The Pipeline

MARCH 30, 2021

By Tibor Shanto. I used to work with a fellow who insisted that I could reduce my frustration levels by reducing expectation. If I could accept to expect much less from people like him, I could avoid the disappointment of missed expectations. Probably true but there must be a more practical way to avoid disappointment. Here is a radical thought, people setting expectation should live up to them or learn to set more realistic or honest expectations.

Vendor 210

Vendor Objections Buyer Direct Response 210

Understanding the Sales Force

MARCH 30, 2021

Did you ever notice how most supermarkets place the least capable cashiers in the Express Lane? Drives me nuts! The Market's perspective: Small orders will be easier for them to handle. My perspective: Let's go!!! They call it Express for a reason! Did you ever notice that companies that utilize the Business Development Rep (BDR) role put their youngest, most inexperienced new hires in that role?

Top of Funnel 182

Top of Funnel Hiring Funnel Sales Cycle 182

A Sales Guy

MARCH 30, 2021

In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling. Reading Gap Selling is a start to changing the way we sell, but the truth is, it is a sophisticated and inherently difficult sales approach. So with this in mind, the first book I recommend reading to continue your Gap Selling journey is my personal favorite sales book… Now, my favorite all-time sales book

Sales 166

Sales Intent Campaigns Promotion 166

Allego

MARCH 30, 2021

How are successful teams adapting their coaching to ensure sales reps can find and close deals despite the challenges of virtual selling ? With reps working remotely, sales leaders are often no longer physically in the same building for observation and mentoring of their team. Practice, role playing, call coaching, reinforcement—all the traditional tools in a sales coach’s arsenal—have typically been done in person.

Coaching 160

Coaching How To Sales Coaching Film 160

Advertisement

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.

B2B

Partners in Excellence

MARCH 30, 2021

We try to create value with our customers. Our value has various elements. The value we bring to our customers in helping them navigate their buying journey. After all, we are experts, while our customers struggle to buy. The value our solutions create in solving the customer problem, or enabling them to address new opportunities. Hopefully, this is quantified in terms of ROI or some other financial metrics.

Discount 138

Discount ROI Buying Cycle Sales Talent 138

SBI

MARCH 30, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Face-to-face 100

Face-to-face Constant Contact Lead Rank Sales Qualified Lead 100

Hubspot Sales

MARCH 30, 2021

There's a very real possibility that today’s decision-makers will continue to research and make purchase decisions remotely — even in a post-pandemic world. The top three reasons for this shift in preference? Ease of scheduling, savings on travel expenses, and safety (obviously). Not only do buyers now prefer remote sales interactions, but they're also more than happy to make large purchases online — a trend that has sellers embracing and investing heavily in digital sales and prospecting to kee

Intent Data 103

Intent Data Buyer Intent Intent Top of Funnel 103

Sales Hacker

MARCH 30, 2021

This week on the Sales Hacker podcast, we speak with Neil Ringers , EVP of Revenue Grid. Neil’s experience includes a long history of sales leadership, primarily in the Salesforce ecosystem, and is now running revenue for Revenue Grid. Revenue Grid is mainly focused on automation and integration, bringing your calendar and email into your CRM. They’ve built a new process of guided selling, which Neil discusses during the show.

Oracle 102

Oracle Scale SalesForce Incentives 102

Nimble - Sales

MARCH 30, 2021

The people have spoken — again! For nine years in a row, G2 reviewers have chosen Nimble as their fan-favorite simple smart CRM for Microsoft 365 and Google Workspace. Is someone cutting onions? We think we have something in our eyes! Nimble has also been named one of the Top Five Sales Intelligence Software Tools […]. The post Nimble Honored as CRM Industry Leader & Top 5 Sales Intelligence Tool for Small Business Teams on G2 – Again!

Small Business 100

Small Business Small Business CRM Industry 100

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.

Sales

Pipeliner

MARCH 30, 2021

A company providing self-storage facility insurance becomes your ultimate choice when you need to protect important accessories and items against any possible mishap. Primarily, the storage facilities are backed up by insurance companies that provide several important benefits to their clients. The storage facility vendors provide complete security and maximum surveillance of your goods.

Insurance 98

Insurance Insurance Policies Licensing 98

Selling Power

MARCH 30, 2021

In the sales profession, our performance time occurs when we interact directly with a customer. Too often, we rely on our ability to “wing it” in the moment. Instead of improvising, we should focus on preparing in detail, so we can execute with precision during our critical performance time. Sales is an easier job when we slow down and do the hard work of preparation before each customer encounter.

Sales 99

Sales Customer Selling Skills 99

Pipeliner

MARCH 30, 2021

B.U.G.S — Beliefs Under the Ground Surfacing. In this Expert Insight Interview, Hilary DeCesare discusses B.U.G.S — Beliefs Under the Ground Surfacing and the steps you can take to remove them. Hilary DeCesare is an executive coach, a podcast host, and an award-winning entrepreneur. She has launched the Relaunch Collective, which helps people relaunch their lives, their careers, or whatever else they want to transform about themselves.

Video 97

Video System Social Selling Coaching 97

Vainu

MARCH 30, 2021

No matter how fantastic your product or service is, it’s not going to be the right fit for every company at every time. That's why lead qualification is a critical step of the sales process. Sell strategically by determining which companies you can create value for, and focus your efforts there. Simple enough, right? Here's the thing: Determining which potential customers are a good fit and likely to make a purchase takes time, and time is a scare resource.

Lead Qualification 71

Lead Qualification Lead Rank Lead Scoring Leads 71

Advertisement

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.

SalesForce

Highspot

MARCH 30, 2021

But what happens when your sales performance has stagnated? A number of factors can affect whether or not your sales team can close deals. Using the tested tips below, you can assess your approach to sales – and ensure your team is set up for success. We’ll be covering: What factors affect sales performance. What makes a successful sales team. 15 ways to increase sales performance?.

