Tue.Aug 18, 2020

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Forget Personalizing – Make It Personal

The Pipeline

By Tibor Shanto. There is a lot of talk among the pundits about how to make your prospecting communication more personal. Sure they talk about that, then quickly switch to personalization, hoping you wouldn’t notice. It gets even sadder when you realize what some experts mean when they personalization. Some may think it is a good use of time to personalize things in a way buyers can see through.

Video 258
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Sales Productivity: Where Are You Wasting The Most Time?

Zoominfo

The more calls you make, the more deals you close. It’s simple math. If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?”. On a typical day, we’d be shocked if you spent 8 hours on the phone. After all, you’re not a robot. And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research.

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The Future Of Selling, It’s About People, Connecting In A Disconnected World

Partners in Excellence

I wrote, The Future Of Selling Isn’t What You Think It Is. Basically, it was a retort to those who think the future of selling is about the technology and tools we leverage. Whether it’s Zoom, social networking, CRM, messaging apps, AI/ML, or any of the 1000’s of technology solutions sales people leverage. Technology is part of our future, but it misses the core of what selling is really about.

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Sales Productivity: Where Are You Wasting The Most Time?

Zoominfo

The more calls you make, the more deals you close. It’s simple math. If your goal is to increase sales productivity, start by asking yourself: “how much time do I waste on non-selling activities?” On a typical day, we’d be shocked if you spent 8 hours on the phone. After all, you’re not a robot. And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Sales enablement shouldn’t automate bad practices — it should replace them

Showpad

Sales enablement shouldn’t automate bad practices. Our topic today is why that’s an issue and how to do it better. Before we go into that, let me summarize what we’ve covered so far in this series for executives. You learned three critical success factors , enablement’s role when it comes to digital transformation , the role of change management and why you should lead this change process and how to scale your enablement efforts.

More Trending

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Executive Interview: Ankesh Kumar, Founder of @Sharetivity

SBI

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. ANKESH: In any relationship, business or personal one needs to understand the perspective of the other party. This is how we develop an understanding and more importantly a stronger bond with our buyer. This is especially true when the buyer has a lot of other distractions internally within their organization, externally, with other salespeople reaching out to them as well as personal distractions.

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Getting Your Money’s Worth from Your Configure-Price-Quote Solution: Calculating CPQ ROI

Cincom Smart Selling

Previously, we discussed the business benefits of configure-price-quote (CPQ) solutions in a more qualitative manner. In this article, we’ll extend that conversation to include a more quantitative approach to CPQ ROI. To achieve the CPQ benefits mentioned in our last article, a customer has to ensure that the following three tasks have been done: 1.

ROI 118
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8 best sales podcasts every sales rep must listen to in 2020

Salesmate

Whether it is sports, politics, or business, there is a podcast for everything. 16 million people in the US are “avid podcast fans”. Are you one of them too? If yes, then here’s the good news. The sales podcast offers a wealth of information that can help you level up your sales game. These podcasts can help you in improving your sales approach and conversion rate.

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5 Ways Affordable AI Can Streamline Your Sales Process

Hubspot Sales

Artificial intelligence resources are evolving from novelty to necessity in sales, and the massive investment companies are putting into these kinds of tools is a testament to that. Market research firm IDC found that businesses collectively invested an estimated $2.7 billion in sales process recommendation and automation in 2019 — a figure that's expected to rise considerably through 2022, at least.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

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How the One Funnel Away Challenge Will Change Your Business in 30 Days

Pipeliner

What would you think about being given the recipe for increasing brand awareness, attracting new clients, and increasing your sales? The One Funnel Away Challenge helps you have everything you need to build, create, launch, and run profitable sales funnels in only 30 days. . If your business is stuck and you’re not sure why the One Funnel Away Challenge may be your solution.

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The Ultimate Guide to Virtual B2B Pitch Meetings

PandaDoc

Since the COVID-19 pandemic took hold in early 2020, the world has moved online, and business is no exception. Physical events and face-to-face meetings are still on hold in many places around the world and will be for an unspecified length of time. . However, if you want to meet your business goals, it’s essential to adjust and adapt to the new reality.

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Email Outreach After COVID-19: What SDR Need To Know And Do?

SalesHandy

The global pandemic of COVID-19 has affected almost every business sector across the globe. According to the recent report by Statista , there is a 0.4% drop in the global economy, which costs around 3.5 trillion US dollars. However, the world is healing now and companies are getting back to their normal workflow. But still, one of the main concerns for the sales team is to restart their workflow and maintaining a healthy relationship with their prospects.

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Fueling Sales: What Helps Top Companies Grow

Pipeliner

For anyone who wants to achieve greatness, looking at how the experts do it is a sure way to achieve success. If I wanted to become a world-class boxer, I might study Muhammad Ali’s or Rocky Marciano’s boxing techniques. If I wanted to become a great actor, I’d watch every one of Morgan Freeman’s and Joaquin Phoenix’s movies (okay, I do that anyway).

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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How Asynchronous Video Can Combat New-Hire Turnover

Allego

Employee turnover can be a significant drain on a company’s resources, especially when the departing employees are new hires. Aside from lost productivity, there are the 2x costs of recruiting, onboarding, and training both the employees and their replacements. It’s a common problem, especially since new employees have a high risk of leaving. Up to 20% of staff turnover occurs within the first 45 days of employment, according to a report cited by Harvard Business Review.

