Selling Energy

JANUARY 15, 2021

There are many dimensions to finding the right prospects to approach. Here are three for starters.

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Prospecting Sales 52

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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Paid Content Lead Generation Lead Rank Lead Scoring 264

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

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Face-to-face Sales Qualified Lead Gatekeeper Licensing 195

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.

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Sales Qualified Lead Marketing Marketing Qualified Lead Lead Rank 207

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

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.

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Negotiation Training Closing Sales 124

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.

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How To Training 101

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.

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Sales Process Strategy Competition Sales 117

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.

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Sales Prospecting Marketing Company 91

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.

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Territories Hiring Account Coaching 88

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Sales

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.

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Sales Management Strategy Sales Customer 85

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.

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Motivation Strategy Sales How To 80

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.

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B2B Sales Enablement Analysis Sales Operations 83

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 […].

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Analytics Revenue Conversion Sales 71

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

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 […].

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Social Media Media Face-to-face Prospecting 74

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.

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Trends Consumer 74

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.

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Industry Revenue Company Sales 62

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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Negotiation Real Estate How To Distribution 59

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Data

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.

Maximizer 52

Maximizer Pipeline Groups Opportunity 52

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.

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Influencer Resources Positioning Conversion 52

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.

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eBook Webinar Metrics Twitter Maximizer 52

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.

Video 52

Video Competition Social Selling Industry 52

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

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

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B2B Top of Funnel Strategy Social Media 52

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.

LinkedIn 40

LinkedIn Conversion Lead Rank Lead Scoring 40

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.

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Marketing SugarCRM Webinar Metrics Churn 32

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.

LinkedIn 40

LinkedIn Conversion Lead Rank Lead Scoring 40

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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).

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Tools Sales 36

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.

LinkedIn 40

LinkedIn Conversion Prospecting Lead Rank 40

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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Competition Training Course Sales 26