Tue.Feb 25, 2020

Land and Expand: How to Turn a Small Deal into Big Results

Hubspot Sales

Let’s say you’re a salesperson, selling a B2B cloud computing solution. Your product is exceptional, but your business is relatively new and, in turn, relatively unknown. The vast majority of companies don’t know who you are, how reliable you can be, and what your product is capable of.

Sales Scrum #Podcast – Episode 2

The Pipeline

Sales Scrum: Guest Warren Shapiro. In this episode, I have the pleasure to interview Warren Shapiro , a seasoned recruiter who helps both employers and employees break through the barriers to success.

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What Switching to a Consumption-Based Business Model Means for Customer Success

Sales Benchmark Index

Over the past two and a half decades, Cloud-based software delivery has transformed the marketplace with Software as a Service (SaaS) becoming the default way that customers purchase almost any software. This has changed the dynamics between vendor and customer.

Incentives and Rewards: A Closer Look

Sales and Marketing Management

Author: Tim Houlihan In my conversation with Jana Gallus from UCLA’s Anderson School of Management, we examined the ways that precision impacts the effectiveness of rewards. Her research points to important aspects of how rewards, the signals they send and their efficacy are affected by precision.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

How NOT to Market on Facebook

The Sales Heretic

I regularly receive friend requests on Facebook. Most of them I ignore. And many I report for being spam.)

More Trending

What Your CMO Doesn’t Know About Customer Advocate Programs

Smart Selling Tools

What Your CMO Doesn’t Know About Customer Advocate Programs. At the change of each year, we scour thought pieces on the web for chief marketing officer (CMO) trends that we must be attuned to in the coming year.

Sales 101: How to Nail Your Elevator Pitch


An elevator pitch is an invaluable tool for differentiating one’s business from the competition. With a few well-chosen words, entrepreneurs and sales teams can describe their business to persuasively generate interest about their products, services and brand.

Tired of Being Ghosted by Top Prospects? Try These Tips!

The Center for Sales Strategy

As sales professionals, one of the biggest challenges we face is trying to connect with a new prospect. With so many different touchpoints, it’s easy for a prospect to avoid or ignore your voicemails, emails, texts, or LinkedIn request.

How Question-Selling Can Triple the Value of Your Service

Predictable Revenue

In sales, the common misconception is that by saying the right thing you’ll win the deal.

2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

The Best Customer Discovery requires Storytelling Patience

Babette Ten Haken

Today we’re talking about the importance of having storytelling patience when conducting customer discovery interviews. Customer discovery is a methodology used for building startups, new corporate ventures / intrapreneurial activities, design and engineering projects, and sales.

Relationship Selling and the Competitive Advantage of Being Likable

Anthony Iannarino

There are bad ideas, and then there are shockingly bad ideas. Occasionally, it makes sense to stop and examine these bad ideas, the poor thinking or lack of experience that produces them, and provide better guidance on how to think about what is good and right and true in a modern sales approach.

A Modern Take on Sales Coaching


By : Rob Jeppsen. 6 min read. The Modern Sales Environment. To say the state of sales today is radically different than it was in 2005 would be an understatement. And it isn’t just one part of sales that has changed. Buyers have changed. Technologies have changed. Salespeople have changed.

Why Sales Managers Struggle with Effective Hiring

Miller Heiman Group

Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. What’s the problem?

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

Hire People Better Than You


In this clip from Episode 86 from The Sales Leadership Podcast, Thiago talks about why he always tries to hire people who are better than him in some way. video hiring team building

The Beginner’s Guide to B2B Marketing Attribution Modeling


The modern B2B customer journey is more complex and multilayered than ever before. In a prospect’s path to become a customer, they often engage in a number of digital touchpoints—social media posts, paid advertisements, email promotions, blog posts, webinars, and eBooks to name a few.

Mission Mentality


In this clip from Episode 86 from The Sales Leadership Podcast, Thiago talks about creating a mission mentality for your sales team. video mission mentality

Your Unique Business Tripod Contributes To Future Success

Smooth Sale

Attract The Right Job Or Clientele: You may be curious about the ‘what is’ and ‘how’ a unique business tripod contributes to future success. We frequently hear about the importance of taking care of our mind, body, and spirit.

Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

Your Attitude is Contagious


In this clip from Episode 86 from The Sales Leadership Podcast, Thiago talks about how your attitudes, both positive and negative, are contagious. video attitude contagious

How to Bring Clients Back from the Dead

Selling Energy

communication Selling Performance Business tips

How To Create An Effective Sales Call Script Outline


Find out what makes a sales script effective and learn how you can make your own sales call script stand out. RELATED: How To Write An Inside Sales Script. In this article: Why Phone Calls are Essential in Inside Sales. Cold Call Sales Script Structure. Benefits of Using a Sales Script.

Tailoring Your Sales Message


The average size of a buying group has gone from 5.4 stakeholders in 2014 to 10.0 in 2018 [footnote 1], which highlights the need to tailor sales messages for each buyer persona.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

10 Tried-and-Tested SaaS Marketing Tactics That You Should Try


Your marketing approach will differ based on the industry that you are in. That’s because each industry has its own set of target demographics. Mind you, some of our clients at VoyMedia SaaS Marketing Agency find it daunting to look for clients in their target market.

How to choose the best CRM for a digital marketing agency


If you have ever thought like “Wow, this app is amazing” or “It is so easy to make a purchase from this website”, there’s probably a huge contribution of a digital agency. Agencies are the best, period. They help their customers make, build, optimize, and market products.

CRM 65

The Vital Science of Relationship Mapping


The crucial importance of mapping relationships became very evident to us early on in the development of Pipeliner CRM. This realization led to a totally unique CRM feature : the Org Chart and Buying Center.

How to Improve the Performance of Your Sales Team

Nimble - Sales

No matter whether it is a small or prosperous company, everybody wants to sell more. But how to achieve that result? How to increase sales team performance? What techniques can be applied to sell more? Let’s have a look at this question in greater detail. What Is Sales Performance?

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

Introducing Deal Hub from Chorus


Your One-Stop-Shop for Deal Reviews and Complete Deal Visibility. Deal reviews drive your forecasting, your coaching, and your quota setting. But the truth is, deal reviews are hard to do well. Whether you’re a rep or a manager, you’re going to face a few challenges.

Inside Look: The Operations & Systems Track at REV2020


4 tracks. 50+ sessions. 100+ speakers. 2000 attendees. REV2020 , SalesLoft’s industry conference about where sales is going , is shaping up to be a truly transformational event.

Four Sales Coaching Keys to Delivering Winning Feedback

The Brooks Group

Sales Coaching Starts with Feedback. We’ve all had those moments when a colleague or manager approached us with what they called “constructive feedback” – then unloaded on us with a list of grievances didn’t seem at all to be constructive.