SBI Growth
MARCH 25, 2020
The full impact of CoVid-19 is not yet known, but in some markets and regions, it may already be clear that customers are deferring or even canceling planned purchases. Perhaps yours is one of them. If so, is it realistic.
Partners in Excellence
MARCH 25, 2020
We are facing a global health and economic crisis few have ever experienced before. It’s clear the only way we will deal with this is by working together, helping each other. Over the past few weeks, I’ve had hundreds of calls and emails from sales managers struggling to figure things out. I have thought a lot about how I can best help sales managers step up their game in these difficult times.
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Go for No!
MARCH 25, 2020
We’d like to cover a small perceptual challenge we run into often, especially from those who are fans of the “law of attraction” philosophy (as are we by the way!) and it is this… “NO is so NEGATIVE. If I focus on the NO’s I’ll get them. I want to be positive.” So let’s clear this up. You are NOT focusing on NO.
Partners in Excellence
MARCH 25, 2020
I’ve been running a series of posts on dealing with the COVID 19 and related crises. They are the result of hundreds of conversations I am having with sales leaders and sales people. The underlying theme is “how can we be most helpful?” Being helpful, creating value is at the core of high impact and high performance selling. As sales people, we want to continue to work with our customers in these times of crises, helping them make sense of what they face and how they move forwa
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
SBI
MARCH 25, 2020
5 Tips to Successfully Transition to Remote Selling. While the number of remote employees worldwide has steadily increased in recent years, in 2019, 44% of global companies still didn’t allow remote work. And of the 56% of global companies that did, only 16% were fully remote. In the wake of social distancing recommendations and “shelter in place” declarations, this has left many sales organizations all over the world scrambling to equip their sellers with the resources they need to operate effi
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Membrain
MARCH 25, 2020
The training market is a tough market right now. Business is facing unprecedented uncertainty due to the spread of the Coronavirus. Projects are placed on hold and budgets are cut. It can be hard to justify investment, even when we know that our sales team’s performance is more important than ever.
Pipeliner
MARCH 25, 2020
Telephone sales is a position in the employment sector where an individual can improve their skills, as well as their earnings, as they go. It’s also one of the most popular job types searched for on trusted recruitment platforms like JobRapido. So, if you work in telesales, or are considering a future in the sector, keep reading for tips to improve your skills.
Topline Leadership
MARCH 25, 2020
This article describes the 5 biggest mistakes that new sales managers make, and how to avoid them. The post The 5 Biggest Mistakes New Sales Managers Make appeared first on TopLine Leadership.
Anthony Iannarino
MARCH 25, 2020
Due to circumstances beyond your control, you now have fewer weeks in which to reach your goals. A natural disaster and the government intervention and response reduced the time you would have devoted to the results you wanted. A good many will give up their goals, writing off the current year and deciding to start over next year, accepting whatever results they can eke out over the remaining weeks and months.
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Sue Barrett
MARCH 25, 2020
At Barrett, our goal is to help businesses stay in business and keep people in jobs so we can sell better for a sustainable future. And right here right now, the world as we know it will most likely seem overwhelming to many of us and for a good reason – the unprecedented health and […]. The post Finding Sales Opportunities in the Supply Chain of Supply Chains during COVID-19 appeared first on Barrett Sales Blog.
SalesHood
MARCH 25, 2020
This is sage advice is written by our Executive Chair of our Board of Directors, Lindsey Armstrong. LINDSEY ARMSTRONG Executive Chair of the Board, SalesHood Now that the WFH hashtag has trended and we’re saturated with advice about not wearing PJ’s all day and treating home like the office, let’s [ ] The post HOW TO LEAD FROM HOME (LFH) appeared first on SalesHood.
Miller Heiman Group
MARCH 25, 2020
Without travel and face-to-face meetings, how can sales organizations maintain—and grow—their sales revenue? To protect both customer relationships and economic health, sellers need to look at social distancing not as an obstacle but as an opportunity to do things differently and build more successful partnerships with buyers. Sales organizations must take a critical first step in crisis management and help sellers figure out how to shrink the gap between themselves and buyers.
SalesProInsider
MARCH 25, 2020
Conversations with buyers convert leads to clients easily when you focus on the information exchange needed to gain confident decisions… You learn about their problems, opportunities, wants, and needs (POWNs). They learn about how your product or service can address those POWNs. And with that discovery, trust, the right price point in place, they get a solution and you get a new customer or client!
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
The Center for Sales Strategy
MARCH 25, 2020
What do American crime dramas, musical fantasies, and a Canadian sitcom have in common? They can all help you practice social distancing and make you a better person. It’s true! Research provided by Psychology of Aesthetics, Creativity and the Arts found that watching high-quality TV dramas can actually increase our emotional intelligence and make us more empathetic people.
