Tue.Mar 31, 2020

Recovering From The COVID-19 Sales Wrecker

MTD Sales Training

Selling is tough at the moment isn’t it? We’ve had over 82 sales training programmes postponed! Some have moved over to virtual channels like webinars and online training but a lot are just waiting it out. You might be in the same situation. If you are, I hope this tip might help you.

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Assumptions that hold your sales organization back

The Pipeline

By Tibor Shanto. As I mentioned yesterday, I am going to point you to two great books coming just at a crucial time. Today, it’s by George Brontén , CEO of Membrain, and a long time sales friend.

ROI 215

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How to help your sales team get through COVID-19 crisis


Besides fear and anxiety, we’ve experienced a massive hit on sales in these last few weeks due to COVID-19. Along with our lives, even our businesses are at risk. Almost all the industries have begun to feel the heat of the Coronavirus crisis.

Retention is the New Growth – Why Customer Success Is Critical Today

Sales Benchmark Index

Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted. As my.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Storytelling in Leadership Starts With These Questions

Score More Sales

Sports fans inherently know the importance of storytelling. Unless they’re the type who look at the score or the outcome… and nothing else. No highlights. No recaps. No interviews. No social media. No conversations with other fans. B2B sales leadership

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More Trending

How to Attract Business in a Volatile Economy [March Referral Selling Insights]

No More Cold Calling

Waiting could be your Achilles heel—plus, everything you missed from No More Cold Calling this month. When the economy slows, the pace of decision making must pick up. Ram Charan , author of 25 books and consultant to CEOs, said that many years ago, but it’s even more relevant now.

The Mindset of Market Leaders – A Message from Our CEO

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

The Difference Between Gap Selling and Solutions Selling

A Sales Guy

Gap Selling has been out for over a year now and one of the most common questions I’m asked is, how is Gap Selling different than Solution Selling. Understanding how often I get this request, I thought I’d share my thoughts here and help folks understand they differ.

Sales Survival: Avoiding Panic, Paralysis, and Pessimism

The Center for Sales Strategy

Panic, paralysis, and pessimism —these “three P’s” are your enemy during any time of disruption and economic downturn. Your best strategy in business (and, in life) is to minimize each of them during this COVID-19 fueled business disruption.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

How to Adapt to the New Sales Environment: A 2-Step Approach to Navigating COVID-19

Sales Hacker

As salespeople, we’re naturally resilient. Every day we recover quickly from the many rejections we receive from prospects, clients, and the market, only to hop on a call and get rejected again. It’s part of our DNA to keep going despite adversities. Our current situation is no different.

Virtual Meetings create Virtual Stories. What are Yours?

Babette Ten Haken

Virtual meetings create a tremendous opportunity for everyone to co-create virtual stories. Together. Stories which support one another and the clients we serve. What are your stories? What are your experiences?

You Absolutely Need to Have These 10 Sales Meetings with Your Team

Anthony Iannarino

No one wants to have more meetings than is necessary. Everyone wants to avoid meetings where there is no plan and no real outcome outside of checking the box that the meeting was held. In business, and especially in sales, meetings are necessary, some of them critical to success.

How Enablement Leaders Can Become Superheroes


Events are canceled around the globe. In-person renewal meetings are no longer scheduled. And even handshakes are on hold. The world is going digital like it never has before, and yet quarterly quotas still remain.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Pipeliner AUTOMATIZER & Digital Processes


On a recent podcast, I was discussing digital processes with a guest and we agreed that while most companies had acknowledged the need to optimize and digitize many of their core processes, most had not gotten around to actually doing it.

Selling in a crisis: 12 ways to be proactive in your approach


The world is shutting down. Things are changing every day. And although I don’t have any clue what’s going to happen, I do have experience selling during a downturn. This is how I keep selling during a crisis, and you can too. Assume the worst. Now is the time to be realistic.

Start A Conversation From Afar With These 10 Zoom Backdrops

Sales Hacker

Quick! Clear the room. Move the dirty laundry basket. Pick up the kid’s toys. . It’s almost time for that Zoom sales call, and that means frantically trying to make the area behind your camera look more professional… or at least as professional as you can make it look…. . You know how it goes.

Sales Funnels: What They Are & What You Should Make Instead

Hubspot Sales

For the last fifty years, every company would live or die by the strength of their sales funnel. Closely scrutinized by everyone internal to the company — from individual sales reps all the way to the CEO — the sales funnel has been a staple of sales culture for decades. What Is A Sales Funnel?

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

PODCAST 103: Accurate Data Will Set Your Funnels Reviews on Fire with Todd Abbott

Sales Hacker

This week on the Sales Hacker podcast, we speak with Todd Abbott , the President and COO of InsightSquared. Todd and I discuss the reasons that we’re all running our forecasting and pipeline and funnel reviews in the wrong way because we’re reliant on reps inputting manual data.

The 10 Best Remote Sales Strategies from Someone Who’s Been there Before


On March 10, Drift made the decision to move all of its employees – across offices in Boston, Seattle, San Francisco and Tampa – to remote work. This was a big change for our nearly 400-person company, but one we knew was for the best. And a decision we know not everyone can make.

How To Be Nimble In Twitter

Nimble - Sales

If you are a Nimble user and use Twitter as a part of your social media business strategy, the tips in this blog post might come in handy.

You have your sales forecast. Now what?


Ask any sales leader what their forecast is and where they are relative to that number, and they can tell you with precision. But once you have your number, what do you do with it? So much is made of delivering a trusted sales forecast , but few look beyond this critical juncture.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

How 2 Brands Successfully Shook Up Their Sales Strategy

Hubspot Sales

Certain things are supposed to last forever — memories, diamonds, honey's shelf-life , The Spice Girls' friendship. Frankly, that list is pretty short, and I assume most people saw it and thought, "Wait a minute. I don't see love or sales strategies on that list. There's no way this is accurate!".

Meet Our Team

KO Advantage Group

KO Advantage Group Ltd is the fastest-growing sales training company focused on high-value B2B services. This is a time to showcase the amazing team that is behind the scenes. Tune in to get to know the team! "I’m

How Qventus Built Rapid Sales Onboarding for a Remote Workforce


Healthcare is one of the most important—and complex—industries in the world. In the current global health crisis, the access to healthcare has never been more critical. Medical science has taken huge leaps forward as new treatments and delivery systems become available.

8 Tips For Working Remote in Sales, from Andy Paul


Day 6 of WFH. Well, that’s not entirely accurate. I’ve largely WFH the last 20 years since starting my company in 2000. It can be incredibly isolating to work on your own. Since salespeople tend to be social animals this can be a hard period. The initial transition period is usually not so bad. It’s […]. The post 8 Tips For Working Remote in Sales, from Andy Paul appeared first on ringDNA. Sales Best Practices B2B sales remotework sales management

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Winning the emotional war in sales


Let’s be real for a second: we’re all stressed. There is not a single person on earth right now who is not stressed. Some of us are facing the health crisis with valid concern for our friends and families. Some of us are looking at a completely new work situation.

Recruiting and Retaining a Top Sales Development Team, with Daniel DeFilippo of Mimeo


Daniel DeFilippo started out as a public accountant. However, he soon found himself bored out of his mind. The breaking point came when he fell asleep at work and a highlighter bled through 400 pages of inventory. He made the jump to sales, where he’s thrived and built an impressive resume.

How to communicate apart while working remotely


Healthy communication with your team is always important. But healthy communication with a remote team during a global outbreak is paramount. Your team likely has a lot of questions and is wanting answers. They're looking for leadership and stability.