The Pipeline
FEBRUARY 13, 2020
By Tibor Shanto. To Check-in, or not to, that is the question: Whether ’tis nobler in the mind to suffer. The silence of unmanaged fortunes and opportunities, Or to take arms against a sea of pundits. And by opposing end them – Check-in and know, know more; and by making the call uncover the unknown! A great frustration for salespeople is when an engaged buyer turns aloof, going radio silence – transponders off.
No More Cold Calling
FEBRUARY 13, 2020
Put people before technology in your prospecting. Digital isn’t a sales strategy, hope is not a strategy, referrals are not a strategy, marketing is not a strategy. Sales strategy isn’t yours or mine. It’s your company’s strategy for attracting customers. Not much has changed over the years. An executive reads the latest book and declares the precepts in the book are the company’s new strategy.
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Sales and Marketing Management
FEBRUARY 13, 2020
Author: Andrea Grodnitzky The sales professional has the job of encouraging the customer to become comfortable with the idea of committing to a product or a service. The problem, however, is that making this commitment has become a high-stakes challenge because today’s buying decisions represent more risk to the buyer for three reasons: Current economic indicators portend difficult times ahead.
Zoominfo
FEBRUARY 13, 2020
They delete your emails. They decline your invitations. They cut your calls short. So, what does it really take to sell to the Chief Marketing Officer? We wanted to know just like you do, so we went straight to the source: a CMO. We asked Jill Konrath, best-selling author and speaker on the subject of […].
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 2.0
FEBRUARY 13, 2020
This post is about an interesting place you can look for “suspects” when you are prospecting. This is a place that is super-obvious, but as with many real world things, often not utilized: your company’s own CRM/old contact lists. I’ve seen the scenario umpteen times. A rep has a quota to make and feels under-the-gun. The first place they go for a “suspect”/”lead” list is Linkedin or another third-party list (InsideView, Zoominfo etc. etc.
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Zoominfo
FEBRUARY 13, 2020
They delete your emails. They decline your invitations. They cut your calls short. So, what does it really take to sell to the Chief Marketing Officer? We wanted to know just like you do, so we went straight to the source: a CMO. We asked Jill Konrath , best-selling author and speaker on the subject of understanding the customer, to ask a CMO some hard-ball questions about actual customers who buy products and services.
Allego
FEBRUARY 13, 2020
Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. Asset management firms face some of their toughest challenges in decades, with historically low interest rates, regulatory uncertainty, product proliferation (including ETFs) and increasingly knowledgeable clients. It’s more difficult than ever for client-facing teams to articulate their value and differentiate their products.
Partners in Excellence
FEBRUARY 13, 2020
Thousands of blogs, books, articles, video’s, and podcasts talk about “best practices.” They cover every topic imaginable. Every nuance of marketing, sales, customer experience, business, dating (oops) talk about best practices. As consumers of information about how to improve, we devour best practices. The thought is, “If I know what’s best practice, and apply it in my organization, we will be doing the very best things we can be doing and should see huge performan
Engage Selling
FEBRUARY 13, 2020
Be honest, is your sales team, or are you lacking consistency? One of the most underrated concepts when it comes to growing sales is this idea of consistency.
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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 Hacker Training
FEBRUARY 13, 2020
Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. In part two, we are going to look at 5 go-to-market prerequisites that you need to consider if your expedition into enterprise is going to be a success. Marketing.
Anthony Iannarino
FEBRUARY 13, 2020
Four Levels of Value. There are four levels of value you might create for your dream clients in B2B sales. The first level of value is the value found in your product or service (Level 1). While the value of your product is essential, it isn’t often enough by itself, and it isn’t likely to compel your dream client to change. The second level is the value in the experience you provide your clients, something like your support, your service, and how easy it is to business with you (Lev
LevelEleven
FEBRUARY 13, 2020
A study done by Harvard professors Michael Porter and Nitin Nohria tracked how 27 CEOs of companies with an average annual revenue of $13.1 billion spent their days. The results? Time is the scarcest resource for executives. With an average workweek of 62.5 hours, there still isn’t enough time in the day. LevelEleven developed Executive Scorecard to solve this exact problem; too much data and not enough time.
KLA Group
FEBRUARY 13, 2020
By Kendra Lee I’ve watched the faces of business owners turn from agreement to confusion and then mild panic when I say referrals should make up 20% of their lead sources. They know referrals close faster than any other lead and they appreciate the spontaneous referrals their happy clients share. However, they aren’t sure how. Read more.
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.
Sales Readiness Group
FEBRUARY 13, 2020
Traditionally the sales professional has been viewed with cynicism based on the perception of self-serving salespeople who are overeager to convince customers to buy the product(s) they are selling. This view is based on a long-standing stereotype of salespeople who speak more than they listen, assume they know what a customer wants or should want, and are hyper-focused on convincing customers to buy from them.
Predictable Revenue
FEBRUARY 13, 2020
Throughout the webinar, Aaron and Collin discuss what needs to happen industry-wide to get things back on track, and to change the industry in 2020 to bring the SMB Outbound SDR model back to life. The post Is The SDR Model Broken? appeared first on Predictable Revenue.
