InsightSquared

APRIL 30, 2020

Every sales organization is experiencing a new level of sales uncertainty in this current climate. While we can all hope for a silver-bullet solution to arrive, the best remedy right now is actually within our grasps right now. I’m talking about pipeline visibility. Every deal means more now — that’s a simple reality. While you may have felt comfortable with the status of each deal, the health of everyone is no longer black and white.

Pipeline 62

Pipeline Remedy Licensing SalesForce 62

SBI Growth

APRIL 30, 2020

What is your sales and marketing organization doing to not only maximize your leads but also put your team in a position to make their number? In my last blog post, The Market Is Uncertain, But Your Demand Gen Strategy.

Lead Rank 240

Lead Rank Lead Scoring Leads Marketing Qualified Lead 240

No More Cold Calling

APRIL 30, 2020

It’s time to get rid of your sacred cows. A young girl watched her mother prepare dinner. She asked her mother why she always cut off the ends of the ham before putting it in the roasting pan. The mother thought about it for a moment and then admitted she didn’t know why. She said her mother always did it that way and told her daughter to phone her grandmother.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Sales and Marketing Management

APRIL 30, 2020

Author: SMM Staff An extended quote about creativity in a crisis is circulating around the internet more in these times. It is most often attributed to Albert Einstein, but there is some debate whether that is accurate. In the end, it doesn’t really matter. The insight is what’s important. The quote states: Let’s not pretend that things will change if we keep doing the same things.

Ideal Customer Profile 207

Ideal Customer Profile Scale Webinar Metrics Consumer 207

Advertiser: ZoomInfo

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.

Sales Cycle

SBI Growth

APRIL 30, 2020

Shifting the go-to-market model to digital has been a subject on the mind of market leaders for some time, and now it is being accelerated. For better or worse, COVID-19 has been the catalyst for a digital transformation that will.

Enterprise 156

Enterprise Enterprise Marketing Telecommunications 156

Keith Rosen

APRIL 30, 2020

Tune into this interview as Steven and I ponder the future of sales organizations, how coaching fits into this equation, why less than 1% of global companies have a healthy, thriving coaching culture, and the missing link to leadership success that’s guaranteed to develop a team of top producers. And of course, the meaning of life ;-). No PowerPoint, no videos, just open and frank discussion.

Coaching 113

Coaching Sales Management Guarantee Webinar Metrics 113

Predictable Revenue

APRIL 30, 2020

How do recruiters – key pieces to building a sales team – source talent for their clients and themselves? Jamie Scarborough from The Sales Talent Agency walks us through the ins and outs of sales recruiting. The post The ins and outs of sales recruiting with Jamie Scarborough of The Sales Talent Agency appeared first on Predictable Revenue.

Sales Talent 102

Sales Talent Revenue Sales 102

Babette Ten Haken

APRIL 30, 2020

Developing virtual client retention strategies always is mission-critical. Especially in moving “yesterday’s” business and client acquisition models forward. Where? Towards what’s next: tomorrow and future-forward. After all, there’s nothing like a global pandemic to catalyze that overdue alignment of Third Industrial Revolution business and hiring models with the dynamic, interconnected software and hardware systems of the Fourth Industrial Revolution.

Retention 101

Retention Ideal Customer Profile Strategy Hiring 101

Cience

APRIL 30, 2020

Digital selling platforms are quickly replacing phone-based and in-person selling today. Though B2C industries may be leading this change, B2B sales are not far behind. Consumerization of customer expectations is a natural outcome of this shift. Therefore having a customer-centric mindset and providing a great customer experience is becoming more critical in the B2B space as well. 90% of B2B executives say that customer experience (CX) plays a key role in helping them achieve their organization’

Ideal Customer Profile 102

Ideal Customer Profile B2B Company Churn 102

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Sales

Richardson

APRIL 30, 2020

In just two months, the selling industry has experienced sweeping change. The common characteristic of these changes has been the need to engage customers in a virtual setting. While this change was likely on the horizon, global events have forced businesses and individuals to fully embrace a virtual model practically overnight. This kind of wholesale change is demanding because it requires adaptation at all levels.

