Understanding the Sales Force

APRIL 27, 2020

We are in week 6 of lockdown, week 8 of voluntary work-from-home, while adapting, guiding and directing companies who still need to sell their products and services to generate revenue. At this point sales is about so much more than generating revenue for profit or to keep employees working. For most companies, sales is now about generating revenue to survive, as we stare down a whole new way of doing business.

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Revenue Tools Sales Strategy 413

SBI Growth

APRIL 27, 2020

In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes.

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Revenue Forecasting Sales Enablement Pipeline 256

Hubspot Sales

APRIL 27, 2020

Do you remember that Will Smith movie from 2004 called I, Robot ? If you've never seen it, here's a very high-level synopsis of the film. It takes place in the year 2035, and humanoid robots basically do all the jobs humans don't want to do. Eventually, they become self-aware and revolt against all humanity. And Will Smith, who plays a police detective, stops them.

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Hubspot Film Lead Qualification Negotiation 92

The Pipeline

APRIL 27, 2020

Sales Scrum Podcast Episode #7 – Guest Karthi Mariappan. Karthi Mariappan is the Co-founder and CEO of Hippo Video. While video as a sales tool, was very much on the rise prior to current events, COVID has made it a must. While there is no replacement for a face to face or handshake, video allows you to make up for distances, and travel restrictions.

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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

Hubspot Sales

APRIL 27, 2020

The sales field has a leadership gap in gender representation that is hard to deny. According to Gartner , though women account for 50% of the entry-level sales talent pool, only 30% of senior sales leadership, 23% of sales rep, and 15% of frontline sales manager roles are held by women. Let me start by saying, there are many great experts in the HR and talent fields who spend their entire day focused on inclusivity, particularly as it relates to diversifying our workforce.

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Hiring Lead Rank Inbound How To 121

Anthony Iannarino

APRIL 27, 2020

Not much attention is given to sales training for negotiation. Because this is true, most salespeople offer concessions, get a signature on a contract, and move onto to the next deal. Very few stand up to the first request for a lower price by pushing back and defending their solution and the investment required to deliver it. Here is a guide to negotiating effectively in B2B sales.

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Negotiation B2B How To Discount 94

Force Management

APRIL 27, 2020

Cross-functional alignment on the value your solutions provide for your customer is the key to accelerating growth. This symmetry is an essential link between your product team and your sales organization. If your salespeople aren't able to articulate the business value of the products you develop, customers won't realize their full potential. How many times have you seen a deal closed where the buyer is only buying one part of your solution, and therefore missing the bigger value for his/her bu

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Engineering Buyer Closing Sales 80

Nimble - Sales

APRIL 27, 2020

No business can survive without customers. Good customers are the foundation for the success of any business. A business is doomed to fail if it cannot attract and retain customers. Realistically, it’s a difficult task to retain customers especially when competition in any niche is too-tight. But in the eCommerce world, it depends upon how […].

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Benefit CRM Competition Customer 126

Sales Hacker

APRIL 27, 2020

Whether you run a one-person sales enablement program or are part of a team, the sheer scope of the job can be overwhelming. I hear you. Which is why we’ve put together this guide on sales enablement, focusing on the three primary parts of the job: strategy, execution, and governance. Sales enablement strategy. Sales enablement execution. Sales enablement governance.

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Sales Enablement Hiring Government Scale 88

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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.

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Crunchbase

APRIL 27, 2020

This is part six of the Mayfield series, “Thriving in Tough Times: Expert Insights.” In this series, we will share key takeaways and lessons learned from experts across a variety of fields. Stay tuned for content on reputation management, leveraging marketing, leading in challenging times, sales strategy in times of crisis, pivoting field marketing to digital, and more.

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Lead Rank Pivotal Networking Banking 84

Pipeliner

APRIL 27, 2020

Everyone has a personal brand, but not everyone defines their personal brand for themselves. The idea that other people could define you and your brand should be a scary idea! Don’t let people go so far as to make up what your brand is. Be clear, concise, specific, and intentional about what your personal brand is. Sima Dahl tells you how to forge your personal brand using the “sway method” in this expert sales interview, hosted by John Golden.

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Demographics Intent Enterprise Enterprise 83

The Center for Sales Strategy

APRIL 27, 2020

Email is a critical part of a prospecting strategy, as long as it’s used in the ways in which it’s intended for. HubSpot defines a prospecting email as an outreach email a salesperson sends to a potential customer to introduce themselves, their business, and how they can help their prospect. Email prospecting is not for building relationships, communicating a strategy, sharing an idea, or conversation in general.

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Prospecting Cold Calling Hubspot Strategy 73

Guru

APRIL 27, 2020

How not to approach release notes. The secret to writing great release notes. Implementing a product delivery process strategy. Why a knowledge-driven culture is key. Fact: Product release communication is problematic. The purpose of product release notes is to let your internal teams (from engineering to customer support) and your external stakeholders (customers and partners) know there have been changes to the product.

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Engineering Strategy Customer 64

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

criteria for success

APRIL 27, 2020

Happy Monday, Let's Talk Sales listeners! Today's featured guest is Chantel George. Chantel is the founder of Sistas in Sales , the first and only community for women of color sales professionals to network, advance their careers, and find sisterhood. She has extensive sales and leadership experience. Fun fact: she’s also based in New York like we are!

