InsightSquared

NOVEMBER 30, 2020

When it comes to sales forecasting , it’s a simple truth: if you can see what’s coming, you can prepare and react accordingly. In many cases, you can even change future results before they become foregone conclusions. . If this year has shown us anything, it’s that sometimes it’s impossible to know what lay ahead. Sometimes you have to react on the fly, act on the best information you can find, and just give it all you’ve got.

Sales Forecasts 62

Sales Forecasts Forecasting Top of Funnel CRM 62

SBI Growth

DECEMBER 3, 2020

As a sales leader, you view the revenue planning process as a tug-of-war between reality and board expectations. Did you have a killer year where you blew past your number? The board wants 15% more on top of that next.

Revenue 305

Revenue Sales Compensation Retention 305

Sales and Marketing Management

DECEMBER 1, 2020

Author: C. Lee Smith A recent State of Sales report published by LinkedIn revealed that U.S. businesses spend $15 billion a year training their sales employees. Despite this spending level, 68% of sales professionals are rated as moderate performers in the State of Sales, fourth edition, report from Salesforce. It’s tempting to call out sales professionals as slackers after considering these numbers.

Training 326

Training Hiring How To Coaching 326

Understanding the Sales Force

DECEMBER 1, 2020

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Not being one to pass up opportunities like this, I conducted the following comparison: First, it's important to know that OMG's assessment is sales specific - built for sales. Caliper's is a personality test adapted for sales.

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Comparison Lead Rank Lead Scoring Hiring 306

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Follow-up

The Pipeline

NOVEMBER 30, 2020

Sales Scrum Episode #25 – Guest Jason Helfenbaum. Jason Helfenbaum is the owner of ClicKnowledge, a training, and development company. For over 20 years, Jason has been consulting with companies and organizations in different verticals to uncover challenges and opportunities and then create customized training solutions that deliver a tangible ROI. These solutions have ranged from sales training and behavior modification to tech and policies/procedures and all points in between.

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Policies ROI Channels Training 280

Sales and Marketing Management

NOVEMBER 30, 2020

Author: Scott Greenberg Quick quiz: John gets paid when he makes a sale. Each day he prospects for new customers. He builds relationships with these customers, assessing and meeting their needs. He also makes suggestions for add-ons that might enhance their life. He works hard to compete against others in the industry vying for the same customers. He collaborates with a team and is associated with a home office that provides support, makes suggestions and holds him accountable. .

Real Estate 256

Real Estate System Insurance Insurance 256

Mr. Inside Sales

DECEMBER 4, 2020

If you prospect by phone for a living, then you’re no stranger to rejection. If you don’t learn to feed on it, to use it as fuel to motivate you to make more calls, then it can be rough going. It’s no wonder that the most liked blog post I’ve put out over the last two years deals with a proven way to overcome the rejection and the objections you get while cold calling.

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Face-to-face Decision Maker Cold Calling Objections 191

The Pipeline

DECEMBER 1, 2020

By Tibor Shanto. A lot of people in sales ask questions for entirely the wrong reason. Not to be flippant but gathering information for yourself is not the primary purpose. No, the goal is to help the prospect think things through as they respond to your questions. Questions get people to think, but what you want them to think about are their objectives, not your product.

Objections 262

Objections Buyer Leads Marketing Qualified Lead 262

SBI Growth

NOVEMBER 29, 2020

While the Business Services industry saw comfortable growth preceding the pandemic, only a select few market leaders have been able to accelerate growth since the crisis began. Their secret lies in their ability to execute dynamic, cross-functional revenue plans. On today’s.

Industry 356

Industry Revenue Marketing Ideal Customer Profile 356

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

Understanding the Sales Force

DECEMBER 4, 2020

Biases drive decision making. You have them. I have them. We all have them. Most of the time those biases are fine but when it comes to hiring, and specifically sales hiring, bias can get you in a heap of trouble. While some biases simply cause bad hiring decisions, others have led to the growth of the Diversity, Equality and Inclusion (DEI) role in companies.

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Hiring Company Sales 182

Zoominfo

NOVEMBER 30, 2020

While the idea of getting a text from a sales professional may seem a little out of the ordinary. Yet, in the current remote working universe, sales reps are turning to text more than ever before. . And as it turns out, there are some very real benefits to using text as part of your prospecting strategy. Sure, being ghosted by your prospect is certainly a possibility, but at the very least, it gets your message read, and faster than if it had been sent via email. .

Prospecting 195

Prospecting Face-to-face Cold Calling Benefit 195

Anthony Cole Training

DECEMBER 3, 2020

Years ago, while attending the Objective Management Group International Sales Conference, Dave Kurlan, president of OMG, talked about how to effectively manage opportunities through the pipeline. He made the analogy that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable.

Prospecting 168

Prospecting Conference Groups Pipeline 168

SBI Growth

DECEMBER 4, 2020

Here are the most popular posts read by our Go-to-Market subscribers. Article: Proper 2021 Planning Will Require a New Level of Focus. Exiting one of the most challenging years many companies have faced, 2021 is the year to capitalize on the market.

Face-to-face 207

Face-to-face Marketing Company 207

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

Sales and Marketing Management

DECEMBER 2, 2020

Author: SMM Staff News of promising COVID-19 vaccines has many people anxious to kick what remains of 2020 off their heels. But that requires planning for a new year. Jim Kruger, chief marketing officer at Veeam Software , a developer of disaster recovery and intelligent data management software, predicts three key . . Virtual events started out of necessity, but are here to stay because of ROI and accessibility.

