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. The value of the work you do here is that it allows you to compel change when your client or prospect feels no compulsion. Identify Factors that Indicate a Change.

Opportunity 126

Opportunity How To Trends Data 126

SBI

SEPTEMBER 16, 2020

JIM: Every company will have unique needs, which means they will prioritize initiatives differently, but one thing remains true across industries: sales teams are the lifeblood of a company, and the leading indicator of a company’s health. But, a quota-crushing sales team isn’t built overnight. JIM: Chorus.ai

Lead Rank 172

Lead Rank Lead Scoring Call-back Hiring 172

Women Sales Pros

SEPTEMBER 19, 2018

Just as the marketing department does their work, sales needs some solid strategies to generate qualified leads. Essential Steps for Sales Preparation: Decide if the trade show/conference offers the value you seek. Set your sales goals for the event. Decide on the highest value sales activities during the conference.

Trade Show 97

Trade Show ROI Positioning Sales Qualified Lead 97

Chorus.ai

AUGUST 6, 2020

Jim Benton was joined by Shianne Sampson , VP of Sales & Customer Experience at PetDesk for this week’s Weekly Briefing to discuss the data behind sales coaching in this new normal. Diving right in, they addressed the overall productivity of sales teams. And there have been other bright spots as well.

Coaching 118

Coaching Sales Coaching Data Hiring 118

Bernadette McClelland

NOVEMBER 26, 2014

On the other hand I have also met, albeit through social media conversations, a relatively unknown woman who set the internet on fire and in seconds, doused Kim Kardashian’s smouldering attempt to break it. So there’s the profile, in brief, of these two people. So there’s the profile, in brief, of these two people.

SME 366

SME Social Media Influencer Up-Sell 366

Chorus.ai

MAY 18, 2020

Jim Benton started the week with Anthony Cessario , the VP of Enterprise Sales at Clari , on this morning’s Daily Briefing. Remarkable sales execution One reason that Chorus started The Daily Briefing was to showcase the phenomenal sales execution that revenue teams are developing in light of the current climate.

Forecasting 62

Forecasting Hiring Revenue Face-to-face 62

Chorus.ai

APRIL 27, 2020

On today’s Daily Briefing, Jim Benton was joined by Spencer Wixom is the SVP of Marketing at Challenger. They discussed how sales leadership is supporting more deals, and what levers they consider indicative of a deal’s health. Leadership involvement in sales calls went up even further last week, 7% week over week.

Webinar Metrics 62

Webinar Metrics Discount Sales Cycle Pipeline 62

Crunchbase

MARCH 17, 2022

Further, 75 percent of B2B buyers and 84 percent of C-level executives are influenced by social media when making purchasing decisions. These digital platforms, while different in nature, are about community, and represent opportunities for sales pros to develop reputations as trusted consultants. Search less. Close more.

Social Selling 129

Social Selling B2B Ideal Customer Profile Social Media 129

Chorus.ai

SEPTEMBER 10, 2020

This week’s Weekly Briefing featured data on the state of sales cycles and sales velocity in this new normal. Jim Benton was joined by Dan Wardle , VP of Revenue at Vidyard , to discuss the insights behind the data, and what sales cycles and velocity look like on the ground. Even executive offsites have changed.

Sales Cycle 62

Sales Cycle Analysis Ideal Customer Profile ROI 62

Chorus.ai

AUGUST 28, 2020

On this week’s Briefing, Jim Benton was joined by Pete Kazanjy. Pete is the Co-Founder of Atrium , Founder of Modern Sales Pros, and the author of Founding Sales, among many other titles and achievements. One element was not a surprise at all: The resilience of sales teams. “We The Weekly Briefing.

Meeting 62

Meeting Face-to-face Top of Funnel Trends 62

Anthony Iannarino

AUGUST 10, 2020

This is the first in a series of posts for sales leaders. There are a few common reasons sales organizations struggle to produce the revenue necessary to reach their goals. Without creating enough new opportunities, you make it less likely that you create incremental revenue or reach your goals.

Prospecting 91

Prospecting How To Territories eBook 91

Sales Hacker Training

MAY 3, 2023

What does it take to start or scale a successful, strategic sales enablement program ? Scope and focus When you hear the term “sales enablement,” what comes to mind? I’m guessing training and support for sales teams. But a successful sales enablement program does more — much more — than training and development.

