Wed.Jul 29, 2020

article thumbnail

Voicemail for Buyers vs. Voicemail for Prospects

The Pipeline

By Tibor Shanto. Nothing points to a lack of consensus on a topic than a myriad of alternative opinions. If there were two or three altering opinions, you can sort of pick camps to be safe. But when there is a multitude of opinions or options, the only sure thing is that no one knows. Like a broken clock, we are bound to right twice a day. Voicemail is a great example in sales, there are as many opinions as there are pundits.

Buyer 289
article thumbnail

Sell the Drill, NOT the Hole

The Sales Heretic

A common cliché in sales training is “Sell the hole, not the drill.” This maxim stems from the idea that if a person is buying a drill, it’s not because they really want a drill, but because they want a hole. And you should focus on the problem they want to solve, rather than your [.].

Maximizer 257
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

How to Write Sales Cold Calling Scripts Using Data

Zoominfo

Sales professionals are always on the lookout for ways to step up their game. It’s all about closing more deals — but that can’t happen without boosting lead conversion rates. One of the best ways to improve sales numbers involves something everyone dreads — cold calling. Out of all the daily tasks a salesperson goes, it’s definitely the most uncomfortable.

article thumbnail

What Recruiting in the “New Normal” Looks and Sounds Like

Anthony Cole Training

The COVID-19 pandemic has brought about many changes. While some businesses have hit rock bottom, some are thriving and hiring at scale. Businesses in customer care, retail, healthcare, digital marketing, and online training industries are actively hiring because of the new market demands. But unfortunately, recruitment techniques that have been used for years aren’t the same anymore.

Hiring 208
article thumbnail

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

article thumbnail

How to Navigate Pricing In a Pandemic

Sales and Marketing Management

Author: Gabriel Smith, chief evangelist at Pricefx Scrap the notion that you can keep business as usual. B2B leaders and sales and marketing teams across the globe are finding ways to adapt in this time of crisis. As businesses assess the state of their industries, they are finding ways to move forward in an era where the new normal is anything but.

Chemicals 177

More Trending

article thumbnail

7 Steps to Hosting Webinars that Capture Leads

KLA Group

By Kendra Lee “How are people generating leads?” It’s a question I’ve fielded frequently from business owners looking for lead generation strategies that will fill their sales funnel since the pandemic struck in March. They see peers and competitors finding opportunities. Meanwhile, they feel stuck, fearful, and unsure of how to find success in our […].

article thumbnail

How to Write Sales Cold Calling Scripts Using Data

Zoominfo

Sales professionals are always on the lookout for ways to step up their game. It’s all about closing more deals — but that can’t happen without boosting lead conversion rates. One of the best ways to improve sales numbers involves something everyone dreads — cold calling. Out of all the daily tasks a salesperson does, it can be the most uncomfortable.

article thumbnail

7 Steps to Hosting Webinars that Capture Leads

KLA Group

By Kendra Lee “How are people generating leads?” It’s a question I’ve fielded frequently from business owners looking for lead generation strategies that will fill their sales funnel since the pandemic struck in March. They see peers and competitors finding opportunities. Meanwhile, they feel stuck, fearful, and unsure of how to find success in our […].

article thumbnail

Post-COVID trends: How to return to predictable revenue

Predictable Revenue

LinkedIn research and extensive reports on the impact of COVID-19 on the sales pipeline, demonstrates some of the ways that companies can evolve. The post Post-COVID trends: How to return to predictable revenue appeared first on Predictable Revenue.

Trends 115
article thumbnail

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

article thumbnail

Mediafly Launches JumpStart ROI, Empowers Sellers with Fast Access to Affordable, Usable, Scalable Value-Selling Assessment Tool

SBI

Mediafly Launches JumpStart ROI, Empowers Sellers with Fast Access to Affordable, Usable, Scalable Value-Selling Assessment Tool. CHICAGO – July 29, 2020 . Mediafly , a provider of sales enablement technology, content management and advisory services that create interactive, value-based selling experiences, announced today the launch of Jumpstart ROI , an interactive value-selling program designed specifically for sales reps to use on-demand when collaborating live with customers.

ROI 101
article thumbnail

New Book! Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely

RAIN Group

2020 has flipped sales on its head and driven unprecedented levels of virtual interaction. Sellers are faced with more challenges than ever. You can’t sell the same way you did before. You need to adapt, pivot, and change almost everything you did previously. If you want to thrive in sales today, it'll require you to transition to the new world of selling virtually, and take the "new norm" by storm.

Pivotal 101
article thumbnail

It’s Not Always About The Deal

Partners in Excellence

One of the things I see too many sales people doing is focusing only on the deal. That is, when we finally find and qualify an opportunity, our focus is on the deal only. We have meetings with the buying group, we focus on all the things we need to do to move the deal forward, winning a PO. Every conversation is about the deal, where the customer is in their process, and what we have to do next.

article thumbnail

3 Examples of Teamwork in Sales to Encourage Collaboration

criteria for success

Need examples of teamwork in sales? First, we need to understand that teamwork in sales doesn’t have feel impossible. In fact, there are ways sales leaders can encourage collaboration without pulling too many teeth. 3 Examples of Teamwork in Sales to Encourage Collaboration. Let's jump in. 1. Success Stories. Success stories are what drive continued success on sales teams.

article thumbnail

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.

article thumbnail

Is Lead Generation a Top Business Objective? Here’s Why We Think It Should Be.

