Tue.Jun 06, 2023

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5 Trends Shaping B2B Sales in 2023

The Center for Sales Strategy

As we continue to navigate 2023, it becomes crucial for sales professionals and organizations to stay ahead of the curve by embracing emerging trends that can enhance their sales strategies and drive sustainable growth. In this article, we explore five key trends that are revolutionizing the B2B sales landscape, providing valuable insights and practical tips to help you navigate and thrive in this competitive environment.

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Data Deduplication: Why It Matters, Benefits & Use Cases


As long as humans are entering data into marketing forms, email signup lists, and CRM systems, duplicate data will never truly go away. And as the volume of data collection and processing continues to increase , the potential for duplicate data to cause havoc will only grow. How much damage can it do? According to Gartner , poor-quality data costs companies some $13 million per year.

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4 Ways To Easily Automate Your Web Store

Sales and Marketing Management

Web store automation automation is no longer only for companies in the B2C market. Many B2B companies are implementing these changes to improve conversion rates. The post 4 Ways To Easily Automate Your Web Store appeared first on Sales & Marketing Management.

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We’ve Got Productivity All Wrong!

Partners in Excellence

The brilliant Matt Heinz provoked me with his post about productivity. As I often do, I went to the dictionary. Some of what I found: When we talk about workplace productivity, we are referring largely to how much work is accomplished in a particular work environment, over a particular period of time. When a business is fully operational and functioning at capacity, productivity should, in theory, be maximized.

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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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Do You Know Why No-Code Development Platforms Are Popular

Smooth Sale

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Do You Know Why No-Code Development Platforms Are Popular No-code apps are more common and familiar than ever before. Do you know why? Our guest blog provides insights into why no-code development platforms are popular and why they are worthy of serious consideration. With businesses drifting their focus toward the digital world, all the processes have become automated, and no complicated process exists as tedious ones.

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More Trending

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Setting Call Objectives

Selling Energy

Before you make a phone call – whether it’s a cold call, a call to a prospect, or even a call to a long-time client – you should ask yourself, “What is my objective?” You need to have a strong objective before you pick up the phone. Otherwise, you’re simply wasting your time… and your prospect’s time. Here are some examples of weak and strong call objectives.

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Trust Building in Sales

RAIN Group

I received a call the other day from someone selling website tracking software. We already use a marketing automation tool like this. I mentioned it to the seller, who went on a rant about how he visited our website, recognized the tool we use, and how we weren't doing it right. I didn’t know this guy. He knew nothing about our marketing and sales process or the types of customers we're trying to reach.

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Meet the Spiff Team: Chapter Nine

The Spiff Blog

Welcome, readers! Whether you’re a Spiff blog regular or a first-time visitor, we’re thrilled to have you here for our latest installment of our Meet the Team series. This series gives you the chance to meet the faces behind Spiff—the dedicated individuals who work tirelessly to shape our product and company. At Spiff, we value relationships, treating people with respect and building lasting connections.

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Sales Techniques People See Through

Go for No!

I recently listened to a sales trainer’s seminar about cold-calling prospects. It started off with bringing up the weather to build rapport. Excuse me did you say, the weather? If I get interrupted by a phone call at my desk by someone asking me about the weather, I take that as a total absence of respect for my time. The next piece of advice was to ask a follow-up question.

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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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Discover the Future of Revenue Enablement at Allego’s S3


If there’s one revenue enablement event you go to this year, make it Allego’s S3. Originally an intimate gathering of Allego customers, Sales Success Summit (S3) evolved into a multi-day conference filled with motivating keynote sessions, inspiring customer showcases, innovative new product demonstrations, and fantastic peer learning and networking.

