Thu.Jan 14, 2021

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Companies Navigate Through a Storm in 2021

Zoominfo

As 2021 begins, start-up, small, and medium companies have taken the brunt of much of the economic collapse, but as is often the case, proved deft at changing the way they operate compared to slower-moving enterprises. Regardless of size, however, firms that accepted transformation amid the turbulence, rather than scratched their heads over it, find themselves in a better position for 2021.

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Are Sales Managers Coaching More Frequently Now That Everyone is at Their Desks?

Understanding the Sales Force

Nearly a year into the Pandemic, most salespeople have adapted to selling over video. But how are sales managers doing at adapting to coaching their sales force over video? Inquiring minds want to know. We know how sales managers were doing before the pandemic. It wasn't very good and I wrote about it here. The data in that November article was for the last 10 years.

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Don’t Miss This Event: The Gatekeeper Died

No More Cold Calling

Register for Back in The Black Sales TV—first episode on January 19. “The Gatekeeper Died: Why That’s a Good Thing” is the topic for my new, monthly, live Sales TV Show on the Sales Experts Channel. Actually, it’s more like Talk Radio, but on video. Why am I doing a monthly Sales TV Show? The short answer is, more and more salespeople are finding it difficult to generate quality leads and new sources of revenue.

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Recruiting, Hiring and Onboarding Salespeople: It's in the Details

Anthony Cole Training

In our first blog on How to Hire No Assembly Required Salespeople series, we discussed the four critical steps you must take to minimize hiring mistakes and identify top talent. In this article, we cover critical selling competencies you must look for when sourcing and interviewing salespeople for your organization.

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Sales & Marketing Alignment: How to Synergize for Success

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.

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Virtual Selling and Beyond

Alice Heiman

The pandemic brought with it many changes and challenges that companies had to face in 2020 and many of those continue. Some companies are thriving, som e are struggling, and some are in between but there is a consistent challenge for all companies, the switch to virtual selling. The G artner Future of Sales 2025 report predicts that “by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels.

More Trending

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CRM for Wholesalers & Distributors: How to Integrate All Systems for Better Insights

Nimble - Sales

Wholesale Distribution is reimagining itself probably more so than other industries under the rule of a pandemic. When social distancing is the new norm, companies are trying to automate every possible leg of the process from manufacturer to the client. This is when warehouse, logistics, shipping, and distribution software are expected to further help this […].

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How to Lead Sales Transformation in a Remote Selling World with Chris O’Brien, #164

Vengreso

Subscribe to Modern Selling on the App of Your Choice! Large and small companies alike must adapt to the reality of remote selling. The sales landscape won’t fully be what it used to be, so to thrive, sales leaders must push for sales transformation in their organizations. My guest in this episode of the Modern Selling podcast is an experienced leader from a 16-billion dollar company, who has a lot to say about digital sales transformation.

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Hunting your Zebra: How to Profile Your Perfect Prospect

Predictable Revenue

Jeff built his whole business around the idea of the Zebra. How to identify it, validate it, how to sell to it. The post Hunting your Zebra: How to Profile Your Perfect Prospect appeared first on Predictable Revenue.

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Please, Tell Me Something New!

Partners in Excellence

I’m sure you are victim of the kind of email and social outreach I get. What spurred this post was an InMail I received this morning. It was a prospecting post, the same one, word for word, this individual sends me every month. Each time, my response is the same, “Thank you, but I’m not interested in learning more. I wish you the best.” Then I reflect on much of the email prospecting I get.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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How to Assess if You’ve Made Your Talent a Competitive Advantage

Force Management

You monitor rep performance, but what processes have you put in place to build “B” sellers into “A”s and retain your highest performing people? Do you hire what you think are top performers, only to see that they aren’t worth their cost in the long run? As a sales leader, you cannot underestimate the importance of owning your sales talent process. Don’t make the mistake of relying solely on human resources to navigate the recruiting process for new sellers, especially when you have the opportuni

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Uncover Compelling Prospect Motivators to Get the “Yes”

SalesProInsider

Have you heard of Nik Wallenda the famous high-wire artist? He is a seventh-generation member of the famous “Flying Wallendas,” who perform high-wire feats of excellence. Nik has tackled tight rope walks across gaps throughout the world, from the Grand Canyon to being high above Times Square to crossing a volcano in Nicaragua in 2020. It’s amazing how he slowly and surefootedly crosses the gaps.

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4 Must-Have Post-Pandemic Sales Enablement Strategies

Allego

As sales managers reviewed results at the end of last year, many faced a stark reality: the virtual sales training programs they had cobbled together to get through the pandemic had not produced the desired results. “When the pandemic started, many organizations simply adapted their in-person sales enablement to Zoom and other web conferencing platforms,” said Mary Charles, sales enablement manager at Allego.

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The Power Of A Smile

Partners in Excellence

This is a bit of self indulgence, but, at the same time, an “a-ha” moment. We spend millions of dollars trying to connect–with customers, with our employees, with our leaders. There are tricks, techniques, processes to help us connect. The secret of connecting, in deep ways, is simple. It’s a smile. Not one of those pasted on smiles.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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4 Keys to Effective Improvement Plans

Sales Manager Now

Your salesperson is not performing up to par and it feels like you’ve done all you can to help them. It’s probably time for an improvement plan. Here are four keys to having a successful improvement plan that will either help… The post 4 Keys to Effective Improvement Plans appeared first on Sales Manager Now.

