SBI Growth
MAY 21, 2020
Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.
Score More Sales
MAY 6, 2020
You have leveled out and adjusted to the new reality of selling today. Great job -- but what happens now?
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InsightSquared
MAY 6, 2020
What is the difference between effectiveness and efficiency in sales? When it comes to B2B sales tools, efficiency is prioritized more so than effectiveness. But what do you gain by reps generating more meetings if they are all mediocre at best? Efficiency and effectiveness are both buzzwords popularly used by CEOs and Sales VPs to chart the course of their organization.
No More Cold Calling
MAY 28, 2020
Please take care of yourself. “ The pendulum has swung too far in the direction of superficial online communications at a time people are hungry for true personal connection.” That’s my favorite quote from David Meerman Scott’s insightful article, “ The 2020s: From the Lonely Chaos of Digital to an Era of Humanity.”. You’ve heard the same message from me throughout this century: Salespeople have become overly reliant on technology to do their jobs.
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.
Sales 2.0
MAY 29, 2020
Stormy clouds covering the Serengeti while on game-drive on the way to Seronera. We are starting to reopen but it’s pretty clear things will be different. Things will be some kind of new but not the same as before. The good news is that some things will be better. than before. Sometimes it takes a big kick in the pants to change people and this crisis has certainly been that for many of us.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
MAY 7, 2020
As a sales leader, you have most certainly heard the words “Customer Success,” especially if you are a sales leader for a subscription-based technology company. Some companies tout customer success as the critical driver of their growth.
Sales Hacker
MAY 22, 2020
Looking for a prospecting email template you can easily personalize and that works for almost any situation? Keep reading to learn the simple, one-size-fits-all template that my team uses with huge success. In other words, it’s been proven in the trenches. That’s key, because as you and I both know, if you’re sending a prospecting email to just one prospect, you might be able to write an email so personal that the recipient may mistake you for a childhood friend.
Anthony Iannarino
MAY 13, 2020
These things are within your control. Focusing on the things that are within your control is the best response to a world that is out of control. Sleep: If you want to feel a lot better, have much more energy, be a lot more productive, and do better work, there may not be anything more important than getting a good night’s sleep. We underestimate how important sleep is to our overall health and our performance.
The Pipeline
MAY 13, 2020
By Tibor Shanto. We are all familiar with the concept of buyer’s remorse. It is the feeling of regret after a purchase, which usually grows with the value and importance of the purchase. Usually, these fade as the solution is implemented and some of the expected changes and benefits present themselves. Some sellers cope with this challenge better than others, many are about to experience their own form of regrets, namely Sellers’ Remorse.
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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
Membrain
MAY 27, 2020
So, you’ve come to the conclusion that Salesforce is no longer the right tool for your team. It’s too big, too complex, too cumbersome, too expensive, too messy. Or you’ve simply decided that you’re ready for something that will truly enable your team to achieve world-class sales effectiveness.
Miller Heiman Group
MAY 26, 2020
Our Customer Experience Best Practices Study revealed that organizations reporting the most successful customer experiences—ones that lead to greater customer loyalty and higher spending per customer—have four key characteristics in common: They have executives who walk the talk. Their customer experience practices translate strategy into action. They follow journey maps that eliminate silos between marketing, sales and service teams.
Engage Selling
MAY 22, 2020
We were taught at a very early age to never make assumptions. However, I still encounter salespeople who make assumptions all the time.
Sales 2.0
MAY 20, 2020
Urban crowds of people from above. This is entirely 3D generated image. If you didn’t believe that we humans are connected before COVID-19, you should now. As you know, the virus has been transmitting itself exponentially through populations around the world. The only thing that has slowed its progress has been implementing some form of social distancing.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
Engage Selling
MAY 15, 2020
Has your team started honing their remote selling abilities? That is, are you and your sales team prepared for the inevitable “virtualization” of sales that was already well underway prior to the pandemic?
MTD Sales Training
MAY 3, 2020
Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers. And if you can progress through each of the stages I’m about to describe below you can really make a huge difference to their business and your own profits.
No More Cold Calling
MAY 14, 2020
Do you know where your clients are? It’s not always about revenue growth. Wow, did I really say that? It surprises me, too, but different times call for different approaches. I was struggling with a new way to position referral selling during a recession. I knew companies needed to trim costs across the board. Laying employees off was just a first step.