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Aligning your sales team and market strategy with Ted Blosser

criteria for success

Ted Blosser is the CEO and co-founder of WorkRamp. He's built his career in the tech industry at companies you would recognize. His journey stems from varying roles such as account executive to product manager. Based in California, he now leads a powerful team at WorkRamp! We hope you enjoy his story! Discussion with Ted Blosser: In this episode, we discuss: Moving from sales to product Real versus artificial growth Honing in on your “go-to market” Importance of aligning your team on

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How to Find CEO Email Address of any Company


CEOs hold prestigious positions as top-level executives and wield considerable influence over crucial business decisions. Due to their demanding schedules and frequent travel, email communication serves as the most effective means to reach CEOs. Consequently, B2B marketers are constantly exploring diverse strategies to find CEO email addresses, recognizing the immense value in establishing direct contact with these influential leaders.

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Sales Objections: 5 Steps to Get to the Heart of the Matter

One of a Kind Sales

Salespeople who are addressing complex customer challenges can spend a great deal of time anticipating and handling objections. In my experience, I’ve seen that the skill it takes to identify and address objections varies widely across salespeople.

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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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The Lead List: 7 High-Growth Companies to Sell to in June


The Lead List is a monthly series that analyzes key buy signals from companies on the Crunchbase Emerging Unicorn Board with fresh funding to help you fill your pipeline with new opportunities. After weeks of back and forth, President Biden reached an agreement with Republicans in late May to suspend the debt ceiling until January 2025 — avoiding an economic crisis.

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How to Improve Sales Productivity and Close More Deals


Boardrooms across the globe are dialed in on sales productivity, and rightly so. Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. Companies that have “cracked the code” on driving consistent sales rep productivity at scale are experiencing repeatable revenue growth, higher percentage of overall rep attainment, and stronger employee engagement.

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Video: Why CROs are Focused on Revenue Intelligence


Episode summary In this video, Mindtickle’s Lindsey Plocek shares three different use cases for why CROs are focused on revenue intelligence. She explains the different ways sales leaders and CROs now have visibility into deal health and can more accurately forecast with revenue intelligence. She also outlines how sales coaching is data-driven with managers now able to have more impactful coaching conversations with more reps.

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? Overcoming Blind Spots in B2B Sales


In this podcast episode, John Golden interviews Lisa J. Smith, CEO and Founder of SmithCo , a sales consulting firm. Lisa shares her experience of launching her business during the COVID-19 pandemic and discusses the importance of adaptability and being nimble in today’s fast-paced business environment. They also discuss common blind spots that companies encounter in their sales process, including the lack of a defined sales process, targeting the wrong prospect, and over-reliance on autom

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Enablement Woes: Put an End to Content-Related Frustrations

Content frustrations are all too real and it’s time to tackle them head on. Let’s start with marketing. How many times do you use limited resources to create content sellers ignore, while outdated, off-brand materials and messaging continue to be shared? And sellers - how many selling hours do you spend hunting for just the right content, and if you find it, tailoring to specific buyer’s needs becomes your next challenge.

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54 Buy Now Pay Later Statistics to Unveil Payments Trends

G2Crowd - Sales Blog

Buy now pay later (BNPL) lets customers purchase products immediately and defer payments over time. Think of it as a digital-age layaway plan with the added bonus of being able to enjoy your purchases as soon as possible.

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Overcoming Blind Spots in B2B Sales (video)


Why Your Sales Process Needs More Follow-Up Are you struggling to close sales deals even though you have a great product or service to offer? You might be missing one crucial step in your sales process: follow-up. According to Lisa J. Smith, CEO and Founder of SmithCo, follow-up is often a blind spot for companies in their sales pipeline. Many people focus on the initial sale and networking but fail to continue the conversation with potential clients.

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The CRM Playbook for Manufacturing Enterprises


Since we have numerous clients in the Manufacturing industry in our portfolio, we pride ourselves on meeting even the most exigent standards and needs that companies in this vertical might have. As a learning lesson of our ample collaboration with such enterprises, we have insights into the niche that might help companies in such verticals better implement CRM tools, which is why we put together this CRM playbook.

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