LeadFuze
APRIL 9, 2020
Millions without jobs, projections of thousands losing their life and no idea of what things will look like when this is all over. The current situation, all over the world, isn’t as dire as projected. There is hope for an eventual recovery, but when and how that takes place? Unknown. Every industry is connected, much like the whole “ six degrees of separation ” thing.
Sales Hacker
APRIL 9, 2020
90 million senior-level professionals and 63 million decision makers now use LinkedIn, yet only 1% of LinkedIn users share content on a regular basis. Clearly, they don’t have a solid LinkedIn engagement strategy. But here’s the thing… Unlike other platforms, LinkedIn isn’t saturated with content. There’s still time for professionals to take advantage of this platform.
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Hubspot Sales
APRIL 9, 2020
Imagine being told you have to dig a hole in your backyard. Doesn't seem too hard, right? Oh. but you can't use a shovel. In fact, the only tool you have at your disposal is a toothpick. Suddenly, this job doesn't seem so easy. Similarly, your business's inside sales team needs the right technology to be as productive and impactful as possible. Without it, simple tasks become complex and efficiency dwindles.
Understanding the Sales Force
APRIL 9, 2020
Forget Consultative Selling, Value Selling and Sales Process - the things I talk about most often. The inability to sell that way is nothing - and I mean nothing compared with what I'm going to explain today! For most salespeople and companies, the last three weeks has been an absolute roller coaster. Most companies expect their sales teams to be not only active, but proactive; to replace face-to-face meetings with virtual meetings; and to continue pipeline building so that there is business to
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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 2.0
APRIL 9, 2020
realistic neon text Open on the brick wall. It’s definitely not easy being in sales right now. Deals are stalled in pipelines. People are putting off decision-making until the “end of the crisis”. Some accounts are taking it on the nose. It’s also a very “human time”. We are all having to adapt to new routines. We are just about all worried at some level—worried about getting sick; worried about losing our job; worried about our company going belly up.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
APRIL 9, 2020
While businesses world-wide have been grappling with the effects of the COVID-19 crisis, few industries have been seeing a surge in demand. Among those who have an opportunity to thrive are industrial markets like transportation and logistics. While market leaders.
Zoominfo
APRIL 9, 2020
As the number of confirmed cases of the COVID-19 coronavirus continues to climb, the strength, durability, and spirit of each and every professional community continues to be tested. As a response, companies large and small have stepped up for their employees. While many companies have taken simple preventive measures like sanitizing the workspace, implementing a […].
Sales and Marketing Management
APRIL 9, 2020
Author: Tim Houlihan Sales managers need to produce results every month and every quarter, yet they know they can’t do the same things in the same way they have always done it. A savvy sales manager is always on the lookout for new practices, new tools, new ideas to deliver additional motivation and focus to the team. Fast Starts, initiated with meaningful Fresh Start dates, can help deliver the best results for the period.
Anthony Iannarino
APRIL 9, 2020
In an economic downturn, the objections you hear are different than what you hear when the economy is humming along nicely, making it easy for most companies to grow. In good times, objections usually mask a more significant concern, meaning that the words, “Can you try me back next month?” is hiding the fear, “I don’t believe this is worth my time.” Your contacts use tried and true objections to achieve two outcomes.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
Igniting Sales Transformation
APRIL 9, 2020
I talked with Mary Grothe , Sales BQ CEO & Founder to better understand how behavioral intelligence plays into the success of salespeople and the sales managers leading their teams. As a top performing individual sales contributor herself before starting her own business, Mary knows a thing or two about over achieving sales quota. We start by talking about what BQ – Behavioral Intelligence is and how a keen understanding of BQ impacts sales success.
Engage Selling
APRIL 9, 2020
As you almost certainly, in some format, have adjusted your day-to-day schedules and routines, be sure to keep track of what’s working.
Showpad
APRIL 9, 2020
Sales managers are tasked with not only leading their teams, but providing them with all the resources and support they need to develop trust with buyers and shorten sales cycles. That’s why, in addition to training and sales content to keep sales representatives at the top of their game, one-on-one coaching sessions are an essential part of sales enablement.
Pipeliner
APRIL 9, 2020
According to the Global Business Travel Association , travel spending totals approximately $1.5 trillion. This considerable expense suggests that many businesses, including selling organizations, have operated under the idea that travel is a burdensome but inescapable cost. Savvy business leaders are changing their thinking. These leaders are realizing that technology can reduce the need for business travel.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Partners in Excellence
APRIL 9, 2020
In these difficult times, there is the very real need to reduce discretionary spending as much as possible. Every dollar we save in discretionary spending can be diverted to saving jobs. I’ve discovered a solution–a huge source of discretionary spending, that is virtually wasted. If we stop spending in this area, millions can be saved and much of that can be diverted to retaining jobs.
