SBI Growth
APRIL 8, 2020
Even in normal times – and these are not normal times – deal optimization is an opportunity too-frequently overlooked by revenue and sales leaders. CEOs and CFOs see the negative impacts of poorly optimized deals on the P&L – when.
Score More Sales
APRIL 8, 2020
People follow people, not plans. Projections, plans, implementation strategies are all necessary and important for informing the people you lead, but don’t overlook the importance of providing insight on who they’re following.
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Membrain
APRIL 8, 2020
Sales managers can be a major multiplier for sales performance, but too often this critical role is overlooked when it comes to training. Not so at Indiana University’s Kelley School of Business.
Zoominfo
APRIL 8, 2020
If you know your Ideal Customer Profile well, then you’ll be aware of how you can solve their pain points now and in the future. Using an ICP helps identify, source, and prioritize your best prospects – but how do you create an accurate ICP in the first place? Keep reading for our best practices!
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.
Anthony Iannarino
APRIL 8, 2020
In the first half of The Only Sales Guide You’ll Ever Need , I cataloged nine attributes (character-traits) one must develop to be exceptionally good at B2B sales, especially the consultative selling necessary now for a modern sales approach. Those attributes are self-discipline, optimism, caring, competitiveness, resourcefulness, initiative, persistence, communication, and accountability.
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Predictable Revenue
APRIL 8, 2020
No sales team, or no sales process, is perfect. Even the most successful ones – there’s always something to fix, refine, or scrap altogether. Belal Betraway talks about measuring performance the right way and working smart to peak productivity. The post Measuring performance the right way and working smart to peak productivity appeared first on Predictable Revenue.
SBI
APRIL 8, 2020
Enablement’s Responsibilities: Own, Define, Communicate! Recent studies have shown that (Sales) Enablement is on the rise with over 60 percent of organizations having (Sales) Enablement established in their organizations. There are a lot of general definitions out there describing what Enablement actually does, but there isn’t much insight into how Enablement has defined their actual responsibilities.
Close.io
APRIL 8, 2020
Everyone is looking to cut costs. They’re making lists of software and services deemed nonessential, and sending them to the chopping block. Is your company on the list of software or service your customers are planning to cut loose? This is the reality right now: We’re in a crisis situation, and many (if not all) companies are looking for ways to cut costs.
Partners in Excellence
APRIL 8, 2020
Over the past couple of weeks, I’ve had friends, colleagues, clients calling and to talk about the trials and tribulations of working from home. We’ve shared funny stories, frustrations, and swapped hints and tricks. Some people have been asking me for hints/tricks about working from home, knowing that I have had a home office for the past 20+ years.
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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 Hacker
APRIL 8, 2020
Selling often means speaking to people who’ve never heard of you. But as you’ve probably experienced, there’s usually a credibility gap — and until it’s filled, they’re not likely to move forward with you. The obvious solution, of course, is credibility. Credibility helps you stand out and build trust with prospects who are complete strangers to you.
Hubspot Sales
APRIL 8, 2020
Field sales has been dying for years. It’s been ailing for so long that no one noticed its actual time of passing. Pretty much everyone knows it (intuitively, at least). But no one’s prepared to acknowledge it. The modern salesperson still feels that the field is their rightful place of battle. However, as each year passes, they spend less time there.
Pipeliner
APRIL 8, 2020
We’ve unlearned more about the human brain in the last decade then we’ve learned. We’ve had to let go of some of the things we’ve held as absolutely certain or true, in favor of alternatives that are more scientifically proven. But, there are a few things that we continue to validate and hold as timelessly true. One of these things is that the adult human is very easy to prompt or persuade, which bodes well for salespeople who learn to use these influencing tools to their advantage.
Partners in Excellence
APRIL 8, 2020
We are still in the midst of the global health and economic crisis, yet many of the conversations I’m hearing are focused on “what’s next.” Some people talk refer to what’s next as, “when things get back to normal.” Implicitly thinking what we are going through is a momentary interruption, and, at some point, we are back to doing business and interacting socially in the same ways we were doing as little as a few months ago.
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.
Pipeliner
APRIL 8, 2020
We’ve unlearned more about the human brain in the last decade then we’ve learned. We’ve had to let go of some of the things we’ve held as absolutely certain or true, in favor of alternatives that are more scientifically proven. But, there are a few things that we continue to validate and hold as timelessly true. One of these things is that the adult human is very easy to prompt or persuade, which bodes well for salespeople who learn to use these influencing tools to their advantage.
