Miller Heiman Group

MARCH 19, 2020

In a crisis—whether it’s a health pandemic like COVID-19 , a natural disaster or another unforeseen emergency—those on the front lines make a difference. For sales organizations, that means sellers and customer service reps will take the brunt of the customer onslaught brought on by fear, uncertainty and doubt. Or, in certain industries, they may face a dearth of customers and panic and push sales to make their numbers—a misstep that could lead to diminished customer relationships.

Customer 84

Customer Face-to-face Policies Cancellation 84

Sales Hacker

MARCH 19, 2020

Here’s an important, and often overlooked, fact about B2B sales and marketing: Your customer data holds all the keys you need to grow your business. To succeed, you need to trust the data and step into predictive sales. It’s not as easy as it sounds, though. Many sales and marketing leaders try to get cute and overthink their targeting, messaging, content creation, etc.

Ideal Customer Profile 75

Ideal Customer Profile Top of Funnel Customer Lead Rank 75

InsightSquared

MARCH 19, 2020

Sales teams across the country are being forced into remote work situations in response to the COVID-19 crisis. This places many of you into a new and potentially uncomfortable situation. Rest assured, you are more prepared than you think. However, for some extra guidance, here are some best practices for managing a fully remote sales team from our very own sales leaders. .

Energy 77

Energy Enterprise Enterprise Face-to-face 77

SBI Growth

MARCH 19, 2020

CoVid-19 is creating an unprecedented situation. In the short history of Customer Success, we have not seen a crisis of this magnitude. Even those of us that are tenured, and have the gray hair to prove it, don’t have another.

Customer 270

Customer Leads Marketing Qualified Lead Marketing 270

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SalesForce

Sales and Marketing Management

MARCH 19, 2020

Author: Michael Dehoyos Artificial intelligence (AI) is increasingly involved in every industry and aspect of our lives. In most cases, we have not yet reached the widely discussed point where AI is replacing humans, but it is helping a lot of companies across a broad cross-section of industries accomplish tasks more efficiently and effectively. How AI can help with sales is less defined.

B2B 156

B2B Ideal Customer Profile Analysis Data 156

Predictable Revenue

MARCH 19, 2020

To achieve exponential growth, a consistent source of predictable opportunities is needed. That source is outbound sales. Tom talks about how he sources and closes leads on every salesperson’s favorite social media site, LinkedIn. The post How to turn 100 LinkedIn profiles into 10 meetings with Tom Abbott appeared first on Predictable Revenue.

LinkedIn 133

LinkedIn Meeting Social Media Outbound 133

SocialSellinator

MARCH 19, 2020

Many people use digital marketing and social media marketing interchangeably. They believe that engaging in different social media platforms is digital marketing, but this is just a part of it.

Social Media 133

Social Media Media Marketing 133

Anthony Iannarino

MARCH 19, 2020

There used to be a saying that when the United States sneezes, the rest of the world catches a cold. Increasingly, as the world has gotten much smaller and flatter, our interconnectedness has made us both more durable and more fragile. It no longer matters who sneezes when all of us can catch something far worse than a cold. A virus that begins in one country can easily hop a ride across the largest of boundaries, the oceans, on the daily international flights that allow us access to the world.

Journal 124

Journal Government Incentives Incentive 124

SBI

MARCH 19, 2020

Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. MATT– It’s vital for sales teams to understand that ~60% of the education phase is completed prior to a prospect even engaging with an organization. This means people have likely consumed content, visited the website and explored third-party reviews.

Sales Qualified Lead 115

Sales Qualified Lead Film Decision Maker Software 115

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Campaigns

Corporate Visions

MARCH 19, 2020

The post Virtual Selling Just Became Vital to Your Business by Jim Moliski appeared first on Corporate Visions. Are your salespeople prepared for the unique challenges of virtual selling? Before this month, at least 70 percent of sales calls were virtual, according to a study from Inside Sales. With the effects of the current pandemic, that number has skyrocketed.