Industry 96

Industry Customer Opportunity Resources 96

Corporate Visions

APRIL 30, 2020

The post Remote Sales 101: Ten Easy Tips to Improve Your Online Meetings by Anton Rius appeared first on Corporate Visions. Remote sales are the only kind of sales these days. But if you aren’t familiar with the format already, learning how to sell effectively online can feel quite daunting. In our recent industry survey of over 500 B2B salespeople, 70 percent said they don’t believe remote sales presentations can be as effective as in-person meetings.

Meeting 95

Meeting Face-to-face Call-back Video 95

Force Management

APRIL 30, 2020

Our podcasts are a great way to refresh you and your teams on selling best practices. This month’s episodes featured some short episodes on how sales leaders can maintain productivity and improve focus on the pipeline. For your convenience we’ve summed up the episodes below. Launch them on your favorite podcast player, download, listen and tell your colleagues!

Pipeline 78

Pipeline Up-Sell Sales 78

Pipeliner

APRIL 30, 2020

Why this Needs to be a Priority for Organizations. Over the last few years, diversity and inclusion in the workplace have been a hot topic of discussion. It is heartening to see that the discussion has evolved from being buzzwords that are used to attract employees to essential requirements for corporate growth and prosperity. Many believe this is happening because more and more companies are seeing the vast benefits of broadening their employee base to be as inclusive as possible.

Ideal Customer Profile 90

Ideal Customer Profile Policies Channels Study 90

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

Nimble - Sales

APRIL 30, 2020

Digital marketing is one of the most promising fields in marketing and advertising, especially nowadays. The definition of digital marketing lies in the use of online platforms and technologies such as PCs and mobile phones/tablets to advertise a brand. Of course, this entails email marketing and social media. And since no brand is willing to […].

Social Media 125

Social Media Media Advertising Advertising 125

Allego

APRIL 30, 2020

Companies around the globe have canceled sales meetings and training sessions and are enacting work from home policies to help prevent the spread of COVID-19. Yet sales enablement professionals must get new hires up to speed and keep teams on track in a world where face-to-face meetings are impossible. Traditional training and sales enablement approaches won’t solve this challenge.

Training 83

Training Hiring Face-to-face Cancellation 83

Miller Heiman Group

APRIL 30, 2020

The longer the coronavirus pandemic persists, the more Darwinian the business climate will become: only the strongest organizations will survive. The survivors are likely to be the organizations that recognize long-term success isn’t premised on having the hottest product or lowest prices, which makes them easily replaceable. Rather, they know that a sound customer experience strategy is a differentiating advantage that will help them recover after the COVID-19 pandemic.

Customer 78

Customer Loyalty Margin Study 78

Mindtickle

APRIL 30, 2020

As Gen Z college graduates join Millennials in the workforce, businesses are starting to think about how employee onboarding processes engage these workers. After spending months finding the right person for a job, you don’t want to lose them due to a corporate onboarding process that doesn’t resonate or set them up for success. You risk shrinking that new-employee honeymoon phase with boredom and disillusionment.

Social Media 83

Social Media Lead Rank Video Retention 83

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Nimble - Sales

APRIL 30, 2020

Being a nutritionist or a dietician is a lot more demanding than it may appear on the surface of it. Even though many of the medical conditions that patients nutritionists face are non-life-threatening immediately, they definitely are life-changing. Every good nutrition expert knows the blissful effects of a proper meal plan on a patient’s life. […].

