Hubspot Sales
FEBRUARY 21, 2020
A successful career in sales is not for the faint of heart. According to a Bridge Group study , the annual turnover rate for sales professionals is 34.7%. When you consider that the average onboarding and ramp-up time for a sales professional is nine months or more, that turnover rate starts to have serious consequences for individual sales teams and the revenue they’re responsible for.
Anthony Iannarino
FEBRUARY 18, 2020
You’ve acquired a contact to act as your champion or sponsor. They are motivated to change, and they are engaged in exploring their options with you as their strategic partner. Things are progressing nicely, but you know that the importance of this initiative is too high for one person to make the decision alone. Other stakeholders are going to need to agree to a decision to move forward.
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Miller Heiman Group
FEBRUARY 20, 2020
Only about one-quarter of sales leaders believe that their managers effectively coach and develop their sellers. In part, that’s because sales managers spend less time coaching—14%—than they do on selling, forecasting and administrative tasks, according to our latest study, 2020 Trends in Sales Management. But it’s also because most organizations and sales managers operate from a fuzzy definition of what coaching is and lack dynamic processes that reinforce their coaching practices.
Sales Hacker
FEBRUARY 19, 2020
Whether you have too many leads or too few, prioritizing leads is a gamechanger. It’s your secret to finding the diamonds in the rough when you need more qualified leads, without increasing headcount. SaaS companies, who often have complex sales cycles coupled with small but agile sales teams, can especially benefit from lead scoring, since it allows small teams to punch well above their weight class.
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.
Sales 2.0
FEBRUARY 21, 2020
The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day. Even cold techniques turbocharged with boatloads of technology get harder-and-harder every day as everyone gets the technology and the arms race for a better sales stack escalates.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
FEBRUARY 19, 2020
Anyone that has ever led a sales organization of any size has probably experienced the feeling of realizing you are not going to make your number. As a sales leader, this is your primary objective; it is what drives any.
Zoominfo
FEBRUARY 20, 2020
Is there a marketing discipline with more variables than content marketing? For one, content marketers have so many different formats and types of content to play around with. The benefits of producing marketing content are proven — but unlike other marketing initiatives, content is difficult to connect to your typical revenue metrics. Simply put, marketers […].
The Sales Heretic
FEBRUARY 18, 2020
Study after study has found that the #1 buying factor is confidence. More than anything else, people choose the brand, the product, and the salesperson they have the most confidence in. Which is why it’s so critical for you to be confident when interacting with prospects: Because confidence is contagious. The more confident you are, [.].
The Pipeline
FEBRUARY 20, 2020
By Tibor Shanto. I see many salespeople march through the first quarter, heads down working their plan. As we all know, Q1 is pivotal; as it goes, usually, the others will follow. Precisely why I think we should be much more hands-on with our pipeline in Q1. It is not too early to consider spring cleaning. We should flush our pipelines a lot earlier in the year than most will want to.
Advertiser: ZoomInfo
Sales outreach is an art and a science. The art is what you bring to the table—your flair for conversation, your work ethic, your dedication. We bring the science—proven tactics, strategies, and methods that really work. In this eBook, we’ll cover: How you should respond to inbound leads Tactics for engaging outbound leads (cold calls, email automation, and gifts) The key to keeping a prospective account alive for the long haul Buckle up!
SBI Growth
FEBRUARY 21, 2020
Most CROs and CSOs (let’s call them Growth Executives or GE’s) have grown into a management position over several management roles, but most of their direct reports have not. What should a Growth Executive expect from direct reports, and how.
Anthony Cole Training
FEBRUARY 18, 2020
In this blog post, we dive into the 5 Keys to Successful Sales Coaching & Growth and the idea that data can help you discover real-time information about your salespeople. This data allows everyone in your organization to make real-time decisions and real-time and intentional coaching decisions.
Connect2Sell
FEBRUARY 19, 2020
Imagine your body has a straight vertical line running from the top of your head to the tips of your toes. We’ll call this your midline.
Mr. Inside Sales
FEBRUARY 21, 2020
How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And why would you even want to do this? The first reason is that things change. In fact, someone once said that the only thing that doesn’t change is change itself. And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today.
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SBI Growth
FEBRUARY 21, 2020
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.