Face-to-face 120

Face-to-face Sales Qualified Lead Lead Rank Lead Scoring 120

Allego

MARCH 19, 2020

Today’s post is by Yuchun Lee, CEO and Co-Founder, Allego. As the novel coronavirus (COVID-19) continues to spread in the U.S. and across the globe, I want to take a moment to let you know what Allego is doing to respond to this public health emergency and to offer some helpful suggestions. The challenges of the current situation may feel overwhelming, but there are steps you can take to get new hires up to speed and maintain productivity in uncertain times.

Travel 114

Travel Training Face-to-face Skype 114

Vainu

MARCH 19, 2020

A crucial part of a live performance happens behind the scenes. The word of the stage manager, the sound crew, the costume designer, and many other roles shape what happens on stage and bring writing to life. In a sales organization, there’s a set of activities that occurs behind the curtain to help sales organization run effectively, efficiently, and in support of business strategies and objectives.

Sales Operations 104

Sales Operations Objections Sales Strategy 104

SalesProInsider

MARCH 19, 2020

Greetings! Please picture yourself sitting on a really comfortable airplane seat, getting yourself all settled in as you’re excitedly thinking about the fabulous destination you’re going to and the wonderful things that you’re going to do there. Got yourself seated? Just snuggle in because those seats are so comfortable. As you’re getting situated, the onboarding announcements begin and the friendly flight attendant starts on their spiel, and one of the components is always this message: “In the

Energy 96

Energy Course Training Closing 96

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

Retail

Pipeliner

MARCH 19, 2020

Impacting Success With Understanding. Many salespeople looking to amplify their success and have more impact with their customers will look towards sales skills and things that they can do in the room or on the phone with their customers. However, in today’s marketplace, leaders are suggesting that this may not be the best area to focus on. Instead, leaders are recommending that salespeople improve their soft skills, like emotional intelligence, empathic listening, demonstrating understanding, a

Customer 95

Customer Influencer Groups Sales 95

Force Management

MARCH 19, 2020

Best Practices to Drive Great Outcomes. Your work environments may be shifting, but you and your team still have revenue goals to make. Nothing has changed about the need to use your time productively. Until further notice – the goal in today’s changing business world is to make the necessary transitions and stay the course.

Training 80

Training How To Course Revenue 80

Canidium

MARCH 19, 2020

There are times when your field sales team is unable to be in the field. Whatever the reason, the team being out of the field should not mean they’re on the bench. Sales can still be closed, lead generation efforts should not slow down, and current deals in the pipeline cannot be left idle.

Lead Generation 88

Lead Generation Field Sales Pipeline Closing 88

KLA Group

MARCH 19, 2020

By Kendra Olney Lee The novel coronavirus introduced uncertainty at all levels of life rather quickly. Businesses are rethinking how they’ll operate in the immediate future and what long-term implications the virus will have on their workforce. To meet social distance and self-isolation guidelines, many employers are introducing immediate work-from-home policies.

Guidelines 85

Guidelines Policies Groups Meeting 85

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Account Based Marketing

Highspot

MARCH 19, 2020

Even with the rapid growth in solution offerings, many businesses are challenged with how to effectively organize and manage sales assets. Why? Teams who have invested in content management solutions lack the internal processes necessary to maximize their value. ?As with any technology, simply purchasing software — in this case, a sales enablement platform — is not enough.

Face-to-face 75

Face-to-face Sales Enablement Maximizer ROI 75

Showpad

MARCH 19, 2020

Companies around the world are forced to face a rapidly changing business landscape. As economic uncertainty, remote workforces and other obstacles caused by COVID-19 transform day-to-day operations, organizations are learning they must pivot their sales strategies – and quickly – to confront the challenge. Here are four examples of companies shifting their strategies to succeed in this new reality. 1.

