The Pipeline

FEBRUARY 16, 2021

By Tibor Shanto. The main reason salespeople hate telephone prospecting is rejection , anything else can immediately be drawn back to rejection. And while there is no avoiding rejection in prospecting, there are things you can do to turn things your way. BTW, if you’re wondering why you can’t avoid objections, it is because we are interrupting. Nothing wrong with that, but it is a fact, a fact that is central to cold calling success.

Cold Calling 241

Cold Calling Call-back Objections Webinar Metrics 241

SBI Growth

FEBRUARY 16, 2021

Death by information overload—a theme and phrase we often hear in the age of information technology and big data. Decision paralysis is derived from the inability to process data. As digital evolution continues to push data volume and make market.

Data 207

Data Marketing Sales Analytics 207

Zoominfo

FEBRUARY 16, 2021

Thriving companies in 2020 shared a common trait: a product customers want that is simple to use and easy to access. These businesses offer a customer experience that connects with buyers, whether that is web conferencing software, TV streaming services, or home cleaning products. The key to pushing through the pandemic (and profitably so) is to help customers come to know, trust , and rely on a brand.

Retention 219

Retention Loyalty Customer B2C 219

SBI

FEBRUARY 16, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enable remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

SalesForce 113

SalesForce Lead Rank Sales Enablement Face-to-face 113

Advertisement

A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

KLA Group

FEBRUARY 16, 2021

It was the best of times. It was the worst of times. It was the age of COVID – the age of people who think cold calls don’t work, and it presented us with a tale of 2 clients. Both provide IT services. With everyone increasingly reliant on laptops, smartphones, and being connected 24/7, the […]. The post You’re Wrong if You Think Cold Calls Don’t Work: A Tale of 2 Clients first appeared on KLA Group - Denver.

Cold Calling 114

Cold Calling Groups Lead Generation Leads 114

LevelJump

FEBRUARY 16, 2021

I recently chatted with my LevelJump colleague Adriana Romero, Director of Enablement Solutions, in a live webinar about which enablement metrics you need to be paying attention to in 2021. Here’s what you need to know. We started by looking at some consumption metrics most enablement teams use, such as content views, video plays, course completion rates, quiz scores, and badges earned.

Hiring 98

Hiring Sales Enablement Webinar Metrics Objections 98

Selling Energy

FEBRUARY 16, 2021

I’m often asked that when it comes to major changes in the sales landscape, where the heck do you start? Here are four tips to set you on the right course toward developing a winning sales playbook that will yield sales in today’s environment.

How To 92

How To Course Sales 92

Julie Hanson

FEBRUARY 16, 2021

Salespeople are discovering first-hand how difficult it is to connect with customers on camera. Talking to a camera is not a natural skill. Yet actors, sports broadcasters, reporters and, news announcers are proof it is possible to connect and engage with audiences virtually. In this episode of “Sales Lessons from a Career on-Camera,” I speak with Jen Mueller, the Seattle Seahawks sideline radio reporter and member of the Seattle Mariners television broadcast team on ROOT SPORTS.

Sports 77

Sports Customer Video Report 77

Hubspot Sales

FEBRUARY 16, 2021

When I was younger, I used to dream of starting my own business. At the time, of course, I didn't realize the amount of work that went into becoming a business owner. One of the many things you need to think about when you start a business is how to register and trademark your name. Below, let's review everything you need to know about trademarking a business name.

How To 81

How To Licensing Cancellation Meeting 81

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.

Sales

One of a Kind Sales

FEBRUARY 16, 2021

I have always found that successful cold calling starts with asking permission. The other day, it really paid off! It started with a routine call to a branch bank manager. The woman who I spoke with listened for a while then explained that she had zero need for my services. Rather than get flustered or […]. The post Successful Cold Calling Starts with Asking Permission appeared first on One of a Kind Sales.

Cold Calling 83

Cold Calling Banking Lead Generation Leads 83

Guru

FEBRUARY 16, 2021

This past year has served as a crash course on how to effectively facilitate internal communications. It may not surprise you to hear that 47% of remote workers who believe their productivity has fallen since working from home attributed this to communication difficulties. But pandemic or not, every change inside a company impacts the way we communicate.

Course 62

Course Tools Closing Company 62

Atlatl Software

FEBRUARY 16, 2021

By now it is a well established fact that having an online presence is of great benefit, if not of utmost importance, for brands across industries. Even for products that are sold predominantly in store, the buyer’s journey begins with a digital touch point more often than not. Whether they discover the category or brand online, or they seek out information, buyers are looking to digital for the latest and greatest in product information.

Benefit 61

Benefit Buyer Industry 61

SocialSellinator

FEBRUARY 16, 2021

Social Media 145

Social Media Media Strategy Marketing 145

Advertiser: ZoomInfo

Sales outreach is an art and a science. The art is what you bring to the table—your flair for conversation, your work ethic, your dedication. We bring the science—proven tactics, strategies, and methods that really work. In this eBook, we’ll cover: How you should respond to inbound leads Tactics for engaging outbound leads (cold calls, email automation, and gifts) The key to keeping a prospective account alive for the long haul Buckle up!

Cold Calling

Showpad

FEBRUARY 16, 2021

Over the last few years, there’s been a significant increase in both interest in and deployment of sales enablement programs and technologies. From global companies with huge sales teams and complex portfolios of physical products to enterprises focusing significant resources on how their go-to-market teams operate, sales enablement has shown to be a crucial factor in virtually all competitive markets, from life sciences and pharmaceuticals to manufacturing to CPG, financial services to technolo

Sales Enablement 59

Sales Enablement Hiring Pharmaceuticals Enterprise 59

Crunchbase

FEBRUARY 16, 2021

Today, many organizations still believe that money is the only motivation. One would think that a higher compensation would produce better results, but research shows the link between motivation, compensation, and performance is much more complex than most organizations realize. Money is often correlated with the idea of status and power — but often, people are motivated more by the power than the actual money.

