Thu.Sep 17, 2020

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Effective Sales Strategies

Accent Technologies

The post Effective Sales Strategies appeared first on Accent Technologies.

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How the Correlation Between Restaurants and Covid 19 Applies to Sales Assessments

Understanding the Sales Force

Do you hate meetings as much as I do? They're the worst. But I have one weekly meeting that'a always uplifting and productive. I'm talking about my weekly meeting with John Pattison , COO of Objective Management Group (OMG). He happened to mention a report released by the Centers for Disease Control (CDC) pointing to the correlation between people who recently dined at a restaurant and later tested positive for Covid-19.

Report 360
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The Comprehensive Guide to Sales Team Management

Sales Pro Central Submitted Articles

This means the vast majority make mistakes that not only cost them revenue, but drastically hamper both their team’s morale and productivity.

Revenue 245
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Selling is Leading

Alice Heiman

One of the most overlooked aspects of being a sales professional is developing our leadership skills. Leaders cast a vision and motivate groups of people to change and in that way, selling is leading. Today more than ever, salespeople need to lead. They need to be viewed as leaders in order to guide their customers to make the best decision. . The best salespeople are great leaders.

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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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Don’t Panic: How to Create a Contingency Plan

Sales Pro Central Submitted Articles

Some business owners and leaders have found themselves paralyzed by fear, and that fear has kept them from responding well to this crisis.

How To 158

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Thinking About Diversity And Inclusion

Partners in Excellence

Recently, the NY Times had a fascinating article: “Faces Of Power, 80% Are White As The Country Gets More Diverse.” There were a couple of interesting data points, of the 25 highest value publicly traded companies in the US, only 6 were people of color, none were women. In the Fortune 500, there are only 4 black CEOs. We have long known that we have a diversity/inclusion problem in our country.

Hiring 133
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Podcast 165: David Bloom On World Class Sales Enablement

John Barrows

David Bloom, CEO of LevelJump joins us on the podcast this week to discuss how world class sales enablement really works. There are tons of buzzwords in the sales enablement world right now, David sheds light on how to break through the noise and to focus on activities that impact your bottom line. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify.

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The Link Between Healthy Habits and Healthy Pipelines

The Center for Sales Strategy

Richard Branson, Mark Zuckerberg, Jack Dorsey, Mark Cuban — all agree that one habit is a key ingredient to success. Practicing good health habits by eating right and exercising each day is what these billionaires, and 21 others , agree helped create the foundation for their businesses and financial success. Your habits and routines determine your success and your future.

Pipeline 130
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“Manage And Coach By Results….”

Partners in Excellence

I read an article about how to be a successful sales manager. One of the pieces of “insight” was to manage and coach by results versus micromanaging or counting activities. He goes on to say, “people will find their own path to the target… ” Well, yes, but…… There are a lot of problems with the advice, it sounds good, but when you dive in, virtually all elements become problematic.

Coaching 124
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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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How to Sell More When You're Too Nice To Sell

KO Advantage Group

As businesses we know the importance of the ABCs of sales - Always Be Closing. The struggle is how do you create a sense of urgency and interest to buy from someone when you don't want to be the one pushing your product or service? Turns out some of the best salespeople embrace the emotions of the prospect and use empathy to build trust and relationships quickly.

How To 118
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WEBINAR: John Barrows speaks at Vidyard’s “Fast Forward: Selling with video in the virtual world” Event

John Barrows

The post WEBINAR: John Barrows speaks at Vidyard’s “Fast Forward: Selling with video in the virtual world” Event appeared first on JB Sales.

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4 Tips to Help You Handle Ambiguity

Carew International

Ambiguity is one of those words that usually carries strong negative or positive connotations. For some of us, just hearing the word ambiguity makes us extremely uncomfortable. But for others, ambiguity is deemed as something more positive. How we react to ambiguity typically comes down to our perceptions, personalities and past experiences. For example, let’s analyze ambiguity as it relates to personality types.

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Forrester Wave: Sales Engagement

InsideSales.com

Forrester Wave: Sales Engagement, Q3 2020 Results XANT Leads in Category Vision, AI, and Automation. Forrester did a thing last week. It was a pretty big deal—they published the first ever Wave Report for Sales Engagement, recognizing our category as one of the fastest growing, and most disruptive, in tech. (Not just sales tech, but all tech.) I’m old enough to remember a time when analysts didn’t think sales engagement was big enough to carve out its own category corner.

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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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Guide Your Team to Successful Personalization at Scale with Technology

Sales Hacker

Unfortunately, when the quantity of messages increases, the quality of the outreach often suffers. And in a post-COVID world where people are starved for human connections, CSOs need to ensure their need for speed doesn’t get in the way of personal, meaningful communication. So, how do you combine personalization and volume? The answer is simple — technology.

Scale 85
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What are the Best Ways to Optimize Your Business for Local SEO?

Nimble - Sales

Imagine that you are running a business. In order to make it a success, the most important thing is to catch the attention of customers! That’s right. The more engagement you get, the more your business will grow. Similar to that, in the digital world as a website owner, a good SEO technique helps you […]. The post What are the Best Ways to Optimize Your Business for Local SEO?