The Center for Sales Strategy

Whether you call it cold calling, prospecting, or new business development, lead generation is critical piece for the sales success formula. In many current sales structures, the salesperson in charge of lead generation also oversees setting appointments, finding needs, selling solutions, and ensuring contracts are fulfilled. Sales managers are great at tracking pending business and placing accountability on the average number of new accounts.

article thumbnail

The Right Systems For Your Sales Business Path to Prosperity

Pipeliner

John Golden’s guest for today is Jennifer Seeno Tucker, the real estate industry expert and the author of the ‘Become A Rock Star Real Estate Agent’ book. She will talk about how to establish the right systems that will help you make your business more prosperous and successful. In this Expert Insight interview, we explore: Important factors of the systems.

System 96
article thumbnail

6 Musts for Sales Leaders Heading into the U-Shaped Recovery

Sandler Training

2020 was the year. Your company was going to experience exponential growth. The plans had been meticulously prepared and presented, blessed by the board, applauded by all business unit leaders around the table. The post 6 Musts for Sales Leaders Heading into the U-Shaped Recovery appeared first on Sandler Training.

article thumbnail

?? Work Passion, Collaboration in Remote Work

Pipeliner

What is the best way to make a remote worker both comfortable and productive during work? In this Expert Insight interview hosted by John Golden, Jacqueline Throop Robinson discusses how to bring work passion, collaboration, and cohesiveness together in remote work. Visite us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

How To 95
article thumbnail

Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

article thumbnail

Deliver a Stellar Sales Pitch By Learning Your Sales Script the Right Way

Sales Hacker

To deliver a stellar sales pitch, you need to tailor it to each specific lead — nothing new there. But customizing and personalizing your pitch comes more easily once you’re confident in your main plot points. And while it’s true that you can just sit down and memorize your sales script, you may find yourself forgetting parts of it mid-pitch. Learning is not straightforward.

Sales 94
article thumbnail

How Voya Uses Video to Connect Remote Workers

Allego

Organizations that went “virtual” overnight at the start of the Covid-19 pandemic have each responded differently to the new work environment. Some remote workers thrived, while others missed the face-to-face interactions that keep them focused and productive. One thing employees at Voya Investment Management immediately understood was this: without up-to-date news and information to keep them connected with teammates and customers, they may as well be working from the moon.

Video 83
article thumbnail

MindTickle and Halifax Consulting: Driving the Future Sales Readiness In Europe Through a Unified Enablement Approach

Mindtickle

The world was already moving away from classroom training toward a more ‘blended’ approach — a mix of face-to-face instruction with technology-mediated activities — becoming the preferred model for sales training among today’s organizations. According to Training Magazine’s 2018 Training Industry Report , 69.3% of training hours were delivered with blended learning techniques in 2018, up significantly from 34.7% the year before.

article thumbnail

Leaders: Avoid Overcorrecting in Response to a Crisis

Sandler Training

For leaders – and, let’s face it, for everyone else – the last few months have been nothing short of mind-bending. Most of us, in fact, are not even sure how to describe this period. The post Leaders: Avoid Overcorrecting in Response to a Crisis appeared first on Sandler Training.

article thumbnail

2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

article thumbnail

5 Questions to Ask Yourself Before Investing in CRM Software

Nimble - Sales

If we want people on the front lines of companies to be responsible for making good business decisions, they must have the same information that managers use to make good business decisions. – Ken Blanchard What’s that cliché that is totally overused yet so important when using CRM solutions? Ah, yes. That one size never […]. The post 5 Questions to Ask Yourself Before Investing in CRM Software appeared first on Nimble Blog.

CRM 113
article thumbnail

?? Sales Resilience – How To Build Resilience in Turbulent Times

Pipeliner

We are living through a crisis that is challenging everything around us and perhaps permanently changing the business world. Our new guest for today, Ann Grady, is the author, speaker, entrepreneur, and resilience expert that helps businesses all over the world to grow in times just like these. Visite us on Apple Podcast You can also find SalesPOP!

How To 78
article thumbnail

What is Marketing Automation and How Does it Help Salespeople?

Vainu

Good marketing requires a solid relationship between you and your prospects. Good sales, too. Hardly breaking news, I know. But with B2B sales moving into digital commerce, scaling interactions with your customers and prospects can sometimes prove challenging. Enter marketing automation.

Scale 62
article thumbnail

Hypothetical Selling

Selling Energy

Now is a good time to revisit lost proposals. Why? Because the circumstances are different now and your prospect might be willing to pick them up again. Capital costs are lower. The need for being more competitive, profitable, and valuable is higher than ever. And as with any sale you can find new ways to reframe the benefits, this time emphasizing the non-utility-cost financial and non-financial benefits rather than the utility-cost savings and rebates.

article thumbnail

The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

article thumbnail

The State of Sales Enablement in 2020

Sales Hacker

The post The State of Sales Enablement in 2020 appeared first on Sales Hacker.

article thumbnail

Mindtickle and Halifax Consulting: Driving the Future Sales Readiness In Europe Through a Unified Enablement Approach

Mindtickle

The world was already moving away from classroom training toward a more ‘blended’ approach — a mix of face-to-face instruction with technology-mediated activities — becoming the preferred model for sales training among today’s organizations. According to Training Magazine’s 2018 Training Industry Report , 69.3% of training hours were delivered with blended learning techniques in 2018, up significantly from 34.7% the year before.

article thumbnail

Simple Ways to Increase Sales Levels

Pipeliner

Running an online retail business can be exciting and rewarding, particularly given the popularity of online shopping. However, it can also be challenging because of the stiff competition you face coupled with budgetary constraints as a small retail venture. Naturally, you want to see sales levels rise, but trying to achieve this can be difficult. Fortunately, there are various steps you can take in order to increase sales levels so you can find methods that fit in with your needs and budget.

Retail 52