Competition 59

Competition Hiring Motivation Incentives 59

Close

FEBRUARY 16, 2021

Call monitoring software allows managers to get a clear look at their team’s performance, and coach them based on real data. Learn more about the top call monitoring tools for sales teams, support teams, and call centers.

Call Monitoring 52

Call Monitoring Tools Software Software 52

Emissary

FEBRUARY 16, 2021

Click to Download Full Report. Most would agree that technology sales have gotten more challenging in recent years, with more competitors, longer sales cycles, more decision-makers, and more steps in the process. In this edition of Emissary’s Buyer Snapshot, we examine this trend from a buyer’s point of view , dissecting the technology buying process versus the vendor’s sales process and how you can incorporate this IT procurement category strategy into your processes.

Buyer 52

Buyer Strategy Decision Maker Enterprise 52

Advertisement

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.

Sales

Pipeliner

FEBRUARY 16, 2021

How can we build a powerful online presence? Today’s guest in the Expert Insight Interview is Henry Kaminski, and he discusses social media strategies that will help get more clients and boost our profits. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Social Media Strategies to Convert Followers to Customers appeared first on SalesPOP!

Social Media 52

Social Media Media Strategy Customer 52

Keith Rosen

FEBRUARY 16, 2021

Since 1989, I’ve had the honor of coaching thousands of managers globally. Of course, every manager possesses their own personality, talents, skills, goals, and approach to managing their team. I’ve been able to identify the seven, most common types of managers, so you can self-assess and uncover the areas to focus on that will make you a world-class, resilient leader and coach.

Sales Management 48

Sales Management Coaching Account Lead Rank 48

Pipeliner

FEBRUARY 16, 2021

Account management requires a totally different toolset and skillset than the capturing of new sales. It’s vital to any company involved with sales. Account Management Defined. It’s a fact that maintaining and upselling an existing account is less difficult and costly than the winning of a new account. Yet account management still requires planning, resources, time, and energy.

Hiring 52

Hiring Account Enterprise Enterprise 52

Lessonly

FEBRUARY 16, 2021

Malcom Gladwell’s book Outliers states that it takes approximately 10 years of deliberate practice to become an expert in something. Let that sink in; It takes us 10,000 hours or 3,650 days of learning, practice, feedback, and coaching to become masters in our crafts. . And, if you’re trying to become an expert in an industry that’s constantly changing, like sales, it takes a lot of dedication and focus to be the best seller possible.

Scale 49

Scale Pivotal Sales Coaching 49

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

Retail

Eyeful Presentations

FEBRUARY 16, 2021

Like me, you’re probably bored of people talking about the seismic changes experienced by the business world over the last 12 months. Phrases like ‘new normal’ and ‘unprecedented times’ now bounce off me so readily that I don’t even notice them. But some things really have changed forever. And, shock horror, some of these enforced changes have made things better in the long run.

Training 36

Training Face-to-face Analysis Groups 36

Jonathan Farrington

FEBRUARY 16, 2021

I wanted to share some thoughts on what should occur every time you lose a bid/potential order/piece of significant business and even more importantly what should happen when you win a bid/potential order etc. So, let’s begin by considering what happens when you lose – or should I say you fail to win: The most common “excuse” […].

26

26

Eyeful Presentations

FEBRUARY 16, 2021

We’ll be the first to acknowledge that the phrase ‘Content is King’ has become a little trite. For decades, we and companies like Eyeful have extolled the virtues of crafting content that connects and drives action from audiences. And it’s paid huge dividends for our customers because, when done well, content plays a vital role in moving customer engagements from the transactional to a more consultative, trust-based relationships.

Marketing 36

Marketing Engineering Influencer ACT 36

SugarCRM

FEBRUARY 16, 2021

Subscription opportunities usually involve several calls, meetings, reminders, and time, but Sugar Sell ’s Renewals Console can help your sales representatives follow through with all their renewal opportunities, contributing to higher levels of customer satisfaction and ROI. Keep reading below to find out how the Renewals Console will help your sales reps to master the sales process, especially for subscription-based businesses.

SugarCRM 26

SugarCRM ROI Pipeline Account 26

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

Buyer

Klozers

FEBRUARY 16, 2021

Reading Time – 3 minutes Back to Table of Contents.

Channels 26

Channels Sales Management Sales 26

Sales Hacker

FEBRUARY 16, 2021

If you missed episode 147, check it out here: Fred Mather’s Top Advice for Rising Leaders. Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:10]. About Kristin Twining and FireMon [2:03]. Lessons from inside sales mid-pandemic [18:50]. Kristin on the future of sales [23:04]. How to succeed both at home and at work [26:32].

Inside Sales 102

Inside Sales Field Sales Policies Travel 102

Salesmate

FEBRUARY 16, 2021

“She believed that she could, so she did!”. Sales have been a male dominant industry for a long time now. And so, it’s no wonder we don’t get to see many women in here. Our previous blog on Sales influencers proves this dominance, with almost 85% names being men. However, it’s a new era, and women are getting more exposure than ever before! Today, women are making their mark on the world, be it any industry, any stream; we now know at least one feminine name that defines success in each of those

Influencer 105

Influencer Eloqua Social Media Oracle 105