Vainu

NOVEMBER 28, 2021

Succeeding in sales in the 21st century is not an easy job. In addition to needing empathy, grit, and drive, you also need to know your potential and existing customers intimately to be relevant at every touchpoint. Sales professionals who leverage sales technology outperform their peers. In this article, we'll introduce you to the eleven sales software categories that we think are the most important for you to be acquainted with.

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Sales Tools Tools Software Software 118

Funnel Clarity

DECEMBER 1, 2021

Virtual sales training has become an extremely popular choice for most sales teams. The shift away from in-person sales training towards virtual sales training was already happening, a trend that was accelerated by the COVID-19 pandemic.

Top of Funnel 89

Top of Funnel Funnel Training Trends 89

SBI Growth

DECEMBER 1, 2021

While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit from showing commitment to the shortlist of growth initiatives that matter most to their annual plans as opposed to shifting gears with the market. SBI Research found that lower-growth companies are 250% more likely to take an agile approach to 2022 planning than their peers.

Benefit 334

Benefit Resources Research Opportunity 334

Sales and Marketing Management

NOVEMBER 29, 2021

If solid sales proposals are the key to getting your foot in the door with new clients (and they are), then why do so many companies take a lackluster approach to responding to requests for proposals and quotes? The post Better Sales Proposals Start with the Right Response Management Technology appeared first on Sales & Marketing Management.

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Proposal Sales Marketing Company 317

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

Anthony Cole Training

DECEMBER 3, 2021

We expect every member of our team to prospect every day as one of their sales activities. But now and then, it helps to put a focus on the effort and bring the team together on a call blitz. This works for many reasons.

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Prospecting Sales 254

The Pipeline

NOVEMBER 30, 2021

By Tibor Shanto. Despite booming times, there seems to be a cloud over B2B sales. Maybe it is the shadow cast by almost half of reps who fail to make quota? I find salespeople and others in the trade have difficulty focusing. Couple that with a distracted buyer who is also challenged to concentrate on one thing till it’s done. The result is a lot of wasted resources, and disappointed people on both ends of the journey.

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Sports Intent B2B Education 188

Sales and Marketing Management

DECEMBER 1, 2021

Getting qualified sales leads is the fastest way to sales success, but these common mistakes in pursuit of referrals can be career-ending. The post Avoid These Mistakes When Asking for Referrals appeared first on Sales & Marketing Management.

Referrals 136

Referrals Sales Qualified Lead Leads Marketing Qualified Lead 136

Zoominfo

NOVEMBER 30, 2021

Scenario Demographics, firmographics, and technographics are crucial for identifying and building targeted audiences. But the real competitive edge comes when you can target accounts based on the behavior of their employees. Intent data captures which accounts are in the market for a particular solution. Intent signals are strongest when content consumption activities are much higher than average and multiple people at the company are involved.

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Intent Signal Intent Data Demand Generation Targets Demand Generation 130

John Barrows

NOVEMBER 30, 2021

In the spirit of giving thanks this past week, we are recognizing our membership community, who truly show up and show out for every webinar, livecast, AMA, and event we have. Thank you for bringing your greatness and energy! This episode, James Buckley talks with member Sterling Frandsen, inside sales representative at Tiled, about his career start in sales, early realizations, and how the JB Sales Membership has shaped his goals, performance, and mindset.

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Social Media Webinar Metrics Energy Inside Sales 147

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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

NOVEMBER 29, 2021

Subscribe today , and take the Breakfast on the go! Shane Lawrence – Managing Partner – SMB Acuity Shane brings real-world experience and insights into the development and implementation of successful business engagement strategies. With a proven track record of sales results and entrepreneurial thinking, Shane has spoken widely on topics such as engaging small businesses, building better customer experiences and effective segmentation and is an expert on Small Business research and insi

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Small Business Small Business Segment B2B 173

Predictable Revenue

NOVEMBER 29, 2021

Cold calling scripts approved by the most successful and reputable B2B sales leaders and practitioners in the sales development industry. The post The 4 Cold Call Scripts That Actually Book Meetings appeared first on Predictable Revenue.

Cold Calling 160

Cold Calling Meeting B2B Revenue 160

Zoominfo

NOVEMBER 29, 2021

Whether your marketing department is a startup or well established, you should routinely assess which key performance indicators (KPIs) you’re tracking — and if you’re not tracking any, decide where to start. Every marketing team should have specific KPIs that align with their department’s goals and the organization’s goals at large. Picking the right marketing KPIs to monitor over time gives you a bird’s-eye view of how your program is performing and where to make improvements.

Lead Rank 130

Lead Rank Marketing Qualified Lead Webinar Metrics Sales Qualified Lead 130

Smooth Sale

NOVEMBER 30, 2021

Photo by Mimi Thian via Unsplash. Attract The Right Job Or Clientele: . It was always curious as to why management from the top down does not treat employees as clients. Consider the fact that although employees receive a salary versus clients who pay the company, the business is highly dependent upon both components; that of employees and clients! The topic arises as the news is non-stop, providing statistics about high employee turnover and the difficulties with finding people who want to work

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Top of Funnel Hiring Negotiation Salary 147

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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

Data

Allego

DECEMBER 2, 2021

The past year was like no other, with many organizations forced to move their entire workforce online. As the year winds down, companies in all industries are reviewing the impact of this dramatic shift on their businesses. One surprising finding is that many of the ways we work together actually improved in an online-only environment. That was one insight among many in a new research report from The Josh Bersin Company: The Sales Employee Experience.

