Thu.Feb 25, 2021

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3 Rules to Improved Candidate Selection

Anthony Cole Training

When you don't have a pipeline of sales talent to go to when making a hire, you can become desperate. You become desperate because you believe having someone in the role is better than a vacancy. In the 6th blog of our series No Assembly Required Hiring , Tony discusses how to avoid making reactive hiring decisions and the 3 rules you must follow to improve your candidate selection.

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The Lead Generation Strategy Guide

Zoominfo

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What is Lead Generation? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel.

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Our Latest Podcasts: Build a Team of Top Performers

Force Management

Our February episodes aim to help sales leaders and managers improve seller skill sets and productivity this year. Help your salespeople stand out from competitors, avoid a dreaded "not right now" decision, and improve their ability to execute the fundamentals of great selling. From preparation, to building business acumen and being relevant to multiple decision makers — each episode this month covers key sales fundamentals your sellers should constantly be focusing on.

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How Swim Lanes Get Marketing, Sales Development, and Sales More Wins

Zoominfo

Hey, Marketing. Is your team going in the same direction as sales development and sales? Check your swim lanes to get everyone synched for selling. What are swim lanes? Swim lanes are a visual representation of workflows that show who’s responsible for which tasks. B2B marketing and sales can use swim lanes to map and track their responsibilities — from qualifying marketing leads to closing deals.

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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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The Monthly Rundown, Bonus Edition: January Venture Rounds for Black-founded and Co-founded U.S. Companies

Crunchbase

We’re back with a special Black History Month bonus edition of the Monthly Rundown. Following the classic Monthly Rundown style , this edition highlights Black-founded and co-founded companies with new funding from the last month. According to Crunchbase Diversity Spotlight data , only 20 of the nearly 800 U.S. funding rounds in January went to Black-founded and co-founded companies, representing just 2.56 percent.

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Anaplan PlanIQ™: Advanced analytics to improve planning accuracy

Anaplan

Strategy board games have been having a moment lately. One reason for their popularity is they put you in charge of all sorts of daring enterprises, from settling a new land to building railroads, even terraforming Mars. Another part of these games’ appeal is that they provide a scaled-down world where everything that could happen has been mapped out, and […].

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The Lead Generation Strategy Guide

Zoominfo

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What Is Lead Generation? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel.

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The Importance of Account Planning

Predictable Revenue

We always hear people talk about how to land big accounts, but today Collin Stewart & Greg Callahan will be diving deep into how to expand on the accounts you’ve already got. The post The Importance of Account Planning appeared first on Predictable Revenue.

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How Swim Lanes Get Marketing, Sales Development, and Sales More Wins

Zoominfo

Hey, Marketing. Is your team going in the same direction as sales development and sales? Check your swim lanes to get everyone synched for selling. What Are Swim Lanes? Swim lanes are a visual representation of workflows that show who’s responsible for which tasks. B2B marketing and sales can use swim lanes to map and track their responsibilities — from qualifying marketing leads to closing deals.

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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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As Product Management Goes, So Goes the Rest of the Organization

Product Management University

William Shakespeare once said, “The Eyes are the window to your soul.” Think of product management as the window to your organization’s soul. Everything about how your organization builds, markets, sells and onboards customers starts and ends with your products. As product management goes, so goes the rest of the organization. Here’s a stab at what many would consider the ideal product management discipline (B2B).

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15 types of marketing emails you should definitely be sending

Nutshell

Using marketing emails to keep in touch with your customers is a crucial part of your business. Are you sending the right message? You want your customers and prospects to remain interested regarding all things your organization brings to the table and look forward to hearing the latest and greatest of what you have to offer. A great way to stay connected is to find your way into their email inbox, sending relevant messages without being spammy , which means: Only sending relevant emails Not ove

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Why Good Salespeople Leave

The Center for Sales Strategy

According to a DePaul University study, the average turnover cost per Account Executive (AE) is $97,690 when you add up recruiting costs, training costs, and lost sales. So, if you lose five AEs in one year - you’re close to losing nearly a half a million dollars. Couple that with the fact that in a Glassdoor survey , only 19% of AE’s have no immediate plans leave their companies, but 68% of AE’s plan to look for a job within the next year.

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The Sales Manager's Role in Building a High-Performance Team

Sales Readiness Group

Hiring isn’t an exact science. Sometimes you think you have identified the perfect sales candidate, and it doesn’t pan out. Other times you aren’t quite sure whether the person will be a fit, and it does work. But within the high-stakes challenge of building a world-class sales organization, there are four things you can do to decrease uncertainty and increase your success rate.

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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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6 Ways to Transform RFPs from Obstacles to Opportunities in 2021

Sales Hacker

Requests for proposals (RFPs) generate a whopping average of 35% of annual sales revenue , according to Loopio’s 2021 RFP Response Benchmarks and Trends Report. The new research, which surveyed 650+ teams, found that despite economic uncertainty over the past year, RFPs are expected to be an integral part of sales growth in 2021. However, keeping up with RFPs can be a challenge at the best of times.

