The Pipeline

SEPTEMBER 7, 2021

By Tibor Shanto. It takes a big person to say they are sorry, but it takes a good salesperson to know when not to. This is not an invitation for crude and sloppy behaviour, but more an acknowledgement that people are not perfect. Trying to cover it up with an apology may not have the desired effect. People will allow themselves to be led to a certain degree as long as they do not see risk.

Cold Calling 355

Cold Calling Call-back Prospecting Meeting 355

Understanding the Sales Force

SEPTEMBER 7, 2021

My wife and I entered the small jewelry shop and were greeted - not with a warm welcome - but with a matter of fact "my name is.and I'm the owner.and I created everything in the store" which was followed by fifteen minutes of non-stop presentation of everything she created. You've been in a store like this and you know exactly how you have reacted to that.

Retail 288

Retail Data Follow-up Exact 288

Sales and Marketing Management

SEPTEMBER 7, 2021

Many reps love sales but hate sales prospecting, mostly because they're going about it with antiquated techniques. Time for an update. The post 5 Ways to Save Time While Sales Prospecting appeared first on Sales & Marketing Management.

Prospecting 177

Prospecting Sales Marketing 177

Zoominfo

SEPTEMBER 7, 2021

Scenario Towards the end of the month, quarter, or year, sales teams want to get as many deals finalized as possible. To shake loose accounts that need an extra push to close, sweeten the deal by sending gift cards, a direct mail campaign , holiday cards, handwritten notes, buy one/get one offers, or a free 30-day trial. Sending a gift is not only a goodwill gesture to your buyer, it shows your appreciation for their future business.

Closing 130

Closing Direct Mail Lead Rank Lead Scoring 130

Advertiser: ZoomInfo

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.

Sales Cycle

Bigtincan

SEPTEMBER 7, 2021

If you are in sales, customer success, customer support, or any other customer-facing role, you spend a lot of time speaking with customers. It may be time to elevate your presentation skills. In all likelihood, you are reasonably good at your job and deliver the information required. But. Are you delivering that information in a manner that achieves your desired outcomes?

Exercises 110

Exercises Face-to-face Conference Intent 110

Guru

SEPTEMBER 7, 2021

What is a Slack wiki? Why your internal wiki should live in Slack. 4 things to look for when evaluating a Slack wiki solution. Searchability. Knowledge creation. Information trust status. Analytics. Considering using Slack to upgrade your internal company wiki? You’re not alone. Founders are constantly searching (and often struggling) to find the most suitable wiki for their company’s internal knowledge.

Analytics 85

Analytics Benefit Company 85

Zoominfo

SEPTEMBER 7, 2021

We’ve all heard of big data, that nebulous term used to describe a fire hose of information that often overwhelms companies. Big data gained a lot of steam — and hype — in the early 2010s. It was seen widely as a huge resource from which to draw business decisions and plan next steps. On the extreme end, some observers pegged big data to cure cancer by deriving personalized treatment options or to keep vending machines always full thanks to real-time sensors monitoring your candy and chip choice

Intent Signal 130

Intent Signal Buyer Intent Intent Data Intent 130

ValueSelling

SEPTEMBER 7, 2021

As many of you know, our headquarters is in Southern California — an area famed for its breathtaking coastline, beautiful beaches, fantastic restaurants and traffic, lots of it.

Sales Coaching 78

Sales Coaching Coaching Training Sales 78

Zoominfo

SEPTEMBER 7, 2021

Scenario This play aims to benefit from the identifiable attributes of your best customers. The goal here is to focus your upsell efforts on the accounts that are most likely to grow quickly. Run an analysis to identify common attributes about high spend accounts or accounts that are growing their spend rapidly. Then use those attributes to identify lookalike accounts (i.e., the same size or technology profile) that are currently low-spend customers.

Ideal Customer Profile 100

Ideal Customer Profile Customer Analysis Account 100

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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.

Sales

The Center for Sales Strategy

SEPTEMBER 7, 2021

Sales organizations have evolved over the years, and the old hierarchical structure just won’t do anymore. A successful sales organization structure allows you to maximize your profit. This article will help you get started.

Maximizer 77

Maximizer Sales Sales Leadership 77

Zoominfo

SEPTEMBER 7, 2021

Scenario First-time buyers are often hesitant to take on more than they can handle. They often want to prove the value of a smaller purchase before making bigger investments. To support new buyers and create upsell opportunities, circle back 90 days after their purchase to demonstrate value and show them additional solutions that can help them achieve their goals.

Campaigns 100

Campaigns Account Buyer Opportunity 100

SocialSellinator

SEPTEMBER 7, 2021

For years, Facebook has been a great way for you to stay in touch with friends and family. However, it's not just for personal use anymore. More and more businesses are using the social media platform as an advertising tool and as a crucial part of their social media campaigns.

Facebook 73

Facebook Social Media Advertising Advertising 73

Zoominfo

SEPTEMBER 7, 2021

Scenario The customer life cycle and your sales calendar create great opportunities to upsell. Tailor your campaigns to incentivize customers to upgrade to a new package. People who have good engagement generally want more functionality, but the threshold might be too high. Unlock those upsells by offering a package that meets your client’s needs.

Campaigns 100

Campaigns Intent Signal Intent Follow-up 100

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

Janek Performance Group

SEPTEMBER 7, 2021

In sales, one can never sit idle. The best salespeople are fueled by an insatiable need to do more for their prospects and clients. They know that merely hitting their targets and reaching their quota are not enough—not if they want to get ahead and be successful. That’s what keeps them moving, calling, listening. However, there is also a limit to how much one can do.

