Mon.Sep 20, 2021

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5 Ways Sales Automation Will Help Your B2B Company Thrive

Sales and Marketing Management

Automating sales and marketing activities lets you focus your human resources elsewhere. When your sales agents don’t have to spend hours creating proposals or prospecting, they can do more in less time. The post 5 Ways Sales Automation Will Help Your B2B Company Thrive appeared first on Sales & Marketing Management.

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The Monday Morning Breakfast For Champions Podcast – Episode 40 – Jay McBain

The Pipeline

Subscribe today , and take the Breakfast on the go! Jay McBain is one of the most visible and respected thought leaders in the global channel. Named 2021 Channel Influencer of the Year by Channel Partners Magazine, Top 40 Under Forty by the Business Review, as well as numerous channel magazines top influencer lists, he is often sought out for industry guidance and future trends.

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Buyer Engagement: 3 Crucial Data Tips

Zoominfo

Every salesperson has a hefty responsibility: find new business, engage decision-makers, and close deals. Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. How do you engage customers and get them excited about your offer?

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Is Trust Sufficient?

Partners in Excellence

Colleen Francis is running a fascinating survey on LinkedIn. She’s posed the question, “If buyers know you, like you, and trust you, will they buy from you? It caused me to reflect, “is trust sufficient?” Without a doubt, trust is can be a critical element in the customer’s buying decision—we look at the opposite condition, “Would people buy from people they don’t trust?

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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

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Stop Your Boring Outreach

Predictable Revenue

Dale Dupree talks about how to create experiences that cause familiarity, fuel relevance, drive curiosity and give your prospect a REASON to meet with you. The post Stop Your Boring Outreach appeared first on Predictable Revenue.

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Is Lead Scoring a Dead or Rising Trend?

Sales Hacker

Spoiler alert: it’s not dead, but it is evolving. Businesses put an enormous amount of time, energy, and resources into connecting with leads and trying to convert customers. They’re using a million tools out there, including lead generation tools, ad platforms, CRMs, business consulting services, and more. There’s a blind spot, though, when it comes to lead scoring.

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What is The Pipeline, anyway? A note from our editor

Zoominfo

The stories of work are the stories of our lives. For so many of us, work is how we learn to reach new heights and push past disappointments. It’s where we forge lasting relationships and build a future for our loved ones. Our work determines where we live, how we socialize, and whether we’re fulfilled or frustrated. Our work isn’t everything. But it means a lot.

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Top Development Trends and Tips

The Center for Sales Strategy

Does your organization have a turnover problem? Do you worry that your top talent will leave for another opportunity? It may be time to refocus on people development and revisit employee growth plans. We all know that ongoing coaching, training and development are important and key factors in retaining employees long-term. According to LinkedIn, 94% of employees say they would stay in their role longer if their company invested in their professional development.

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Personalization Should Be Synonymous With Prospects

Pipeliner

If salespeople want to maximize their profits and make the most out of their time, they need to learn how to personalize their prospects while conserving time. While this might seem contradictory, it can be done with good prospecting software and a detailed prospecting plan. . The Importance of Continually Prospecting. Continually prospecting allows you to keep your sales funnel full and helps eliminate end-of-the-month scrambling to close deals.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Lessons in Leadership with Ted Kulawiak

criteria for success

Happy Monday, Let's Talk Sales listeners! This week's guest is Ted Kulawiak. Ted is the President of Ted Kaye Sales Management Training LLC , guiding clients to reach their desired business goals. . Ted spent his career in senior sales leadership and training roles in the advertising and media sales industry, as well as executive leadership roles in higher education.

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Can The Sales Profession Teach Us Life Lessons?

Pipeliner

To my surprise, the sales profession can teach us life lessons, as unusual as this may sound. Not until years later did I realize it was fortuitous to be in the environment. The teachings begin in the sales office and then expand out to our clientele, networks, and private matters. The one ‘make it or break it qualifier’ for sales success is in our communications.

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How to Succeed at Being Assertive [PODCAST]

Sandler Training

Mike Montague interviews Paul van den Hoven on How to Succeed at Being Assertive. . The post How to Succeed at Being Assertive [PODCAST] appeared first on Sandler Training.

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What is a Franchise Disclosure Document (FDD) and Why Do You Need One?

Hubspot Sales

Purchasing a franchise is an excellent way to become a business owner while buying into an established brand. You’ll receive business guidance, marketing assets, training, and much more. However, while this is a great opportunity for you as an entrepreneur, you’ll want to make sure that you are making a sound business decision and are protected throughout the process.

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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.

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Webinar: Does Your Sales Compensation Plan Encourage Bad Behavior?

Janek Performance Group

A sales organization’s compensation plan can be an important driver of success. It can motivate and inspire reps to not only meet but exceed quota. However, the reverse is also true. A comp plan that is too complicated or not fully understood could encourage bad behavior. Recently, Janek Managing Partner Nick Kane joined Tanner Lacey, the Co-Founder and Director of Go-to-Market Strategy at Spiff, a leader of sales compensation software and commission tracker, for an informative webinar.