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How Neuroscience Can Improve Sales Performance in Weeks, Not Years

Selling Power

Today's blog post is by Evan Sanchez. He is Sales Excellence Practice Lead of Think-X. The changes to our working environment as a result of COVID-19 have been dramatic, to say the least. To find success in 2021, smart leaders are turning to neuroscience to identify performance gaps, make better hiring decisions, improve team performance, and reduce stress in a matter of weeks, not years.

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How Autodesk, TELUS and Upland Maximize Sales Revenue

Sales Hacker

Learn why customer-first companies put the focus on relationships to drive mutual value, how to do it at scale, and what your sales team can do to grow revenue. The post How Autodesk, TELUS and Upland Maximize Sales Revenue appeared first on Sales Hacker.

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Intelligent Sales Forecasting [Webinar]

Revegy

Do you dread the beginning of the quarter? That time when you know the executive team is going to start asking for your sales forecast? Right now, right here, we will validate your feelings about forecasting. Sales forecasting isn’t easy. It’s a blend of art and science and the right balance is hard to find. That’s why we asked Jeremey Donovan , SVP of Sales Strategy at SalesLoft, to share his expertise on finding the perfect combination of said art and science to give you a more accurate sales

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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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Sales Challenge: Gaining Access to the Decision-Maker

Carew International

One of the most significant challenges for any sales professional is gaining access to the ultimate decision-maker(s), particularly when we have a contact who engages us in our sales effort, but he or she is not making the final decision. A lack of direct access to the decision-maker is frustrating for many reasons. We have no way of knowing what is lost in translation when our value proposition and proposal are pitched to the ultimate decision-maker by someone other than us.

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Get Rid of Generic Sales Coaching and Start Winning

G2Crowd - Sales Blog

There is no shortage of important responsibilities for sales managers.

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Selling Effectively in a Residential Setting During a Pandemic

Selling Energy

Since March 2020, many of us have been working from home. As a result, they’ve probably become more familiar with the positive and negative aspects of home a lot. This is important to keep in mind since it affects residential sales.

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How to use Zoom for sales: 21 Zoom hacks your reps need to know

Close

Check out our top Zoom hacks for sales teams, including tricks to use the chat effectively, improve security while reducing friction, and even avoid that awkward little wave at the end of your meeting. You’ll also learn how to use Zoom for sales with proven methods to build trust and reduce stress.

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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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?? How to Build Your Leadership Presence

Pipeliner

Leadership presence is not about how good or intelligent you are, but whether others perceive you as a leader. Today’s guest in the Expert Insight Interview is Carol Kinsey Goman, and she discusses five qualities that people look for in their leaders. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 How to Build Your Leadership Presence appeared first on SalesPOP!

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How A ‘One Team’ Mindset Fuels Revenue Growth in 2021

Sales Hacker

Join Stephen Pacinelli, Chief Marketing Officer at BombBomb and Brogan Taylor, Head of Enterprise Sales at Freshworks as they discuss the findings and share tactical ways to align the two in order to drive revenue and collaboration. The post How A ‘One Team’ Mindset Fuels Revenue Growth in 2021 appeared first on Sales Hacker.

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Sell Me This Pen: How to Approach This Tricky Interview Question

G2Crowd - Sales Blog

What’s the first thing that comes to your mind when asked, "sell me this pen?”.

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Getting More Implementation From Your Outstanding Training Programs

Sales and Marketing Management

Author: Robert Workman As a trainer, especially a trainer of salespeople and sales managers, you bust your butt to do a great job. You know you must deliver effective strategies and tactics that help your team produce revenue, more revenue and more revenue to cover the costs of business and make profits. And you have to deliver this material and have it implemented by whom?

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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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Tools & Processes of a Value-Based Sales Enablement Strategy

Vendor Neutral

Driving Customer Value with a Sales Enablement Technology Strategy. Why It’s More Important Than Ever to Lead with Value, Not Product. So many companies today say they’re focused on providing value to the customer, but most either fail to hit the mark or misunderstand exactly what it takes to get this important process right. As the buying landscape continues to change, companies that want to surpass their competition must be agile enough to adapt quickly, and they must shift to this mentality o

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How to Keep Sales on the Rise in Today’s Rapidly Changing Business Environment

Pipeliner

Businesses are used to change, but change usually happens slowly and incrementally. Technology improves by steps year-over-year. Consumer behavior shifts gradually. 2020 was not that kind of change. The pandemic brought sudden, unforeseen, and significant changes in a single year. Companies around the world are still struggling to keep up and adapt to this new normal.

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Showpad’s Latest Product Release: Find Content Faster, Customize your Experience and Build Courses Quicker

Showpad

In 2006, the verb “google” made its entry into the Merriam-Webster dictionary and was defined as: “to use the Google search engine to obtain information about (someone or something) on the World Wide Web.” Today, Google is a part of everyday life with people typing words into a search bar multiple times a day, hoping for the right result. This works on Google because it has immense data compiled from 3.4 billion daily searches.

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