Fri.Feb 21, 2020

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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. Even cold techniques turbocharged with boatloads of technology get harder-and-harder every day as everyone gets the technology and the arms race for a better sales stack escalates.

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What Should CROs Expect from Their Direct Reports?

SBI Growth

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 240
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5 Transition Statements to Requalify Existing Prospects and Clients

Mr. Inside Sales

How good are you at requalify existing accounts, or prospects you haven’t spoken with in a while? And why would you even want to do this? The first reason is that things change. In fact, someone once said that the only thing that doesn’t change is change itself. And that means that just because a prospect or client was in charge of a certain function last month or 6 months ago, it doesn’t mean they are in charge of it today.

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How a CEO Manages the Speed of Change for Turnarounds

SBI Growth

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. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

Segment 218
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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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. Our Skillspill takes a look at setting goals in the right way, especially those which we set ourselves and have full control over. And our Inspire Me quote is all about perseverance and being the kind of person who stands up to challenges.

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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%. When you consider that the average onboarding and ramp-up time for a sales professional is nine months or more, that turnover rate starts to have serious consequences for individual sales teams and the revenue they’re responsible for.

Hiring 131
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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. Mindshare also means consulting and providing advice around the decisions where your business and industry intersect with your prospective client’s industry. While it’s helpful to have your marketing department provide you with insights you can share with your prospects and clients, your responsibilities as someone who provides counsel are

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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. Financial Technology. We have entered the year of FinTech: it’s poised to reach a tipping point in 2020.

Microsoft 102
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15 Sales Training Topics That Maximize Team Readiness

SBI

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? Sellers often lack the fundamental skills needed for high-value calls, demos, and meetings. This eBook covers 15 sales training topics that improve rep performance in high-impact areas such like b usiness acumen, objection-handling, up-Sell and cross-sell, le

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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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B2B appointment setting – Effective tips for more sales meetings

Salesmate

B2B sales is undoubtedly a tough nut to crack. Here you are selling to a business, so the level of difficulty and risks are too high. Before even thinking about closing, you need to get over the hurdle of B2B appointment setting, which is surely quite challenging here. Businesses are well informed and abreast of the market as well as its changing trends.

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Sales Onboarding Cheat Sheet: 11 Ideas to Transform Your Strategy

SBI

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. But the reality is that most companies aren’t succeeding; 62% say they’re ineffective at onboarding new sales reps, according to the Sales Management Association.

Hiring 90
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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. This means going to meet them where they spend most of their time and that is on the internet. […]. The post What is Digital Marketing and How Can You Use it?

Marketing 131
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Sales Readiness Technology Buyer’s Guide

SBI

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. With so many features and capabilities out there, how do sales enablement teams know which technology will be the best fit?

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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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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. This expert sales interview explores: The importance of early intervention. How to eliminate trial and error.

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Checklist: Building a Case for a Customer Reference Program

SBI

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. See the 7 most critical areas to consider with tips for completing your own list including tips like these: What’s best for your situation, giving the decision maker(s) a) something to read, or b) making a live presentation?

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Building Your House of Business: From Vision to Reality

Pipeliner

In this ebook, I am going to share my secrets of building a business, following the analogy of building a house. There are many similarities between these two endeavours, and many of the same factors must be considered. In actuality, you can apply the factors I’ll be laying out to either activity. Vision. Any endeavour in life must begin with a clear vision of what you want to achieve.

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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. Read on to learn more about what you stand to gain from aligning your sellers and marketers and how you can overcome common obstacles in the journey to achieve better alignment.

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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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. He shared his thoughts with the Tenbound team on implementing change, making the most of your tech, and picking the right.

Sales 86
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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. This report focuses on B2B Sales Enablement market forecasts, future prospects, growth opportunities and key and key contacts.

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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. Finding the decision maker in an organization is a critical step in the sales process, but it’s not always easy. . Although you often have to deal with gatekeepers or lower-level managers before hooking the big fish, knowing who is going to make the decision in the end, and providing a strong value

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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: . CRO? COO? Head of Sales? Where exactly does RevOps report up to? . According to Jen Igartua, Chief Services Officer, GoNimbly , the reporting structure can be flexible. However, in order to set your RevOps organization for success, it’s critical to ensure leadership has a cross-functional view of not only the sales process but every function involved in revenue

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Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor

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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. The difference between impact and value. How to focus your outreach around a critical event to score the RIGHT accounts.

How To 74
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How to help salespeople with overcoming sales objections

The Brooks Group

Sales negotiation is a critical skill for any high-performing team, and a major aspect of sales negotiation is overcoming sales objections. When your salespeople are effective at overcoming sales objections, they enjoy several benefits that also benefit your organization: Higher win rates. Better profit margins. Greater efficiency. But salespeople aren’t born knowing how to effectively engage in sales negotiation, and overcoming objections can feel hard and uncomfortable without the right skills

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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.

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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. It is also expected by consumers due, in large part, to the growing availability of technology to accelerate and optimize customer service and client-vendor relationships. What does personalization mean and how do you do it?

Segment 96
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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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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. This week's Sales Brief will equip you to accelerate your sales productivity , inspire you to pick up the phone and start cold calling , and prep you to ace that next product demo. Also in this week's roundup, we feature a very educational piece from Reforge on the topic of monetization vs growth — the current state of acquisition costs, the opportunities

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How To Create A Win-Win Negotiation

The Accidental Negotiator

Learn to use negotiation strategies to make both sides satisfied Image Credit: *Ann Gordon. So I’ve got a quick question for you: what’s the goal of your next negotiation? I’m pretty sure that you’re going to tell me that you want to be able to reach a deal with the other side. I’d say that not only do you want to reach a deal with them, but you want to reach a deal with them that both sides believe that they can live with.

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Guest Post: I Can’t Challenge Your Thinking If I Don’t Have Your Attention

SalesLoft

By Spencer Wixom, VP of Marketing at Challenger. The following headline ran in The New York Times on December 18 , 1903: “Senators Demand Facts On Panama.” What was said in The Times that day is not particularly interesting. What is far more interesting is what was not said. . The Wright Brothers (Orville and Wilbur) made their successful first flight at Kitty Hawk, North Carolina one day earlier, on December 17 , 1903.