The Pipeline
JULY 7, 2020
By Tibor Shanto. Sales pundits love to talk about change, and there is no shortage of opportunity brought about by the changes we face today. But having been at the game for a while the one thing that never changes is the view and approach to incentive or commissions. I am not talking about superficial changes or updates in packaging, but real substantive change, the kind you only get when you change behaviors.
Sales and Marketing Management
JULY 7, 2020
Author: Luke Kreitner The element of surprise has been proven to be a powerful motivational tool. Scientific studies show that unexpected incentive rewards stimulate areas of the brain connected to behavior development and learning. With stay-at-home mandates causing what many reference as the “groundhog day” effect, your sales team is the perfect audience for incorporating surprise rewards as part of a sales incentive program to keep remote teams engaged and company morale high.
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The Center for Sales Strategy
JULY 7, 2020
History is fascinating! You can learn so much from the past. The History channel offers some amazing documentaries that can enlightening for those of us that want to learn from the past to improve our future. One of the most popular series on History is the "The Men Who Built America". These epic documentaries tell the story of how great men and women shaped our country through their entrepreneurial spirits and built companies and brands that built America.
The Sales Heretic
JULY 7, 2020
I recently helped my 82-year-old aunt move from Maryland to Texas. Part of that effort included contacting a variety of businesses: the moving company, the title company, utilities, banks, two phone companies, and more. And at various points in the process, people from five different companies promised to call us back. And never did. When [.].
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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.
Topline Leadership
JULY 7, 2020
This article describes how to hire a coachable salesperson. Here are the tangible qualities that sales managers should look for during the interview process to accurately predict whether or not a sales candidate will be coachable. When hiring a salesperson, sales managers are increasingly telling me that they’re paying more attention to “coachability” — mostly [.].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Showpad
JULY 7, 2020
Welcome to the second post of this blog series for executives. . In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? . The COVID-19 crisis has challenged all areas of our lives; not only in business. There are almost no comfort zones any longer.
ValueSelling
JULY 7, 2020
People buy from people. When you can forge a human-to-human connection and bring something of value to the table, you can create an opportunity. But how do you get that initial meeting? Of course, if you can leverage a referral to get your prospect’s attention, do so – but, in the absence of a personal introduction, here‘s how executive guests on our podcast tell us they prefer to be approached by sales professionals.
Miller Heiman Group
JULY 7, 2020
Sellers aren’t alone in suffering through the impacts of COVID-19: your customers are likely feeling the same pressures and stresses that are plaguing you and keeping you awake at night. Before you can sell to your customers, you need to understand their mindset and, more importantly, recognize how their mindset affects their decision-making. And you need to avoid the three deadly sins that trigger inaction.
Anthony Iannarino
JULY 7, 2020
By now, you know that you need to have real and valuable insights to share with your client as a way to create value for them. How do you know when and if the insights are on point and effective? Let the following tests guide the development of your perspective and the advice you offer your clients. Do your insights provide your prospective client something they don’t already know?
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.
RAIN Group
JULY 7, 2020
88% of sellers find developing relationships virtually challenging. It’s one of the biggest challenges sellers face today. Many sellers lament that it’s just not the same as meeting someone face-to-face. They struggle to connect and build trust. Fortunately, it’s possible to develop strong relationships even when you can't connect with buyers in person.
Salesmate
JULY 7, 2020
Did you know that a sales team can be 13% more productive when they work remotely? However, there are many moving parts to a sales process, and leading a remote sales team isn’t a stroll in the park. Besides following the basic principles of sales management, you also need to set up your team and adopt a management strategy that addresses the unique challenges of remote working.
Pipeliner
JULY 7, 2020
One of the biggest challenges business leaders face is trying to find time to work on the business rather than in the business. Terry Ogburn joins #SalesChats to explain how to focus on the business and build value for the future. This includes figuring out what is important to your customer now and what is likely to be in the future. Join us for a fast-paced, interactive session.
Hubspot Sales
JULY 7, 2020
As the field of sales changes to meet the needs of our evolving business landscape, data becomes even more prevalent. Having access to relevant sales data can be a true differentiator for a successful sales team. In fact, high-performing sales reps are more likely to use data to guide their sales process. According to the LinkedIn State of Sales Report 2020 , data-driven sales organizations are on the rise, with 56% of sales teams using data during prospecting and 49% of teams using data to sele
Advertiser: ZoomInfo
Sales outreach is an art and a science. The art is what you bring to the table—your flair for conversation, your work ethic, your dedication. We bring the science—proven tactics, strategies, and methods that really work. In this eBook, we’ll cover: How you should respond to inbound leads Tactics for engaging outbound leads (cold calls, email automation, and gifts) The key to keeping a prospective account alive for the long haul Buckle up!