Strategy 69

Strategy Hiring Sales Methodology Sales Enablement 69

Selling Energy

MARCH 30, 2021

As energy sales professionals, we’re often faced with situations in which prospects get hung up on the cost of the project. In some cases, they even try to low-ball us by mentioning bids from lower-cost vendors.

Prospecting 52

Prospecting Face-to-face Vendor Energy 52

Braveheart Sales

MARCH 30, 2021

Here’s a duh! Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business. Here’s the data: According to Objective Management Group they are 337% more effective. That’s the good news. The bad news is that only 28% of salespeople are strong at doing it. This is a massive problem. If we know that more business will be closed, tons more business, but only slightly more than a quarter of salespeople are skilled at reaching decision-makers, it seems to m

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

Close

MARCH 30, 2021

Email finder extensions let you easily find email addresses from your browser, without ever having to stop browsing the web. Finding the right email finder tool can be challenging, so here we compare the top tools, the features, and availability.

Google 52

Google Leads Marketing Qualified Lead Tools 52

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

Competition

Braveheart Sales

MARCH 30, 2021

Here’s a duh! Salespeople who are easily able to reach decision-makers are infinitely more effective at closing business. Here’s the data: According to Objective Management Group they are 337% more effective. That’s the good news. The bad news is that only 28% of salespeople are strong at doing it. This is a massive problem. If we know that more business will be closed, tons more business, but only slightly more than a quarter of salespeople are skilled at reaching decision-makers, it seems to m

Decision Maker 52

Decision Maker Gatekeeper Call-back Groups 52

Nyden on Negotiation

MARCH 30, 2021

Customer/Supplier Relationships. Each customer/supplier relationship will require its own level of contract management correlating to the level of interdependence and complexity. The contract professional’s goal will be to easily identify the appropriate level of administration, monitoring and relationship management for each of the contracts being managed.

Government 52

Government Energy Report Meeting 52

MEDDIC

MARCH 30, 2021

The MEDDIC Score Calculator is a tool which helps sellers and sales managers measure how ready an opportunity is to get closed. Why The MEDDIC Score Calculator? In the past few years many of our learners and managers have asked us to provide them with “tools” such as checklists, Scorecards, “blue sheets”, CRM plugins , ready made stages for Salesforce or for other CRMS, playbooks, etc… I have been resisting so far, because of the danger of putting out tools in the h

SalesForce 52

SalesForce Course Enterprise Enterprise 52

Appbuddy

MARCH 30, 2021

Validity proudly sponsored this year’s fully virtual Inbox Expo event. The four-day conference was packed with quality content from industry experts, including a fantastic session with Charlie Wijen, Digital and CRM Specialist at Philips, and Guy Hanson, VP of Customer Engagement at Validity. If you missed out, here are some highlights from the session.

B2C 52

B2C Face-to-face Consumer Conference 52

Advertisement

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

Pipeliner

MARCH 30, 2021

Everybody has their own Revelation Project. In this Expert Insight Interview, we welcome Monica Rodgers, president of Revelation Media and serial entrepreneur with over 30 years of business experience. She discusses the Revelation Project and the importance of using both masculine and feminine energy to navigate our lives. Visit us on Apple Podcast You can also find SalesPOP!

Revelation 52

Revelation Face-to-face Energy Media 52

SugarCRM

MARCH 30, 2021

Gartner, the global research and advisory firm, reported in June 2019 that the market for customer relationship management (CRM) software grew 15.6% in 2018. That’s tremendous growth in just one year, and according to the firm’s research, CRM software is the largest and fastest-growing enterprise software application category. With statistics like these, it’s easy to understand why the growth of CRM has exploded among businesses in all types of industries —in particular, manufacturing, finance,

SugarCRM 26

SugarCRM Sales Qualified Lead Customer Lead Rank 26

Pipeliner

MARCH 30, 2021

Economists have been warning that the risk of a recession continues to grow. As far as historical standards go, the current period of economic expansion has lasted quite longer than most. Companies that prepare in advance for a time of negative growth are often those that survive them the best. In some cases, companies can actually grow even if the economy as a whole is retracting.

Margin 98

Margin Hiring Commission Inside Sales 98

PandaDoc

MARCH 30, 2021

Lead generation is the single-most-important tool your company can harness, to target the right customers, learn about their needs and preferences, and tailor your products to meet their expectations. To do this, you need to make it easy for them to give you that information up front, and PDF forms just won’t cut it. We’ve put together a list of the top HelloWorks alternatives if you’re looking for a mobile form builder to harvest inbound leads in the most effective way possible.

SalesForce 52

SalesForce Enterprise Enterprise Data 52

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.

Account Based Marketing

Sell Integrity

MARCH 30, 2021

Just having a LinkedIn profile doesn’t mean you’re “on LinkedIn.” For it to be an effective sales prospecting and customer engagement tool you have to actively and regularly be visible, add value , and engage with people. by Will Milano. It’s pretty much a given that if you’re in a sales role, particularly in B2B sales or a complex selling environment, then you need to be on LinkedIn.

LinkedIn 52

LinkedIn Top of Funnel Tools Ideal Customer Profile 52

PandaDoc

MARCH 30, 2021

Lead generation is the single-most-important tool your company can harness, to target the right customers, learn about their needs and preferences, and tailor your products to meet their expectations. To do this, you need to make it easy for them to give you that information up front, and PDF forms just won’t cut it. We’ve put together a list of the top HelloWorks alternatives if you’re looking for a mobile form builder to harvest inbound leads in the most effective way possible.

SalesForce 52

SalesForce Enterprise Enterprise Data 52