The Pipeline

JUNE 25, 2020

By Tibor Shanto. “We are living in interesting times, with multiple transformations triggers all present at the same time, all equally intense,” said Robert T. Vanderwerf, Transformation Strategy Leader, KPMG LLP., “When four or five significant drivers are changing at the same time, the business environment becomes highly complex.” I know, you’re thinking, another voice in the chorus of COVID insta-experts offering sage, yet all too obvious advice.

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Sage Real Estate Skype Collateral 288

The Center for Sales Strategy

JUNE 25, 2020

To establish the foundation for sustainable business growth, a solid sales structure must be built layer by layer. People, resources, and processes must align and work together to produce the best results for your organization. In an earlier post, we identified the top challenges media sales departments face and a solution that addresses them all — changing your sales structure.

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Face-to-face Media Resources Sales 83

Understanding the Sales Force

JUNE 25, 2020

You wake up, the sky is blue, the sun is shining, you open the door and it's freezing cold outside. Or there is the opposite of that, when there are thick clouds, it's drizzling, you open the door and it's hot and humid as hell! Things aren't always what they appear to be. In early April, during the earlier stages of the virus-required lockdown, I wrote this article about some of the remote selling challenges that companies were experiencing.

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Data Groups Objections Video 296

SBI Growth

JUNE 25, 2020

How has your market opportunity evolved in today’s world, and how has your organization reacted? You want to align your sales team to the opportunity and ensure that they are equipped to go after the top accounts. If you cannot.

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Opportunity Marketing Ideal Customer Profile Account 159

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.

Sales Cycle

Alice Heiman

JUNE 25, 2020

At many companies, salespeople and marketers focus on products when talking to customers – not business problems. . The challenge is to get your sales and marketing team to focus on your c ust omer ’s business problems. Do this and you’ll hear customers ask the magic question : “Can you do that for me?” . The question “Can you do that for me?

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Banking Buyer Meeting Conversion 147

SBI

JUNE 25, 2020

Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. ED: The selling environment has completely changed now that buyers are able to go online and find out who a company is, what they do, who their competitors are, and even get active testimonials from sites like G2, all before the buyer ever interacts with the company’s sales team.

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Scale Buyer Case Study Banking 120

SalesProInsider

JUNE 25, 2020

The virtual world is here…and it’s not going away any time soon. That’s why this series of short videos is so important. I’m sharing practical and actionable strategies for making your virtual sales conversations productive for you…and your buyer. These are actions you have control over, not your technology or your company policies. Conversations Not Sales Meetings.

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Conversion Strategy Face-to-face B2C 118

Guru

JUNE 25, 2020

When CX is all hands on deck. Picture this — the Support Manager for a food delivery company wakes up, phone flooded with Slack notifications. Overnight, her entire support team was eliminated: their offshore BPO had shut down due to COVID-19, and none of the agents were equipped to work from home. Meanwhile, support requests came rushing in, as shelter in place orders took hold, food delivery demand shot up at an unprecedented scale, restaurants scrambled to shift their operations to keep up, a

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Scale Engineering Customer Marketing 118

Hubspot Sales

JUNE 25, 2020

If your CRM was once an island occupied only by your sales team, that's absolutely no longer the case. In the last few years, the CRM has evolved far beyond being just a tool for contact management. That's still a core function, sure, but the CRM now has something for every team and individual in your organization. When used most effectively, CRM software is the heart of every software stack.

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CRM Webinar Metrics Strategy Sales Qualified Lead 117

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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

Pipeliner

JUNE 25, 2020

Sales Experts Advice and Tips. MUST WATCH PANEL DISCUSSION. Remote working is not just the future but is the present reality for many workers and will continue to grow. Roles that are not dependent on a physical location or being part of a physical team will now have to justify working in an office which is a 180-degree change. The challenge is to ensure that you can operate efficiently and effectively with virtual teams.

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Webinar Metrics Inside Sales Groups Research 98

InsideSales.com

JUNE 25, 2020

While leading WFH and Inside Sales organizations, I have seen the important role metrics play in driving productivity and success—they give leaders an accurate picture of their team’s activities and lead them to achieve consistent results. COVID-19 has forced many sellers to work from home for the first time. This adjustment could easily lead to a decline in rep productivity on important metrics.

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Sales Qualified Lead Face-to-face Groups Forecasting 96

Miller Heiman Group

JUNE 25, 2020

Even before the rise of COVID-19, sales managers had what’s known as the “hardest job in sales.” They must simultaneously juggle three demanding tasks: finding new ways to attract buyers to their solution, improving their sellers’ performance and handling the demands of their organization. And these tasks have become more challenging in a remote selling environment.

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Sales Management Sales Leadership Face-to-face How To 90

Pipeliner

JUNE 25, 2020

Who is at C-Level? The C-suite refers to a group of executive-level managers and leaders within a company. Some of these individuals include the chief executive officer, chief financial officer, chief information officer, and other high ranking people within a company. When sales are involved, the person at c-level is the highest level person that has any involvement in authorizing what you’re selling.

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Research Up-Sell Meeting Groups 95

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.

