The Pipeline
DECEMBER 17, 2019
By Tibor Shanto. In this what could well be the last post of the year, I thought I would speak to something I find strange. (Maybe it’s me that odd?) Given the realities of current selling models involving SDR/BDR’s, their success, or accurately, failure rate, it’s time to rethink. To do that we need to start two questions: Why are you hiring? You’re hiring – But are you keeping talent?
Gong.io
DECEMBER 19, 2019
There’s no shortage of sales tips online. In fact, Google returns 1,370,000,000 results when you search “sales tips”. Yeah. That’s 1.37 BILLION articles. Some of those results are Gong’s articles, and what sets them apart is our focus on data-backed sales tips. Toss anecdotes and opinions out the window and let data tell the REAL story. As you know, Gong lives — check that, thrives — on (big) data.
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Repsly
DECEMBER 18, 2019
Sales trends in the CPG industry have been slowly evolving over the past five years, and we are going to see the effects of those changes in 2020. We outline six of the biggest sales trends CPG brands will be seeing this year and what they can do to adapt their business plan template accordingly.
Sales and Marketing Management
DECEMBER 16, 2019
Author: John DiJulius The vast majority of business leaders will agree that customer service is critical to their success. However, most haven’t done what it takes to be a world-class customer service organization. . A recent study by the Relational Capital Group revealed that 89% of senior leaders believe that relationships are the most important factor in their success year over 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.
No More Cold Calling
DECEMBER 19, 2019
No one really listens to sales pitching anyway. Are you focused on business storytelling? Or have you reverted to those old, tiresome sales pitches that go on and on about why you’re so great? Newsflash: Nobody wants to hear that. What do you remember about a speaker, a movie, a novel? Not the ads for those events or products. You remember the stories.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Connect2Sell
DECEMBER 18, 2019
Sales is all about persuasion and influence. Persuasion and influence fails are usually the result of poor-quality pre-thinking.
The Sales Heretic
DECEMBER 18, 2019
I recently had the chance to sit down with the CEO of one of the most successful organizations in the world—the big man himself, Santa Claus. It was a cool, fall day—before the craziness of fourth quarter set in, when St. Nick had a little time to spare. His legendary jolliness was on full display, [.].
Understanding the Sales Force
DECEMBER 16, 2019
Before I can make any predictions for 2020, let's start with these ten simple truths about selling for proper context. ONE: Selling is not as difficult or as simple as many would have you understand. TWO: While there are certainly nuances that influence how selling changes based on the target audience and complexity, selling is essentially the same whether it is technology, pharmaceuticals, capital equipment, financial services, cars, components, accounting or any of 200 other industries.
MTD Sales Training
DECEMBER 16, 2019
Being able to negotiate effectively is one of the most important skills you can build in your sales armoury, as it has a direct effect on your margins and overall profitability, as well as ensuring your customers get the best service possible. Here, we discuss five aspects of negotiation that will help you improve when carrying out those stages: Prepare with your customer in mind.
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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.
Zoominfo
DECEMBER 18, 2019
Gone are the days of the distant businesses, where complaints and comments from consumers were lodged by mail and responses from companies were slow, if they came at all. The proliferation of social media has made it easier than ever to check the pulse of your customers and create a community centered around your brand. But just what should a brand-centered community look like, and why does that matter?
Sales and Marketing Management
DECEMBER 19, 2019
Author: Samuel Benson You have started a small business, but you need to market your goods, to do this you have to become a better marketer. Change is hard but we tend to regret those things that we did not do instead of the things that we did. This includes the way we market our goods. So, we need to bring this change into our marketing concept. The top three things that you need to do are; Experiment.
SBI Growth
DECEMBER 16, 2019
To expand or not to expand – that is the question. Scaling your business beyond the borders of your existing territory is a prospect that is at once full of potential, and full of danger. Many companies’ fortunes have been won.
Anthony Cole Training
DECEMBER 18, 2019
In our 9th and final installment in the Sales Productivity Tools blog series, I dive into an essential item on the list: the Performance Recording tool.
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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
Zoominfo
DECEMBER 16, 2019
In 3 hours, the go-to-market teams at ZoomInfo made 24,000 calls, ended up on the phone with our customers and prospects for 250 hours, scheduled 400 follow up meetings, etc. Here’s how we did it. Is cold calling dead? Don’t worry: today’s blog post isn’t another rehashing of the same tired argument sales reps hear on a near-daily basis. We’ve written at length about the state of cold calling, and we’ve explained why the phone remains an essential tool in the modern sales rep’s arsenal.