Sales Enablement 139

Sales Enablement Positioning Coaching Collateral 139

Membrain

NOVEMBER 28, 2021

At a time when the level of public trust in the UK's elected politicians has never been lower, it's an opportunity to reflect on the critical role of trust in sales, which is what I chose to focus on in this article from the latest edition of the International Journal of Sales Transformation.

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Journal Sales Opportunity Strategy 131

Force Management

DECEMBER 1, 2021

Each of our November episodes share ways sales leaders, managers and reps can prepare for a successful new quarter or year. Each episode digs deep into tactics your salespeople can use to plan for aggressive growth goals, reduce competitive losses, and minimize margin cuts. Peruse each episode to find those worth listening to or sharing with your sales team.

Margin 121

Margin Competition Company Sales 121

Zoominfo

NOVEMBER 30, 2021

Chris Hays is the COO and president at ZoomInfo, but because he isn’t the stereotypical salesperson, it took him a while to hit his stride. As an introvert, he struggled with the expectation that salespeople are outgoing and gregarious. But as the sales process became more of a science, he was able find a groove. In this week’s episode, Chris talks about how sales has changed over time, and a deal that got way more personal than he thought it would.

System 100

System Hotels Up-Sell Opportunity 100

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

John Barrows

DECEMBER 1, 2021

The post WEBINAR: Morgan J. Ingram hosts “Alternative Prospecting Tactics to Help You Book More Meetings” SPONSORED BY SENDOSO appeared first on JB Sales.

Webinar Metrics 118

Webinar Metrics Meeting Prospecting Sales 118

Membrain

DECEMBER 1, 2021

BS stinks, and everybody knows it. When you’re just trying to get a straight answer and you know you’re being sold a “bill of goods,” it can be frustrating.

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How To 130

Hubspot Sales

NOVEMBER 28, 2021

When you first start out in business, you can probably manage to keep all of your customers or clients top-of-mind … because you don’t have that many. At this stage, sticky notes are your best friend. As you become more established, your customer base grows. It becomes harder to keep every customer and prospect straight. Contacting them at regular intervals to follow up on something they plan to buy or have already bought gets trickier.

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CRM Strategy How To Loyalty 123

Zoominfo

NOVEMBER 30, 2021

Scenario A competitor’s customers can be a great source of new business—if you can get plugged into the right signals. Companies that churn from your competitors are already educated on your value proposition and understand its potential. This makes them well-positioned to find a better solution—you. You can use technographic data to monitor and alert you when a target company in your total addressable market (TAM) drops a technology from their stack.

Churn 100

Churn Education Positioning Data 100

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.

Cold Calling

Partners in Excellence

DECEMBER 1, 2021

I watched a fascinating short film, “Work, I Think It Numbs You, Somehow.” It got me reflecting on much of what I see when working with executives and sales people. Add onto that, all the we read about the Great Resignation. About two minutes into the film, a factory worker is interviewed. He talks about how so much of work causes you to stop thinking, we go through the motions and don’t have to make decisions.

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Film Buyer Customer Service Relationals 118

Vainu

NOVEMBER 29, 2021

Thousands of people are heading towards Pasila, Helsinki this week to join Slush, one of the largest startup events in the world. At Vainu, we analyzed 1,000+ startups joining the conference and picked some interesting verticals and companies to keep an eye on.

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Conference Company Industry Customer 118

Janek Performance Group

NOVEMBER 29, 2021

When did selling get so complicated you need a Ph.D. in Data Statistics to manage your CRM? As more technology gets added to the sales tech stack, more reports are needed to keep track. Determining which metric to track can feel overwhelming. If you’ve ever felt more like a data scientist than a sales leader, the sales KPIs we list below will help you streamline your reporting, save you time and keep you focused on what matters most, winning new business.

Lead Qualification 117

Lead Qualification Lead Rank Sales Qualified Lead Sales Cycle 117

Zoominfo

NOVEMBER 30, 2021

Scenario Your current customers make a good conduit to new ones. When one of your customers closes a deal, go and prospect their competition for it. Because they’ll have a similar profile to your customer, you know that these competitors should be a good fit for your solution. Target them with an automated email campaign that references the missed deal.

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Competition Ideal Customer Profile Customer Campaigns 100

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

Partners in Excellence

DECEMBER 1, 2021

We’ve long known (whether we use it or not) about the “sales process.” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Usually, these are all focused on what we have to do to achieve our goal–getting a PO.

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Sales Process Customer Top of Funnel Sales Qualified Lead 118

The Center for Sales Strategy

DECEMBER 1, 2021

It's more important than ever to engage with your sales team. Sales teams that are not engaged are much more likely to underperform, experience low budget attainment, and unwanted turnover. Data shows that less than 30% of today's workforce is truly engaged. This is especially true for end-of-the-quarter and end of the year! According to HubSpot, if a seller is disengaged and underperforming, it costs 150% of their salary to replace them.

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Salary Hubspot How To Data 113

Janek Performance Group

DECEMBER 1, 2021

For many, “servant leadership” seems like another amusing oxymoron, a figure of speech that joins contradictory terms like “jumbo shrimp,” “serious fun,” and “awfully good.” However, like most oxymorons, the juxtaposition of opposites can provide a clearer image or express a deeper meaning. Far from the idea of traditional leadership, in which an all-powerful CEO rules supreme from atop their high-rise corner office, servant leadership empowers people to build the company up.

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Hiring How To Sage Course 114