Tue.Jul 28, 2020

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Disrupted, Not Derailed–Your Pipeline in the Time of Covid

Sales 2.0

This is a guest post by my friend David Krieger. David Kreiger is the President and Founder of SalesRoads. SalesRoads is a leading B2B Appointment Setting and SDR Outsourcing firm. [FYI from Nigel: you should contact them if you need this kind of help. They are the “real deal”!]. This year’s coronavirus pandemic and the resulting shutdown of much of the US economy has had an impact on just about everything: how we live, how we work, and even how we sell.

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The 4 Pillars of Flawless Marketing and Sales Alignment

SBI Growth

As a native marketer, I’ve only been on the same wavelength with the sales team at one company and was always surprised (not so much anymore) about how marketing and sales teams do not get along well. Does the following sound.

Marketing 255
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HubSpot is too expensive: Saving money on software without losing features

Nutshell

HubSpot charges way more than its competitors—sometimes ten times as much—even though it often gets trounced in head-to-head comparisons. How can it afford to do this? No, the answer has nothing to do with “audacity.” HubSpot has been around since 2006 and is a frontrunner in the marketing space. If you’ve ever Googled any sales or marketing tips, you’ve more than likely seen its content.

Hubspot 126
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Considering Technology-Driven Sales Prospecting? Examine the Pros and Cons of Automation

SBI Growth

As COVID-19 has left many businesses scrambling to adapt to changing economic and technological conditions, many top sales leaders are actively embracing the new normal with the latest technologies and best practices to improve their teams’ efficiency and make their.

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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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7 Ways to Identify the 'Rainmaker' on Your Sales Team

Hubspot Sales

It should come at no surprise that your sales team harbors a range of talents and strengths. Some members may be quick to close deals, while others are better at forging client relationships. In addition, every sales team should have some rainmakers. Yes, as in, make it rain! What is a rainmaker in sales? A rainmaker in sales is someone who frequently brings in new business and generates leads for the company.

Lead Rank 120

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Objection Handling in Sales: Everything You Need to Know

Chorus.ai

We get it. Objection handling is tough. Sales objections come in many forms, and it takes experience and quick wit to get used to them. It’s not just reps fielding sales objections who think so, either. As many as 35% of sales leaders believe objection handling is the biggest challenge their reps face. We’re here to help you understand how to handle objections like a pro.

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25 sales books every sales rep must-read in 2020

Salesmate

Books help in expanding knowledge. The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors. So, take the help of various sales books to enhance your knowledge and brush up your skills. Learn various strategies to effectively manage sales and close deals faster.

Lead Rank 103
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Getting Beyond the “Event” of the SKO

Force Management

2020 has forced many companies to make tough decisions, while constantly adjusting for benchmarks aimed at revenue recovery. As company leaders get closer to determining new revenue goals for the upcoming year, sales leaders are left with the task of finding impactful ways to align their sales organization around what’s needed to succeed. Working in an uncertain environment, pressures of the pandemic, and an entirely remote workforce has many sales leaders thinking of more ways to motivate and f

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Financial Knowledge for Entrepreneurs

Pipeliner

Schools don’t teach us how to run a business, so most of the entrepreneurs don’t have any prior financial knowledge before launching their careers. Our expert for today is Tracey Bissett, a banker on a mission to redefine the world’s economic future by increasing the financial literacy of entrepreneurs. In this interview, you can find out more about: Biggest entrepreneurial financial mistakes.

Hiring 95
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Price Bundling Strategy, Explained

Hubspot Sales

What do the Microsoft Office Suite and two reduced-price white chocolate macadamia cookies with the purchase of a six-inch Spicy Italian sub at Subway have in common? Not too much. One has a bunch of practical software applications that people generally lie about understanding on their resumes. The other helps parents keep their kids at bay in between games at soccer tournaments.

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Five Long-Term Sales Trends From the LinkedIn State of Sales Project

Miller Heiman Group

Change is constant in the age of the coronavirus, and it’s having deep effects on sales organizations. With the sudden transition to digital selling, lengthened sales cycles and personnel changes such as layoffs and furloughs, not only has the flow of prospects in sellers’ pipelines trickled to a drip, but customers have also become harder to reach and deals have become more challenging to close.

Trends 85
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Why It Is Impossible to Be Busy and Productive

Anthony Iannarino

It is impossible to be busy and productive at the same time. You are either one or the other, as they are mutually exclusive. The Prideful Claim of Being Busy. The word “busy” means having a great many things to do. When you say that you are busy, you are trying to get those great many things done, as evidenced by a long list of tasks and the rushed effort to complete as many as possible.

eBook 84
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Gong Makes The Latka Most Promising SaaS in California

Gong.io

At Gong we’ve been focused on helping businesses grow for the past 3 years, having raised $134M+ to support our mission, today we’re helping more than 1,000 of you! We’ve grown from to over 350 employees across our San Francisco and Tel Aviv headquarters. We’re excited to share that Gong has made it to the Latka most promising SaaS in California.

Churn 77
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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 Leaders Can Use Storytelling to Activate Empathy

The Center for Sales Strategy

“Could a greater miracle take place than for us to look through each other’s eyes for an instant?” — Henry David Thoreau. As children, we’re told many stories, some of which were created and passed down to help teach life lessons. Storytelling has been around for thousands of years, and there are many parables, fables, and legends that we share as a collective society.

