Trending Articles

Hiring After COVID-19: Post-Pandemic Trends to Watch

Zoominfo

The US economy is finally coming up for air. States that imposed lockdowns for the COVID-19 pandemic started lifting restrictions on businesses and public spaces in May 2021, and many major cities have reopened. However, as the New York Times observes, “it’s a weird moment for the US economy.”.

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Is Your Digital Marketing Strategy Ready for a Cookieless World?

Sales and Marketing Management

There's increasing uncertainty in the B2B digital marketing world caused by privacy rules butting up against a desire to personalize messages in attempt to stand apart from competitors.

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How to Manage Remote Sales Teams in 2021

Sales and Marketing Management

Remote work went mainstream in 2020, and the forced experiment showed us that working from home doesn’t have to derail productivity. In fact, a 2020 survey from FlexJobs shows that 51% of respondents said they feel more productive in their home office than at a traditional workplace. Because of distancing requirements, employee sentiment and the efficiency gains associated with well-managed remote work, I expect less than half of companies to shift entirely back to the office in 2021.

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A Key Competency That Differentiates Top Sales Performers From Posers

Understanding the Sales Force

We were watching an episode of the hilarious comedy series The Goldbergs and one of the themes of episode 4 in season 3 was about authenticity. In this episode, Barry and Erica, the two oldest children, accused each other of being posers. The bottom 50% of all salespeople are posers too.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

Is it time to stop allowing the Covid excuse?

Membrain

One of the most illuminating elements of Objective Management Group’s sales evaluation methodology is the way in which it explores and exposes each salesperson’s motivations, mindset and self-limiting beliefs - their “Sales DNA”. Sales Management

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Why ZoomInfo Chat is the next-generation conversational marketing solution

Zoominfo

Chatbots have the power to create a truly buyer-centric experience for customers. But the technology has yet to realize its full potential — until now.

How to Get Access to Key Executives

Sales Readiness Group

In previous blogs, we discussed how to prepare for a meeting with a key executive (see here and here ). But the 800-pound elephant in the living room is how do you get a meeting with a senior executive in the first place? Selling Skills Prospecting

What is revenue operations and why should you care?

Membrain

I’ve been seeing a lot of talk lately about revenue operations, also sometimes called revops, and I’ll bet you have too. The term seems to be having a moment in the spotlight. For instance, I heard that “VP of Revenue Operations” job titles have increased by 300% in 2020 and 2021. Sales Management

If I Lost It All, This Is What I Would Do

Grant Cardone

What would you do if everything was stripped away from you? What if you lost everything? Losing everything is a scary thought for most people – simply because they wouldn’t know how to rebuild themselves from the ground up. . There’s only two paths someone would take if they lost it all: .

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

Aligning the Buying and Selling Teams in an Enterprise Sale Setting

Sandler Training

In an enterprise sale, where there are lots of moving parts, things can get complicated. Here are four best practices we share with our clients. The post Aligning the Buying and Selling Teams in an Enterprise Sale Setting appeared first on Sandler Training.

Why Client Introductions Are a Sales Lead Strategy for These Times

Sales and Marketing Management

Cold calling in today's uncertain business climate should not be a priority. Instead, lean on your existing network for introductions. The post Why Client Introductions Are a Sales Lead Strategy for These Times appeared first on Sales & Marketing Management. News Featured

Don’t Sweat the Tax Stuff

Selling Energy

My philosophy is that when it comes to tax benefits and other reasons to do an energy projects, be careful not to let the tail wag the dog. When you’re pitching, don’t delve into tax credits or deductions.

How to increase your average deal size

Membrain

Increasing average deal size can be a great way to grow revenue. Larger deals can provide higher profits with lower cost of delivery. They may require less total sales team involvement per dollar. And they can help to even out peaks and valleys in your sales trends. Sales Management

A Pragmatic Guide to ABM Success

Speaker: Howard J. Sewell, President of Spear Marketing Group

In this exclusive webinar, you’ll hear B2B expert Howard J. Sewell detail a pragmatic approach to ABM planning, execution, and orchestration. Step by step, Howard will show how to leverage the Opportunity-Based Marketing (OBM) Framework, a stage-based B2B demand marketing model, in determining the best tactics for your ABM initiative and how to measure ROI.

