Alice Heiman

SEPTEMBER 15, 2021

On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Steve Benson, the CEO of Badger Maps , the #1 route planner for field sales. Steve and Alice discuss the importance for CEOs to have a background in sales when starting out and growing their company. . The #CEO of @BadgerMaps joins the SalesTalk for CEOs #podcast to share why it is so important for CEOs to be involved in sales and how involved they should be.

Hiring 151

Hiring Territories Google Outside Sales 151

Membrain

SEPTEMBER 15, 2021

Ever since my son told me about how mycorrhizal fungi work with trees to exchange nutrients, I have been fascinated by the parallels between fungi and the sales profession. A few weeks ago, I had the pleasure of interviewing Daniella Floss about her work understanding the relationships between plants and fungi, which you can read about here.

Buyer 136

Buyer Sales Sales Management 136

Zoominfo

SEPTEMBER 15, 2021

In the world of B2B buying, delivering personalized, relevant, and timely conversations can impact how well and quickly visitors convert. You understand the value of real-time interaction and its influence on your buyer’s journey. An integrated chat platform onto your website can kickstart this interaction and continue to be a touchpoint as your buyers move from leads to customers.

Top of Funnel 100

Top of Funnel B2B Sales Qualified Lead Penetration 100

Partners in Excellence

SEPTEMBER 15, 2021

Too often, when sales people talk about value, it seems it’s some sort of fixed outcome customers should expect if they buy the sales person’s solution. Corporate web sites and sales people talk about, “Our value proposition is… ” In all honesty, when in my early years in selling, I tended to position value as the endpoint customers would achieve if they bought the products I sold.

Loyalty 114

Loyalty Data Relationals Positioning 114

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

KLA Group

SEPTEMBER 15, 2021

The hot topic in sales recently is that cold calling is DEAD. The lead generation landscape has changed. Publish good campaign content and people will flock to you. Engage on social media to begin prospecting conversations. Don’t bother with calling. Nobody picks up their phone anyway. But I disagree – emphatically. Cold calling is not […].

Cold Calling 114

Cold Calling Social Media Lead Generation Campaigns 114

Salesmate

SEPTEMBER 15, 2021

Social media is an integral part of every marketing strategy. However, there’s a myth that says B2B social media marketing isn’t effective. Despite social media being the most preferred marketing tool with 83% of the marketers using it, many still believe in the myth and don’t implement social media strategy in their marketing process.

Social Media 98

Social Media Media B2B B2C 98

Guru

SEPTEMBER 15, 2021

What have we lost in replacing the office-first approach with a remote-first one? Two years ago, we might have assumed that a fully remote or even heavily remote hybrid work environment would be a productivity and company culture death knell. A new research report , out today from Guru and Loom , proves otherwise. The WFH debate is over. We found that not only did WFH and hybrid work not have a negative impact on productivity, in many ways, it’s actually improved.

Research 92

Research Report Video Meeting 92

SBI

SEPTEMBER 15, 2021

Mediafly Launches Unique Revenue Intelligence Solution to Drive Deal Confidence. Sales enablement leader launches Revenue360, becomes the first provider to combine content engagement & sales activity insights for a comprehensive view of pipeline health. CHICAGO – Sept 15, 2020. Mediafly , a leading sales enablement technology provider dedicated to interactive presentations, content management, and value-based marketing and selling experiences, announced today Revenue360 , a new revenu

Revenue 77

Revenue Lead Rank Sales Enablement Lead Scoring 77

Adaptive Business Services

SEPTEMBER 15, 2021

Let’s start with CRM (acronym), Customer Relationship Management. We used to call them Contact Managers, but should we really be managing our contacts? No, we should be managing our relationships. . Apparently managing is now a bad word. Instead we should be leading. Leading where? Not through the sales process. Now we must address the buyer’s journey.

Guarantee 77

Guarantee Google Up-Sell Industry 77

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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

Canidium

SEPTEMBER 15, 2021

We thought it might be interesting to look at how Pricefx and SAP approaches to Configured, Price, Quote (CPQ) compare and how they can best be aligned for success. The approach for considering where solutions align, differ, and complement one another is based on recent interactions with companies across multiple industries, market research, and Canidium’s first-hand insights as an implementation partner of both SAP and Pricefx solutions.