CRM 110

CRM Face-to-face Sales 110

Mindtickle

APRIL 30, 2020

G2, the largest software marketplace and review platform, announced the 2020 winners of its annual Best Software Awards this month. And we were very honored to have received the #1 ranking for Enterprise Products! This is a massive achievement and a testament to the value we bring to our customers around the globe. A big thank you to the hundreds of MindTickle customers who, in their own voice, provided reviews in the G2 platform about how they count on us every day to keep their customer-facing

Enterprise 82

Enterprise Enterprise Software Software 82

Canidium

APRIL 30, 2020

Configure, Price and Quote software (CPQ) is a versatile tool that can, and should, be used by a variety of industries. One industry that is not always considered is insurance. SAP CPQ is especially valuable for businesses with multiple stakeholders involved in the sales process, a complex approval and review processes, complex pricing decisions, or a lengthy and complex customer quote documentation.

SAP 72

SAP Insurance Insurance Industry 72

Mindtickle

APRIL 30, 2020

A sales training program teaches sales reps the skills needed for every step of the sales journey—from first contact through the close of a sale. While many businesses employ sales training, the most successful programs are tailored to reps’ individual needs. Best-in-class companies that enlist a training plan see their sales reps reach higher quotas by 31%, with a 10% increase in yearly corporate revenue.

Training 76

Training Negotiation Retail Quota 76

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

Sales Readiness Group

APRIL 30, 2020

We recently hosted a webinar with Sam Herring from Intrepid by Vitalsource to discuss how to make the pivot to Virtual and Digital Learning.

Pivotal 77

Pivotal Webinar Metrics How To 77

Carew International

APRIL 30, 2020

As we hear news that our world will begin to reopen over the next few weeks, many of us are probably starting to think of all the things we need to do that have been put on hold during quarantine. Just as we were overwhelmed with the need to quickly adjust our routines to incorporate social distancing and working from home, now we might be overwhelmed thinking about everything we need to get caught up on once things return to “normal.

Follow-up 69

Follow-up Training How To Sales 69

Cincom Smart Selling

APRIL 30, 2020

The extended stay-at-home and work-from-home policies most businesses are operating under due to the COVID-19 pandemic will permanently change some aspects of our working world. Regardless of market segment, industry vertical or even geographical location, this “new normal” will leave an indelible mark on all of us and all of the working processes in which we engage.

Policies 62

Policies Scale Outbound Segment 62

Chorus.ai

APRIL 30, 2020

Watch the Video. Today’s Daily Briefing marked the last day of April, and over a month of data and insights delivered to you every weekday morning. Thank you for tuning in! Jim Benton was joined today by Roque Versace , CRO of Troops. They discussed top-performing segments, and how Sales Tech can maintain their momentum. Here are the numbers: Sales Productivity Across Segments: Sales Tech meetings are way up. +14% above pre-COVID levels and +17% week over week.

Cold Calling 62

Cold Calling Segment Travel Call-back 62

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Cincom Smart Selling

APRIL 30, 2020

The extended stay-at-home and work-from-home policies most businesses are operating under due to the COVID-19 pandemic will permanently change some aspects of our working world. Regardless of market segment, industry vertical or even geographical location, this “new normal” will leave an indelible mark on all of us and all of the working processes in which we engage.

Policies 62

Policies Scale Outbound Segment 62

Guru

APRIL 30, 2020

Helping customers reach that coveted aha! moment with your products — and eventually realize their vision of success from when they originally purchased — can be really tough. When you get it right, though, successful customers lead to higher renewal rates, account expansion, and priceless case studies and references. They also provide your team with a deep sense of purpose in their work.

Case Study 62

Case Study Customer Training Study 62

Cincom Smart Selling

APRIL 30, 2020

Every organization is participating in the paper-to-digital transformation whether they realize it or not. Some have specific initiatives and projects underway to reduce paper and create and/or deliver more digital content. Others may not be able to identify budget line items or named projects, but the gradual digitization of the business is embedded throughout many projects across the enterprise.

Channels 62

Channels Face-to-face Insurance Insurance 62