Tue.Jun 23, 2020

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How to Achieve Revenue Recovery for B2B Sales

Hubspot Sales

Sales teams are being tasked with navigating and selling in an uncertain business environment. As the global economy regains its footing after the fallout from COVID-19, business leaders are focused on finding a new way to protect the bottom line and their communities at the same time. Many organizations are already taking steps to build a roadmap that will guide their teams and their customers through to the marketplace of tomorrow.

Revenue 110
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5 Signs Your Pipeline Reviews Are Failing

InsightSquared

Ugh, not another pipeline review! We all have those meetings we dread but are forced to sit through every week because it’s part of the process. Some of them are actually useless and can be removed from the calendar, while others carry immense value, but lack the structure and accountability to realize it. . As a team leader, you hold weekly or biweekly pipeline reviews with every rep to gauge the health of their active deals.

Pipeline 118
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Cold Emailing During the Upswing – The Best and Worst of June 2020

Cience

When it comes to outbound email, there are many important things to consider. Here’s a few examples: Writing to a specific audience based on persona and industry Using the right tone and cadence Keeping your email short, enticing, and readable (at an elementary level). These are just some of the most important aspects of any great outbound email that create positive engagements.

Outbound 105
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How Much Has Video Impacted the Way We Sell?

Understanding the Sales Force

Back in the old days, when you wanted to copy something, you would have said, "I'm going to Xerox this." And for years when you needed a tissue you would have asked for a Kleenex. And when you wanted to clean your ears you would have asked for a Q-Tip. All three of these are examples where the brand and the product were one in the same. We're getting to that same point with Zoom video, where more than half of all salespeople are now using Zoom!

Video 275
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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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Smart Calling – Art Sobczak’s Classic Updated

The Pipeline

By Tibor Shanto. Want to split a room of salespeople, just bring up cold calling. Most will tell you it doesn’t work. Which immediately tells you who doesn’t cold call routinely. If they did, they would be singing a different tune. The same tune the minority who doesn’t object to the rewards a little effort can deliver. I understand why people do not like cold calling, I don’t like it either, I just make the connection between my next call and my next beach holiday.

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Is your Team Ready for Virtual Selling Success in Q3: 5 Key Questions to Ask

SBI

Is your Team Ready for Virtual Selling Success in Q3: 5 Key Questions to Ask. Sales teams have faced a long list of challenges this year due to the pandemic. Travel restrictions and meeting cancellations have put quotas at risk. Even with some states reopening, in-person meetings are rare. This has left many teams wondering how prepared they are for Q3.

Hiring 143
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Can you Walk Your Story Talk or just Spiel the Blah-Blah-Blah?

Babette Ten Haken

Do you credibly walk your story talk through every phase of each project? Not only to create a compelling business case or project narrative. End of story. But also, to build strategic relationships throughout the breadth and depth of your own and your clients’ organizations? The never-ending story. Similarly, do you spiel the sales blah-blah-blah long enough to close a contract?

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Top reasons why SaaS business owners must invest in a sales CRM

Salesmate

Every business is revenue-driven. SaaS businesses that have just started out in the market have to make their resources last for a longer time for maximizing the profit margin. This is a simple cycle of extending their stay in the market and compete. As a business, you have to start out with little expandable resources and you have to follow a strict plan of action for the customer base, the finance, the market research, and logistics!

CRM 126
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Do Your Friggin Homework!

Partners in Excellence

We struggle with achieving goals and producing results. Whether it’s prospecting or working a deal, we diminish our impact and results because we aren’t doing our homework and preparing ourselves and our customers/prospects to accomplish our shared goals. It starts with our prospecting and establishing new relationships. For example, this morning I get a LinkedIn invitation from someone in the ‘protection and counter-terrorism” field.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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How to Succeed When the Sale Goes Sideways [PODCAST]

Sandler Training

Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways. In this episode: Throw your current proposal out the window Don’t let the “sunk cost fallacy” get in your way Be emotionally unattached from the outcome You can’t lose anything you don’t have Empathize with your prospect Go back and reset You… The post How to Succeed When the Sale Goes Sideways [PODCAST] appeared first on Sandler Training.

How To 117
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Elevate Employee Engagement— Engagement Elevator: Earned Trust

The Center for Sales Strategy

Highly engaged employees describe their company as authentic because they are who they say they are. They live their core values , rewarding those who demonstrate them and not tolerating those who don’t. It’s no secret that when your employees are engaged, they are emotionally committed and willing to give their best at work.?That’s because engaged employees feel as though they have a stake in the game and a sense of purpose which makes them willing to give it everything they’ve got to achieve s

Company 98
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Allego Reveals Future of Training at First S3 Virtual Showcase

Allego

Companies around the world are rethinking conferences and meetings, and Allego is no exception. Last week, we hosted our first-ever S3 Virtual Showcase, attended by nearly 700 sales, training, and learning and development professionals from over 130 leading companies. This forward-looking combination of streaming and pre-recorded content leveraged the Allego platform to accommodate attendees’ unique work-from-home environments.

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Email Response Etiquette: 8 Mistakes To Avoid

InsideSales.com

There is no doubt that emails are a great tool in the B2B sales industry, particularly when marketing and prospecting. However, it’s easy to make numerous mistakes that can make your email response look unprofessional and spam-like. Here are some common mistakes about email response and how to avoid them. RELATED: THE ULTIMATE LIST OF FOLLOW UP EMAIL SUBJECT LINE EXAMPLES.

Hiring 98
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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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Does LinkedIn InMail (Really) Work for Lead Generation?