Marketing 176

Marketing ROI Pivotal Travel 176

Zoominfo

DECEMBER 3, 2020

Hilary Headlee took a trip to the hairdresser’s on a Friday the 13th. She remembers this, not because the appointment was particularly important, but because it was a highly sought after occasion for any working parent: a chance to relax. Two solid hours of not working, not being asked for snacks, and not experiencing Zoom fatigue — a feeling she, even as the Head of Global Sales Ops + Enablement at Zoom, had become all too familiar with.

Scale 147

Scale Video Lead Qualification Face-to-face 147

Membrain

NOVEMBER 29, 2020

This is one of those topics I wish I could just put to bed and ignore–yet it keeps rearing it’s ugly head. We continue to get forecasting wrong, at least for complex B2B sales.

Forecasting 165

Forecasting B2B Pipeline Sales 165

Anne Miller

DECEMBER 3, 2020

This story started out badly but ended well. What happened in between contains a lesson for anyone in sales. No! I’m Not Going! A friend called 911 when her husband, who was home recuperating from knee surgery, fell and could not get up from the floor. The EMT folks came within ten minutes, examined his vitals, and, in spite of their suggestion that he go to the hospital and his wife’s preference that he should follow their advice, being an ornery type, he refused to go. .

Strategy 139

Strategy Objections Buyer Follow-up 139

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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

John Barrows

NOVEMBER 30, 2020

Our guest this week is Sam Dunning, Sales Director and Co-Owner of Web Choice. Sam and John talk about marketing and sales alignment, positive impressions, and the future of the SDR role. They also discuss the term “thought leader” and why it’s not always the best term for some professionals. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify.

VanillaSoft 117

VanillaSoft Marketing Social Media LinkedIn 117

RAIN Group

DECEMBER 1, 2020

As we near the end of the year, we’re left wondering what the world will look like in the next stages of pandemic recovery. One thing that’s for certain? Virtual selling is here to stay. In fact, 89% of B2B decision makers say they’re likely to sustain the new sales model beyond the next year, according to McKinsey & Company. If you want to succeed in 2021, you must master this new medium of sales.

Lead Rank 135

Lead Rank Decision Maker Leads Marketing Qualified Lead 135

Membrain

DECEMBER 2, 2020

Is this you or someone you know? Somewhere on your smartphone lurks at least one… two… maybe three little apps you haven’t used in six months. At least some of those apps… maybe dozens of them… are work tools you never log into.

Tools 141

Tools Sales Enablement Sales 141

Hubspot Sales

NOVEMBER 30, 2020

Most of your business’s prospective customers will not buy from you instantly. You cannot simply introduce someone to your products or services once and expect that they will go the rest of the way by themselves. Unfortunately, this simply isn’t true. The first point of contact is important, of course. You never get a second chance to make a first impression.

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Follow-up Conversion Call-back Lead Rank 134

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Campaigns

SocialSellinator

DECEMBER 4, 2020

The COVID-19 pandemic changed people's lives around the world. Socialization and shopping activities shifted online with the implementation of lockdowns and physical distancing measures. For many businesses, the change to increasingly remote and digital work might be how their business is conducted way into the future. Therefore, now is the right time to intensify digital campaigns to keep your company in your current and potential customers' focus.

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Campaigns Company Customer 132

Vengreso

DECEMBER 4, 2020

With digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. Leveraging technology, social selling , and sales prospecting tools has ushered in a new era for anyone pursuing a career in sales. For the first time ever, buyers and sellers are completely aligned. Buyer behavior and selling motion are completely in sync and it is through correct B2B prospecting that we can succeed in this always-evolving field.

Tools 132

Tools Prospecting Top of Funnel Ideal Customer Profile 132

Tenbound

NOVEMBER 29, 2020

Tenbound Data Cleansing and Prioritization Framework High Res PDF Free Download One of the key ingredients in a successful Sales Development program is data. SDRs need a consistent source of accurate, reliable information to do their job. Whatever source they use, SDRs need to know the names, phone numbers, email addresses, LinkedIn information and other social media details for the individuals.

Data 131

Data Social Media LinkedIn Media 131

ValueSelling

DECEMBER 1, 2020

How can you differentiate your company’s solution, especially in a crowded or commoditized market? First, you must recognize that being different is not the same as being differentiated. Being different is merely a tally of your unique capabilities and attributes. Differentiation means you successfully connect your unique capabilities to your individual prospect’s problems.

Marketing 124

Marketing 124

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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Intent Data

Salesmate

DECEMBER 4, 2020

Customer experience is the heart of any business. The kind of support you provide to your customers is as important as your services. Hence, every business needs a helping hand that makes sure they provide the best experience to their customers and create a repeatable cycle of customer satisfaction. One handy way of ensuring the best services for any business is using a Customer Relationship Management software that enables timely services as well as personalized experience for their customers.

CRM 128

CRM Scale Face-to-face Software 128

Hubspot Sales

DECEMBER 2, 2020

As a salesperson, you're bound to be confronted with it at some point — what HubSpot SMB Growth Specialist Vajra refers to as "the most dangerous question." By his account, it's the statement that shows "a prospect is qualifying you instead of you qualifying them. ". I'm referring to the most quintessential down-to-brass-tacks statement a prospect can offer: "Just tell me the price.".

Hubspot 126

Hubspot Policies How To Inbound 126

Nimble - Sales

DECEMBER 4, 2020

Email marketing is one of the oldest digital marketing techniques that are still relevant. Almost every business with an online presence leverages email marketing to some extent. But, not everyone is equally successful at email marketing. In fact, in most cases, emails from businesses are either marked as spam or land in the promotions tab. […].

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Email Marketing Trends Marketing Promotion 125