Tue.Nov 17, 2020

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What’s The Limit on Technology Adoption?

Zoominfo

New employee onboarding…what joy. After hours of training, product reviews, company culture rah rahs, and riffling through bags of swag, many employees feel they have officially started their jobs. Truth be told, one of the most important events during new hire onboarding is getting set up on the wide range of digital tools you will need to do your job.

Scale 246
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Scarcity in handling objections

The Pipeline

By Tibor Shanto. There are certain primal triggers that are almost universal in the western world. Salespeople all know the old saying “people buy on emotion, and then rationalize it.” True, and there are a number of other reactions humans have that are at a primal level. When triggered, rather than fight it, again, they rationalize it as they act on it.

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Selling Over Video - The Six Things You Must Do Next to Improve Your Look

Understanding the Sales Force

At this point, most salespeople have accepted that the majority of their sales "calls" will take place over Zoom or similar video platform. However, accepting the reality of video selling, and maximizing that video selling for effectiveness, are two completely different things. In today's article, we'll discuss the next set of steps you should take so that selling over video can be as effective as possible.

Video 353
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ZoomInfo, Data Privacy, and You

Zoominfo

Companies are increasingly facing pressure from regulators and consumers alike to address data privacy concerns and tighten collection data collection processes. It wasn’t until recently was the general population aware of personal data collection for business purposes. Thanks to ever-evolving AI and machine learning systems, personal and business data are collected at higher volumes with increasing frequency — but it doesn’t always mean it’s the most valuable data.

Data 225
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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4 Hacks for SaaS Businesses: How to Boost Your Sales

Nimble - Sales

Do you dream about turning your tiny SaaS business into a mega-brand? I hate to burst your bubble, but you need funds to do that – funds that come from sales. But, increasing sales is not an easy task, especially for SaaS brands. Why so? SaaS sales reps face two main hurdles, according to a […]. The post 4 Hacks for SaaS Businesses: How to Boost Your Sales appeared first on Nimble Blog.

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The 5 Best CRMs for Solopreneurs

Nimble - Sales

Being self-employed is the best. You work at your own schedule and on projects that you’re passionate about. Plus, you work from anywhere you want to (although thanks to Covid, we’re all temporarily remote). Being a solopreneur also means you are the administrator, finance manager, communications person, and the one doing the task. You end […].

CRM 128
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Productivity vs. Efficiency vs. Effectiveness: Which One Does Your Sales Team Need?

Predictable Revenue

How can you benefit from productivity, efficiency, or effectiveness? Do the three terms stand for the same thing? You'll find the answers here. The post Productivity vs. Efficiency vs. Effectiveness: Which One Does Your Sales Team Need? appeared first on Predictable Revenue.

Benefit 116
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Improving Sales Performance: Create a Winning Company Culture

The Center for Sales Strategy

How do you define culture at your company? How does culture tie directly to business and sales performance? And, what’s a fun brigade? Episode 3 of the Improving Sales Performance series with Jay Bailey, founder and CEO of Reatro Ventures , was engaging, enlightening, and motivating. Host Matt Sunshine asks the right questions that tells you how to make company culture work, and Bailey provides three free and easy tips on what you can do right now to improve your company culture.

Company 105
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5 Considerations When Deploying a Sales Engagement Platform

SalesLoft

Today’s top-performing sales reps use data, intelligence, and productivity tools 30% more than average performers. Whether you need to gain visibility into pipeline activity, manage deals, or decrease rep ramp time, Sales Engagement tools can help you improve efficiency, leading to sustained growth and profitability. Sales engagement streamlines manual tasks, workflows, and data capture.

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How to Stay Competitive in the Evolving State of Martech

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

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PODCAST 136: From the Opera to the C-Suite: Taking the Leap and Founding a Company with Matt Klepac

Sales Hacker

If you missed episode 135, check it out here: Pushing Through the Zone of Discomfort Towards Personal Growth with AJ Bruno. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:09]. Who is Matt Klepac and what is Vertify? [2:20]. Transitioning from the opera to B2B technology [8:40].

Company 103
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How to Catch Your Prospects’ Attention When They’re Away from the Desk

Crunchbase

Sales reps likely had a specific block of time when they knew they could catch you at work, but now hardly anyone is sitting at their office desk. Prospects may work or live in different time zones, or be sitting on their couch rather than by their office phone. Where and when we work has drastically changed. Since the pandemic began, there has been a 25 percent increase in meetings before 9 a.m. and a 121 percent increase in meetings after 4 p.m.

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Engaging Your Prospects Isn’t Rocket Science, It Just Takes Consistency in These 3 Areas

Sales Hacker

COVID-19 has put many businesses in the tough position of choosing what to cut rather than where to invest. But businesses are still looking for products and services that can help them adapt quickly and become more resilient, as well as plan for a post-pandemic future. This gives sales teams a big opportunity to fill that gap and build a long term relationship.

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Announcing New Propensity Model & Mobile Recommendation for All: Prioritize the Next Best Tasks First

InsideSales.com

Structuring sales activities with cadence is powerful, but it’s quickly becoming table stakes. Your basic cadence tools can’t answer one of the most important sales questions: what’s the next best thing for you to work on? Reps only close deals when they make contact with the right people at the right times. When they don’t, they fill their pipeline with garbage and spend too much time working on deals that will never close.

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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What Is Canvassing in Sales?