Company 71

Company Strategy Face-to-face SalesForce 71

Anne Miller

MARCH 19, 2020

When disasters like the corona virus happen, strong leadership is critical to manage the crisis and to reassure the population affected by it. On a (much) smaller, but nevertheless important scale, when disasters happen with your clients (e.g., a missed deadline, a system failure, a product glitch), your ability to manage the situation and reassure the client is equally important.

Strategy 62

Strategy Scale Policies Networking 62

Nimble - Sales

MARCH 19, 2020

Today, many companies actively use chat programs for business due to the coronavirus pandemic. Regardless of the size and scope of activity of the enterprise, members of the staff can use team messengers to optimize their work. Why Should You Use a Chat App? Using the office chat programs can significantly increase team productivity. After […].

Groups 94

Groups Software Software Enterprise 94

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Intent Data

Carew International

MARCH 19, 2020

Quote by Albert Einstein. In what seems like the blink of an eye, our lives have all been disrupted by the COVID-19 pandemic. Many of us are probably a bit disoriented, particularly when it comes to managing our day-to-day schedules—which may now involve working in a setting to which we aren’t accustomed. To combat the stress and uncertainty we may be feeling, it’s important to emphasize ways we can keep our spirits high: Start with a perspective that this is only temporary.

Exercises 66

Exercises Relationals Groups Tools 66

Nimble - Sales

MARCH 19, 2020

Customer Relationship Management software (CRM) is a game-changing tool for organizations. Companies looking to improve their services, increase their revenue, and grow their client base can benefit from using CRM. As the name implies, CRM software enables organizations to manage their clients effectively. Businesses can store valuable customer data that can help build meaningful relationships. […].

CRM 86

CRM Data How To Software 86

Sales Evangelist

MARCH 19, 2020

Rethinking The Way You Do Sales Automation What do you think of sales automation? Is it a go or a no for you? Perhaps it’s time you rethink the way you do sales automation. Gessie Schechinger works for a company called OnCourse, a brand new sales engagement platform. Most of his life, he’d been a professional peddler, jumping from one sales job to another.

Sales Automation 59

Sales Automation LinkedIn Study Follow-up 59

The Sales Developers

MARCH 19, 2020

The end of a quarter is a scary time for salespeople and sales teams struggling to hit their quota. . They may start it off with excitement at an ambitious goal (“We can do this!”). Then a new campaign or new product release is looked to that will push sales into the stratosphere. There might be a rallying cry to beat the odds and succeed. If that didn’t turn the tide, then it just gets scarier.

Top of Funnel 56

Top of Funnel Ideal Customer Profile Outbound Call-back 56

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

Atlatl Software

MARCH 19, 2020

In the analog economy, complex product purchases would require upwards of 17 visits to a brick and mortar retail location before making a purchase. Customers were forced to visit a physical location every time they wanted to investigate a product. Every question, every piece of information, and all product collateral was gate kept behind the doors of a store and its salespeople.

Buyer 53

Buyer Collateral Retail Sales Process 53

Selling Energy

MARCH 19, 2020

As a sales professional, you have an immense amount of knowledge about your offerings. You know what the benefits are, and you know how they can bring value to your customers. You know the costs, the savings, the typical project timeline, and so forth. It can be very tempting to jump right in and tell your prospects about the benefits of your project, how much money you could save them, and how long it will take them to recoup the cost of the project through energy savings.

Energy 52

Energy Benefit Objections Sales 52

Corporate Visions

MARCH 19, 2020

The post Virtual Selling Just Became Vital to Your Business by Jim Moliski appeared first on Corporate Visions. Are your salespeople prepared for the unique challenges of virtual selling? Before this month, at least 70 percent of sales calls were virtual, according to a study from Inside Sales. With the effects of the current pandemic, that number has skyrocketed.

Face-to-face 52

Face-to-face Sales Qualified Lead Call-back Lead Rank 52