Mon.Dec 14, 2020

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Sales Tips For 2021 and Beyond

The Digital Sales Institute

Sales Tips for 2021 and Beyond. Some sales tips for 2021 and beyond as we ponder some important questions. It goes without saying that 2020 shook the sales world and a new reality was born. No matter what happened in 2020, the continued rate of change is driving an increasingly competitive selling environment, lowering barriers to entry for companies and products.

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Sales Scrum 26th and Final Episode Guest – Tony Morris

The Pipeline

By Tibor Shanto. A Note about Sales Scrum. Sometimes things work out, at times they don’t; but it is when you achieve both that things get interesting. And so it is with our podcast Sales Scrum. We kicked things off in February, minutes before COVID announced itself, with little more than the goal of exploring sales in a unique way. And for the most part, I think we achieved that, with an A for effort.

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Training Incentives Are Vital in the Digital Sales Era

Sales and Marketing Management

Author: Lincoln Smith The modern world asks a lot of B2B business owners. Between long-term evolution like the digital transformation and (hopefully) short-term disruptions such as economic downturn or the coronavirus pandemic, it’s a lot to navigate. As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world.

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Podcast 177: Vrahram Kadkhodaian On The Importance Of Agility In Selling

John Barrows

Our guest this week is Vrahram Kadkhodaian, President and CEO at PROLIFIQ. John and Vrahram take a deep dive into the 5 factors of agility in sales and how each one helps a sales team think on their feet, aid in their company’s growth, invest in their personal and professional development, and ultimately impact change, not only for their own teams, but also for their prospects and customers as well.

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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.

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Responding to the Digital Sales Shift

Sales and Marketing Management

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story.

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4 Forever Changes Transforming B2B Revenue Activities

Sales and Marketing Management

Author: TIM RIESTERER Sales training and enablement leaders, it’s time to level up. Buyers are searching for more information on their own. That means they are engaging with your content further down the funnel. As a result, your content can’t be just a companion to a sales-led customer conversation?— it needs to be able to stand on its own, address your buyers’ big questions, showcase your unique value and motivate action.

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What Is Sales Transformation?

Hubspot Sales

Business growth often comes from internal changes. While these changes are positive and aid in business development, internal teams can sometimes struggle to adapt to new strategies after years of the same processes. As a sales leader, you know how important it is for your sales teams to be ready and adapt to change as it comes. This is especially important since sales performance is often a critical factor in determining how businesses can grow since revenue gives them the means to expand.

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How COVID-19 Has Changed B2B Sales

Sales and Marketing Management

Author: Paul Nolan Customers will drive the stickiness of virtual sales calls, so sales teams need to recognize how the shift affects their go-to-market strategy. Jess Pingrey of Fit Small Business offers these insights. Buyers are not afraid to make big purchases online. Seventy percent of decision-makers now say they are comfortable making remote purchases over $50,000, and 27% say they would spend more than $500,000 in a fully digital sales interaction.

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What Is a National Sales Meeting?

Hubspot Sales

As a sales leader for a large, nation-wide business, you know that all members of your team don’t often interact with each other, or even know who their coworkers are. While team-wide accomplishments are probably announced to everyone, individual teams in one region may not be aware of the successes of their coworkers in another region and how they all work together to help your organization meet their sales goals.

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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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Virtual Sales Kickoffs Must Look and Feel Different

Sales and Marketing Management

Author: Russell Wurth Although sales kickoffs will look different in 2021, the circumstances give companies the opportunity to plan a truly unforgettable event. The key to a successful remote SKO is tailoring the event to a virtual setting. Likely each employee will be remote, separated from their team members and unable to genuinely connect with them during the event.

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What Lessons Have We Learned in 2020?

The Center for Sales Strategy

None of us fathomed that a year ago we could do business without traveling. No one imagined that we would exclusively have online events, online trainings, online meetings, online calls, and so on. Lessons learned in 2020 boil down to three words — Accept, Adapt, Accelerate. We’ve accepted that there’s a new reality for the way we do business. We’ve adapted to the way we sell and talk to clients based on our new reality.

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Adapting to the World of Virtual Selling

Sales and Marketing Management

Author: Jake Miller Until the promising COVID-19 vaccines are produced, distributed and widely received by the public, virtual selling will continue to be the norm for B2B sales. Many believe it will be embraced long after the pandemic is behind us. Navigating the world of virtual selling may seem simple, but being a great virtual salesperson takes more than simply shifting every meeting to a video conference.

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How to Succeed at Organization-Wide Effectiveness Using Sandler [PODCAST]

Sandler Training

Mike Montague interviews Alea Homison on How to Succeed at Organization-Wide Effectiveness Using Sandler. The post How to Succeed at Organization-Wide Effectiveness Using Sandler [PODCAST] appeared first on Sandler Training.

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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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New-era Sales Requires a Formula 1-Like Focus

Sales and Marketing Management

Author: Charles Brennan Jr. Prior to COVID-19, reps could often pop in and see a prospect or existing customer without an appointment. Or perhaps they would could linger a bit, ask for a favor and get access to the person they wanted to meet. Remember those days (less than a year ago)? It was like driving a car on the highway. A rep could cruise along at 60 mph, flip on a blinker, move to the left lane and drive a little faster without any concern of confronting a problem.