InsideSales.com
JULY 7, 2020
Establishing the right ground rules is an essential part of creating an efficient workplace. Cohesive teams with good chemistry and constructive communication do not just come together organically — it is the team leader’s job to set them up for success. In the 9 tips below, we’ve organized some ground rules that will help you do just that.
Allego
JULY 7, 2020
Workforce readiness—the state of being fully prepared—is now a mandate for all organizations in this swiftly evolving economy. According to PwC’s “ Talent Trends 2019 ” report, “79 percent of CEOs worldwide are concerned that a lack of essential skills in their workforce is threatening the future growth of their organization.”. Today’s CLOs have a strategic responsibility to reshape the role and nature of learning to impact business success directly.
Hubspot Sales
JULY 7, 2020
Claiming and retaining an optimal market share for your company is every bit as challenging as it is essential. It's important to consistently generate new business, but doing so isn't always self-explanatory. The quality of your product or service might be sufficient to keep current customers happy, but you might run into trouble with getting those customers on board in the first place.
John Barrows
JULY 7, 2020
The post WEBINAR: John Barrows hosts “Back to School: Rediscovering the Art of Prospecting” with Jeff Hoffman appeared first on JB Sales.
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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.
Crunchbase
JULY 7, 2020
When I started working at Hive in January, I was splitting my time between San Diego and New York City. I was the vice president of sales leading a team of 13 people–most of which had to be done remotely. Starting at a new job, and one in which you lead a team, is especially challenging when you’re doing it all via a screen. . I’m big on structure and processes, so I quickly developed a set of best-practices that I honed as Hive’s new sales leader.
Nimble - Sales
JULY 7, 2020
Customer retention in 2020 isn’t easy. Between the scores of other options floating around the market and the infamously short attention span of the average shopper, locking down loyal customers takes a strategically-focused approach – and there’s one strategy that works better than others. While a lot has changed in the business world over the […].
Guru
JULY 7, 2020
If you squint hard enough at the original whiteboard, you can still see it: “ Not another destination. ” These words were written in 2014 by Guru’s founding team in a modest two-story loft in Old City, Philadelphia. Fast forward 6 years and this concept remains so ingrained into the principles of our product strategy at Guru that — much like those words on that whiteboard — you couldn’t erase it if you tried.
SalesProInsider
JULY 7, 2020
From social distancing to volatility in all aspects of our world…our lives are different in big and subtle ways! And that’s led to a lot of questions about how to navigate business! Yet there are 3 key questions that keep surfacing when it comes to business development and sales efforts. In this month’s free training workshop, I’m going to not only share strategies for those questions…so are you!
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Product Management University
JULY 7, 2020
Is the maturation of B2B product management and marketing keeping up with the demands of the market? B2B technology companies today bear little if any resemblance to those of the mid to late 90’s, yet a big chunk of the industry is still practicing product management and product marketing the exact same way it did 20-25 years ago. Throw in the COVID-19 pandemic and everything has changed for most of our markets (and us)?
Anthony Iannarino
JULY 7, 2020
The question in my inbox was in response to a post titled, “ Relationship Selling and the Value of Intimacy.” I wrote that people who deny the value of relationships often “believe they need only share their value proposition with a prospective client, and that should be enough to win the business.”. Because what this person sells literally costs the client nothing in the way of payment upfront, his company makes money by sharing what they recapture in errors and overcharges.
Pipeliner
JULY 7, 2020
In the world of information technology where everything is about codes and programs, there has to be some space for human interaction and more importantly, collaboration. In this Expert Insight interview hosted by John Golden, Don Crawley talks about how to successfully lead IT, teams. This interview will discuss: Communication, Compassion, and Empathy.
Selling Energy
JULY 7, 2020
There are times in this industry when you find yourself having to think outside the box when it comes to getting the attention of a decision maker. You have the prospect in your sights, and you know they could use an upgrade, but how can you get the right person to listen to you?
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
Sales Evangelist
JULY 7, 2020
Most sellers have an intense fear of prospecting, and they'll have to overcome it in order to survive in sales.
Tenbound
JULY 7, 2020
3 facts in 3 minutes with GrowFlare: Value Proposition Competitive differentiator Case study. Source.
Jonathan Farrington
JULY 7, 2020
Some researchers prefer to move the focus away from the leader altogether and to examine instead what makes others prepared to follow these individuals. In 1988, an important article published […].
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