MTD Sales Training
FEBRUARY 21, 2020
Episode 43: Prospects don’t need salespeople, setting goals in the right way, and a quote on perseverance. In this episode we take a look at the fact that prospects don’t need salespeople anymore. Our Skillspill takes a look at setting goals in the right way, especially those which we set ourselves and have full control over. And our Inspire Me quote is all about perseverance and being the kind of person who stands up to challenges.
Anthony Cole Training
FEBRUARY 21, 2020
Achieving the work-life balance sales professionals all hear and dream about starts with having a personal vision and a set of non-negotiable goals.
Mr. Inside Sales
FEBRUARY 16, 2020
I was listening to a client’s closing call last week, and when the prospect asked a buying question, the rep answered it and then just remained quiet. What should she have done? What would you have done? The proper technique here was to 1) Answer the question, 2) Get buy in that this was what the prospect was looking for, and then 3) Either ask for the order OR use a trial close to see if she was getting close to closing the sale.
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.
Zoominfo
FEBRUARY 17, 2020
How do people feel about your company? You may think you know the answer to this question – your products sell well, you’ve gotten some great customer feedback, and your social media posts garner strong engagement. But, if you don’t actively analyze the emotions and attitudes people express about your brand and products, you might be missing the bigger picture.
Julie Hanson
FEBRUARY 17, 2020
Ah the eighties. A great decade for music, parachute pants and PowerPoint! Launched in 1987, PowerPoint revolutionized the way we pitch to clients and speak to audiences. PowerPoint is still going strong 40 years later, but in order to better connect with modern audiences they’ve adapted their style with design tips, sharing options, mobile access, etc.
Allego
FEBRUARY 20, 2020
Understanding your customer’s wants, needs, challenges and objectives is one of the most important factors in selling success. I learned this as a young salesperson, when one of my sales conversations unexpectedly went awry. It was one of the most important lessons about selling in my 30-year career. That day, I really wanted to impress a potentially big customer.
Alice Heiman
FEBRUARY 19, 2020
If you’re like most of the CEOs and sales leaders I work with, you probably handle lots of the day to day mechanics of selling, operations, product development, management—and everything else. That is working in the business and not on it. What do I mean by that? All the successful company founders and sales leaders I know were able to 1) grow their business and 2) increase sales revenue by taking periodic steps away from the business.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
For Entrepreneurs
FEBRUARY 18, 2020
I recently did a podcast interview with Harry Stebbings of “The Twenty Minute VC” where we talked about the 9 step model for how B2B startups need to get through product/market fit, and then how they should go about finding a repeatable, scalable, and profitable growth process. For those of who are interested in learning.
Membrain
FEBRUARY 19, 2020
Every year, businesses lose billions of dollars in sales due to bad customer service. In 2016, a survey from NewVoiceMedia quantified the amount of money lost that year by US businesses at roughly $62 billion.
Vengreso
FEBRUARY 19, 2020
?. Subscribe to Modern Marketing Engine on your app of choice. . Events have been a notoriously difficult marketing channel to measure when it comes to adding qualified leads to the sales pipeline. Much of that difficulty has been due to the limits of the technology marketers have used for years, but there are also shortfalls that have happened in the realms of strategy and planning that need to be addressed.
Anthony Iannarino
FEBRUARY 21, 2020
Creating new opportunities in B2B sales means capturing mindshare , shaping the way clients view their business, their challenges, their opportunities. Mindshare also means consulting and providing advice around the decisions where your business and industry intersect with your prospective client’s industry. While it’s helpful to have your marketing department provide you with insights you can share with your prospects and clients, your responsibilities as someone who provides counsel are
Advertiser: ZoomInfo
This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.
Zoominfo
FEBRUARY 20, 2020
Is there a marketing discipline with more variables than content marketing? For one, content marketers have so many different formats and types of content to play around with. The benefits of producing marketing content are proven — but unlike other marketing initiatives, content is difficult to connect to your typical revenue metrics. Simply put, marketers often have a tough time knowing how to measure content marketing success.
The Center for Sales Strategy
FEBRUARY 17, 2020
If you fail two out of every three at-bats in the Major League, you'll end up in the Hall of Fame. If you fail 90% of the time as a venture capitalist, you'll end up being a multi-millionaire—possibly a billionaire. So, why are salespeople afraid to fail? And why do sales managers often berate a salesperson when they fail? If you’re never failing, then you’re probably never winning either.
Membrain
FEBRUARY 16, 2020
Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from first contact and spending a ton of resource finding different ways to touch the same people as your competition touches – in hopes that you’ll have the right message that catches them at the right time, or just grind them down.
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