Miller Heiman Group
FEBRUARY 13, 2020
It’s challenging to work in sales management today. Sales managers often resemble Atlas, tasked with holding up the world as their areas of responsibility are ever-increasing: managing their team and market. improving their sellers’ skills. bettering the customer experience and. delivering stronger sales results. As if these pressures aren’t enough, sales managers must handle these responsibilities in turbulent times.
Sue Barrett
FEBRUARY 13, 2020
You know the story ‘small business wins huge deal with large client’. Amazing. Everyone is celebrating. ‘Biggest deal we’ve ever had. OMG’ So after the win, the small business sends their terms and conditions for signing and the big client comes back with “we can’t sign your payment terms of 14 days, our payment terms […]. The post Fairness in trading terms for SMEs appeared first on Barrett Sales Blog.
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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
Pipeliner
FEBRUARY 13, 2020
It was almost painful to wake up each morning, knowing I chose the all-time worst job. Enjoying humorous conversations with clients, and our family dog gleefully greeting me at home, helped me make it through each day. “Our worst experience can prove to be our gift in disguise.”. Early in my career, I learned to spend as much time as possible in the field speaking with clients.
Close.io
FEBRUARY 13, 2020
For the very first time, we’re opening up the opportunity to promote the best freakin’ sales CRM for startups and SMBs.AND get paid for it. I’m stoked to let you know about the brand new Close Partner Program. Since launching in 2013, Close has helped thousands of ambitious sales teams increase their productivity and supercharge their sales. During that time we’ve generated loyal fans who have graciously referred other hypergrowth companies our way.
Xvoyant
FEBRUARY 13, 2020
by Rob Jeppsen. 6 min read. Introduction. The MORE Button. As Sales Leaders, we are weighed and measured by one metric that rules them all: Sales. Some companies grow fast, others grow slowly. But the measure of the Sales Leader often is reduced to the answer to a simple question: Did you hit goal? Every week of every month of every quarter of every year, companies push the “MORE” button.
Nimble - Sales
FEBRUARY 13, 2020
Any team leader dreams about a team to be proud of: united, friendly, ready to work and achieve shared goals. To assemble this kind of team, you need to have experience and knowledge, that’s why today we’ll talk about how to do team building properly. The concept of “team-building” is probably familiar to any working […]. The post Best Team Building Strategies to Work Better Together in 2020 appeared first on Nimble Blog.
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.
Carew International
FEBRUARY 13, 2020
In our fast-paced world where things are constantly changing, it can be easy to find yourself feeling left behind. Seemingly out of nowhere there can be a new app or product available that everyone is using, or maybe there’s a new trend everyone seems to be following that you’ve never heard of. I’m sure nearly all of us can say we’ve found ourselves stuck in this situation wondering where the heck we’ve been and how we missed it all happening.
InsideSales.com
FEBRUARY 13, 2020
Leaders from NetApp, Forrester, John Hancock, and more set to lend their expertise to conference attendees. SILICON SLOPES, Utah , Feb. 13, 2020 / PRNewswire / — Today, XANT announced new speakers for its inaugural NEXT 2020 Revenue Acceleration conference to be held on February 25 – 28, 2020 at The Grand America Hotel located in downtown Salt Lake City, Utah.
Bigtincan
FEBRUARY 13, 2020
Enablement professionals spend a lot of time thinking and talking about onboarding. The onboarding of sales teams is hard and demonstrates one of the significant challenges enablement professionals face today. What information and experiences do we share? How do we measure success? How long should the training run? “Many companies aren’t moving the needle with […].
Sales Evangelist
FEBRUARY 13, 2020
Abundance Now: Amplify Your Life & Achieve Prosperity Today We all want to amplify our lives and achieve prosperity. Entrepreneurs want to prosper in their business, but how is that achieved? Sales professionals all have the desire to be successful. The definition of the word can be pretty broad and it may differ from one salesperson to another.
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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
Braveheart Sales
FEBRUARY 13, 2020
We have known for years that the percentage of salespeople who hit quota is pathetically low. Regardless of what statistics you check, all entities that track and report on it show the quota achievement around or below 50%. In 2018, CSO Insights reported that 54% of all sales reps met their quota. And for the same year, Forbes stated that 57% missed their quota.
Pipeliner
FEBRUARY 13, 2020
Have you ever worked in an organization without real leadership? It’s difficult, isn’t it? Without a leader that exemplifies what it means to be part of your organization’s culture, there is no accountability for the actions of yourself or others. True leadership is defined by your everyday actions – living the missions and values of your organization 100% of the time.
The Brooks Group
FEBRUARY 13, 2020
Winning The Fidget Olympics: Adult Learning Theory Concepts. If fidgeting was an Olympic sport, there would be many contenders in the sales world for the gold medal. They’re unmistakable – identifiable by their tendency to click their pen incessantly, draw elaborate doodles on their papers, and whirl their office chair back and forth. Whether in meetings, training sessions, or a one-on-one conversation, you can always spot the Olympic-level fidgeters.
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