Thu.Jul 30, 2020

How to Add Impact to Numbers

Anne Miller

A friend sent me the following, which is a great example of how to take large abstract numbers and make them real for your viewers, clients, or readers. .

A Simple Test for Distinguishing Features From Benefits

Hubspot Sales

Salespeople are often told to sell benefits, not just features. But the distinction can sometimes feel blurry. Is the product’s ability to scale with a prospect’s growth a feature or a benefit? What about its best-of-class quality? Or its ease of use?

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Corporate Culture Starts at the Top. But Who’s at the Top?

The Center for Sales Strategy

Much is written every year about corporate culture. And yes, every corporation has a culture—they may not have built it purposefully, they may not be proud of it, it may hold the organization back rather than propel it to success—but there’s always a culture and it always impacts performance.

ACT 93

10 Ways to Keep Your Sales Team Motivated Through The End of Summer

Hubspot Sales

Even your top performers can lose focus during the summer. Warmer months mean more distractions, and with key decision makers on vacation, a potential drop in leads. This is a toxic combination for sales reps and their managers.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Nobody Buying? 3 Data-Backed Steps to Pivot Your Sales Strategy

Sales Hacker

The post Nobody Buying? 3 Data-Backed Steps to Pivot Your Sales Strategy appeared first on Sales Hacker. Choice Closing PandaDoc Partner Webinars

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Dismantling the Stereotypes of Sales and It’s Leadership

Anthony Iannarino

There is a certain variety of sales experts who write as if salespeople, sales managers, and sales leaders are all from central casting for movies like Glengarry Glenn Ross or Boiler Room , movies that define the sales stereotype of self-oriented, manipulative, and high-pressure sales.

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Closing Multi-Threaded Deals: Know Who You Should Be Talking To By Asking 3 Important Questions

Sales Hacker

It’s important to understand what you bring to the table and the real value you provide. But none of that will help you if you’re talking to the wrong person. As solutions become more complex and budgets become more restricted, more and more people are involved in the sales process.

Advice From Barry Rhein On Selling During A Pandemic

SalesHood

We asked Barry Rhein, CEO and Founder of Selling Through Curiosity, to share insights and advice about how to sell and build relationships with our customers during a pandemic. Barry never fails to deliver.

You’re One Degree Away From Another Sale or Another Sales Slump

Keith Rosen

“Maybe we should stop coaching and be more directive so we can accelerate results now.” Unfortunately, this is the message I’m hearing from senior leadership to their front line sales managers, as companies fearfully scramble to reinvent themselves.

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!

Nordstrom Template For Customer Service

Pipeliner

Taking Care of the Customer. The Nordstrom proposition is deceivingly simple. The proposition is: take care of the customer. It doesn’t sound so unique, does it? Many companies probably say that they aim to take care of their customer.

Ask Me Anything About: Sales Management & Leadership

Sales Hacker

The post Ask Me Anything About: Sales Management & Leadership appeared first on Sales Hacker. Sales Management Webinars

Get AI Guidance From Your Phone with the New AvisoAI Mobile Experience

Aviso

With mobile app usage up 40% year-over-year in the second quarter of 2020, even hitting an all-time high of over 200 billion hours during April, we are thrilled to announce a refresh of Aviso AI’s mobile application.

Do You Have the Right Sellers on Your Sales Bus?

Xvoyant

by Colleen Stanley. 4 min read. Warren Buffet’s oft-quoted phrase, “Only when the tide goes out do you discover who’s been swimming naked,” is quite timely for sales managers leading during a pandemic.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Are You Professionally Trustworthy or Just Self-Focused?

One Millimeter Mindset

Take a pulse-check. How professionally trustworthy are you as you serve colleagues and clients? Are you committed to continuously serving each other, first, so you better serve clients, together? Or, are you self-focused, often opting to serve your own professional needs at the expense of others?

Building a sales team: What you need to get right early on with Zach Barney

Predictable Revenue

The benefits of thinking about sales growth early on, and the decisions CEOs and sales leaders need to make to get growth right from the get-go. The post Building a sales team: What you need to get right early on with Zach Barney appeared first on Predictable Revenue.

Proving the Power of Situational Enablement

Corporate Visions

The post Proving the Power of Situational Enablement by Tim Riesterer appeared first on Corporate Visions. Situational Enablement has tremendous benefits for your organization.

CUSTOMER RELATIONSHIP MANAGEMENT (CRM) LEAD MANAGEMENT MARKET, 2020-2026

Sales Lead Management Association

The research report on Customer Relationship Management (CRM) Lead Management market provides a thorough assessment of this industry vertical and comprises of data regarding the current trends and their impact on the profitability graph.

The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

How to Verify Email Address Before Sending Cold Emails?

SalesHandy

No one loves email bounce backs, primarily when SDRs conduct cold email campaigns. According to a recent report by Constant Contact , the average email bounce rate is 7.75%. But the good email bounce rate is less than 2%. Anything above 2% is considered critical.

3 Dimensions for Finding the Right Contacts

Selling Energy

There are many dimensions to finding the right prospects to approach. Here are three for starters. sales tips sales performance Business tips recession selling

GTM Motions Part I: How ZoomInfo Responds to Every Lead Within 90 Seconds

Zoominfo

Realizing that there is such a small gap between good and great can either be terrifying or empowering. . It’s not uncommon to hear about horse races where the second place jockey is behind by two-and-a-half lengths.

?? Selling Through Culture

Pipeliner

Expert Insight interview guest is George Papades, COO of the HOTH, a company that helps businesses grow with SEO, content marketing, and PPC.

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.

Can a Sales Process Help Sell Value?

Braveheart Sales

Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The mindset of the salesperson plays a role. Here’s another way to help sellers avoid discounting and sell value – A repeatable sales process.

Our Latest Podcasts: Tactics That Get Results

Force Management: The Command Center

The goal of this month's episodes was to share key strategies sales teams can implement right now to close opportunities. Each episode covers timely tactics sales leaders, managers and reps can use to make an impact on the live deals in the pipeline. Review our rundown of episodes below.

How to Create Facebook Video Ads that Actually Convert

Nimble - Sales

Facebook has over 2.6 billion monthly active users, but trying to reach them solely through organic methods would be a huge mistake. As Facebook’s reach for organic posts is extremely low. The only way to combat this is with ads. And not just any ads, video ads.

The Problem With Account Planning

Partners in Excellence

I was asked to sit in on a number of account plan updates. It’s mid year, so it’s time to pull out the account plan, blow off the digital dust, and update it. you might be getting an idea of what I think about most account planning processes.).

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

#657: Use “Content Prospecting” To Connect With More Potential Buyers With David Dulany

Tenbound

David Dulany is the CEO and founder of Tenbound which is a research and advisory firm focused to sales development performance. On today’s episode of The Salesman Podcast David shares his lead generation strategy of “content prospecting” and how it can help fill your pipeline.

How Sales AI Improves Pipeline Management 

Accent Technologies

The post How Sales AI Improves Pipeline Management appeared first on Accent Technologies. Uncategorised

The Immediate Importance of Customer Success and Retention

Chorus.ai

Watch the Video. Jim Benton was joined by Alice Heiman , CEO, and Founder of Alice Heiman LLC , on the last Weekly Briefing of July. They discussed the immediate importance of customer success and the role leadership - specifically CEOs - have to play in keeping customers supremely happy.