Thu.Aug 13, 2020

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Why is Most B2B Marketing So Forgettable?

Corporate Visions

The post Why is Most B2B Marketing So Forgettable? by Leslie Talbot appeared first on Corporate Visions. Every marketer wants to make an impact. Today, with 80 percent of the sales cycle happening in digital or remote settings, you’ve never had a greater opportunity to directly influence buying decisions. And the number one factor driving those buying decisions?

B2B 134
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Problem Solving and Decision Making in Uncertain Times

Sales and Marketing Management

Author: Larry Prince In the first part of this two-part article, we established the need for decisive leadership and the importance of listening to our people, leveraging their strengths and the key to building stronger teams. We learned that doing so reduces anxiety and sets in motion a path leading to recovery and renewal. . Our research shows that during times of great uncertainty business leaders delay decision making and tend to wait until they have all of the information they believe is ne

Banking 177
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2 Keys for Improved Sales Performance: Perception and Consistency

Anthony Cole Training

Perfect practice prevents poor performance! To improve your overall sales effectiveness, you must become masterful at the skills required to be successful. In today's blog post, you will learn why perception and consistency are critical factors when it comes to upgrading your selling results.

Sales 160
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Essential Leadership Behaviors for Uncertain Times

Sales and Marketing Management

Author: Larry Prince The unassailable business leadership lesson taught by the COVID crisis is: Your people need you more than ever – and you need them more than ever. This mutual reliance speaks to the need for clear and inclusive decision making. Yet privately, business owners and leaders are confessing that the fog of uncertainty has led to an indecisiveness that affects their people’s engagement, focus and performance.

Groups 177
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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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5 Proven Keys To Keep Any Prospect’s Attention and Crush Your Next Presentation

Shari Levitin

“Are we there yet? Mommy, when are we going to get there?” Sorry to break it to you, but that’s what your customers are thinking in 87 percent of all virtual sales conversations. In 2000, Microsoft conducted a study measuring how long people can focus on one thing for a specific amount of time. The results showed the average person’s attention span was 12 seconds.

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More Trending

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Why sales teams should WFH, permanently with Gabriel Moncayo

Predictable Revenue

Why working from home improves work/life balance, helps get salespeople promoted based on performance not politics, and stops managers from watching over your shoulder. The post Why sales teams should WFH, permanently with Gabriel Moncayo appeared first on Predictable Revenue.

Promotion 127
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Strategies for Powerful, Virtual Sales Conversations: Stop Sidelining Buyer Interest – Episode 5

SalesProInsider

Whether they are face-to-face or virtual, productive sales conversations are not a sideline sport. This episode of virtual selling, concrete results will help YOU make it a participative sport! Buyers Want to Get on the Court. Think about the last sporting event you watched…the key word is watched. I watched the Milwaukee Bucks basketball game with my husband last week.

Buyer 127
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Helping Your Customers Succeed

Partners in Excellence

I got a LinkedIn message today from a great sales person. It was intended to be a humorous and fun comment, ” The only reason why I don’t click ‘like’ or comment your posts is just I would like to avoid that my customers can see that I am searching for new ways to convince them “ I deeply appreciated the comment and chuckled reading it.

Customer 122
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Why Thought Leadership Works in Sales + How to Get Started

The Center for Sales Strategy

In uncertain times, prospects and clients conduct even more online research before working with a vendor or purchasing a product. Thought leadership is vital to brand differentiation, but when done right, it greatly improves sales performance. The thought leadership position is certainly an advantageous position to have, as it helps with generating sales, lead generation, recruitment and retention, and new business opportunities.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

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.

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Maintaining a winning sales culture during the pandemic

Salesmate

With over 25 million layoffs prediction , the invisible enemy has struck where it hurts organizations the most. This pandemic has left the sales fraternity asking various questions. How to protect the field-sales culture ticking and productive? What is the future of sales? The real issue is that every day is different, with a rising number in cases, and the rules to curb the spread have left companies no other options but to close the shop or view alternatives to function at a break-even.

Video 122
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Trusted Election Info: Register to Vote & Read a Poll Like a Pro

Guru

This year at Guru, we’ve broadened our mandate to connect people who have questions with trusted answers. And because there’s a ton of honest confusion and misinformation surrounding the 2020 election, we’re here to help in the way we know best: by putting together resources from verified sources and subject matter experts to clarify things!

Resources 113
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How to Talk to Your Sales Force About the Sales Process

Anthony Iannarino

In August of 2017, I wrote about the fact that the linear sales process is broken. Because the sales conversation is nonlinear, it isn’t easy to follow a linear path from target to close. How could it be otherwise in something as dynamic and complex as human beings working towards change and better future results? My response was to develop a nonlinear approach to controlling the process and recognizing the commitments clients need to make and the different conversations that enable them to move

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Five Skills to Help Sales Managers Accelerate Through the Turn

Miller Heiman Group

Sales managers are being tested in ways they’ve never seen before, and new managers have even more challenges as they assume their roles in the midst of sweeping change. The attributes of top sellers don’t always align with the skills needed to be a great sales leader, which is why managers need to be equipped with a specific set of tools. Because new sales managers may lack the skills necessary to develop their people, sales leaders must take them under their wing and ensure they have the skill

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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 Get Tons of Referrals from Your Customers Using a Referral Agreement

Keith Rosen

How would getting more referrals impact your business? Most salespeople are reluctant to ask for referrals, in fear of the response. Instead, create a referral agreement that would make your customers want to refer tons of referrals to you. What is a Referral? What exactly classifies as a referral? If we were to create some parameters that define what a referral is, this is what it would look like.

