Mon.Jan 11, 2021

3 Steps to Keep Buyers Engaged During Your Virtual Meetings

Sales and Marketing Management

Author: Andy Springer Remember when we could hold meetings in person? In those times, a seller’s dynamic personality was all that was needed to keep buyers focused. In this new world we find ourselves in, distractions are everywhere.

Podcast 180: Larry Long Jr. On Team Development And Motivation

John Barrows

Our guest this week is Larry Long Jr., Director of Collegiate Sales at Teamworks. Larry is a ball of energy and encompasses what it means to be a true leader. Larry talks with us about beefing up his LinkedIn presence, the difference between leadership and management, and finding a rep’s motivation.

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The Secret to Managing Salespeople? Start with Their Myers-Briggs Personalities

Hubspot Sales

If you're looking for another article about why your sales team should only hire ESFJs, you've come to the wrong place. While it's true that not everyone is a perfect fit for the sales profession, most people just need the right motivation and management to thrive.

The Center for Sales Strategy Announces Two Leadership Promotions

The Center for Sales Strategy

press release

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

WEBINAR: Morgan Ingram hosts “How to Build a Video Prospecting Framework” [Coming Soon!] 

John Barrows

The post WEBINAR: Morgan Ingram hosts “How to Build a Video Prospecting Framework” [Coming Soon!] appeared first on JB Sales

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WEBINAR: John Barrows hosts “How to Land Your Dream Sales Job in 2021” [Coming Soon!]

John Barrows

The post WEBINAR: John Barrows hosts “How to Land Your Dream Sales Job in 2021” [Coming Soon!] appeared first on JB Sales

16 of the Best B2B Sales Tools to Help Your Sales Team Grow Better

Hubspot Sales

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals.

The Monthly Rundown: Hot Startups from December

Crunchbase

In “The Monthly Rundown” series , I dive into a few up-and-coming startups from the past month, filtering by recent funding rounds and significant influxes of new website visitors. Stay tuned for an updated list each month and get a jump on the competition. Welcome back!

How To Pinpoint B2B Customer Pain Points

Zoominfo

It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. In other words, they have pain points they need fixing. Whether it be something isn’t working as efficiently as it should, or you’re spending too much money on a simple solution.

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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!

Gong Wins G2’s Winter 2021 Awards for Conversation Intelligence & Sales Coaching

Gong.io

We’re thrilled to announce that Gong has been rated the leader in G2’s Winter 2021 awards for the categories of Conversation Intelligence and Sales Coaching , as well as the Enterprise leader for both Sales Coaching and Best Relationship (for Conversation Intelligence).

How To Pinpoint B2B Customer Pain Points

Zoominfo

It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. In other words, they have pain points they need fixing. Whether it be something isn’t working as efficiently as it should, or you’re spending too much money on a simple solution.

B2B 73

What to Expect from a Product Visualization Demo

Atlatl Software

Visual Configuration Digital Transformation Commerce Product Visualization

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Conference activity down 57% in early 2021 compared to one year earlier

Zoominfo

Back in February 2020, the Mobile World Congress in Barcelona canceled its gathering due to rising cases of COVID-19. The event, which would have drawn more than 100,000 attendees, became one of the first major shows to pull out during the early days of the pandemic.

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.

Sales & Advertising: Connecting the Dots with Sophia Bernard

criteria for success

Happy Monday, Let's Talk Sales listeners! This week's featured guest is Sophia Bernard. In today's episode, we stray away from sales to learn a bit about the worlds of advertising and public relations.

Prospecting: 5 Trends You Should Know About Prospecting Going Into 2021 | Donald Kelly - 1393

Sales Evangelist

2020 has gone and now we’re making our way into yet another year. In this episode, Donald talks about the 5 trends that you should know about prospecting that we can use to improve our sales game this year. Know the sales stats 40% of businesses did not meet their revenue targets last year.

How to Create a Targeted B2B Customer Profile

Zoominfo

The email inboxes of B2B executives are already filled with so much marketing clutter. Decision makers are often only interested in sellers that know exactly who they are and what they want.

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Sales & Marketing: Earning Trust with Sophia Bernard

criteria for success

Happy Monday, Let's Talk Sales listeners! This week's featured guest is Sophia Bernard. In today's episode, we stray away from sales to learn a bit about the worlds of advertising, marketing and public relations.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Customer Lifecycle: How to Make Upsells and Renewals a No-Brainer [+Action Tips]

Zoominfo

Customer lifecycle success hinges on making every customer a priority — from how soon your rep responds to a request to following up quickly after a demo. Does your team have the process down? What is the Customer Lifecycle (and Why Every Sales Rep Should Care)?

Success Story | Oil & Energy Company

MarketJoy

Many of the Oil & Energy businesses that we work with don’t just want one-off, short-term relationships with their clients, they want to build repeat business. The post Success Story | Oil & Energy Company appeared first on MarketJoy.

The Secrets to Measuring and Managing Sales Performance

Selling Energy

Akin to our Recession Selling online course , this week’s book recommendation is a treasure trove of strategies for sales management.

Success Story | IT Company

MarketJoy

Discovering who your target audience is, what competition there is for your goods and services or who the right person is in a target organization to have a meaningful conversation with can be problematic. The post Success Story | IT Company appeared first on MarketJoy.

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. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

“Free” Is Meaningless If The Customer Doesn’t Care!

Partners in Excellence

Someone has been prospecting me. I’ll own up to it–normally I ignore 95% of the prospecting attempts people make. Most is poorly researched, irrelevant, and poorly executed. Spending any time–even responding is a waste of my time. But some prospecting attempts standout as being perhaps being a little better than mediocre (It’s a shame I had to set the bar so low).

Best cold calling scripts to boost sales in 2020 (and beyond)

PandaDoc

You might think that cold calling for sales pitch might be a thing of the past, but did you know that 92% of customer interactions still happen over the phone? But despite those numbers, the success rate for cold calls is appallingly low.

4 Amazing Marketing Automation Tips for Small Businesses

Pipeliner

Marketing automation has become a necessity, especially now that every business is incorporating digital systems into their operations.

How to Write a Sales Plan in 8 Easy Steps (with FREE Template)

Klozers

Reading Time – 4 minutes You can unsubscribe anytime. For more details, review our Privacy Policy. I accept the websites Terms & Conditions I want my Sales Plan Template That’s it! Please check your email 1.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

Developing Great Leaders (video)

Pipeliner

How to become a great leader? In this Expert Insight Interview, Neil Thubron discusses developing into great leaders. Neil Thubron is an executive coach, motivational speaker, best-selling author, and event organizer at Extreme Energy Ltd. The interview discusses: Characteristics of a great leader.

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Podcasts, Certifications, and Ebooks Galore: Our Favorite Content Picks from 2020

Lessonly

Here’s one thing I know: There’s A TON to look forward to in this fresh new year for the Lessonly team. But, we’d be remiss to keep rolling full steam ahead without taking a moment to look back and reflect on some of our favorite content from 2020. .

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🎧 4 Problem Solving Styles and How to Sell to Each

Pipeliner

When finding a solution to the problem, people prefer one of these four styles – clarifying, ideating, developing, or implementing. Hence, today’s guest in Expert Insight Interview is Sarah Thurber, and she discusses how to understand and deal with each of the four problem-solving styles.