Mon.Oct 12, 2020

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COVID-19 Has Changed Everything About Selling. Here’s How We’re Handling It

Sales and Marketing Management

Author: David Satterwhite In 2020, I reached my 30th year in business-to-business technology sales. Then, everything I thought I knew about sales blew up. . COVID-19 swept me and our company’s 50 salespeople into uncharted waters. A growing market suddenly became an uncertain one. A profession that thrives on face-to-face communication with customers became shackled by travel restrictions.

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Is Prospecting Really The Toughest Thing In Sales?

Partners in Excellence

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years. But is it really tougher than anything else in selling or are we just making it much tougher than it need be?

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Turn Stale Leads into New Business and Re-Engage Old Leads

The Center for Sales Strategy

Are you one of the 63% of businesses that have problems getting traffic and leads? Or are your salespeople part of the 44% that give up after one rejection? It happens to everyone in sales. You connect with a prospect, conduct a needs analysis, maybe even give a stellar presentation, but something happens along the way, and the prospect stalls. Do you know it takes six to eight follow-ups for sales leads to convert to paying customers?

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The Ultimate Sales Development Glossary

Tenbound

Sales Development is an important function in many companies today, but it can also be confusing. What’s the difference between a lead and a prospect, or a sales funnel and a pipeline? Is your company’s CAC higher than your CLTV and, if so, is that a good or bad thing? Whether you’re new to Sales Development or an experienced pro, Sales Development has its own language; a language that’s.

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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The Sales Pod: A Scalable Sales Org Structure Worth Exploring

Hubspot Sales

Most sales reps work independently. They have their own quotas, are judged by KPIs specific to their individual performance, and often literally compete with their fellow reps. Their operations are often siloed — particularly when it comes to reps operating in different roles. The sales pod format challenges that convention. It's a team structure that binds a handful of reps — operating at different levels within a sales organization — to collaborate, work, and be evaluated as a cohesive unit.

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More Trending

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7 Secrets of a Winning Capabilities Presentation

Hubspot Sales

As a B2B sales pro or account executive, you know how important it is to make a good first impression with a potential client. However, in today’s competitive business environment when buyers are experiencing Zoom fatigue and information overload, making a good first impression and standing out from the competition is no easy feat. Endless pitch decks that focus more on the seller’s desire to land the deal than the needs of the customer are disengaging and tiresome for buyers who are overwhelmed

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Saving and Creating Business Together

Grant Cardone

We need to be saving business and creating new businesses together which is exactly what I plan to do in my 3-day 10 X Bootcamp Interactive. . Whether we’re talking about your life or your business they both belong to you so only you should decide the path they take. Right now there is a need for change and how that can happen is a NEW PLAN of action!

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How your sales team can compete in a post-pandemic world

Salesmate

Since the onset of Covid-19, we’ve all had to make some pretty big changes in our lives – from the way we communicate to the way we shop. The way we work, too, has undergone a remarkable transformation in a short period of time; remote business has become the norm as firms attempt to maintain some semblance of normality amid the pandemic. By now, you’ve probably got used to that morning video call online to check in with the rest of your team.

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That’s a wrap on DigitalCPX! See our favorite moments from week two

Anaplan

And just like that, we’ve officially wrapped DigitalCPX 2020! We had a blast working with our customers, partners, and community to make this event a success and are grateful to all involved. Our second week of DigitalCPX included thought-provoking keynotes, insightful conversations with our solutions leads and customers, and the announcement of new technology and […].

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Discussing the Sales Development Industry with David Dulany

Tenbound

David is the Founder & CEO of Tenbound which is a Research and Advisory firm focused and dedicated 100 % on Sales Development. In this episode, we discuss the current trends within the Sales Development space, the importance of knowing your industry as an SDR and the steps to finding success no matter the process. — This episode is sponsored by · Anchor: The easiest way to make a podcast. https.

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4 ways you can use customer segmentation to increase sales

PandaDoc

Understanding your target audience is the first step to effective marketing and sales strategy. It’s simple – if you know who you are selling to, there is a higher chance that you can offer them the solution that they really need. This is where customer segmentation comes in handy as an extremely powerful practice that can drive sales and improve your relationship with customers.

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TSE 1354: Using Direct Mail To Move Prospects Through Your Funnel

Sales Evangelist

Using Direct Mail To Move Prospects Through Your Funnel Salespeople use direct mail to move their prospects through their sales funnel but how does that impact the business? Let’s talk about that in this episode. Nick Runyon loves everything about marketing. He started out promoting his parents’ and friends’ business and ever since he’s been fascinated by connecting people with problems to people who have solutions.

