Trending Articles

How a Software CMO Has Led COVID Recovery Efforts

Sales Benchmark Index

For years, the evolution of Marketing leaders has transformed drastically. Today, those changes are even more significant than what their role looked like nearly 90 days ago. Still, there is no telling what the second half of the year will.

Do I Want To Be Seen Or Heard?

The Pipeline

By Tibor Shanto. Being approachable and easy to deal with is key to helping prospects open up and share their real objective. We are social creatures, so video seems like a natural. But it may not be when it comes to prospecting.

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Group travel is down, but not out

Sales and Marketing Management

Author: Paul Nolan According to an April survey by the Incentive Research Foundation, the top concern about participating in work or reward-related travel was the threat of an epidemic/pandemic at 33%, followed closely by severe weather at 29%.

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A Reminder to Isolate the Objection

Mr. Inside Sales

Want to make dealing with objections easier? Then remember to always use the powerful technique of isolating the objection instead of answering it….

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Podcast 154: Darryl Praill On Becoming A Master Of Follow-Up

John Barrows

What does great follow-up look like? Darryl Praill , CMO of VanillaSoft joins us on the podcast this week to talk about how his team follows up on marketing leads, where he sees common mistakes still happening in prospecting and how to fix them.

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How a Digital Sales Culture Drives Revenue in Key Accounts

Sales Benchmark Index

There has been exponential growth in the amount of data generated since the start of the digital age. This has enabled almost every industry and business to become more productive, but a function like sales that is largely relationship-based (especially.

The right kind of help is not what you think

Sales and Marketing Management

Author: MARIA BOULDEN, EXECUTIVE PARTNER IN GARTNER’S SALES PRACTICE After a series of delays to critical upgrades, the world has blue-screened and is now in the process of painfully rebooting. We don’t know how long the process will take, nor which point we are at within it.

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5 Ways to Uncover Hidden Revenue in Strategic Accounts

Smart Selling Tools

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging.

My Proprietary Strategy for Gaining a Meeting

Anthony Iannarino

There aren’t too many things more important in sales than gaining first meetings with your dream clients. Nothing happens until you can meet and explore change. This post is unlike my usual Sunday offering.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Sales Scrum Podcast Episode #14 – Guest Andrew Steane

The Pipeline

Sales Scrum Podcast Episode #14 – Guest Andrew Steane. Want to know who to hire the best candidates? You need to learn about Andrew Steane’s Give A Damn Metre. Andrew Steane is a Senior Director of North American Sales Channels for business software leader, SAP.

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Survey Results: How Market Leading Companies Plan to Make the 2020 Number

Sales Benchmark Index

We recently wrote about the emergence of the Chief Customer Officer and took that opportunity to survey CCO’s about how they will make their 2020 number. We found that companies had initially been planning on nearly 31% of their 2020.

Survey 181

Are you digital-ready?

Sales and Marketing Management

Weekly Roundup: Go Fourth with Knowledge

The Center for Sales Strategy

- MOTIVATION -. Freedom is nothing else but a chance to be better.". Albert Camus. AROUND THE WEB -. > > 7 Enduring Trends Defining the Future of Sales– LinkedIn. Sales organizations adapted quickly to the new reality brought by COVID-19.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

What It Means to Be 'Money Motivated' (& Should You Be?)

Hubspot Sales

The default answer for incentivizing salespeople is often money. Need to launch a new product? Start a sales contest. Need to upgrade more customers? Gamify it with financial incentives. But is money the ultimate motivator for salespeople?

SalesTech Video Review: Sharetivity

Smart Selling Tools

SalesTech Video Review: Sharetivity. Sharetivity is an intelligent prospecting solution that lets you personalize your outreach at scale.

Video 88

Your Value is Like a Homemade Chocolate Chip Cookie

KLA Group

By Kendra Lee I love to bake. Every Sunday I make three batches of chocolate chip cookies for my family of three boys. Friends who stop by know the cookie jar will be full and ask to dip in. No kid or adult is immune, and they can never stop at just one. These […].

6 steps to adapt effectively

Sales and Marketing Management

Author: Paul Nolan To thrive in the next normal, B2B companies will need to continue adapting to the new economic reality. A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Finding Sales Talent to Fill Your Talent Bank

The Center for Sales Strategy

With the recent layoffs and furloughs, social distancing, and working from home, there’s more talent available on the market than ever before. “As As a result of the pandemic, it’s become an employer’s job market,” states a recent Forbes article.

Down-Selling: the Art of Strategic Compromise and Salvaging Sales

Hubspot Sales

Mick Jagger said it perfectly, "You can't always get what you want.". The world around you is going to throw you curveballs. Nothing is promised, and in many cases, you're going to have to adapt to situations that don't go according to plan.

Some customers are more important than others.

Membrain

In sales and marketing, we often talk about customer segmentation in the context of prospecting. The practice often starts with dividing potential customers into groups according to firmographic criteria such as geography, size, and industry. Account Growth Planning & Execution

Beer Sales And Merchandising Tips From an Industry Expert

Repsly

Selling beer is easier said than done - you know that. Your team works hard to brew delicious beer and build a unique brand image. Your sales reps fight tooth and nail to get your cases in as many stores as they can. Unfortunately, that’s only half the battle.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

How to sell to leads during and after COVID-19

Sales and Marketing Management

Author: RYAN SHAPIRO Let’s face it: The novel coronavirus upended life in a lot of different ways. Economies nosedived, entire cities shut down overnight and most employees have been forced to work remotely until further notice. But humans adapt quickly.

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Do You Have a People Problem or The Wrong Sales Structure?

The Center for Sales Strategy

How do you know if you have a sales structure problem? Too often, sales organizations are evaluated single-handily by their results. If your company isn’t hitting targets and sale goals aren’t being achieved, the blame falls on not having the right salespeople.

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LinkedIn Video Specs and Best Practices: a Comprehensive Overview

Hubspot Sales

LinkedIn is a strictly professional, B2B platform — qualities that set it apart from most of the social media ecosystem. By LinkedIn's own estimate , 97% of B2B marketers use the platform to support their content marketing efforts.

Are sales managers coaching reps to the right outcomes?

Membrain

What is more important in sales, closing deals or building pipelines? I would say the answer is both, but the actions of sales people on average seem to say differently. Why is that? Are sales managers coaching to the right outcomes? Sales Management

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

Targeting Hit or Miss Storytelling Yields Hit or Miss Clients

Babette Ten Haken

Why rely on a hit or miss storytelling strategy to acquire and retain clients? Stories which, at least your clients know, are generic stories. Serving nothing more substantial than an inside-out marketing and sales purpose, via a pre-packaged library. So you do not have to think about a thing!

Firing up the revenue engine post-crisis

Sales and Marketing Management

Author: STEVEN KELLAM While government and business leaders around the globe debate when and how the economy will turn back on, waiting for the proverbial green light will be too late and your organization will immediately be at a competitive disadvantage.

How Sales Technology Can Strengthen the Human Touch in Selling

The Center for Sales Strategy

From being quarantined in our homes to keeping six feet apart and avoiding handshakes, the way we interact with other humans has drastically changed. In the business environment, the normal behaviors and tactics that salespeople have relied on to drive their success are no longer available.