Wed.Mar 24, 2021

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What psychology tells us about being a better sales leader

Membrain

As sales professionals, it’s easy to think about our jobs in terms of numbers: Quotas, forecasts, and commissions leading the way. It’s easy to forget the human side of things, and when you operate in a complex b2b world, it’s even easier to get caught up in technical details.

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Tackling Bad Data: How Poor Data Quality Impacts Your B2B Bottom Line

Zoominfo

You hire talented sales and marketing professionals and set them up with state-of-the-art CRM and automation tools. Wait, are they working with bad data? Businesses depend on data to fuel business growth. However, if that data isn’t clean, your marketing and sales efforts take a hit. 30-50% of CRM and ERP data is inaccurate,” says Henry Schuck, Founder, and CEO of ZoomInfo.

Data 251
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What is Executive Coaching?

Steven Rosen

So What is Executive Coaching? The New Trend in Executive Development is Coaching. Why? “Executive Coaching is the fastest-growing phenomenon today” Executive coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Executive coaches lead their clients towards the fulfillment of specific professional goals.

Coaching 156
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Finding, Growing, and Keeping Effective BDRs

SBI Growth

If you are not using BDRs, you probably have at least considered them. I have worked with many clients who have deployed them to marketing to qualify leads and to sales to prospect ideal target accounts. But what separates BDRs.

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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

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Why Artificial Intelligence is the Best Way to Score Leads for Sales

Sales and Marketing Management

The customer acquisition funnel is the beating heart of any business, which is why all marketers know they have two primary objectives: getting as many potential customers into the top of the funnel as possible, and efficiently converting them into purchasers. To do this well, marketers prioritize their efforts by scoring each lead and analyzing […].

Lead Rank 120

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Integrating Gong Calls with Brainshark Training & Coaching

BrainShark

Brainshark’s newest integration lets you bring Gong sales conversations and embed them directly within a Brainshark course or attach to a coaching activity. Sales reps can listen or watch Gong recordings to learn what “good” looks like without having to leave the flow of the course. .

Coaching 127
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Bonding across the digital divide…

Shari Levitin

When I first started selling virtually, I figured I’d just use the same words, gestures, and presentation skills I did live, and voila’ – I’d have instant success! Boy was I wrong. Taking what we do live and replicating it online simply doesn’t work. Humans are built to connect through the five senses. What happens when we can only experience another human through a screen?

Travel 115
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If Your Product Strategy Doesn’t P**s Somebody Off, It’s Not Very Good!

Product Management University

Don’t get me wrong. The goal of your product strategy isn’t to p**s people off. It’s to demonstrate that your product direction is aligned with the goals and priorities of your target customers, current customers included. It’s to demonstrate that you have a vision beyond the next release or two for how you’re going to make customers better at mission-critical processes that are strategic to their business.

Strategy 119
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6 Roadblocks and Solutions for Better Marketing and Sales Alignment

Sales Hacker

The key to unlocking a stronger opportunity pipeline and an increase in qualified leads is a unified, cohesive marketing and sales team. Alignment between sales and marketing is how you’ll build a system rooted in strategy, data and targeted initiatives to better reach prospective clients. Only 46 percent of business owners describe their marketing and sales teams as “highly aligned,” meaning it’s time to get back to the drawing board for the other 54 percent.

Marketing 107
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Taking the Stress Out of Selling: 3 Steps to Keeping Your Teams Healthy and Productive

Mindtickle

To say that the last year has been challenging would be an understatement. Between lockdowns, remote working, and general pandemic blues, we have all faced significant difficulties. As such, prioritizing mental wellness has been vital for organizations large and small over the last year, particularly for employees on the frontlines of customer interaction.

Lead Rank 105
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How CEOs Can Improve Sales Leadership

The Center for Sales Strategy

Did you know that there are over 195,000 CEOs employed in the United States? Most people start their own business or work their way to the top to be their own boss. Even as the boss, you have major responsibilities to handle. If you're the CEO of a sales company, you have a responsibility to improve sales leadership. Our guide explains how to do it so you can increase sales and boost business.

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How to Build Continual Improvement Into Your Sales Process

Sales Hacker

Let’s get meta for a second: How do you build a process for improving your sales process? That’s exactly the puzzle this expert panel unravels as we dive into perspectives from sales managers, RevOps leaders and sales VPs. This past year has revealed where sales teams were lacking, and now, with 2021 well underway, it’s time to start building continual improvement into your sales process.

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Top 42 Online Community Statistics & Trends for 2021

Sell Courses Online

The post Top 42 Online Community Statistics & Trends for 2021 appeared first on Sell Courses Online. … Top 42 Online Community Statistics & Trends for 2021 Read the Post. The post Top 42 Online Community Statistics & Trends for 2021 appeared first on Sell Courses Online.

Trends 98
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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.

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When The Formulas Don’t Work

Partners in Excellence

We spend a lot of time trying to figure out what works. We look for methods, processes, programs, tools, systems, training that help us achieve our objectives. Sometimes they work, at least for a while. Sometimes they don’t work. Sometimes, too often, we don’t give them the opportunity to work–abandoning them to chase some other miracle cure.

