Face-to-face Intent Data Intent 83

Mr. Inside Sales

APRIL 29, 2022

Some sales reps go directly into the kitchen where they’ll find a group of other reps—and even a manager or two—and they share the good news there. I was a little offended by this, but I took his advice and channeled my energy into my next pitch, and guess what? Need More Proven Responses to the Selling Situations You Face Every Day?

Face-to-face 156

Face-to-face Gatekeeper Energy Decision Maker 156

Sales Hacker

MAY 7, 2024

12:10 – Navigating the current economic challenges facing tech companies. 12:10 – Navigating the current economic challenges facing tech companies. 12:10 – Navigating the current economic challenges facing tech companies. 44:16 – Must-haves in a CEO/executive roll-up dashboard.

Scale 89

Scale Banking Account Based Marketing Face-to-face 89

Sales Hacker

APRIL 23, 2024

Linda Lian is Co-Founder and CEO at Common Room, the all-in-one customer intelligence platform that automatically surfaces signals across 30+ channels, reveals the person and account behind the signal, and automates actions like email messaging and team alerts. Why a modern go-to-market approach requires moving beyond legacy CRM systems.

Intent Data 86

Intent Data Scale Company Account Based Marketing 86

Zoominfo

NOVEMBER 9, 2023

With a daunting array of tools, an endless list of growth strategies, and constantly evolving communication channels, there’s compelling evidence that modern work is facing a crisis of disconnection. And that makes a cohesive, connected go-to-market (GTM) strategy more valuable than ever. times as many total responses per company.

Inbound 130

Inbound Lead Rank Lead Scoring Channels 130

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. The shift to less face-to-face interaction with customers and prospects isn’t a 2020 development.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Hubspot Sales

OCTOBER 29, 2017

Whether you and your team need some bite-sized instruction, a full course correction or just a bit of motivation, there’s a wide variety of YouTube sales training channels that can help you. You'll find a short description of each channel as well as a few examples of especially informative or entertaining videos from each.

Channels 112

Channels Video Training Hiring 112

Sales Hacker

APRIL 30, 2024

14:09 – Challenges Upwork faced in breaking into the enterprise. 14:09 – Challenges Upwork faced in breaking into the enterprise. 14:09 – Challenges Upwork faced in breaking into the enterprise. 14:09 – Challenges Upwork faced in breaking into the enterprise.

Enterprise 92

Enterprise Enterprise Scale Customer 92

Partners in Excellence

FEBRUARY 7, 2023

We live in a world of increasing volume and velocity–across every channel. Our inboxes are filled, our voicemails are filled, our social channels are filled. (He He was complaining about poor open and response rates on their outbound programs–regardless of the channel. We have to capture attention.

Outbound 124

Outbound Ideal Customer Profile Inbound Face-to-face 124

Zoominfo

DECEMBER 10, 2020

For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. Daily management meetings pre-corona included a pretty small group. Covid has changed everything. Communication in Sales: Clear is Kind.

Channels 246

Channels Energy Motivation Face-to-face 246

Bernadette McClelland

MARCH 17, 2023

RESILIENCE: Irish people have a reputation for being resilient in the face of adversity. And the ‘house on the hill’ in this charming village by the sea, albeit now renovated, is the same family home from where three siblings set sail many years ago. Durty Nelly's Pub 3.CREATIVITY: Durty Nelly's Pub 3.CREATIVITY:

Loyalty 195

Loyalty Face-to-face Travel Up-Sell 195

Partners in Excellence

MAY 30, 2023

This weekend, late evening, I turned on the TV, paging through the channel guide. They wander, they commit/decommit/recommit/change, they start/stop, the buying group changes, and 60% of the time they fail to make a decision! I realized, 90% of the content is repeats. The same old (often enjoyable) shows, cycling and recycling.

