Wed.Apr 14, 2021

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ZoomInfo Returns to Office with Hybrid Remote Work Model

Zoominfo

“I still believe wholeheartedly that an in-person work environment allows us to work together to invent, collaborate, and learn most effectively. But I’m also not someone who sticks my head in the sand and doesn’t listen to the change that’s happening around us.” — Henry Schuck, CEO, ZoomInfo. Last week, ZoomInfo employees received the email that all of corporate America has been waiting for: “Return to Office Information.”.

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How to Leverage a B2B Sales Advantage in a Post-COVID World

Sales and Marketing Management

Business-to-business sales teams must modify their strategies to leverage an advantage in a post-COVID world. The post How to Leverage a B2B Sales Advantage in a Post-COVID World appeared first on Sales & Marketing Management.

B2B 317
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“I Am Willing to Learn” vs. “I Want to Learn”

Adaptive Business Services

When I was in sales management and I was looking for new salespeople, one of the things that I watched for was people who expressed a desire to learn. There is a huge difference between somebody who is willing to learn and someone who really wants to do so. I need a commitment! This is maybe even more important with experienced sales reps and even more more important with experienced reps from your industry.

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How to Focus on Customer Retention to Acquire New Accounts

Alice Heiman

Attract New Customers. More often than not , sales and marketing efforts are centered around customer acquisition. But by focusing only on getting new customers , businesses may not be optimizing the customer experience for their current ones. It seems crazy but salespeople and leadership are surprised when customers leave either because they aren’t getting what they were promised, or a competitor has been nurt uring the relationship when your team has not. .

Retention 143
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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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7 ways to develop managers into world class sales coaches

Membrain

Sales performance is at an all-time low. Missed forecasts have been a problem for as long as I’ve been in the sales business, but the pandemic and resulting shifts in buying behavior and customer needs has caused performance to plummet almost across the board.

More Trending

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We asked 49 sales leaders to describe sales in one word. Here’s what they said.

Gong.io

If you’ve been following our podcast journey, then you’ll know that we launched ‘Reveal: The Revenue Intelligence Podcast’ back in 2019. Since our debut, we’ve had conversations with 49 revenue thought leaders across all industries and have explored how they use revenue intelligence – a new way of operating based on data instead of opinions – to win the market.

Call-back 118
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Unlocking the Right Data for Growth

Predictable Revenue

Jennifer Aplin and Alice Chandrasekaran, have combined their experience to build the Growth Data™ platform and help companies use data to accelerate growth and productivity. The post Unlocking the Right Data for Growth appeared first on Predictable Revenue.

Data 117
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5 sales excuses you need to stop making today

Salesmate

80% of sales are achieved by just 8% of the sales reps. What about the rest? Well, they are busy making excuses. It seems enticing to take the path of ‘excuses’ to escape after a poor performance. But how far can you go by making various sales excuses? One day you will reach the dead end, and you’ll have to stop. We all make mistakes. It is human nature to make mistakes and fail.

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The Top 10 Sales Hunting Skills

KLA Group

There are 10 critical sales hunting skills every successful hunter possesses. When you are hiring a salesperson to hunt, you want to be sure your candidate has these skills before you hire. If your objective is to hire a sales rep superstar, put these skills at the top of your interview list and assess them. Then, step […]. The post The Top 10 Sales Hunting Skills first appeared on KLA Group - Denver.

Hiring 111
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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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Grow Your Side Hustle Without Losing Your Mind (or Your Day Job)

Sales Hacker

Have a side hustle? Thinking of starting one? Struggling with where to start or how to scale? This is for you. Both Taylor and Marcus have built successful side hustles while remaining top performers at Fortune 500 companies. In this panel discussion, they breakdown some of the most important elements to building a sustainable side hustle: How to choose the building blocks for a 5-year plan.

Scale 100
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Increase the Rentability of Your Hospitality Business with These 7 Tips

Pipeliner

Hotel owners and managers all face the same concern – how to increase the rentability and profit of the property. No matter how popular a hotel brand becomes, this remains one of their top priorities. Right now when the market size of the hotel sector is bigger than ever (1.22 trillion according to Statista ), beating the competition becomes more challenging every day.

Hotels 98
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Key Account Planning Checklist

RAIN Group

According to our research of sales, enablement, and company leaders: 64% prioritize increasing business with existing accounts. 62% prioritize improving customer retention, repeat business, and renewals. Despite this, only 8% of executives rate their account planning process as very effective.

Account 96
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How Marketing Helps Close Late-Stage Deals

Pipeliner

In this Expert Insight Interview, Sean Doyle discusses closing more late-stage deals. Sean Doyle is the CEO and Principal at FitzMartin, as well as the organization’s leading mind and voice on sales marketing strategy. He is an author and a speaker. His book SHIFT: 19 Practical Business-Driven Ideas for an Executive in Charge of Marketing but Not Trained for the Task was published in March 2018.