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Better Together: Vainu and Salesforce

Vainu

With more than 100,000 concurrent customers, and a host of accolades to their name, Salesforce is a giant within the CRM software industry. Offering a full range of cloud-based features and functionalities, Salesforce has for more than a decade been helping its customers streamline their communicative efforts with prospects, helping them close more (and bigger) deals and grow their bottom line.

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What’s in Your Sales Tech Stack?

LeadIQ B2B Sales Prospecting

Looking to update your Sales Tech Stack? We break down the surprising trends you should know from Sales Hacker's Sales Stack in 2021: ROI, Adoption, and Impact report.

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Upselling through Customer Analysis with Internal and External Data

Vainu

Growth or revenue creation can be fueled by two mediums: selling to a new customer or selling to an existing customer. We’ve written about using data and analytics when prospecting and selling to new customers, but how does it translate when selling to existing customers? Now, it’s time to cover customer analysis so you can determine real upselling opportunities.

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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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How to Win More Business: 5 Pitching & Presentation Tips for 2023

Close

Good presentation design is key to selling the right idea or story to your customers, and could be the difference between landing a new client—or satisfying existing ones—and putting off potential customers.

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Super Powerful Negotiation Tip

Nyden on Negotiation

Master the use of normative leverage. Normative leverage is the skillful use of common standards, social norms, and shared interests to create an argument to gain an advantage or protect a position an organization has taken. When using normative leverage, contract professionals frame an organization’s needs as shared principles and norms that both companies strive to live by.

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Going Exponential

Selling Energy

Over the past twenty years there has been an explosion of data-based companies surpassing their “traditional” or “linear” counterparts. Most of this is due to how virtually free and accessible information is these days. Instead of maps, customers opt to use GPS systems or apps like Waze. Taxi services have largely been supplanted by Uber and Lyft. Dating has expanded into digital interfaces like OkCupid and Match.

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Three Takeaways from the 2021 Gartner Market Guide for Sales Enablement Platforms

Highspot

To buy or not to buy? That is the question – at least it is for the many revenue leaders looking to invest in an enablement platform. And with good cause: our sales enablement space is undeniably complex. As a result, overwhelmed buyers are more likely to retain subpar solutions even as research shows that modern platforms increase win rates. Faced with limited time and a messy market, what’s a revenue leader to do?

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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.

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Apple’s Mail Privacy Protection is Here

Appbuddy

Today is the day. Apple just released iOS 15, which includes its latest privacy feature, Mail Privacy Protection (MPP). This has been a hot topic among marketers since Apple first announced their plans to introduce the feature back in June. Regardless of how much (or how little) you chose to prepare your email program for this release, it introduces a huge change for marketers.

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Speaking Your Customer's Language | Shaheem Alam - 1490

Sales Evangelist

A fundamental aspect of sales is communication (that much is obvious.) But no matter how good at communicating you are, if you’re speaking a different language than the prospect, your chance of landing the sale is slim. As we continue our series stressing the importance of differentiation, Donald is joined by the co-founder of FiveRings Marketing, Shaheem Alam, to learn how to speak like the prospect to make a lasting (and positive) impression.

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The Total Economic Impact™ of Lessonly for Customer Service Enablement

Lessonly

A global telecommunications company saved $6.7 million dollars with virtual training for their customer service reps—and that’s not all.

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Speaking Your Customer's Language | Shaheem Alam - 1490

Sales Evangelist

A fundamental aspect of sales is communication (that much is obvious.) But no matter how good at communicating you are, if you’re speaking a different language than the prospect, your chance of landing the sale is slim. As we continue our series stressing the importance of differentiation, Donald is joined by the co-founder of FiveRings Marketing, Shaheem Alam, to learn how to speak like the prospect to make a lasting (and positive) impression.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Reap the Rewards of your Training Software: How One Customer Saved $6.7 million with Lessonly 

Lessonly

Choosing the right solution to provide training, enablement, and coaching is a big decision. You want to onboard new hires quickly, provide continuous enablement efficiently, and deliver powerful coaching effectively. You also want to ensure that whatever system or tool your organization purchases pays off in the long run. After all, making any type of investment and buying decision is a big deal that has the potential to make or break your company’s bottom line.

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Speaking Your Customer's Language | Shaheem Alam - 1490

Sales Evangelist

Continuing the series of differentiation. Cofounder of Firebase marketing. At any given time he helps 20-30 SAS companies or tech companies go to market and help with sales. The big problem here is we're trying to differentiate ourselves. What does that mean to speak your customer language? It comes down to very basic psychology: people buy from people they like, and people like people who are similar to themselves.

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6 [CRITICAL] Tips on How to Close the Sale

Marc Wayshak

Of all the sales opportunities you’ve had in the past couple of months, how many of those deals have just slipped away? And how many have gone into a really long sales cycle —so long, you don’t even remember exactly where they are in the process ? You’ve probably been told that “sales is all about closing the deal.”. But in reality, this view of sales isn’t very helpful.

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