Fri.Mar 27, 2020

Selling in COVID-19: How to Talk to Prospects in the Bleakest of Times

Sales Hacker

Sales must go on. I get it. But in the face of COVID-19, everything has changed. So how do you approach sales during a global crisis? That’s what I’m going to talk about in this article.

How to craft an effective elevator pitch in 7 easy steps


An elevator pitch is a quick, 30-second statement that’s designed to educate and spark interest in a specific organization. This is how elevator pitches work: Imagine you’re dining at your favorite restaurant when a hand taps you on the shoulder.

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6 Strategies to Improve Sales Productivity


Sales productivity is one of those gears that propel your company towards growth. Improving sales productivity can help you increase conversion rates. Though it is a fact, it is not the reality. Sales people are always busy with a lot of things to manage.

4 Ways for CMOs to Partner With Customer Success to Execute a Stellar Retention Play

Sales Benchmark Index

It costs seven times more to attract new customers than it does to retain existing ones. Research also shows that a 5% increase in customer retention can generate up to 125% in profits. Given the current economic conditions, customer retention is.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

4 ways to Lead with Empathy in a Time of Uncertainty

Shari Levitin

It’s hard to wrestle with a ghost. You either own your fears or they own you. Fears do their worst damage when they knock around in your mind. Last night, my fears knocked around in my mind from about 3:30 AM to 5:00 AM, when I finally got up and decided to do something about it.

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More Trending

When Crisis Hits: Keep Moving

Engage Selling

Today’s global pandemic is an extraordinary public health crisis. As we get past the immediate challenge of doing what’s necessary and wise to stay well and safe, the next big question is: “What must I do to keep going professionally?”

How to Become Someone Worth Buying From

Anthony Iannarino

Of all my frameworks, Level 4 Value Creation is the oldest. It only showed up in Eat Their Lunch , my third book, because there are prerequisites to effectiveness in sales, without which you will struggle.

5 Ways Sales Teams Can Adapt During COVID-19


Disclaimer: This post was last updated on March 27, 2020. As the situation changes, we will update this post with new information. Crunchbase as an organization, like many companies across the globe, is still learning and adapting to the situation on a daily, and even minute-by-minute, basis.

Best Practices For Using Vainu Under The New Circumstances


You had everything figured out. Your goals for 2020 were set, your sales playbook was locked in, and you’d even trained the team and got them operating smoothly. Vainu

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Seal the Deal: Sales Presentations That Don’t Suck (Summit Replay)

Sales Hacker

This video training was originally presented at the 2019 Sales Hacker Success Summit. In it, Founder of Startup Hypeman, Rajiv Nathan, shows you how to do sales presentations that don’t suck. What You’ll Learn. Why use sales presentations? When to use one?

Old Way of Leading Doesn’t Work Anymore


The Democratization of Work. Technology and the digital era has created this amazing ability for organizations to truly become global. The interconnectedness that is possible today means that you can engage with anyone, anywhere in the world. It’s opened up global access to resources.

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How to Succeed at Sandler Rule #12 – Answer every question with a question

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them.

Leadership Techniques for Leveraging Disruption


Disruption happens in the workplace. Sometimes it’s a disruption that is caused by our own doing, but other times, disruption just lands upon you. Many workplaces are seeing this unintentional disruption currently with the Covid-19 outbreak and the international pandemonium that has followed.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

How to be Nimble in LinkedIn

Nimble - Sales

A few years ago, LinkedIn made a business decision to close its APIs and prevented us from directly integrating with them. What this means is that, unlike with Twitter, our users cannot see their LinkedIn messages directly under their contact records in Nimble.

Aviso’s New Community of Advisors


We’re excited to announce that six of Silicon Valley’s most revered tech executives have joined Aviso as advisors and investors. Joining at a pivotal moment in our company’s growth trajectory, we’re looking forward to the expertise these individuals will infuse our decision making with.

How a Commissions Solution (SPM) Translates a Product to Value


Without a vibrant and successful sales process, even the best and most efficient product won’t translate into value. commissions SPM

How to Measure Online Sales Training

Selling Energy

More companies are turning to virtual or e-learning programs amid the coronavirus pandemic. Taking your sales team away from their core job—selling—is sure to reduce productivity and affect your company’s bottom line, so e-learning is a way to provide training without affecting daily operations.

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The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

How to Sell Well While You Work From Home

Work from home sales representatives can make the most out of their setup with these tips. In this article: Embrace the Work From Home setup Establish a Routine Prioritize Tasks Pay Attention to Results Rather than Time Use Technology to Capture Your Work Stay Connected Listen and Learn From Calls.

Platform vs. Project

Atlatl Software

Don’t make this mistake: Digital Transformation


Understanding the benefits of 360-degree customer view


A 360-degree customer view is an idea where companies devise steps and strategies for decoding the customers’ psyche. This is done by aggregating data from various customer touchpoints that a customer may use to contact a company.

Is Facial Recognition a Practical Marketing Strategy in 2020?

Nimble - Sales

Most people know of facial recognition as something used to unlock their phones. There are also security-related opportunities such as helping people get through airport queues. But one of the broad, emerging uses of facial recognition relates to marketing.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

6 Final Questions to Assess Your Leadership, Coaching Skills and Impact – Part 3

Keith Rosen

If you’ve read Part One, and Part Two , this is the final installment of this three part series. Here are six more questions to help you self-assess, reflect upon and guide you on your continued transformation into a world class leader, and salesperson.

How Interactive Content Can Boost Your Lead Generation


Interactive Content – A Shoe That Fits All. Interactive content is like pizza. It comes in various shapes and sizes, it can have any topping in the world. But at the end of it, we like pizza, don’t we?

Inspirational Quote by Steve Jobs

criteria for success

Today's quote from Steve Jobs is all about the power and influence of storytelling. Read on to learn more about this week's Let's Talk Sales inspiration! Steve Jobs Quote. Steve Jobs was the CEO and Co-founder of Apple Inc., an American business magnate, industrial designer, and inventor.

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1 Minute Remote Working Tips – #3 SHOWING UP


Welcome to SalesPOP “ 1-minute remote working tips ” video series. This is the 5th video in the series which is the 2 parts. #3 3 SHOWING UP. If you missed the other 4 videos in the series you can find them below. Introductions. #1 1 Expectations. Sales Manager as Role Model #1.

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How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

CRM System: Reasons Why It’s an Essential Asset for the Organization

Nimble - Sales

As businesses evolve rapidly and become more complex, the competition only grows higher. As such, it’s crucial for organizations to focus on their single most valuable asset, customers. The success or failure of your business depends on how you handle your customers.

The Ideal Time to be Rejected

Go for No!

I’ll never forget one of the worst ‘no’s’ we ever got. It was very early on in our business. After gaining a foothold in our market, things were flowing nicely. Business had been coming in fairly easily but now it had slowed to a crawl, and we were not prepared. We had few dates on the calendar. But after a lot of conversations, we finally closed an account for a workshop. We were happy and relieved.

The Daily Briefing: March 27, 2020

Watch the Video. Today we discuss deal delay risks and how Sales Leaders should handle the conversations both internally and externally. Kevin Cohn, Chief Customer Officer of Brightflag, joined Chorus CEO, Jim Benton.