Sales and Marketing Management
MAY 6, 2021
Have you adjusted to address the changes in B2B sales? We examine what less salesperson interaction means to the sales process. The post Buyers Are Changing – Are You? appeared first on Sales & Marketing Management.
Zoominfo
MAY 6, 2021
“A wise man adapts himself to circumstances, as water shapes itself to the vessel that contains it.” (Chinese proverb). The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020.
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Partners in Excellence
MAY 6, 2021
My friend, Tibor Shanto , and I were talking this morning. He asked me a fascinating question, “Why don’t managers have a development plan or roadmap for developing the capabilities and performance of their people?” The question caused me to pause and reflect. Very few managers sit down with their people and develop a plan to help them learn, grow, and contribute at higher levels.
Zoominfo
MAY 6, 2021
The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020. Last year, however, many stopped using events for prospecting, instead adopting old-fashioned methods like (gasp!
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.
The Center for Sales Strategy
MAY 6, 2021
For as long as there have been Customer Relationship Management (CRM) tools in existence, salespeople have been suspicious of management’s motive for insisting their sales teams use the software. Sure, when everyone on the team is using a CRM, the sales manager’s job can be made easier, but what’s in it for the rank and file salespeople? If you're a manager trying to get your salespeople on board with using a CRM, below are five reasons you can give them that convey what's in it for them.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Marc Wayshak
MAY 6, 2021
In today’s crazy marketplace, there’s a small group of sales professionals who are still absolutely crushing their sales … When I say this is a small group, I mean it’s a very, very small group —as in, the top 1% of salespeople in all industries. Regardless of industry, offering, or customer base, these top-performing salespeople all tend to be using the same secret, hidden strategies for sales success that other salespeople simply don’t know about.
Highspot
MAY 6, 2021
And yet, many sellers are wasting their opportunities to connect with potential buyers and lead them into the sales process. It’s even harder to win back the interest of a buyer once you’ve lost it than it is to attract it in the first place. So, how do you get the attention of a buyer and create conversations with them? You need to create an Attraction Campaign – an organized sequence of customized outreach messages, sent to buyers over a specific period of time, for the specific pu
Predictable Revenue
MAY 6, 2021
Dr. Snyder is a psychologist and productivity coach who helps business owners discover the motivation, systems, and strategies to get more done in less time. The post Slowing Down to Speed Up appeared first on Predictable Revenue.
Allego
MAY 6, 2021
This article originally appeared in LTEN Focus on Training Magazine. In Spring 2020, COVID-19 cases began to spike around the world. Dozens of ventilator manufacturers began shipping makes and models to hospitals unfamiliar with how to operate them, leaving healthcare professionals without proper ventilator training and experience overwhelmed. More than a year later, cases in Brazil and India continue to climb.
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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.
Apptivo
MAY 6, 2021
Communication among employees is one of the most important aspects of a successful company. Due to sharing vital information between employees, businesses can plan and carry out organized events. But, if there is even a slight miscommunication between the employees about a project, it could lead to massive failures, including loss of time & money.
Pipeliner
MAY 6, 2021
We all know that trust is a critical element in turning prospects into customers and customers into advocates. Establishing trust, however, has many building blocks including empathy, consistency, credibility to name but a few. To help you on your trust-building journey, we have assembled a panel of trust experts who will offer practical advice on how to build a robust trust-based approach to selling that will provide you with a competitive edge and raving fans as customers!
Sales Hacker
MAY 6, 2021
We’re in the middle of a transformational time in the world of technology across all sectors. From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever.
Atlatl Software
MAY 6, 2021
Whether it is for a dedicated purpose, curious exploration, or a retail therapy session, consumers spend a lot of time shopping online. Research from Statista found that 75% of global consumers shop online at least once per month , and 20% shop at least once per week.
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.
Sales Hacker
MAY 6, 2021
Do you get flustered when talking to a CIO or CMO? As Strategic Account Director on the Enterprise team at Salesforce, Ian Koniak spends all day talking to the C-Suite. Get his firsthand knowledge on what you need to smoothly pull off major sales: See yourself as an equal. Focus on solving problems. Care more about their success than your commissions.
Sales Gravy
MAY 6, 2021
OUCH! The internal sale was more challenging than closing the actual deal! A brutal truth about B2B sales is that the internal sale (the sale after the sale) is often more challenging than the external sale (getting your prospect to sign the deal). Many sales professionals struggle with the internal sale because they don't understand how to get past those organizational hurdles.