Sales Hacker

Does LinkedIn InMail actually work for lead generation? The short answer is, it depends. LinkedIn has a reputation for high engagement for sales and high cost for marketing. And plenty of B2B brands already use the paid features of LinkedIn to great effect. That’s why the more important question isn’t whether InMail works, but whether it will work at scale, within your budget.

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Sales Management Coaching Skills For Growing Tech Companies

Sell Integrity

All tech companies want to build a world-class culture, and front-line managers play a pivotal role. What kind of conversations are your front-line managers having with their customer-facing teams? By Mike Esterday. The company was growing fast. With sales booming, several top salespeople were promoted to manager roles, and the expectations were high.

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Cincom and Ciellos Announce Partnership

Cincom Smart Selling

Companies Join Forces to Deliver a Better Way to Configure, Price and Quote Complex Products and Services. Cincinnati, OH (June 23, 2020) – Cincom Systems, Inc., a global supplier of enterprise software solutions, announced today that it has entered into a partnership with Ciellos, a services firm that develops and manages products and integrations to Microsoft Dynamics , to implement CPQSync by Cincom.

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How to Leave a Voicemail that Prospects Actually Want to Get

LeadFuze

Let’s be honest. It isn’t easy to get a prospect to listen to voicemails these days. And if they do listen, they rarely return the call. So why bother? Are prospecting voicemails even worth the effort? . Absolutely. And here’s why: 57% of C-level and VP buyers prefer to be contacted by phone–that’s the good news. The bad news is that you usually have one shot and a very small window of time to grab their attention.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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LIVECAST: John Barrows hosts “Driving to Close” (Coming Soon!)

John Barrows

The post LIVECAST: John Barrows hosts “Driving to Close” (Coming Soon!) appeared first on JB Sales.

Closing 80
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PODCAST 115: Improving Customer Experience: Your Magic Key to Success with Leah Chaney

Sales Hacker

This week on the Sales Hacker podcast, we speak with Leah Chaney , the Chief Experience Officer for BetterGrowth, a customer support agency she founded. Leah has been a pioneer for customer experience practices for the last two decades, focusing her work on putting customers at the heart of SaaS and service-based technology organizations. When not coaching teams on how to build a service-centric customer experience organization, she is snuggling her two pug mixes, re-watching The Goonies for the

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#104: Julie Hansen, Founder of Performance Sales and Training — Creating Connection with Video

Xvoyant

The sales world has changed, and many sales leaders are wondering how to rewrite their sales playbook. Julie Hansen, Founder of Performance Sales and Training, shows us how video has become not just a critical platform for sales success, but a critical skill as well. Julie is an expert at using modern sales tools and processes like video to sell, and can help your team learn, apply, and internalize winning skills to deliver a persuasive, compelling presentation or demonstration that wins busines

Video 62
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How Your Lead Conversion Process Makes a Difference in Sales - Nicolas Vandenberghe

Sales Lead Management Association

Marketing knows that lead conversion is a process. The lead conversion process you choose, says Nicolas Vandenberghe, CEO and Founder of Chili Piper, will make you a winner or loser. This program is for marketing management because you control the process and sales management because you have to make quota.

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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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Practice Your Pitch

Selling Energy

From the minute you hop on a zoom meeting with a new prospect, you’re being evaluated on your demeanor. No matter how valuable your product or service is, if your prospect detects something amiss, your odds of closing the sale plummet. So how do you make sure you are making the best possible impression? Try out your smartphone’s camera and take a “selfie” video of your online presentation.

Video 59
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TSE 1307:How To Get Cold Prospects To Genuinely Listen

Sales Evangelist

How To Get Cold Prospects To Genuinely Listen Every call to a prospect provides an opportunity to get a sale. Your job is to move the odds in your favor and you do this about strategizing the right approach in that initial call. With the right preparation, your prospects will genuinely want to listen to what you have to say. About 25% of the phone calls you make are answered by the person you are reaching out to.

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Putting Your Heart into Your Work

Paul Cherry's Top Sales Techniques

A gymnastics teacher was taking his students to the final session. All the students passed with flying colors — except for one individual. At the horizontal bar, the student literally froze. When approached by the teacher, he said, I just can’t do it, I’m afraid. In which the teacher said, “sure you can do it.” And the boy responded, “but no I can’t.

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Get Lean and Mean, and Bigger, Stronger, Faster, Too

Braveheart Sales

It’s official. We are in a recession, so business leaders need to be lean and mean. Sometimes that means making cuts: Maybe expenses, maybe headcount. If it’s the latter, be especially aware. When leaders consider reducing headcount in their sales force, too often they hang onto the veterans who manage the largest accounts or who are responsible for the biggest book of business.

Hiring 52
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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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Listening Is The Key To Building Trust

Pipeliner

When we think about inside sales or telesales, we immediately think about talking and often forget how listening is just as important factor in successful communication of any kind. In today’s interview hosted by John Golden, the inside sales expert and founder of upyourtelesales.com, Lynn Hidy, talks about the skill of listening and how becoming a better listener can improve your performance as a salesperson and your relationship with your clients.

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Sales Management in Times of Crisis: A COVID-19 Management Plan

CommercialTribe

With June nearly over and the initial shock of the COVID-19 crisis behind us, sales management teams are focusing on building a plan to come out stronger on the other side. But in this environment, it can be difficult to act proactively. With states and cities reopening at different rates and cases rising in some parts of the country while falling in others, no one knows exactly how the economy will respond.