Mon.Apr 13, 2020

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How to Plan a Virtual Event That Generates Leads in 4 Easy Steps

Sales Hacker

The cancellation of industry events from the COVID-19 crisis poses a real problem to salespeople who rely on events-based marketing. Conferences and workshops are obviously being canceled, and the associated costs are significant. In the tech sector alone, the direct losses from the cancellation of just 10 events are more than $1.1 billion. Many companies are canceling events or postponing them until after the crisis is over.

Lead Rank 127
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How to Make a Remote Sale

Sales and Marketing Management

Author: Andres Lares, Shapiro Negotiations Institute There is a small truism about connecting with people that anyone in sales can tell you, and they learned it early in their careers. When speaking to somebody on the phone, they can hear the difference when you smile. It’s true. And it demonstrates a tried and true concept that is more critical now than ever before: It’s not just what you say, but how you say it. .

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How to Comp Sales Teams  in a Crisis

InsideSales.com

Much as we like to think we can exersize an iron grip on our own destiny and the destiny of the sales people in our team, some things are beyond our control. When a macro event like COVID-19, or a significant economic downturn occurs, we have to adjust to a new reality. Part of that reality in sales is compensation – it’s the clearest signal we can possibly give to our teams to indicate what the company believes is important and what we want them to do.

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How Sales Leaders Are Prospecting in a COVID-19 World

SBI Growth

Waking up today, there is a lot of uncertainty in your world as sales leaders. The way you are interacting with customers and even your own sales team have changed overnight.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Differences Between Selling to Women vs. Men (Yes, Gender is a Factor)

Zoominfo

Are there differences in selling to women vs. men in B2B sales? Isn’t it all the same? If that’s the mentality you’ve adopted, it might be time to rethink. In partnership with leading sales linguist Steve W. Martin, ZoomInfo surveyed 350+ B2B buyers, and we put this question to the test.

Survey 311

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Back to the Base- A Message from Our CEO

SBI Growth

Throughout this past week, there has an overwhelming interest in the concept of going “back to base” During these uncertain times, your most significant opportunity for revenue growth is through retention. How will you create more value for your existing.

Retention 249
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Differences Between Selling to Women vs. Men (Yes, Gender is a Factor)

Zoominfo

Are there differences in selling to women vs. men in the B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which means I’ve spent a lot (A LOT) of time at Home Depot and Lowe’s over the last 15 years. I remember clearly, during those Saturday afternoons walking up and down aisles looking for just the right tile, how much I preferred shopping at Lowe’s to Home Depot.

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Video for Sales and Thought Leadership: An Extensive Guide to Getting Comfortable on Camera

The Center for Sales Strategy

If you could start one new thing this month that increased the open rate of your sales emails by 5Xs and improved your open-to-reply rate by 8Xs , would you do it? The obvious answer is yes, but sadly, once most of you realize what it is, you’ll come up with at least one of these excuses as to why you won’t do it and still avoid it. Video. Yes, video!

Video 125
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How the Antifragile Grow Stronger in Adversity

Anthony Iannarino

In the book, Antifragile: Things That Gain from Disorder , Taleb describes the difference between being robust (or resilient) and being anti-fragile. He likens the idea of being robust to being the mythological bird, the Phoenix, who, when destroyed, comes back to life. Negative events don’t harm the Phoenix, but it isn’t made stronger by them either.

Lead Rank 131
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Podcast 143: Leading With Empathy During Times of Uncertainty With Ralph Barsi

John Barrows

We are living in unprecedented times and uncharted waters. There is no better time than now to lead your sales conversations with empathy, kindness, sensitivity, and transparency. Ralph Barsi runs the global inside sales team at Tray.io and he joined us this week to share how his team has taken this opportunity to stop, recenter and get back to really caring about the person on the other side.

Lead Rank 106
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How to Market During a Recession

Grant Cardone

A depressed economy or personal business downturn requires that you relinquish any restrictions about your “ideal” or preferred customer. This isn’t a time to be selective with your criteria; you may have to break some of your previous rules for those with whom you do business. For instance, let’s say you normally only have Fortune500 companies as clients.

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The Hardest Job in Sales Just Got Harder: Sales Management Strategies in Crisis

Miller Heiman Group

Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The uncertainty of a crisis only heightens the challenge of balancing these demands. During this crisis, sales managers play an even more critical role than usual in your organization’s strategy: because they typically oversee 8 to 10 sellers , sales managers exert tremendous influence over whether your organization’s approach to the crisis succeeds or fails.

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HubSpot Reps on How to Work With Marketing to Make Better Sales Content

Hubspot Sales

Sales content — brand or product-specific content your company produces to compel prospects to buy. The quality of your sales content can be a critical factor in a potential customer's decision to trust your business. If you can produce compelling content — specific to your business and how it will impact their lives or company operations — you can make them legitimately consider purchasing your product or service.

Hubspot 94
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How to Stay Competitive in the Evolving State of Martech

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

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7 Easy-to-Implement Tips to Improve Your ROI in 2020

Nimble - Sales

Our new year has presented a unique series of challenges, but your business must adapt quickly and move on with things to survive. One thing that hasn’t changed is that business owners are always looking for ways to increase their ROI. This makes sense. There’s only a finite number of resources, so you want to […]. The post 7 Easy-to-Implement Tips to Improve Your ROI in 2020 appeared first on Nimble Blog.

