The Pipeline
JUNE 22, 2020
By Tibor Shanto. There are a lot of blurred lines in business and sales, leading to blurred conversations, and longer sales cycles. One blur is the line between who is a buyer and who is a prospect. Assuming buyers and prospects are the same and the words interchangeable perhaps explains the output numbers year after year. You need to accept that prospects are not buyers, which is a good thing for us.
Sales and Marketing Management
JUNE 22, 2020
Author: Kaveri Kalavath Implementing enterprise software has never been easy. And this hasn’t changed, even with software as a service (SaaS) and cloud-based technology. An original promise of SaaS was that it would take the pain away from internal IT personnel and transfer it instead to the technology vendor, which specializes in the thankless job of establishing the optimal hosting environment and maintaining the software for many clients at once.
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Hubspot Sales
JUNE 22, 2020
Successfully onboarding new employees is critical for any employer looking to retain talented team members long-term. Turnover is costly and disruptive, and nearly 20% of employee turnover happens within the first 45 days of employment. With this in mind, a robust onboarding program is one of the most worthwhile investments you can make in building an effective sales team.
SBI Growth
JUNE 22, 2020
When it comes to Partner Marketing, the main focus, if there’s any focus at all, is often on making sure that your partners have the playbooks, tools, understanding, and marketing funds to sell your company’s products. But how much are.
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 and Marketing Management
JUNE 22, 2020
Author: Paul Nolan Almost half of small and medium-sized business owners (48%) have experienced a severe decline in demand or have stopped operations altogether in response to the COVID-19 pandemic, while 56% have pivoted to a new business model to survive. These statistics are from a survey of more than 1,200 business owners about how the pandemic is affecting entrepreneurial behavior and performance.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
JUNE 22, 2020
Author: Paul Nolan The way companies buy and sell from each other looks very different than it did even six months ago. McKinsey & Company created its B2B Decision Maker Pulse , a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories. The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19.
Predictable Revenue
JUNE 22, 2020
On the average cold call, you may have fewer than 30 seconds to give prospects a compelling enough reason to continue engaging with you. How can you even begin to forge a relationship in such a short period of time? The post 5 Tips to Building Rapport on a Cold Call appeared first on Predictable Revenue.
Sales and Marketing Management
JUNE 22, 2020
Author: Tim Houlihan Our behaviors and decisions change regularly to a very large degree because of context. With the quarantine, and now the recovery, the context that the entire world is experiencing is different from what it used to be. We’re exempting monastic monks and those who live off the grid. But that’s not you, nor is it your customers. Sales managers are in a unique position to create a clean slate during the recovery because nearly everyone is.
Nutshell
JUNE 22, 2020
Cold calling is great—if your prospects actually pick up the phone. Many buyers are more comfortable with texting than phone calls, which means you have to get comfortable with it too. Learn to leverage this underrated communication channel, and SMS sales just might become the secret weapon in your selling arsenal. Here are a few quick facts to prove it to you: The average American checks their phone 96 times a day.
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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.
Sales and Marketing Management
JUNE 22, 2020
Author: Paul Nolan Melissa Sargeant is chief marketing officer at Litmus, a marketing company that helps businesses create emails that convert. Q:?It’s been about three months since the start of the pandemic. How have you seen marketers shift messaging in that time? At the beginning of the pandemic, marketers didn’t want to push sales because of the sensitivity of the time, both socially and economically.
John Barrows
JUNE 22, 2020
This week, a friend of the JB Sales team joins us on the podcast. Greg Segall , CEO of Alyce joins John to talk about what real personalization looks like. It’s not about referencing the college your prospect went to, or signing off your email with “Go Pats” if your prospect supports the Patriots. Here’s Greg’s take… Follow the podcast: Subscribe on iTunes.
Chorus.ai
JUNE 22, 2020
We are proud to announce the new and improved Chorus iOS mobile app! It’s not just a makeover, it’s a whole new experience. Access all of the features you know and use today available in your pocket, from your couch, and anywhere you go. Do Great Work. Anywhere, Anytime. We rebuilt our mobile app from the ground up, and we know you’re going to like what you see.
Sales Hacker
JUNE 22, 2020
Does this question sound familiar… “Actually, can you make this out to our CFO?”. You’re closing a deal and after sending the order form to your so-called champion, you learn that they aren’t the one signing. The fate of your deal now depends on someone you’ve never met. To make matters worse, today is the close date of this forecasted opportunity and your manager asks you when it’s coming in.
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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.
The Center for Sales Strategy
JUNE 22, 2020
When dealing with severe levels of change, it’s natural to reign in and hyper-focus on the activity we feel is most essential to surviving and thriving in that environment. In sales, that core activity would include things like the need to continue identifying quality prospects , connecting with decision makers, and discovering their needs and desired business results.
