Sales 2.0

OCTOBER 25, 2021

If you know someone that runs a business with a sales team, or they lead the charge themselves, have them take a look at the areas below for ways they can increase their sales. Improving even one of these areas could take their sales to the next level. 1. Sales process efficiency. Sales processes have room for improvement in nearly all companies. Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting.

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Territories Compensation Scale Decision Maker 396

Sales and Marketing Management

OCTOBER 15, 2021

Given that only 35% of salespeople think their marketing team knows what they need to sell, there is clearly need to get marketing and sales to work together. The post How to Achieve Sales and Marketing Alignment to Drive Sales Success appeared first on Sales & Marketing Management.

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Marketing How To Sales 327

Engage Selling

OCTOBER 15, 2021

Recently, I talked about customer loyalty and how it’s your job—not theirs—to create ideal conditions for them to stick with you. But what about within your organization? It matters here, too. Especially now: everyone’s scrambling to keep their best people … Read More » The post Loyalty Is an Inside Job, Too first appeared on The Sales Leader.

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Loyalty Customer Sales Sales Leadership 134

Steven Rosen

OCTOBER 8, 2021

How to Motivate Your Sales Team. Tap into the WHY! Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question, “how do I motivate and engage my salesforce?” As we all know, the answer is not so easy. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”?

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Motivation Incentives Incentive Commission 379

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 Cycle

The Pipeline

OCTOBER 4, 2021

By Tibor Shanto. I had the opportunity to dissect a recorded Discovery call with a team last week. Great exercise, more companies should follow their lead. A chance to help some great sellers evolve, and a chance to take some learning away for yourself as well. For me an opportunity to validate an approach most mismanage, and I normally avoid. Specifically, how we use positive data in prospecting and Discovery, in this case the latter.

Data 368

Data Objections ACT Lead Rank 368

Understanding the Sales Force

OCTOBER 29, 2021

There has been much talk in the news about forecasts - and while most have been wrong they are still more accurate than Fortune Cookies! Thanks to satellites, computer modeling and doppler radar, weather forecasts are more reliable than ever before. Yet despite those advances, they are still guessing - educated guesses to be sure - but guessing about what will happen, when it will happen, and where it will happen.

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Forecasting Sales Forecasts Education Course 322

Sales and Marketing Management

OCTOBER 6, 2021

You've got a CRM system in place. So why are so many qualified leads not followed up? It's time to rethink the role of your CRM. The post Why Your CRM System Is Essential for Lead Management appeared first on Sales & Marketing Management.

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Lead Management System Sales Qualified Lead CRM 334

Mr. Inside Sales

OCTOBER 25, 2021

Influencers are key to both getting through to decision makers, and to eventually making a sale. The question is: How do you properly qualify them and get them to influence the sale in your favor? There are three keys to successfully dealing with influencers, and the better you understand and use them, the more success you’ll have. They are: Key Number One: Understand exactly how much influence the influencer has.

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Influencer Decision Maker Face-to-face Gatekeeper 288

SBI Growth

OCTOBER 27, 2021

What sets CEOs of high-growth companies apart in 2021? Much of it comes down to focus and conviction.

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Company Revenue Strategy 334

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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales

The Pipeline

OCTOBER 12, 2021

By Tibor Shanto. The generally correct answer is any reasonable time. Even that can be open to interpretation, I know a number of B2B sellers who have success prospecting on Saturday. I understand people trying to be as efficient as possible by pinpoint the best time to make prospecting calls. I know many salespeople hope they can know the exact time the right prey will be at the watering hole.

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Prospecting Cold Calling Video Exact 345

No More Cold Calling

OCTOBER 1, 2021

Plus, here’s what you might have missed from No More Cold Calling this summer. I’m embarrassed by the bad sales behavior that blasts us every day. Obviously, I’ve never been a fan of cold calling, but now the uninvited sales pitches are multichannel. I’m sure you’ve been the recipient of: Endless spam emails offering to send you lists and then writing to ask if you saw their last email.

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Referrals Decision Maker Cold Calling Social Media 316

Understanding the Sales Force

OCTOBER 13, 2021

Anyone who has followed this Blog over the past 15 years knows that other than sales, the only thing I write about nearly as much is baseball. A Google search from within the Blog yields 605 results, and a search on my son playing baseball over the past twelve years yields 208 results. I haven't really mentioned baseball 605 times, but I have probably written about it 150 times!

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Google Consultative Selling Sales Sales Process 322

Sales and Marketing Management

OCTOBER 28, 2021

Some aspect of remote selling is here for good. To remain competitive, B2B sales organizations have to reassess their sales infrastructure and identify new strategies to promote business agility. The post 5 Strategies to Create B2B Sales Agility appeared first on Sales & Marketing Management.

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Mr. Inside Sales

OCTOBER 11, 2021

How many times have you been told to build value when you get the price objection? Managers tell reps to stress the quality, the warranty, the features and benefits, but your prospects have heard all that before, haven’t they? Want a better way? Often times, services and products are roughly the same, and prospects will buy from the people they like, know or trust.