Face-to-face 114

Face-to-face Proposal Hiring Quota 114

Julie Hanson

OCTOBER 11, 2023

You may even “have” executive presence in face-to-face encounters. The Secret to Virtual Influence in Sales and Leadership: Virtual Executive Presence Unlocking the secret to virtual influence in sales and leadership starts with understanding the challenge at hand. What is Virtual Executive Presence?

Influencer 71

Influencer Face-to-face Energy Compensation 71

Miller Heiman Group

FEBRUARY 25, 2019

Mark the calendar for Elevate 2019 North America: Framing the Future , Miller Heiman Group’s premier event for sales and service professionals, held this year May 8-10 at the Hyatt Regency Scottsdale Resort and Spa. In addition to Benincasa’s keynote, you’ll get: A dynamic keynote presentation from Miller Heiman Group CEO Byron Matthews.

Groups 59

Groups Hotels Face-to-face Channels 59

Act!

APRIL 29, 2024

Willingness to face challenges: Team members treat every challenge as a new learning opportunity and use problem-solving tactics to overcome it. What’s the secret to building a successful small business? Of course, there’s no universally acceptable answer to that question. What does a successful team look like?

Handbook 52

Handbook Small Business Small Business Face-to-face 52

Partners in Excellence

SEPTEMBER 19, 2023

And if my social feeds are any indication, filling anemic pipelines is the number 1 problem facing organizations. Virtually every organization seems to be struggling with this. My email is filled with endless outreaches. I get texts from people/numbers I have never encountered. One starts thinking, what else can we do to address this problem?

Pipeline 107

Pipeline Ideal Customer Profile Sales Qualified Lead Direct Mail 107

Miller Heiman Group

SEPTEMBER 11, 2019

We’re proud to have Michael as one of our inaugural Miller Heiman Group Icons. and internationally who sell through a channel, meaning that customers purchase through independent brokers and agents, who are not employed by Travelers Insurance. Growing Indirect and Direct Channel Sales. Learn more about the Icons program here.

Channels 52

Channels Insurance Insurance Travel 52

Sales and Marketing Management

MAY 18, 2018

Author: Maura McCarthy, Vice President, Communication Solutions, ITA Group, Inc. In today’s experience economy, more and more consumers prioritize doing over having. Tapping in to the experiential trend is essential for building a brand, engaging B2B customers, and driving sales. Step One: Know What Motivates Your Customers.

B2B 221

B2B Customer Social Media Face-to-face 221

Janek Performance Group

NOVEMBER 3, 2021

Meeting current customers and networking with new prospects face to face is what we do in sales. Meeting virtual on Zoom or attending a virtual event will never fully replace the face-to-face interaction of live events. These are the most serious in your industry and worth meeting face to face.

Trade Show 118

Trade Show Face-to-face Sales Qualified Lead How To 118

Janek Performance Group

FEBRUARY 27, 2024

From sales rep to managers to the C-suite, leaders embrace responsibility. Just as sales reps are responsible for their accounts, sales leaders assume all responsibility for their organizations. Leadership may start at the top, but it extends through your people and their processes. This includes forecasting, KPIs, and the bottom line.

Sales Leadership 62

Sales Leadership Face-to-face Trends Webinar Metrics 62

Partners in Excellence

APRIL 18, 2022

It’s becoming increasingly difficult to be seller centric–the customer can learn all about our solutions, our capabilities, and how to compare them to the alternatives, through other channels. We do everything we can to position our products favorably, but the reality is the customer has probably made up their mind.

Buyer 142

Buyer Face-to-face Groups Objections 142

Partners in Excellence

JUNE 8, 2021

Those days are long gone, with the overwhelming availability of information about products and services through any number of channels, largely digital. It has nothing to do with selecting a solution, but more about aligning the diverse agendas and priorities in the buying group. Other things arise, diverting them to those.

Face-to-face 133

Face-to-face Education Trade Show Channels 133

Julie Hanson

JULY 5, 2022

Executive presence, the ability to inspire, influence and empower others, whether communicating face-to-face or remotely, is a vital leadership skill. Virtual Executive Presence is knowing how much energy is needed on camera and how to channel that energy through the camera. . What is Virtual Executive Presence?

