Thu.Nov 12, 2020

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How to Help Your Field Sellers Thrive in a Virtual World

SBI Growth

While the world innovated rapidly and continually adopts many advanced technologies, the sales environment is still catching up. In most cases, face-to-face selling was the top method or process, allowing for strong relationship building, effective communication, and the ability to.

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Getting to Know GIDI Part 2: The Importance of Employee Activism

Zoominfo

Employee activism is nothing new. Throughout history employees have taken to strikes, walkouts, and demands for their own human, labor, and moral rights along with the rights of others. . Just last August WalMart workers staged a 15 minute walkout and moment of silence to protest the sale of guns in the company’s stores. And in June of 2019, Wayfair employees did a walk-out to protest the company’s agreement to furnish migrant detention centers.

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It's Goal Setting Time, Start Here

Anthony Cole Training

H. Personal Goal Setting from Anthony Cole Training on Vimeo.

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Retaining Clients leverages an Innovative Customer Retention Strategy

Babette Ten Haken

Are you creating an innovative customer retention strategy for what is new and next? (And nowhere near to whatever has been normal.). Consider that retaining yesterday’s clients just may not be the primary focus of this strategy, either. Because the clients who helped you get to where you were yesterday may not have the capacity for innovative transitions.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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The Framework For Creating a Product – And a Brand-New Category

Predictable Revenue

If you’ve ever thought about designing a brand new product to capture a brand new market - Michel Feaster has you covered! The post The Framework For Creating a Product – And a Brand-New Category appeared first on Predictable Revenue.

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The Art and Science of Personalized Selling in a Digital World

Highspot

In a matter of months, B2B sales moved from regarding digital transformation as “forced” to seeing that digitized selling is not only here to stay, but the way to go. McKinsey found that more than 75% of buyers now prefer digital self-serve and remote human engagement over face-to-face interactions. Moreover, only 20% of B2B buyers say that they hope to return to in-person sales.

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How Discovering Needs Virtually Differs from Face-to-Face

Showpad

Today’s guest post is written by Andy Springer, Chief Client Officer of the RAIN Group. It doesn’t matter what you’re selling; effective salespeople know people don’t buy products and services. They buy solutions to needs. It’s your job then, as a seller, to uncover those needs. Unfortunately, many sellers struggle here, especially when selling virtually (at least according to buyers).

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Trick Or Treat?

Partners in Excellence

I realize it’s 2 weeks past Halloween, but I am compelled to write this post. So much of the discussion about selling and marketing seems to focus on “the tricks” of engaging customers. For example, a friend recently called my attention to a discussion, about how much time a sales person should ask for a discussion. It turns out reply rates are 61% higher for 5-10 minutes, versus 20-30 minutes.

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‘Enterprise software is recession proof, ‘ according to a new report that tracked how the pandemic affected 400 firms

Openview

The post ‘Enterprise software is recession proof, ‘ according to a new report that tracked how the pandemic affected 400 firms appeared first on OpenView.

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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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How to Use Affirmations to Change Your Life?

Pipeliner

“All that we are is the result of what we have thought. The mind is everything. What we think we become.” ?Buddha. Positive affirmations are statements that change your thought process positively. You can achieve anything and everything in the world if you equip with affirmations. Affirmations help you bring mental images, motivate, and stay focused on accomplishing your goals.

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How to Help Your Prospects Prevail Despite Rough Sailing

Selling Energy

One way to sell in our current environment is telling customers energy efficiency will help them regain their financial footing. More specifically, if you consider for a moment the three buckets of benefits on the most basic level, you’ll realize that all of those utility-cost-financial, non-utility-cost financial, and non-financial benefits can really help a business prevail in the wake of some pretty rough sailing lately.

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Set A Results-Driven Sales Planning Mindset

Force Management

End-of-year territory reviews and planning sessions are upon us. As a leader, it's critical to support your sales managers and reps in developing a plan to drive consistent pipeline and ensure your sales team isn’t missing out on high-value accounts. Now is a great time to align your team around a consistent sales planning mindset.

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The Benefits of Team Goals and Bonuses

Sales Manager Now

In this Sales Leadership Quick Tip video, I want to share the benefits of team goals and bonuses and why they will work for your sales team. In search of ways to motivate a sales team, leaders often turn to… The post The Benefits of Team Goals and Bonuses appeared first on Sales Manager Now.

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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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A Complete Guide to RFQs for Buyers and Sellers

G2Crowd - Sales Blog

If you’ve successfully moved a prospect down your sales funnel to the point where they want to start talking price, that’s a good sign.

