Zoominfo

APRIL 23, 2020

Business leaders understand that data is the critical heart of growth and expansion. It’s the genesis of thousands of downstream processes and millions of actions. But there’s data, and then there’s data. It’s not hard to find data: a company name and phone number, employee count, revenue, maybe direct numbers and email addresses, job titles. But long, complicated sales cycles need more than just names and numbers.

Ideal Customer Profile 189

Ideal Customer Profile Prospecting Intent Data Trade Show 189

Sales 2.0

APRIL 23, 2020

It’s a really tough time for most companies to sell their products and services. Much buying is “paused.” Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. Deals are stuck in the pipeline and new opportunities are in short supply. 1. A time to plan. Conversely, this slow time is a great time to plan for the future.

Enterprise 432

Enterprise Enterprise Penetration Gatekeeper 432

Nutshell

APRIL 23, 2020

Sales teams and marketing teams often work together, but what about your sales and customer support teams? If sustained revenue growth is your goal, you can’t afford to neglect the relationship between these two departments. The reasoning is simple: If your customers have a post-sale experience that falls below their expectations, they’ll move onto a competitor and your company’s growth will peter out.

Churn 71

Churn Hiring Lead Rank Lead Scoring 71

Anthony Cole Training

APRIL 23, 2020

Guest Blog Post from Gaia Hawkes.

Positioning 204

Positioning Leads Marketing Qualified Lead Sales 204

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Crunchbase

APRIL 23, 2020

“We’re going to target recession-proof industries!”. — every SaaS sales team right now. Don’t do this. I can only imagine how many teams are cold calling into $ZM right now. There’s no doubt that every sales team is scrambling. The easy way to overcome the objection of: “I no longer have a budget for this” is to go after recession-proof industries that would hypothetically have the budget. … Right?

Lead Rank 141

Lead Rank Lead Scoring CRM Outbound 141

Anthony Iannarino

APRIL 23, 2020

Prospecting is difficult when you don’t have a well-developed plan. The more specific you are about what you need to do and block the time to do it, the more effective you will be at creating new opportunities, building your pipeline, and winning big deals. In Eat Their Lunch , you will find a framework for a prospecting sequence for professionally pursuing your dream clients, gaining the commitment for time, and helping them explore change.

Prospecting 98

Prospecting Sales Qualified Lead eBook Lead Rank 98

Mindtickle

APRIL 23, 2020

As our nation endures another week of the COVID-19 pandemic, we at MindTickle are acutely aware of the toll the virus is taking on lives and businesses, including our customers and partners and the extended enablement community. Indeed, with active shelter-in-place mandates issued for the majority of the US and around the globe, so many in sales, specifically, are working from home.

Hiring 97

Hiring Sales Enablement Training Trends 97

Shari Levitin

APRIL 23, 2020

The great Eleanor Roosevelt once said, “Learn from the mistakes of others. You can’t live long enough to make them all yourself” and she was right. Recently, I was reminded of this lesson again, when I fumbled a Zoom presentation. Even with the years of experience and countless virtual presentations I’d done (seamlessly, for the most part) before… I still blew it in front of 200 people I really respect.

Video 91

Video Tools Meeting Closing 91

Sales Hacker

APRIL 23, 2020

The state of business and sales today is uncertain. We’re all talking about it, and we’re all doing our best to adjust to the current crisis. What we’re not talking about as much is the aftereffect of this crisis and prepping for what this will mean for sales. We hope everything will snap back as soon as possible when bans are lifted, and people can get back to in-office and face-to-face work.

Lead Rank 93

Lead Rank Lead Scoring Face-to-face Outbound 93

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Sales

Pipeliner

APRIL 23, 2020

A series of actions when you are trying to sell on a prospect is called sales cadence. It includes all your attempts to contact a prospect like phone calls, voice mails, emails, and social media interactions. Sales cadences are very important as they give sales representatives a system that they can follow when they are doing their work. However, if this is not carefully built, this system may annoy your prospects, and you may lose your sales.