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Hope, Anxiety, and Leadership: How Being Aware of Hope and Anxiety on Your Team Can Make You a Better Leader

Carew International

I recently read an article about how feelings of anxiety and hope can drive product adoption. The article stated that consumers experience different levels of hope and anxiety when it comes to trying out a new product. Consumers may be hopeful that the product will solve a problem for which they’ve long been suffering, and they may be anxious and unsure of whether the product will have the desired effect.

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6 Tips To Get The Most Out Of Your Virtual Sales QBRs

LevelJump

It’s QBR season again. Normally this would mean getting all of your sales reps and sales leadership into one room for 8 hours (sometimes for more than one day) to recap the previous quarter and plan strategies for the next one. But this year, things have been different. Due to COVID, many teams will be running virtual sales QBRs. Sales QBRs don’t have a great reputation even at the best of times.

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7 B2B Sales Enablement Takeaways from Forrester’s Mary Shea

Allego

Sales enablement is having a moment. It’s more crucial than it’s ever been before, especially now that teams are facing new challenges of virtual selling during the pandemic. In February, just before organizations around the world began adjusting to most sellers and buyers working from home, I sat down with Forrester Principal Analyst Mary Shea to discuss sales training and productivity.

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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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The Evolution of the Tenbound Sales Development Market Map

Tenbound

We’ve all seen them, Market Maps for Marketing Tech, Sales Tech and other industries. Here at Tenbound, we’re 100% focused on Sales Development, and so back in 2017 we set out to do an overview of the Sales Development industry and to bring together all the products and services necessary to create a world class Sales Development program, all in one handy mega-graphic.

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Virtual Enablement is a Vital Revenue Lever

Highspot

The 2020 State of Sales Enablement report was recently published, and it echoed a similar sentiment – sales enablement practitioners are in a unique position as they are responsible for helping revenue teams transition to new ways of working. The study found that sales enablement is a vital lever to help organizations increase win rates, improve customer satisfaction, and accelerate revenue.

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The Link between Sales Happiness, Performance and Technology

Sales Hacker

The post The Link between Sales Happiness, Performance and Technology appeared first on Sales Hacker.

Sales 93
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The Data Behind How Revenue Teams Find Motivation and Fuel Productivity

Chorus.ai

Watch the Video. The Weekly Briefing is a weekly, live broadcast hosted by Chorus CEO Jim Benton. Today, he was joined by Gerhard Gschwandtner the CEO of Selling Power. Over coffee and data, they discussed the new world, the impact of the virtual environment on relationships, and the new nature of selling. The Weekly Briefing. Register to Get the Weekly Insights.

Data 62
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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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Reactive to proactive: How Troops helped Intercom turn CRM data into hypergrowth

Troops

In the past five years, Intercom has grown from $1 million to $150 million in annual recurring revenue. It's recognized as one of the fastest-growing startups of all time. The world's most successful companies, like Atlassian, Shopify, and New Relic, use Intercom to deliver conversational customer experiences through chatbots and personalized messaging with customers.

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Never Cold Call Again

Selling Energy

“Cold calling is not dead.” - Jill Konrath. Many people are intimidated by cold calling, preferring to avoid it at whatever cost. Some will go as far as to claim that it destroys your status as an equal. I would argue that cold calling certainly isn’t dead and that it doesn’t need to be so overwhelming.

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CIOs Transformed Overnight—Sales Teams That Sell Technology Must Catch Up

Emissary

Click to Download. Learn how CIOs have been impacted and what they now expect from their sales partners that are trying to sell technology. Disruptive changes—whether a pandemic, a recession, a regulatory mandate, or a breakthrough in technology—are notorious for accelerating in-flight trends. In an extremely short period of time, incremental shifts have become abrupt conversions. .

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Tenbound Announces Sales Development Industry Market Map and Directory

Tenbound

Sales Development professionals get a much needed industry overview and tool Directory to help accelerate their Sales Development pipeline growth and SDR-sourced closed-won revenue Tenbound, the leading Sales Development Research & Advisory firm, announces the availability of the Tenbound Sales Development Market Map and Directory. David Dulany, Tenbound Founder & CEO stated: Source.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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?? Frictionless: Closing and Negotiating with Purpose

Pipeliner

John Golden’s guest in the new Expert Insight Interview is Tim Kintz, automotive marketplace expert and author of the book ”Frictionless: Closing and Negotiating with Purpose”. As a top sales trainer, he will talk about the art of negotiation and share his secrets on how to master it. Visite us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

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Coffee, Commissions, & CPQ: ICM & APR

Canidium

Coffee, Commissions, and CPQ is a podcast by Canidium that will cover topics about all things sales, sales operations, sales enablement, and SPM! In the seventh episode of our series, Umair Khakoo discusses ICM and APM, two SAP tools that provide built-in functionality for analytics that could be used to build reports and dashboards on pretty much any data.

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Financial & Tax Strategy for Small Business Owners (video)

Pipeliner

How familiar are you with your current financial strategies? In this Expert Insight interview hosted by John Golden, Derrick Van Ness discusses financial and tax strategies to help small businesses. Derick Van Ness is a tax and financial strategist passionate for work with small business owners to help them maximize their profits. This interview discusses: Taxes.