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Hiring Social Media Networking Twitter 69

Miller Heiman Group

APRIL 27, 2020

Every time your sales and service teams interact with customers, you have a defining moment : a moment where your customer judges how well your organization has met their expectations. Defining moments fall into three categories: Negative: When customers feel disappointed. Neutral: When customers feel their expectations are met. Positive: When customers’ expectations are exceeded.

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Webinar Metrics Strategy Face-to-face Loyalty 63

People.ai

APRIL 27, 2020

Today’s sales managers are finding their footing and devising new approaches to the task at hand with their teams working from home. We’re in the trenches with these sales leaders studying the changing landscape. Based on our research, we’ve come up with six plays that help sales leaders position their remote sales force for success. Our previous post introduced the first two plays: Source.

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Coaching Study Research Positioning 67

Xvoyant

APRIL 27, 2020

If you are looking for a new opportunity during this challenging time or if you just need to update your resume for the future, this episode features Robynn Storey of Storeyline Resumes. Robynn’s company is the top resume expert on LinkedIn, and she talks about how you should own your success when telling your story through your resume in a way you are not afraid to share it or talk about it to hiring managers.

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LinkedIn Opportunity Company 62

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Data

Chorus.ai

APRIL 27, 2020

Influitive’s Ammir Gill Is All About Customer Success (and Coffee and Sushi, Too) Philosophy, according to Encyclopedia Britannica , “is the rational, abstract, and methodical consideration of reality as a whole or of basic dimensions of human existence and experience.” And the human experience as “customer” is something that former philosophy major Ammir Gill contemplates — a lot — every day in his role as Customer Success Manager (CSM) at, Canada-based Influitive in Toronto.

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Ideal Customer Profile Call-back Scale Retention 62

Cience

APRIL 27, 2020

Before we dive into the highlights and lowlights of the Good, Bad and Ugly cold emails from Q1, let us take a collective deep breath. Hold and exhale slowly. In the grand scheme of life, yes, cold emails take a backseat to our safety and health. But they can introduce hospitals to systems that can help save lives by generating full health histories for every patient.

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Outbound Lead Rank Scale Channels 66

Chorus.ai

APRIL 27, 2020

Watch the Video. On today’s Daily Briefing, Jim Benton was joined by Spencer Wixom is the SVP of Marketing at Challenger. They discussed how sales leadership is supporting more deals, and what levers they consider indicative of a deal’s health. Here are the numbers: Meeting volume up 3% week over week after being down the first two weeks of Q2. Leadership involvement in sales calls went up even further last week, 7% week over week.

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Webinar Metrics Discount Sales Cycle Pipeline 62

InsideSales.com

APRIL 27, 2020

Social media mastery: Have you figured out how to use social media to grow your business or rally your supporters around an important cause? Find out how you can become a social media expert here! In this article: How to Become a Social Media Expert. The 7 Levels of Social Media Mastery. Social Media Mastery in More Detail. Go Up These 7 Levels To Become A Social Media Expert.

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Social Media Media Facebook Follow-up 58

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

Selling Energy

APRIL 27, 2020

Changes and challenges are inevitable when you’re working in sales. This is something we’re dealing with right now in an unprecedented fashion, but the outcome is always the same - businesses can survive if they roll with the punches and come up with creative ways to reach prospects.

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Fashion Prospecting Sales 52

Close

APRIL 27, 2020

I transitioned to remote work 4 months ago, and I’ve had the opportunity to make plenty of mistakes (and learn from them). Here, I’d like to share those mistakes (plus the successes) with you and provide actionable tactics for your own WFH approach.

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Closing Opportunity Sales 52

Emissary

APRIL 27, 2020

The traditional CIO started out as a software engineer and climbed up the technology ladder to eventually become the most senior IT executive in the enterprise. They had full oversight and ownership of all applications and workflows in place — until machine learning, artificial intelligence, block chain, the internet of things, and the cloud came along.

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Buyer Scale Engineering Face-to-face 52

Artesian Solutions

APRIL 27, 2020

LONDON, England, April 27, 2020 – Artesian Solutions, a leading provider of client intelligence and risk solutions which boost frontline productivity in corporate and commercial banking, has today announced plans to assist the UK banking industry in response to the huge surge in demand as a result of the COVID-19 crisis. Artesian is offering free access for its subscribers to its online service to pre-screen loan applications and triage lending enquiries.

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Scale Banking SME Government 52

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Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

Report

Emissary

APRIL 27, 2020

As Fortune 1000 companies begin to plan and look towards recovery, they are still adapting and shifting their business due to other changes in the works. As you keep up with the industry-wide trends that have been set in motion due to the spread of the pandemic, don’t forget to stay on top of the company-specific sales triggers as well. We hope this roundup of news in the technology world helps to strategically inform your account plans — and t he mentioned Emissary advisors are ready to h

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Banking Hotels Engineering Government 52

SalesLoft

APRIL 27, 2020

This is part two of a blog series on how we’re using our own platform to fuel success. This post is by Ginger Tranter, Senior Manager, Education Services at SalesLoft. You can read the first, “ How SalesLoft Uses SalesLoft to Drive Customer Success,” here. Do you believe that just two people could educate thousands of customers at scale?

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Scale Customer Knowledge Base Webinar Metrics 52

Pipeliner

APRIL 27, 2020

When it comes to marketing, there is a common misconception that it’s just an art form or something that involves leisurely fun. But the reality is that it’s not just an art form, it can be a systemized and regimented process that also has the spark of creativity. Agile marketing is a tactical and strategic approach to marketing that is done within a strict time frame.

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