Thu.Oct 15, 2020

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New Data Shows an Overlooked Finding Correlates to Sales Effectiveness

Understanding the Sales Force

We use remote deposit, a terrific convenience for depositing checks from the desktop without going to the bank. The only problem is that the software that runs the check scanner isn't compatible with the Mac OS. It only runs on Windows so we have to remotely connect to an old Dell that takes up unnecessary space. Oh, if only the software for the check scanner was compatible with the Mac.

Hiring 344
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Re-energizing sales efforts in a virtual world

Sales and Marketing Management

Author: Paul Nolan Is your sales team disengaged? This year, it’s hard not to be. We’ve quickly adapted everything in our work and personal life to respond to and survive within a COVID-19 environment. According to Gallup, the U.S. work force experienced the most significant drop in employee engagement in 2020. Notably, the largest decline in employee engagement was among those working in managerial or leadership positions.

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5 Minute Interview – Hire Salespeople Who Will Sell

Anthony Cole Training

If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone?

Hiring 292
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Technology can improve your recognition efforts

Sales and Marketing Management

Author: RICHELLE TAYLOR An estimated 42% of the work force is currently working from home. How this number will change following the pandemic isn’t certain, but the Federal Reserve Bank of Atlanta predicts the number of days worked from home will triple among full-time employees. As more people permanently transition to home offices, companies will need to change how they motivate and recognize employees.

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Sales & Marketing Alignment: How to Synergize for Success

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.

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How to Succeed in Sales through Execution and Messaging

The Pipeline

By Tibor Shanto. Isn’t that what everyone is looking for? The challenge is that most salespeople and sales organizations tend to focus on one over the other. And while great messaging will gain you more attention, if you improve your execution it goes a lot further. Great execution with questionable messaging is no better. Learn to effectively balance the two this afternoon when I present “ How to Succeed in Sales through Execution and Messaging. ” Join me today, as Jon Ferrara ,

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Managing for peak performance in a remote worker world

Sales and Marketing Management

Author: Paul Nolan On the first Friday in March this year, Jeb Ory led an employee appreciation celebration at the Arlington, Virginia, headquarters of Phone2Action, a provider of advocacy software that enables organizations to create grassroots marketing campaigns. The following week, the company’s 90-plus employees were told they would be working remotely indefinitely, as it became clear the global COVID-19 outbreak made office settings unsafe.

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Make time for sales “magic”

Sales 2.0

“Win the day by noon”. I love that expression and I’ve found great happiness in trying to implement it. There’s something really great about having lunch and knowing the day is already a good one. It certainly does not happen every day, but it’s a great goal to strive for. I take my exercise primarily in the form of running. I’ve found the only way I can consistently run is to do it first thing in the morning.

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How Leading CMOs Develop a Strong Messaging Architecture

SBI Growth

You are to the point where you have built the ideal go-to-market strategy, completed a thorough buyer segmentation, and you even pulled together a Rockstar sales playbook. You have clearly defined buyer personas and even a well-defined buyer’s journey. You.

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Compensation strategies for keeping salespeople engaged

Sales and Marketing Management

Author: VISMAY GADA The COVID-19 pandemic has expedited a remote work culture that was already on its way. First came the novelty phase. For those who had never worked from home, they realized the many benefits: no commute time, less money spent on eating lunch out and, for many, heightened productivity without the distractions of the office. However, more than six months into this unprecedented global pandemic, some workers are getting restless, unmotivated and disengaged.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Six Solutions Our Buyers Are Finding Additional Value in Right Now

Force Management

We spend a lot of time on our blog talking about challenges our customers face and possible solutions. We try to practice what we preach, making our blog content focused on our customer, and less about us. However, today we are breaking with the norm and sharing a little more about Force Management to help you align on your biggest opportunity to drive sales impact.

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Bold predictions about what WFH will beget

Sales and Marketing Management

Author: Paul Nolan FirstBase is a startup company that was founded in 2018 with the mission to help global companies establish a U.S. presence. In the process of creating a completely remote work force, the FirstBase founders realized there is also a business in helping other businesses transition to remote work forces. FirstBase CEO Chris Herd told The Wall Street Journal that its waitlist of companies wanting the remote setup assistance ballooned from 600 in early March to more than 4,000 in J

Travel 156
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Sales pipeline – An in-depth guide for sales professionals

Salesmate

A dried-up sales pipeline is an unpleasant sight that most sales reps dread. Several sales managers and reps are aware of the buzzword “sales pipeline”. However, most of them do not pay attention to it and manage it effectively. Sadly without a healthy pipeline achieving sales goals becomes a more challenging task. It is easy to panic about dropping numbers, but very few sales professionals put in efforts to understand and manage the sales pipeline effectively.

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COVID forces change to performance measurements

Sales and Marketing Management

Author: Paul Nolan COVID-19 has accelerated change in the workplace, as evidenced, most obviously, with a higher corporate acceptance of working remotely. Another area of work life where change has been accelerated is performance reviews. Many companies abandoned reviews for the rest of this year. In doing so, some are realizing their existing performance review process is ineffective, arbitrary and potentially harmful.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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Getting Virtual Communication Right

Engage Selling

Is your team getting virtual communication right? Communication in 2019 meant something different than it does in 2020.

