Sales and Marketing Management

DECEMBER 14, 2020

Author: Jake Miller Until the promising COVID-19 vaccines are produced, distributed and widely received by the public, virtual selling will continue to be the norm for B2B sales. Successful virtual selling is dependent upon using modern technology to nurture prospects, share information, conduct demos and host meetings.

Face-to-face 156

Face-to-face Conference Ideal Customer Profile Hotels 156

Zoominfo

JULY 28, 2021

Research has even shown that they spend just over a third of their time actually selling. time that could be spent prospecting, or better yet, selling. What’s more, virtual meetings aren’t going anywhere. Add in other members of the team to move the sale forward, all from the Zoom platform.

Meeting 246

Meeting Policies Follow-up Up-Sell 246

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan Customers will drive the stickiness of virtual sales calls, so sales teams need to recognize how the shift affects their go-to-market strategy. Salespeople should not be timid about tackling large sales deals virtually. Buyers have higher expectations when making purchasing decisions virtually.

B2B 156

B2B Decision Maker Small Business Small Business 156

No More Cold Calling

APRIL 16, 2020

Face Facts: The Client Is Not Always Right, and Your Sales Pitch Is Annoying. In fact, just 18 percent of salespeople are classified by buyers as “trusted advisors” whom they respect, according to research by Steve W. The rest just want to sell you their products—the heck with caring about who you are.

Face-to-face 434

Face-to-face Call-back Cold Calling Webinar Metrics 434

SalesFuel

MARCH 5, 2024

Lee Smith, CEO of SalesFuel, has been recognized as a Leading Sales Consultant for 2024 by Selling Power. He has been named to this prestigious sales professional list every year since 2018. Smith is an expert on sales credibility, sales intelligence and methodology.

Hiring 98

Hiring Leads Marketing Qualified Lead Pivotal 98

Zoominfo

FEBRUARY 24, 2023

While the pandemic accelerated many trends that were already becoming mainstream, including remote work and virtual collaboration, recent data suggests that many companies are keen to see a return to in-office, on-premises work. What does this mean for sales leaders? The ‘Great Rebalancing’? of the workforce. The bottom line?

Policies 130

Policies Scale Face-to-face Data 130

Allego

OCTOBER 29, 2021

The pandemic might’ve expedited the process, but the future of B2B sales has always been virtual. Now that we’ve settled into the age of video conferences and Zoom meetings, the next step is figuring out how to successfully sell virtually. But that’s not all you need to sell successfully on the digital landscape.

Buyer 138

Buyer Face-to-face Referrals Ideal Customer Profile 138

Julie Hanson

MARCH 11, 2021

Researchers identified four main causes, one being: *Excessive amounts of close-up eye contact is highly intense. In a virtual world, eye contact takes on even greater importance as other means of connecting with our customers are unavailable to us. Selling on Video. Selling on Video. Selling on Video.

Video 139

Video Face-to-face Study Up-Sell 139

No More Cold Calling

OCTOBER 1, 2020

I used to think it was just sales newbies who struggled with referral reluctance. 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 Leadership Is Missing It Big (and Here’s the Proof).

Referrals 373

Referrals Cold Calling Sales Qualified Lead Call-back 373

No More Cold Calling

APRIL 22, 2020

In sales, asking for help used to mean you were a wuss. What’s more, research shows that helping others actually makes us feel good and that generosity is likely an important evolutionary adaptation for our species. Wondering how your team will keep selling in an economic downturn? Yep, wimpy.

Referrals 358

Referrals Cold Calling Call-back Research 358

The Pipeline

SEPTEMBER 9, 2020

Our new addition is timely “How To Conduct A Professional Video Meeting” Since the spring of 2020, it seems almost every meeting, sales, or otherwise is a video meeting. As a sales professional, you know everything counts and there are no second chances for a first impression. SPECIAL OFFER FOR CLUB MEMBERS.

Course 235

Course Hiring Video Discount 235

Sales and Marketing Management

AUGUST 28, 2020

Author: Annie Reiss, Chief Marketing Officer, CloudShare While businesses determine how to safely return to something resembling a pre-COVID world, software sales teams are still racing to meet their quotas and keep business moving. Here are some ways that sales teams can remain productive and maximize opportunities with prospects. .