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Sales Productivity: How to Get Your Organization Aligned

Force Management

Companies often function in silos, with sales, marketing, product and operations working separately, instead of together toward common goals. As each department works to meet company goals on their own, inefficiencies become rampant, with sales performance likely becoming one of the largest frustrations. Removing those silos can create and capture customer value, as well as streamline internal processes and administrative burdens.

How To 78
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Pleeaaasse…. Can I Be Selected To Give You My Money….

Partners in Excellence

A close friend–a consultant who is one of the best sales experts I’ve met forwarded me a prospecting letter he received. There is nothing good about the approach. In fact, it reeks of arrogance and condescension. Even worse, it purports to challenge my friend in an area in which he is a recognized expert. Here’s the letter, names/links adapted… Hi Don, Hey Don, [Carl] here.

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3 Sales Coaching Tips To Inspire and Engage Your Sales Team

Selling Power

According to the Sales Executive Council, sales managers that were rated as highly effective coaches outperformed sales managers who were rated as ineffective coaches by 19% in revenue production. This means spectacular coaching is a crucial sales management responsibility and strategy if we want to build and sustain a top-performing sales organization that can yield exponential sales growth.

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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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Why Purchase ICM?

Canidium

The Insurance Industry is one of heavy regulation, steeped in silos of legacy technologies that take unnecessary time to import, calculate, and aggregate the millions of data points required to manage the agents and brokers of your sales channels for Medicare, ACA and Commercial lines of business.

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ATLATL Welcomes Joe Nicholas As Managing Director, Channel Partnerships

Atlatl Software

ATLATL is excited to announce the addition of Joe Nicholas to our growing team as the Managing Director, Channel Partnerships.

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How to Help Your Customers Regain Their Financial Footing

Selling Energy

One way to sell in our current environment is telling customers how energy efficiency will help them regain their financial footing. More specifically, if you consider for a moment the three buckets of benefits , you’ll realize that all of those utility-cost-financial, non-utility-cost financial, and non-financial benefits can really help a business prevail despite the rough sailing they may have endured recently.

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How to get out of a sales slump: 11 things you probably haven’t tried yet

Close

Almost every seasoned salesperson has been through a sales slump at some point in their career. But what if you’ve been in a slump for weeks and just can’t seem to snap out of it? We’re going to discuss 11 surefire, proven tactics to get out of a sales slump, and back into high-performance mode.

How To 52
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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Taking the Stress Out of Selling: 3 Steps to Keeping Your Teams Healthy and Productive

Mindtickle

To say that the last year has been challenging would be an understatement. Between lockdowns, remote working, and general pandemic blues, we have all faced significant difficulties. As such, prioritizing mental wellness has been vital for organizations large and small over the last year, particularly for employees on the frontlines of customer interaction.

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Sales Tech Training Predictions

Awarathon

Publish Date: 25th March, 2021Publish By: Sagar Pradhan, Growth Marketer Awarathon helps you deliver the perfect sales pitch online and is one of the best online sales-readiness platforms. The way to provide an ideal sales pitch online consists of 5 key elements – Knowledge, Body language, Objection handling, Pace, and Modulation. Awarathon’s AI-enabled training framework […] The post Sales Tech Training Predictions appeared first on Awarathon.

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The Sales Enablement Metrics You Should Be Tracking

Showpad

Sales enablement metrics are the data points you benchmark and track over time pertaining to all facets of your sales enablement program. This data capture might occur in your customer relationship management (CRM) platform, email marketing automation tool or Google Analytics. Covering marketing and sales content, organizational sales performance and individual key performance indicators (KPI) for each salesperson, your sales enablement metrics should paint an informed, data-driven picture of yo

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?? How Intuition Can Help You In Business

Pipeliner

Sometimes, we should simply follow our intuition by going for the opportunities that we feel are right. Thus, in today’s Expert Insight Interview, we welcome Laura Powers to discuss how intuition can help us grow our business. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 How Intuition Can Help You In Business appeared first on SalesPOP!

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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How to conquer the ‘forgetting curve’ in employee learning

Selling Essentials RapidLearning Center

When employees are sent for training, the minimum expectation is that they’ll retain what they learned. After all, managers didn’t spend all that money just to give them a couple of days off. Trouble is, they don’t. Ever since German psychologist Herman Ebbinghaus discovered the “forgetting curve” back in 1885, dozens of studies have confirmed that when people are exposed to a learning concept one time, after 30 days they retain just 20%.

How To 52
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?? How Sales Professionals Can Build Trust With Their Clients

Pipeliner

Sales professionals are still seen as untrustworthy, leaving people with certain biases towards the sales industry in general. Thus, today’s guest in the Expert Insight Interview is Moeed Amin, and he discusses how sales professionals can build a higher level of trust with their clients. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

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Post-Mortems Are Not the End, But Rather the Beginning

Sandler Training

Let’s begin by considering what happens when you lose – or should I say you fail to win: The most common “excuse” I hear is that it was down to price, and when there is a very flat playing field where solutions and costings are identical, and there has been no opportunity to prove incremental value, this is indeed the case. The only other differentiators in these circumstances is the quality of your selling skills, and your ability to think “out of the box”.