Wed.May 05, 2021

article thumbnail

3 Audience Segmentation Trends Shaping Digital Marketing in 2021

Zoominfo

Imagine showing your advertisement to a stadium of 50,000 people. If you were a marketer twenty years ago, you would have given anything for this scenario. But times have changed. In 2021, digital marketers are segmenting audiences and focusing on quality over quantity. You’re better off getting your advertisement in front of 100 people in a single row of that stadium—as long as they’re good-fit prospects.

Segment 246
article thumbnail

How hostage negotiators win - and how you can too

Membrain

Kirk Kinell knows negotiation. For more than 20 years, he was a professional hostage negotiator, who went on to train other hostage negotiators and to build programs to improve the effectiveness of those negotiations.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Three Ways Sales Leaders Balance Short- and Long-Term Goals

Force Management

I often have the conversation on “balancing long- and short-term sales goals” with sales leaders. Finding the time to fix execution gaps that you know exist, while in the flurry to hit your number is a common challenge. So the question becomes, “How do you handle the pressure of the quarter while ensuring achievement of the long-term goals for your sales organization?”.

article thumbnail

Close This Performance Gap, Get More Appointments

The Center for Sales Strategy

Even your best sales reps aren’t immune to sales performance gaps. There are common gaps like not following the sales process, poor listening skills, not properly preparing for calls, not identifying valid business reasons (VBR) early in the process… the list continues. However, one of the most common sales performance gaps that you need to close in order to boost revenue is right at the very beginning of the sales process.

Closing 115
article thumbnail

Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

article thumbnail

How Nimble Helps Semrush Take Their Influencer Marketing to the Next Level

Nimble - Sales

Company Name: Semrush Company Size: 900+employees across 5 countries (USA, Russia, Cyprus, Poland, and Czech Republic) Industry: Digital marketing Use Case: Contact Management, Influencer Marketing Customer Name: Nicole Ponce Title: Influencers Manager Website: [link] Features: Segmentation, Saved Filters, Custom Fields, Email Templates, and Nimble Prospector Semrush is a leading online visibility management SaaS platform that […].

More Trending

article thumbnail

David Dulany: Large Conferences, Contracts & Just Going For It

Tenbound

By Ollie Whitfield Trying to grow your business from the ground up? Shawn Finder and Ollie Whitfield interview Founders, CEOs and revenue leaders from businesses between 0 and 5 Million in ARR (Annual Recurring Revenue) to find out how they did it. Subscribe and listen if you want to learn how the best in the business did it, so you can too. If you have sales reps or are selling yourself.

article thumbnail

How to Sell through LinkedIn

RAIN Group

Unless you’ve been living under a rock, you know social media, especially LinkedIn, plays an important role in sales. But you may be surprised by just how big that role is. According to LinkedIn research, 89% of top sales professionals find social networking platforms such as LinkedIn important to closing deals. Indeed, our own research reveals the majority of buyers—82%—will review your LinkedIn profile, and, yes, judge you, before accepting a meeting or otherwise connecting with you.

article thumbnail

Four tactics for smarter demand planning

Anaplan

The pandemic spotlighted growing challenges to demand planning practices. We have guidance on how to do better in the new reality.

How To 105
article thumbnail

Doing The Math,,,,,

Partners in Excellence

Sales (and marketing) is a numbers game! Well, kind of, but…… Let me backtrack. Too many organizations are driven by the numbers and “math” of sales and marketing. They think the way we drive performance is manage to the numbers and math equations. Let me give a very simple example: (Number of dials) x (Answer rate) = (Number of prospecting conversations).

article thumbnail

How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

article thumbnail

Mediocrity is Rewarded Through Growth

Adaptive Business Services

Throughout my life, I have achieved a variety of skill levels ranging from “outstanding” to “mediocre at best”. More often it has been the latter rather than the former and “mediocre” is that gray area that lies between “crummy” and “average”. However, these statuses all represent and opportunity for growth! Many skills, sports would be the best example, tend to decrease with age.

Sports 71
article thumbnail

Figuring Out Networking

Partners in Excellence

“Networking” is critical for all of us. Both in developing new professional and business relationships, and socially, just getting to know more and different people. We can learn so much new by networking and developing relationships with others. Networking has always been a bit of a challenge to me, since I’m naturally a bit shy and introverted.

article thumbnail

Aligning Sales and Marketing to Close More Deals

LeadIQ B2B Sales Prospecting

It’s time to face the music: marketing and sales departments rarely get along. Here are our 6 tips on how to create sales and marketing alignment to close more deals.

Closing 98
article thumbnail

“Tell Us Your Top Business Challenge”

Partners in Excellence

A very large telecom company sent me this marketing email. It was one of those, “Dear Occupant Or Current Resident” emails. The subject line was “ Tell us your top business challenge.” The message continued, “ Our experts want to help your business thrive. ” There were links to resources about their products. Then the message went on, “ It’s your turn to tell us what you want to know.

article thumbnail

Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

article thumbnail

Sales Leaders, the Cavalry Has Arrived!

