Wed.Mar 25, 2020

The CRO’s Guide to Quota Relief in a Crisis

Sales Benchmark Index

The full impact of CoVid-19 is not yet known, but in some markets and regions, it may already be clear that customers are deferring or even canceling planned purchases. Perhaps yours is one of them. If so, is it realistic.

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Soft Skills for Sales Professionals During a Global Pandemic

Connect2Sell

Sales professionals, we need to talk. There’s a global pandemic. People are dying. Businesses are hurting. Every single person in the world will be affected in some way – physically, emotionally, mentally, psychologically, physiologically, relationally, financially, or otherwise. sales performance soft skills for sales soft skills for sales professionals

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5 Tips to Successfully Transition to Remote Selling

Smart Selling Tools

5 Tips to Successfully Transition to Remote Selling. While the number of remote employees worldwide has steadily increased in recent years, in 2019, 44% of global companies still didn’t allow remote work. And of the 56% of global companies that did, only 16% were fully remote.

Survey Results: B2B Sales Under Unprecedented Circumstances

Vainu

How do you continue selling in the current situation? Will companies invest or scale back their sales activities? What effect do all-remote sales teams have on productivity? B2B Sales

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.

Goal Setting in a Forty Three Week Year

Anthony Iannarino

Due to circumstances beyond your control, you now have fewer weeks in which to reach your goals. A natural disaster and the government intervention and response reduced the time you would have devoted to the results you wanted.

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How to prove the value of sales training in uncertain times

Membrain

The training market is a tough market right now. Business is facing unprecedented uncertainty due to the spread of the Coronavirus. Projects are placed on hold and budgets are cut. It can be hard to justify investment, even when we know that our sales team’s performance is more important than ever. Sales Enablement Sales Training

Helping Sales Managers Lead In A Crisis

Partners in Excellence

We are facing a global health and economic crisis few have ever experienced before. It’s clear the only way we will deal with this is by working together, helping each other.

The Best Time To Cold Call Prospects In 2020

RingDNA

What is the best time to make sales calls? We mined the 2019 call data from millions of sales calls to uncover which times of day are ideal for key sales activities, including the best time to make cold calls. The data in this post is based on connection rates – the percentage of all […].

Redefining Inside Sales: How to Protect Sales Revenue during Social Distancing

Miller Heiman Group

Without travel and face-to-face meetings, how can sales organizations maintain—and grow—their sales revenue? To protect both customer relationships and economic health, sellers need to look at social distancing not as an obstacle but as an opportunity to do things differently and build more successful partnerships with buyers. Sales organizations must take a critical first step in crisis management and help sellers figure out how to shrink the gap between themselves and buyers.

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.

Should You Really Pursue That Sales Opportunity?

Selling Power

Focus on the right sales opportunity by asking these key questions. Sales Management Sales Success

PODCAST 102: How to Build and Scale Marketing Organizations with Elissa Fink

Sales Hacker

The post PODCAST 102: How to Build and Scale Marketing Organizations with Elissa Fink appeared first on Sales Hacker. Manage & Lead Marquee Outreach Partner Podcast

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In times of uncertainty…

KLA Group

Be even more responsive to client and prospect requests. Return calls sooner. Reply to emails faster. Get proposals out quickly. If you don’t have answers, or it will take time to complete a request, provide progress updates. “I I received your request and will have that to you by Friday.” The more responsive you can be. Read more. blog Weekly-tip

Are You Attracting Rejection?

Go for No!

We’d like to cover a small perceptual challenge we run into often, especially from those who are fans of the “law of attraction” philosophy (as are we by the way!) and it is this… “NO is so NEGATIVE. If I focus on the NO’s I’ll get them. I want to be positive.” ” So let’s clear this up. You are NOT focusing on NO. You are not hoping, praying or wishing for a NO. The only thing you are doing differently is in the not avoiding it.

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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.

Join Us Friday, April 3rd to Unlock the Secret to Connecting With People: Speak Their Language and Win Their Trust

SalesProInsider

Conversations with buyers convert leads to clients easily when you focus on the information exchange needed to gain confident decisions… You learn about their problems, opportunities, wants, and needs (POWNs). They learn about how your product or service can address those POWNs. And with that discovery, trust, the right price point in place, they get a solution and you get a new customer or client! The exchange is much easier when you know the “language” to communicate in.

How to set smarter sales goals (and actually achieve them!) in 4 easy steps

Nutshell

Sales goals are always easy to set, but rarely easy to accomplish. There are many reasons for this, chief among them the fact that setting the right sales goals is tricky. But here’s the thing: if you work in sales, you can’t simply shrug your shoulders and say “Oh well, I’ll try again next year” like you can with personal resolutions such as a new diet or exercise regimen.

