Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? It turns out they’re pretty important. Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers. But consider this: HubSpot Research found that 72% of companies with less than 50 new opps per month didn’t achieve their revenue goals, compared to 15% with 51 to 100 new opps and just 4% for companies with 101 to 200 new opps.”.

Data 246

Data Prospecting Strategy Cold Calling 246

SBI Growth

FEBRUARY 1, 2021

One of the main differences this past year was the emphasis on digital strategies geared towards getting closer to the customer rather than traditional cost-cutting. The impact of this is profound, and in industries where getting closer to the customer.

Revenue 334

Revenue Industry Strategy Customer 334

Bernadette McClelland

FEBRUARY 1, 2021

I love a sunburnt country. And the salt lakes of Sea Lake. Where deadened tree trunks boast. Behind salt entwined fence posts. Laying home to make-believe sharks. Who were chasing make-believe men. That were hilariously placed. by a strategic comedienne. Where the street art is lit up. Not just by the glow of the moon. But the inner light of people.

Journal 170

Journal Majestic Harvest Banking 170

John Barrows

FEBRUARY 1, 2021

Our guest this week is Galem Girmay, a strong advocate for women in sales and Co-founder of the very popular and fast-growing networking Slack community, RevGenius. Galem is a valuable resource and joins us to discuss the meaning and value of community, and what it means to be truly engaging and engaged. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify.

Social Media 191

Social Media Networking LinkedIn Media 191

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

Zoominfo

FEBRUARY 1, 2021

You manage a small business and its marketing. Maybe your marketing efforts are more ‘throw it at the wall and see if it sticks’ than a fine-tuned ROI machine. Let’s change that. What is small business marketing? The goal of small business marketing is to attract leads to your business. You attract leads by providing content online (e.g., on your website) that moves potential customers to take some sort of action.

Small Business 145

Small Business Small Business Ideal Customer Profile Lead Rank 145

Zoominfo

FEBRUARY 1, 2021

How important are prospecting insights to your sales strategy? It turns out they’re pretty important. Of course, your sales strategy’s success, including reaching your revenue goals, depends on the sales team hitting their numbers. But consider this: HubSpot Research found that 72% of companies with less than 50 new opps per month didn’t achieve their revenue goals, compared to 15% with 51 to 100 new opps and just 4% for companies with 101 to 200 new opps.

Ideal Customer Profile 100

Ideal Customer Profile Data Strategy Prospecting 100

Julie Hanson

FEBRUARY 1, 2021

Reading body language on video calls is like learning another language! Many movements and expressions can have completely different meanings on video than in-person – most of which have nothing to do with you or your message. Misinterpreting those signals as a salesperson can cause you to lose your mojo – and the deal if you’re not in the know!

Video 121

Video Face-to-face Call-back Guarantee 121

HeavyHitter Sales

FEBRUARY 1, 2021

I think I know why Extreme Networks stock has doubled in the last 90 days. You see, I had the privilege to present to the 800+ incredibly talented and motivated sales professionals at Extreme Networks last week. Along with  Joe Vitalone  (Chief Revenue Officer) and  Ed Meyercord  (CEO), we spoke about the how COVID has changed technology sales and I shared my research on the attributes of high performing technology sales organizations.

Networking 88

Networking Hotels Channels Research 88

Hubspot Sales

FEBRUARY 1, 2021

Entrepreneurship is the process of starting a business or building upon an existing one. The goal of entrepreneurial processes can be to make a profit, make a meaningful impact on society, contribute to social good, or combine the two. The process can be risky and uncertain, requires long-term determination and persistence, and, often, acceptance of failure.

Company 101

Company Scale Small Business Small Business 101

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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.

Sales

Sandler Training

FEBRUARY 1, 2021

Mike Montague interviews James Abraham on How to Succeed at Neuro Selling. The post How to Succeed at Neuro-Selling [PODCAST] appeared first on Sandler Training.

How To 92

How To Training Sales Process Sales Management 92

Sales Hacker

FEBRUARY 1, 2021

While the link between retaining customers and profitability is pretty well understood, most companies still approach customer retention with piecemeal initiatives. Why is it that companies have a sales process they follow rigorously to win business, yet avoid the same discipline in managing those customers throughout the lifecycle of their contracts?

Retention 74

Retention Ideal Customer Profile Customer Decision Maker 74

Close

FEBRUARY 1, 2021

As a sales manager, barging in on an in-progress sales call can be a stressful experience. But when done properly, call barging can be used as an effective tool and strategy to close more deals.

Closing 72

Closing Tools Strategy Sales Management 72

Sales Hacker

FEBRUARY 1, 2021

I’d like to tell you a story that began with a pretty simple question: “Where are all the Black sellers in tech?”. The Question of Where. As a young Black tech seller, I’m one of many who ask this question. A lot. . From sons of Ethiopian refugees in Canada, like me, to suburban black girl business school seniors, to the young brother on a Southside Chicago block whose eyes light up watching The Social Network, to Boston CROs examining the world from their offices. .

Hiring 69

Hiring Groups Conference Follow-up 69

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

criteria for success

FEBRUARY 1, 2021

Happy Monday, Let's Talk Sales listeners! This week's featured guest is Tom Krieglstein. Tom is the founder and CEO of SwiftKick , a company that trains leaders and their teams on how to build a culture of connection within their organizations. As an experienced speaker, he's won 7 National Speaking Titles. He's also coached leaders at some of the largest companies in the world.

