Zoominfo
NOVEMBER 3, 2020
Interesting tidbit: The probability of selling to a new prospect is 5–20%. The probability of selling to an existing customer is 60–70%. In 2020, with businesses in turmoil, many have shifted to focus on growing accounts by upselling more services and cross-selling new product lines. Repeat and loyal customers are more critical to a company’s success than in financially stressful periods.
The Center for Sales Strategy
NOVEMBER 4, 2020
Do you remember projecting 2009 revenue as we stared into the abyss of the Great Recession? We all knew it was coming as it started with plenty of notice in the Fall of 2008. Many businesses projected negative sales growth, while others simply would not accept it. The organizations that intentionally gave their teams over the top numbers to hit lost a lot of ground on annual long-term business and blew Q1 because they demanded so much more than what the market would bear for them.
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Membrain
NOVEMBER 4, 2020
I wonder what would happen if we could aggregate all the time we spend clicking around inside our various sales apps, or between sales apps, and measure it. How much time would it add up to?
The Pipeline
NOVEMBER 3, 2020
By Tibor Shanto. There is no doubt that VALUE is central to sales success. Buyers are looking to maximize value, vendors are focused on delivering value, value, value. Yet, most sellers do not have a clear and – actionable definition for value. This has held back the quality of conversation and may explain why some sales take as long as they do. Unlike roses, it’s not just value, by any other name.
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
SBI Growth
NOVEMBER 4, 2020
In a world of uncertainty, market leaders are sure which customer touchpoints require prioritization. As a result of a highly volatile year, has your customer journey map been altered? As a sales operations leader, you must be confident in your.
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Anthony Cole Training
NOVEMBER 5, 2020
How important is it that you or your sales team close more business, more quickly at higher margins?
The Pipeline
NOVEMBER 2, 2020
Sales Scrum Episode #23 – Guest Alice Heiman. Alice Heiman is the Founder of Alice Heiman, LLC. Alice is recognized by Forbes.com, as being among the world’s leading experts on the complex sale. and originally, from the widely known Miller Heiman Group, she works with owner-led companies with a B2B complex sale to build their sales organization. And today she shares the opportunities available to owner-led companies, especially in changing times.
SBI Growth
OCTOBER 31, 2020
For market-leading software companies, the changing economic conditions have had a positive effect on the bottom line. But this has not been without their fair share of challenges, especially for those facing a high growth environment.
Zoominfo
NOVEMBER 4, 2020
We talked a bit about how Zoominfo focuses on growing from within. We hire promising SDRs with all different backgrounds and have them selling at the top of their game in under a year. Today, we want to dive a bit deeper into what happens next. What does the career path look like for these promising SDRs? . For lots of sales professionals that seem to suit a management path, a Team Lead position is usually the next step.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Mr. Inside Sales
NOVEMBER 2, 2020
I’d like to revisit an objection and give you, once again, the scripts to deal with it. I still get requests from clients, as well as readers, about how to handle getting blown off when they call a prospect back. Here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…. Response #1: “I understand, and that’s perfectly OK.
Sales and Marketing Management
NOVEMBER 2, 2020
Author: Charles Brennan Jr. In a previous article, I talked about self-reflection and taking inventory of one’s skill set. Specifically, what skill we possess today that has already or will soon become obsolete; and what skill we need to improve upon or develop to replace the lost skill. Both are essential to navigating the current environment. But taking a deeper dive, let’s also look at how today’s reality requires we reevaluate how we build and maintain interpersonal relationships where we c
John Barrows
NOVEMBER 2, 2020
On this week’s episode we’re talking with Scott Yorke of Proposify. Proposify does a great job of recognizing exemplary employees because of the positive impact they have had on the team and Scott is talking to us today about the impact he’s had. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. If you prefer to watch than to listen, here’s the full video : That’s a wrap.
Zoominfo
NOVEMBER 6, 2020
Diversity and inclusion(D&I). We’ve all heard some iteration of the phrase before. And we’ve all wondered what that actually means. In theory, it’s something everyone supports, but what does it mean for a company to actually be diverse and inclusive? If you ask any HR professional or corporate executive, they’re quick to say they have no problem embracing D&I initiatives.
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Mr. Inside Sales
NOVEMBER 6, 2020
Nobody likes rejection, and fear of being rejected, of being unsuccessful, is what causes sales reps to avoid picking up the phone; it causes them to send emails instead of having a conversation with prospects. The solution to this is to reframe rejection. And here’s how—answer this question: how many calls do you need to make before you speak to a potential prospect?