Cold Calling

Selling Energy

JUNE 25, 2020

I think a lot of people don't ask for referrals because they think it's begging. It's not. Have you produced value for your customer? Have you sold them what they deserved to be sold, meaning it made them more competitive, profit or valuable? If so, you should be proud of your accomplishments! So, asking them to refer you to others who would like to enjoy the same benefits is not begging.

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Referrals Competition Benefit Opportunity 94

Engage Selling

JUNE 25, 2020

There’s still time for you to make the most of the time you have.

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Sales Prospecting Sales Leadership 133

Predictable Revenue

JUNE 25, 2020

Remote work takes an increased commitment to open communication, support, and accountability for all involved. How can we empower teams to navigate a remote work environment? The post Managing up as an individual contributor on a remote team appeared first on Predictable Revenue.

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Account Revenue 79

Nimble - Sales

JUNE 25, 2020

A messy import can cause a huge problem for many companies that may find themselves with a lot of unnecessary and incomplete contacts. This is why Nimble is constantly striving to make it easier for our customers to onboard to their new CRM. One of the main facilitators of a painless onboarding experience is the […]. The post How to Clean Up Your Nimble CRM Database appeared first on Nimble Blog.

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CRM How To Company Customer 113

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Data

Tenbound

JUNE 25, 2020

You and your team are on the phone all day calling prospects…you make that connection and … now what? Join veteran pros Joe Cronin and David Dulany to dive in to keeping the conversation going, gain commitment from your prospects and set that coveted demo with your key targets. This is a can’t miss! Source.

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Cold Calling How To Conversion Prospecting 72

Nimble - Sales

JUNE 25, 2020

Talking to the decision-maker for a sales rep is an activity that belongs to the top of the 20% of the Pareto Principle formula. How does one find the right person in a company who is in the position to sign a check for the product that you have to offer? These are concrete actions […]. The post How to Quickly Find the Decision Makers at Any Company appeared first on Nimble Blog.

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Decision Maker Company How To Positioning 113

Mindtickle

JUNE 25, 2020

Balancing the efficiency and effectiveness of your sales team is a delicate act. Although closely intertwined, each plays a critical role in your sellers’ success – and the success of your business. . In the age of the customer, success ultimately does not come down to how many dials a seller makes, but to the impact and quality of the customer conversation.

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Face-to-face ACT Consumer eBook 71

Xvoyant

JUNE 25, 2020

By Rob Jeppsen and Steve Jensen. 4 min read. It’s the Little Things. Being a legendary sales leader isn’t easy. In fact, just getting by and making your number can seem very hard or impossible at times. When you are ready to make a change, here are 5 suggestions to get you started and on your way to greatness. The first place to start the process of performance improvement is to remove negative habits and practices.

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Objections Positioning Energy Follow-up 62

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.

Sales Process

Anne Miller

JUNE 25, 2020

NLMany people freeze up and perform poorly when they present online or in person. I recently coached the President of a local learning organization in preparation for her speech at their annual meeting this year, which, for the first time was going to be on Zoom. Frankly, in initial rehearsals, she was awful: stilted, boring – a real snooze.

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Lead Rank Lead Scoring Face-to-face Social Media 62

Sales Gravy

JUNE 25, 2020

On part five of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss how sleep can help you deliver better sales presentations. You'll learn the same technique that Jeff uses to help athletes lock in practice, improve memory, and reach peak performance. More Episodes of Sleep and Sales Performance Listen to Part One of Sleep and Sales Performance Listen to Part Two of Sleep and Sales Performance Listen to Part

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Sales 67

Accent Technologies

JUNE 25, 2020

The post How Sales AI Shows True Opportunity Health appeared first on Accent Technologies.

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Opportunity Sales 90

Corporate Visions

JUNE 25, 2020

The post Winning the Moment with Just-In-Time Situational Sales Enablement by Tim Riesterer appeared first on Corporate Visions. Too many organizations plan their enablement with a “just-in-case” mindset. They lean on competency maps and learning paths to plot out an annual plan, only to scrap those initiatives and start from scratch when confronted with unexpected events or executive initiatives.

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Sales Enablement Webinar Metrics Campaigns Training 59

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Bigtincan

JUNE 25, 2020

Sales enablement and sales engagement are similar, yet complementary strategies. Sales enablement aims to equip teams with the tools, training, and content needed to effectively engage buyers, while sales engagement aims to improve the quality of interactions–or engagements–between buyers and sellers. But, what exactly, does that mean? And isn’t sales enablement already supposed to “enable” […].

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Sales Enablement Exact Buyer Sales 52

Mindtickle

JUNE 25, 2020

Balancing the efficiency and effectiveness of your sales team is a delicate act. Although closely intertwined, each plays a critical role in your sellers’ success – and the success of your business. . In the age of the customer, success ultimately does not come down to how many dials a seller makes, but to the impact and quality of the customer conversation.

Face-to-face 52

Face-to-face ACT Consumer eBook 52

Sales Evangelist

JUNE 25, 2020

How to Double Your Cold-Calling Contacts Cold-calling has always been part of the sales process. Many salespeople can struggle with this aspect of the job but it’s a critical part of gaining new prospects. The more you call, the greater the odds that they will turn into great leads. David Walter ran a call center for thirteen years and is currently a coach.

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Cold Calling Sales Qualified Lead How To Gatekeeper 52