Groups 76
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No substitute: For enabling sales, AI doesn’t beat good coaching

Showpad

AI: Attempting to extend human intelligence. The use of artificial intelligence (AI) or machine learning (ML) is increasing across all industries to augment data and rule-driven tasks including automation, deep analysis and decision making. . Simply put, AI systems are trained with defined rules from a known sample to make predictions for a new, unknown sample.

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4 Smart Digital Marketing Tips for Your Nonprofit Fundraiser

Nimble - Sales

Marketing a fundraiser involves more than just sending out an email or making a post on your organization’s website. It involves creating content that inspires your supporters to take action and choosing the best marketing channel to share that content. With a global pandemic discouraging in-person meetings, most fundraising campaigns are now taking place online. […].

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5 Employee Training Lessons Learned in One Year

Highspot

While many companies regard training as a required box to tick, others use it to nurture talent and create culture. At Highspot, we took the latter approach. One year ago, our team launched GROW, Highspot’s three-week new hire training program focused on developing and inspiring the most important aspect of our company — our people. As Revenue Enablement Manager, Learning & Development, it has been incredible to see the impact of GROW as Highspot tripled in headcount over the last year

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Nimble Places in Top 5 on Capterra’s List of Top 20 CRM Software

Nimble - Sales

We’re excited to announce that Nimble was ranked in the top five on Capterra’s list of Top 20 Customer Relationship Management Software out of 700+ CRM products! We Couldn’t Do it Without You! Capterra, the world’s first business software site to offer user reviews, shares Nimble’s passion for helping people grow their business by garnering […].

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21 Day Go for No! Challenge

Go for No!

There’s a rule in professional speaking that you should never start your talk with an apology. You probably shouldn’t start most things with an apology. That said, I am sorry that it has taken us so long to finally release this fabulous new tool. It’s called the 21 Day Go for No! Challenge and it takes you step by step through a self-directed challenge to see how many nos you can get for 21 days.

Tools 62
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Chorus Raises $45M Series C to Put the “R” in CRM

Chorus.ai

With the help of our incredible team and customer base, Chorus has revolutionized Revenue Org performance with AI. And now, we’re ready for take off. This morning, Chorus CEO Jim Benton announced our $45M Series C funding raise , bringing us to $85.2M total investment. This is a tremendous marker of the growth Chorus - and our customers - has seen over the past year.

CRM 62
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Meet Guru’s Search Team

Guru

We’re always working to enhance and improve our users’ experiences with Guru, from the way knowledge is created in our editor to how it’s shared through Slack , Teams , and beyond. One area that holds a special place in our team’s heart is our search functionality, which is core to how our platform is used to seek and share knowledge. Last November, we shared a glimpse into how we use product data to improve search within Guru.

Meeting 62
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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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Learning from Past Recessions – Smart Companies Continue Growth Path

Lead411

It is no surprise that sales and marketing departments are seeing more and more budgetary restraints from companies this year. Too many unknowns in the business world cause companies to pull back, run lean and ride out the storm. However, if past recessions have taught us anything, it is that nothing gets better if we stand still. According to an HBR study, that researched companies that pulled out of past recessions “Firms that cut costs faster and deeper than rivals don’t necessarily flouri

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Tips for Better Sales Calls

Selling Energy

Over the course of my 45 years as a sales professional, I’ve steadfastly adhered to certain best practices for speaking with my prospects and clients.

Course 59
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TSE 1322: 10 things New Sellers Should Avoid Doing

Sales Evangelist

10 things new sellers should avoid doing We all make mistakes from time to time but you can’t avoid them if you don’t know they’re mistakes. In this episode, Donald will share 10 mistakes he’s made so you he’s made so you don’t have to. Mistake #1: Being pushy People hate pushy sales reps. These are the ones that are often associated with being a stereotypical “used car salesperson.

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Why SDRs are the “glue” of an organization (David Dulany; CEO Tenbound)

Tenbound

The “father” of Sales Development and CEO of Tenbound, David Dulany, joins the show and shares his thoughts about the current Sales Development landscape. Learn why SDRs are the “glue” to any organization, how SDRs can ensure sales and marketing alignment, why 3-4X pipeline is essential to crushing quota, and how SDRs can make an impact from Day 1. Sign you for David’s FREE Sales Development.

Quota 52
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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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The WHERE Matters: Outlining a COVID-19 Sales Coaching Cadence

CommercialTribe

No matter what you call it — “the new normal” or “the next normal”— the COVID-19 pandemic has caused dramatic shifts in the B2B sales landscape, and many organizations are struggling to adapt. While some teams have moved beyond the constant firefighting that marked the early days of the crisis, many organizations and the industries they sell to are still in the recovery phase and are focused on identifying the initiatives that will drive growth in the near future and long term.

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5 Steps To THRIVE As A SDR (Sales Development Representative)

Tenbound

David Dulany is a sales development representative expert and on this episode he is explaining the steps to standing out as an incredible SDR and making the leap up to an account manager position as quickly as possible. Subscribe on Youtube: [link] Subscribe on iTunes: [link]. Source.

Account 52
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Stop the Discounting…Even When Business Has Slowed

Braveheart Sales

We are seeing a selling panic ensue due to the turmoil of the last few months. Salespeople have been doing anything to win business, no matter what the price. This trend obviously isn’t a good one, so I have reviewed some data and contemplated exercises to help salespeople sell value rather than sell based on price, Yes, we can certainly coach salespeople on what to say and when.