Pipeliner
JUNE 29, 2020
In my last article, we talked about the fact that technology, practically since the beginning of time, has been replacing repetitive tasks. While everyone wants some repetitive activity replaced in their lives—actually as much as possible—we’ll stick to our subject of sales and CRM. CRM technology, with increasing intelligence, continues to replace repetitive tasks.
Selling Energy
JUNE 29, 2020
In our culture, action seems to be the answer to everything. Why has it become taboo to put aside some time to be quiet and still? Cultural habits aside, this all too often overlooked practice can be an asset to your health and success.
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Hubspot Sales
JUNE 29, 2020
Say you have a bold, innovative, new product that's almost ready for launch. You have a feeling it's going to change things — your life, your industry, "the game," the world, the very fabric of society as we know it. You've even started buying black turtlenecks, New Balance Sneakers, blue jeans, and circle frame glasses — even though you have 20/20 vision.
The Pipeline
JUNE 29, 2020
Sales Scrum Podcast Episode #14 – Guest Andrew Steane. Want to know who to hire the best candidates? You need to learn about Andrew Steane’s Give A Damn Metre. Andrew Steane is a Senior Director of North American Sales Channels for business software leader, SAP. Andrew shares the core components of the Metre. We also explore his 25 years in software as a creative and strategic thinker, and how he uses a collaborative leadership style to lead cross-functional North American and Global teams to pr
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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 29, 2020
Author: Paul Nolan According to an April survey by the Incentive Research Foundation, the top concern about participating in work or reward-related travel was the threat of an epidemic/pandemic at 33%, followed closely by severe weather at 29%. This begs the question, what’s up with the weather scaredy-cats ? The classic President’s Club event, in which top-performing salespeople gather with corporate executives in luxurious destinations (oh yeah, and bring a significant other!
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales and Marketing Management
JUNE 29, 2020
Author: LIZ PULICE The COVID-19 pandemic has caused sales organizations to adapt overnight to a new world of social distancing and digital-only collaboration. The comfortable confines of the corporate office are off limits; customer calls are virtual-only; and plans for sales kickoffs, trade shows and other in-person events have shifted to a virtual model (or been cancelled altogether).
Allego
JUNE 29, 2020
Welcome to Allego’s new podcast–Adapter’s Advantage: Breakthrough Moments that Lead to Success. In this episode, endurance athlete and business leader Adam Scully-Power describes his transformational health journey from out-of-shape executive to ultramarathoner. Episode 1: Expanding the Boundaries of What’s Possible | Adam Scully-Power. Subscribe Now on Apple Podcasts.
Sales and Marketing Management
JUNE 29, 2020
Author: MARIA BOULDEN, EXECUTIVE PARTNER IN GARTNER’S SALES PRACTICE After a series of delays to critical upgrades, the world has blue-screened and is now in the process of painfully rebooting. We don’t know how long the process will take, nor which point we are at within it. Beyond the headlines, sales professionals all over the world are leading with humanity, humility and compassion as they work to lift customers out of turmoil and onto a recovery path, however long it may be.
John Barrows
JUNE 29, 2020
What does great follow-up look like? Darryl Praill , CMO of VanillaSoft joins us on the podcast this week to talk about how his team follows up on marketing leads, where he sees common mistakes still happening in prospecting and how to fix them. He shares the exact formula his reps use along with the framework behind when marketing hands over leads, so that reps can own the relationship with the prospect.
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 and Marketing Management
JUNE 29, 2020
Author: RYAN SHAPIRO Let’s face it: The novel coronavirus upended life in a lot of different ways. Economies nosedived, entire cities shut down overnight and most employees have been forced to work remotely until further notice. But humans adapt quickly. People are already journeying down the road to recovery. Even still, everything has changed. That’s why you can’t return to business as usual if you’re in B2B sales.
Hubspot Sales
JUNE 29, 2020
The default answer for incentivizing salespeople is often money. Need to launch a new product? Start a sales contest. Need to upgrade more customers? Gamify it with financial incentives. But is money the ultimate motivator for salespeople? Let’s discuss what it means to be money motivated, and if financial incentives are truly the best way to foster an engaged, motivated sales team.
Sales and Marketing Management
JUNE 29, 2020
Author: Liz Pulice When implemented well, the changes in B2B sales required by a more digital sales environment will become opportunities to drive improvements in these key areas: Remote rep management – If worker productivity remains steady or improves during work-at-home mandates, companies will see an opportunity to reduce costs on office space and improve employee morale by considering permanent, broad work-from-home policies.
The Center for Sales Strategy
JUNE 29, 2020
With the recent layoffs and furloughs, social distancing, and working from home, there’s more talent available on the market than ever before. “As a result of the pandemic, it’s become an employer’s job market,” states a recent Forbes article. “Candidates will have to get more assertive and creative in finding ways to help them stand out or get lost in the crowd.”.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Sales and Marketing Management
JUNE 29, 2020
Author: Paul Nolan To thrive in the next normal, B2B companies will need to continue adapting to the new economic reality. A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel selling, inside sales, tech-enabled selling and e-commerce. Nearly eight in 10 (79%) B2B companies say they are very likely or somewhat likely to sustain these shifts for 12+ months post-COVID.
