SBI Growth
APRIL 2, 2020
There is no doubt that life is going to look a little bit different coming out of the COVID-19 pandemic. We have seen medical professionals turn to telemedicine, elementary school students begin eLearning, and even fine dining restaurants start.
Zoominfo
APRIL 2, 2020
As the coronavirus pandemic has continued to worsen, large companies like Amazon, Microsoft, Google, and many others have either encouraged employees to work from home or mandated it. Despite this, the transition to working from home is fundamentally more difficult for smaller businesses and not nearly as widespread.
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The Digital Sales Institute
APRIL 2, 2020
In a world where it is increasingly difficult to separate out one offering from the next, sales training aligned to your buyers journey can be a key competitive advantage as it will allow you to deliver relevant experiences matched to each step along the process. For you to truly understanding your own buyer’s journey will mean embracing the many turns in the path towards a buying decision.
The Pipeline
APRIL 2, 2020
By Tibor Shanto. You don’t need to look far today to see someone going off about the “new normal.” While it is easy to understand why people choose this lens, I find it a bit self-serving and potentially risky in the current environment. In a world where the only constant, is change, normal is just another word for yesterday. We are living through an unprecedented experience, completely new to everyone.
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
Mr. Inside Sales
APRIL 2, 2020
So how is working at home going for you? Have you found a way to keep the dog from barking? How about the kids? And what about the gardener that blows every Tuesday? Oh, and don’t forget to actually work! You remember, the prospecting calls you need to make, the demos you need to book, and the prospects you’re supposed to be following up with. If you’re new to working from a home office, or if you don’t have a proper home office set up yet, then you know how challenging it can be to get into a r
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Nimble - Sales
APRIL 2, 2020
A recent study showed that 77% of brands could disappear and nobody would care. It sounds pretty harsh, like something Regina George from Mean Girls would tell you if she was your business advisor. But, the truth is many brands fail to make meaningful connections with their customers. Email is the perfect channel to prevent […]. The post 7 Email Ideas to Boost Customer Relationships appeared first on Nimble Blog.
SalesProInsider
APRIL 2, 2020
Have you heard the saying, “People don’t care how much you know until they know how much you care?”. Now is the time that we should be keeping that mantra in mind as we proactively use these next weeks to reach out to people and set the stage for helping them, strengthening our relationship with them, building trust, and earning the right for business in the future, whether that’s short term or long term.
Partners in Excellence
APRIL 2, 2020
One of my sources for blog topics is my friend, Brent Adamson. The other evening, Brent and I were trying to solve the problems of the sales world. I actually think he was trying to escape the “shelter in place” lifestyle we have adopted. One of his daughters was downstairs exercising, the rest of the family was some place else in the house.
Zoominfo
APRIL 2, 2020
On February 26, 175 executives gathered at the Marriott Long Wharf hotel in Boston, Mass., to discuss the future of one of the world’s largest biotech companies. Within days, it was revealed that several of them were infected with COVID-19. Following this confirmation, all conference attendees were immediately asked to self-quarantine, and by early March, Biogen had effectively transitioned it’s 7,400 employees to a fully remote workforce.
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.
BrainShark
APRIL 2, 2020
To help ease the burden created by COVID-19, Brainshark is inviting any school, university or non-profit to use our award-winning content authoring solution - at no cost. .
Canidium
APRIL 2, 2020
Processing sales commissions and getting payroll out the door can be a difficult task each month. This is especially true if you are not using any software to help! Inserting Xactly into your sales commission process helps improve your existing process but also creates unexpected value! Let's compare the difference between life before and after implementing Xactly.
Predictable Revenue
APRIL 2, 2020
Part of growing a company is growing a sales team. But, what about those organizations that never plan to build and grow a robust sales infrastructure? How do those companies grow their bottom line? The post How to avoid building a big sales infrastructure and still grow your company appeared first on Predictable Revenue.
Vainu
APRIL 2, 2020
When the going gets tough, the tough test new ideas. In the recent weeks of economic downturn, many business owners have been forced to look for alternative ways to bring in revenue. And one of the most popular ways has been going digital: leaping into the unknown and setting up an ecommerce website, or doubling down on an existing one.
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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.
Allego
APRIL 2, 2020
Many training managers are scrambling right now. In-person sessions have been canceled. Teams are working remotely. We all need to find the best ways to stay productive in the middle of what otherwise feels like a really chaotic time. For sales to stay on track, it’s even more important than usual for reps to collaborate and share best practices with one another.
Force Management
APRIL 2, 2020
With the news about the COVID-19 Pandemic changing daily, focus can be a challenge for a sales leader. The constant shift likely means pivoting between heavy-hearted decisions, board meetings, conversations with employees and the albeit adjusted revenue numbers. Your customers are facing the same difficult decisions. How are you keeping your sales reps focused?