Face-to-face 87

Face-to-face How To Energy Compensation 87

Janek Performance Group

DECEMBER 5, 2023

If sellers possessed crystal balls, they’d all be wildly successful. They’d know which clients to target, and which deals would close. They would also better prepare for change. At Janek, we help many sales leaders plan and forecast. One thing we often hear is no one could have foreseen the pandemic. McKinsey expects this to change quickly.

Trends 62

Trends Top of Funnel Social Media Lead Rank 62

Miller Heiman Group

MAY 4, 2020

As they do this, they should learn customer experience best practices from leading customer-focused organizations and refocus on delivering a seamless experience that delights customers and builds loyalty, regardless of channel: in a branch, over the phone, on a website or through a mobile app.

Groups 64

Groups Lead Rank Lead Scoring Banking 64

Partners in Excellence

JANUARY 26, 2021

We inflict mass, meaningless outreaches across increasing numbers of channels and increasing volumes of suspects. We’ve lost site that complex B2B buying is all about people, about human interaction–within the buying group, between us and the buyers. Sales growth has become a “predictable” math equation.

Face-to-face 129

Face-to-face B2B Buyer Vendor 129

Allbound

SEPTEMBER 5, 2018

The best, most successful channel partnerships are built on a strong foundation that consist of establishing a business plan, educating, and training on the product or service, and ensuring a clear vision and mutual understanding of goals—from day one. What Is Channel Sales? an event planner partners with a caterer).

Outsourcing Services 48

Outsourcing Services Channels Pipeline How To 48

Allbound

SEPTEMBER 5, 2018

The best, most successful channel partnerships are built on a strong foundation that consist of establishing a business plan, educating, and training on the product or service, and ensuring a clear vision and mutual understanding of goals—from day one. What Is Channel Sales? an event planner partners with a caterer).

Outsourcing Services 48

Outsourcing Services Channels Education Retention 48

The ROI Guy

FEBRUARY 8, 2017

As a result, many companies are looking to channel partners as a more efficient revenue source. A survey reveals that the majority of B2B firms are now generating 60% of their revenue through indirect channels (The 2112 Group). The obvious, is that your partners aren’t dedicated just to you.

Channels 53

Channels ROI Sales Goal Microsoft 53

Partners in Excellence

JUNE 15, 2020

While there will be a need for face to face, it will be the smallest part of the customer engagement process. We know customers educate themselves through multiple channels and sources–not just a web site, not just through sales people. Our engagement strategies have to be multi-channel.

Channels 96

Channels Skype Face-to-face Social Media 96

Sales and Marketing Management

JANUARY 16, 2020

Research recently released from Gartner revealed that overwhelmed B2B buyers face a crisis of confidence as they increasingly struggle to make large-scale purchase decisions. The typical buying group involves six to 10 stakeholders, each of whom has consulted four to five sources of information.

Buyer 194

Buyer Scale Face-to-face Report 194

Hubspot Sales

JANUARY 31, 2021

People you interact with can also become providers and help you find solutions to problems or risks you're facing. As music to every introvert's ears, networking is no longer just about in-person or face-to-face human interaction. Or, you might just do all of your networking online. How to Find Business Contacts.

How To 134

How To Networking Face-to-face Social Media 134

Sales Hacker

MARCH 1, 2024

A highly curated group of 200 GTM leaders, 85% director level and above across Sales, Marketing, and Partnerships. Owned media refers to content distributed through a brand’s channels , including self-hosted video, company blogs, and email campaigns. The B2B playbook is changing. Early-bird tickets expire next week.

Media 72

Media Company Distribution How To 72

Highspot

JANUARY 14, 2024

Around 80% of buyers and sellers favor digital self-serve and remote human engagement over face-to-face interactions for a seamless buying experience. Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely. Virtual selling is a technology-driven approach to sales.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52