Thu.Aug 27, 2020

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Sales Scrum Podcast Episode #18 – Guest Darryl Praill

The Pipeline

Sales Scrum Podcast Episode #18 – Guest Darryl Praill. This week we have a We The North edition of The Scrum, we welcome Darryl Praill, Chief Marketing Officer at VanillaSoft. Darryl will guide us through a tour of the “fundamental pillars” of running Inside Sales and Engagement practices! To what extent do CRMs and Marketing Automation tools help in achieving the results?

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An SDR’s Field Guide to Sales Territory Mapping

Zoominfo

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Without knowing how the board is laid out, you won’t know which directions the pieces should go. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind.

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The Best Online Sales Training Ever

A Sales Guy

It’s here, We just dropped Gap Selling Online Sales Training and it’s going to blow your mind. It’s 5 – 8 hours of engaging, customized, choose your own journey experience. We are extremely excited about this training. It’s like nothing you’ve ever experienced. Each participants journey is there own as the training adjusts and offers different experiences based on each salespersons own experiences and engagement.

Training 168
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An SDR’s Field Guide to Sales Territory Mapping

Zoominfo

Sales territory maps serve as the game boards for outside sales, which makes field sales reps the game board pieces. Without knowing how the board is laid out, you won’t know which directions the pieces should go. Though it can be tedious, sales territory mapping provides a framework for strategic planning — ensuring that sales reps don’t go into meetings blind.

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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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The 2 personalized touches that generate 80% of Chili Piper’s opportunities

Predictable Revenue

Learn how, in the middle of Covid-19, Michael’s team had their best month ever, Michael’s philosophy on cadences, writing the first email, how to find the right messaging for your company, and much more! The post The 2 personalized touches that generate 80% of Chili Piper’s opportunities appeared first on Predictable Revenue.

More Trending

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New Product? How CPQ Fast Tracks Go to Market

Cincom Smart Selling

Successful product rollouts are largely a matter of execution. You can have the greatest widget in the world but if you blow the rollout, no one will know about it; no one will understand how to sell it; and no one will buy your widget. CPQ can help you launch new products more effectively and in less time. Today, product success is frequently determined by who gets to market first.

Marketing 118
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Good Revenue And Bad Revenue

Partners in Excellence

It might seem odd, particularly in these difficult economic times, to talk about the concept of “good and bad revenue.” Some of you may be thinking “revenue is revenue, all revenue is good!” What’s the difference between good and bad revenue? Good revenue has the following characteristics: It generates strong profitability because it is from deals that we know how to support well.

Revenue 112
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What You Should Do When You Lose a Big Deal

Anthony Iannarino

No one goes without a loss in sales. You will not win every deal, and you will win some that you don’t deserve to win while losing others you should have won. It can be challenging to know how and why you lost a deal, and without understanding what caused the loss, you may repeat mistakes that cause future losses. Here is how you should think about a lost deal, especially big deals , and a list of actions that will allow you to improve your approach.

Call-back 112
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Follow This Simple Process for Pre-Call Planning

Hubspot Sales

The sales call — one of the most imposing, potentially uncomfortable realities of sales life. Successfully conducting one can be a tricky process to navigate. On one hand, you can't script your call. You don't want to come off as too nervous to deviate from some rigidly defined course you've set for the conversation. On the other, you can't just wing it.

Hiring 108
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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The Two Biggest Ways Deal Structures Have Changed in 2020

Crunchbase

The first half of 2020 has reshaped business globally, but it can be difficult for sales reps and sales leaders to fully understand or address the total impact as they continue to work toward hitting quotas. This scenario can cause increased stress and tension across teams as many people “feel” the difference but are unable to pinpoint the exact shifts they need to make or how to effectively overcome them.

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Sales Readiness Software vs LMS - What You Need To Know

LevelJump

When it comes to training your sales reps to be successful in the digital, agile, modern world, it might seem like there are a lot of different kinds of tools to help them do that.

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Avoiding Sales Team Burnout During a Pandemic

Crunchbase

Burnout can exist in any vertical when someone is doing the same task over and over again at an unsustainable pace. While this feeling can come about at any time, for some organizations the COVID-19 pandemic has stretched teams thin, pushing them to the brink of burnout. Although there are many root causes of burnout, this particular wave may have come about because many companies were forced to furlough employees, shifting the workload to those who remained employed.

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Sales Interview Questions Template

The Digital Sales Institute

Preparing for a sales interview means researching and understand what type of sales interview questions you may get asked. Cultivating interviewing techniques is undeniably a skill, however as we may only use this skill a limited number of times, salespeople can be better salespeople than interviewees. In many ways an interview is like a sales meeting, where they tend to thorough, demanding, draining and rigorous.

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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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Building an Executive Presence

Pipeliner

Executive Presence Defined. Executive presence is when someone walks into the room with poise and confidence. There is an authenticity about them that communicates that they have it together. They’re able to quickly engage with people, and connect with people. They broadcast to others that they’re the one in charge, that they’re a cut above the rest, and that they have what it takes to be successful and succeed at whatever it is they put their mind to.