Jonathan Farrington

We all totally get it (at least I hope we do) that the skills required for managing, mentoring and developing a sales team are totally different from those required for selling – sounds obvious, but it is a point which must be re-iterated. As a result, it’s not uncommon to find newly promoted sales managers […].

article thumbnail

The Best Retail LMS for Enterprise Brands: How to Onboard Employees Quickly and Boost Engagement

Bigtincan

Upgrading to a modern LMS is one of the best ways to boost employee performance in a modern retail environment. This is because employees often find old paper- and desktop pc-based training systems tedious and difficult to reference, so training is hard to implement and quickly forgotten. We’ve worked with large, multinational retailers with hundreds […].

Retail 52
article thumbnail

29 Cold Calling Tips to Close More Sales

LeadFuze

What is Cold Calling. Cold calling is a sales technique that involves calling prospective customers or clients to make an unsolicited telephone call, typically with a high-pressure sales message. It can help generate sales leads and is a good way to generate new business. Also, it can be beneficial in B2B environments where the person on the other end of the phone has no relationship with you or your company.

article thumbnail

?? Understand Your Personal Money Story Before Setting Any Business Revenue Goals

Pipeliner

How you manage money in your personal life affects your business as well. Thus, in today’s Expert Insight Interview, Amie Laliberte discusses why businesspeople need to comprehend personal money stories before establishing any business revenue goals. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Understand Your Personal Money Story Before Setting Any Business Revenue Goals appeared first on SalesPOP!

Revenue 52
article thumbnail

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.

article thumbnail

Empathetic leadership: It only works when employees believe it’s real

Selling Essentials RapidLearning Center

Leaders frequently hear that it’s important to show empathy with the employees who report to them. It’s true. People appreciate it when you feel their struggles or their joys. And empathy makes you a better leader and manager. A study of 15,000 assessments of individual leaders found that empathy was the most important skill for interacting with employees, ahead of skills like developing their ideas and enhancing their self-esteem.

article thumbnail

?? Why Sales Training Cannot Fix Your Salesforce

Pipeliner

Many companies still use the one-day sales training model to train their salespeople to get better sales results. Thus, in today’s Expert Insight Interview, we welcome Ken Lundin to discuss why we need ongoing behavioral change training that properly trains people, brings the desired outcomes to the company, and lifts its sales revenues. Visit us on Apple Podcast You can also find SalesPOP!

article thumbnail

7 Tips for Hosting a Successful Webinar

Selling Energy

As a subject matter expert and teacher, I’ve been hosting webinars for many, many years. Now that they have become a necessity due to social distancing, allow me to share some of the tips that will make your webinars more impactful.

article thumbnail

How to Become a Successful Entrepreneur (video)

Pipeliner

Have you ever felt like you want to be an entrepreneur but not know what you should do to serve and help people the best? In this Expert Insight Interview, Gain Carlo discusses how to become a successful entrepreneur. Gian Carlo is an entrepreneur at Immunotec and an advocate for Imunnocal complementary medicine. The interview discusses: Having the right mindset.

Video 52
article thumbnail

1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

article thumbnail

How to build a sales cadence: examples, best practices, & top tools

Close

A sales cadence is a workflow that sales reps use to get new leads in the sales pipeline, to build solid connections with them to better prime them for a future sale.

article thumbnail

The power of thinking

Lessonly

“Look for Opportunity” and “Highlight What’s Working” are two chapters in Do Better Work. The first is about finding opportunities in challenges. The second is about asking, “What’s going well, and how do we do more of it?” When I speak about these chapters, someone in the audience inevitably concludes, “Always think positively!” This is not an interpretation I agree with.

article thumbnail

It Sounds Like I'm Prying In Their Business | Donald Kelly - 1442

Sales Evangelist

A salesperson usually has a list of questions they want to ask a prospect. After all, understanding the prospect and their business is necessary to know if and how you can help them and their business. But often, these questions come across as overly prying. How do you fix this? By using Donald’s four tips to avoid sounding like you’re prying in their business.

article thumbnail

Biggest Trends in Digital Transformation

Vendor Neutral

Trends 59
article thumbnail

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.

article thumbnail

It Sounds Like I'm Prying In Their Business | Donald Kelly - 1442

Sales Evangelist

A salesperson usually has a list of questions they want to ask a prospect. After all, understanding the prospect and their business is necessary to know if and how you can help them and their business. But often, these questions come across as overly prying. How do you fix this? By using Donald’s four tips to avoid sounding like you’re prying in their business.

article thumbnail

I Don’t Know Every Sales Management Training Secret… But Here Are A Few

Lessonly

Managing managers is still pretty new to me. I’ve been thinking a lot about what great looks like. And not just for them, but for me so I can support and serve them in the work they do with their teams. There is a lot to ruminate on here, and I’m really just getting started. It’s mostly in my head at this point, something this post is helping change.

article thumbnail

It Sounds Like I'm Prying In Their Business | Donald Kelly - 1442

Sales Evangelist

40