The Pipeline
MAY 25, 2020
Sales Scrum Podcast Episode #11 – Guest Steve Gielda. Steve Gielda , is the co-founder and CEO of Ignite Selling, and someone I have been looking forward to having on the podcast. Most salespeople do not know why they win or lose deals. If they win it is their charm, personality, and relationship. If they lose, it is price features. If you don’t know why things turned out the way they did, then you’re bound to do it the same again and again.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
SBI Growth
MAY 15, 2020
The need for agility in the execution of customer pursuit efforts has never been greater. With revenues virtually falling to zero in many industries, CEOs and CROs (including your competitors) are working to maximize revenue from their customer base. This.
Sales 2.0
MAY 1, 2020
Don’t panic. We will return to normalish, at some point. We will start selling at some reasonable rate again, soonish. Budgets will be back in place and buyers will need things, in a little whileish. When all this happens, you may easily forget the lessons of this panic/pandemic. One of these lessons I believe is that big customers are good. Big fish have big wallets.
The Sales Heretic
MAY 13, 2020
Stories and case studies are powerful sales tools. They give us opportunities to showcase how wonderful our product or service is. They provide proof of our abilities and enable our prospects to see themselves benefitting just as our previous customers have. There’s just one problem with them. Everyone’s stories are the same. Here’s what I [.].
Understanding the Sales Force
MAY 13, 2020
Most in the cherry-picking news media are continuing to pound us with bad stuff: record unemployment, 80,000 dead, lockdowns into August, 30 trillion in debt, economy will be slow to recover, you'll be jailed if you open your business too soon, schools to remain closed in September, people will die, etc. But there is good stuff going on that they aren't talking about because, for the most part, the media doesn't care about sharing the good stuff.
Speaker: Lynnette Khalfani-Cox, The Money Coach®
Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?
Anthony Cole Training
MAY 12, 2020
In today's blog post, we discuss the technique of going for the "No" early in the sales process. It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.
The Pipeline
MAY 6, 2020
By Tibor Shanto. Sometimes things fall into place even during a pandemic. This coming Monday, May 11, I have the pleasure of having Jeff Bajorek as my guest on the Sales Scrum podcast. It turns out that since that was recorded, he has written a new book you will want to grab. It’s called When It Goes Sideways , a book with swagger. Before we dig in, some of you will know Jeff, he is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast.
SBI Growth
MAY 29, 2020
Data is becoming a core component of every business. As a result, the quality of the data being gathered, stored, and consumed is becoming increasingly important. We have all seen the impact that poor data quality can have on a.
Sales 2.0
MAY 14, 2020
I have to admit that I’m doing this right now. I am looking for contact information in some target enterprise accounts. It takes time. If you’re not careful, a lot of time. And I’ve done this many (many) times in my sales career and used many (many) hours of time on this. And I know many senior sales people that have spent lots of time on this too. If you’re going to sell an enterprise account, you have to do this contact research, so what’s the discussion?
Speaker: Deniz Olcay, Senior Director of Product Marketing, and Jake Miller, Senior Product Marketing Manager
Modern Sales Content Management (SCM) platforms have become table stakes in the world of sales enablement. Sellers need one-stop access where all of their sales content is stored, organized, deployed, and measured. Today’s modern SCM platforms achieve just that. However, these various platforms also have key differences. In this value-packed webinar, Deniz Olcay and Jake Miller will unravel and debunk the top three SCM myths and explain how to get the most from your SCM solution.
Zoominfo
MAY 19, 2020
What is spam? What is a cold email? And when is your email against the law? There is a lot of confusion surrounding these questions. Many people seem to carry the misconception that any cold or unsolicited email is spam, and that spam is illegal. There is a lot to unpack here, but let me start by making clear that if all cold emails were illegal, we wouldn’t be driving successful email marketing campaigns for thousands of companies worldwide.
Understanding the Sales Force
MAY 20, 2020
You might be aware that I'm leading a one-hour, live broadcast tomorrow (Thursday May 21) on How to Get Your Company's Sales Engine Roaring Again.
Sales and Marketing Management
MAY 15, 2020
Author: Sean Persha The coronavirus outbreak has thrown all industries into extremely precarious states, with businesses around the globe grappling for ways to pull in revenue despite widespread uncertainties. In the current climate, it’s a particularly peculiar time to be a salesperson; how can we pitch to customers who are most likely facing their own fair share of financial hardships?
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