Sales 2.0
MAY 1, 2020
Don’t panic. We will return to normalish, at some point. We will start selling at some reasonable rate again, soonish. Budgets will be back in place and buyers will need things, in a little whileish. When all this happens, you may easily forget the lessons of this panic/pandemic. One of these lessons I believe is that big customers are good. Big fish have big wallets.
SBI Growth
MAY 1, 2020
This past month will have lasting implications for years to come. And what will resonate with businesses is how they chose to respond to the COVID-19 crisis. While new executive orders are put in place, and governments contemplate “opening” their.
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Mr. Inside Sales
MAY 1, 2020
Question: When will things get back to normal? Answer: When there is a safe and effective vaccine. Questions: When will that be? Answer: 12 – 18 months, hopefully. Whether you want to hear it or not, you could be working from home for the next 18 months. Oh, I know, businesses are opening, your own company has a “re-open” date for…oops, it’s been pushed back now till May 15th, um, end of May….
Sales Hacker
MAY 1, 2020
Modern enterprise buyers are inundated by sales pitches and presentations that flood their inbox every day. So, how do you make your pitch stand out from the noise? Maybe you can picture a winning sales deck in your head but can’t quite put it into words on the screen. Or maybe you’re doing a lot of things right and just need to figure out what else you can improve.
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.
Anthony Iannarino
MAY 1, 2020
Success is something that you attract by developing yourself into the kind of person that could produce the result you call success. If there were a rule for becoming successful, it would sound something like what Michaelangelo is purported to have said when asked about the statue, David. He said that he merely had to chip away all the things that didn’t look like David.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Mindtickle
MAY 1, 2020
Do you know what “TK” means in life sciences? How about “kaizen” in manufacturing? Do you understand how AI is affecting financial services or how the Internet of Things (IoT) is changing manufacturing models? For new reps selling into these verticals, familiarity with industry hot topics and vertical-specific concepts like these may mean the difference between closing a deal and losing it.
Anaplan
MAY 1, 2020
Anaplan’s Head of Financial Services Solutions Henri Wajsblat interviewed Anaplan partner and Accenture Managing Director Anupam Mohapatra about the transformation of the distribution landscape in the insurance industry, related sales performance issues, and the benefits of the Anaplan platform to … Keys to a successful sales performance management transformation in insurance Read More »
SalesHandy
MAY 1, 2020
While moving through the sales cycle, sales prospecting comes as its first step and is considered as an essential part. From the famous quote “ Sales prospecting is where the salesperson makes their money. ”, you can easily understand how essential it is for any salesperson to learn the best sales prospecting techniques. Every salesperson knows the importance of sales prospecting, but many lack some of the essential skills to succeed.
Mindtickle
MAY 1, 2020
Now more than ever, our homes have become our world. And for the foreseeable future, sales calls and product demos will be conducted from home, virtually. It’s a major adjustment and the challenges typically faced during in-person meetings (such as ensuring and maximizing knowledge retention) are made all the more challenging by additional complications that arise from virtual meetings.
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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.
Partners in Excellence
MAY 1, 2020
One of the most positive things about sales people and leaders is their “action orientation.” Great sales people are driven to take action. Whether its prospecting to find new customers, or moving an opportunity forward, or getting support from within their own organizations or within their customers. Likewise managers want to make sure they have the right people, doing the right things.
The Center for Sales Strategy
MAY 1, 2020
- MOTIVATION -. "What we dwell on is who we become.". -Oprah Winfrey. - AROUND THE WEB -. > What Buyers Want Right Now– LinkedIn. One of the great difficulties of being a salesperson right now is the uncertainty. Not the general "uncertain times" sense being felt across all industries and professions, but the uncertainty of how any given person is doing; where their head is at.
Highspot
MAY 1, 2020
First, don’t just walk a mile in your stakeholder’s shoes — prepare to run a marathon. You’ll need a deep understanding of how primary users work, including their challenges and needs. Second, look for technology that supports your enablement program not just today, but well into the future. Here are a few best practices to get started.
Product Management University
MAY 1, 2020
This is going to sound elementary, but hang with me for a minute. The key to becoming a great business problem solver is the ability to distinguish customer problems from customer outcomes or goals. Here’s what I mean. Customers say things like, “ One of our biggest problems is that we don’t get enough repeat business from existing customers.” It’s easy to take statements like that at face value (the problem) and quickly turn our attention to the product solution.
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.
Cience
MAY 1, 2020
It’s almost incalculable how much the Coronavirus has affected our everyday life and workflows. While everyone, including customers, has shifted towards work from home (WFH) policies, business owners all over the world are left to wonder: Will we be able to sell our products or services, and what is the best path to profits in such difficult times? CIENCE has worked with over 750 companies since 2017, and we believe everything is possible in sales when outbound marketing is part of the Go-to-Mar
Nutshell
MAY 1, 2020
Serving more than 600,000 customers around the world, Constant Contact is one of the world’s most popular email marketing platforms, due to its flexibility and simplicity. Constant Contact offers email marketing automation, campaign creation, and workflow creation tools that make it easy to turn leads into customers. One of the most compelling aspects of the platform is its capacity for integration with other software.