Software 177

Software Software Skype Scale 177

Sales and Marketing Management

DECEMBER 14, 2020

Author: TIM RIESTERER Sales training and enablement leaders, it’s time to level up. As a result, your content can’t be just a companion to a sales-led customer conversation?— There are four forever changes transforming sales training and enablement from here on out: Marketing is the sales development team. Takeaway: ?Sales

B2B 199

B2B Revenue Top of Funnel Margin 199

Allego

JULY 20, 2021

As a perennial top performer for twenty-five years in the pre-pandemic, in-person selling era, Michael was skeptical about whether he should embrace the concept of virtual selling when his company announced a work- from-home policy in March 2020. Mastering the Art of Virtual Selling. It’s the same with sales.

Buyer 133

Buyer B2B Buying Cycle Face-to-face 133

RAIN Group

AUGUST 19, 2020

The RAIN Group Center for Sales Research has kept its finger on the pulse of what’s happening in the world of sales as we transition to virtual selling. Since beginning our research in Q2 2020, we’ve surveyed 528 sellers and buyers on their virtual buying and selling experiences.

Face-to-face 128

Face-to-face How To Analysis Survey 128

MTD Sales Training

APRIL 19, 2020

In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”. So, what would be the best practices to adhere to when meeting up with a client virtually? Don’t try to ‘sell’.

Meeting 156

Meeting Face-to-face How To Call-back 156

Julie Hanson

OCTOBER 14, 2022

5 Virtual Selling Myths…True or False? There’s a lot of advice floating around about virtual selling and how to best connect with prospective buyers on camera. That’s why it’s vital that you separate the virtual selling myths from the reality. 5 Virtual Selling Myths: True or False?

Face-to-face 127

Face-to-face Video Buyer Up-Sell 127

Sales and Marketing Management

SEPTEMBER 28, 2018

Author: TIM RIESTERER, CHIEF STRATEGY AND RESEARCH OFFICER, CORPORATE VISIONS In our last column in this space, we recalled the Bell phone system’s catchy commercial slogan, “Long distance. million sales professionals in the country, more than 47 percent were inside salespeople. What there isn’t much of is research?—?until

Meeting 250

Meeting Sales Meeting Face-to-face Margin 250

Shari Levitin

APRIL 21, 2022

When I first started selling over the telephone, I couldn’t figure out why it was more difficult to build trust and rapport with my customers over the phone than in person. To build trust with customers virtually, we need to leverage online tools to augment the subtle physical and psychological cues our mind uses to build trust.

Face-to-face 133

Face-to-face How To Decision Maker Conference 133

Shari Levitin

MARCH 24, 2021

When I first started selling virtually, I figured I’d just use the same words, gestures, and presentation skills I did live, and voila’ – I’d have instant success! Research shows that empathy skills in first-generation smartphone users have dropped by 40%. Boy was I wrong. Forty percent! Wanna know more?

Travel 115

Travel Research Meeting B2B 115

Allego

NOVEMBER 10, 2022

If your sales organization hasn’t felt the impact, you’re probably on edge, hoping to get through this economic crunch unscathed. Competition is greater than ever, buyers are cautious, your industry is constantly changing, and sales managers have little time to ensure their reps get the coaching they need. Selling today is hybrid.

Sales Enablement 118

Sales Enablement Microsoft Coaching Webinar Metrics 118

Zoominfo

JULY 28, 2021

Research has even shown that they spend just over a third of their time actually selling. And with more meetings going virtual, it can be difficult to remember all of the things you promised to do, the notes you took on the back of that lunch napkin, or the relationship history you have with the client you’re chatting with.

Meeting 130

Meeting Policies Follow-up Up-Sell 130

Alice Heiman

SEPTEMBER 13, 2021

FACT or FICTION: Virtual Sales are HARD. . A recent Gartner research study cited that “An overwhelming 93% of sales reps are experiencing significant virtual sales challenges.” It’s not that I don’t believe the research because Gartner is great. Virtual sales are not hard.

Referrals 96

Referrals Cold Calling Account Based Marketing Conversion 96

Allego

OCTOBER 25, 2022

Great sales reps aren’t born. For reps to build up their selling skills and gain the insights they need, they require ongoing coaching from sales managers. Sales Coaching in the Virtual Selling Era. For one, hybrid work enabled sales reps to work from anywhere. 5 Tips to Improve Sales Coaching.

Face-to-face 96

Face-to-face Coaching Scale Video 96

Janek Performance Group

MARCH 8, 2024

Sales training is one of the most significant investments an organization can make in their sales team. In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. When choosing a sales training partner, start small and work your way up.