Lead Rank 62

Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 62

Zoominfo

SEPTEMBER 7, 2021

Scenario As a renewal approaches, it’s crucial to understand how customer priorities have evolved over the course of their contract and know their concerns and challenges. Send them an automated sequence to set up a meeting. For contacts who are difficult to reach or renewals that are fast approaching with no resolution, offer varying levels of offers or concessions based on data from their engagement and usage.

Segment 100

Segment Channels Account Course 100

Cincom Smart Selling

SEPTEMBER 7, 2021

Companies join forces to deliver a better way to configure, price and quote complex products and services. Cincinnati, OH (September 1, 2021) – Cincom Systems, Inc. , a global supplier of enterprise software solutions, announced today that it has entered into a partnership with enVista , a leading global software, consulting, managed services and automation firm, whereby enVista will sell and supply CPQSync by Cincom , Cincom’s SaaS-based Configure-Price-Quote (CPQ) solution.

Microsoft 62

Microsoft Transportation Retail Enterprise 62

Zoominfo

SEPTEMBER 7, 2021

Scenario Uncover untapped opportunities at customer accounts by calculating the user saturation rate. First, determine the total number of potential users at an account by counting all the contacts that have job titles, functions, and levels consistent with your typical user base. Then divide the number of their current user licenses into the number of total potential users.

Account 100

Account Licensing Relationals Opportunity 100

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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

Data

Shari Levitin

SEPTEMBER 7, 2021

Over a year into the pandemic, and hybrid selling isn’t slowing down, it’s accelerating. And this is just the beginning. We’re at an inflection point. A time when we must adapt the way we learn, do business, access customer needs, and create value. This past year has also taught us that so much more can be done remotely than we ever thought possible.

Groups 62

Groups Trends Sales Qualified Lead Objections 62

Zoominfo

SEPTEMBER 7, 2021

Scenario Many companies are growing and their current seat license capacity may not reflect their current or future needs. For customers near or at capacity, reaching out and inquiring about opportunities to add additional seats can open doors to upsell opportunities for new users.

Licensing 100

Licensing Opportunity Customer Company 100

Selling Energy

SEPTEMBER 7, 2021

We have so much jargon and so many acronyms in the energy industry that it is easy to confuse non-energy professionals. As many of you know, I’m a big proponent of clarity and simplicity – the fifteen-second elevator pitch , the one-page proposal , the one-page financial summary, and so forth.

Energy 62

Energy Proposal Industry Sales 62

Zoominfo

SEPTEMBER 7, 2021

Scenario Mine the valuable information held in the inboxes and calendars of your customer-facing representatives in sales, account management and customer success. Capture contacts and populate them in your CRM, along with all associated activity, including calls, emails, and meetings. Then analyze that activity and apply an engagement score to contacts, accounts, and opportunities.

Face-to-face 100

Face-to-face Outbound Inbound CRM 100

Advertiser: ZoomInfo

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.

Sales Process

Anaplan

SEPTEMBER 7, 2021

There are many ways to allot your marketing and trade spend, but only a few will lead to reaching revenue goals. Find them using “what-if” scenarios.

Revenue 59

Revenue Leads Marketing Qualified Lead Marketing 59

Zoominfo

SEPTEMBER 7, 2021

Scenario Responding quickly to inbound inquiries will dramatically increase your chances of success. A recent study showed conversion rates are eight times higher when salespeople place their first call within five minutes of getting a lead. When a website visitor researches a project management solution and fills out a web form for a product demo, the assigned SDR should receive an automated alert and contact the prospect immediately.

Follow-up 100

Follow-up Inbound Call-back Study 100

Bigtincan

SEPTEMBER 7, 2021

Sales enablement is the process of making sales teams able to efficiently move customers through the sales process to the point where the customer can make a buying decision. So gauging whether a sales enablement strategy is effective means answering this question: Is the sales team easily finding the product and training content they need […].

Sales Enablement 52

Sales Enablement Strategy Training Sales Process 52

Zoominfo

SEPTEMBER 7, 2021

Scenario Setting up scoring models to target the best-fit, highest priority accounts is essential for optimizing outbound prospecting performance. Many scoring models rely on CRM data to seed and train the model to return an ideal customer profile — but that data is often inaccurate or incomplete. ZoomInfo’s Artificial Intelligence Ideal Customer Profiles (AI ICPs) analyze account profiles for deals won and lost, customer attributes, firmographics, technologies, and other relevant data poi

Ideal Customer Profile 100

Ideal Customer Profile Customer Buyer Intent Demand Generation 100

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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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ClozeLoop

SEPTEMBER 7, 2021

ClozeLoop's B2B Sales blog keeps you up to date with the latest in sales management, sales techniques, and sales enablement. View our amazing post "Penny Zenker, Focusologist on How to Boost Productivity" by Hilmon Sorey.

How To 52

How To Sales Enablement B2B Sales Management 52

Zoominfo

SEPTEMBER 7, 2021

Scenario Personnel changes create great prospecting opportunities. For example, when a new executive is hired, they typically look to make their mark in the first 90 days, including evaluating existing technology and services and buying new ones. Getting in front of these executives early gives you the opportunity to influence their agenda and increase your chances of winning a deal.

Hiring 100

Hiring Promotion Networking Influencer 100

SalesHood

SEPTEMBER 7, 2021

With the sales enablement market maturing there's a growing focus on proving value, quantifying impact, and yielding the outcome and sales win rate we expect. Even though companies heavily focus on win rate, the reality of current sales performance is outcomes are still far below expectations. Companies spend millions every year on [ ] The post How to Boost Win Rates: A Simple Five-Step Framework for Virtual Sales Coaches appeared first on SalesHood.

Sales Coaching 52

Sales Coaching Coaching How To Sales Enablement 52