Wed.May 20, 2020

Post-Pandemic Prospecting: 5 Ways to Succeed Now and in the Future

KLA Group

By Kendra Onley Lee I can picture a future where we return to restaurants, local shops and baseball games. I can’t see us returning to work in the exact same way we operated before the pandemic hit.

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Coaching the Sales Process: Overlooked Points in the DISCOVER Step

The Center for Sales Strategy

The third step of our sales process is often the most tedious. Discover —a lso referred to in other sales process steps as “define,” assessment,” or “needs,” all share the same goal of meeting with a prospect or client to uncover their desired business results.

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Old Coding Language Entrenched in 100+ Government Systems


This is a preview of a post published on our Medium page. Read the full article.

Sales lessons from a virus

Sales 2.0

Urban crowds of people from above. This is entirely 3D generated image. If you didn’t believe that we humans are connected before COVID-19, you should now. As you know, the virus has been transmitting itself exponentially through populations around the world.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Now Is the Time for CEOs to Strengthen the 3-Year Plan, Not Abandon It

Sales Benchmark Index

We are living through a truly unique point in time. The impact of COVID-19 over a short two month period has thrown the global economy into complete peril and created unparalleled uncertainty and ambiguity. The core questions out of every. Article Go-To-Market Strategy Uncategorized

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Top Sales Tools of 2020

Smart Selling Tools

The Top Sales Tools of 2020. Now is a great time to invest in technology for sales. I’m not talking about CRM – presumably, you have that already. I’m talking about one of the 600 SalesTech solutions that aren’t CRM.

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9 Conspiracy Theories That Kill Your Sales Success

Anthony Iannarino

Forces hiding in the shadows are now making moves that threaten you. Anonymous sources are reporting on their actions and plans, offering you a warning, and suggesting that you prepare yourself for a very different future, one that isn’t going to be good for you.

Six common account planning challenges that you need a solution for


There is a direct correlation between effective account growth planning and sales success. In times like these, it’s of extreme importance to stay on top of your clients and help them get out on top of this crisis. Unfortunately, effective account planning isn't always easy and comes with challenges.

Trigger-Based Lead Sourcing for Successful Prospecting


Most of us are aware that the buyer’s journey has changed dramatically in the last few years (and months given the global pandemic).

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Hiring from Within: The Smart Way to Build an All-Star Sales Bench

Sales Hacker

The US unemployment rate was sitting at 3.5% earlier this year, the lowest since 1969. But as a result of COVID-19 and the associated furloughs and layoffs, first-time claims for unemployment benefits grew by more than 3,000% between early March and April. .

Ideas to Improve Google Ads Conversion Rates in 2020


Image source. google ads conversion rates

9 [MUST-KNOW!] Steps to Closing Sales from Home (Your Setup!)

Marc Wayshak

Closing sales from home can be way easier than you might think. In this video, you’ll learn 9 must-know tips for closing sales from your new home office. Check it out. The post 9 [MUST-KNOW!] Steps to Closing Sales from Home (Your Setup!) appeared first on Sales Speaker Marc Wayshak.

The Daily Briefing: May 20, 2020

Watch the Video. On today’s Daily Briefing, Jim Benton was joined by Dan Swift , the CEO of Empire Selling. They discussed the creative ways that sales teams are pivoting their teams’ messaging and pipeline generation. Empire Selling’s mission is particularly relevant today.

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The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

What’s Your Mindset Around Virtual Selling?


Here’s a number to pay attention to…. It’s estimated that 90% of sales conversations are happening virtually these days and that though skepticism remains, many people, more than 50% believe that this mode of selling is as effective as our old practices. Interesting isn’t it?

The Formula For a Winning Sales Stack


The modern sales stack has become a tangled mess. Every year, organizations add more tools to their stack in hopes of them improving their efficiency and effectiveness. Cost and complexity have continued to increase, but most organizations still find themselves lacking.

Addenda to May Metaphor Minute

Anne Miller

The virus has called forth a variety of metaphors, demonstrating again how integral this language tool is to human understanding, and why carefully thought out metaphors belong in all your communications. See below.

B2B Tonight Special Guest David Dulany


A leadiQ production with guest David Dulany. Source.

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The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Asking Better Questions

Selling Energy

Asking the right questions is essential in your interactions with not only your prospects, but also the customers you already do business with.

How to Calculate Your Company's Sales Growth Rate

Hubspot Sales

Though tracking sales metrics isn’t necessarily the most glamorous part of working in sales, having a solid understanding of how the deals you close impact your company’s bottom line and future growth is a critical part of the job.

Sales Strategies Achieving Results Right Now

Force Management: The Command Center

One of the most commonly asked questions our sales experts are receiving right now is, “ What are other companies doing right now? ”. We pulled together what we’ve been hearing from our customers into some key action steps for our blog readers.

Projecting a Professional Image Online: Your Virtual Meeting Prep List

RAIN Group

There’s a lot to think about when it comes to selling virtually. Projecting a professional image in your virtual meetings is an important (and often overlooked) factor to consider.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

Why Email Marketing Is An Important Part Of Your Sales Process

Email marketing is a vital part of any sales process because it does a lot of things other marketing cannot. We’ve put together an overview of why email marketing is important and why you should be using it. RELATED : Email Prospecting vs. Cold Calling: What’s Best?

Here’s Why Startups are Using a Unique Selling Proposition

Nimble - Sales

Are you struggling to reach your growth goals? Do you feel the more you polish your marketing messaging, the more you sound like your competitors? You may be an early-stage entrepreneur or a marketer at a billion-dollar unicorn.

Capitalizing on the Digital Customer Experience

Cincom Smart Selling

The Imperative. While the notion of the “customer experience” is not new, the energy and action that businesses are starting to devote to the digital aspects has reached new levels in the wake of the COVID-19 pandemic and “shelter-in-place” mandates.

7 Ways to Use Color Psychology to Drive Sales

Nimble - Sales

Color psychology involves how certain hues influence how people feel and cause behavioral shifts. You probably already use colors in marketing to support aims like better brand recognition and improved visibility on mobile devices, and those are valid goals.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

How to Increase Sellers' Productivity with AI

Selling Power

One of the ways artificial intelligence (AI) solutions are reshaping the sales industry is with tools that can boost sellers’ productivity and give them more time with prospects. Sales Technology

The Top 5 Sources to Help You Find New Sales Leads

criteria for success

Finding new sales leads leads can be one of the most frustrating parts of a job in sales. Many salespeople feel confident closing new business, but can’t find or nurture leads well enough to develop a steady pipeline of new opportunities.

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The Critical Elements of Proactive Client Retention [PODCAST]

Sandler Training

Brian Sullivan Interviews Jonathon Farrington on The Critical Elements of Proactive Client Retention. The post The Critical Elements of Proactive Client Retention [PODCAST] appeared first on Sandler Training. Blog Posts Customer Relationships client relationships client satisfaction customer servic