Sales Enablement 52

Sales Enablement Government Scale Face-to-face 52

Gong.io

DECEMBER 15, 2022

The value of sales territories isn’t lost on most sales leaders (and if it is, we’ll clarify that shortly). The problem is making your sales territory planning fair without swallowing up your time. . What is sales territory mapping, and why is it important? So everyone has the same sales potential. .

Territories 62

Territories Ideal Customer Profile Hiring Forecasting 62

Chorus.ai

APRIL 29, 2020

In today’s Daily Briefing, Jim Benton was joined by Conner Burt , President of Lessonly. They discussed how Sales Tech companies have been impacted by COVID-19 and how they can prepare for what's next. Before launching into the data, Jim and Conner discussed how sales teams are coaching differently given the times.

Hiring 62

Hiring Outbound Inbound Cold Calling 62

Vendor Neutral

JUNE 2, 2021

The 20 Best Sales Podcasts for 2021. Insight, Advice, and Guidance into Sales, Leadership, and Life. We recently reached out via LinkedIn to ask what sales podcasts helped people do just that throughout 2020 and into 2021. We hope these resources illuminate today’s best practices and help everyone learn from each other.

B2B 130

B2B Sales Enablement Sales Webinar Metrics 130

Chorus.ai

MAY 21, 2020

On today’s Daily Briefing, Jim Benton was joined by the VP of Sales from Guru , JJ Feroni. We’re coaching to be more flexible in our sales motion. Coaching and knowledge transfer reduce friction in remote teams Finding answers quickly, as they come up, decreases friction in the sales cycle. Watch the Video.

Policies 62

Policies Coaching Sales Cycle Lead Rank 62

Smooth Sale

JULY 11, 2023

Adam Purvis is an Enterprise SaaS Sales Account Manager. He blogs about sales outreach, business software, and SEO at adamjohnpurvis.com. In the final interview with the CEO, he influenced me to move to the sales team. “How Can I Break Into Tech Sales? . “How Can I Break Into Tech Sales?”

Hiring 78

Hiring Ideal Customer Profile LinkedIn Influencer 78

Chorus.ai

NOVEMBER 3, 2020

As a sales rep, enablement professional, or customer success manager in SaaS, don’t breathe a sigh of relief just because the ink has dried on a new customer deal. In fact, the client onboarding phase that follows a closed deal is one of the most decisive risk areas anywhere in the sales cycle. Subscribe to The Weekly Briefing.

Churn 118

Churn Marketing Call-back eBook 118

Anthony Iannarino

JUNE 6, 2020

” But it comes with the territory in B2B sales. It doesn’t matter what choice of words your contact uses, the root cause for rejection in sales is that your dream client doesn’t believe that what you offered as a value proposition for a meeting was inadequate to deserving a “yes.”

Cold Calling 86

Cold Calling Territories Meeting B2B 86

Smooth Sale

JULY 21, 2022

A recent online meeting, plus countless others, has me wondering, ‘Are your meetings producing results you desire?’ ’ The problem is not planning the presentation from a friendly sales perspective. Attract the Right Job Or Clientele: Are Your Meetings Producing Results You Desire?

Meeting 78

Meeting Hiring Networking Lead Rank 78

Chorus.ai

JULY 30, 2020

Jim Benton was joined by Alice Heiman , CEO, and Founder of Alice Heiman LLC , on the last Weekly Briefing of July. From executives to subject matter experts, teams have to rally all the way from the top-down. The Weekly Briefing. Continued Momentum of Sales Teams Overall meeting volume of sales teams was up 3% week over week.

Retention 73

Retention Customer Up-Sell Trends 73

Hubspot Sales

APRIL 2, 2021

According to Gartner , a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product. Some are influencers that speak to the decision-makers and convince them to go in either direction, while others hold the final say on decisions. Identifying Sales Leads.

Decision Maker 110

Decision Maker Influencer Gatekeeper How To 110

Chorus.ai

DECEMBER 29, 2020

Revenue organizations and sales teams must be prepared to meet these changes and the challenges associated with them. The Daily Briefing Executive Summary. Subscribe to The Weekly Briefing. COVID-19 has had a profound influence on our economy, both in the SaaS sector and well beyond. Get the Report.

Discount 65

Discount Scale ROI Enterprise 65

Chorus.ai

JULY 23, 2020

Every Thursday, Chorus CEO Jim Benton goes live on our weekly show, The Weekly Briefing. We unlock the sales data and insights for executives each and every week. Continued Momentum of Sales Teams The world over is in a relatively down market, and you would expect sales activity to mirror it. Bob agreed.