Scale 59

Scale Twitter eBook Energy 59

Sales Hacker

FEBRUARY 1, 2021

If you missed episode 145, check it out here: Lessons Learned From Winning by Design with Jacco van der Kooij. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:10]. Who is Callie Moriarty and what is 6 River Systems? [3:00]. Lessons learned from nine months in enterprise sales [10:18].

Enterprise 69

Enterprise Enterprise Hiring Follow-up 69

Bigtincan

FEBRUARY 1, 2021

Financial services teams need document management software to do one of two things: Store files and documents from disparate sources in one central repository. Automate the creation of client books and other financial documents. Most organizations in the financial industry don’t do these efficiently. Files are stored in secure, but scattered systems, and teams usually […].

Software 52

Software Software System Industry 52

Infoteam Consulting

FEBRUARY 1, 2021

A recent article about 21 popular sales methodologies got me thinking about my own criteria for what makes a sales methodology good. I developed this check-list to help you assess your company’s sales methodology and to identify areas for improvement.

Sales Methodology 52

Sales Methodology Sales Sales Management 52

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Data

Bigtincan

FEBRUARY 1, 2021

Are you in a position where you need to help manufacturing sales reps be successful? You are trying to deliver what they’re asking for but still getting little traction. What you want to know is what content are your manufacturing reps really looking for? You have hundreds, perhaps thousands, or millions of individual products and […].

Positioning 52

Positioning Sales 52

Selling Energy

FEBRUARY 1, 2021

When disaster hits, writers pick up their pens. The past year has been no exception, with the twin challenges of a worldwide pandemic and a resulting recession. There’s plenty to be said on the subject! When all is said and done, however, how can any of that commentary help the efficiency business? What can be learned from it? What are the immediate and long-term impacts of any of this advice?

Sales 52

Sales 52

Pipeliner

FEBRUARY 1, 2021

Building and maintaining trust is important to the overall success and growth of your business. As we settle into 2021, maximizing trust is a top priority for sales managers and professionals, company leaders, and entrepreneurs. Achieving a deep-seated trust among consumers toward your brand is dependent upon your ability to adapt your strategies, practices, and business systems to this newly focused foundation.

Maximizer 52

Maximizer How To Consumer Energy 52

CloserIQ

FEBRUARY 1, 2021

As the state of the pandemic is improving and more and more people are getting the vaccine, companies face the decision to remain remote or open up their offices again. Despite changing circumstances, ensuring high sales performance remains a key goal for most companies. If your company took a hit due to coronavirus, boosting sales might be imperative.

Hiring 53

Hiring Distribution Oracle Scale 53

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

SocialSellinator

FEBRUARY 1, 2021

Google 115

Google Trends 115

SalesHandy

FEBRUARY 1, 2021

Sales prospecting is tough — a lot of effort goes into finding new customers to reach out to. What often undermines sales prospecting efforts is outreach, with emails landing in your prospect’s spam folders. This is especially the case with Gmail, which further segments your emails into lesser engaging categories like promotions, apart from spam filtering.

How To 51

How To Promotion Social Media Report 51

Sales Evangelist

FEBRUARY 1, 2021

For an organization to succeed, it is important for sales leaders to see the benefits of building a diverse sales team. In this episode, Donald talks about three reasons why diversity and inclusion are important. The sales statistics The US Bureau of Labor Statistics reported in 2019 that 86% of sales managers were white and 80% of people in the sales occupation are white as well.

Benefit 40

Benefit Survey Study Report 40

A Sales Guy

FEBRUARY 1, 2021

This is not a pleasant post, so I’m just gonna get right to it. I believe in risk. I’m a fan of swinging for the fences and going big. It’s for this reason I contracted Chamber Media to do a “viral ad” for A Sales Guy. I was impressed with a few of their ads I had seen on Facebook. They were funny, engaging, and memorable.

Media 116

Media Guarantee Campaigns Video 116

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Report

Sales Evangelist

FEBRUARY 1, 2021

For an organization to succeed, it is important for sales leaders to see the benefits of building a diverse sales team. In this episode, Donald talks about three reasons why diversity and inclusion are important. The sales statistics The US Bureau of Labor Statistics reported in 2019 that 86% of sales managers were white and 80% of people in the sales occupation are white as well.

Benefit 40

Benefit Survey Study Report 40

Hubspot Sales

FEBRUARY 1, 2021

As the cheesy saying goes, there is no "I" in team. However, there are a few in "hiring mistake.". Hire well and you’re more likely to have a high performing and happy team. Hire just one wrong person, commonly known as a "hiring mistake," and you’ll spend a lot of time, energy, and money trying to fix your team. In fact, one of the most expensive mistakes you can make is hiring the wrong rep.

Hiring 99

Hiring Sales Management Hubspot Top of Funnel 99

Sales Evangelist

FEBRUARY 1, 2021

For an organization to succeed, it is important for sales leaders to see the benefits of building a diverse sales team. In this episode, Donald talks about three reasons why diversity and inclusion are important. The sales statistics The US Bureau of Labor Statistics reported in 2019 that 86% of sales managers were white and 80% of people in the sales occupation are white as well.

Benefit 40

Benefit Survey Study Report 40