No More Cold Calling

OCTOBER 17, 2019

How would you like to fill your Q1 pipeline with only qualified leads—the kind of prospects who already want to talk to you before you ever make contact? That might sound like a pipe dream, but I assure you, with my referral selling virtual workshop series, it’s not. A colleague sends a prospect your way. We all do.

Referrals 39

Referrals Cost per Acquisition Cold Calling Sales Qualified Lead 39

Sales Hacker

DECEMBER 18, 2019

Time for Sales Hacker’s annual Top 10 Sales Trends and Predictions for the Future of Sales in 2020. So, without further ado, here are my top 10 sales trends and predictions for the future of sales in 2020. 10 Trends and The Rise of Sales Tech. 10 Trends and The Rise of Sales Tech.

Trends 58

Trends Hiring Top of Funnel Ideal Customer Profile 58

Sales Hacker

DECEMBER 18, 2019

Sales Technology has EXPLODED over the last few years. And just like the explosion of Martech, if you’re on the cutting edge of the sales tech revolution, you’ll reap the rewards. 6 Sales Tech Trends. 2020 will be the year of acquisitions in sales tech. As a result, you may find your tech stack shrinking in 2020.

Vendor 52

Vendor Trends Top of Funnel Ideal Customer Profile 52

No More Cold Calling

OCTOBER 31, 2019

Are prospects postponing decisions? It Takes 3 Things for Women in Sales to Be Bulldogs. Like most successful women in sales, Amy is tenacious. Considering only about 18 percent of buyers fully trust salespeople, perhaps more salespeople should be acting like bulldogs — i.e., acting like successful women in sales.

Referrals 136

Referrals Sales Qualified Lead Face-to-face Cold Calling 136

Shari Levitin

FEBRUARY 26, 2020

and hitched a ride on a yacht, to attend the sales conference of the year, Outbound! . Because Outbound is the only conference on the planet dedicated to prospecting, pipeline, and productivity. No commercials, no sales pitches, just actionable strategies to win sales in 2020. Why all the work?

Outbound 87

Outbound Conference Lead Rank Travel 87

Shari Levitin

FEBRUARY 26, 2020

But first he asked, “What’s your sales goal?” and hitched a ride on a yacht, to attend the sales conference of the year, Outbound! . Because Outbound is the only conference on the planet dedicated to prospecting, pipeline, and productivity. OutBound 2020 | May 5-8 | Georgia World Congress Center Atlanta, GA.

Outbound 93

Outbound Conference Lead Rank Travel 93

Zoominfo

JANUARY 15, 2021

To be actionable, your content must make tactical use of calls to action, offers, promotions, demos, and free trials that move prospects along the buyer’s journey. While your industry has likely been affected by this too, building out a strategy for virtual events can be a great way to attract prospects. Get Your Lead Scoring Right.

Paid Content 264

Paid Content Lead Generation Lead Rank Lead Scoring 264

Anthony Iannarino

JANUARY 21, 2020

On May 6 and 7 and 8, my friends and I will once again host our annual conference, one we believe to be the very best sales conference on Earth. This year will be the fourth year for OutBound , with each year bringing more salespeople, sales managers, and sales leaders. I will offer a ninety-minute seminar.

Conference 104

Conference Outbound Lead Generation Networking 104

Chorus.ai

MAY 19, 2020

On today’s Daily Briefing, Jim Benton was joined by Glenn Clark , Senior Director of Sales Enablement at Smartsheet. They discussed the unique challenges of sales enablement in our new normal, and how sales enablement is more essential than ever to gear managers up for remote coaching, onboarding, and deal management.

Hiring 62

Hiring Infusion Face-to-face Scale 62

Zoominfo

OCTOBER 15, 2019

And yet, sales reps constantly look for ways to improve their sales email strategy. Opening A Cold Email Template Ready to start a conversation with any sales prospect in your database or CRM? Don’t disguise your reason for emailing the prospect, or pretend to be someone you’re not just to get a conversation going.

Scale 113

Scale Intent Face-to-face B2B 113

Bernadette McClelland

JANUARY 20, 2018

It’s a question I’ve asked a couple of times in workshops and online, and it’s a question that was triggered by a few ‘posts’ I read, stating that. And as would have it on social, there was a plethora of responses, from which I randomly collected this bakers dozen: 1. Make your key objective to help the customer, not to close a sale.

