Tue.Jun 29, 2021

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Time To Demo Your Change

The Pipeline

By Tibor Shanto. I have always said that ‘demo’ is a four-letter word, as bad as any. Not the act of doing ‘a demo’, but more about timing and the purpose for one. All the people that came before you have taught buyers some bad habits. As always, you have a choice. You can cop out, and do the demo you think they want, or deliver a demo that moves deals?

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The New World of Hybrid Sales Requires Brushing Up On Some Old Skills

Sales and Marketing Management

Shawn Channell of Just Launch Training and Consulting says the pandemic revealed to sales managers and their reps that they need to fine tune their skills in communicating with prospects other than face-to-face. The post The New World of Hybrid Sales Requires Brushing Up On Some Old Skills appeared first on Sales & Marketing Management.

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The End of One-Size-Fits-All Sales Enablement

Allego

2020 was a transformational year for sales organizations. The challenges caused by COVID-19 launched a boom in virtual selling and an estimated 90% of B2B sales are now virtual. > Watch Now: How to Use Rep-Centric Sales Enablement to Future-Proof Your Revenue Engine. Sales organizations ramped up tools and tactics to support this new paradigm, with mixed success: 48% of sales professionals say remote selling has made it harder to close deals. 62% of sales professionals say they’ve lost a sal

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‘Live Your True Life’ — ZoomInfo Embraces its LGBTQ+ Workers

Zoominfo

Companies should strive to create a welcoming environment for LQBTQ+ employees that goes beyond putting a rainbow design on a corporate logo or making donations once a year. Much like Pride Month itself took decades to gain full influence — it originally commemorated the Stonewall Uprising in New York City in 1969 — building a supportive community at ZoomInfo has taken years of hard work and investment.

Hiring 100
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Sales Strategy: 6 Steps to Increase Conversion Rates

LeadFuze

When working within a business, it’s easy to get into the mindset of just wanting to get things done. However, much like warfare, if you charge into battle without a proper sales strategy, you’re running blind. This means anything that jumps out to try and get you is more than likely going to succeed. However, if you take a step back and take the time to plan and organise yourself and your team, you’re greatly increasing your chances of success.

More Trending

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How We Onboard New Hires Remotely at Asana

Guru

When companies suddenly shifted to remote work in early 2020, teams that were still hiring grappled with how to onboard new hires from different locations. This has been—and will continue to be—true for leaders of globally distributed, remote, or hybrid teams. The crucial difference is that leaders now have the time—and space—to be more intentional about how they approach remote onboarding and create meaningful experiences going forward.

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Nimble Releases New Add-in for Microsoft Teams

Nimble - Sales

Business professionals rely on their favorite communication applications like Microsoft Teams to connect with prospects and customers and collaborate with their teams. That’s why we are excited to share that we have built an in-app add-in for Microsoft Teams! This add-in will enable users to prepare before meetings, log details during meetings, and most importantly […].

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8 Must-Try Sales Role-Play Scenarios That Will Prepare Your Team for Every Selling Situation

Mindtickle

Whether you’re taking up a new hobby or developing on-the-job skills in a sales role, it’s true what they say: Practice makes perfect. There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. Role-play sales training exercises have long been recognized as a powerful training tool for good reason — because they work.

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Data vs. Information in RevOps Decision Making with Jim Lee

Sales Hacker

If the word “cohesion” doesn’t come up in a definition of RevOps, you’re missing the whole point. Join our first discussion about the role and impact of RevOps, as well as how to become a truly data-driven company. In this episode, we interview Jim Lee, VP Revenue Strategy at Outreach, about how operations expresses the entire org’s strategy — and much more. powered by Sounder.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Sales Effectiveness: Translating Enablement Efforts Into Tangible Sales Results

Showpad

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Sales effectiveness is the domain where enablement collaborates with sales management to translate enablement efforts into tangible sales results. This is the domain where we need absolute clarity on responsibilities. . Sales effectiveness is where enablement efforts translate into sales results.

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Winning Government Contracts with Dr. Kizzy Parks

criteria for success

Happy Tuesday, Let's Talk Sales listeners! This week's guest is Dr. Kizzy Parks. She’s the Founder & President of both GovConWinners , helping service-based small businesses learn how to win government contracts, as well as K. Parks Consulting, Inc. , where she provides services directly to the government. Dr. Parks been awarded over $50 million in federal government contracts. .

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Why Should a Business Consider Using Retargeting?

Pipeliner

It takes time, money, and effort to bring people to your website. Once they’re there, they might read some of your content, review your products – and maybe even load up a shopping cart. But what happens when they leave? Without a strategy in place, this is basically a lost opportunity. But with retargeting, you’ll have a chance to reclaim this potential sale.

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You Are Not Your Number

Sales Hacker

Sales is a roller coaster. Sometimes you’re flying high, and sometimes you’re hurtling towards the ground at Mach 3. Ian Koniak, Senior Account Director and #1 seller at Salesforce, learned the hard way that tying your self-worth to your numbers was a one way ticket to stress, frustration, and addiction. In this session, he’s going to share how you can get off the ride from hell, and instead find joy and fulfillment outside of work.

