Hubspot Sales
MARCH 16, 2020
Before I started working remotely, I was slightly uneasy. I was worried about not being productive, feeling isolated, and not having a good space to work from. It turns out, these fears weren't unique. In fact, according to HubSpot's 2019 Remote Work Report, communication with co-workers, feelings of loneliness, and overworking are challenges that remote workers face daily.
SBI Growth
MARCH 16, 2020
These are unprecedented times. When we published our Q1 Research, we saw some warnings on the horizon that could lead to a recession. CoVid-19 and our society’s response has been a larger and faster shock to the system than anyone.
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Anthony Cole Training
MARCH 16, 2020
In this blog post, we pray for the health and safety of those at risk or sick during this time in human history.
Understanding the Sales Force
MARCH 16, 2020
Given the current circumstances - a Global Pandemic and an economy where so many industries have been shut down or compromised - selling value will be more important than ever. The result of selling value is that you are able to win the business despite not having the best price. But when we talk about selling value, what does it really mean? One sales expert who reached out to me last week was worried that when we are focusing on the Value Selling Competency, uninformed salespeople interpret th
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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.
The Pipeline
MARCH 16, 2020
By Tibor Shanto. “Starve your distractions, feed your focus.” — Daniel Goleman. I had to sit back and think hard about how to jump into the stream of pundit babble about COVID 19. We must acknowledge the reality of the event, and the impact on our families, friends, colleagues, clients, employees and the business. While the world around us has indeed altered, our reaction can and should, extend from our current sales approach and process.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Gong.io
MARCH 16, 2020
The future of work is uncertain, but one thing is clear: the end of quarter will be remote. The bad news: quotas aren’t going down. The good news: the principles behind managing a team are the same whether they’re in the same room… or remote in their living room. We put together a few no-bs tips, and pointers on how to implement them, to home-deliver some of that bullpen energy your team might be missing. . #1 Make Pipeline Reviews Strategic.
SalesLoft
MARCH 16, 2020
COVID-19 may be changing the way you work and where you work, but one thing it doesn’t change is the need to hit your numbers. We feel your pain because we’re feeling it, too. . Travel restrictions, temporary hiring freezes, changes in market demand, and remote teams all create new challenges and make it harder to sell. We get it. As a SalesLoft customer, our #1 priority is to help you hit your numbers , so let’s talk about how we can do that.
BrainShark
MARCH 16, 2020
During the recent health crisis, many companies are opting for remote meetings and events. Sales readiness technology can make that process easier with content, training and coaching.
Force Management
MARCH 16, 2020
It's Saturday morning and I am reflecting on this past week. It started off with my sluggish reaction to the time change; moved through a free-fall of personal wealth and ended with overwhelming public health concerns for my company and global community. I like to talk and write about things that give people “spirit”. What often happens, is that I wind up getting the most spirit out of the exercise.
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.
Partners in Excellence
MARCH 16, 2020
It’s a unique time in history. We are all struggling with fear, uncertainty, risk. Physical separation and isolation is becoming increasingly important, both for our own safety, but also for the safety of others. Unfortunately, this separation and isolation creates social isolation–which is very unhealthy. Human beings are social creatures, we are used to and thrive on day to day interaction with our colleagues, suppliers, customers.
Sales Hacker
MARCH 16, 2020
There’s been a shift in how B2B organizations communicate through follow-ups and outreach. They’re taking a more B2C-like approach, optimizing the buying experience to win more business. Eight out of ten business buyers want the same experience as when they’re buying for themselves. This means that even in the B2B space, your buyers want ultra personalized experiences, they want their needs to come first, and they want on-demand engagement.
Anthony Iannarino
MARCH 16, 2020
For a very long time, salespeople have been taught to start sales presentations with their company’s story as a way to gain credibility with their prospective clients. Most of the slide decks provided by marketing departments and sales enablement start the conversation with information about the company, believing the contacts have to decide what company they are going to select as a partner.
LevelEleven
MARCH 16, 2020
With the rising number of companies moving to a temporary remote working policy, we wanted to offer some ideas on how best to navigate this new way of working without missing a beat. Keep an Eye on Your Team with Manager Scorecard. Manager Scorecard can help you keep track of your team, but even better, helps your team stay focused on what is important.
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Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
The Center for Sales Strategy
MARCH 16, 2020
For many sales managers and account executives, working from home is a brand-new concept. And like any emerging work style, those who've had more in-office job experiences feel skeptical about remote work. The Center for Sales Strategy (CSS) has embraced the work from home lifestyle. Our entire 40-person company has worked from home for 38 years- and we excel at it too!