ACT 98
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How to Use Dimensional Questions to Maximize Your Team’s Performance

Carew International

In Carew sales training programs, we teach the Exploratory Process as a way to find the customer’s gap or desired outcome. There are several types of questions sales professionals can use in their exploratory conversations with customers that will reveal different information about the customer’s problem. One of these types of questions is the Dimensional/Insight question , and it is used when the customer has stated they are 100 percent satisfied with the current state of their business.

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How to Write Non-Fiction Books to Enhance your Business

Pipeliner

Have you ever thought about writing the book? In this Expert Insight Interview, Dr. Angela Lauria discusses how to write, publish, and sell non-fiction books to enhance your business. Dr Angela Lauria is an entrepreneur, founder of The Author Incubator, published author, and podcast host. The interview discusses: How to write a Non-Fiction Book. How to embrace your voice and things you know.

How To 98
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6 Security Features to Look for in Your CRM Software

Nimble - Sales

Customer relationship management (CRM) programs have become necessary in today’s business world. To make it ahead of the competitors, you need to employ every trick they have and more. CRM software streamlines tasks while putting everything you need to know about your business in one place. For a CRM solution to be truly useful, you […].

Software 117
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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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Technology Partnerships: A Roadmap for Success

Cincom Smart Selling

Beneficial technology partnerships have become an essential element in the creation of a successful business. Going it alone may sound good, but the fact is there are not many businesses that can stick to a DIY strategy and survive. Technology partnerships offer a great way to obtain access to markets, special skills, tribal knowledge , physical assets and operational scalability that would simply not be possible to the enterprise relying on its native capabilities.

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Networking Tip in a Time of Pandemic

Anne Miller

What inspires this week’s post was an email I received from my first graphic designer who I worked with some 30 years ago. We always liked each other. It was a nice change of pace to hear from her– and it put her top of mind for me for future design needs. Here are examples of what you might include in a similar message to your old clients.

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How to Expand Your In-Store Footprint

Repsly

Mastering the retail channel is a massive opportunity for CPG brands, but those who have played in the space before know it takes a committed investment to reap the benefits. To make the most of that investment, CPG sales and marketing teams are putting data at the forefront of their retail execution efforts, unlocking the insight they need to expand their in-store footprint by prioritizing and maximizing high-opportunity initiatives.

Retail 62
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The Magic of a Buyer vs Seller Sales Process

Sales Hacker

The post The Magic of a Buyer vs Seller Sales Process appeared first on Sales Hacker.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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How Sales Engagement Platforms Overcome a Salesperson's Failure to Follow-up Leads

Sales Lead Management Association

As long as there has been someone in marketing creating leads for salespeople, there has been the justified complaint that salespeople fail to follow-up 75% of the leads, and therefore sales are lost. A salesperson’s failure has long-tail repercussions for their company, and sales management has been complicit in the crime.

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How Sales can change the RFP process

Infoteam Consulting

The number of RFPs you receive indicates the strength of your brand and the success of sales, marketing and soci al s elling activities. But what’s the point of responding to an RFP if the process only gives you an outside chan ce of winning?

Sales 59
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Text Messaging is Not A Substitute for Talking With People | Five Minute Selling – Part One

Sales Gravy

On this Sales Gravy podcast episode Jeb Blount (Virtual Selling) and Alex Goldfayn (5 Minute Selling) discuss why text messaging is not a substitute for talking with people. This is Part One in our series on 5 Minute Selling - how to get a massive amount of sales activity done, a few minutes at a time. Just Texting It In On this episode Jeb tells the story of a lazy sales rep who lost his business that because he began "texting it in" rather than interacting by phone.

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TSE 1335: Why Sales Executives Should Look to the Midwest When Hiring After COVID-19

Sales Evangelist

Why Sales Executives Should Look to the Midwest When Hiring After COVID-19 Sales executives need to plan with optimism. We may not know when the pandemic will be over but when the health crisis ends, will companies be ready to launch well? Matt Hunckler is the CEO of Powderkeg. His company works with people in the tech industry to reach their full potential by helping them to get established in a career in tech, regardless of their location.

Hiring 52
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3 Sizzling Ways to Warm up Cold Calls

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.

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Ensuring and Growing Your COVID Renewal

Revegy

Growing Revenue: Pause or Push Forward? Part 1: Ensuring and Growing Your COVID Renewal. In times of uncertainty, it may be tempting to ‘hunker down’ and wait it out. Focus on maintaining the status quo. Don’t try anything new. Don’t take risks. However, after every recession, the Harvard Business Review, McKinsey, Bain, and other management consultants publish research showing that leading companies leverage economic volatility to move faster, innovate more, and take market share from competito

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The 22 Best Sales Podcasts To Give You an Edge

LevelJump

As you might have noticed, podcasts are sort of a thing. And you also might have noticed, there’s an awful lot of chaff in that wheat. So we did the hard work for you and rounded up the 22 best sales podcasts we could find. These podcasts vary from pure tactics and the latest trends, to management expertise and insightful tips backed by years of experience.

Trends 52
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Avoid the Pot Bunkers of Selling

Braveheart Sales

T he LPGA has a new AIG Women’s Open Champion in Sophia Popov – A first-time winner! I will get to why it matters after I set the stage. As an avid golfer, I am intrigued by the parallels the sport has to sales. Yes, there have likely been hundreds if not thousands of articles written about these parallels. But my twist is a little different. Superstars at Work.

Sports 52