Membrain
SEPTEMBER 30, 2020
Early in my selling career, I realized that there was a fundamental problem with the way most sellers approach the work of growing business within established accounts. I talked a little about this last week in my piece about outside-in account growth.
Allego
SEPTEMBER 29, 2020
This article appeared originally in Forbes. Virtual selling—working a deal remotely when you can’t be there in person—is the new normal for B2B salespeople. It may seem simple—just move your meetings online, right? But being a great virtual salesperson doesn’t mean simply conducting every meeting via video conference. Successful virtual selling depends on using technology to nurture prospects, share information, conduct demos, and host meetings.
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Zoominfo
SEPTEMBER 30, 2020
There’s little we do in the world of B2B marketing that doesn’t involve thorough planning. We like to make sure that we’re setting ourselves up for success. And who wouldn’t? The whole spray and pray method is one of the past. Today, we have things like automation, data, and buyer personas to fall back on. People want personalization — in fact, in a recent survey, 97% of professionals said it was important to them that vendor websites have relevant content that spoke directly to their comp
SBI Growth
SEPTEMBER 30, 2020
No more bets, please. Have you ever been at a roulette table next to the person who bets on nearly every number? They practically cover the board betting the majority of the 38 numbers, 0 & 00 included, not realizing.
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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.
No More Cold Calling
OCTOBER 1, 2020
Get the latest from No More Cold Calling. I used to think it was just sales newbies who struggled with referral reluctance. They simply hadn’t built their networks or their confidence. When seasoned salespeople started admitting they also felt uncomfortable asking for referrals, I was shocked. I wondered about those in non-traditional sales roles like customer success, CPAs, attorneys, architects, engineers, and consultants—who are now being asked to sell.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
SEPTEMBER 28, 2020
Author: Dan Freeman The economic fallout caused by the COVID-19 crisis continues to present opportunities for leaders to show their resolve. Assertive businesses have taken the lead and have handled the crisis with resilience. This proactive mentality is essential going forward. The recovery from the crisis will be determined by forward-thinking leaders.
Steven Rosen
OCTOBER 2, 2020
Awesome Virtual Coaching Creates Master Virtual Sellers. COVID has impacted everyone. Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . Companies that have been quick to adapt have been able to mitigate the impact of COVID. Of course, different industries face different realities. . However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID.
Mr. Inside Sales
SEPTEMBER 26, 2020
When you open your mouth, you close your ears. We all know the importance of listening to our prospects and clients, so why are we doing so little of it? Simple—salespeople love to pitch, to tell prospects of all the features and benefits, and to find the one selling point that might make the difference. But speaking so much just turns people off—and besides, it’s easier to ask a prospect what they want and then to listen as they tell you….
SBI Growth
SEPTEMBER 26, 2020
Over the last 6 months, there have only been an elite few known as “Accelerators” — those companies that have thrived in a recessionary environment. One such company is CAS, a division of the American Chemical Society. By expediting the growth.
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.
The Pipeline
SEPTEMBER 29, 2020
By Tibor Shanto. Most of the pushback against telephone prospecting is most a product of fear and ignorance. The fuel that drives many things these days. But when you step back, look at some of the real data about people’s use of the phone, a different picture emerges. Couple that with some skills, process, and discipline, and you could be on your way.
Zoominfo
SEPTEMBER 30, 2020
The other day, a close friend of mine was browsing the website of an activewear brand she likes when she noticed an application page. “Become a Rep,” it read. If she were accepted, she’d get a lifetime discount — all she had to do was promote the brand on her social media pages (and hopefully make some sales). Knowing she had less than a thousand Instagram followers (while this brand had 328k), she knew there was a slim chance she’d get accepted, but she applied anyway.
Mr. Inside Sales
OCTOBER 2, 2020
How many of you hold your breath at the end of your demo? Wondering if the prospect is sold and/or what they’re going to do next? If this describes you, then using today’s ‘one question’ before your demo can eliminate almost 100% of that dreaded feeling…. Remember: You can’t close an unqualified lead. Yet that’s still what many sales reps and teams are trying to do.
Sales and Marketing Management
OCTOBER 1, 2020
Author: Lauren Breslin The implications of COVID-19 have changed how businesses run forever. However, organizations are continuing to grow business despite the pandemic. In order to do that, salespeople need to be aware of how selling has changed and what they need to focus on when approaching clients. Here are three important factors to consider: .
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Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
Anthony Cole Training
OCTOBER 1, 2020
Many Great Leaders precede us and the mentorship these leaders provide can help us move our businesses forward if we study and implement some of their learnings and accomplishments. A myriad of basic business tenets demonstrated in the leadership of many influential historical figures have the potential to help us plan our next expansion, create or grow with exploding demand or navigate unprecedented times of change.
