Zoominfo
APRIL 8, 2021
Sales methodologies like BANT — shorthand for budget, authority, need, timeframe — can help reps identify business opportunities at the outset of the sales process. However, when used at the wrong time and the wrong way — like checking off BANT criteria while talking to a prospect — reps lose ground qualifying prospective customers. Without a doubt, the B2B sales process is complicated.
Anthony Cole Training
APRIL 8, 2021
The most successful salespeople are always challenging and adapting their personal sales process to be more effective and increase sales. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.
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Zoominfo
APRIL 8, 2021
Sales methodologies like BANT — shorthand for budget, authority, need, timeframe — can help reps identify business opportunities at the outset of the sales process. However, when used at the wrong time and the wrong way — like checking off BANT criteria while talking to a prospect — reps lose ground qualifying prospective customers. Without a doubt, the B2B sales process is complicated.
Predictable Revenue
APRIL 8, 2021
Mac McKellar, National Sales Director at Nona Scientific, joins Sarah Hicks on the second episode in the Selling into Ever-Changing, Highly Regulated Industries series on the Predictable Revenue Podcast. The post Selling Into Ever-Changing, Highly Regulated Industries: Healthcare Edition appeared first on Predictable Revenue.
Advertiser: ZoomInfo
One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.
The Center for Sales Strategy
APRIL 8, 2021
Vertical targeting is one of the most effective ways to capture a focused, intent-driven audience. You can use specific messaging tailored for that segment and curate the content to cater to your target market’s unique needs and interests. In this episode of Improving Sales Performance, John Matthews, President and CEO of Gray Cat Enterprises, Inc., shares his insight on targeting a vertical market to improve an organization's sales performance.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Julie Hanson
APRIL 8, 2021
According to Gartner, 80% of B2B sales are expected to take place virtually by 2025. Don’t believe me?! Check out their projections here. Very few sellers I know will be applauding this news. Here’s why: we are only one year into the pandemic and virtual sales calls and meetings have only just begun to feel slightly less awkward and less ineffective as at the start, for both buyers and sellers alike.
Sales Readiness Group
APRIL 8, 2021
Sales leaders often achieved their position based on their individual success and personal attributes. But when their role shifts to motivating and inspiring teams, improving attitudes, focusing on long-term vision, and helping initiate change, sales leaders’ mindsets need to shift as well. For a better understanding of leadership mindsets, we turned to Leah Clark, Senior Director of Leadership Development at GP Strategies.
Partners in Excellence
APRIL 8, 2021
In every organization, there are problem performers. People who, for various reasons, are not meeting performance expectations. They may be “C” players that need to raise their performance. They may be “D/F” players where other actions may be necessary. Too many managers think it’s the person, the problem performer, that’s the problem.
Anaplan
APRIL 8, 2021
Marketing, as a business process, faces a serious challenge – trying to connect plans, budget, and spend to performance, with the visibility and specificity needed to make timely decisions and act with agility. Its operations are complex and fast-changing. CMOs and their agency partners may spend billions of dollars a year on various go-to-market (GTM) programs.
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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.
Sales Hacker
APRIL 8, 2021
If you’re using spreadsheets for comp and commissions tracking, you should ask yourself if that’s appropriate. What are the risks of using spreadsheets and how do you know when it’s time to shift to something a little safer and more scalable? The post The 4 Major Problems with Using Spreadsheets for Commissions (and How to Solve Them) appeared first on Sales Hacker.
Carew International
APRIL 8, 2021
By most measures, prospecting is one of the least-welcome aspects of the sales profession. Call it what you will, from the unpolished “cold calling” to the more elegant “business development,” the mere mention of prospecting in any of its forms can send sales professionals into an uncontrollable flurry of activity involving anything else but. However, by avoiding a few obvious traps, a sales professional can come to excitedly anticipate the thrill of prospecting and get gratifying results doing
Sales Hacker
APRIL 8, 2021
How do you set up your GTM teams to actually bring in a more human-centric approach and continue to build personal relationships without sacrificing scale? The post How to Scale Personalization in Your Outbound Prospecting Efforts appeared first on Sales Hacker.
Selling Energy
APRIL 8, 2021
When it comes to having intelligent financial conversations with your prospects and clients, there are three important financial statements that you should know like the back of your hand. These statements give you the vital signs of the company to which you’re selling.
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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.
Atlatl Software
APRIL 8, 2021
As technology has brought more and more information to consumers’ doorsteps, the degree to which it is leveraged and relied on in daily life has exploded. From directions, to recipes, to the craziest questions we can ask Alexa, digital has become the constant consumer companion.