SAP 75

SAP Research Industry Marketing 75

Selling Energy

SEPTEMBER 15, 2021

Too many salespeople fail to appreciate the importance of timely follow-up. They don’t realize it’s what truly gets the job done. It’s often said that it takes seven touches to make the sale, and it’s tough to execute seven touches without an intense appreciation of follow-up.

Follow-up 69

Follow-up Up-Sell Sales 69

BrainShark

SEPTEMBER 15, 2021

It is important to create a coaching culture in your organization. Reps are relying on their coaches to give quality, actionable feedback that’s more than a thumbs up or a “great job!”.

Coaching 62

Coaching 62

Allego

SEPTEMBER 15, 2021

B2B selling is changing so quickly, it’s a bit like riding a rollercoaster. Buyer preferences for digital interactions with sellers—a shift long in the making—accelerated last year in the pandemic. To stay competitive, organizations must now assess transformational technologies’ potential to support digital buying and selling. “Fundamentally, a sales enablement platform should reduce the complexity of seller and buyer interactions, not increase it.”.

Sales Enablement 62

Sales Enablement Marketing Vendor Ideal Customer Profile 62

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

The Pipeline

SEPTEMBER 15, 2021

This week Lee Salz released his latest book, Sell Different! I invited Lee to sit down and break down the book for our listeners. I would recommend getting the book, listening to the interview, and taking advantage of the specials offered. The post The Breakfast For Champions Podcast Special – Sell Different! book discussion appeared first on TiborShanto.com.

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64

Go for No!

SEPTEMBER 15, 2021

This is a hotly debated topic in “work life.” And a bit of a chicken and egg conundrum, too. Some people say, “do what you love and you’ll never work a day in your life.” Others say that’s bad advice and that the pushers of passion are wrong. Author and speaker Cal Newport argues against following your passion. He says it’s terrible advice and that there is no pre-existing passion.

Follow-up 54

Follow-up Study Course Coaching 54

Bigtincan

SEPTEMBER 15, 2021

I may be known for downloading the latest software updates, throwing them on my iPad, and asking our product team why our software isn’t working yet on this unreleased new operating system. They love me — most of the time. For a long time, I’ve known that we can do better in helping […].

Software 52

Software Software System 52

Lessonly

SEPTEMBER 15, 2021

Confession time: I’m a little bit obsessed with home design shows. House hunters complaining about paint colors, cheesy couples competing over who can get the last laugh, designers dramatically revealing their hard work—I’m here for it all. I don’t own a home yet, but I like to think that the hours I’ve spent absorbing home design inspiration from the comforts of my couch will pay off someday.

Customer Service 26

Customer Service Customer Loyalty Churn 26

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Data

Sales Hacker

SEPTEMBER 15, 2021

Most sales coaching is a waste of time. I’m sorry, but it is. Sales managers pick topics at random and jump between reps without much thought or planning. But I’m not blaming managers. The problem is that old-school sales coaching is designed to fail. Consider this: My SDRs make an average of 50 touches per day. With 14 reps in my team, that’s 3,500 touches per week.

Objections 87

Objections Coaching Analysis Call-back 87

Mindtickle

SEPTEMBER 15, 2021

In 1996, Bill Gates famously penned an article titled “ Content is King.” Though the article is now a quarter of a century old, the sentiment has never been more true – especially for sales organizations. There’s no doubt sales content is a key ingredient of sales readiness and selling success. And it comes in many forms. Internal content, such as product updates delivered via easy-to-consume microlearning, ensures sellers are always up-to-date, access and use accurate, consistent messaging, and

Top of Funnel 95

Top of Funnel Face-to-face SME B2B 95

SugarCRM

SEPTEMBER 15, 2021

With 64% of companies considering CRM technology to be either impactful , CRM has become critical as it empowers companies with a unified and clear customer view. It also allows everyone involved in business development efforts to know where a prospect stands in real-time. Last year’s pandemic only accelerated CRM demand significantly, as companies needed a new way to connect with clients in a digital age. .

Churn 42

Churn CRM SugarCRM Lead Rank 42

Mindtickle

SEPTEMBER 15, 2021

In 1996, Bill Gates famously penned an article titled “ Content is King.” Though the article is now a quarter of a century old, the sentiment has never been more true – especially for sales organizations. There’s no doubt sales content is a key ingredient of sales readiness and selling success. And it comes in many forms. Internal content, such as product updates delivered via easy-to-consume microlearning, ensures sellers are always up-to-date, access and use accurate, consistent messaging, and

Top of Funnel 59

Top of Funnel Face-to-face SME B2B 59

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