Tue.Aug 11, 2020

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How to Create An Ideal Client Profile

Zoominfo

Have you ever planned something out so that it would make accomplishing an end goal easier? Maybe you make a to-do list of chores for the day or map out specific tasks in order to complete a project? Building out ideal client profiles is the same idea — creating something in the short term that will help you market and sell to your audience in the long term.

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4 Action Steps Every Remote Sales Onboarding Program Should Include

SBI

4 Action Steps For Remote Sales Onboarding. The global pandemic has forced most organizations to move their workforce entirely remote and many have had to make changes to their organizations such as furloughs or layoffs. Most organizations have sales teams that work primarily from in the company’s offices and sales reps working from home covering a certain territory.

Hiring 181
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How to Create An Ideal Client Profile

Zoominfo

Have you ever planned something out so that it would make accomplishing an end goal easier? Maybe a to-do list of chores for the day? Building out and writing ideal client profiles is the same idea — creating something in the short term that will help you market and sell to your audience in the long term. Ideal client profiles are crucial for any account based marketing (ABM ) strategy, and are important for understanding your customers better.

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12 Video Conferencing Tools You Can Use in Your Sales Process

Hubspot Sales

It’s safe to say 2020 has been the year of virtual meetings. Everything from large-scale conferences to staff meetings, to meetings with prospects, are hosted remotely. Chances are, your sales process has moved fully online as well. Video conferencing tools are a worthwhile investment for organizations of all sizes, especially with remote work becoming the norm.

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Sales & Marketing Alignment: How to Synergize for Success

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.

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How to Succeed at Sandler Rule #31 – Close the Sale or Close the File

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #31 – Close the Sale or Close the File appeared first on Sandler Training.

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Using Slack Connect to Collaborate Efficiently Outside of Our Organization

Guru

If you use Slack as much as we do, then you know how powerful it is for collaborating with your coworkers. Since its launch in 2013, Slack has become the central nervous system of company communication and collaboration. For many teams, bouncing between internal Slack conversations, customer emails, vendor calls, and partner meetings, it can be difficult to stay focused with all the context switching.

Vendor 117
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PODCAST 122: Tips for Building a Diverse Team of High-Quality Salespeople with Wesley Ulysse

Sales Hacker

This week on the Sales Hacker podcast, we speak with Wes Ulysse , Head of Sales, North America at Red Points, a SaaS company that’s leveraging AI and machine learning to protect brands’ online intellectual property. Wes started his professional career as an accountant for the New York City Ballet. After four years, he didn’t like being stuck behind a desk, so he moved into SaaS.

Hiring 118
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Selling The Way You Buy

Partners in Excellence

Today, I had a great text conversation with an outstanding sales manager. The time zones worked out–it was evening his time, so he had the time to be a little philosophical, it was morning my time, I was desperate to find something to write about. We were talking about general approaches to engaging customers more effectively. He had read an earlier article of mine about the topic and had questions.

Hiring 105
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The Comeback Kid: 20 Weeks to Change Your 2020 Story

The Center for Sales Strategy

We all have a choice to make. That choice is what we’re going to do for the next 20 weeks of the year. We can continue to worry, fret, blame, and sit on the couch (if you're not doing any of those things - hurrah for you!). But we can also take the opportunity to be the Comeback Kid. Twenty weeks is a long time. That's 100 working days, with a few holidays thrown in.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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The Go for No! Leader

Go for No!

You might have seen last month the release of the 21 Day Go for No! Challenge workbook. Guess what? We created another workbook for people who lead a team. We debated making this a standard book but decided it was more a “field guide” – not only to be read and digested – but referred to and used in day to day sales coaching. The Go for No!

Workbooks 100
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How Long Is Too Long?

KO Advantage Group

Has it been a long time since you've followed up with a client? Is there any that you haven't talked to in the past 90 days? If you said yes to either of those questions, you should evaluate this saying: " There is a reason and a season. ". But what does that mean? Think of it this way, you should be contacting your clients, with a reason, every season.

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Why You Need To Tie Sales Enablement To Revenue

LevelJump

It sometimes feels like sales enablement suffers from middle child syndrome. Leadership is quick to shower sales reps and marketing with attention, and forgets all about sales enablement. But as a sales enablement manager, if you want your efforts to get noticed, you have to build a business case for yourself. And that means showing your efforts have had an influence on revenue.

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Sharpen the Saw

Selling Energy

A phrase I’ve been using lately in my teachings is “sharpening your saw,” meaning that you should be honing your skills. However, in order to keep it as sharp as possible, you’ll need to catalog all of your best practices and systematically design a sales process that follows suit.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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Are You So Busy Chasing Small Deals, You Are Missing The Important Deals?