What Is Sales Forecasting? Why It Matters + 11 Tools to Consider

Sales Hacker

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. Just kidding. Unfortunately, sales forecasting is not that straightforward.

Weekly Roundup: Outdated Sales Techniques, Retain Top Talent + More

The Center for Sales Strategy

- MOTIVATION -. Lightning makes no sound until it strikes.”. Martin Luther King Jr. AROUND THE WEB -. > > It’s Time to Ditch these Outdated Sales Techniques – LinkedIn.

Creating a Coachable Culture

Sales and Marketing Management

What is a coaching culture and why is it important? The Forbes Coaches Council states, “a coaching culture simply means supporting your employees so they learn new skills and become greater assets to the company.”.

Build With Us: Automate Workflows With Guru’s Zapier & Workato Apps

Guru

If this last year taught us anything, it’s that we have a lot of SaaS apps. And, that we need them. At Guru, we hate context switching. And we love knowledge. So as your tech stack continues to grow, how will aaaaaall of those apps work together with Guru?

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4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

Not Just Vacation, but a Place to Vacation

A Sales Guy

We have a saying here ASG, Complete flexibility, ruthless accountability.

Reframing Savings-to-Investment Ratio for Homeowners

Selling Energy

If you’ve attended my sales training or are a frequent reader of this blog, you know I'm a big fan of using savings-to-investment ratio (SIR) to showcase the benefits of expense-reducing capital investments (see last week’s “The Power of Savings-to-Investment”).

Are You Settling for Less in Your Sales Prospecting?

The Center for Sales Strategy

Many believe prospecting for new clients is the most difficult stage in the sales process. Working at the top of the funnel is certainly filled with more rejection and dead ends than you’ll encounter once you connect and are into the discovery and advise stages.

How To Use A/B Testing on Your Website

Sales and Marketing Management

A/B tests on your website content can lead to small tweaks that make a big difference in your marketing success. Here's how to get started. The post How To Use A/B Testing on Your Website appeared first on Sales & Marketing Management.

Top 3 Sales Playbooks to Improve Sales Performance

Discover the top sales playbooks to improve sales performance, which sales play metrics to measure, and how to turn those insights into sales excellence. Download the eBook to find out how you can increase your sales win rates with these top sales playbooks.

How to Succeed at High Achievement [PODCAST]

Sandler Training

Mike Montague interviews Ruth Gotian on How to Succeed at High Achievement. The post How to Succeed at High Achievement [PODCAST] appeared first on Sandler Training. Podcasts] Blog Posts How To Succeed Professional Development mentorship performance success

Overcoming Sales Objections: 9 Guaranteed Winning Strategies

Lead Fuze

9 Overcoming Sales Objections Strategies for Getting Your New Product Launch Marketing Plan on Track. Getting leads to respond to your emails or talk to you on the phone is difficult. Even when they do, overcoming sales objections needs to be your next goal.

22 Sales Buzzwords You Love to Hate – and How to Use Them the Right Way

Sales Hacker

“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!”. If that mess of words makes you say, wait, what? ” – you’re not alone. There are sales buzzwords that we love and some that we really hate.

CFS Roundtable: Leadership for Organizational Growth

criteria for success

Happy Monday, Let's Talk Sales listeners! For this week's podcast, we're switching up our regular programming to do a roundtable with the CFS leaders, Charles Bernard and Elizabeth Frederick! Charles is our founder and CEO here at CFS, and Elizabeth is our CFS Operations Officer and Senior Advisor.

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How to Overcome the Pain Points of Your CRM

CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.

Are You Ready for a Cookieless Digital Marketing World?

Sales and Marketing Management

Dun & Bradstreet VP of Product Marketing Deniz Olcay discusses how to get your sales and marketing tech stack ready for a cookieless world. The post Are You Ready for a Cookieless Digital Marketing World? appeared first on Sales & Marketing Management.

How to Succeed at Hacking the Fear Response [PODCAST]

Sandler Training

Mike Montague interviews John Davis on How to Succeed at Hacking the Fear Response. The post How to Succeed at Hacking the Fear Response [PODCAST] appeared first on Sandler Training. Podcasts] Blog Posts How To Succeed Professional Development how to succeed sales podcast sales success

Improving Sales Performance — IMPACT Your Sales Performance: Pipeline Management

The Center for Sales Strategy

As a sales manager, how much better would your life be if you had access to better forecast accuracy and improved sales performance?