Sales and Marketing Management
NOVEMBER 6, 2020
Author: Nick Chasinov The ongoing COVID-19 pandemic has left millions unemployed, as businesses in nearly every industry have been forced to close up shop – and many won’t be reopening. Despite the economic damage this crisis has caused, it has also created opportunities, especially for marketers. Agile marketing teams have moved quickly to engage the public with empathetic messages on behalf of consumer-facing brands, and though they received some criticism for sounding repetitive , their effor
Force Management
NOVEMBER 4, 2020
Remote selling, buying, prospecting and training is here to stay. Even as lockdowns and restrictions loosen, B2B buyers continue to embrace, but also seem to prefer, remote interactions over face-to face meetings. That’s according to new research just published by McKinsey. At Force, we’ve found similar trends. Elite sales leaders are analyzing how well they’re supporting their salespeople in the remote environment, and making strategic changes to drive continued success or improve numbers.
Zoominfo
NOVEMBER 3, 2020
It seems weird that the recruiting and hiring processes can often feel so impersonal, especially when it involves highly personal, highly human decision making. Yet in the sea of job descriptions and generic recruiter emails, it all starts to feel a little ingenuine. So how do we make recruitment personal again? What Is Personalized Recruiting? Personalized recruiting refers to the process of creating more detailed, tailored hiring and recruiting processes into your overall hiring strategy.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Membrain
NOVEMBER 1, 2020
Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology.
Understanding the Sales Force
NOVEMBER 5, 2020
I experienced a number of firsts this week!
SBI
NOVEMBER 1, 2020
SalesTech Video Review: Turtl. Easily create personalized versions of all kinds of documents – from sales brochures to proposals – to make a deeper impression on your prospects. The key is that sellers can edit core content in master documents to personalize before sending, while keeping every document on-brand and on-message. Help your salespeople stand out from the crowd, grab prospects’ attention, and make a big impression with their proposals.
Zoominfo
NOVEMBER 6, 2020
Many leaders are quick to embrace policies that promote diversity and inclusion in the workplace — but policies are only phase one. The next, crucial step is to actively build a work culture where people of all backgrounds feel included, supported, and safe. Think Globally: How ZoomInfo Supports D&I We take diversity, equity, and inclusion in the workplace seriously.
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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.
ValueSelling
NOVEMBER 3, 2020
How do you have a conversation with a prospect that focuses on value, rather than the “P” word – price? We all understand that price will be a consideration when making a purchase, but when you compete solely on price, you’ve pigeon-holed your offering as a commodity. The first step to competing on value is to make sure your solution is differentiated in the buyer’s mind.
Nimble - Sales
NOVEMBER 2, 2020
Email marketing is, without a doubt, one of the most effective strategies for companies to promote their products and/or services. It offers a return on investment (ROI) of 28.5 percent, which is four times higher than that of direct mail. When it comes to value, hosts of studies have established that businesses earn $44 for […]. The post 5 Tips To Improve Your Email Marketing Overnight appeared first on Nimble Blog.
Allego
NOVEMBER 5, 2020
It’s the ninth inning of 2021. How are you going to meet your year-end goals? Time to get enough quality touchpoints with the prospects you’ve been dripping on all year. But do you have the resources to do so and are your client-facing teams up to speed for a final push? Senior leadership must plan how to help wholesalers stay in touch with clients and keep growing—for the next quarter and into the future.
Zoominfo
NOVEMBER 3, 2020
Interesting tidbit: The probability of selling to a new prospect is 5–20%. The probability of selling to an existing customer is 60–70%. In 2020, with businesses in turmoil, many have shifted to focus on growing accounts by upselling more services and cross-selling new product lines. Repeat and loyal customers are more critical to a company’s success than in financially stressful periods.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Hubspot Sales
NOVEMBER 2, 2020
This year, many brands were forced to drastically change sales tactics during the COVID-19 pandemic and the economic uncertainty that came with it. While some companies saw sales pipelines slow down dramatically , others saw them speed up to the point where it was challenging to keep up. Because of the constantly changing sales landscape, sales leaders and reps found themselves needing to make quick decisions about their strategies and how they approached customer-facing conversations.
Predictable Revenue
NOVEMBER 5, 2020
Learn how Nick's strategies on what to do in the white space in between meetings allow him to carry more pipeline and close more deals. The post Deal Mechanics: How to Work (And Close) 3x The Deals appeared first on Predictable Revenue.
The Center for Sales Strategy
NOVEMBER 3, 2020
For some, the benefits of working from home are plenty. However, working from home is not for everyone, and experts say there are potential negative side effects to consider, such as feelings of isolation, loneliness, and disconnect. It’s estimated that 46% of employees don’t know what to do after a meeting — leading to confusion, frustration, and unproductivity.
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