Thu.Jun 04, 2020

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.

Travel 192

3 Ways to Improve RFP Response When Your Whole Team Is Remote

Sales and Marketing Management

Author: Angela Earl Everyone is apart. Companies in every industry, of every size, are completely remote. But in the wake of these sudden changes, the strongest among us are thriving. Many RFP response teams are innovating. They are creating new ways to keep collaboration going between team members.

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3 Steps to Reshape Your Sales Approach & Reopen with Confidence

Sales Hacker

The influence of COVID-19 on the marketplace and our sales operations has completely changed the business landscape, and there may be no turning back. While many things can impact a sales team, most of us have never encountered the kind of confusion created by the arrival of the pandemic.

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.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

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.

More Trending

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).

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

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?

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!).

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.

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.

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.

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.

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.

Lead Generation Checklist to Get Better Results Now

You spend time, energy, and money to generate demand and get leads. It's how you manage them that makes the difference between success and failure. This checklist gives you an easy way to focus on the most critical tasks to get better results now.

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.

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.

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.

How to Motivate Your Employees to Sell More

Accent Technologies

The post How to Motivate Your Employees to Sell More appeared first on Accent Technologies. Uncategorised

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

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.

Aligning Your SDR Team With Your Broader Sales Organization

Force Management: The Command Center

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. Company Alignment

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.

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.

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.

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. Xactly

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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.

3 Lead Generation Strategies for Outsourcing Companies during COVID-19

eGrabber

Due to COVID pandemic, companies are expected to outsource more work, says NTT – a technology firm.

How to Use PowerPoint Effectively

Selling Energy

PowerPoint can be a powerful tool to illustrate your offerings to prospects or customers. However, my first word of advice concerning PowerPoint is “Don’t start with PowerPoint!” I mean that in the most basic sense.

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E (you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

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.

Announcing the Selling On-Camera Master Class!

Performance Sales and Training

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.

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.