Hubspot Sales
APRIL 8, 2020
Standing out from hundreds — sometimes thousands — of candidates, competitors, others conducting business in your industry can be tough. If you want to get a job, close a deal, or foster a valuable business relationship, though, you have to find a way. The question is, how? Besides polishing your resume, doing well during an interview, and impressing potential customers in pitch meetings, there’s another factor you can work to perfect: follow-up emails.
Force Management
APRIL 8, 2020
In the changing environment, your buyer’s challenges may also be constantly shifting. Elite sales organizations are assessing how this economic environment is impacting their buyers and adjusting their sales message accordingly.
RAIN Group
APRIL 8, 2020
It’s never been more important for your sales organization to be firing on all thrusters. As buyers are tightening their purse strings and uncertainty in both health and economic spheres are plaguing companies, you need an optimized sales organization. In our Top-Performing Sales Organization research, we studied what the organizations with the highest win rates, revenue growth, and sales goal achievement do differently that allow them to achieve these results.
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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
Canidium
APRIL 8, 2020
Sales Compensation tools can allow you to get more out of your sales team, ultimately helping you hit goals and align with company objectives. Read this blog to learn how a sales performance management (SPM) tool will help you with planning, analysis, accuracy, and communication!
The Center for Sales Strategy
APRIL 8, 2020
At the core of every successful workforce management practice is communication. As managers and sellers adapt to this new normal, clear communication and scheduled talk time is more important than ever before. Talk time comes in forms such as: Manager to seller talk time. Manager to key customer talk time. Seller to key and secondary customer talk time.
BrainShark
APRIL 8, 2020
This issue of Sales Enablement Magazine features a customer success story with Wrike, an introduction to data-driven readiness and best practices for enabling remote workers.
Nimble - Sales
APRIL 8, 2020
Content marketing is an effective method of promoting a business on the network. Its use helps to create a positive image, increase recognition and get tremendous traffic to the site. For this reason, its popularity is growing every year, and with it the number of tools to simplify the work. In this article, we will […]. The post 8 Must-Have Tools and Services for Content Marketers appeared first on Nimble Blog.
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.
G2Crowd - Sales Blog
APRIL 8, 2020
A lot of factors contribute to whether or not a sales rep hits their quota.
BrainShark
APRIL 8, 2020
This issue of Sales Enablement Magazine features a customer success story with Wrike, an introduction to data-driven readiness and best practices for enabling remote workers.
Sue Barrett
APRIL 8, 2020
Do you remember the plane that landed on the Hudson River in New York City in 2009? Both engines of the plane lost thrust after colliding with a flock of geese. The plane was going to crash. There was no time to get anywhere else safely. The pilot, Captain Chesley “Sully” Sullenberger, with the help […]. The post How to stay open for business: Selling Better during this crisis and beyond. appeared first on Barrett Sales Blog.
Chorus.ai
APRIL 8, 2020
Watch the Video. Jim Benton was joined by Manoj Ramnani , Founder & CEO of SalesIntel , for today’s Daily Briefing. They discussed the latest data from Chorus which revealed that prospecting activities - both emails and cold calls - spiked last week. Here are the numbers: Cold call volume increased 14% Meeting volume dipped 11% SDR emails are up an average of 51% - that’s 72 emails per day Meeting volume falls, but cold calls jump In a shift from previous findings, Chorus data shows that las
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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
Hyper-Connected Selling
APRIL 8, 2020
If you keep scrolling through your LinkedIn Profile, tucked in at the bottom you’ll find the Recommendation section. And it’s not getting a lot of love these days. Which is kind of ironic because it’s one of the oldest sections of the profile. And one of the few that hasn’t seen any significant changes over the years. Being down there at the end of the profile makes it easy to skip over.
Sandler Training
APRIL 8, 2020
There’s been a lot of interest in recent months in the topic of sales enablement. What is it? Why does it matter? How does it work? And how can it benefit your organization? The post Why Sales Enablement Matters appeared first on Sandler Training.
Sue Barrett
APRIL 8, 2020
It might seem difficult –and it probably is, like landing a plane on a river– but there are ways to help your business adapt and keep going through COVID-19. With the right business and sales infrastructure, your experience and that of your team, and the right advice, training or up-skilling you can land safely. Luckily, […]. The post How do I keep the business going?
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