Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. What does it mean for B2B sales managers as they strategize for 2021? Trends that are here to stay.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales and Marketing Management

FEBRUARY 15, 2021

Author: Doug Bushée and Shayne Jackson Last March, sales leaders had to quickly shift from enabling in-person sellers to enabling virtual sellers. This shift to virtual selling required new technology, new skills and new ways of selling. Now, as we dive deeper into a new year, sales leaders are tackling another issue.

Education 194

Education Film Channels Cancellation 194

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

Hubspot Sales

DECEMBER 11, 2023

Virtual training has often become the default. Sales is a famously extroverted job. But today, there are many ways to close deals in person, over the phone, and virtually. Let’s review what virtual training is, the best practices, and how to run a virtual training program. Virtual Training Best Practices 1.

Training 98

Training Hubspot Hiring Call-back 98

Julie Hanson

OCTOBER 25, 2023

Secrets to Instantly Boost Engagement in Virtual Meetings In today’s virtual environment, people tend to be more passive, especially during larger meetings. This passivity can be a challenge for salespeople – especially since more engagement typically produces a more successful outcome.

Meeting 71

Meeting Face-to-face Real Estate Influencer 71

Sales and Marketing Management

OCTOBER 1, 2020

It has been a major theme of the pandemic to get in front of clients in a face-to-face way, leading a rise in usage of video chat services like Zoom, Microsoft Teams and Skype, among others. When setting a client meeting, always propose to have a face-to-face virtual meeting first. Meeting Etiquette .

Webinar Metrics 177

Webinar Metrics Strategy Face-to-face Skype 177

Julie Hanson

FEBRUARY 19, 2024

This may not surprise you, but there is a shocking lack of charisma in virtual meetings, presentations and video recordings. Scores of otherwise charismatic sellers are simply limping along on video, assuming that screen presence is a gift nature bestows upon a lucky few, rather than a set of skills that can be learned and applied.

Energy 62

Energy Lead Rank Lead Scoring Face-to-face 62

Highspot

JANUARY 14, 2024

Around 80% of buyers and sellers favor digital self-serve and remote human engagement over face-to-face interactions for a seamless buying experience. In turn, businesses have to adapt and innovate in virtual selling. Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles.

Quota 52

Quota Face-to-face Ideal Customer Profile How To 52

Julie Hanson

JANUARY 15, 2024

Every time I read an article about virtual presentation mistakes, I roll my eyes. What is rarely discussed are those surprising virtual presentation fails exclusive to presenting in an online world. Virtual audiences are notoriously passive and trying to match that energy will have your audience dosing off in no time.

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Face-to-face Energy SAP Video 77

Act!

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

Shari Levitin

OCTOBER 29, 2021

Virtual selling is the new norm, but initiating sales conversations in a virtual environment is not simply doing what you’re used to doing face to face in front of a webcam. To deliver skillful and efficient virtual sales conversations, sellers must embrace a new paradigm and let go of the old ways.

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Face-to-face Decision Maker Social Media Video 133

Allego

SEPTEMBER 8, 2021

Virtual selling is a new way to sell—and it’s so much more than simply moving your meetings online. The reality is that virtual selling is the best option when both sellers and buyers are working in remote or hybrid situations. There are a lot of balls to keep in the air and the price of dropping any of them could be a lost sale.

Sales Meeting 155

Sales Meeting Meeting Face-to-face Wireless 155

Julie Hanson

OCTOBER 11, 2023

The Secret to Virtual Influence in Sales and Leadership: Virtual Executive Presence Unlocking the secret to virtual influence in sales and leadership starts with understanding the challenge at hand. And in sales and leadership, we typically call that ability “Executive Presence.”

Influencer 71

Influencer Face-to-face Energy Compensation 71

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? 5 Virtual Selling Myths: True or False?

Face-to-face 127

Face-to-face Video Buyer Up-Sell 127

Julie Hanson

SEPTEMBER 6, 2023

Mastering Video Outreach: Lights, Camera, Prospecting Success In the fast-paced world of sales, video outreach has emerged as a powerful tool. However, prospects have become quicker to hit that dreaded “delete” button as the number of videos hitting their inbox skyrockets. The good news?

Video 77

Video Prospecting Course ACT 77

Julie Hanson

MAY 10, 2021

And want to know the ONE THING you can do to immediately improve your connection with your customer and increase interaction on virtual sales calls? Always start with full video. 90% of the salespeople I coach are making the mistake of starting a video call already in a PowerPoint. Create more actively engaged customers.

Video 86

Video Face-to-face Up-Sell Coaching 86

Allego

SEPTEMBER 17, 2020

Your company may have pivoted to virtual selling overnight this spring, but now you realize that working and closing deals when you can’t be there in person is the new normal. You also need to add new skills of engagement, technical aptitude, active listening, follow up, and time management to your toolbox of selling techniques.

Collateral 147

Collateral How To Video Face-to-face 147

Allego

JANUARY 10, 2023

In the process, they redefined sales enablement and disrupted an entire market. The founding team realized that traditional sales training was broken. The time was right for agile, on-demand, personalized training that leveraged the strengths of mobile technology and interactive video. Launching an iPad App for Video Coaching.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

Smooth Sale

MARCH 20, 2024

Here are some business facts concerning the use of AI in modern businesses: 80% of the best-performing companies use AI in sales and marketing. Apps and Virtual Engagement We rely on remote systems more than ever. For example, 80% of B2B sales occur via remote systems. Be Inspired and Inspiring! Celebrate Success!

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Hiring Retail Lead Rank System 104

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. As a sales professional, you’re in a unique position.

