Zoominfo
MAY 13, 2020
A sense of foreboding. New fears every week. Businesses squeezed. While these words may sound like life during the pandemic, they also describe the eerie period 20 years ago when the world grappled with another formidable enemy: the Y2K bug. Despite heightened apprehension, Y2K didn’t cripple society, although changes came for businesses that ended up lasting permanently.
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.
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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?
Sales and Marketing Management
MAY 10, 2020
Author: Dave Gerry From the U.S. and the U.K. to France and Japan, global companies and global communities everywhere have rolled out mandatory work-from-home policies amid the spread of COVID-19. This shift to the home office has become the new normal for many of us for the foreseeable future as we wait out the pandemic. One study released prior to the pandemic indicated that 63% of companies had remote workers; that figure has only skyrocketed this year.
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.
Zoominfo
MAY 14, 2020
What if you could predict a customer’s next move before they even decide to make it? In the past, this question was purely hypothetical. But, thanks to technological advancements and mass data collection, predicting customer behavior has become a reality—and it’s changed the face of sales and marketing forever. One of the benefits of a large volume of information?
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sell Courses Online
MAY 12, 2020
The post Top 25 Online Learning Statistics You Need to Know in 2020 appeared first on Sell Courses Online. The online learning industry continues to grow at a rapid pace, presenting a huge opportunity to organizations, individual learners as well as online course creators. Now, experts have argued for years that because of factors like affordability and accessibility, online learning will be the future of education and so, this shouldn’t really come as a … Top 25 Online Learning Statistics
SBI Growth
MAY 14, 2020
You Chose to Work With Channel Partners for a Reason. At some point in your company’s evolution, you made the strategic decision to work with channel partners. Maybe these partners had better brand recognition. Perhaps you needed to scale without the.
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 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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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.
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 [.].
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.
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.
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.
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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
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?
SBI Growth
MAY 13, 2020
In an increasingly commoditized marketplace, what are you doing to ensure one of your biggest differentiators is setting you apart from your competitor’s customer experience? Do you have a purposeful end to end strategy for acquiring, onboarding, and training this.
The Pipeline
MAY 11, 2020
Sales Scrum Podcast Episode #9 – Guest Jeff Bajorek. I have been looking forward to airing this episode, Jeff brings a no-nonsense approach to prospecting and sales. You may have caught my review of his new book last week hear on The Pipeline, and now you have a chance to hear Jeff expand on a number of points from the book. Jeff Bajorek is a consultant, author of The Five Forgotten Fundamentals of Prospecting, co-host of The Why and The Buy Podcast, and he wants you to Rethink The Way You Sell
Mr. Inside Sales
MAY 15, 2020
I need your help! . Each year, the AA-ISP recognizes outstanding service providers with their annual Service Provider Directory “SPD” Awards. . If you have benefited from my material or blogs and scripts I provide, then would you be willing to take a minute to nominate me? There are two categories below that would help me tremendously: . 1) To nominate for Service Provider , please go here: .
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.
Zoominfo
MAY 12, 2020
You already know how to recruit active candidates. They’re easy to find. They’re the ones with the ready-to-go resume and up-to-date website. They’re attending networking events, following your company on social media, and applying for your open positions. However, if your active candidates are not the right candidate, recruiters have to go beyond those seeking employment now to strengthen their company’s workforce—by building a pipeline of passive candidates.
SBI Growth
MAY 12, 2020
At the beginning of stay-at-home orders, maintaining a connection with the customer base was a top priority for CMOs. Marketing teams worked quickly to stand up virtual communities and help customers in an authentic way. Now, as executives look to the.
Anthony Cole Training
MAY 15, 2020
In today's blog, we discuss the notion that effective sales leadership requires leaders to meet the challenge during times of major change.
Mr. Inside Sales
MAY 9, 2020
Let’s review: There are six primary areas that you need to qualify a prospect on: Buying motives Red Flags: Why they won’t buy Decision maker(s) Decision process Timeline Budget. Skip any of these and it can come back to sabotage the sale. Obviously, there is an art to gathering this information, and I’ve written about it extensively in my book, The Ultimate Book of Phone Scripts.
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.
Zoominfo
MAY 15, 2020
“Taking your seat at the table doesn’t work so well, I thought, when no one wants you there.”. These words from investor and business executive Ellen Pao, who unsuccessfully sued former employer Kleiner Perkins for gender discrimination, no doubt resonates with many women struggling for recognition in corporate America. [ This data was pulled in January 2020.
SBI Growth
MAY 10, 2020
In the last couple of months, CEOs from a variety of industries have found themselves in uniquely challenging situations. However, during this time, they have all exhibited a common trait — they have proven it has been imperative to uphold.
MTD Sales Training
MAY 15, 2020
We’re all looking for the silver bullet technique when it comes to increasing our sales but we can also learn a great deal from those salespeople who make the most mistakes! We’re often looking for “what to do.” Just as powerful is knowing “what not to do.” Here’s 18 sales mistakes that poor salespeople make. How many are you guilty of?
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?
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?
Zoominfo
MAY 15, 2020
“Taking your seat at the table doesn’t work so well, I thought, when no one wants you there.” These words from investor and business executive Ellen Pao, who unsuccessfully sued former employer Kleiner Perkins for gender discrimination, no doubt resonate with many women struggling for recognition in corporate America. [The data in this blog was pulled in January 2020, before COVID-19 created drastic changes in employment—especially for women.
SBI Growth
MAY 11, 2020
“Curiosity killed the cat” is an old proverb used to warn of the dangers of unnecessary investigation or experimentation. Now, replace “curiosity” with “complacency,” and this new phrase will resonate with many businesses that cease to exist. In 2000, Reed Hastings.
Alice Heiman
MAY 13, 2020
Need more sales? Let’s examine how well your team is practicing basic, effective selling skills. . You might assume salespeople are already practicing these skills, but in uncertain times, salespeople sometimes fall back on bad habits (price discounting and following poorly qualified leads would be two examples). And now is not the time you should allow bad habits to take root. .
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