G2Crowd - Sales Blog
APRIL 9, 2020
It’s a long and expensive process to find, hire, and train new sales talent.
Funnel Clarity
APRIL 9, 2020
If you find yourself in a position where you have to get your sales team to start selling from their homes and away from clients, there is good news. Almost 50% of sales people are already inside sales professionals so most teams have experience already selling remotely. The transition for inside sales people will be relatively smooth. The other half of the sales force however, will have to make some sudden transitions.
Chorus.ai
APRIL 9, 2020
Watch the Video. In today’s Daily Briefing, Jim Benton was joined by Thiago Sa Freire , SVP of Sales & Customer Success at Hudl. They discussed Chorus’s latest data which shows that executives are continuing to be active in buying and selling conversations, even after the quarter. And that extended terms continue to be a topic of discussion. Here are the numbers: Sales leaders join 50% more calls than before COVID-19 began Buying-side leaders join 30% more meetings than before COVID-19 began
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Xvoyant
APRIL 9, 2020
by Rob Jeppsen. 7 min read. Growing up, Dick Fosbury was a mediocre athlete that wanted to be a champion. He was cut from his school football team. Then he was cut from the basketball team. He turned to track and field. He wasn’t fast enough for the running events and he decided to become a high jumper. At the time, the early 1960s, high jumpers were clearing the bar using methods like the Scissors Jump, the Western Roll, and the Straddle technique.
Drift
APRIL 9, 2020
Wake up. Coffee. Feed the kids. Zoom. Repeat. ??That’s been the cadence of my days since Drift made the decision to go remote in early March. We’re fortunate to have this as an option. And technology like Zoom, which has seen a 67% uptick in users since the start of the year, is making it possible. But I also want to make sure things keep moving between meetings.
Carew International
APRIL 9, 2020
Humans are creatures of habit. If we find ourselves in a new situation or faced with a new dilemma, we quickly try to “normalize” it. We try to fit it into our existing routine and our “same old way of thinking” because that’s what we know—and it takes much less effort to make sense of something by incorporating it into a knowledge framework that already exists than to try and create an entirely new way of thinking, or new routine, around it.
Selling Energy
APRIL 9, 2020
The elevator pitch is a concise statement that grabs attention and communicates value, ideally leading to a next step. Now, perhaps more than ever before, concise communication is key.
Advertiser: ZoomInfo
This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.
Bigtincan
APRIL 9, 2020
When sales enablement first arrived on the scene, the strategy was defined as a content management strategy centered on a specific goal: To arm salespeople with the right content at the right time. Today, content management is still a core component of any sales enablement strategy. But the function has grown to include much more. […].
Sales Gravy
APRIL 9, 2020
In the worst economic meltdown since the great depression, we need sales professionals on the front lines because you are the new superheroes of the economy. In the worst economic meltdown since the great depression, we need sales professionals on the front lines because you are the new superheroes of the economy.
Sales Evangelist
APRIL 9, 2020
How To Build Rapport By Asking Directed, Relevant Questions For many salespeople, building rapport is a skill that needs to be learned. It’s not always easy for sales reps to build relationships with potential or existing clients. Asking direct and relevant questions is a great launch fine-tuning the art of building rapport. In this episode we learn more about how to do this well.
Product Management University
APRIL 9, 2020
The COVID-19 pandemic has thrown your customer priorities into a tailspin. For some organizations, their biggest vulnerabilities have been exposed at the most inopportune time ( Zoom Meeting ). For others, their strengths have been amplified ( MyPillow ). In either case, the top-down priorities of your target customers are completely different than they were before COVID-19.
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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
Pipeliner
APRIL 9, 2020
Welcome to SalesPOP “ 1-minute remote working tips ” video series. This is the 17th video in the series. #15: Virtual Sales Meetings Part II Starting The Meeting. If you missed the other 16 videos in the series you can find them below. Introductions. #1 Expectations. #2 Sales Manager as Role Model #1. #2 Sales Manager as Role Model #2. #3 SHOWING UP. #4 DIGITAL PROCESSES. #5 Your Workspace. #6 Negotiating with Everyone. #7 Be Available. #8: Empower & Get Out of the Way!
People.ai
APRIL 9, 2020
Whether we’re talking sports, education, or life in general, most of us can recall someone who has inspired us and coached us to do our best. The same is true in sales, where managers are the ones who devise a winning strategy, motivate everyone to work their hardest and continually improve, and make real-time adjustments to enable the best possible outcome.
Troops
APRIL 9, 2020
The word that keeps coming up again and again on every leadership call I’ve been on is “agility.”.
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