3-Dimensional Prospecting
Selling Energy
JANUARY 15, 2021
There are many dimensions to finding the right prospects to approach. Here are three for starters.
Selling Energy
JANUARY 15, 2021
There are many dimensions to finding the right prospects to approach. Here are three for starters.
Zoominfo
JANUARY 15, 2021
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. One thing is clear — lead generation has never been more central to a business’ success. When it comes down to it, one of the most important things marketing organizations are tasked with is generating marketing qualified leads (MQLs).
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Mr. Inside Sales
JANUARY 15, 2021
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. If I gave you a pencil and asked you to sell it, how would you go about it? This is one of the most basic of interview questions I’ve used for years for prospective sales reps, and the answer reveals so much about their previous training, their understanding of the sales p
Zoominfo
JANUARY 15, 2021
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. Finding the best prospects goes beyond surface-level details like company name and phone number. Sales professionals also need access to extensive intelligence such as buying signals, reporting structures, and tech stacks.
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.
Nimble - Sales
JANUARY 15, 2021
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? It’s time to consider choosing […]. The post Choosing Negotiations Skills Training For Sales Teams: Not All That Glitters is Gold appeared first on Nimble Blog.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JANUARY 15, 2021
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. I’m not sure I want to be a manager—but I still want to advance in my career… ” She’s focused on a critical issue too few leaders pay attention to.
Sandler Training
JANUARY 15, 2021
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.
G2Crowd - Sales Blog
JANUARY 15, 2021
Over time, strategists have recognized the need for a well-defined sales strategy in a fast-paced and competitive environment.
Engage Selling
JANUARY 15, 2021
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? Do … Read More » The post Your Sales Team: In Touch With Your Organization? first appeared on The Sales Leader.
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
The Center for Sales Strategy
JANUARY 15, 2021
- 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. With the shift to work from home, remote selling has become a cornerstone of successful sales strategies in 2020.
Engage Selling
JANUARY 15, 2021
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. However, you need … Read More » The post Sales Managers: Get Out from Behind Your Desk | Sales Strategies first appeared on The Sales Leader.
Showpad
JANUARY 15, 2021
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. The difference now is that recent, truly transformative events have pushed sales operations forward toward innovation and a fundamental rethinking of how best to communicate, collaborate, serve clients and drive revenue.
Aviso
JANUARY 15, 2021
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. Sales Analytics and Enablement Our mission is to guide sales teams to their revenue True […].
Advertiser: ZoomInfo
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
Nimble - Sales
JANUARY 15, 2021
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. Since their meeting, Tim has developed his own agency to teach others how to sell on social and has written multiple books, including Social Selling: Techniques to Influence […].
Atlatl Software
JANUARY 15, 2021
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.
Aviso
JANUARY 15, 2021
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). As revenues rise and fall, and […]. The post How AI Will Guide Corporations [Part 1: Redefining Roles] appeared first on Aviso.
The Accidental Negotiator
JANUARY 15, 2021
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. However, the problem that we all face is that no matter what negotiation styles or negotiating techniques we are using, traps can be difficult to spot and even harder to avoid.
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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.
Emissary
JANUARY 15, 2021
Click to Download. Chances are you are now putting the finishing touches on your sales kickoff (SKO) meeting—likely in a virtual format for the first time ever. As you polish your presentations, tweak your timing, and double-check your cohort groups, it is a good time to take a step back from the minutiae and critically examine your nearly- finished product.
Force Management: The Seller's Command Center
JANUARY 15, 2021
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. Effective discovery helps separate you from other salespeople, putting you in a better position to influence the decision criteria, instead of simply reacting to it.
criteria for success
JANUARY 15, 2021
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. For more sales inspiration, head to our website and check out our Let's Talk Sales library. This week's quote is from author C.S.
Pipeliner
JANUARY 15, 2021
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. Diana Fryc is a Founder and Host of a Gooder Podcast, where she interviews successful women leaders in the food, beverage, and wellness industries. The interview discusses: Perfect balance within the organization.
Advertiser: ZoomInfo
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.
OnePageCRM
JANUARY 15, 2021
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. The key difference between the two was a willingness to adapt, evolve, and experiment with new tactics. While it’s unknown if B2B sales will return to the same pre-pandemic landscape or if all in-person business activities will presume mid-year, leaders can plan based on industry insights, repor
Sales Evangelist
JANUARY 15, 2021
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.
SugarCRM
JANUARY 15, 2021
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. Bottom line is, if you’re a marketer, there’s definitely something for you to learn at Content Marketing World.
Sales Evangelist
JANUARY 15, 2021
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.
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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
Eyeful Presentations
JANUARY 15, 2021
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. Nope. Death by PowerPoint happens when you cram too much content into a presentation. When this happened, you lose focus, structure and purpose (oh, and your audience also switch off).
Sales Evangelist
JANUARY 15, 2021
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.
Klozers
JANUARY 15, 2021
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. The pandemic and subsequent lock-down of 2020 drove what few players who weren’t online to get.
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