Nimble - Sales
MAY 1, 2020
Working in a deadly silent office space can be pretty miserable. The constant “tap tap tap” of fingers on keyboards is enough to drive anyone mad, and the sound of the coffee grinder or even a loud phone conversation can be seriously distracting. Getting some music going in the workplace is a great way to […]. The post How Music Can Make You More Productive in the Workplace appeared first on Nimble Blog.
Pipeliner
MAY 1, 2020
Think about the number of performance metrics and data that you have access to at any given moment. For salespeople, sales managers, sales leaders, and other business people, there is an enormous amount of metric; so much so that CRM systems and other organizational software are prioritized as one of the most important things that you can do for your business.
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Allego
MAY 1, 2020
One of the leading medical podcasts has featured the Ventilator Training Alliance (VTA) app, used by thousands of frontline clinicians to gain access to critical ventilator training information from manufacturers. In a VTA episode in its COVID-19 series, TopMedTalk covered how the app came to be—from initial idea to launch—what challenges it was designed to solve and how it’s helping clinicians on the frontlines.
Chorus.ai
MAY 1, 2020
Watch the Video. In today’s briefing, Jim Benton was joined by James Heller , CEO, and Co-Founder of Wrapify. They discussed how the Media and Ad Tech segment has been performing, and the latest uptick inactivity. Here are the numbers: Media and Ad Tech up 18% Substantial increase across market geos Cold call dials are down 35% since January, Connect rates are holding steady First meeting volume up 2% Follow up meetings are up 7% Media and Ad Tech markets get a lift Media and ad tech get a big +
Engage Selling
MAY 1, 2020
I had numerous conversations with sellers over the past weeks who were worried about being laid off, fired, the business shutting down, or the consolidation of departments. In particular, they asked me what they could do to keep their job.
criteria for success
MAY 1, 2020
Today's quote from Brian Tracy is about handling objections. Read on to learn more about this week's Let's Talk Sales inspiration! Brian Tracy Quote. Brian Tracy is a famous author, professional speaker, and CEO. He said: “Treat objections as requests for further information.”. – Brian Tracy. Resources on Remote Work & Productivity. Adjusting to remote work (or managing a remote sales team) is not without its challenges.
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.
Selling Energy
MAY 1, 2020
Communicating is a very large part of selling and we’re often told to be “on message” and consistent when we’re speaking with prospects and customers. The same principles apply to marketing and our online presence, which is the basis for content strategy. This kind of marketing focuses on the “why” of the sale and on keeping the message simple and concise.
LevelJump
MAY 1, 2020
We’re big fans of Gong. In fact, I’d go as far to speculate wildly and say that Gong is possibly our favourite sales tool. But that’s not why we partnered with them earlier this year to bring together outcome-based enablement and revenue intelligence. We did it because revenue intelligence solutions, combined with LevelJump programs that tie enablement to revenue, is a killer combo.
Mindtickle
MAY 1, 2020
Do you know what “TK” means in life sciences? How about “kaizen” in manufacturing? Do you understand how AI is affecting financial services or how the Internet of Things (IoT) is changing manufacturing models? For new reps selling into these verticals, familiarity with industry hot topics and vertical-specific concepts like these may mean the difference between closing a deal and losing it.
Showpad
MAY 1, 2020
Identifying what drives return on investment is just as crucial as increasing it for product marketing leaders. These professionals are not only responsible for creating content and ensuring customer-facing teams don’t share outdated, off-brand collateral, but understanding where and how content should be used in the buyer journey and its effectiveness in closing deals.
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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
Artesian Solutions
MAY 1, 2020
LONDON, England, May 1, 2020 – NatWest, part of the Royal Bank of Scotland Group, has today announced the renewal of its agreement with Artesian Solutions as the Banks’ core relationship intelligence and customer insight platform. The announcement follows a competitive five-month tender process which assessed the latest artificial intelligence solutions against strict criteria aimed at contributing to the Bank’s mid-term growth plans and aligned to their key strategic initiatives.
The Accidental Negotiator
MAY 1, 2020
A negotiator always has to manage the other side’s expectations Image Credit: Photo by Elena Koycheva on Unsplash. When you jump into a negotiation, do you know what you want to get out of the negotiation? Perhaps a much more important question is does the other side have a set of expectations regarding what they want to get out of the negotiations no matter what negotiation styles or negotiating techniques are used?
Showpad
MAY 1, 2020
Demonstrating return on investment isn’t always as simple as adding up figures in a spreadsheet – in fact, for Chief Marketing Officers, proving ROI may feel more like a puzzle to be solved. In between boosting brand awareness in the market and ensuring sales teams stay up to date on new campaigns and collateral, CMOs are accountable for showing the financial impact of marketing using clear-cut metrics.
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