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Strategies for Powerful, Virtual Sales Conversations: The Nuances of Follow-Up Messaging – Episode 11

SalesProInsider

Baseball legend Yogi Berra said, “Doing the little things can make a big difference.”. Of course, he was talking baseball. In this episode of Virtual Selling, Concrete Results , I’m talking about sales follow-up messages. The Nuances of Follow-Up Messages. To build off of the last episode in which I shared the 4 key components of good follow-up sales messages, let’s talk about the “little things” or the nuances of our follow-up messages.

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6 Ways to Show Gratitude to Your Customers This Year

Carew International

2020 is a year like no other. As we enter the holiday season, where giving thanks is in the air, it is an opportune time for you to pause, dedicate the time, and thank your customers for sticking with you this year. Begin thinking about what your relationships with your customers have meant to you and how they have impacted you personally. The success you have with your customers helps support you and your family, your livelihood, and your personal and professional wellbeing.

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Virtual Selling And Stakeholder Presentations

SalesHood

Preparing for a big stakeholder virtual presentation delivered remotely? How professional are your online virtual meetings? The way we run remote meetings needs to evolve. Here are a few tips to help you turn a dull one-sided, death by slides, monologue into an engaging collaborative conversational meeting. Schedule Shorter Meetings Allowing space for [ ] The post Virtual Selling And Stakeholder Presentations appeared first on SalesHood.

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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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Forecast with Facts, Not Feelings

Chorus.ai

Watch This Week's Episode. CLICK TO VIEW. This week, Jim Benton was joined by Margaret Weniger , Sr. Director of Sales at Mindbody , to talk about Forecasting. This is a passion for Margaret, who is also passionate about her role at Mindbody where they connect the world to wellness. Diving right in, Jim asked Margaret about her experience with the art and science of forecasting.

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How Data Scientists Improve Guru's Search Functionality

Guru

Check out any of Guru’s product launch blog posts , and you’ll notice a recurrent theme: improving the search experience for our customers. And for good reason —with a dedicated search team of data scientists, product managers, and engineers, search and knowledge discoverability in Guru is always being tested and improved upon. Like any technology company with search functionality, it’s a foundational part of Guru that we will always seek to refine and perfect.

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The Psychology of Selling Through Video

Sales Hacker

In this session, you’ll learn a simple, repeatable process to help you stand out and quickly and effectively generate replies, build trust and rapport, and convert more leads. We’ll also explore the framework Steve used to produce an 82% response rate from CEO’s, VP’s, authors, and leaders on cold outreach. The post The Psychology of Selling Through Video appeared first on Sales Hacker.

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How a Growth Mindset can Help Sales Teams Navigate this Pandemic

Crunchbase

As the director of sales at Blueground , a global real estate tech company, and over 10 years spent in the technology space, I have had the opportunity to meet and work with thousands of sales professionals across all levels. From having hired close to 100 skilled account executives along the way, what I’ve noticed is that top sellers understand common themes and consistently draw upon those behaviors in the development of winning sales ecosystems.

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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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College Football Wagering and What It Has to Do with Sales

Braveheart Sales

While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting odds that was a revelation to me. He commented that when people place bets, they generally bet on the outcome they want. Of course! It’s natural that people bet on the outcome they want.

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[Free Download] The Ultimate Virtual Selling Toolkit

RAIN Group

Experts—including us!—keep touting the need to transition to virtual selling. But virtual selling isn’t a switch you flip on and off, nor is it your in-person sales process delivered via Zoom. It’s an integrated approach to meeting buyers where they are and when they are in world that looks vastly different than it did just a year ago.

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What’s Beyond the Summit?

Appbuddy

During our first-ever Summit, an online event designed to bring motivation, tips, and innovation to email marketers around the globe, we asked attendees a few key questions. We wanted to get a sense of goals and ambitions in the years ahead, especially after learning more about Everest, an essential element in optimizing email campaig ns beyond base-level success. .

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?? How to Shatterproof Your Small Business

Pipeliner

When starting a business, we should make sure to take all the legal precautions from the very start. So, our today’s guest in Expert Insight Interview is Scott Reib, and he will discuss the best ways to secure our business legally. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 How to Shatterproof Your Small Business appeared first on SalesPOP!

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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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How to Beat the Competition in Sales

Accent Technologies

The post How to Beat the Competition in Sales appeared first on Accent Technologies.

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How to Shatterproof Your Small Business

Pipeliner

Five ways can help us to build a protected small business. Thus, in this Expert Insight Interview, Scott Reib discusses five tips on how to shatterproof your small business. Scott Reis is a founder of REIBLAW, a law firm, and Next Level Legal Coaching, coaching and consultancy practice. The interview discusses: Establishing a corporation or LLC. Having the team of advisors.

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How to seal the deal in 2020

PandaDoc

There’s one aspect of sales that never changes—the importance of time. The sound of the countdown begins each day of every week of every month of every year. For the most part, the sales process comes down to two things: numbers and time. And they go hand in hand. You spend days, weeks, and months racing away against that clock to ensure that you hit quota.

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