SBI Growth
APRIL 24, 2020
These are truly challenging times. To adapt to this new normal, COVID-19, you are likely rethinking your go-to-market strategy. Companies need to reallocate go-to-market resources (people, money, and time) in order to capture opportunities in the short-term, as well as.
Anthony Cole Training
APRIL 24, 2020
In this blog article, we discuss the similarities between the NFL Draft and hiring better salespeople and increasing sales. Like the draft, sales managers must do their best to discover if their potential candidate is a fit not only for the particular sales role, but the organization as well.
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Hubspot Sales
APRIL 24, 2020
As a Millennial, I’ve spent the past decade rolling my eyes at the media’s portrayal of our generation. Whether depicted as participation trophy-holding underachievers who prioritize avocado toast over homeownership and carelessly destroyed various industries or constantly being mistaken for Gen Z , Millennials haven’t been portrayed in a positive or even neutral light.
Sales and Marketing Management
APRIL 24, 2020
Author: Jeff Kalter When it comes to building a winning B2B sales strategy, forget about business as usual. Whether you’re managing inside or field sales, gut instinct needs to take a back seat to data-driven insights. In today’s crowded and highly competitive sales environment, your reps need all the insight they can get if they’re going to close sales, meet quota and grow the business.
Advertiser: ZoomInfo
Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Zoominfo
APRIL 24, 2020
At ZoomInfo, data is our passion. We live, breathe, and obsess over how to deliver B2B intelligence that unlocks go-to-market success. And in that pursuit, we’ve learned data is best served with context. So, let’s start there. Flashback, to just a month and a half ago, the week of March 9th. Over a jarring two day stretch, the World Health Organization (WHO) officially declared COVID-19 a global pandemic , and a day after that, it was declared a national emergency in the US on the same day the N
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Zoominfo
APRIL 24, 2020
At ZoomInfo, data is our passion. We live, breathe, and obsess over how to deliver B2B intelligence that unlocks go-to-market success. And in that pursuit, we’ve learned data is best served with context. So, let’s start there. Flashback, to just a month and a half ago, the week of March 9th. Over a jarring two-day stretch, the World Health Organization (WHO) officially declared COVID-19 a global pandemic , and a day after that, it was declared a national emergency in the US on the same day the N
Drift
APRIL 24, 2020
What does “good” look like? Most of us sellers know what a good email looks like. We know what a good cold call sounds like. And we’ve even read a few good LinkedIn requests too. But what does good look like when it’s in the form of a personalized video? Yes, video. Your new favorite medium. Now that many of us are working from home, video is the only option we have to connect with many of our.
Sales Hacker
APRIL 24, 2020
It doesn’t matter what company you work for; what stage you’re at in your sales career; or whether you prefer to use emails, phone calls, or LinkedIn messages when you’re prospecting — the biggest problem that all sales and customer success reps struggle with is still the same: ensuring your ideal prospects convert. According to Salesforce, an average of 58% of the deals in your pipeline will stall.
Nimble - Sales
APRIL 24, 2020
When people think about CRM software, they usually picture a sophisticated tool that is made for salespeople and big businesses. But CRM can help any business, including eCommerce stores. By using CRM software for your eCommerce store, you’ll be able to offer better customer support, increase sales, and get more organized. In this article, I […].
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Sales Readiness Group
APRIL 24, 2020
I recently presented to the Women Business Owners (WBO) association on this topic. It was interesting to share thoughts and hear business owners' perspectives on how we can best engage with customers during this crisis.
Vainu
APRIL 24, 2020
You’ve worked hard to craft a beautiful website, you’ve created thoughtful content pieces for your target audience to interact with, and you finally start seeing a steady stream of inbound leads coming in.
Sales Gravy
APRIL 24, 2020
On this bonus Selling in a Crisis Daily Sales Briefing, Jeb Blount and and Jeffrey Gitomer discuss what you should be doing now to get ahead of the curve and read for recovery on the other side of the coronavirus shutdown. On this bonus Selling in a Crisis Daily Sales Briefing, Jeb Blount and and Jeffrey Gitomer discuss what you should be doing now to get ahead of the curve and read for recovery on the other side of the coronavirus shutdown.
Pipeliner
APRIL 24, 2020
Most salespeople believe they are ethical and committed to customer success. Our mantra: “Treat customers like you would like to be treated.” If we could, we’d brush our teeth thrice daily with these words. Unfortunately, companies worshipping at the Maximize Shareholder Value altar have trashed and trampled this ideal. Wells Fargo, VW, and Purdue Pharma come to mind.
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
The Center for Sales Strategy
APRIL 24, 2020
- MOTIVATION -. "Whether you think you can, or you think you can't, you're right.". -Henry Ford. - AROUND THE WEB -. > Building A High-Performing Virtual Selling Channel– Forbes. Virtual selling is now fundamental to growth in a market where remote selling is the “next normal” as the coronavirus pandemic has forced over 4 Billion consumers, customers, employees, and salespeople to stay at home.