Nimble - Sales
MARCH 25, 2020
Email as a marketing and promotional channel is admittedly one of, if not the oldest marketing channel, and has actually been around since the 1960s in a very limited form. So, with all the newer channels and technologies from social media, visual-oriented promotions, and mobile-focused marketing, it’s no secret that many marketers and so-called experts […].
Chorus.ai
MARCH 25, 2020
Watch the Video. Today we discussed how often COVID-19 is being mentioned in sales calls across the market, and how SDR teams are adapting. Here is what the data is telling us: 1. Cases and Mentions are on the rise. Over the last several weeks, the mentions of COVID-19 on business calls has been exponentially rising week over week as we see the number of cases inside of the US rise, creating uncertainty.
InsightSquared
MARCH 25, 2020
The customers have spoken! We are excited to once again be ranked as a leader in the G2 Grid® Report for Sales Analytics. In addition, we were honored as a Leader in Business Intelligence and Top Performer in AI Sales Assistant. G2 Crowd provides competitive analysis based on the voice of the customer. This enables solution-seekers to compare options with real user feedback.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Pipeliner
MARCH 25, 2020
Opportunities don’t happen, you create them.” — Chris Grosser. After recruiting for 24 years now, the one consistent concern that we often hear from job seekers that breaks my heart is that such a vast majority of candidates have deep-seated fears that once they hit some magical number, they are too old to land their next job. After having confidential talks with literally thousands of hiring managers, where we encourage them to drop the politically correct corporate spiel and tell us what they
criteria for success
MARCH 25, 2020
Leading your sales team through uncertainty may seem impossible, especially in today's ever-changing climate. The global pandemic caused by the novel coronavirus COVID-19 seems to be turning into a worldwide recession. And no matter where you are or what your organization sells, you’ve likely seen an impact on your business. Maybe your team, usually in the office at least part-time, is now fully remote.
Atlatl Software
MARCH 25, 2020
The fashion industry is only beginning to recognize the power of visual technology and its impacts in their buyer’s journey. From makeup to clothes, there are great examples already in the market of brands creating visual experiences.
Showpad
MARCH 25, 2020
Q&A with Russell Wurth, Showpad’s Vice President of Sales Enablement. In the best of times, organizations want to understand ROI before investing in a new technology solution. In the wake of COVID-19, purchases are under even more scrutiny, as budgets are often tightened in times of uncertainty. In order to secure funds, teams must be able to prove that a technology solution can have a large, quantifiable impact on the bottom line.
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
KLA Group
MARCH 25, 2020
Be even more responsive to client and prospect requests. Return calls sooner. Reply to emails faster. Get proposals out quickly. If you don’t have answers, or it will take time to complete a request, provide progress updates. “I received your request and will have that to you by Friday.” The more responsive you can be. Read more.
Atlatl Software
MARCH 25, 2020
[To give you a sense of what we’re busy working on over here at ATLATL HQ in Charleston, we sat down with ATLATL’s Engineering Manager, Justin Williams, for a quick Q&A.].
Smart Calling
MARCH 25, 2020
Yes, we should be calling our existing customers during this challenging time. But, it should NOT be the lazy “Just checking in,” or “Just touching base” call. We need to bring value. In this special video training, you’ll hear exactly what to say, and see word-for-word script examples you can use to bring value, set the stage for future business, and perhaps even make a sale today.
Highspot
MARCH 25, 2020
Today, experience loyalty is the new brand loyalty. Modern buyers expect a cohesive, compelling journey, and the companies that deliver will come out on top. That said, an increasingly connected world coupled with ever-more empowered buyers has led to the convergence of digital and human channels. With multiple routes to purchase, providing buyers with a seamless experience across content, conversations, and other tactics is easier said than done.
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Nutshell
MARCH 25, 2020
Sales goals are always easy to set, but rarely easy to accomplish. There are many reasons for this, chief among them the fact that setting the right sales goals is tricky. But here’s the thing: if you work in sales, you can’t simply shrug your shoulders and say “Oh well, I’ll try again next year” like you can with personal resolutions such as a new diet or exercise regimen.
Marc Wayshak
MARCH 25, 2020
The best time management tips for sales will help you close far more deals—with your most ideal prospects. Follow these 6 tips so you never waste another minute on an unqualified lead ever again. The post 6 Time Management Tips [for Sales] to Close More Deals appeared first on Sales Speaker Marc Wayshak.
Engage Selling
MARCH 25, 2020
One of the most important things to remember about learning is that knowledge means nothing unless you’re willing to apply it. Failure here means waste. Success means delivering an important return on your training investment.
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