Closing 98
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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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How Terrapinn Increases Visibility and Engagement with Microsoft Teams & Troops

Troops

Terrapinn is a global events company set on promoting innovative ideas and technology across the globe. Through niche exhibitions and conferences, Terrapinn introduces end users to cutting edge resources that make lasting differences in a variety of industries. From transportation to telecommunications to education, Terrapinn is inspiring and transforming business in multiple channels throughout the world.

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Agility in heavy industry: Tata Steel Europe shares its S&OP story

Anaplan

All companies plan, but not all companies plan well. In an unforgiving global economy, manufacturers can’t afford to overlook any way to maximize profits. They have to squeeze every bit of inefficiency out of their operations, boost customer satisfaction to encourage repeat buying and find new markets for high-margin specialty products (often at short notice). […].

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5 E-Commerce Pricing Strategies to Drive Sales Through the Roof

G2Crowd - Sales Blog

The price of a product or service is the major factor in a potential customer’s purchase decision.

Strategy 113
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Sales Leaders: ‘Hope is Not a Strategy’ — But It Plays a Vital Role

Mereo

Sales leaders, we are a quarter into this year now — and your salespeople have a great opportunity waiting for them. To reach personal goals. To meet organizational quotas. To turn “the game” around. When you stare down at the stark reality of your team’s first quarter performance next to the annual quota, remember: Now is the time to keep your eye on the recipe for sustainable revenue performance.

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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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#BuildingBetter: How to Claim Your Seat at the Table with Confidence

Highspot

Even as unprecedented numbers have joined the workforce, women remain dramatically underrepresented in senior leadership, especially women of color. What’s more, COVID-19 has brought new roadblocks with 1 in 3 mothers considering leaving the workforce or downshifting their careers due to the pandemic. We asked four women from across Highspot to share their experiences with challenges old and new, and offer practical tips for claiming your seat at the table with confidence.

How To 80
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On Change, Tension, Conflict….

Partners in Excellence

Might as well get this “ugly” topic out in the open for discussion. It’s amazing that we seldom talk about them, explicitly, or that we try to “mask” them through all sorts of manipulation, or that we try to avoid them. But topics like tension, change, conflict, persuasion, convincing are natural elements of business and selling.

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Sales training should start with the end in mind

Trinity Perspectives

There’s a fundamental flaw with the way most B2B companies approach sales training and enablement. The de facto approach is usually to focus on the process, not the outcome … “We’ve got $50k sales enablement budget, let’s see what we can get for that?” “We want you to do a two day off-site for our sales team, what will you cover and what will it cost?

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The 12 Essential Sales Metrics You Don’t Want to Miss

InsightSquared

Today, the average Chief Revenue Officer’s (CRO) tenure is a shocking 16 months, according to Revenue Collective. There are countless factors that lead to this. CROs, and sales leaders alike, often walk into their new role blind. They are handed a pipeline, but with few exceptions, data quality, visibility, and health are all issues. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy.

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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.

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Becoming a Better Listener, Part 1

Selling Energy

There is a variety of online content about active listening from experts like Christopher Pappas, Julian Treasure, and many more. Each of them offers advice on better listening techniques, which can be especially relevant to those of us who live in the city. We’re used to being assaulted by a cacophony of noise in traffic, our office environments, our neighborhoods, etc.

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How to avoid bad hires for sales positions: Can this person really do the job?

Selling Essentials RapidLearning Center

You know the problem with hiring salespeople? The very fact that they’re salespeople – and so are good at persuading sales managers in job interviews that they can do things they can’t. Meantime, sales managers, under pressure to fill positions and meet sales targets, often let their emotions and biases sway their choices without even realizing it.

Hiring 59
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Sales Demos: Selling Outcomes vs. Features

Product Management University

Business outcomes vs product features: how do your sales demos stack up? In many cases, the product silos that exist within product management become transparent to buyers during the sales cycle, creating the perception you’ve got a bunch of fragmented products instead of integrated solutions. Longer and more difficult sales cycles lie ahead if this is the case.

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How Can Brands Use 3D For Better Experiences?

Atlatl Software

Life is lived in 3D, and yet much of the business we do today is done in 2D. In a market where the technology exists to bring the products we love to life online, why do we settle for a lesser customer experience?

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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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12 top sales cadence examples: inbound, outbound, SaaS + more

Close

Handle new leads like a pro by stealing ideas from these top sales cadence examples. Whether inbound or outbound, SaaS or service, B2B or B2C, we’ve got you covered. Plus, get insider tips for automating your sales cadence and closing more deals, faster.

Inbound 52
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B2B Product Manager April 2021

Product Management University

B2B Product Manager April 2021 Issue. This month we show a little love to those in senior product management roles with a focus on strategy, title inflation, and newbies to the VP role. Of course, we can’t ignore the connection between sales and product management. Whatever happens in product management is usually reflected somewhere in the sales process!

B2B 52
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?? Get Your Black Belt in Sales

Pipeliner

Martial arts and sales are more similar than you think. In this Expert Insight Interview, we welcome the Sales Samurai John Molyneux, an Amazon best-selling author, martial artist, sales coach, military veteran, and podcast host. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Get Your Black Belt in Sales appeared first on SalesPOP!