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Tenbound Top 10 Trends in Sales Development 2020

Tenbound

Overview of what we’re seeing in the Sales Dev world today, how you can play them, and the questions they spark. Managing Virtual SDR Teams The traditional, office-based SDR model has been on the way out for years, as remote work tools and bandwidth allowed SDRs to work from anywhere. Growing bandwidth and tools like Slack, Zoom, and various Sales Enablement Platforms have made it possible.

Trends 75
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How to Align Your Marketing and Sales Teams For Better, Faster Results

Nimble - Sales

Sales and marketing alignment can help close 67% more leads, while a lack of it results in losing 10% of your annual revenue. When having a choice of giving a boost to your business or letting it stagnate, you should be looking for ways to help sales and marketing work like one mechanism. However, it […]. The post How to Align Your Marketing and Sales Teams For Better, Faster Results appeared first on Nimble Blog.

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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 Sell More When You're Too Nice To Sell

KO Advantage Group

As businesses we know the importance of the ABCs of sales - Always Be Closing. The struggle is how do you create a sense of urgency and interest to buy from someone when you don't want to be the one pushing your product or service? Turns out some of the best salespeople embrace the emotions of the prospect and use empathy to build trust and relationships quickly.

How To 62
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Selling to the C-Suite

Chorus.ai

Watch This Week's Episode. CLICK TO VIEW. Have you noticed that there are more C-level titles showing up on your sales calls? You’re not alone. On this week’s Weekly Briefing, Jim Benton and Joel Rackham discussed how they’re energizing and preparing their teams to sell to the C-Suite. Joel Rackham , the SVP and Global Head of Direct Sales at MarketStar , shared that his massive team is doing what everyone else is doing right now: adapting to the current environment.

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Make the Most of Every Lead: Key Questions to Help Sales & Marketing Alignment

Force Management

Our economic environment has forced many sales teams to dig deeper into their territories for potential pipeline and put a critical focus on effectively executing on every valuable lead. Because of the shift in many buyer environments, it’s never been more important to effectively communicate the value and differentiation of your solution in a way that aligns to your customer's greatest business challenge.

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3 Cold Calling Tips Sales Leaders Must Teach their Sellers to Achieve Quota with David Walter, #153

Vengreso

I started my sales career cold calling, but in my mind, doing cold calls is not modern selling. It’s just basic selling. However, I’ve decided to bring in some experts to share some cold calling tips with the listeners of the Modern Selling Podcast. Subscribe to Modern Selling on the App of Your Choice! Recently, I had Joe Pici talk about how to write a successful cold calling script , and in this episode, my guest is none other than David Walter.

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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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The Race You Must Fight Hard to Lose – The Race to the Bottom!

Pipeliner

In the world of enterprise selling, business opportunities have certainly been sparse in recent times. But some verticals and geographies are on the rebound with new deals emerging. And, driven by hunger, there’s no shortage of vendors lining up to feed. Desperation, though, is a harsh task-master and many selling organizations are cutting prices and abandoning logical pricing strategies in the interest of winning.

Margin 59
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How to Inspire, Grow, and Enable Your Teams in a Down Market

Sales Hacker

The post How to Inspire, Grow, and Enable Your Teams in a Down Market appeared first on Sales Hacker.

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Prospecting Tips for Financial Advisors

Richardson

Financial advisors are approaching a critical juncture. A confluence of factors has intensified the already considerable challenges of the job, prompting advisors to rethink how they will prospect to build their client base. These factors are three-fold: Technological innovation has introduced competitive alternatives to traditional in-person consultation.

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What is a Chief Revenue Officer?

Tenbound

A few years ago, the CRO role came bursting on the scene, with the promise of unifying Marketing, Sales and Success into one coherent Revenue unit. Fast forward and the dream never really materialized. What happened? And can the promise be realized. Join VanillaSoft CRO Darryl Praill and Tenbound CEO David Dulany as they break down how a CRO should operate today.

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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5 Virtual Events for Sales Enablement Pros This Fall

Highspot

Many aspects of life remain on hold, but professional events are no longer one of them. As more organizations pivot online, you can now partake in many top industry events from the comfort of your living room. Dynamic digital environments mirror the in-person experience, from interactive breakout sessions to virtual networking opportunities. The remote reality even provides some unique advantages — such as the ability to attend global events online for which a plane ticket would have previously

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How To Build a Winning Sales Plan in 3 Steps

Pipeliner

Watch the replay of this important #SalesChats with Amy Franko on “How To Build a Winning Sales Plan in 3 Steps” 00:00 Introduction. 04:30 Step 1 – Key Goals & Milestones. 12:10 Step 2 – Key Verticals. 18:02 Step 3 – Ideal Target Customers. 25:36 Recap. 27:21 Power Tip. Now more than ever, companies are having to re-address their sales plans and even look at pivoting into adjacent or completely new markets.

Pivotal 52
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Three Documents You Need for a Sales Meeting

Selling Energy

When you attend an online or in-person sales meeting you should have three documents prepared and ready to go. Before presenting any of them you should have asked about your prospect’s decision-making process. What will it ultimately be based on? Price? Value? Warranty? Quality of service?