Top of Funnel 93

Top of Funnel Prospecting Social Media Sales Qualified Lead 93

Sue Barrett

APRIL 23, 2020

No more waiting… It’s time to look ahead. It’s time to get selling. This headline may seem insensitive to some people. ‘It’s too soon’ I hear some people saying. It is perfectly understandable that when a *Black Swan Event -such as what we are living through now with Covid-19- happens, people stop in their tracks […]. The post It’s time to look ahead.

Opportunity 93

Opportunity Sales Strategy 93

Predictable Revenue

APRIL 23, 2020

We’ve known this about salespeople for a long time: they are on the frontlines of interactions with customers and, therefore, have a depth of knowledge of why people buy… and why they don’t. Unfortunately, that resource is often an untapped. The post Turn your critical internal sales knowledge into an effective training program with Christi Wall appeared first on Predictable Revenue.

Training 86

Training Resources Revenue Sales 86

KLA Group

APRIL 23, 2020

By Kendra Lee Let’s cut to the chase. Are you weathering or withering right now? While none of us has experienced a pandemic before, think back on previous challenging times: The Great Recession, 9/11, and if you’ve been in business long enough, the Dot.com crash. How did you handle those crises? You Get to Pivot […]. The post Are You Weathering or Withering?

Pivotal 90

Pivotal Groups 90

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

Shari Levitin

APRIL 23, 2020

The great Eleanor Roosevelt once said, “Learn from the mistakes of others. You can’t live long enough to make them all yourself” and she was right. Recently, I was reminded of this lesson again, when I fumbled a Zoom presentation. Even with the years of experience and countless virtual presentations I’d done (seamlessly, for the most part) before… I still blew it in front of 200 people I really respect.

Video 83

Video Tools Meeting Closing 83

KLA Group

APRIL 23, 2020

By Kendra Lee Let’s cut to the chase. Are you weathering or withering right now? While none of us has experienced a pandemic before, think back on previous challenging times: The Great Recession, 9/11, and if you’ve been in business long enough, the Dot.com crash. How did you handle those crises? You Get to Pivot […].

Pivotal 90

Pivotal 90

criteria for success

APRIL 23, 2020

We've adapted our priorities to fit your needs. Criteria for Success, Inc. is happy to provide ongoing virtual learning events to keep you and your businesses improving. Refer back to this page for updates about upcoming webinars. Upcoming Sales Webinars Featuring Criteria for Success, Inc. Driving Consultative Selling with Problem Solving & Storytelling.

Webinar Metrics 85

Webinar Metrics Training Consultative Selling Cancellation 85

Sales Gravy

APRIL 23, 2020

On this episode of the Sales Gravy podcast, Jeb Blount discusses entrepreneurship, self-reliance and why sales professionals need to view themselves as entrepreneurs with Duct Tape Marketing's John Jantsch, the author of the new book, The Self-Reliant Entrepreneur. On this episode of the Sales Gravy podcast, Jeb Blount discusses entrepreneurship, self-reliance and why sales professionals need to view themselves as entrepreneurs with Duct Tape Marketing's John Jantsch, the author of the new book,

Marketing 85

Marketing Sales 85

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Data

Nimble - Sales

APRIL 23, 2020

Nowadays the buzzwords across the business world are CRM and SaaS. Both these words are in trend due to some good reasons. There are many CRM and SaaS solutions present in the market helping businesses to work properly and efficiently in getting an increase in their marketing landscape and sales. Around the globe, businesses are […]. The post Why Your Business Needs a SaaS CRM Solution appeared first on Nimble Blog.

CRM 106

CRM Trends Marketing Sales 106

Corporate Visions

APRIL 23, 2020

The post Why Isn’t Everyone Whiteboarding? by Tim Riesterer appeared first on Corporate Visions. A new survey shows that 77 percent of salespeople rely on PowerPoint for their in-person presentations, while only 6 percent use whiteboarding. The whiteboard vs PowerPoint disparity jumps even higher in remote selling situations, where slides are used more than 83 percent of the time while using a digital whiteboard, or any kind of annotation, drops to below 4 percent.