ROI 109
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AR/VR in Sales: 5 Early Applications

Hubspot Sales

During the summer of 2016, my husband and I were obsessed with the augmented reality (AR) game Pokemon Go. Like everyone else in the world, we started walking everywhere with family and friends so we could catch pokemon. While this was the first time I saw AR being used to drive engagement and increase revenue for a brand, the strategy has grown even more since then.

Retail 88
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How to Manage Sales Task Saturation [Podcast]

Sales Gravy

On this Sales Gravy Podcast, Jeb Blount (Fanatical Prospecting) discusses the danger of task saturation for Sales Professionals with Will Frattini of ZoomInfo. Prioritization is a big issue for salespeople who want to be productive and on this episode you'll learn tips and tactics for organizing your sales day so that you can focus on selling. On this Sales Gravy Podcast, Jeb Blount (Fanatical Prospecting) discusses the danger of task saturation for Sales Professionals with Will Frattini of Zoom

How To 78
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Mix Prospecting into Lead Generation

KLA Group

With everyone working remotely, you need more touches to stay in front of your target market and a unique message that will grab their attention to get you through the virtual door. Combine email campaigns, social engagement, and virtual events. Lower your lead scoring and prospect to the marketing qualified leads who bubble up. Focus […].

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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The Infinite Game

Selling Energy

How often does the word “winning” find its way into business language? Often, as we all know. Nevertheless, what if winning were never the point to begin with, even though business is littered with figures we deem to be winners and losers?

Sales 70
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Rahim Fazal: From Rap Artist to Silicon Valley CEO

Gong.io

Is organic hyper growth possible? How can you transition from a self-service to an outbound sales model? Why is diversity in sales so important? On a recent episode of the Reveal podcast, we connected with Rahim Fazal, CEO of SV Academy, for answers to these and other questions that are top of mind for revenue leaders. Key Points to Remember. Inbound lead segmentation is critical to a successful sales strategy.

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#94: Kristie Jones of Sales Acceleration Group — How to Embrace Change

Xvoyant

Kristie Jones, Principal of Sales Acceleration Group, joins Rob on the podcast to talk about how companies who use creativity and innovation to change during this challenging time will be the ones who win their way to not just survival, but high-growth success. Companies must be ready to adapt quickly and be prepared to reevaluate everything. Kristie reminds us that when we embrace change, we have to understand that failure is to be expected as we implement new products, new pricing models, and

Groups 62
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The Daily Briefing: April 13, 2020

Chorus.ai

Watch the Video. In the first Daily Briefing of this week, Jim Benton was joined by Greg Holmes , Former CSO of Zoom and Chorus.ai Board Member. They discussed how creativity and positivity is playing out in sales, and they focused on the most recent findings from Chorus’s research team. Specifically, that meeting volume is flat WoW and that the dip in volume is affecting AE's, not Customer Success professionals.

Pivotal 62
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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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UK vs USA Sales Competition

Xvoyant

Team USA v. Team UK. USA has a larger follower count. But the UK claims to have better engagement from their followers. A Sales Showdown discussing crowdsourced topics that are relevant to you, right now. So who do you think will win? We’re proud to be part of Team USA along with Kevin “KD” Dorsey, Dale Dupree, Rob Jeppsen, Morgan J Ingram, Richard Harris and Scott Leese.

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Growing a Business with Johnathan Grzybowski

criteria for success

Happy Monday, Let's Talk Sales listeners! This episode's featured guest is Johnathan Grzybowski. Jonathan is the CMO & Co-founder of Penji, an on-demand graphic design service that is fast, simple, and affordable and has been named as a top startup to watch. Prior to Penji, he founded multiple marketing-related startups and worked for Apple. He is also the host of Blindfold Entrepreneurship podcast.

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Sales Leaders: How to Effectively Manage your Team Amidst the Crisis

Sales Hacker

The post Sales Leaders: How to Effectively Manage your Team Amidst the Crisis appeared first on Sales Hacker.

How To 66
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Sales Pipeline Management Tips For Real Estate Brokers

Salesmate

Real estate pipeline management is as important as for other businesses. Lest, there is one small yet crucial difference; real estate business is a single-deal model where you have to keep looking for new prospects. For a real estate agent, this is a challenge. You are always hunting the market for leads making the process a bit competitive. But we are not here to tell you the obvious, right?

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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The Only SDR Marketing Alignment Playbook You’ll EVER Need

Sales Hacker

The post The Only SDR <> Marketing Alignment Playbook You’ll EVER Need appeared first on Sales Hacker.

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‘1% Better Every Day’: 18 professional development tips for salespeople

Nutshell

Nutshell’s BOUNDLESS 2020 virtual event was chock-full of amazing sales, marketing, and customer success advice from some of the top minds in their fields. One of those minds belonged to John Barrows , the CEO of JBarrows Sales Training as well as an in-demand speaker and author. John has helped mega-companies like Salesforce, Box, and LinkedIn drive results with proven techniques for filling the funnel and improving tactics throughout the sales cycle.

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6 Effective Time Management Strategies From Sales Experts

InsideSales.com

Apply these time management strategies from sales experts to improve performance! Keep reading to find out more. RELATED: Forbes.com – Best Practices in Time Management. In this article: What Contributes to Poor Time Management. Effective Tips on Managing Your Time Effectively. Make Technology Work With You, Not Against You. Get Organized and Use Templates.