John Barrows
SEPTEMBER 28, 2020
Sarah Brazier joins us on the podcast this week to discuss how she’s coped with her transition from SDR to AE. Sarah’s crushed her targets as an SDR and made the leap that most SDRs want to make, but it’s very difficult to adapt to a totally different role. Here’s how she’s doing it… Follow the podcast: Subscribe on iTunes.
Julie Hanson
SEPTEMBER 29, 2020
Are you having trouble getting customers to respond and interact when on a virtual call?! The problem is that virtual audiences tend to be more passive – engaging less and observing more. Here are three quick and easy tips that will really change the level and amount of responsiveness you get from customers when leading a sales call. Virtual Engagement Tip #1: Pause.
Sales and Marketing Management
SEPTEMBER 30, 2020
Author: Jasper Edwards Congratulations, you’ve started a sales acceleration program. This stage of growth is an important one for your team to nail, as it can dramatically enhance your ability to grow. It’s also one where, if done poorly, it can result in costly setbacks, and in some cases, even sink a company. . So today, we’re going to talk about the pitfalls of ramping up sales acceleration.
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
Partners in Excellence
OCTOBER 1, 2020
“Sales is all about people!” It’s been one of those throw away terms all of us have heard about selling since the very first day we started selling. In the old days, a lot of this was interpreted as “relationship sales,” and implemented as social interactions like taking them to lunch, the golf course, telling jokes, making sure you sent their kids birthday cards.
Keith Rosen
SEPTEMBER 29, 2020
There are basically two ways to build a team. Inherit one or build one from scratch. While many managers have the “freedom” to chose whom they want to hire, there are more managers who inherit an existing team, which can quickly lead to mistrust, uncertainty, and fear if you don’t manage your transition with intentional precision. Don’t leave it up to your company to do so.
Marc Wayshak
SEPTEMBER 28, 2020
There are 6 sales secrets that have the power to transform your sales—and your competitors don’t want you to know anything about them. Watch my latest video to learn what they are. The post 6 Sales Secrets (Your Competition Doesn’t Want You to Know) appeared first on Sales Speaker Marc Wayshak.
The Center for Sales Strategy
SEPTEMBER 29, 2020
In a very short time, the sales process and a large portion of our life went entirely online. It’s not that every time we contacted a client or prospect it was always in person, but the reliance on shared screen meetings is now the standard and is unlikely to change any time soon. New activities create new buzz words, and the most recent is “Zoom Fatigue.”.
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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.
Partners in Excellence
OCTOBER 2, 2020
I was talking to Amy. “Dave,” she said, “Your posts aren’t optimized. For the LinkedIn algorithm” “You could get 10 times more likes and comments. If you just write for the algorithm” I appreciated Amy’s idea, she’s a rockstar. But I wondered, Is that the point? Do I write for LinkedIn’s algorithm?
Predictable Revenue
OCTOBER 1, 2020
Deep dive into the mistake that turned into a business model that gets George McGehrin's clients to pay him to market to them, and building a model that is recession-proof. The post How George McGehrin gets his clients to pay HIM to market to them appeared first on Predictable Revenue.
SBI
SEPTEMBER 27, 2020
SalesTech Video Review: Qstream. Qstream is a micro-learning platform for a remote sales environment that’s scientifically proven to improve sales performance. The platform lets you deliver knowledge through a personalized mobile app then reinforces the information automatically over time based on each rep’s knowledge gaps. It can be deployed quickly – meaning you can impact near-term results.
The Center for Sales Strategy
SEPTEMBER 28, 2020
More than ever, we hear a call for companies to step forward and make a real difference. When it comes to business, it’s no longer enough to be the best in the world. From both the employee and the customer perspective, the real winners are the ones who also do the best for the world. That means your company needs a visionary leader.
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.
Membrain
SEPTEMBER 27, 2020
Sales quotas are set, but is there alignment, buy-in, commitment and a bulletproof strategy to achieve them? Are you certain your sales team has the skills, messaging, fearless attitude, self-accountability, time management strategy, and structure to thrive? An are they excited about what they can achieve this year?
Keith Rosen
SEPTEMBER 26, 2020
Keith Rosen · Capital One Sales Leadership Interview on Sales Leadership and Bad Management Experiences. Join me and the talented leaders at Capital One, as we cover topics in this highly engaging and unique interview! Yes, one of the stories I share in this interview is true. When one of my salespeople threw me through my office wall! I can’t make this stuff up!
Sales Hacker
SEPTEMBER 28, 2020
Nobody likes tension, right? If you’re a sales pro, you should. Tension is the seed of thought planted in your prospect’s brain that grows into the idea that their life would be better with your solution. Being able to create that tension is what separates the very best salespeople from the ordinary. So, let’s dig into how you can create tension and use it to build trust , engage your prospects, and drive action.
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