Pipeline 62

Pipeline Webinar Metrics Cold Calling Networking 62

Chorus.ai

SEPTEMBER 3, 2020

Each week, Chorus CEO Jim Benton is joined by GTM leaders to discuss the insights behind the conversation data that inform their decisions most. This week, Jim was joined by Stephanie Benavidez , the Senior Director of Sales Enablement at WellRight. The Weekly Briefing. The data on deck was powerful.

Company 62

Company Hiring Scale Face-to-face 62

Chorus.ai

OCTOBER 8, 2020

This week’s Weekly Briefing was all about Storytelling. So, today, Jim, Doug, and Devin uncover the power of storytelling in sales, and how to use them to win. “In He walked around the sales floor and asked how they position or articulate the value of Box. Watch This Week's Episode. CLICK TO VIEW. And that matters.

Hiring 62

Hiring Exercises Infusion Call-back 62

BrainShark

SEPTEMBER 10, 2023

The sales profession isn’t what it used to be. Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? But before we dive into sales training ideas, let’s clarify what we mean when we talk about sales training. What about sales training programs?

Training 62

Training Hiring Objections Coaching 62

Smooth Sale

FEBRUARY 11, 2023

Artificial Intelligence Optimizing E-commerce Experiences A Brief Overview Of The Current State Of Ai In E-commerce Artificial intelligence (AI) has many potential applications, particularly in e-commerce. NOTE: Chirag Bhavsar , Director & CEO at Coduzion Technologies Pvt. It will eventually reduce human interference.

Retail 78

Retail Hiring Analytics Customer Service 78

Gong.io

JULY 11, 2022

These are the luxuries afforded to the typical inside sales rep. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. What is inside sales? . Inside sales vs. outside sales . Ergonomic chair.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Chorus.ai

DECEMBER 1, 2020

Sales objections come in many forms, and it takes experience and a quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. We’ll get to individual sales objections in time.

Objections 73

Objections Case Study ROI Lead Rank 73

Score More Sales

APRIL 27, 2012

2) LinkedIn or other warm connection. I don’t want to be someone’s 24 th “talk-to” – I want to be contacted by people who can add value to the work that I do, or who can add value to my life or community. In an inbound marketing world, is there still need to call people? 3 )Have data and knowledge of your prospect’s world.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Score More Sales

APRIL 27, 2012

2) LinkedIn or other warm connection. I don’t want to be someone’s 24 th “talk-to” – I want to be contacted by people who can add value to the work that I do, or who can add value to my life or community. In an inbound marketing world, is there still need to call people? 3 )Have data and knowledge of your prospect’s world.

Prospecting 212

Prospecting Lead Rank Lead Scoring Cold Calling 212

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. There are sales buzzwords that we love and some that we really hate. When you use sales buzzwords correctly, you’ll sound like you’re an industry insider.

Hiring 125

Hiring Sales Qualified Lead Call-back How To 125

Hubspot Sales

OCTOBER 12, 2017

How much of today’s well-intended sales “enablement” actually enables seller productivity? At CEB, now Gartner, we often refer to today’s sales environment as “The World of More,” spanning more people, priorities, perspectives, processes, and procedures than ever before. The answer is both surprising and frustrating.

Closing 81

Closing Lead Rank Sales Enablement Collateral 81

Tony Hughes

OCTOBER 14, 2018

There is massive latent brand risk in any employee who is a cultural misfit or emotionally disconnected from positive values. For this reason, one of the most expensive mistakes an organisation can make is to hire or retain misaligned staff – especially sales people who face stress and pressure constantly. Focused on delivering value.

Hiring 62

Hiring Face-to-face Penetration Ideal Customer Profile 62

Chorus.ai

MARCH 30, 2020

Natalie Severino, Chorus VP of Marketing, sat down with (or “Zoom-ed in” with) Randy DeHaan, Chorus RVP Sales, and Jeramee Waldum, Mavenlink VP of Global Sales, to give their playbook for managing remote revenue teams. When revenue teams make a call, the person on the other end of the line is dealing with a new set of worries.

Revenue 62

Revenue Webinar Metrics Face-to-face Outbound 62

Chorus.ai

APRIL 20, 2021

Hiring new sales professionals is a tough, thrilling and rewarding experience. There are few things more inspiring than meeting and recruiting the perfect new hire who’ll give your sales department a decisive edge. Effectively expanding your sales team with new hires requires more than just a phone call to a recruitment agency.

Hiring 62

Hiring Top of Funnel Lead Rank Churn 62