Buyer 138

Buyer Face-to-face Referrals Ideal Customer Profile 138

Allego

SEPTEMBER 28, 2022

This article originally appeared on Sales & Marketing Management. Virtual selling was once the response to a socially distanced world, but now it has transformed how B2B sellers will connect with customers moving forward. These stats make it clear that virtual selling is here to stay. The Challenges of Virtual Selling.

Sales Enablement 71

Sales Enablement Hiring Video Sales Cycle 71

Allego

JULY 28, 2022

Podcast hosts are turning to Allego experts for advice on improving sales results. That’s because sales teams are under intense pressure to win deals and hit quota. It’s understandable, as sales are what drive a large part of a company’s success. That demand, however, may cause sales reps to pressure buyers.

Sales Enablement 115

Sales Enablement Strategy Top of Funnel Face-to-face 115

Zoominfo

JANUARY 28, 2021

Is it possible to replicate the infectious energy of the sales floor at the end of a quarter in a virtual world? That was the challenge ZoomInfo faced as 2020 drew to a close in December, which is typically a great month for B2B sales teams. Breaking News: Broadcast Sports Sales Updates Live. We will find deals at 10 p.m.

Hiring 228

Hiring Sports Nonprofit Segment 228

Julie Hanson

JUNE 21, 2022

How do you start a virtual presentation? . After introductions and virtual housekeeping, the most common way to start a virtual presentation is to jump right into your first PowerPoint slide and begin clicking away from there. . That’s why video (properly used) can be so effective. . appeared first on Julie Hansen.

Real Estate 100

Real Estate Face-to-face How To Video 100

Sell Integrity

MARCH 11, 2021

Virtual Engagement For Remote Selling. While salespeople across industries are settling in to a world of hybrid and remote sales , most are still working to adapt to the nuances and variables that can affect success in a virtual selling environment. Virtual Sales and the Distracted Customer.

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Webinar Metrics Face-to-face Lead Rank Intent 127

Julie Hanson

AUGUST 30, 2020

Unfortunately this trend is rampant among sellers, especially those who have transitioned from face to-face meetings to video calls. Video calls have become a virtual punctuation-free zone: one thought, proceeded by another, strung together with an occasional comma or transition word, like: so, and, but, while, or then.

Video 171

Video Face-to-face Trends Sales 171

Julie Hanson

JULY 5, 2022

What is Virtual Executive Presence and How To Get It. However, many leaders, aspiring leaders and salespeople are finding out the hard way that the traditional executive presence they may have in-person does not successfully transfer to virtual executive presence. . What is Virtual Executive Presence?

Face-to-face 87

Face-to-face How To Energy Compensation 87

Allego

JULY 9, 2020

Sales productivity has never been more important, yet sales teams today face tougher obstacles than ever as the current crisis makes most in-person interactions impossible. Almost 90 percent of sales have moved to a remote model since the pandemic began, according to McKinsey. Managing Virtual Teams in a Changing World.

Hiring 159

Hiring Training Scale Sales Enablement 159

Gong.io

SEPTEMBER 26, 2022

The global pandemic forced sales teams to change their processes and go digital. Organizations must adapt their sales strategies post COVID-19 to meet customer expectations. Whether you’re looking to implement a remote sales strategy or improve your current strategy, keep reading. What is remote sales?

Face-to-face 108

Face-to-face Decision Maker Lead Rank Pipeline 108

Alice Heiman

MARCH 16, 2021

As we know, sales is a very communicative role that often requires in-person conversations to build relationships and read body language. And having business development calls or sales team meetings from the kitchen table while family members are whirling around isn’t an ideal work environment. Upgraded Home Office and Equipment .

Cancellation 147

Cancellation Video Guidelines Face-to-face 147

SBI

MARCH 18, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? This is critical to keeping the whole team connected.

Hiring 164

Hiring Face-to-face Video Distribution 164

Julie Hanson

NOVEMBER 16, 2021

What Peloton taught me about building virtual relationships. Peloton is a testament to the power of building personal, virtual relationships through the screen. A Must-Have Skill for Sales Success. Building a personal virtual relationship through the screen is not only possible, but absolutely vital for your success in sales.

Face-to-face 109

Face-to-face Energy Exercises Video 109

Allego

MARCH 28, 2023

Buyers research the products, read customer reviews, watch demos or do virtual tours, and compare prices. Think about how easier it would be for them if all the videos, product details, and documents were in one location. Today’s buyers expect frictionless virtual evaluations. Delight modern buyers with a branded experience.

eBook 62

eBook Video Buyer Education 62

Allego

AUGUST 17, 2021

Miersen is senior manager of Americas Sales Enablement at Veritas Technologies, a global leader in data protection, availability and insights. As the pandemic continued, Miersen recognized that virtual selling and sales enablement are here to stay. “What are we doing today to earn the top spot in a crowded marketplace?”

Hiring 143

Hiring Exercises Sales Enablement Video 143

Allego

MARCH 14, 2023

In this episode, he shares his time-tested methodologies to engage an audience, eliminate nervousness, and understand audience psychology, as well as lessons from his time playing professional football in Italy. You can’t shake hands in a virtual medium, but we have a technique that brings virtual conversations alive.

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Film Google Networking Sports 115

Julie Hanson

APRIL 2, 2024

Social selling with video, especially on platforms like LinkedIn, can revolutionize your B2B sales strategy. According to Social Media Today, in 2023, video posts on LinkedIn generated five times more engagement than any other types of posts. The key question arises: How do you make sure your video gets watched?

LinkedIn 48

LinkedIn Video Social Media How To 48

Allego

FEBRUARY 2, 2021

When the pandemic first hit, sales leaders scrambled to find ways to keep their teams motivated and successful while selling in a virtual environment. Today, sales leaders recognize that the shift to virtual selling will be with us for a while, if not permanently. Get Present: The Power of Showing Up.

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Sales Leadership Face-to-face Distribution Webinar Metrics 127