Training 62

Training Face-to-face Education Negotiation 62

Hubspot Sales

MARCH 27, 2023

You can also buy virtually anything online, including services. When we think about online selling, we usually think about selling products like clothing or electronics. But, it's advantageous for businesses to sell services online, especially now, when a plethora of services can be offered virtually.

How To 117

How To Social Media Intent Hubspot 117

Allego

DECEMBER 21, 2022

Virtual selling. The reality is virtual selling involves much more than conducting Zoom meetings. It calls for taking a holistic approach to the buying process and applying virtual tactics to each step for maximum impact. 7 Strategies to Create Exceptional Virtual Buying Experiences. Everyone talks about it.

Strategy 62

Strategy Collateral Case Study Video 62

Highspot

AUGUST 19, 2021

As we look towards the future of sales, the trends defining what, how, and where we will sell are taking shape. Armed with the latest analyst research, you can identify opportunities ripe for transformation – and adjust your strategy accordingly. ” (The Future Of Sales, Forrester Research, Inc., May 3, 2021).

Trends 105

Trends Survey Research Pivotal 105

Allego

DECEMBER 9, 2021

At Allego, our product strategy is informed by market insights, customer feedback, technology innovations, and tons of research. We observed the evolving role of sales learning from formal, instructor-led training to becoming part of the essential enablement experiences that reps count on day-to-day to help themselves.

Top of Funnel 125

Top of Funnel Sales Enablement Trends Coaching 125

Crunchbase

DECEMBER 13, 2021

If you’ve been working in sales for a while, you probably know the ins and outs of sales prospecting. However, you may still be wary of selling online. In recent years, we’ve all had to adapt to the sales digital transformation. Master the basics. Image Source. Humans are visual creatures. Synchronous.

Hiring 105

Hiring Face-to-face Demand Generation Agencies Video 105

Allego

JANUARY 12, 2022

Scrolling through LinkedIn recently, I saw several sales leaders sharing their goals. One common theme: They want to empower their sales teams to succeed. Other sales leader resolutions I saw on social media: “Start giving reps objective coaching and feedback.”. But as the pandemic continues, the need for virtual remains.

How To 116

How To Selling Skills Collateral Microsoft 116

Corporate Visions

MARCH 19, 2020

The post Virtual Selling Just Became Vital to Your Business by Jim Moliski appeared first on Corporate Visions. Are your salespeople prepared for the unique challenges of virtual selling? Before this month, at least 70 percent of sales calls were virtual, according to a study from Inside Sales.

Face-to-face 120

Face-to-face Sales Qualified Lead Lead Rank Lead Scoring 120

Janek Performance Group

DECEMBER 5, 2023

At Janek, we help many sales leaders plan and forecast. While no one predicted a global health emergency, sales trends did anticipate future needs. More than blindsided by crisis, many organizations weren’t adequately prepared for virtual, which was expanding long before 2020. They would also better prepare for change.

Trends 62

Trends Top of Funnel Social Media Lead Rank 62

Janek Performance Group

DECEMBER 29, 2021

Like in a post-apocalyptic movie, sales heroes valiantly fought a formidable foe, developing and broadening their skills to combat the challenges of uncertain markets, supply-chain chaos, rising inflation, and the great resignation. Here are the top sales training trends to watch in the coming year: Delivery Methods. Sales Assessments.

Trends 118

Trends Training Retention Face-to-face 118

Allego

MAY 25, 2021

What is AI-assisted sales? And now, AI has come to the profession of sales. AI has become an essential part of the tech industry, helping solve many challenging problems in computer science, software engineering and operations research. AI has also been adopted in other fields, including sales. Blade Runner? Or even Tron?

Scale 149

Scale Sales Enablement Decision Maker Buyer 149

Allego

MAY 18, 2021

The challenges caused by COVID-19 launched a boom in virtual selling. How are you adapting your virtual sales coaching to ensure reps can close deals when they can’t meet with buyers in person? But even though your office isn’t busy, your sales team probably still is.

Sales Coaching 98

Sales Coaching Trends Coaching Hiring 98

Engage Selling

JUNE 25, 2021

Gartner’s recent market research confirms that virtual selling (and buying) are entrenched in how people want do business now.

Research 100

Research Marketing Customer Meeting 100