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Let’s Get Real About How Many Contacts It Takes To Get An Appointment

The Center for Sales Strategy

There's certainly a lot of banter these days about how many contacts a salesperson must make in order to secure an appointment. We all know it takes more than 2 or 3 calls, but how many does it really take, and why?

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People First, Sales Second. Customers Need Calm

Selling Power

Over my career, I’ve worked with such brands as FedEx, SiriusXM, and Honda, helping generate new revenue and grow existing revenues. Small brands or large, I always ask what value I can add to a clients’ process. While skill sets vary, we all have the power to contribute one precious thing to each of our clients: calm. Consider it a commodity. Though priceless, it has intrinsic value and is often exchanged for currency.

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5 Surprising Reasons Why Your Deals Aren’t Closing (and what to do instead)

Aviso

Closing deals is no small feat; even sales superstars will admit how challenging the journey can be to transform a prospect to a customer. Sometimes, your best efforts to secure an agreement may be met with rejection — or even worse, devastating silence. What went wrong? Of course, each process of closing a deal is […]. The post 5 Surprising Reasons Why Your Deals Aren’t Closing (and what to do instead) appeared first on Aviso.

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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 2021 Might Hold for Email

Appbuddy

Wow. Somehow, 2021 feels on track to steal 2020’s title of “Wackiest Year on Record.” Now’s the time to prepare for anything that may come our way. We asked six of our email experts from around the globe to join host Guy Hanson on our first State of Email Live webinar of 2021. As usual, I won’t spoil what is a strong 45 minutes of content you really shouldn’t miss, but here are a handful of takeaways I got from the broadcast to whet your appetite for more.

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Top 10 Carew Sales Blogs of 2020

Carew International

In the world of professional sales and among Carew blog readers, the coronavirus pandemic and customer relationships were among the hot topics that defined 2020. Click on the links below to read our most popular sales blogs of 2020: Life Is Like Riding A Bicycle. To Keep Your Balance, You Must Keep Moving. Empathy Is The Medicine The World Needs. 4 Tips to Help You Prioritize as the World Reopens. 4 Tips to Help You Handle Ambiguity.

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Online Marketing Success Techniques for B2B Clients

Selling Energy

For years, marketing techniques have been moved online. If you aren’t using language that resonates with your prospects or addressing issues in their industry, you aren’t going to set yourself apart from the competition. Jargon, yardsticks, metrics, soundbites—whatever you call it—are key to effective online outreach.

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How It Works: Getting to 3D

Atlatl Software

You take pride in your products, and you and your customers deserve to see them as they really are when shopping online. True colors, true dimensions, the ability to highlight the features and options that make your product unique are what help create the perfect fit for a customer. While traditional photography and videography can capture these elements, they limit the customer’s online experience to the exact views and configurations that were captured on the day of the shoot.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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How to Successfully Coach Sales Reps From Anywhere

SalesLoft

Ollie Sharpe, VP Revenue EMEA at Salesloft, was joined by top sales and marketing leaders in Europe to discuss their biggest takeaways from 2020 and how they’ll use these insights to win in the future. Listen to sales leader Alfie Marsh of Spendesk share how he’s adapted his coaching practices to coach reps from anywhere, and still get results. . Curious to learn more?

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Need to Sell More with Fewer People?

Braveheart Sales

In 2020, we saw numerous companies freeze hiring, and many even reduced headcount. And now in 2021, there’s still much trepidation for going back to “business as usual.” There may not be much excitement to add sales headcount either. So, the age-old question exists. How can I get my current sales team to sell more? Two Ways. There are two tried and true ways to sell more: Work harder – “If they only would prospect more, hunt harder, in short, work more, then maybe there would be more business cl

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Is a Lead Generation Appointment Setting Service Worth It?

LeadFuze

In any industry, there will always be competition. That’s the reason why most companies are making all possible efforts to stand out. One of the best ways to succeed is through lead generation appointment setting. Through it, you can build a relationship with your client and eventually encourage them to do business with you. Unfortunately, not everyone understands the importance of lead generation appointment setting.

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How to reinvigorate and break the SaaS growth ceiling

PandaDoc

So, you’ve succeeded in setting up your SaaS landing page and you’re busily making your own break into the sector. You’ve seen countless other firms establish a firm foothold in the niche, and you recognize the immense opportunities it presents. Certainly, over the last decade software as a service (SaaS) has grown at a remarkable clip, with new startups appearing all the time and joining the party.

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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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4 Financial Issues that People Who Are Moving Abroad Don’t Expect

Pipeliner

The prospect of moving to another country and bringing your work with you is an exciting idea. You may want to relocate because of the better weather conditions, affordable health care, an economical standard of living, or just being closer to family and friends. Having made the decision, you’re probably putting together a checklist for the things you need to take care of as part of the move.

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Innovative learning methods builds great work performance

Awarathon

Publish Date: 14th Jan, 2021Publish By: Sagar Pradhan, Growth Marketer Awarathon is a complete platform for online sales-readiness. It is one of the best alternatives to rehearsal vrp. It offers a correct and relevant feature right from streamlining the sales process online to prepare your team in online sales pitches. Hence, an organization must not think […].

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Performance Marketing (video)

Pipeliner

Do you like the idea of being paid by performance? In this Expert Insight Interview, David Stellato discusses performance marketing. David Stellato is a Chief Growth Officer at DFO Global Performance Commerce, a performance marketing agency. The interview discusses: Tracking and attribution with performance marketing. Experimenting as part of the process.