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Don’t Let the Uncontrollable Control

Braveheart Sales

Some of you know that I am a golf fanatic. I love the walk through nature, the camaraderie of my golf buddies, and the competition it provides me against the course. And while I know and accept that it should be a competition between me and the course, it frequently ends up as a competition between me and myself. And sometimes, I don’t take full responsibility for my outcomes on the golf course.

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The Ins and Outs of the Average Deal

Chorus.ai

No one ever got into sales (or at least stayed in) because it was easy. But between the challenges of virtual sales calls, increased C-Suite participation , and motivated competition, driving a successful deal forward is no small task. But just how challenging is it really? We've collected the data behind the average deal to answer that question. Our data shows that the average closed-won deal takes around 46 days.

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8 Must-Try Sales Role-Play Scenarios That Will Prepare Your Team for Every Selling Situation

Mindtickle

Whether you’re taking up a new hobby or developing on-the-job skills in a sales role, it’s true what they say: Practice makes perfect. There’s only so much that a seller can digest through sales onboarding and training content — and in order for a rep to truly hone their skills, they must practice. Role-play sales training exercises have long been recognized as a powerful training tool for good reason — because they work.

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4 Customer Profiling Questions

Selling Energy

Before you reach out to a prospect, do you take the time to research the company to determine their likelihood of buying? Not every prospect in your target market is a good one. Go after quality, not quantity. It’s crucial that you research the company and acquire as much information as possible about their decision makers, finances, and current situation and perspectives on energy-related solutions.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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5 Things Every Sales Leader Should Do

Chorus.ai

Mike McDonough and Liana Meringolo recently sat down to discuss five crucial things that sales leaders can do to help their reps succeed. While we definitely recommend watching the entire recording, we've collected a handful of key insights (all under one minute!) from their conversation. Watch the Video. Creating a culture of openness starts at the top.

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What is Sales Readiness? (And Why it Matters)

Mindtickle

There’s a cruel reality facing many revenue leaders today: most sellers aren’t ready to adapt to the fast-changing business environment they face daily. It’s not that they aren’t talented; it’s that traditional sales training and enablement programs are failing them. While the statement sounds hyperbolic, plenty of research supports it.

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Sales Readiness: Engaging and Empowering Your Sales Force to Thrive in a Remote-First World

Showpad

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Sales readiness is the enablement domain that connects the dots to engage and empower your sales force. This domain covers impactful knowledge transfer and effective skill development, and is supported by targeted coaching across the entire sales cycle.

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Compensation Plan or Accountability Plan?

Braveheart Sales

Most salespeople are not motivated by money. I wrote about it recently. They instead have their own reasons for executing and achieving. Now don’t get me wrong. By and large, salespeople would love to be paid more for their work, who wouldn’t? But as I pointed out previously, 74% of salespeople, whether top tier or not, are motivated by accomplishment, winning, providing guidance to a client, or any number of other reasons and not solely by money.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Essential Tips to Ensure a Trustworthy Website for your Online Shopping

Pipeliner

Online shopping has dramatically changed the way that the world operates with many people opting to relax in the comfort of their homes while scrolling through a catalog of thousands of items. While online shopping has presented a serious convenience factor, much like an online casino, where you’ll no longer need to wait in lines or battle to find an adequate parking spot.

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LIVECAST: Leslie Douglas hosts “Filling the Funnel Workshop”

John Barrows

The post LIVECAST: Leslie Douglas hosts “Filling the Funnel Workshop” appeared first on JB Sales.

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What is Sales Readiness? (And Why it Matters)

Mindtickle

There’s a cruel reality facing many revenue leaders today: most sellers aren’t ready to adapt to the fast-changing business environment they face daily. It’s not that they aren’t talented; it’s that traditional sales training and enablement programs are failing them. While the statement sounds hyperbolic, plenty of research supports it.

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Designing Complex Governance Structures

Nyden on Negotiation

The goal of a governance structure. To design and institutionalize an effective, collaborative governance structure to deliver strategic insight. (Institutionalize, means have a system in place that works even though key individuals leave the organization, and even if the champion moves on to other initiatives.). The key to your success is to develop consistent, formalized processes, reporting, and roles structure.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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Buyer Engagement: Delivering the Best Buyer Experience Wins

Showpad

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. 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. Additionally, it’s crucial that they can tailor their approach and their messages in each buyer interaction in a valuable, relevant and differentiating way.

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Complexity in workforce planning is inevitable; perplexity is preventable

Anaplan

Workforce planning problems can seem daunting at first. Breaking them down and organizing the parts can make planning more manageable and more agile.

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Sales Content Management: Mastering The Content Chaos And Empowering Modern Sellers

Showpad

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Content management is all about the storage, management, distribution and governance of content assets. With the term “content assets,” we mean all assets that customer-facing professionals need along the entire buyer journey to effectively serve their prospects and customers.