Fri.Feb 21, 2020

Build a prospecting team

Sales 2.0

The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day.

How a CEO Manages the Speed of Change for Turnarounds

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

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Why Increasing Sales Leads to Personal Freedoms

Anthony Cole Training

Achieving the work-life balance sales professionals all hear and dream about starts with having a personal vision and a set of non-negotiable goals.

Leads 167

What Should CROs Expect from Their Direct Reports?

Sales Benchmark Index

Most CROs and CSOs (let’s call them Growth Executives or GE’s) have grown into a management position over several management roles, but most of their direct reports have not. What should a Growth Executive expect from direct reports, and how.

Report 186

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

Prospects Don’t Need Salespeople, Setting Goals In The Right Way, And A Quote On Perseverance

MTD Sales Training

Episode 43: Prospects don’t need salespeople, setting goals in the right way, and a quote on perseverance. In this episode we take a look at the fact that prospects don’t need salespeople anymore.

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How to Develop and Share Your Insights to Create Opportunities

Anthony Iannarino

Creating new opportunities in B2B sales means capturing mindshare , shaping the way clients view their business, their challenges, their opportunities.

How to Spot Burnout in Your Salespeople (and What to Do About It)

Hubspot Sales

A successful career in sales is not for the faint of heart. According to a Bridge Group study , the annual turnover rate for sales professionals is 34.7%.

Weekly Roundup: B2B Sales Enablement Forecast, How Sales Teams Can Thrive in a Digital World + More

The Center for Sales Strategy

- MOTIVATION -. It's fine to celebrate success but it is more important to heed the lessons of failure.". Bill Gates. AROUND THE WEB -. > > B2B Sales Enablement Market 2020 Demand, Technology, Trend, Growth, Opportunities and Forecast to 2025– News Parent.

15 Sales Training Topics That Maximize Team Readiness

Smart Selling Tools

15 Sales Training Topics That Maximize Sales Readiness. Sales training needs to cover a lot of ground to ensure reps are prepared. Yet many companies only train reps during key milestones, such as onboarding or product launches. The result?

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

How to Create a Journey: Impact and Critical Event (Summit Replay)

Sales Hacker

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Founder and CEO of Winning by Design, Jacco VanderKooij, shows you how to fill your pipeline by focusing on customer success to win the RIGHT accounts. What You’ll Learn. What customer “fit” really means.

Checklist: Building a Case for a Customer Reference Program

Smart Selling Tools

Building the Case for a Customer Reference Program. If you’re passionate about customer advocate programs and looking for resources to help build your business case, this checklist will surely help.

The Keys To RevOps Success

InsightSquared

Looking to jumpstart your RevOps initiative? Here are three keys to ensuring you’re on the right track. Where does RevOps report into: . Head of Sales? Where exactly does RevOps report up to? . According to Jen Igartua, Chief Services Officer, GoNimbly , the reporting structure can be flexible.

Sales Onboarding Cheat Sheet: 11 Ideas to Transform Your Strategy

Smart Selling Tools

Sales Onboarding Cheat Sheet: 11 Ideas to Transform Your Strategy. Onboarding is a universal challenge for sales organizations – every company hires salespeople and needs to do something to prepare them to sell.

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

My Sales Reading List | Sales Strategies

Engage Selling

I got a request the other day from sales reps who were looking to better themselves. Specifically, they asked me what they should be reading as sales reps.

Sales Readiness Technology Buyer’s Guide

Smart Selling Tools

Sales Readiness Technology Buyer’s Guide. When it comes to the unique needs of salespeople, learning management systems just aren’t going to cut it – which is why many of today’s top-performing companies are investing in sales readiness technology to help their reps achieve success.

Buyer 69

Change Management for Sales Development Teams, with Erik Estabrook of SocialChorus

Tenbound

Erik started his career in the marketing department at Gatorade as part of the ‘Mission Control’ team. As he spoke to more salespeople though, sales seemed more appealing and he changed paths. He hasn’t looked back since and today heads up Sales Development at SocialChorus.

Sales Brief: Cold calling revival, sales battle cards, social selling gone wrong, & more

Close.io

We have lot's of interesting topics to discuss from the world of sales this week: sales cadence, battle cards, social selling, and much more.

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

Tech Startups to Watch in 2020

Allbound

It’s a new decade and there’s a brand-new crop of tech startups making innovations that are – or soon will be – impacting our lives. We’ve prepared a primer on 2020’s hottest sectors, and a list of just some of the game-changing tech startups industry watchers are taking note of.

Finding the Decision Maker – 4 Concrete Steps

LevelEleven

Every sales rep has been there – you are having very successful conversations with a prospect only to find out they’re not the one you should be talking to… they’re not the decision maker.

4 Tips For Building Rapport

Selling Energy

self improvement Selling Performance body language

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Align or Be Left Behind: Why Sales and Marketing Alignment Is Essential

Highspot

More than promoting a healthy and collaborative culture, research has shown that companies with strong alignment perform better , reporting 36% higher customer retention rates and 38% higher sales win rates. But the path to sales and marketing alignment is not always smooth and straightforward.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

?? How to Double Your Revenue – Business Strategy

Pipeliner

From Zero to Sales Hero. Amy Lemire Simatos helps businesses, entrepreneurs, and sales teams improve profits while also being an inspirational keynote speaker and an author of the Amazon number one bestselling book, From Zero to Sales Hero: How to Double Your Sales and Income in Less Than 90 Days.

Inspirational Quote by Robert Collier

criteria for success

Today's quote is from Robert Collier about patience, repetition, and commitment. Read on to learn more about this week's Let's Talk Sales inspiration! Robert Collier Quote. This quote is from Robert Collier, an American author of self-help and New Thought metaphysical books in the 20th century.

eBook 52

?? Business Goals

Pipeliner

The Importance of a Positive Work Environment. A work environment can either foster growth or stifle it.

What is Digital Marketing and How Can You Use it?

Nimble - Sales

The influence of technology on today’s businesses have become more important than ever thanks to digital marketing. Entrepreneurs know how crucial it is to reach your target audience at the right place at the right time.

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

?? Leadership Development Skills

Pipeliner

If you could go to school to be a leader, would you? Ruth Reitmeier works with the Doerr Institute for New Leaders at Rice University. She discusses the importance of leadership training at the collegiate level in this expert sales interview with John Golden.

Events and Audience Segmentation: Who Needs to Know What When?

Nimble - Sales

Personalization is more than a marketing buzzword— it’s widely accepted as best practice for business communication in today’s economy.

Leadership Development Skills

Pipeliner

If you could go to school to be a leader, would you? Ruth Reitmeier works with the Doerr Institute for New Leaders at Rice University. She discusses the importance of leadership training at the collegiate level in this expert sales interview with John Golden.