The Pipeline

OCTOBER 28, 2020

By Tibor Shanto. Salespeople spend a lot of time looking for people to make decisions. Yet often the biggest decision impacting their success needs to be made by them. But most salespeople and people in general, find it easier to rationalize. Easier to live with the consequences of might-have-beens, than the consequences of their actions. While others may have a hand in deciding the outcome, only you control how it all starts, if it starts.

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ACT Face-to-face Pivotal Pipeline 235

Zoominfo

OCTOBER 28, 2020

When I think of sales floors of the past, I think of Mad Men – esque scenes of phones ringing, men yelling, and glasses of whiskey being passed around every time a deal closes, or doesn’t. Yet modern day sales floors look quite different. Women are changing the demographics of this profession and helping to shape the bright future of B2B sales. .

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B2B Hiring Demographics SalesForce 246

SBI Growth

OCTOBER 28, 2020

Everyone Went Digital During Lockdown – Did Your Mobile Experience Improve? Many people have found themselves spending more time on their smartphones these days. Lockdown orders and social distancing have driven an increased dependence on smartphones across all facets of daily.

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Consumer Company Buyer Revenue 168

Zoominfo

OCTOBER 28, 2020

As ZoomInfo announced its acquisition of Clickagy earlier today, I couldn’t help but think back to famous baseball statistician and political author, Nate Silver, and the point made in his bestselling book, The Signal and the Noise : “… a practical statistician must have a firm understanding of how uncertain processes work, what measures are reliable and which not,,” and “… what scales of aggregation are useful, and then to utilize the statistical tool kit as well as possible.”.

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Intent Data Buyer Intent Intent Data 208

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

Partners in Excellence

OCTOBER 28, 2020

A sale will never happen until the status quo is challenged in some way. Perhaps, the customer has experienced problems or challenges. Perhaps they are discovering new opportunities they want to pursue. They decide to change, initiating, among other things, a buying journey. Too often, the customer doesn’t recognize the need to change. They are too busy to notice things could be better.

Up-Sell 146

Up-Sell Relationals Opportunity Customer 146

Membrain

OCTOBER 28, 2020

Not too long ago, I was chatting with the founder of a private equity firm in the US, who reaches out periodically to share what’s going on in his world and to hear about mine. He told me about one of the key trends he’s seen in the past few years in many industries: Technology-enabled services.

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Trends Industry Sales Sales Enablement 137

RAIN Group

OCTOBER 28, 2020

At their core, top-performing salespeople are change agents. They recommend, advise, and assist buyers (what is typically known as consultative selling ), and they aren't afraid to push when it's in the best interest of their buyers. Indeed, top sellers are Insight Sellers. These people make five cases to ensure the value proposition for each buyer is as strong as it can be.

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Consultative Selling Influencer Buyer Sales 133

SBI

OCTOBER 28, 2020

Mediafly Acquires Presentify to Transform Marketing and Sales Content. CHICAGO – October 28, 2020 : Mediafly , a provider of sales enablement technology, content management and advisory services that create interactive, value-based selling experiences, announced today it has acquired Presentify, a global visual communication solution based in the UK.

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Marketing Sales Enablement Collateral Buyer 120

Zoominfo

OCTOBER 28, 2020

As ZoomInfo announced its acquisition of Clickagy earlier today, I couldn’t help but think back to famous baseball statistician and political author, Nate Silver, and the point made in his bestselling book, The Signal and the Noise : “… a practical statistician must have a firm understanding of how uncertain processes work, what measures are reliable and which not,,” and “… what scales of aggregation are useful, and then to utilize the statistical tool kit as well as possible.

Intent Data 100

Intent Data Buyer Intent Intent Ideal Customer Profile 100

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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

Connect2Sell

OCTOBER 28, 2020

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Zoominfo

OCTOBER 28, 2020

When I think of sales floors of the past, I think of Mad Men -esque scenes of phones ringing, men yelling, and glasses of whiskey being passed around every time a deal closes or doesn’t. Yet modern-day sales floors look quite different. Women are changing the demographics of this profession and helping to shape the bright future of B2B sales. What’s It Like Being A Woman In B2B Sales?

B2B 100

B2B Hiring Demographics SalesForce 100

Sales Hacker

OCTOBER 28, 2020

If you’ve yet to add the 10-K to your sales arsenal, you’re missing out. A 10-K is a document filed annually by public companies that outlines their financial performance. This report is more detailed than an annual report and is required by the U.S. Securities and Exchange Commission (SEC). It’s all there. Financial reports, mergers, acquisitions, risks, deals, and more.

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Report Decision Maker How To Sales Qualified Lead 101

criteria for success

OCTOBER 28, 2020

Do you know the best stages of the interview process to hire rock-star salespeople? As a sales manager, a strong team is the best asset you can have. But in order to build a great sales team, you need to hire the best possible candidates for the job. Screening candidates through a detailed and thorough interview process allows you to find those superstars that’ll elevate your team’s collaborative efforts.

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Hiring eBook Negotiation Commission 98

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

Hubspot Sales

OCTOBER 28, 2020

How has your sales leadership style changed this year? As companies are facing uncertainty with their ability to operate and sell their products, effective leadership may have a whole new set of requirements. If you’re still leading the same way you have been for years, now is the perfect time to adapt your leadership style to better meet the needs of your organization during challenging times.

