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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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.

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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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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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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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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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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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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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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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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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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 New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.