Exact 165
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A new job title for the work-from-home era

Sales and Marketing Management

Author: Paul Nolan Darren Murph is among the first to have his job title, but he thinks many more companies will adopt it in the post-pandemic world. Murph has been “head of remote” at the open-source software firm GitLab for more than a year. He works and lives near North Carolina’s Outer Banks and serves GitLab’s more than 700-employee all-remote team.

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Sandler Research Center Report: Pipeline Health

Sandler Training

Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking? Make no mistake. These are all critical key performance indicators (KPIs). It’s worth noticing, though, that what closed today, this week, and this quarter all are lagging indicators. Arguably more important in… The post Sandler Research Center Report: Pipeline Health appeared first on Sandler Training.

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WFH isn’t a fit for everyone

Sales and Marketing Management

Author: Paul Nolan The longer people who are able to work from home do so, the more it becomes likely they will continue to work from home at least some of the time post-COVID. A Gallup report on creating successful work-from-home plans for team members recommends managers evaluate the following criteria for each person on their team: 1. Readiness and comfort – Is this person comfortable with the protocols and precautions that the organization is implementing?

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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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CRO Guide To A High Impact Virtual SKO

SalesHood

We are seeing many organizations struggle to make virtual kickoffs highly impactful and engaging. Executives across sales, enablement, and operations are asking us for help to re-imagine kickoffs for the new normal. They are looking for innovative ways to energize and educate their remote teams with purpose and collaboration. We recently launched SKOx to [ ] The post CRO Guide To A High Impact Virtual SKO appeared first on SalesHood.

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A note for strong leadership

Sales and Marketing Management

Author: Paul Nolan The Motley Fool, an online financial and investment advice company, decided quickly in early March to close its Alexandria, Virginia, headquarters and have all employees work remotely. Lee Burbage, a human resources lead, says the company is fortunate to able to operate virtually, so the downside of doing so is minimal. Still, his HR team was concerned about its hundreds of employees missing the strong company culture that the Motley Fool works hard to infuse at its corporate

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How to Craft a Winning B2B Sales Strategy

Pipeliner

You might be surprised to know that commission-only door-to-door sales is still a thing. In fact, there are entire companies that use this as their primary marketing channel. It’s an industry that burns out its salespeople quickly, which may be no surprise. What is surprising is that many B2B companies rely on cold outreach prospecting, just as if they were a door-to-door sales company!

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Keeping close to channel partners

Sales and Marketing Management

Author: Paul Nolan As with everything else in 2020, many B2B companies’ relationships with channel partners, which are critical to their success, have been disrupted. The “surprise and delight” treatment that is widely used to keep internal employees engaged is equally effective with channel partners. Often, a company representative visits channel resellers in person or connects with them at trade shows, but that has been taken off the table this year.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Do You Simplify Doing Business?

Pipeliner

Whether we work within a large corporation or attempt to sell to one, we need to simplify doing business. One sales training quote commonly used by sales trainers is forever in my mind. However, I don’t recommend using it: “Keep It Simple Stupid.”. You can believe that shivers went up my spine when I heard the slogan while attending my first sales training class.

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9 Essential SaaS Tools to Ace Lead Generation Like a Pro

Nimble - Sales

There are a lot of factors to consider when making a lead generation strategy. You have to choose the most viable channels, type of content, and come up with engaging CTAs. You also have to decide whether you will use forms, social media, or lead generation quizzes. But that only covers one side of the […]. The post 9 Essential SaaS Tools to Ace Lead Generation Like a Pro appeared first on Nimble Blog.

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How to Win More Sales With An Optimized Distribution Strategy

Hubspot Sales

Running a retail business feels more complicated today than ever before. To survive in a competitive market, brands must be agile. They also need to make many crucial decisions. Add in a global pandemic and its economic impacts , and success can seem an impossible task. At heart, though, retail remains straightforward. You must provide products that consumers genuinely desire.

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Social Selling and Reversing The Hatred of Salespeople

Predictable Revenue

Ari Levine has learned to approach everything from the position of the consumer. Even in B2B enterprises, that buyer is a person and we shouldn't forget that. Let's learn how to be more human in our outreach approach and create quality connections with our target audience. The post Social Selling and Reversing The Hatred of Salespeople appeared first on Predictable Revenue.

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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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5 Ways to Work Your Marketing Content Into Sales Plays

The Center for Sales Strategy

Marketing content isn’t just for branding and lead generation anymore. Today’s buyers aren’t interested in being sold. Instead, they want to be educated and informed. Consequently, it’s more important than ever that sales teams have access to content relevant to their prospect’s business problems and positions the seller and the organization as thought leaders and subject matter experts.

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Spooky Scenarios That Keep Support Managers Up At Night

Guru

Halloween is creepin’ up on us! We thought we’d celebrate this haunting holiday by speaking to the needs of support managers because between more than 7 months of remote work under their belts and what’s sure to be an unprecedented holiday season ahead of us, there is no shortage of spooky scenarios CX folks are facing this fall.

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Examples of Consultative Selling Role Play Exercises

Richardson

Role-playing is a critical part of the professional learning process. The experience of reacting to simulated challenges in the moment in front of colleagues mimics the tension of real selling conversations. This tension is what makes the theoretical become the practical. The result: real-world skills. Sales role-playing exercises are particularly effective for those learning consultative selling in which the path to the sale is revealed through a process of questioning.