Tenbound
APRIL 24, 2020
None of our SDRs were making quota…. Rewind the clock a few years, I was at a Unicorn, everything should have been going great. But our 25 SDRs were struggling. Each week we gave them over 3,000 fresh MQLs, but none of them made quota. We just fired our 2nd CMO and 3rd SVP of Sales, both of whom were successful at previous companies. I was asked to step in and “fix” it.
Engage Selling
APRIL 24, 2020
Over the next four weeks, we will be sharing special content that’s specific to the COVID-19 crisis. In particular, we will be exploring strategies that you can implement as sellers and sales leaders in order to: 1.
Chorus.ai
APRIL 24, 2020
Watch the Video. On today’s Daily Briefing, Jim Benton was joined by Jenn Haskell , the Director of Sales Enablement at Everbridge. They discussed how companies are enabling their sales teams to address the current climate and prepare for the eventual acceleration. Here are the numbers: Overall cold call dials are down 35% since January Connect rates are holding steady Timeline risk mentions are below peak, but still far above pre-COVID levels Employment risks are up since the beginning of March
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Sandler Training
APRIL 24, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How To Succeed at Sandler Rule #16 – Never ask for the order; make the prospect give up [PODCAST] appeared first on Sandler Training.
Tenbound
APRIL 24, 2020
Jason started off studying biology, but quickly realized he didn’t want a research job. Instead, he wanted a career where he could interact with people and solve problems. Specifically, he was always fascinated by how people make their buying decisions. That fascination has helped him excel in Sales Development. In this interview, he shares how his team is raising awareness of a new industry.
Selling Energy
APRIL 24, 2020
Organization is key. That's why we dedicate a day of our blog every week to time management and productivity tips. Today, I’d like to offer some important tips on streamlining your approach to prospects, particularly if you’re dealing with different segments and locations.
Emissary
APRIL 24, 2020
We’re continuing last week’s panel discussion, where Emissary CEO Allen Mueller discussed the impacts of today’s unprecedented climate on the technology sector with three members of the Emissary community: Cheryl, former SVP of Technology at Salesforce, Jim, former CIO of Microsoft, and Geno, former Senior Director of Technology at Expedia. Here, more insights on the way technology organizations are facing these changes and challenges.
Advertiser: ZoomInfo
Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.
Corporate Visions
APRIL 24, 2020
The post Why Isn’t Everyone Whiteboarding? by Tim Riesterer appeared first on Corporate Visions. A new survey shows that 77 percent of salespeople rely on PowerPoint for their in-person presentations, while only 6 percent use whiteboarding. The whiteboard vs PowerPoint disparity jumps even higher in remote sales situations, where slides are used more than 83 percent of the time while using a digital whiteboard or annotation of any type drops to below 4 percent.
Pipeliner
APRIL 24, 2020
Prospecting often makes businesspeople break out in a cold sweat. It has been harder than ever in recent years to get referrals and prospects to potential customers. In order to successfully prospect to clients, salespeople and sales managers have to learn new techniques and new tactics in order to grab the attention of consumers and turn them into your clients.
Corporate Visions
APRIL 24, 2020
The post Why Isn’t Everyone Whiteboarding? by Tim Riesterer appeared first on Corporate Visions. A new survey shows that 77 percent of salespeople rely on PowerPoint for their in-person presentations, while only 6 percent use whiteboarding. The whiteboard vs PowerPoint disparity jumps even higher in remote sales situations, where slides are used more than 83 percent of the time while using a digital whiteboard or annotation of any type drops to below 4 percent.
criteria for success
APRIL 24, 2020
Today's quote from Alicia Keys about teamwork. Read on to learn more about this week's Let's Talk Sales inspiration! Alicia Keys Quote. In case you’ve been living under a rock, Alicia Keys is an American music superstar. Alicia has won 15 Grammys and has sold over 65 million records worldwide. She’s also known for her humanitarian work and activism as she co-founded and is the Global Ambassador for a nonprofit HIV/AIDS organization Keep a Child Alive.
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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Corporate Visions
APRIL 24, 2020
The post Why Isn’t Everyone Whiteboarding? by Tim Riesterer appeared first on Corporate Visions. A new survey shows that 77 percent of salespeople rely on PowerPoint for their in-person presentations, while only 6 percent use whiteboarding. The whiteboard vs PowerPoint disparity jumps even higher in remote sales situations, where slides are used more than 83 percent of the time while using a digital whiteboard or annotation of any type drops to below 4 percent.
The Accidental Negotiator
APRIL 24, 2020
Logrolling provides opportunities to generate mutual gains Image Credit: Richard Hurd. When we enter into a negotiation, we are thinking about one thing: what we’d like to use our negotiation styles and negotiating techniques to get out of the negotiation. Let’s face it, we’re rather self-centered when it comes to planning how our next negotiation is going to turn out.
Pipeliner
APRIL 24, 2020
With a record number of people working from home due to the recent Covid-19 pandemic, it can be very difficult for employees and managers to keep things running as smoothly and productively as possible. It’s difficult to achieve maximum productivity while trying to make adjustments to more people virtually commuting and virtually working. Eric Bloom is an expert on influence and productivity in the workplace, and he discusses how to make the best of a remote workplace situation in this expert sa
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