The Pipeline
APRIL 6, 2021
By Tibor Shanto. Salespeople seem to be collectively suffering from a variant of the Stockholm syndrome. Most of us have an idea of what Stockholm syndrome is, or at least have some sense of who Patty Hearst was. So, how does this apply to sales? Why is it that salespeople continue to cling to their products despite every indication that it is minimizing their success?
Julie Hanson
APRIL 8, 2021
According to Gartner, 80% of B2B sales are expected to take place virtually by 2025. Don’t believe me?! Check out their projections here. Very few sellers I know will be applauding this news. Here’s why: we are only one year into the pandemic and virtual sales calls and meetings have only just begun to feel slightly less awkward and less ineffective as at the start, for both buyers and sellers alike.
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Hubspot Sales
APRIL 7, 2021
Lasagna. It’s a family favorite that’s full of flavors. With each layer of pasta, sauce, and cheese you uncover more deliciousness than the layer before. But what’s all that got to do with selling to people? I’m glad you asked. See, your prospects are a lot like lasagna. They too have layers that you as the salesperson must understand to best solve their problems.
SBI Growth
APRIL 9, 2021
For many industries and companies, the pandemic has changed sales and marketing forever. In some ways, the changes manifest accelerating trends that were already in motion, and in other ways, the changes are new, permanent disruptions. Of course, every disruption.
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.
Anthony Cole Training
APRIL 8, 2021
The most successful salespeople are always challenging and adapting their personal sales process to be more effective and increase sales. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
APRIL 9, 2021
Marketers have an opportunity to make their stack smarter and more innovative by adding tools that spark and empower creativity. The post Your Martech Stack Isn’t Complete Without This Tool appeared first on Sales & Marketing Management.
SBI Growth
APRIL 7, 2021
Imagine the following: As you scroll through social media, you come across an ad. Not just any ad though, an ad for a product so specific to what you are looking for that you wonder how they were able to.
Zoominfo
APRIL 8, 2021
Sales methodologies like BANT — shorthand for budget, authority, need, timeframe — can help reps identify business opportunities at the outset of the sales process. However, when used at the wrong time and the wrong way — like checking off BANT criteria while talking to a prospect — reps lose ground qualifying prospective customers. Without a doubt, the B2B sales process is complicated.
Understanding the Sales Force
APRIL 9, 2021
Do you remember April 1, 2020? The entire world was in lockdown and at Objective Management Group (OMG) we had just ten days to figure out how to convert our annual four-day international conference for sales experts to a three-day virtual event over Zoom. The 200 in attendance loved it and right after the conference I posted this article with 15 lessons we learned about the transition from a face-to-face conference to a virtual conference.
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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 and Marketing Management
APRIL 7, 2021
Use of video in sales presentations will rapidly increase in 2021. It’s time your sales team learns how to benefit. The post 5 Things to Know About Using Video for Sales appeared first on Sales & Marketing Management.
Engage Selling
APRIL 9, 2021
I’ve been working on numerous consulting projects recently, and I’m incredibly frustrated with clients who lost business for no other reason than they didn’t see it coming. They simply didn’t have enough contacts inside their accounts to see an accurate … Read More » The post There is No Excuse for Being Blindsided | Sales Strategies first appeared on The Sales Leader.
Zoominfo
APRIL 6, 2021
Automation is at the core of all business innovation today, and data is the commodity that fuels it. Marketers and sales reps can automate email campaigns, sales plays, meetings, and much more. Workflow automation allows them to interact directly with customers rather than waste time on these repetitive tasks. And research shows that companies who automate at scale are closing more deals than those who don’t.
Membrain
APRIL 7, 2021
Have you ever watched a home shopping network? I don’t have a lot of time to sit around watching other people hawk made-for-TV items, but I find it fascinating that these are such effective sales tools.
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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
Nimble - Sales
APRIL 9, 2021
Top sales performers are very much alike. This prompts a novice sales agent to believe that it’s possible to reverse engineer the success by replicating and nurturing those similar qualities. We actually believe that it is very much correct. It’s a mission possible scenario. Nobody was born a great salesperson; people learn and train for […].
SBI
APRIL 6, 2021
Sales Training: Why You May be Struggling to Deliver. By John Moore, The Collaborator. Are you struggling to deliver training that leads to positive, measurable outcomes? You are not alone. Most training fails to deliver long-term impact. The reasons vary, but when you boil them down to the core issues, the problems are often due to a lack of understanding around how people learn.