Sue Barrett
APRIL 2, 2020
Organisations can only exist when there is an active system of communication between parties that creates the scaffolding of relationship dynamics. Without communication and relationships, organisations are hollow, empty. And as much as good communication can do for an organisation, bad communication or the lack thereof can tear it down. In times of crisis and […].
Seismic - Sales Effectiveness
APRIL 2, 2020
There’s no doubt that times are changing – that includes sales as much as any other profession. Offices are closed, and workforces are distributed across remote setups. In-person interaction has been taken off the table for the time being, with the new normal living online and through video chats and emails. Sellers have already been adapting to changing buyer expectations, and to a more tech-savvy business landscape.
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
Pipeliner
APRIL 2, 2020
Welcome to SalesPOP “ 1-minute remote working tips ” video series. This is the 10th video in the series. #8: Empower & Get Out of the Way! If you missed the other 9 videos in the series you can find them below. Introductions. #1 Expectations. #2 Sales Manager as Role Model #1. #2 Sales Manager as Role Model #2. #3 SHOWING UP. #4 DIGITAL PROCESSES. #5 Your Workspace. #6 Negotiating with Everyone. #7 Be Available. #8: Empower & Get Out of the Way!
Engage Selling
APRIL 2, 2020
Despite everything going on right now with COVID-19, it is possible to find the good in today’s climate. I’ve spoken extensively about the coronavirus outbreak recently.
Cience
APRIL 2, 2020
In 2015, HubSpot published the result of their traffic research , stating that 46% of traffic that B2B companies across all the industries get to their websites is direct. However, according to Paul Koks and Online Metrics , direct traffic over 20% is a sign of incorrect Google Analytics settings. Direct traffic remains an enigma for marketers. Its share in overall traffic is decreasing as Google finds new ways to attribute traffic (e.g., the email share) and marketing professionals are learning
Close.io
APRIL 2, 2020
We're all looking for a sales approach that'll close deals during this crisis. We want something that distinguishes us from all the messages, emails and noise of other sales professionals doing outreach of their own. Here's the tough part: Every salesperson is sending emails and making phone calls every day. A prospect's inbox is only going to get bigger and bigger over time, and it'll become increasingly difficult to stand out and get a prospects' attention.
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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.
Paul Cherry's Top Sales Techniques
APRIL 2, 2020
Wednesday, April 22, 2020 — 11:00 am (Eastern Time) Paul Cherry interviews Steve Schiffman, legendary sales trainer of more than 500,000 of sales professionals and author of 70 books, as he shares with you five key ideas you can put into action immediately to bust through the today’s barriers. What you’ll learn: Develop a positive mindset to cut through the !
Highspot
APRIL 2, 2020
Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. When implemented alongside strategic training, tools, and engagement techniques, sales operations can help sales teams become more productive and efficient and have a positive impact on both top- and bottom-line performance.
Miller Heiman Group
APRIL 2, 2020
In our “ Customer Experience Best Practices Study ,” researchers from Miller Heiman Group explore the business case for investing in a customer experience strategy to drive revenue performance. In today’s competitive market, growth strategies based on low pricing or product innovations are not enough to create a lasting advantage. What does? Customer loyalty.
Tenbound
APRIL 2, 2020
David Dulany is the Founder and CEO of Tenbound, a research and advisory firm focused and dedicated to sales development, performance, and improvement. They provide cutting edge research, high-quality events, consulting, training, and coaching for all levels of the sales development team. David also provides sales training to salespeople, and his company’s tagline is, “More Appointments.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
Xvoyant
APRIL 2, 2020
by: Rob Jeppsen. 10 min read. Quarantines. Social Distancing. People wearing sanitation masks to the grocery store. Inability to purchase hand sanitizer. The handshake may never be part of business ever again. As organizations have responded to the COVID-19 Pandemic around the world, workers have left the corporate environment and retreated to the safety of their homes.
Chorus.ai
APRIL 2, 2020
Watch the Video. In Today's Daily Briefing, Chorus CEO Jim Benton was joined by Dan Dawson , CSO of Force Management to discuss the relationship of new opportunity meetings and discovery meetings in this current climate. Ultimately: Account Executives are still meeting and starting new opportunities, but discovery is dropping. There’s a slight dip in new opportunity meetings with Account Executives, but mostly holding steady. 22% drop in Discovery Meetings MoM 31% Drop in Discovery Meetings YoY
Carew International
APRIL 2, 2020
The last several weeks have presented us with many new challenges – to say the least. We have all found ourselves being forced to learn new things and quickly adjust to different routines. Change of this caliber is not easy to handle. Most of the change initiatives that we’ve become familiar with over the course of our careers are rolled out gradually—think organizational restructuring or cultural changes, for example.
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