Thu.Jun 04, 2020

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How Barb Giamanco Became My Dear Friend

No More Cold Calling

The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I wasn’t sure what the answer would be when I made the call. I’d always wanted to visit St. Petersburg, Russia. I was speaking in London in May of 2016, and I figured it would be a hop, skip, and a jump from there. At the very least, it would be much closer than flying from California.

Travel 309
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Financial Professionals: How to Add Value in an Uncertain Market

Allego

Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. One of my favorite TV programs back in the day was Columbo, the crime series starring Peter Falk as a homicide detective with the Los Angeles police department. Columbo was a shrewd blue-collar guy with a rumpled beige raincoat, low key demeanor, cigar, and a famous catchphrase: “Just one more thing.” I loved the moment in every show when Falk would walk away from a suspect, then turn to ask one la

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The New Flexibility

Engage Selling

Being flexible in the future won’t just be about pushing back a meeting by 15 minutes. The “new” flexibility will long exist into the future as a result of COVID-19.

Meeting 99
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Announcing the Selling On-Camera Master Class!

Julie Hanson

Tired of having awkward conversations with customers on Zoom? Unsure where to look – or for to move? Feel like a deer in the headlights? You’re not alone. Speaking on-camera is not a natural skill. And very few salespeople have any formal training on how to communicate effectively with customers on-camera. That’s why I launched T he Selling On-Camera Master Class : to help sellers master the art & science of connecting with customers on-camera with techniques I learned as an

Video 96
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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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Spend More Time Selling and Less on Everything Else

Anthony Iannarino

Most of the activities around sales are necessary (some more than others) but don’t improve your sales results. Sales results are only generated by creating and winning new opportunities. You can easily spend too much time on things outside of opportunity creation and opportunity capture. Better sales results start with your spending more time selling.

More Trending

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Two Free Resources For You

Shari Levitin

If you’re anything like me, over the last couple of months in quarantine, you’ve probably felt a little “chaotic”, working through your to-do list while (attempting) to juggle working from home, and even caring for kids (phew!). With everything going on, it’s become easier than ever to get lost in “to do’s” and forget about “to improves”. While we all know that self-improvement is critical to achieving long-term goals, it’s too often the first thing that goes out the window when we’re low on tim

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6-Slide Proposal

KO Advantage Group

The proposal in the sales process is the last moment we get to bridge our relationships from prospects to clients. This is the last moment we get to show them the very best of us and ask "Are you ready to continue on this relationship"? So why do so many people get this critical step wrong? Why do so many people confuse this document with everything that a proposal shouldn't be, or send it through the worst possible way "I'll email you something".

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Aligning Your SDR Team With Your Broader Sales Organization

Force Management

BDR/SDRs are vital to an organization's ability to gain market awareness, grow and scale. Keeping a growth engine going around this function is not easy. Its propensity for high turnover can make it difficult to enable BDR/SDR teams to make a consistent impact.

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Sharing Perspective: Four Ways Sellers Can Stay Relevant During the COVID-19 Pandemic

Miller Heiman Group

Over the last five years, sales organizations have hit their revenue targets, even though individual sellers’ metrics declined. Our 2019 World-Class Sales Practices Study showed that lead conversion and quota attainment were both down by double digits (13% and 10%, respectively). Deals were also becoming more complex, with an average of more than 6.4 decision makers involved in a deal and the sales cycle stretching beyond 5 months.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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6 Ways to Stay Visible Post-Pandemic

KLA Group

By Kendra Lee The pandemic has business owners thinking very differently about their organizations. They’re scrutinizing their solutions, go-to-market strategies, and processes. They’re re-examining their staff and providers. While they may have had solid a solid business pre-pandemic, now many are scared they won’t be in business post-pandemic. At the very least, they are worried […].

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Effective Feedback for Sales Performance

The Center for Sales Strategy

Top-performing sales managers are on top because they are continually finding ways to encourage their team to be more productive. Constructive feedback is vital to ongoing development. In fact, In fact, the 2019 Media Sales Report found that 95% of salespeople said that learning and development are important to them. Almost every sales organization has various types of sellers.

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6 Ways to Stay Visible Post-Pandemic

KLA Group

By Kendra Lee The pandemic has business owners thinking very differently about their organizations. They’re scrutinizing their solutions, go-to-market strategies, and processes. They’re re-examining their staff and providers. While they may have had solid a solid business pre-pandemic, now many are scared they won’t be in business post-pandemic. At the very least, they worried they […].

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Why do you need a solution for Territory and Quota (T&Q) Management?

Canidium

If Your Sales Team has Quotas to Hit, You need SAP’s Territory and Quota Management Tool. So far, 2020 has not gone the way many of us expected it to. When all is said and done, field sales reps will have been out of the field for at least a quarter of the year, pipelines have shrunk, and many of the 2020 strategic plans created in bullish 2019 have gone out the window.

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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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TSE 1299: Keys to Making the Sales Process ENJOYABLE for You and the Customer

Sales Evangelist

Keys to Making the Sales Process ENJOYABLE for You and the Customer The sales process is a journey that can vary in the amount of time invested. Regardless of how long it takes, it’s within your control to make it enjoyable for you and the customer! Tasha Smith is with Emerge Sales Training and they help entrepreneurs become great at selling. Their goal is to make the journey enjoyable for both the sellers and their customers.