Partners in Excellence

I’m often amazed looking at the pipeline profiles of a lot of enterprise focused sales organizations. There is, often, a feeling the average deal size is significantly higher than it actually is. Usually, the average deal size, when you analyze the data, is significantly smaller than they think it is. A recent, somewhat extreme example with a large professional services company; they thought their average deal size was significantly above $5M. but when we actually did the analysis, the ave

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How to Use CRM Software to Manage Digital Events

Nimble - Sales

How do I use CRM for digital events? Can our existing CRM help leverage the data that we gain from organizing a free event? Can we increase our mailing list exponentially by attracting the best speakers to our annual online conference? If those questions are racing through your mind too, read on for some answers. […]. The post How to Use CRM Software to Manage Digital Events appeared first on Nimble Blog.

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Rethinking the Future of the Organization

Pipeliner

Difficult times call for the change. In this Expert Insight interview hosted by John Golden, Gayle Lantz, author, speaker, and expert in shaping and changing the corporate culture on an executive level, discusses rethinking the future of the organization. This interview discusses: New Paradigm. Two-way Communication. Focus on What is Next. New Paradigm.

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Balanced Sales Meeting Conversations Video

Sales Manager Now

As the sales manager, finding balance in your sales meeting conversations will increase your teams’ meeting engagement. Usually there are dominators who love to talk and can go on and on. They can take too much time making their point. … The post Balanced Sales Meeting Conversations Video appeared first on Sales Manager Now.

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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Why Sales Decisions Rooted in Real Empathy Are Key

Crunchbase

“Hope you are well during these challenging times.” . “I trust all is well with your family amidst these trying times.”. “These are unprecedented times, but …”. Despite recent data showing the brimming optimism of sales and marketing leaders, my inbox is flooded with prospecting messages that start just like this. The sentiment might have meant something mid-March, but now these thoughts are just noise.

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WEBINAR: John Barrows and Morgan Ingram speak at “Sendoso Out Of The Box”

John Barrows

The post WEBINAR: John Barrows and Morgan Ingram speak at “Sendoso Out Of The Box” appeared first on JB Sales.

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Dos and Don’ts of Managing Virtual Sales Teams

Allego

Virtual selling—working a deal remotely when you can’t be there in person—is the new normal. But the rapid shift to virtual selling has not been easy. When it comes to sales, remote work presents a unique set of issues. Maintaining momentum can be challenging. Sellers also have less contact with prospects, colleagues, and their industry. It’s harder to keep everyone focused on the right targets and manufacture team spirit remotely.

Hiring 71
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Five Months And Counting, An Update

Partners in Excellence

About 11:30 AM, on March 11, 2020 my plane touched down at John Wayne Airport. On my way home, I decided, I would be locking myself down for a period or time. Actually, the State of California was deciding this for a lot of it’s citizens, but given what I was hearing about the Pandemic, I knew it was the right thing to do. At the time, like many others, I thought this would be over after 2-3 months and I would resume my “road warrior,” lifestyle.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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How to Succeed at Active Fundraising

Sandler Training

Mike Montague interviews Brian Jackson on How to Succeed at Active Fundraising. The post How to Succeed at Active Fundraising appeared first on Sandler Training.

How To 74
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How Companies can Benefit from Approvals Workflow in SAP CPQ

Canidium

Approving a sales quote is a crucial and common requirement for most companies. It’s the check and balance mechanism that can help protect profit margins from over discounting and ensure the quality of complex products is being proposed.

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How Long Is Too Long?

KO Advantage Group

Has it been a long time since you've followed up with a client? Is there any that you haven't talked to in the past 90 days? If you said yes to either of those questions, you should evaluate this saying: " There is a reason and a season. ". But what does that mean? Think of it this way, you should be contacting your clients, with a reason, every season.

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Uplevel Your “Talk” with Confused, Fearful, or Difficult Clients and Prospects on 8/18 OR 8/19

SalesProInsider

From fears about the coronavirus to stock market volatility, people are nervous, fearful, disappointed, and confused. That’s why now is a perfect time for you to skillfully talk with people in a way the lets them feel heard and understood, in a way that reassures them in a “language” they understand. At the center of every conversation, whether high or low stakes, is the communication exchange.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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Lead Scoring: Setup And Models for B2B Companies

Vainu

Tick tock, tick tock, tick tock. There’s little to no rest in sales. Every week, month or quarter the countdown starts over, and you (or your team) are racing to hit quota against that clock. Time is a commodity in sales. (Like you didn’t know that already.). There are numerous ways in which you can streamline your sales. One useful way to save time and increase sales is to make sure you’re concentrating on best available leads, and not wasting time on dead-end ones.

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TSE 1328: The One Thing Holding You Back From Massive Success

Sales Evangelist

The One Thing Holding You Back From Massive Success Regardless of the industry we are in, success is the goal, but it isn’t easy to achieve. It takes time and effort and oftentimes, we have to overcome mental blocks that keep us from attaining that success. In this episode, we’re talking about breaking through that upper limit to achieve sales success.

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Ultimate List Of Virtual Conferences And Webinars for Sales Teams to Attend in 2020

Tenbound

Ultimate List Of Virtual Conferences And Webinars for Sales Teams to Attend in 2020 Online conferences and virtual events can be a great alternative when face to face events are no longer an option. Many of your favorite events have shifted from their live format to a totally digital online experience. On-line or virtual events don’t have the usual barriers of access related to travel and hotel.