Survey 71

Survey Study Conference Intent 71

Xvoyant

APRIL 23, 2020

By Rob Jeppsen. Every day I speak with Sales Leaders around the world. Sometimes it is the Senior-most sales leader for an organization. Other times it is a regional, divisional, or front-line manager of salespeople. Each organization is dealing with the current pandemic differently. Each has its own challenges. While there has been a lot of emphasis on how salespeople can and should engage customers and prospects right now, less has been done on “how do leaders effectively help their teams n

Workbooks 62

Workbooks Influencer Negotiation Webinar Metrics 62

Chorus.ai

APRIL 23, 2020

Watch the Video. In today’s Daily Briefing, Jim Benton discussed the way that prospecting has changed since COVID-19, and how sales teams are adapting. Here are the numbers: Overall cold call dials are down 35% since January, essentially even week over week First meeting volume holding steady week over week for Account Executives with a slight uptick at the start of Q2 Discovery calls are down slightly at the start of Q2 vs. pre-COVID, and significantly down YoY AEs are experiencing a dip in mee

Cold Calling 62

Cold Calling ROI Data Video 62

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

Closer's Coffee

APRIL 23, 2020

Here’s What You Need To Know About The Inside Sales and Outside Sales Roles. The outfield, in cricket and baseball, is the area in the field of play furthest from the batsman or batter relative to their counterparts playing infield. In soccer, the outfield players are positioned outside the goal area. As companies seek to grow their sales numbers it’s not always clear which sales approach to take.

Outside Sales 64

Outside Sales Inside Sales Face-to-face Comparison 64

Atlatl Software

APRIL 23, 2020

Arielle recently joined the implementation team here at ATLATL. She comes with a background in industrial engineering and is excited to be part of the Charleston tech community! Check out what she has to say about her first month at ATLATL!

Engineering 57

Engineering Industry 57

Selling Energy

APRIL 23, 2020

Closing a sale can be viewed as something with a Machiavellian spin to it. There’s the stereotype of a salesman whose mindset is very fixed: “I'm going to close you. I'm going to make you bend to my will. I’m going to get you to make a decision out of sheer will.” That is not a great way to approach sales.

Closing 52

Closing How To Sales 52

Mindtickle

APRIL 23, 2020

As our nation endures another week of the COVID-19 pandemic, we at Mindtickle are acutely aware of the toll the virus is taking on lives and businesses, including our customers and partners and the extended enablement community. Indeed, with active shelter-in-place mandates issued for the majority of the US and around the globe, so many in sales, specifically, are working from home.

Hiring 52

Hiring Sales Enablement Training Trends 52

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Report

Pipeliner

APRIL 23, 2020

The percentage of employees around the world who report being engaged in their job is around 13%. That means that 87% of employees don’t enjoy what they do, and don’t feel as if they’re living their life’s purpose. Many people don’t even stop to consider their purpose, because the question is too big, or they’re so busy being busy that they don’t pay attention to what is driving their life.

Report 52

Report Leads Marketing Qualified Lead Sales 52

Product Management University

APRIL 23, 2020

In this 30-minute webinar, you’ll see real-world examples that illustrate how the context of solving customer problems completely changes when the focus is on customer outcomes instead of just the problem itself. Learn how a stronger focus on customer outcomes helps you uncover and solve higher-impact problems and deliver solutions with greater strategic value to the customer organization and yours.

Webinar Metrics 52

Webinar Metrics Customer How To Video 52

Highspot

APRIL 23, 2020

From the global pandemic itself to the massive migration to digital, the last few months have seen drastic changes that have impacted us all professionally and personally. While we may not have control over everything that happens to us, we can choose how we react and empower ourselves and others to respond. As the leader of our enablement team, I know firsthand how hard it can be to bring people together and build resilience in uncertain times — but that’s exactly what we as leaders need

Face-to-face 52

Face-to-face Sales Enablement Oracle Lead Rank 52