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Marketing Your Business in a Post-Pandemic World

Nimble - Sales

We are living during some unprecedented and unusual times. The world has never seen a shut down as we are currently experiencing because of the COVID-19 pandemic. With a large portion of the population staying home to protect themselves from catching the coronavirus, the traditional ways of marketing to your customer base may not work. […]. The post Marketing Your Business in a Post-Pandemic World appeared first on Nimble Blog.

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WEBINAR: National Sales Conference 20 – Video Prospecting Through The Noise with Morgan Ingram

John Barrows

The post WEBINAR: National Sales Conference 20 – Video Prospecting Through The Noise with Morgan Ingram appeared first on JB Sales.

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4 Ways Sales Will Have to Change in the Wake of COVID-19

Pipeliner

Right now, salespeople in every industry are being confronted with what is certain to be the most unusual business environment they’ve ever seen. The massive global economic disruptions caused by the coronavirus (COVID-19) pandemic have upended the landscape in ways nobody could have predicted or prepared for. Supply chains have gone haywire , altering long-established sales patterns.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Incremental Sales: a Crucial KPI to Guide Your Marketing Efforts

Hubspot Sales

Marketing, as a concept, is devoted entirely to propping up, promoting, and facilitating another facet of a company's business operations — sales. That much is obvious. The object of any marketing effort is to drive demand and generate revenue. But how can you tell if those efforts actually did that in a meaningful capacity? How do you know if a specific marketing campaign was effective?

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The Customer Success Bow Tie

Pipeliner

Customer success is a vital, yet often overlooked part of keeping and growing a business. All too often, companies struggle with onboarding and engaging their clients in a way that gives the customer maximum value. You put so much work into developing a great product or service, a ton of time and effort into marketing and talking to potential customers and clients, and highlighting how what you offer can meet a need, but the ball gets dropped when it comes to keeping and maintaining customers an

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5 Things to Remove from Your Website Immediately if You Want to Rank High on Google

Nimble - Sales

When you’re wondering how to rank higher on Google, you tend to focus on things that you need to add. Floating social media buttons, subscription forms, comment sections, more content, and way more content. Before you go too far with your strategies, maybe it’s better to take a minimalistic approach. Are there things that are […]. The post 5 Things to Remove from Your Website Immediately if You Want to Rank High on Google appeared first on Nimble Blog.

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Difference Between a SDR and BDR?

InsideSales.com

The pillars of lead generation and qualification are sales development representatives (SDRs) and business development representatives (BDRs). But what is the disparity between both roles; Let’s look at the key differences between SDR vs. BDR. RELATED: WHAT 3 TOP SDR LEADERS ARE DOING RIGHT NOW. In this article: SDR vs. BDR. What Importance do SDRs and BDRs Hold?

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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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How to Create a Killer Sales Funnel for Beginners

Nimble - Sales

According to a survey conducted by Salesforce, an efficient sales funnel leads to rapid growth. Results from the study reveal that about 69% of companies are yet to identify and understand the power of sales funnel in increasing their sales. More so, 80% of the market leads never translate to sales. The truth is that […]. The post How to Create a Killer Sales Funnel for Beginners appeared first on Nimble Blog.

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The Role Leaders Play in the Safe and Healthy Workplace

Carew International

Even as businesses that cater to the public are starting to open in some capacity, most organizations who don’t offer a public service are mandating that their employees continue to work remotely for the foreseeable future. As we’re all aware, the reasoning behind this is to successfully control the coronavirus pandemic and to keep employees – and on a larger scale, all citizens – safe and healthy.

Scale 56
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The Good Room or the Bad Room?

Corporate Visions

The post The Good Room or the Bad Room? by Tim Riesterer appeared first on Corporate Visions. Turns out, training effectiveness scores are impacted by “room quality,” even in a virtual environment. “Training leaders were refusing to teach in the basement classrooms because their scores were lower versus when they would teach in the top floor classrooms with a view of the city and windows all around.

Scale 52
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Xactly Unleashed - 5 Break Out Sessions You Should Attend!

Canidium

To say things have changed since the last Xactly Unleashed event is an understatement! We all live in a completely changed world. The need to reconnect and partner with each other is more important than ever. Our team at Canidium is ready to bring our passion for SPM into the virtual world.

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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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The Good Room or the Bad Room?

Corporate Visions

The post The Good Room or the Bad Room? by Tim Riesterer appeared first on Corporate Visions. Turns out, training effectiveness scores are impacted by “room quality,” even in a virtual environment. “Training leaders were refusing to teach in the basement classrooms because their scores were lower versus when they would teach in the top floor classrooms with a view of the city and windows all around.

Scale 52
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ESIGN Act: everything you need to know

PandaDoc

An electronic signature is defined as , “…an electronic sound, symbol, or process, attached to or logically associated with a contract or other record and executed or adopted by a person with the intent to sign the record.”. Electronic signatures are now a normal way to conduct business transactions and sign documents. In fact, conducting business electronically is the best way to speed up your sales cycle and close deals more quickly.

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The Good Room or the Bad Room?

Corporate Visions

The post The Good Room or the Bad Room? by Tim Riesterer appeared first on Corporate Visions. Turns out, training effectiveness scores are impacted by “room quality,” even in a virtual environment. “Training leaders were refusing to teach in the basement classrooms because their scores were lower versus when they would teach in the top floor classrooms with a view of the city and windows all around.

Scale 52