Keith Rosen
JULY 30, 2020
“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. While leaders are masters at over-engineering things, the answer to boosting your joy, confidence, quality of life and productivity is simple.
Anne Miller
JULY 30, 2020
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. . If you could fit the entire population of the world into a village consisting of 100 people, maintaining the proportions of all the people living on Earth, that village would consist of. 57 Asians. 21 Europeans. 14 Americans (North, Central and South). 8 Africans. 6 people would possess 59% of the wealth and they would all come from the USA. 8
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Hubspot Sales
JULY 30, 2020
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. Sales leaders that fall back on run-of-the-mill motivation techniques struggle to drive their reps toward aggressive growth targets.
Anthony Iannarino
JULY 30, 2020
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. They write as if salespeople don’t know how to sell, as if all their leaders exhibit bad behaviors and bad beliefs, treating their sales force as nothing more than a means to an end.
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
SalesHood
JULY 30, 2020
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. In this case, he is providing very actionable insights and questions to help all of us authentically build customer relationships [ ] The post Advice From Barry Rhein On Selling During A Pandemic appeared first on SalesHood.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Force Management
JULY 30, 2020
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. Share these effective strategies with your sales teams to help them hit their numbers this quarter and the next.
Partners in Excellence
JULY 30, 2020
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.). The structure of the account plans looked like 99% of the account plans I have seen (and if I’m honest, some that I used to develop decades ago).
Pipeliner
JULY 30, 2020
How did the digital transformation impact financial services? In this Expert Insight Interview hosted by John Golden, Carter Wilcoxson discusses the digital transformation in estate planning. This interview discusses: The Ever-changing plan. How to Build Foundation. Ever-changing Plan. Estate is everything you own. Estate planning is basically creating an ever-changing plan for everything you own.
Product Management University
JULY 30, 2020
Selling a product with a ton of features is a blessing and a curse. It’s great that your product has so many cool features. It’s also a nightmare for marketing and sales. Why? They’re trying to sell all of them and your buyers are overwhelmed, often to the point of decision paralysis. If your competition is doing the same thing, at least the playing field is level.
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.
The Center for Sales Strategy
JULY 30, 2020
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. Don’t look to a mission or vision statement hanging on the wall to discern the culture of a given organization.
SalesHandy
JULY 30, 2020
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. Email verification techniques can be used to reduce your email bounce backs. It cleans your email list by filtering the spammy and invalid addresses that help you in proceeding towards your email campaign securely.
Pipeliner
JULY 30, 2020
Expert Insight interview guest is George Papades, COO of the HOTH, a company that helps businesses grow with SEO, content marketing, and PPC. He will present HOTH’s very inspiring way of functioning and building relationships with their clients, something that is becoming increasingly popular with all the shifts that are happening in the business world.
Babette Ten Haken
JULY 30, 2020
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? There is a will and a way to be both trustworthy and career-focused, simultaneously.
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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.
Corporate Visions
JULY 30, 2020
The post Proving the Power of Situational Enablement by Tim Riesterer appeared first on Corporate Visions. Situational Enablement has tremendous benefits for your organization. Imagine being able to ready your sales force to respond to urgent threats or opportunities in weeks, instead of waiting months. But realizing the power of Situational Sales Enablement requires a new approach to training and coaching your salespeople on new skills.
Chorus.ai
JULY 30, 2020
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. Jim and Alice opened up the show by talking about the lessons learned from Q2.
Nimble - Sales
JULY 30, 2020
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. Facebook video ads generate more views and clicks […]. The post How to Create Facebook Video Ads that Actually Convert appeared first on Nimble Blog.
Sales Hacker
JULY 30, 2020
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. Decisions are rarely made unilaterally. And finding who you need to present your solution to (and how) is more important than ever.
Advertiser: ZoomInfo
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
Aviso
JULY 30, 2020
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. When the pandemic started, our customers (which include leaders such as Honeywell, Dell, Splunk, RingCentral, and FireEye) indicated […].
Xvoyant
JULY 30, 2020
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 pandemic has forced CEOs and sales managers to look closely at their sales ocean — and many are finding a less-than-scenic view. They are realizing that it might be time for a shopping trip to purchase suits!
Sales Hacker
JULY 30, 2020
The post Nobody Buying? 3 Data-Backed Steps to Pivot Your Sales Strategy appeared first on Sales Hacker.
Sales Lead Management Association
JULY 30, 2020
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 report broadly categorizes the product landscape as well as the application spectrum, while predicting the year over year growth rate and revenue over the estimated timeframe.
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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Sales Gravy
JULY 30, 2020
Mastering the "Yes - And" Sales Improv Framework Ever been caught flatfooted when a buyer throws an unexpected objection at you? It turns out that improv can help you handle it and increase sales. On this Sales Gravy Podcast episode, Jeb Blount (Virtual Selling) and Gina Trimarco engage in a fun discussion on how to increase sales with improv. You'll learn how developing the same skills comedians and actors use on stage, can help you in front of buyers during sales conversations.
Braveheart Sales
JULY 30, 2020
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. Not only does following one provide a roadmap for the salesperson to know where to go in a sales conversation, which our data indicates can increase closed business by up to 15%, but it also enables sellers to more cons
Carew International
JULY 30, 2020
It’s a good question to ask yourself. We emphasize this frequently in our blogs because it’s important— the main role of sales leaders is to develop their sales team. As sales leaders and/or managers of sales teams, it is our primary responsibility to help our people succeed. We are inherent “people people.” It’s part of our personality. It’s in our DNA.
Richardson
JULY 30, 2020
Today, numerous COVID-19 vaccines continue their progress to phase III trials. In the meantime, it is becoming increasingly clear that the eventual return to normalcy will be a version of normal rather than a perfect representation of the pre-pandemic world. Even as people return to offices and resume travel, many of the emerging healthcare sales practices of today will survive because they are an improvement over what came before.
Advertiser: ZoomInfo
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.
Product Management University
JULY 30, 2020
Selling a product with a ton of features is a blessing and a curse. It’s great that your product has so many cool features. It’s also a nightmare for marketing and sales. Why? They’re trying to sell all of them and your buyers are overwhelmed, often to the point of decision paralysis. If your competition is doing the same thing, at least the playing field is level.
Tenbound
JULY 30, 2020
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. David on Linkedin TenBound.com #657: Use “Content Prospecting” To Connect With More Potential Buyers With David Dulany.
Close
JULY 30, 2020
Learn five elevator sales pitches that'll help you break the ice and present your product without pushing a hard sale and chasing a potential business ally away.
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