Hubspot Sales
JUNE 22, 2020
Imagine you're shopping at a men's department store in the dead of winter. What kind of clothing do you imagine is on display? In all likelihood, you'd find coats, scarves, and sweaters in its windows and laid out in the more prominent parts of stores. If you were going to find a pair of swim trunks from the past summer's collection, you'd probably have to look on a clearance rack.
Smart Calling
JUNE 22, 2020
When I talk with sales leaders whose reps are struggling with prospecting, quite often I find the root of the problem is actually with the leaders themselves. Upon examination of their methods, processes, and beliefs I often can spot mistakes being made due to belief in one—or many—of the cold calling myths that still are being perpetuated. Most of these are nonsense, and just plain wrong.
Gong.io
JUNE 22, 2020
How can you evolve into a great leader? What’s a sales leader’s real job? Where does self-awareness come from? On a recent episode of the Reveal podcast, we connected with Scott Miller, EVP of Thought Leadership and CMO at Franklin Covey, for answers to these and other questions that are top of mind for revenue leaders. Key Points to Remember. Most people are promoted into leadership roles for the wrong reasons.
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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 Gravy
JUNE 22, 2020
On part four of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss the two laws of sleep. Jeb and Jeff explore: Sleep Debt. Circadian Rhythm Sleep Procrastination Techniques for battling insomnia More Episodes of Sleep and Sales Performance Listen to Part One of Sleep and Sales Performance Listen to Part Two of Sleep and Sales Performance Listen to Part Three of Sleep and Sales Performance On part four of th
Sandler Training
JUNE 22, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated… The post How to Succeed at Sandler Rule #24: Product Knowledge Can Be Intimidating When Used at the Wrong Time [PODCAST] appeared first on Sandle
Selling Energy
JUNE 22, 2020
Making a change can be overwhelming, particularly during these unprecedented times, but does it have to be? If you’re looking for a way to break down your goals and make them less intimidating, BJ Fogg’s Tiny Habits might be worth adding to your reading list.
InsideSales.com
JUNE 22, 2020
Sales development representatives (SDRs) have one of the most important sales roles because they channel customers to pitchers who close deals. They ensure an organization delivers an efficient revenue machine by making the sales cycle streamlined, but what does a day in the life of an SDR look like? RELATED: 14 SKILLS SALES DEVELOPMENT REPRESENTATIVE HAVE MASTERED.
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 Lead Management Association
JUNE 22, 2020
“Do you know,” I asked the marketing manager, “how much money to spend on demand generation, and how many leads to create for salespeople to make quota?”.
Highspot
JUNE 22, 2020
In celebration of Pride Month, we’re passing the mic to four Highspot employees to share conversations that have changed the course of their story, and might inspire you, too. “Perfection can be a prison.” In my early twenties, I took a job running a cookie shop outside of Pike Place Market. My first week on the job was also my trainer’s last, meaning there was a lot to learn in a short amount of time.
Product Management University
JUNE 22, 2020
Just-in-time learning is not a new concept. But the COVID-19 pandemic and social distancing restrictions have pushed a lot of organizations into wider adoption in the absence of traditional instructor-led classroom training. What is Just-In-Time Learning? Just-in-time learning, also referred to as “learning in the flow of work” or “learning at the point of need” is exactly what it says.
Accent Technologies
JUNE 22, 2020
The post Why Buyer Energy, Not Sales Activity, is the Real Measure of Sales Success appeared first on Accent Technologies.
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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
SugarCRM
JUNE 22, 2020
Have you ever tried to run a marathon with no training? What about with no carbs and hydration beforehand? How about with the wrong shoes? Without stretching or taping up any previous injuries before? There’s a lot more than just a couple long runs that goes into having a successful marathon. Making these rookie mistakes can cause you to finish a little differently than you anticipated.
Sales and Marketing Management
JUNE 22, 2020
Author: Paul Nolan. Under normal circumstances, you may have been able to set a competitive but fair price for your company’s goods or services and stick with it. These are anything but normal circumstances. In a blog post about pricing in the pandemic for marketing research firm Forrester SiriusDecisions, Lisa Singer says companies trying to rebound from the disruption of the COVID-19 pandemic must look for opportunities to offer low-cost or free offerings.
Anthony Iannarino
JUNE 22, 2020
The reason we think in terms of value creation is that it is how you create a strong preference for your prospective client to buy from you instead of your competitor. Throughout the B2B sales conversation, you can do and say things that are value positive, improving your chances of winning new business. You might also do things that are value-negative, reducing your odds and making it more difficult for you to capture a new opportunity.
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