Selling Skills 317

Selling Skills Negotiation Sales Leadership Margin 317

Sales Hacker Training

NOVEMBER 6, 2019

Sales development representative roles have grown 5.7X since 2012, according to LinkedIn’s State of Sales report. That’s a lot of new people entering sales! If you’re one of them, that’s both good news and bad: It means sales is growing, but you’re going to have a lot of competition getting started. Collin Cadmus.

Hiring 79

Hiring Demand Generation Agencies Up-Sell Hubspot 79

Sales and Marketing Management

JUNE 20, 2019

Like clockwork, this year’s results show sales once again in two of the bottom three positions, only trusted more than members of congress. Today, the world of sales is once again shifting under our feet. One 2015 Forrester article predicted that 95% of B2B sales jobs will be replaced by AI by 2020. .

Lead Rank 179

Lead Rank Lead Scoring Hotels Sales Qualified Lead 179

Carew International

APRIL 29, 2021

The Carew team has been facing the same needs and issues of sales professionals and leaders in business everywhere. These issues include prospecting, selling price increases, and building relationships in today’s socially distanced selling world. From early 2020 to now, everything changed, and things will continue to do so.

Hiring 95

Hiring Social Media Trade Show Cancellation 95

The Pipeline

NOVEMBER 26, 2019

In the case of sales, the message delivered the way you want a buyer to hear it. The basic gist was a Reader’s Digest version of the message they would deliver live to a prospect on the phone. But I have a captive audience in a workshop, on voicemail you don’t. And sales is about conversations.

Call-back 319

Call-back Forecasting Face-to-face Buyer 319

Showpad

JANUARY 15, 2021

As Forbes notes, there’s no “if” or “when” to B2B sales transformation anymore. After the events of Q1 2020 — and the year overall — sales transformation is no longer an option. The phrase “sales transformation” has been discussed before. Virtualization is now.

B2B 83

B2B Sales Enablement Analysis Sales Operations 83

Sales Hacker

FEBRUARY 18, 2021

Sales leaders and trainers (and their marketing counterparts) spent 2020 trying to figure out how to translate in-person conferences into compelling, engaging virtual events. And because COVID-19 still hasn’t gone away, sales conferences are still taking on a virtual format. 9 sales conferences and events to attend in 2021.

Conference 104

Conference Sales Enablement Networking B2B 104

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. When done right, they can improve your team’s performance and help you move closer to your sales goals. Why sales training is important. The different types of sales training programs. The 15 best sales training programs.

Training 92

Training Lead Rank Hiring Course 92

Hubspot Sales

JUNE 8, 2020

As a sales leader, you've probably wondered what impacts your prospects and potential customers. According to Demand Gen’s 2020 Content Preferences Study , 67% of B2B companies said they’re leaning more on content to research and inform decisions. So, you could say that sales collateral is also sales enablement content.

Collateral 98

Collateral Case Study Retention Hubspot 98

Babette Ten Haken

SEPTEMBER 22, 2020

Can current and prospective clients relate to the business stories you tell? Especially as decision makers become more overwhelmed and exhausted by 2020. Then read on and let’s explore together. Consider that your compelling business stories are too specific and tactically-focused to compel clients to take strategic actions. .

Decision Maker 86

Decision Maker Energy Coaching Objections 86

SBI

JULY 29, 2020

CHICAGO – July 29, 2020 . Cost-effective to scale across the entire sales team, the program is also risk-free, offering solution providers with a 30-day, no obligation pilot period to ensure success before investment. For more information, visit mediafly.com. . About Mediafly.

ROI 101

ROI Tools Face-to-face Scale 101

SalesProInsider

DECEMBER 18, 2019

Quantitative criteria– data and facts that let you know the prospect is a good fit for what you offer. You can use the criteria to either filter prospects and avoid the pain in the arse or determine, yes, this is someone you’ll take on with an extra percentage in fees or pricing for the extra effort it will take. Quantitative Criteria.

Ideal Customer Profile 71

Ideal Customer Profile Course Buyer Benefit 71

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. Mindshare also means consulting and providing advice around the decisions where your business and industry intersect with your prospective client’s industry.

Opportunity 126

Opportunity How To Trends Data 126

Anthony Iannarino

FEBRUARY 16, 2020

Her approach and her persistence were deserving of an international treaty or at least a restraining order, something I expected to receive in the form of a phone call from an angry prospect or a visit from the local Sheriff’s office. Upcoming Event 3/5/2020. Leadership Workshop: Creating a Culture of Accountability.