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Hiring Promotion Lead Rank Ideal Customer Profile 102

Salesmate

OCTOBER 28, 2020

Like a crystal ball, sales forecasting will surely not show you an exact view of the future. However, it will do give you some predictive insights into what is likely to happen in a specific time frame in context to your sales. Based on those predictive insights, you will be able to make well-informed decisions for achieving better sales outcomes. Thus, sales forecasting is essential for any sales-driven organization.

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Sales Forecasts Forecasting Lead Rank Policies 96

Sandler Training

OCTOBER 28, 2020

One of best pieces of advice I ever received about holding on to important clients and customers was this: During times of uncertainty, approach your business contacts from a different perspective than during so-called “normal” times. The post Client Retention: It’s Personal appeared first on Sandler Training.

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Retention Training Customer Account 94

Pipeliner

OCTOBER 28, 2020

What are the characteristics of a high achievers? In this Expert Insight Interview, Dr. Ruth Gotian discusses high achievers and optimizing success. Dr. Ruth Gotian is a Chief Learning Officer in Anesthesiology at Weill Cornell Medicine, a contributor to Forbes and Psychology Today, keynote speaker, and leadership coach. The interview discusses: The fundamentals.

Video 94

Video Motivation Social Selling Education 94

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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

Data

Awarathon

OCTOBER 28, 2020

Publish date: 29th Oct, 2020Publish By: Sagar Pradhan, Growth Marketer Virtual selling is the new normal. In the existing scenario as you cannot attend work meetings in person. But, is this shift easy for all? When we talk about our sales teams, the concept of remote working and virtual selling comes with a unique set […]. The post Dos & Don’ts – Virtual Sales Team Management appeared first on Awarathon.

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Sales Meeting Marketing Sales Coaching 87

Pipeliner

OCTOBER 28, 2020

Time management is known to be very beneficial to employers and employees alike. Without it, it is impossible to have any estimate about project progress and completion, and project budgets would go haywire. Employers track time to ensure good management of employee work time. Tracking time gives a clear picture of how everyone is contributing to a project.

Software 89

Software Software Intent Resources 89

Nimble - Sales

OCTOBER 28, 2020

The podcast market is experiencing rapid growth. Some claim it is still not strong enough, and so there is a high chance that a pandemic may shake it too. In today’s post, we’ll discuss how podcasts work and give ten relevant reasons why your business needs a podcast. So is the game worth the candles? […]. The post 10 Reasons Why Your Business Needs to Start a Podcast appeared first on Nimble Blog.

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Marketing 84

The Center for Sales Strategy

OCTOBER 28, 2020

Sometimes to be more productive and effective, you just need to take it back to the basics. But, often, that’s what takes the most time — a nd most days, we don’t have enough hours in the day. If you could invest now to save later, would you do it? Ask yourself, if you could make a change today to reap benefits in the future, would you be willing to give it a try?

Sales Process 72

Sales Process Marketing Call-back Benefit 72

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

Partners in Excellence

OCTOBER 28, 2020

I’ve been having a fascinating discussion on forecasting and forecast accuracy. While we will never be perfectly predictive, we can get better than the current forecast discussions as illustrated below: Manager: “What’s your forecast for the quarter?” Salesperson: “What number do you need?” But we spend a lot of time talking about forecasting, without looking at the real underlying issue.

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Forecasting Incentives Incentive Sales Forecasts 67

Sandler Training

OCTOBER 28, 2020

You probably don’t need me to tell you that 2020 has been a year like no other. Let’s be honest: there were (and are) no playbooks for magically reversing what's happened in the marketplace during this historically tumultuous period. The post How Can Teams Finish 2020 Strong…and Set a Foundation for a Great 2021? appeared first on Sandler Training.

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Training Sales Management Strategy Sales 63

Selling Energy

OCTOBER 28, 2020

Students often ask me about how to conduct sales meetings and presentations. We spend half a day on this subject during our Boot Camps , which is much more comprehensive and in depth.

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Sales Meeting Sales Meeting How To 55

Sandler Training

OCTOBER 28, 2020

You probably don’t need me to tell you that 2020 has been a year like no other. Let’s be honest: there were (and are) no playbooks for magically reversing what's happened in the marketplace during this historically tumultuous period. The post How Can Teams Finish 2020 Strong…and Set a Foundation for a Great 2020? appeared first on Sandler Training.

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Training Sales Management Strategy Sales 56

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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

Showpad

OCTOBER 28, 2020

B2B sales, on the whole, is slower, more labor-intensive and more consequential than B2C. A six- or seven-figure deal can make or break the entire year’s revenue, providing little margin for error. No pressure. So it’s probably time to level up how your organization runs sales teams and integrates new B2B sales techniques into their repertoire. Here are a few sales methods to consider: 1.

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Top of Funnel B2B Sales Qualified Lead Lead Rank 52

Appbuddy

OCTOBER 28, 2020

The scariest stories are true. Certainly, Hollywood monsters and masked madmen elicit chills down a spine, but for most people, real-world scenarios are a particularly jarring way to strike fear into a person. Especially marketers. Why? Because our work isn’t private, our reports only available for our bosses to scrutinize. No, our typo is sent to 100,000 people, and you KNOW someone is about to tweet about it.

Marketing 52

Marketing Everest Hotels Campaigns 52

Close

OCTOBER 28, 2020

Warren Buffett famously said, "The more you learn, the more you earn." Discover 46 of the best sales podcasts to learn from high-performance sales teams around the globe.

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Sales 52