Hubspot Sales

When people think of canvassing, they typically imagine politicians who go door-to-door to pitch their platforms to community members to solicit votes. A common canvassing practice also involves calling people to raise money. Canvassing can also happen in sales. You probably wouldn’t think of it this way, but when Girl Scouts knock on your door and ask you to buy their cookies, they’re using canvassing as a sales strategy.

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OpenView Venture Partners Adds Sanjiv Kalevar to Investment Team

Openview

Boston, MA – Nov. 17, 2020 – OpenView Venture Partners , a leading venture capital firm focused on business software, today announced the expansion of its investment team with the addition of Sanjiv Kalevar. With capital to invest from Fund VI , Sanjiv will lead investments and further build the firm’s portfolio of expansion-stage SaaS companies. Sanjiv Kalevar brings a wealth of business software investing experience, joining OpenView from Battery Ventures, where he spent seven years, most rec

Scale 78
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Announcing the 2020 Sharkie Award Winners!

BrainShark

The Sharkie Awards, Brainshark’s customer awards program, honor the best content and sales enablement success stories from the past year.

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Compliance Training: How To Make Virtual Learning Engaging And Effective

Allego

If you work in a regulated industry, you’re all too familiar with the challenges of keeping your sales team both up to date and in compliance. Compliance training may be one of the least sexy parts of your job—and the most important. Making sure sellers and other client-facing teams understand the correct messaging and actions helps prevent future issues and avoidable violations.

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

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.

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New Guru Features to Power the Companies Driving Remote Work

Guru

Zoom has become a verb; the Slack “knock” notification noise sings out all day in your home office, and you use Okta to log in to all of your work applications. The “WFH stack” is a rare, true changing of the game, and it’s going to have a lasting impact on how and where we work.

Company 71
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The Art of Cold Calling in 5 Easy Steps

Chorus.ai

There have been considerable questions asked in the SaaS community as to whether or not cold calls are as valuable as they were pre-COVID. We asked several industry experts for their take. They each replied in the same emphatic fashion: “Yes!”. For industry leaders like Lars Nilsson of Sales Source , “ The phone is more relevant than ever before.” That’s not to say, however, that the sales landscape itself hasn’t changed.

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Got Head Trash about Negative Feedback? Toss It!

criteria for success

A major challenge of leadership is having to give negative feedback. For some, giving negative feedback is actually more uncomfortable than receiving bad feedback. People worry about hurting someone's feelings, making a person angry, or lowering someone's confidence. We're here to tell you that when done right, negative feedback does just the opposite; it yields positivity and great results.

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What Makes a Great Consultant?

Selling Energy

I was recently asked if I had any advice for someone who was trying to build a consulting practice, particularly given that social distancing is limiting outreach activities to remote selling. Your local bookstore and the internet are both great places for helpful insights into business development in general. Fortunately, much of advice is very applicable for growing a service business like consulting.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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Announcing New Propensity Model & Mobile Recommendation for All: Prioritize the Next Best Tasks First

InsideSales.com

Structuring sales activities with cadence is powerful, but it’s quickly becoming table stakes. Your basic cadence tools can’t answer one of the most important sales questions: what’s the next best thing for you to work on? Reps only close deals when they make contact with the right people at the right times. When they don’t, they fill their pipeline with garbage and spend too much time working on deals that will never close.

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B2B Product Manager Magazine November 2020

Product Management University

B2B Product Manager November 2020 Issue. We hope your 2020 is winding down on a positive note, all things considered. This month we take a closer look at sales effectiveness, customer retention and bundling vs. solutions. As the pandemic economy has forced all of us to completely rethink everything, we also give you a list of things to consider for product management, product marketing and sales in 2021.

B2B 52
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Defining Value Based Selling

Richardson

Value based selling is the act of prioritizing the customer’s needs over those of the sales professional. That is, a value based approach to selling refrains from the practice of pushing a solution at every stage of the buying process. Instead, value based selling seeks to bring meaningful value to customers without directly positioning the solution.

ACT 52
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Head of Remote Work: A New Role for a New Workforce

Showpad

Part HR manager. Part director. Part technologist. The “Head of Remote Work” job spec is still being fleshed out company by company, with few organizations following the same parameters or descriptions. The existence of such a role is clear. There’s been a massive shift to a remote workforce that will likely endure and accelerate over time. So what exactly does a Head of Remote Work do, and would your organization benefit from one?

Scale 52
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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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?? The Future of Leadership in Volatile and Uncertain Times

Pipeliner

Leadership has experienced its evolution in the sense of how good leadership looks. So, in today’s Expert Insight Interview, we discuss the future of contemporary leadership in volatile times. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 The Future of Leadership in Volatile and Uncertain Times appeared first on SalesPOP!

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Groove: Top-Rated College Recruitment Software

Groove.co

The process of recruiting the best of the best students to any college can be somewhat chaotic. Juggling contacts, emails, text messages, events, applications, marketing campaigns, and more — it’s a lot to manage and keep up with. Not to mention, it’s getting even more challenging for schools to stand out amongst the competition, leaving recruiters to scramble for better enrollment strategies (on top of everything else they do).

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November: A Month for New People Management Options, Beta Testing the Future of Lessonly, and Turkey

Lessonly

Happy November, all! If you’re coming here from the product launch email, I apologize in advance for the additional (but sporadic) Thanksgiving puns you’ll endure. Just roll with them. If you found this post on your own, welcome to you, too! There’s a lot to be excited about at Lessonly this month. So we’re not biting off more than we can chew, we’ve narrowed it down to the three most important things you should know: Admins and Managers now have more ways to customize roles and permissions.