Motivation 126

Motivation Consultative Selling Meeting Up-Sell 126

Anthony Iannarino

FEBRUARY 23, 2020

There was a time when salespeople would straight pitch their prospective clients, starting by sharing what makes their company unique, their experience with the company, asking the client “ what’s keeping them up at night ” as a way to pitch their product, service, or solution. No more pushy sales tactics.

Hiring 101

Hiring Lead Rank Lead Scoring B2B 101

Anthony Iannarino

FEBRUARY 25, 2020

Occasionally, it makes sense to stop and examine these bad ideas, the poor thinking or lack of experience that produces them, and provide better guidance on how to think about what is good and right and true in a modern sales approach. Your prospective client is the judge, deciding who wins and who loses. Selling is a competition.

Competition 117

Competition Face-to-face Sports B2B 117

Partners in Excellence

NOVEMBER 27, 2018

In the face of all this, for the most part we are training our sales people in the same skills I learned many decades ago, and my predecessors learned decades before that. And, there’s always endless product training (actually most of sales training ends up not being selling skills, but instead product training.).

Selling Skills 91

Selling Skills Face-to-face Banking Scale 91

Showpad

JUNE 29, 2021

Engaging buyers in an effective way requires sales professionals having access to the right content and messaging for their targeted buyer roles and their business challenges. Changing buyer behaviors have forced sales teams to adjust their approaches fundamentally. To dig into all the data, visit the study homepage.

Buyer 59

Buyer Face-to-face Churn Analytics 59

Anthony Iannarino

FEBRUARY 8, 2020

When you start in sales, you need deals. As you progress in gaining sales acumen, you also acquire the business acumen and the situational knowledge necessary to winning bigger deals. There is, however, every reason to target larger clients , the greater your experience in sales—and the greater your ability to create value.

How To 125

How To Competition B2B Lead Rank 125

Anthony Iannarino

FEBRUARY 22, 2020

Your prospective clients are always going to ask you if you can provide them with a lower price. Here is a framework for executing a win-win negotiation in B2B sales. The work you have done through the sales conversation needs to position your to tie the necessary investment to the desired outcomes.

Negotiation 122

Negotiation How To Competition Positioning 122

Women Sales Pros

MARCH 22, 2019

And depending on which economist you follow, it looks like the downturn will hit somewhere around end of 2020 beginning of 2021. As business owners and sales professionals, you get so focused on what is happening inside your business, that you forget to focus external. The two go hand-in-hand, so you need to be prepared.

How To 93

How To Top of Funnel Energy Face-to-face 93

Crunchbase

AUGUST 11, 2021

Outreach and Sales Hacker. In 2020, community became the hottest “buzzword” throughout the entire tech sector. Many are making this transition to providing communities that bring in new prospects and support current customers. The pandemic forced us to reconsider how we connect with prospects, customers and even our own teams.

Education 98

Education Consumer Groups Scale 98

Sales and Marketing Management

OCTOBER 15, 2020

“One of the unique challenges of a remote work force is maintaining a culture of being part of a team,” Monica Eaton-Cardone, co-founder and chief operating officer of Chargebacks911 told Sales & Marketing Management via email. The company helps online businesses prevent chargebacks and minimize losses. a virtual swag bag of sorts.

Incentives 227

Incentives Incentive Face-to-face Survey 227

SBI Growth

MARCH 3, 2020

Sales management has the pulse of the customer and prospect. Go-to-Market success requires leadership and input from a multitude of functions within a company. Senior leadership provides strategic guidance. Marketing executives understand market trends. Finance heads determine where to make.

Trends 218

Trends Marketing Sales Management Customer 218

Anthony Iannarino

FEBRUARY 24, 2020

A lot of the sales literature on objections suggests that one should “overcome” them, providing the client with a reason to move forward despite their initial resistance. Some outdated sales approaches suggest you should avoid objections altogether. In a complex sale, you prevent objections at your peril.

Objections 94

Objections Collateral Lead Rank Lead Scoring 94

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Here they are… The 97 Best Sales Books in 2020.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

LeadBoxer

FEBRUARY 4, 2019

We all know that making a sale is the act of exchanging a product or service in return for cash, but there is far more to selling than what meets the eye. With B2B e-commerce sales predicted to exceed B2C e-commerce sales by 2020, B2B selling is constantly growing. How are B2B sales different from B2C sales?

B2B 91

B2B Top of Funnel Decision Maker B2C 91