Spotlight on DTO: The Digital Try On

Atlatl Software

The fashion industry is only beginning to recognize the power of visual technology and its impacts in their buyer’s journey. From makeup to clothes, there are great examples already in the market of brands creating visual experiences.

How To Improve Your Telephone Sales Skills

Pipeliner

Telephone sales is a position in the employment sector where an individual can improve their skills, as well as their earnings, as they go. It’s also one of the most popular job types searched for on trusted recruitment platforms like JobRapido.

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?

Rapid Fire Series: Justin Williams

Atlatl Software

[To give you a sense of what we’re busy working on over here at ATLATL HQ in Charleston, we sat down with ATLATL’s Engineering Manager, Justin Williams, for a quick Q&A.]. Culture

Sales Madness Bracket Challenge First Round Review

RingDNA

Okay, Sales Friends. Our version of Madness is still in full swing! Have you cast your votes yet for the most influential sales book that you’ve read? The results from the first round matchups in the Sales Madness Bracket Challenge, sponsored by ringDNA, are in! There were a lot of upsets in this First Round. […]. The post Sales Madness Bracket Challenge First Round Review appeared first on ringDNA. Inside Sales sales management

InsightSquared Earns “Leader” Badge in New G2 Sales Analytics Report

InsightSquared

The customers have spoken! We are excited to once again be ranked as a leader in the G2 Grid® Report for Sales Analytics. In addition, we were honored as a Leader in Business Intelligence and Top Performer in AI Sales Assistant. G2 Crowd provides competitive analysis based on the voice of the customer. This enables solution-seekers to compare options with real user feedback. For example, those in need of a sales analytics solution can compare InsightSquared directly to other vendors in the space.

Bring ROI to Your Skills Development Plan

Engage Selling

One of the most important things to remember about learning is that knowledge means nothing unless you’re willing to apply it. Failure here means waste. Success means delivering an important return on your training investment. Therefore, I want to share … Read More » Sales Strategies Bring ROI to Your Skills Development Plan Colleen Francis Engage Selling Engage Selling Solutions ROI sales improvement Sales Lessons Sales Process sales success sales team management sales team success

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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.

6 Time Management Tips [for Sales] to Close More Deals

Marc Wayshak

The best time management tips for sales will help you close far more deals—with your most ideal prospects. Follow these 6 tips so you never waste another minute on an unqualified lead ever again. The post 6 Time Management Tips [for Sales] to Close More Deals appeared first on Sales Speaker Marc Wayshak. Blog Time Management Tips For Sales

Making Remote Working Work for Your Cross-Functional Team

Chorus.ai

Any good business nowadays appreciates all the qualities that diversity brings to a company. Along similar lines, top sales managers today will understand the value that cross-functional teams can yield.

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Helping Sales People And Sales Managers

Partners in Excellence

I’ve been running a series of posts on dealing with the COVID 19 and related crises. They are the result of hundreds of conversations I am having with sales leaders and sales people. The underlying theme is “how can we be most helpful?”

How to Manage a Remote Team (4 Fears You MUST Overcome)

Sales Hacker

With teams suddenly going remote in response to COVID-19, sales leaders are now managing sales teams that are 100% remote. While many sales leaders express concern about not having the right systems in place to run a remote team, what they’re really worried about is: Will my team perform in this new environment? Will they respond quickly to shifting priorities? And how can I keep them motivated? At Pathlight, many of our customers already manage remote teams throughout the world.

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.

3 Tips for Conquering Fear

Selling Energy

Fear of failure can prevent us from pursuing what we really want in life. It can prevent us from starting our own business, making those cold calls to hot prospects, or asking for referrals even though we know in our hearts that we really deserve them. Selling Performance

How to Win in the Era of Digitized Selling

Highspot

Today, experience loyalty is the new brand loyalty. Modern buyers expect a cohesive, compelling journey, and the companies that deliver will come out on top. That said, an increasingly connected world coupled with ever-more empowered buyers has led to the convergence of digital and human channels. With multiple routes to purchase, providing buyers with a seamless experience across content, conversations, and other tactics is easier said than done.

HOW TO LEAD FROM HOME (LFH)

SalesHood

This is sage advice is written by our Executive Chair of our Board of Directors, Lindsey Armstrong. LINDSEY ARMSTRONG Executive Chair of the Board, SalesHood Now that the WFH hashtag has trended and we’re saturated with advice about not wearing PJ’s all day and treating home like the office, let’s [ ] The post HOW TO LEAD FROM HOME (LFH) appeared first on SalesHood. Culture Strategy

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