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When a Sales Manager is Thrown into the Job

Pipeliner

One route into the position of a sales manager is promotion from having been a highly successful salesperson. They are suddenly saddled with the responsibility of the entire sales team. It is a tough position to be in—kind of like a newly elected politician in their first 90 days. All eyes are on this individual to see if they deliver. In the case of the sales manager, those eyes are looking from both above and below: the company executives from above and the sales reps from below.

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What’s New With Guru: Facilitating Better Cross-Company Knowledge Sharing

Guru

We get it: we’re in month six of working from home, and even though you have a real home office set up by now, a remote-friendly tech stack, and (mercifully) have seen the end of overly-frequent Zoom happy hours, remote work burnout is still all too real. With companies like Slack and Facebook working from home until Summer 2021 , and Shopify and Twitter working from home indefinitely , the challenges that accompany remote collaboration aren’t going anywhere anytime soon.

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8 Easy Ways to Create Opportunities for Your Small Business

Nimble - Sales

Whether you are looking to expand your current line of product or service, or you want to supplement your sales cycle with some extra business, it has never been easier. But have you ever wondered why the greatest entrepreneurs seem to enjoy an excess of business opportunities effortlessly? How do you find the golden opportunity […]. The post 8 Easy Ways to Create Opportunities for Your Small Business appeared first on Nimble Blog.

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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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5 Sales Podcasts That Motivate Sales Teams

The Center for Sales Strategy

A recent CSO Insights report states that “sales reps are often drowning in content. Yet it’s often not the right content, nor is it easily accessible.” Getting busy reps to open and read material that will help motivate them through the sales process is challenging. Podcasts, also known as “learning on the go,” allows listeners to consume powerful stories that motivate and educate.

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How to Talk to Your Sales Force About the Importance of Growth

Anthony Iannarino

There is an order to grow. First, an individual grows, becoming something more than they once were. Then their results grow, the natural product of their personal and professional growth. Most people stop working on the first part of this equation, especially at work. Because they aren’t continually improving themselves, they are the same person doing things the same way they’ve always done them.

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The Fine Art of Soft Selling

Selling Energy

The last thing prospects want to experience during a sale is pressure or desperation, especially considering our current economic situation. Sometimes it takes sensitivity and a gentle touch to foster the process, as well as being empathetic and keeping an open ear.

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TSE 1331: How Salespeople Can Use Abraham Lincoln's War Strategy To Close More Deals

Sales Evangelist

How Salespeople Can Use Abraham Lincoln's War Strategy To Close More Deals Abraham Lincoln is one of the most iconic individuals in American history for many reasons, but specifically his strategy in winning the Civil War. The Civil War was one of the darkest times for the American people, a pivotal time, and it caused the bloodiest wars fought on American soil.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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?? Why Podcast Marketing Is The Next Gold Rush

Pipeliner

Have you ever thought of using other people’s platforms to promote you out there in the market? In this Expert Insight Interview hosted by John Golden, Tom Schwab discusses podcast interview marketing why it’s the next gold rush. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Why Podcast Marketing Is The Next Gold Rush appeared first on SalesPOP!

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5 Learnings from Sales Leaders for Selling During COVID-19

Crunchbase

There has never been a time in history where global external factors stopped everything in its tracks and literally changed the way everyone lives and works. The late Jack Welch used to say if the rate of change on the outside is greater than the inside, then the end is near. While it was important that businesses paused and thought about what the market needed to hear and what actions companies needed to take, now is the time to plot a new heading for growth in the new abnormal world.

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?? From Squatting in Bank-Owned Property to Success

Pipeliner

J Massey is the author, speaker, and the podcast host who teaches other people to become better entrepreneurs. In the new Expert Insight Interview, he will talk about starting a short-term rentals business, as well as finding ways to reinvent and upgrade ourselves in the face of the changes the world is going through. Visit us on Apple Podcast You can also find SalesPOP!

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Grading Station Updates Galore: Introducing What’s New in Lessonly This August

Lessonly

If you’re reading this blog post, you’re here for the details, and you’re gonna get ‘em! In all seriousness, I’m glad you’re here, and I’m excited to share with you what our product team has been working hard on lately in Lessonly. Before we dive in, know that the best place to get an overview of this month’s product updates (which are just so learner-centric and helpful), is with this quick video.

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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PODCAST 123: How to Go From a Transactional Model to a Subscription Model with Brandon Meyers

Sales Hacker

This week on the Sales Hacker podcast, we’ve got a fantastic episode for you. We’ve got an interview with Brandon Meyers , the chief revenue officer of ADARA. Brandon worked his way up from the very bottom to the very top. He even managed to help pivot the company from a programmatic transactional revenue model to a subscription model over the course of, not just the last three months during COVID, but over the course of the last few years.

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How to Generate Revenue with Interactive Content

Highspot

Experienced marketers also know that, if you want to attract audience attention, you need to leverage a comprehensive content marketing strategy. Simply producing static text is not enough anymore. One of the best ways to boost your content marketing strategy is to use interactive content , which can help increase generation and, in turn, revenue. Read on for an overview of interactive content and some tips on how to use interactive assets to generate more ROI for your business.