Objections 285

Objections Face-to-face Gatekeeper Decision Maker 285

John Barrows

OCTOBER 22, 2021

Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top 5 episodes of all time! Episode #2: This week we’re pleased to have an award winning sales rep on the podcast. You may remember back at Dreamforce, Chili Piper threw a competition judged by John Barrows and other sales leaders.

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Closing Social Media LinkedIn Media 151

Gong.io

OCTOBER 19, 2021

Have mercy, it’s your everything. For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. Tons of software came along to do that quite effectively in recent years. And yes, it’s been helpful. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair.

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Sales Enablement Tools Top of Funnel Hiring 164

Predictable Revenue

OCTOBER 18, 2021

The goal of a cold call is attention + interest, not selling. That means we have to ask the question: How do I get this person to want to speak with me? The post Cold Calling in 2021 appeared first on Predictable Revenue.

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Cold Calling Revenue Strategy Marketing 160

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

Understanding the Sales Force

OCTOBER 18, 2021

We were driving on the highway when the dashboard indicated low pressure in the left rear tire. That can't be good! As we exited the highway eight miles later, the tire was flat and we were able to drive another mile to a safe location and call roadside assistance. Until that moment, I wasn't aware that the car did not have a spare tire but was equipped with a tire inflation repair kit instead.

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Opportunity Sales Management Sales How To 309

Sales and Marketing Management

OCTOBER 28, 2021

A return to meeting in person may be slow, but aspects of live events simply can’t be duplicated. The post Are Trade Shows Poised for a Rebound? appeared first on Sales & Marketing Management.

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Trade Show Meeting Marketing Report 257

Smooth Sale

OCTOBER 14, 2021

Photo by Bruce Mars via Unsplash. Attract The Right Job Or Clientele: . Zach Loeb provides today’s guest Blog, The Career Journey: An Experience Worth Living. . Zach Loeb, Founder The New Agency. Zach Is the Founder of The New Agency , a corporate wellness agency that enables organizational leaders to build a custom employee wellness program for their team.

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Pivotal Social Media Hiring Networking 148

Membrain

OCTOBER 10, 2021

Marketing and sales could be so much more effective if they could find, engage, and facilitate not-yet buyers through their Pre-Sales, change management issues - the stuff that precludes them from identifying as buyers initially but who will be once they’re ready.

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Buyer Marketing Sales Strategy 150

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?

Marketing

Gong.io

OCTOBER 6, 2021

Few things are as comforting as the presence of a dog in the workplace. Dogs greet you at the door, humor you in the conference room, nuzzle you at your desk. They roam the halls like zombies in search of a quick morsel, a friendly glance, a belly rub. Ya, having dogs at work somehow made you forget you were there at all. Gong embraces the company of dogs as well.

Energy 153

Energy Enterprise Enterprise Top of Funnel 153

Predictable Revenue

OCTOBER 14, 2021

The only reason a prospect will hire you is because they trust you can solve the problem they have. Learn how to hook them with solid proposals. The post How To Attract High-Quality Clients Without Wasting Money On Advertising And Techy Funnels appeared first on Predictable Revenue.

Advertising 149

Advertising Advertising Top of Funnel Funnel 149

Nimble - Sales

OCTOBER 8, 2021

CRM stands for “Customer Relationship Management” We like to emphasize the word Relationship as the abbreviation seems to make people run for their life. Think of CRM as a tool that stores information about your leads, clients, and other valuable real estate contacts. CRM can also be used to help you keep track of all […]. The post 5 Reasons Why Real Estate Agents Need a CRM appeared first on Nimble Blog.

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Real Estate CRM Tools Leads 145

eGrabber

OCTOBER 5, 2021

B2B list building is nothing but building a list of B2B contacts who are likely to buy your product or service. Why you should build your B2B contact list ? Because you would be clueless if you don’t have one. You wouldn’t know who to target, who you contacted and who are really your prospects and so on. Remember, whether you are launching a new product or hosting a free webinar or introducing an irresistible sales deal, you need a B2B contact list to reach out to them.

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B2B Ideal Customer Profile How To Networking 145

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Account Based Marketing

Allego

OCTOBER 29, 2021

This article appeared originally on CustomerThink. The pandemic might’ve expedited the process, but the future of B2B sales has always been virtual. Now that we’ve settled into the age of video conferences and Zoom meetings, the next step is figuring out how to successfully sell virtually. The good news is that if you’re an effective seller in person, you’ll probably be an effective virtual seller.

Buyer 138

Buyer Face-to-face Referrals Ideal Customer Profile 138

Membrain

OCTOBER 31, 2021

The one thing constant in this world is change! Thankfully, if this wasn’t a universal constant, the prospects for all sellers would be bleak. If our customers see no reason to change, there is no reason to buy.

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Prospecting Customer Strategy Sales 140

Alice Heiman

OCTOBER 21, 2021

On this episode of the Sales Talk for CEOs Podcast, Maria Nordstrom, CEO of Basketball New South Wales and Director of FIBA Women’s Basketball World Cup, joins me for some valuable insights into three mindsets she feels every CEO must instill in their teams: authenticity, unity in purpose, and accountability. Valuable insights from CEO @MariaNordstrom3 of @BasketballNSW on three mindsets every CEO must instill in their teams.

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Sports Face-to-face Pivotal Retention 136