Partners in Excellence
JUNE 29, 2020
You’ve just gotten promoted. You’ve moved from being an individual contributor to managing a team. As you reflect on what do you do in your new role? How do you transition from being a great sales person into being a great sales manager. The mistake, though completely logical and understandable, is to think, “What made me successful in the past?
Sales and Marketing Management
JUNE 29, 2020
Author: STEVEN KELLAM While government and business leaders around the globe debate when and how the economy will turn back on, waiting for the proverbial green light will be too late and your organization will immediately be at a competitive disadvantage. Being well-prepared and truly understanding how to get your people, your operations and your sales back and running at full bore will be essential for survival.
Pipeliner
JUNE 29, 2020
The AliExpress dropshipping center has proven to be a valuable resource for anyone looking to start a dropshipping business with the popular AliExpress. And in this article, we’re going to be exploring how it works and how beneficial it can be for your business. It’s no doubt dropshipping is a perfect way to get started with an e-commerce business, especially when you’re tight on budget.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Sales and Marketing Management
JUNE 29, 2020
Author: Kelly Barcelos Many B2B companies are seeing sales decline as buyer behavior has changed due to the coronavirus pandemic. While adapting your B2B sales hiring strategy to the new normal of life, you need to set clear hiring objectives. The post-pandemic world will need employees with a different set of skills, such as digital skills, design thinking, entrepreneurship and innovation.
Force Management
JUNE 29, 2020
If you decide to move forward with a virtual sales kickoff event, it will have its benefits. You can forego the hefty budget required for hotel stays, travel expenses and other in-person provisions. Your sellers will be "out of the field" less, which means less time away from critical sales activities. You can also reset the event according to your organization's priorities, which may mean getting busy with SKO planning earlier or later than you’re used to.
Nimble - Sales
JUNE 29, 2020
Our homes serve as our place of comfort where we can spend time alone with families and friends without the physical image of running into our boss or having to submit a file or even going for a board meeting. However, as time lapses there is more need to work from home. Have you wondered […]. The post 10 Remote Productivity Tips to Better Work from Home appeared first on Nimble Blog.
Selling Power
JUNE 29, 2020
Today’s post is by Justin Zappulla, managing partner at Janek Performance Group. While many states and countries are gradually in the process of re-opening, there remain restrictions and a need to navigate a new sales normal. Additionally, an economic crisis is clearly part of the COVID-19 fallout. All of this has created a business environment where sales can be achieved, but through a different process than we are used to.
Advertiser: ZoomInfo
This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.
Sales Hacker
JUNE 29, 2020
Software as a service (SaaS) has become extremely popular due to its scalability and ability to address almost any individual or business need. But having the wrong strategy can mean losing subscribers and leaving large amounts of money on the table. The concept is simple, customers pay a monthly or annual fee to use the software, often hosted in the cloud, rather than a one-time sale, and they get access to new features and updates as they roll out.
Hubspot Sales
JUNE 29, 2020
While there are some common techniques that are used and adopted by successful salespeople, there is truly no one-size-fits-all approach to mastering sales. Take a moment to reflect on your sales process, and some of the recent deals you’ve closed. Has each deal followed the same steps? Did you connect with a prospect and follow a prescriptive sales process that culminated in you asking directly for the sale?
Anthony Iannarino
JUNE 29, 2020
There are a few times in my career in B2B sales, an endeavor in which I am still engaged, when I have made a very serious error. It forced me to operate on my back foot, defending, instead of selling on my front foot , playing offense and causing my competition to defend what was already theirs. Military history lessons strongly suggest that defending is easier than attacking, which seems to be true in attempted competitive displacements; it can be incredibly difficult to eject your competitor f
criteria for success
JUNE 29, 2020
Happy Monday, Let's Talk Sales listeners! Today's featured guest is Chad Glauser. He is the founder & portfolio manager at Alpine Quantitative. He’s also the former president of 3 family-run Mercedes-Benz dealerships and has extensive experience in selling & sales management. Interview with Chad Glauser. In today's episode, I talk to Chad about selling lessons and strategies.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
Xvoyant
JUNE 29, 2020
Morgan Ingram, Director of Sales Execution and Evolution, JB Sales Training joins us on Episode 105. Are you an action-oriented leader, or just a big talker? Morgan shows us how to be an action leader, not merely a thought leader. While planning is important, doing is what helps you create confidence, and figure things out. The best and most-effective sales leaders can demonstrate the key skills and activities that lead to success.
Tenbound
JUNE 29, 2020
Recruiters still struggle to fill an undeniable shortage in the tech sales industry as qualified candidates are becoming even more difficult to fit the needs of the specified role. This ubiquitous trend stretches across the tech industry as a whole. Tech recruiters continue to seek out experienced and tenured tech talent to fill more technical positions.
Smart Calling
JUNE 29, 2020
I had a blast with Jason Bay , kicking off the free “Think Outside the Script” prospecting training summer tour last week. It was great to have heard from so many sales pros who attended, saying they already changed the way they viewed, and placed their calls. One rep told me he got an appointment that afternoon–that he would not have set otherwise– by using one of the techniques.
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