John Barrows
APRIL 5, 2021
Our guest this week is Brian Gil, SVP, Operations at Articulate. Brian shares how growth and trajectory dramatically changed for Articulate when he joined over eight years ago, and what it’s like to break ground on a new product, a new process, and a new vision. Brian and John also discuss what we should be looking at when interpreting data so we can make decisions on how to refine our approach or redesign our roadmap.
Zoominfo
APRIL 8, 2021
Sales methodologies like BANT — shorthand for budget, authority, need, timeframe — can help reps identify business opportunities at the outset of the sales process. However, when used at the wrong time and the wrong way — like checking off BANT criteria while talking to a prospect — reps lose ground qualifying prospective customers. Without a doubt, the B2B sales process is complicated.
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.
Sandler Training
APRIL 9, 2021
Mike Montague interviews Josh Linkner on How to Succeed at Big Little Breakthroughs. The post How to Succeed at Big Little Breakthroughs [PODCAST] appeared first on Sandler Training.
The Center for Sales Strategy
APRIL 9, 2021
- MOTIVATION -. "Don't watch the clock; do what it does. Keep going.". -Sam Levenson. - AROUND THE WEB -. > Why Good Onboarding Leads To Better Employee Retention – TinyPulse. The process of hiring and retaining employees is never easy. Hiring can be a rigorous, time-consuming endeavor that kicks off when a company publicizes its various job openings, and then ceases after a suitable candidate has been selected, vetted, and hired.
Predictable Revenue
APRIL 8, 2021
Mac McKellar, National Sales Director at Nona Scientific, joins Sarah Hicks on the second episode in the Selling into Ever-Changing, Highly Regulated Industries series on the Predictable Revenue Podcast. The post Selling Into Ever-Changing, Highly Regulated Industries: Healthcare Edition appeared first on Predictable Revenue.
Hubspot Sales
APRIL 9, 2021
As a natural introvert, I had some trouble setting my sales career in motion. During my first month or so as a BDR, I rolled zeroes for quota every week. It took a lot out of me, but as much as I struggled to find my bearings on my calls, I didn't let my nerves get the best of me. I did my research, came to understand my business, practiced, listened to my managers, tried, failed, and tried some more until I finally found my footing.
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.
Shari Levitin
APRIL 6, 2021
Spring has sprung…and so has the time of year when people turn to “spring cleaning” to remove clutter from their homes while re-emerging from the glum of winter. But what if I told you that spring cleaning isn’t just for your personal space? What if I told you you could declutter your sales process, too? April is the perfect month to not only re-energize your home…it’s also an excellent time to re-evaluate what is working and what needs to be “spring c
The Center for Sales Strategy
APRIL 5, 2021
You mean well. You want to do it better this year. But, somehow every year, it gets away from you. We all have good intentions each year to do a better job planning, selling, and tracking all of the major sales opportunities for our organization. This is why you really need to start planning using a sales calendar.
Sandler Training
APRIL 9, 2021
While planning our Summer harvest, let’s consider 10 Laws for Planting Seeds of Personal and Professional Growth. The post 10 Laws for Planting Seeds of Personal and Professional Growth appeared first on Sandler Training.
Partners in Excellence
APRIL 5, 2021
Every organization I work with has a “Buyer focused selling process.” Every organization has deal management, pipeline, and account management processes. Every organization has taken their people through the latest greatest sales training, spends thousands per person on tools. Every organization focuses on their ICP. Every manager says they coach their people.
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?
Predictable Revenue
APRIL 5, 2021
There's a prevalent tendency in business circles to laud the benefits of work-life balance as effective ways to maximize company-wide performance. But the defeating fact is that most organizations still encounter a worrying amount of burnout. The post How To Use Content To Generate More Sales appeared first on Predictable Revenue.
The Center for Sales Strategy
APRIL 7, 2021
Scientists say music changes mood, motivation, cognitive processing , and the ability to retain informat ion. Additionally, music just make s work more fun and time fly! Se tting appointments is a common problem — in fact, the 2020 Media Sales Report found that 80% of sales managers find it harder today than just 5 years ago. L istening to music is just one small motivator tha t will help get the job done.
Membrain
APRIL 4, 2021
If you’re not nurturing relationships, you’re throwing away good business and hot referral leads.
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