Crunchbase
MARCH 16, 2020
Today, the “sales enablement” title is linked to over 7,400 jobs on LinkedIn. It is safe to say most companies understand the need for an evolution in sales practices to best serve buyers’ ever-growing expectations. However, for many companies, the path to sales enablement is entirely new. So, how can companies ensure they are leveraging sales enablement properly to set themselves up for success?
Sales Hacker
MARCH 16, 2020
This week on the Sales Hacker podcast, we speak with Luigi Mallardo , Chief Revenue Officer at Woffu. Luigi is a long-time CRO and sales leader in the European community, and he’s also the chairman of the Barcelona Revenue Collective. Woffu is an HR SaaS platform for time optimization in companies between 100 and 2,000 employees. Let’s hear from Luigi about the subscription economy and the subscription business model!
SalesProInsider
MARCH 16, 2020
From fears about the coronavirus to stock market volatility, people are nervous, fearful, disappointed, and confused. That’s why now is a perfect time for you to skillfully talk with people in a way the lets them feel heard and understood, in a way that reassures them in a “language” they understand. At the center of every conversation, whether high or low stakes, is the communication exchange.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
KLA Group
MARCH 16, 2020
It may feel like you should lay low due to coronavirus, but now is the time that your clients and prospects need to hear from you. Call clients to ensure they’re all set and simply lend an ear. Call prospects as both a distraction to the COVID-19 conversation and to determine if there is an. Read more.
Highspot
MARCH 16, 2020
As we honor Women’s History Month and the visionaries who have driven progress across history and around the world, we asked four Highspot employees to share their stories. Here are the conversations that inspired them — and the ideas that will move the next generation of change-makers. ?On Acting with Integrity. My professor shared words of wisdom with me as I set out to define my future and career after graduating.
Miller Heiman Group
MARCH 16, 2020
A version of this post originally appeared at KornFerry.com. Please visit Korn Ferry’s Coronavirus Challenges page to keep up-to-date with thought leadership on navigating this global crisis. Additionally, we encourage you to join Korn Ferry consultants and experts for our seven-part learning series that launches next week on leading through and beyond COVID-19.
Sales Gravy
MARCH 16, 2020
On this special unscripted and uncut podcast, Jeb Blount discusses why it is is so easy to make excuses during the unprecedented Coronavirus crisis. Excuses though can be addicting, like a drug, the more excuses you make the easier it is to keep making them. Instead of excuses, you should double down on discipline and focus on the only three things you can control.
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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.
Xvoyant
MARCH 16, 2020
Adam Peek of Fortis Solutions Group shows us how to get off the sidelines and take charge of your own career and development. When you find solutions that can help you succeed, and bring success to your team and company, you build influence and become a great leader even if you don’t have that VP of Sales title.
Sell Integrity
MARCH 16, 2020
In worrying times, we most need leaders to build confidence and a coach to connect with us personally with encouragement about moving forward. By Mike Esterday. It’s a safe bet that you’re reading this as you juggle any number of concerns about the coronavirus crisis along with its economic and personal implications. Perhaps you’re working from home as so many of us are doing to prevent the virus from spreading.
Pipeliner
MARCH 16, 2020
Before entering the sales profession, I intuitively sold myself as one who would do well being a computer operator for a known aerospace company. The irony of this is in those days television shows pictured the old-fashioned tape drives as such that I thought those to be the computer. I knew little while having the motivation to learn. Although Bruce, the manager in charge, did not want me near his department, I became friendly with his assistant manager, Joe.
Sandler Training
MARCH 16, 2020
Mike Montague interviews Andrew Gregson on How to Succeed at Pricing Your Products and Services. The post How to Succeed at Pricing Your Products and Services appeared first on Sandler Training.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
Tenbound
MARCH 16, 2020
From his first job as a box office cashier, Stephan has always had a taste for sales. Drawn to the consultative approach, he took on many different sales roles before becoming the Sales Development Manager at SteelHouse. He spoke to Tenbound about the challenges his team face, how sending physical gifts helps them stand out, and much more. For Stephan, the biggest challenge is getting in front of.
Nimble - Sales
MARCH 16, 2020
Business cards were first adopted between the second and third century BC. Chinese officers used red paper to print their business cards. A card had to contain information about the name of the owner and their occupied position, there was no room for imagination. They couldn’t choose the color of their card either. The color […]. The post How to Ditch the Paper Trail and Store All of Your Business Cards on Your Phone appeared first on Nimble Blog.
The Brooks Group
MARCH 16, 2020
Grow Your Customer Relationships. So, you’ve embraced the concept of consultative sales training; you understand your responsibility as a trusted advisor to be attentive and to put your client first, and you’re ready to take your new mandate to the field. But, before you go charging into the unknown, one last question: Are you truly an expert on your client’s business and industry?
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