Bigtincan
APRIL 8, 2021
Mobile LMS’ are growing in popularity because they overcome drawbacks of desktop and laptop-based employee training, including: Training only happens when employees can easily access a desktop computer (which means they don’t happen as often — especially as sellers increasingly rely on mobile devices). Learning sessions are too long (because no one wants to log […].
Pipeliner
APRIL 8, 2021
In the past, America had a different set of principles from those that we see and experience today. In today’s Expert Insight Interview, we welcome John Lefebvre to discuss his unusual life story and enormous entrepreneurial success, as well as how America can successfully move forward and be a dream country again. Visit us on Apple Podcast You can also find SalesPOP!
Appbuddy
APRIL 8, 2021
In our “How to Nurture Your Loyalty Landscape” webinar, Adam Purslow, CEO at TheLoyaltyCo., and Elliot Hogg, Senior Solutions Consultant at Validity, discussed the current loyalty landscape and how brands build loyal subscribers. We kicked things off with the latest stats on consumers’ relationship with email today. Email acquisition drivers. The DMA’s Consumer Email Tracker 2021 (sponsored by Validity) shows email is still consumers’ preferred marketing channel (over 70%).
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Awarathon
APRIL 8, 2021
Publish Date: 8th April, 2021Publish By: Sagar Pradhan, Growth Marketer This blog article will be covering the various components of a sales readiness platform. Many of the technologies emphasize marketing automation functions or sales processes like sales activity management, CRM, forecasting, customer management, and many more. These are crafted to improve the marketing capability to […] The post Components of a Sales Readiness Platform: Automating the Last Mile of the Front Office appea
Pipeliner
APRIL 8, 2021
We all had difficulty last 12 months. Many people experienced challenges and suffered losses personally and professionally. Thus, how can we pick ourselves up and bounce back? In this Expert Insight Interview, Umar Hameed discusses building a winning mindset. Umar Hameed is a sales coach who uses Neuro-Linguistic Programming and applied neuroscience in his teaching, an international keynote speaker, and an author.
Sue Barrett
APRIL 8, 2021
So much to like about this article, Sue. If COVID was the dress rehearsal, we’d all better be equipped to excel when the curtains open on Premiere Night.
Lessonly
APRIL 8, 2021
How can learning and culture go together? Learning and company culture can be challenging under the best circumstances. Throw remote work and a nationwide pandemic on top and you have a whole new ball game. Here at Beck Technology , we choose our internal tech like we hope our clients choose us—through people and culture. And before the dreaded year of 2020 hit, we were already moving forward with implementing Lessonly for our company because we didn’t have a consistent platform for internal tra
Advertiser: ZoomInfo
Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.
Sue Barrett
APRIL 8, 2021
So much to like about this article, Sue. If COVID was the dress rehearsal, we’d all better be equipped to excel when the curtains open on Premiere Night.
Eyeful Presentations
APRIL 8, 2021
The presentation sector is a friendly one. There are a handful of fully-fledged professional presentation firms across the UK and Europe that do similar things to Eyeful. Naturally, we all address customer challenges in slightly different ways – some have more of a focus on the design side of things, others on the technical, while we tend to fly the flag for building presentations from a solid story base.
Sales Hacker
APRIL 8, 2021
If you’ve worked at a B2B company that uses an ABM strategy for their Go To Market and has an SDR team you have inevitably run into the problem of lead attribution. In B2C or e-commerce these problems exist, too. Was it the Facebook ad that helped us drive the sale? Or was it the blog, or the TV ad? What’s the impact of each? It’s hard to know.
Eyeful Presentations
APRIL 8, 2021
The presentation sector is a friendly one. There are a handful of fully-fledged professional presentation firms across the UK and Europe that do similar things to Eyeful. Naturally, we all address customer challenges in slightly different ways – some have more of a focus on the design side of things, others on the technical, while we tend to fly the flag for building presentations from a solid story base.
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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
Pipeliner
APRIL 8, 2021
Social media is an integral and irreplaceable part of the internet. While it has been a thing since the beginning of the 2000s, it really took off in the previous decade. So many new platforms were introduced to help us connect with new and old people. One such example is Instagram. Founded in 2010, Instagram has shown insane growth in the previous decade.
Eyeful Presentations
APRIL 8, 2021
The presentation sector is a friendly one. There are a handful of fully-fledged professional presentation firms across the UK and Europe that do similar things to Eyeful. Naturally, we all address customer challenges in slightly different ways – some have more of a focus on the design side of things, others on the technical, while we tend to fly the flag for building presentations from a solid story base.
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