Thu.Mar 26, 2020

How Top Product Led Sales Teams Make Their Humans Sound Like Experts


If you’re in tech, you’ve probably noticed the industry’s newest acronym on the block — PLG, for Product Led Growth. Everyone’s talking about PLG, the CAC friendly SaaS GTM strategy (see what I did there?)

10X Your Sales Pipeline with Data-Driven Coaching Insights: A Recap


If there was ever a time to focus on coaching your reps, it is now. The sales processes of yesterday may now be obsolete. As reps adjust to this evolving sales environment, managers must do the same and explore more dynamic and structured coaching methods.

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

Pay Attention to Your Best Customers

The Center for Sales Strategy

Your best customers are your competitors’ best prospects. At The Center for Sales Strategy, we have long said that it’s much easier to fill the bucket if it’s not leaking from the bottom.

Churn 99

No One To Call? B t

The Pipeline

By Tibor Shanto. The tremors just keep on coming and people keep trying to adjust to the daily change. I understand the initial shock of facing a canyon of empty towers; every one has gone home. Seeming like they took all your opportunities with them. Maybe, but I doubt it.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

During a Crisis, CEOs Should Lead Internal Communications

Sales Benchmark Index

Market-leading CEOs work closely with their leadership teams to maintain strong and transparent communication with not only their customers but also their employees. Every employee is an ambassador of the brand, and without clear guidance and communication internally, external messages.

Leads 269

More Trending

SBI Announces the Appointment of Colleen Honan to Board of Directors

Sales Benchmark Index

March 26, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consulting firm specializing in accelerating revenue growth, announces veteran B2B executive leader Colleen Honan as a member of SBI’s Board of Directors. Colleen supported the B2B sales community for.

This Is Not the New Normal

Anthony Iannarino

This is NOT the new normal. NOR SHOULD WE EVER ACCEPT IT as such. When have human beings ever succumbed to their FEARS when faced with threats that, at the time, were considered “existential?” ” When have we ever decided to give up WITHOUT A FIGHT?

eBook 110

Allego Welcomes Sales Enablement Leader Chester Liu


Sales enablement expert Chester Liu has joined Allego as Vice President of Growth.

7 things you can actually control right now


We’re all feeling the strain of the COVID-19 epidemic, from the impact that it’s having on our businesses, to the emotional effects of isolation and uncertainty. In times when we feel out of control, focusing on what we can control can be very therapeutic.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

How to Close Deals During a Pandemic: Avoid these 2 big mistakes

Everyone is panicking. And with good reason. So, how are you approaching your prospects and customers during a time when their mind is pretty much guaranteed to be on the COVID-19 crisis?

Behind the scenes of Outbound Labs with Predictable Revenue’s Lavinia Hicks

Predictable Revenue

The evolution of Predictable Revenue's latest project: Outbound Labs. The experimental methodology and pointers to implement a similar program in other organizations. The post Behind the scenes of Outbound Labs with Predictable Revenue’s Lavinia Hicks appeared first on Predictable Revenue.

How to Start Every Meeting During this Crisis

Anxiety around the world is ramping up to never-before-seen levels. That’s why you need to use the time you have in meetings with your team and with your customers to allay their fears and give them a judgment-free space where they can express themselves.

4 Tips to Build Your Digital Presence (& an Engaged Network) on LinkedIn

Sales Hacker

Cultivating your professional brand and amplifying your digital presence on LinkedIn is one of the most rewarding things you can do for your career in 2020. As a sales professional, the idea of building a trusted network in your industry isn’t new.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

7 Steps to Build a Successful Sales Strategy Step 7

Alice Heiman

Successful Sales Strategy Step 7 follows right along with our downloadable guide.

Doing What Works

Partners in Excellence

Everyone is struggling to understand what they should be doing in these very difficult times. We are struggling to understand what works, whether it’s how we lead our people, how we work on a daily basis, how we engage our customers, how we move forward.

Zuant Delivers Universal Access to Mobile Lead Capture with Release of Android Version

Smart Selling Tools

Zuant Delivers Universal Access to Mobile Lead Capture with Release of Android Version. LONDON, LOS ANGELES AND NEW YORK (PRWEB) MARCH 26, 2020. Zuant , an award-winning mobile lead capture cloud solution, announces Zuant for Android. Until now Zuant has been available only for iOS devices.

Leads 68

Immediate Improvement in Virtual Meetings


When was the last time you tuned out during an online or over-the-phone meeting? Whether any of us want to admit it or not, we have all been guilty of making up an answer on the spot because our minds were wandering on a call. But what could be the reason for these mental absences?

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Identify Your Prospect’s Purchasing Motive

Selling Energy

There are countless reasons someone might be interested in energy efficiency products or services. If you can find out exactly why your prospect is considering an energy project, you’ll be better positioned to prevail.

Breaking Down CPQ Capabilities: Pt 2, Selling, Approvals, and Reporting


Key Capabilities of SAP Configure Price Quote (CPQ). SAP Configure Price Quote (CPQ) streamlines your quote, approval and proposal process for your configurable product offering, so your company can sell faster.

SAP 64

Seven Urgent Tasks for Pivoting Account Based Sales During the Coronavirus Pandemic and Beyond


Like many B2B companies, you’ve been running a disciplined account based marketing and sales program. To get there, you invested countless hours analyzing product market fit across industries, segments and individual companies.

Getting Started With Visual Experiences

Atlatl Software

Is your organization ready to tackle Visual Buying Experiences? Visual Configuration Digital Transformation Commerce


How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

How to Manage a Virtual Sales Team


With the recent outbreak of Covid-19, the business world has been changed dramatically. More teams are beginning to work remotely as certain areas mandate shelter in place regulations.

How to Elevate Your Use of Gamification to Effectively Drive the Right Set of Repeatable Behaviors

Guest Writer: Brian Trautschold, Co-founder and COO, Ambition. There’s a reason the sales gamification “trend” has stuck around for so long: it really works. Sales contests have the power to drive performance and create lasting behavior change — but only if you’re running them intentionally.

Outreach Sales: How To Outreach Better

Successful outreach sales are an essential part of the sales process and business development. Contact and customer service are in constant scrutiny, so it’s important to get outreach sales right. In this article: Ensure Outreach Sales Methods Are Factored into Your Strategy. What is Outreach Sales?

1 Minute Remote Working Tips – #2 Sales Manager as Role Model #2


Welcome to SalesPOP “ 1-minute remote working tips ” video series. This is the 4th video in the series which is the 2 parts. Sales Manager as Role Model #2. If you missed the other 3 videos in the series you can find them below. Introductions. #1 1 Expectations. Sales Manager as Role Model #1.

Video 55

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

7 Steps to Build a Successful Sales Strategy Step 3

Alice Heiman

Successful Sales Strategy Step 3 follows right along with our downloadable guide. Too often, sales strategies start with someone at the top coming up with an arbitrary growth number based on investor demands, new product development, operational capacity, or some other factor that has absolutely nothing to do with sales.

Virtual Learning — Rethinking the Possibilities


The coronavirus is pushing us all to rethink how we continue to run successful businesses and support our customers and colleagues in a challenging and uncertain environment. As they say, necessity is the mother of invention. It’s time to rethink what’s possible in a virtual classroom format.

Video 52

7 Steps to Build a Successful Sales Strategy Step 5

Alice Heiman

Successful Sales Strategy Step 5 follows right along with our downloadable guide. Too often, sales strategies start with someone at the top coming up with an arbitrary growth number based on investor demands, new product development, operational capacity, or some other factor that has absolutely nothing to do with sales.