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Get Rid of Ineffective Sales Collateral Once and for All

G2Crowd - Sales Blog

What do you have sitting in your sales arsenal?

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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How to Pitch to Investors: Mistakes to Avoid and 8 Expert Tips to Level-Up Your Pitch

Close

Convincing strangers to give you money isn’t easy, especially in these times. To help startups pitch to investors successfully, this article will discuss common mistakes startup founders should avoid, what investors look for in an investor pitch, and how to create a pitch deck that sells.

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Why Performance Measures Don’t Guarantee Performance (Part 1)

Nyden on Negotiation

There are two reasons why performance measures don’t guarantee performance. Read below for the first reason. This article is part 1 of a three-part series. In part two, I will outline the second reason, and in part 3 I will offer a solution. What follows is an excerpt from The Contract Professional’s Playbook. To better discuss performance measures with stakeholders, understand why performance measures do not always guarantee performance.

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Success Story | Manufacturing Company

MarketJoy

The diversity of the manufacturing sector means that any marketing strategy needs to be individually tailored to your organization. The post Success Story | Manufacturing Company appeared first on MarketJoy.

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Why Performance Measures Don’t Guarantee Performance (Part 1)

Nyden on Negotiation

There are two reasons why performance measures don’t guarantee performance. Read below for the first reason. This article is part 1 of a three-part series. In part two, I will outline the second reason, and in part 3 I will offer a solution. What follows is an excerpt from The Contract Professional’s Playbook. To better discuss performance measures with stakeholders, understand why performance measures do not always guarantee performance.

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Sales Effectiveness: The B2B Sales Leader's Guide

This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.

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Custom B2B List Building Services

eGrabber

Do you need leads of the type you can’t readily buy? If you have a very specific target market and need leads then your only choice is to build them in-house. Are you paying B2B salespeople $12/hour or less? If you are paying a lot more, are you asking them to spend time on tasks a lot of lower-priced people can do? Want to energize your salespeople?

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?? How to Find Value and Purpose in Your Career

Pipeliner

If you are stuck in your job, that means that maybe that is not the right job for you to do. So, in today’s Podcast Interview, Tracy Timm talks about her new book Unstoppable, which explores how discovering our true values can help us to drive our career forward. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

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Great Leadership Never Goes Out of Style

Selling Energy

Good advice is priceless. And when the advice provides wisdom about leadership, it’s always relevant to sales professionals looking to improve themselves. Remember that whether you lead others or simply your own work efforts, you still need to be a leader! Why not utilize advice from some of the best?

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Photography vs. 3D Visualization: How Much Information Can Be Conveyed

Atlatl Software

Opting for either 3D visualizations or photographs for your product marketing takes thought.

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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

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What is an LMS? Here’s The Simple Definition and Benefits You Should Know

Lessonly

Leaders realize that in order to sustain a more knowledgeable and productive workforce, employee learning must be an ongoing focus. Choosing the right learning management system (LMS) can help achieve this goal. Turns out there are certain benefits and features an LMS can offer that will make corporate and employee learning more effective. What is a Learning Management System?

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5 Strategies That'll Make Deal Reviews 5X More Successful

Hubspot Sales

Predicting the outcome of a deal is like predicting a tornado. If you say, "There’s a tornado coming — I know because I can see it," no one’s impressed. The same is true for a deal that’s obviously very close to closing. On the other hand, if you say, "There’s a tornado coming in the next half hour — I know because of these X conditions,” you give everyone a chance to prepare.

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4 Steps to Get Started Multi-Threading More Deals with the Modern, Multi-thread Framework

Sales Hacker

When you applied for college, did you only submit one application? When you bought a car, did you only test drive one car? When you were looking for a job, did you only apply to one company? My bet is that you didn’t. By default, that would only decrease your chances of obtaining the end result that you were looking for. So when it comes to sales, why is it that most sales reps single-thread their target accounts and deals?

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Senate Confirmation Hearings Shows Us What Salespeople Do Wrong Every Day

Understanding the Sales Force

Oh no, another post on the political climate. Don't worry, I'm not taking sides, I'll be right down the middle, and very critical of both sides. And stay with me for the pivot to the good stuff - my sales analysis. Here goes! It was Columbus Day in the US so I had a chance to catch the first day of the Judiciary Committee's Senate Confirmation Hearings for Judge Amy Coney Barrett.

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The ABM Benchmark Survey

ABM gets better with age — but unfortunately, marketers don't have the luxury of pouring it into an oak barrel for a couple decades to let it mature. In a recent survey with Demand Gen Report, we found 59% of experienced practitioners (those with ABM programs more than a year old) indicated their ABM programs are meeting or greatly exceeding their expectations, while only 45% of novices (those with ABM programs less than one year old) could say the same.