John Barrows
DECEMBER 19, 2019
We’re pleased to welcome DealPoint.io’s CEO Tom Williams onto the podcast. Tom joins us and brings a ton of ideas on how top sales reps can be their best-self and make those small tweaks that really make the difference. We’re talking small tweaks to how you find the right prospects, how you run your calls and how you follow up. Nothing that any sales rep can’t do.
SBI Growth
DECEMBER 19, 2019
As companies evolve, revenue growth strategies may require a new set of competencies not possessed by the existing team or CMO. The key is to have the foresight to understand the talent needs of the CMO at any given stage.
Hubspot Sales
DECEMBER 16, 2019
Finding the right salesperson is like catching a butterfly. But the butterfly can talk. And it probably has work experience and people skills. And it should know how to dress well. And it has good body language. And it would freak a lot of people out if it could fly. Well, I got a lot less mileage out of the butterfly analogy than I thought I would, but there’s one key similarity between those two actions.
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.
Nimble - Sales
DECEMBER 19, 2019
Predictive analytics involves depending on big data platforms to spot trends and highlight aspects you would likely miss without technological help. Here are five ways that predictive analytics in digital marketing could pay off. Increasing What You Know About Your Customers Digital marketers are continually challenged to offer the most relevant content to customers.
Alice Heiman
DECEMBER 18, 2019
We Need More Sales Now! For every entrepreneur I know, things happen too slowly. Nothing seems to happen fast enough when it comes to sales. . So how do we speed sales up? For starters, we can change our mindset and our expectations. . It’s important with sales to clearly understand your sales cycle and the time it takes from prospect to close. Be realistic about how long it will take things to close and understand how many qualified leads it takes to keep your sales funnel full. .
SBI Growth
DECEMBER 14, 2019
There are many challenges B2B companies must overcome when trying to make the transition from product to platform. This change starts with an overall shift in mindset and is followed by leveraging the right technology. Finally, how is it offered.
Hubspot Sales
DECEMBER 19, 2019
Do you think top sales leaders are just good sales reps who got promoted? Not so fast, this couldn’t be further from the truth. While a successful track record driving sales can be a qualifier, being a high-performing sales rep does not necessarily equate to being an effective sales leader. If you’re looking to upgrade your development plan and have your eyes set on becoming an impactful sales leader, you’re in luck.
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.
Membrain
DECEMBER 18, 2019
How would you feel if I told you that for every dollar you spend on sales training, you may as well be throwing 80 cents of it into a bottomless pit?
Grant Cardone
DECEMBER 19, 2019
The Mandela Effect refers to a false memory where a person recalls something that did NOT happen or happened differently than it actually did. Many theories have arisen as to why this happens, everything from extra-dimensional portals and parallel universes to time travel. Whether the Mandela Effect is true or not I’m not here to judge—but here are some examples of it: Do you remember the peanut butter JIFFY ?
SBI Growth
DECEMBER 20, 2019
You’ve heard that Sales Kickoff (SKO) is dead. How can that be? The holiday season is upon us, and soon, the books close on Q4. We will roll into 2020 with perfect vision. Your sales team will wake up on.
Shari Levitin
DECEMBER 19, 2019
I walk into a room filled with clutter. I’m in our family room sorting through unsent Christmas cards, tins of truffles, and crumpled to-do lists. Then, the phone rings. The number comes up; it’s Lee Eisler, my dear friend, and colleague whom I haven’t spoken to in months. “I didn’t want to send you a poorly thought out e-card,” she said, “I want to hear your voice.
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?
Hubspot Sales
DECEMBER 19, 2019
You’ve just wrapped up a call with a prospective consulting client. They’re interested in working with you. Congratulations! If you’ve found your way to this blog post, it’s safe to assume you now need to develop a consulting proposal for this client — and you need help doing so. Many prospective clients request proposals before officially signing on the dotted line.
Close.io
DECEMBER 19, 2019
One of the most misunderstood elements of data gathering is the difference between reporting and analysis. A report is just a summary of key data points about a solution or service. Analysis, on the other hand, is what happens when you take that report and turn it into actionable insights for your team. Most sales organizations rely on reports. The best sales organizations rely on analysis.
Allbound
DECEMBER 18, 2019
Allbound Named a Leader in Fourth Consecutive G2 Crowd Grid® Report for Partner Relationship Management. G2Crowd, the world’s leading business solutions review website, released its Winter 2019 Report on Partner Relationship Management (PRM) Software. Allbound continues to surge forward by being titled “The Leader” in Ease of Use in the Winter 2019 Grid Report based on the responses of real users for each of the grid related questions featured in the G2 review form.
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