Margin 156
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Productivity: How to Ensure that Admin Tasks Don’t Overwhelm Your Day | Anthony Iannarino - 1381

Sales Evangelist

Sales reps can get overwhelmed with administrative tasks without even realizing it. In this episode, Anthony Iannarino talks about ways to ensure that admin tasks don’t overwhelm your day. The black hole of admin tasks Growing in sales means more non-sales related work can find its way to your desk. With more success comes more clients and execution can become a challenge as sales reps have to learn to manage all the new information.

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Build Your e-Charisma

Sales and Marketing Management

Author: Paul Nolan Physical charms that work in person don’t always transfer to video calls. Salespeople tend to think that part of their success is due to strong people skills. Because a good deal of personal charisma is reliant on face-to-face interaction, that part of a sales call went out the window in 2020. If some degree of virtual meetings are here to stay, transferring that skill to an online session is vital.

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Three Things Agencies Should Be Ready to Deliver On in 2021

Atlatl Software

It’s that time of year where resolutions are planned, questions are raised, and predictions are made. As we look into 2021, there are plenty of unknowns, but there are several quickly emerging trends that have customers looking and brands questioning what comes next in the retail landscape. For agencies, these trends represent opportunities to deliver standout services to clients in a multitude of industries, if they are prepared with the appropriate tools and partners.

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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 Neglect Channel Partner Programs

Sales and Marketing Management

Author: Paul Nolan In today’s buyer-centric world, salespeople need to create value more than ever or they won’t get in front of prospects. If your go-to-market strategy relies heavily on channel partners, that’s one more step you are removed from your ultimate end-user. Training is essential to having success with channel partners, and just as in-person sales calls shifted to virtual due to the global pandemic, so too has channel partner training.

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Three Things Agencies Should Be Ready to Deliver On in 2021

Atlatl Software

It’s that time of year where resolutions are planned, questions are raised, and predictions are made. As we look into 2021, there are plenty of unknowns, but there are several quickly emerging trends that have customers looking and brands questioning what comes next in the retail landscape. For agencies, these trends represent opportunities to deliver standout services to clients in a multitude of industries, if they are prepared with the appropriate tools and partners.

Retail 98
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How Podcasting Can Engage B2B Buyers

Sales and Marketing Management

Author: Zachary Ballenger As a marketer, one of your primary goals is to set your sales team up for success. One way to do this is by providing them with the killer content they need to successfully engage with your buyers. However, constantly spinning your wheels to create the latest and greatest marketing collateral to share with your sales team can be an incredibly exhausting task. .

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10 Tips to Increase Your International Sales

Pipeliner

As you manage to somewhat advance in your business, you know there comes a time for an international expansion. Internationalization of your business is important and beneficial in many ways indeed. It can significantly expand your audience, strengthen the reach, and boost sales. At the same time, to become international, you don’t need to make as much effort and investment as you had to make in the past.

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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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Responding to the Dig?tal Sales Shift

Sales and Marketing Management

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story.

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The “Adrenalin Rush” Of Crises

Partners in Excellence

I have to confess, I’m a bit of an Adrenalin junkie. I revel in a crisis, I’m challenged and excited about tough problems. Talking to me about a critical deal where we must do something now, energizes me. Show me a bad pipeline that we have to “fix” quickly, I roll up my sleeves and dive in. As I reflect on my career, most of it has been in solving very tough problems, I’ve done turnarounds as an executive, I’ve been an executive in a couple of high growth sta

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The Path to Better Virtual Interactions

Sales and Marketing Management

Author: Paul Nolan Remote selling has an information gap, says Liston Witherill, founder of Serve Don’t Sell, a provider of remote marketing and sales training for service-based businesses and independent consultants. In remote selling, less information is transmitted, so more weight is assigned to each individual piece of information. The challenge for the remote seller is to fill in as much of the information gap as they possibly can.

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?? How to Raise Your Game in Business and Life

Pipeliner

When implementing your digital marketing strategy, you have to pick up your audience carefully. So, our today’s guest in Expert Insight Interview is Karry Gaurd, and she will discuss how to build a strategy, which channel to use and how to select your audience. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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The Secret to Charging Ahead

Selling Energy

In our culture, action seems to be the answer to everything. Why has it become taboo to put aside some time to be quiet and still? Cultural habits aside, this all too often overlooked practice can be an asset to your health and success.

Sales 52
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?? New Approach to Selling and Coaching

Pipeliner

Many salespeople feel an aversion towards their sales job because they have a wrong mindset caused by a lack of proper sales training. So, our today’s guest in Expert Insight Interview is Rana Cordahi, and she discusses her approach to selling and sales coaching. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

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6 Things Your CRM Should Tell You About Your Credit Union Members

SugarCRM

Many credit unions utilize legacy systems such as Symitar or Fiserv. These types of systems are used for a reason–they’ve proved for years to be unbreakable and hold critical histories of data–but they are often difficult to access, slow to load, and challenging to improve or adapt. By adopting a flexible CRM platform with an integration to your core platform, you can provide your tellers and employees with a 360-degree view of the member, all with one login.

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