SalesHandy
MAY 6, 2021
B2B sales can be complex and confusing with many different processes, practices and models it’s made up of. Inside sales is one such model. It has rapidly evolved and is among the most popular ways to sell to businesses online. With more than 50% of new B2B sales jobs being inside sales roles, it’s no longer a niche operating model. So what does Inside Sales mean and what’s the big deal about it?
InsightSquared
MAY 6, 2021
When it comes to measuring the health of your pipeline and forecasting the quarter, are you focused on Lagging Indicators that leave you looking in the rear-view mirror? What if you instead focused on Leading Indicators ? The metrics that help you get ahead of risks and upside. Those that allow you see your pipeline in a new light. In the webinar, “From Lagging to Leading: The Essential Sales Metrics You Don’t Want to Miss,” InsightSquared’s, James Davison, Chief Product Officer, and Lynn
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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
Sales Hacker
MAY 6, 2021
Avoid these top 5 sales contest mistakes and learn tips & tricks to increase engagement & adoption within your team. The post 5 Reasons Why Your Sales Contests Suck & How to Fix Them appeared first on Sales Hacker.
Partners in Excellence
MAY 6, 2021
I just had a few minutes free time and skimmed Clubhouse to see if there was a discussion I might listen to. I stumble on one entitled “Selling Without Feeling ‘Salesy'” I didn’t listen to it, but it struck a nerve. We hear that all the time, expressed both by sellers and buyers. (As a side note, we never hear buyers of being too “Buyersy.”).
Nyden on Negotiation
MAY 6, 2021
Ok. Exaggeration alert. I don’t hate them the way I hate Okra or cleaning the litter box. But, when stakeholders think that a complex multi-Billion dollar deal can be contracted for a “fixed price” I feel like yelling WHHAAAT?? Which I don’t – or wait until I am on mute! I dislike them for complex situations because fixed price agreements lend themselves to a flood of change orders, which is the antithesis of a ‘fixed price”, when the risks, such as poorly defined scope of work, materialize.
Carew International
MAY 6, 2021
Wikipedia defines human nature as the concept that there are a set of characteristics, including ways of thinking, feeling, and acting, which all ‘normal’ human beings have in common. Most sales processes adhere to that philosophy, gearing sales tactics to capitalize on the commonality of all humans. It makes sense, right? Won’t most “normal” human beings react to any given sales tactic similarly?
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 Hacker
MAY 6, 2021
Join experts from PatientPop, RevenueGrid, and Outreach for an in-depth conversation about how top-performing sales teams separate the signal from the noise and distill it into control over their pipeline. The post How the Best Sales Managers Turn Data > Insight > Actions appeared first on Sales Hacker.
MEDDIC
MAY 6, 2021
Yes, I wrote “process” MEDDIC is NOT a Sales Process. During the course “ Introduction to MEDDIC ” at MEDDIC Academy , I explain that there is no such thing as the MEDDIC sales process (or the MEDDPICC Sales process ). There, I also explain that MEDDIC is a sales methodology which works with your existing sales process. In other words MEDDIC is process-agnostic.
Pipeliner
MAY 6, 2021
While moving to another country can feel a little daunting, it also allows for experiencing a new culture, creating a more comfortable life, and having better future opportunities. Thus, today’s guest in the Expert Insight Interview is Brandon Miller, and he discusses why Canada is an excellent country to secure your second home, second passport, and better life. .
Selling Energy
MAY 6, 2021
Tony Robbins is fond of saying that the quality of your life is directly related to the quality of the questions you ask. So, I ask you, are you asking the right questions?
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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
Pipeliner
MAY 6, 2021
As you decide on which medical office space to sign a deal for, there are several factors you should consider when choosing a brokerage and or rental-realtor firm. We have spoken to experts and here’s what they have to say on the matter. 1. Location And Local Rental Expertise. Before anything else, your medical office space brokers have to be highly knowledgeable about the local area.
Mereo
MAY 6, 2021
This is a blog takeover by Steven Goas , sales enablement leader at Capital One. In the digital, customer-centric economy of 2021 and beyond, executives are not moved to action by your selling organization’s solution features, details or even benefits. Your buyers, especially the C-suite executives ( who have become even more invested in sales cycles ) , care about their long-term outcomes.
Pipeliner
MAY 6, 2021
The 4th quarter of the year is the main spending event, starting with Black Friday and not slowing down until Christmas. But throughout the year, there are many other holidays that are celebrated. Quite often, celebration means giving gifts and this is an opportunity to drive more sales. With any important holidays coming up, such as Valentine’s Day, Easter, Mother’s Day, New Years’, and many more, eCommerce merchants see a tremendous increase in website visitors who are eager to make a pu
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