Fri.Jan 15, 2021

3-Dimensional Prospecting

Selling Energy

There are many dimensions to finding the right prospects to approach. Here are three for starters. prospecting sales success Business tips recession selling

5 Successful Lead Generation Strategies

Zoominfo

After a year like no other, here we are in 2021 still standing. The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival.

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Stop Telling and Start Asking!

Mr. Inside Sales

Once very couple of years, I like to re-run this article on the importance of asking questions as opposed to pitching. While this context is presented as an interview, it is completely translatable to sales—and that means YOU.

Market & Sales Intelligence — Why Both are Essential for Sales Teams

Zoominfo

Sales reps can easily lose a successful sale if they don’t have the right tools or framework to work with. Both market and sales intelligence fall under the umbrella of lead intelligence, which collectively gives comprehensive insights about prospects.

Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

How to Succeed at Finding Bliss [PODCAST]

Sandler Training

Mike Montague interviews Akshay Nanavati, best-selling author of Fearvana, on How to Succeed at Finding Bliss. The post How to Succeed at Finding Bliss [PODCAST] appeared first on Sandler Training.

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Weekly Roundup: How Sales Pros Are Adapting to Remote Work, Mastering Virtual Communication + More

The Center for Sales Strategy

- MOTIVATION -. The secret to getting ahead is getting started.". Mark Twain. AROUND THE WEB -. > > How Sales Pros are Adapting to Remote Work – Sales Hacker. Nearly a year in and we’re still not ready to call it a new normal just yet.

Sales Managers: Get Out from Behind Your Desk | Sales Strategies

Engage Selling

As sales managers, you can’t solve your team and company’s problems if you’re not talking to customers directly. Especially during these uncertain times, I know many of you have become comfortable with just sitting behind your desk.

Making Go for No Work For You

Go for No!

People sometimes worry: if I ‘go for no’ I’ll get a no. I’m expecting that it will happen and so it will happen. It’s true that expectations can play a role in our mindset and then in our actions.

Your Sales Team: In Touch With Your Organization?

Engage Selling

Is your sales team in touch with your organization? That is, do members of your sales team stay updated on new developments in the rest of your organization? Are they aligned with what the marketing teams are telling prospects?

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Aviso AI Enters Three New Categories on G2

Aviso

Aviso AI is excited to announce its debut of three new categories on G2: AI Sales Assistant, Sales Performance Management, and Conversational Intelligence. These new arrivals serve as welcome expansions to Aviso’s current leadership in the category of Sales Analytics.

How to Identify Dead Deals in Your Pipeline

InsightSquared

You’ve set big goals for your team. You’ve even upped the quota. Everyone is onboard but can you really make it happen? Where to start? Step one: stop wasting time on dead and dying deals. .

How AI Will Guide Corporations [Part 1: Redefining Roles]

Aviso

Industries dramatically change every decade or so. Consider this—only about 50 companies, or roughly 10%, have remained on the Fortune 500 list since 1955. As we start moving into the early 2020s, we’re on the cusp of another major change, one that will be guided by artificial intelligence (AI).

Not Everyone Wants To Be, Or Should Be A Manager!

Partners in Excellence

The other day, I had a conversation with a salesperson. She wanted some coaching on her career and how she might advance and develop. She said, “Dave, it seems the only way to advance in my sales career is to be a manager. But I love selling, I love working accounts and doing deals.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

The most important tech coming out of CES… isn’t at CES

Atlatl Software

I love CES. The excitement of “new” and the introduction of the future of tech has always been marked in early January with the Consumer Electronics Show. I loved attending, seeing the trends, trying new devices, and watching the world come together to look forward.

Why 2021 Will Be The Year Of Guided Selling

Crunchbase

Sales teams have always needed to be agile. The marketplace is constantly changing, with new trends emerging among buyers all of the time. To stay ahead of the curve, sales organizations have to adjust to address buyers’ needs and expectations.

Our Most Popular Content on Executing Effective Discovery

Force Management: The Seller's Command Center

We write a lot about executing an effective discovery process. It’s one of our most popular blog topics, likely because it’s one of the most important components to a value-based sales conversation.

Inspirational Quote by C.S. Lewis

criteria for success

Happy Friday, Let's Talk Sales listeners! Today's episode is part of our “Inspirations” series, and features a quote from C.S. Lewis. We hope this episode is what you need to keep up the momentum as we reach two weeks into 2021.

eBook 52

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Artesian takes Financial Service Automation to the Next Level with the Launch of Artesian Connect

Artesian Solutions

Artesian takes Financial Service Automation to the Next Level with the Launch of Artesian Connect TM.

Choosing Negotiations Skills Training For Sales Teams: Not All That Glitters is Gold

Nimble - Sales

Have you had your deal closing rate down recently by double-digit percent with no major shifts in the niche to cause the drop? Is your market share dropping for reasons unbeknownst to you? Are your competitors getting their hands on your loyal clients with higher rates and overall worse conditions?

Prospecting: How to Convert Your LinkedIn Connections Into Meaningful Conversations | Brynne Tillman - 1395

Sales Evangelist

LinkedIn is a good place to prospect. In this episode, listen and learn as Brynne Tillman and Donald talk about how to convert your LinkedIn connections into meaningful conversations. When is LinkedIn ineffective? Back in the early months of 2020, people connected with others and then threw their pitch in. This was ineffective. Today, salespeople are so desperate that they put their pitches in their connection request message.

How to Prospect, Engage, and Sell Using the Social Media Platforms Your Audience Lives on

Nimble - Sales

Nimble CEO Jon Ferrara and Digital leader Tim Hughes met by connecting on Twitter. As their relationship grew, they eventually met face-to-face when Jon was visiting London.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

4 Negotiating Traps That You Need To Learn How To Avoid

The Accidental Negotiator

Decision making errors can often lead to us getting trapped during a negotiation Image Credit: aaron.bihari. As negotiators, when we are trying to sell something the one thing that we all want to do is to avoid falling into any traps during our next negotiation.

Seeing the wood for the trees

Eyeful Presentations

Death by PowerPoint doesn’t happen because you’re rubbish at PowerPoint. It doesn’t happen because your slides are ugly. It doesn’t happen when you nervously trip over your words. Death by PowerPoint happens when you cram too much content into a presentation.

Tools 36

B2B Sales Transformation Tactics to Implement Right Now

Showpad

As Forbes notes, there’s no “if” or “when” to B2B sales transformation anymore. After the events of Q1 2020 — and the year overall — sales transformation is no longer an option. The phrase “sales transformation” has been discussed before.

How Women in Leadership Can Increase Your Bottom Line (video)

Pipeliner

Why are there fewer female leaders than male leaders? In this Expert Insight Interview, Diana Fryc discusses how women leaders can contribute to a company’s success.

Video 52

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

Outshine your Competition with Online Sales Training

Klozers

Reading Time – 4 minutes 1. Online Sales Training – Introduction There are a myriad of companies now offering online sales training courses. From Universities in the US like Northwestern or University of Michigan through to smaller, boutique agencies.

5 Strategies to Optimize B2B Sales in 2021

OnePageCRM

In 2020, B2B teams had no choice but to adjust to remote sales. While virtual meetings and events left many organizations scrambling to maintain lead generation and pipelines, other companies flourished.

Top 5 Tips to Amaze Your Audience Through Marketing Content

SugarCRM

Recently, I got to do two things I never did before: I visited Cleveland—the Rock & Roll Hall of Fame is a must-visit – and I attended Content Marketing World, one of the largest marketing-focused events in the world, with over 120 sessions and workshops presented by leading brand marketers and experts.