How the planning fallacy can make or break a deal
Membrain
APRIL 21, 2021
I don’t think we talk enough about the impact of timelines on making and breaking deals, especially in complex b2b sales.
Membrain
APRIL 21, 2021
I don’t think we talk enough about the impact of timelines on making and breaking deals, especially in complex b2b sales.
Predictable Revenue
APRIL 21, 2021
Sean Yuan, Business and Product Operations Specialist at MDTech, joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast. The post Selling into Ever-Changing, Highly Regulated Industries – Part 3: Healthcare 2.0 appeared first on Predictable Revenue.
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RAIN Group
APRIL 21, 2021
82% of buyers will look up a seller on LinkedIn before replying to a seller’s prospecting efforts. 82%! Which begs the question: How are you showing up on LinkedIn? What does your profile look like and what does it say about you?
Nimble - Sales
APRIL 21, 2021
Company Name: Selling from the Heart Number of employees: 2 – 10 Industry: Professional Training & Coaching Location: California, USA Integrations: Zapier Nimble Features: Social data enrichment, Nimble Prospector browser extension, email templates, email tracking, segmentation, tagging, multiple deals pipelines Tech Stack: G Suite, Kajabi, Nimble, Zapier, Drift About Selling from the Heart Selling From the […].
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Apptivo
APRIL 21, 2021
Owing to the evolution in technology, the Project Management Software of Apptivo has gone through multiple advancements since its inception. The methodology and tools adopted in project management have evolved from conventional bookkeeping to spreadsheets and an online cloud application. In the future, experts predict that there will be the induction of Blockchain, Artificial Intelligence, and Machine/Human interaction in the project management system.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Crunchbase
APRIL 21, 2021
This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. .
Pipeliner
APRIL 21, 2021
How much thought did your designers give the colors on your website? Did they use a color scheme because it’s fashionable? Maybe they were briefed to choose colors that represent your company’s corporate identity? Or did they apply no logic whatsoever and simply use whatever colors “felt right?”. What many site owners and web designers don’t realize is that color plays a far more important role in conversion than simply presenting the visitor with a pleasing interface.
Revegy
APRIL 21, 2021
We understand the stress that sales leaders face every day – coaching, building reports, motivating, ensuring effective communication. We also know that the biggest pressure you face is to ensure your organization’s success by hitting your numbers. You may not be in the field capturing those sales, but you are responsible for helping your team reach their quota.
Sales Readiness Group
APRIL 21, 2021
One of the biggest challenges for a sales organization is moving upmarket. For example, if you target the small- and medium-sized business market (SMB) and now want to target enterprise customers – that’s where the money is – you need to rethink how you sell. Enterprise and SMB selling are fundamentally different, and each requires its own sales process, metrics, and unique selling skills.
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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
Atlatl Software
APRIL 21, 2021
The team at ATLATL is proud to announce that we have been named a G2 Leader for Visual Configuration for the 7th time!
Sales Hacker
APRIL 21, 2021
Why is it that the black people we see in executive positions at visible companies are typically in DEI positions? Why not sales? Why not marketing? In this panel discussion moderated by Gong’s Gabrielle Blackwell, four sales leaders will dig deep into their own experiences of misplaced ‘wokeness’ in sales culture. You’ll hear about the stories and experiences of what it’s like to be on the receiving end of well-meaning efforts that aren’t aligned to what would truly help folks from
Revegy
APRIL 21, 2021
We understand the stress that sales leaders face every day – coaching, building reports, motivating, ensuring effective communication. We also know that the biggest pressure you face is to ensure your organization’s success by hitting your numbers. You may not be in the field capturing those sales, but you are responsible for helping your team reach their quota.
Close
APRIL 21, 2021
Sales coaching involves having the right data, visibility, and tools. Live call coaching platforms, like the one included in Close CRM, help you build reps’ skills in real-time, while coaching strategy tools, like Ambition or MindTickle help you build the foundation for long-term improvement.
Advertiser: ZoomInfo
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.
Closer's Coffee
APRIL 21, 2021
Introducing: The Grit n’ Grind Show. Where in each episode we’ll cover business trends in exciting industries like sports, music and gaming. In the first episode we breakdown Super Bowl LV by the numbers, discuss Peloton’s booming business and Puma’s resurgence in basketball. We speak with Todd Fleming, VP of Global Sales at Legends, a Global entity delivering solutions to legendary sports brands.
Vendor Neutral
APRIL 21, 2021
Future of Sales Enablement. How to Strategically Advance Your Program. May 6, 2021 1 pm EST 10 am PST Webinar. REGISTER NOW. The Future of Sales Enablement. Successful organizations know sales enablement is essential to preparing sellers, engaging buyers, and growing customers. Where is the future of sales enablement headed, though, and how can you use today’s best practices to grow your sales enablement charter?
Selling Essentials RapidLearning Center
APRIL 21, 2021
Organizations with effective employee learning strategies do it by prioritizing the practical application and reinforcement of knowledge, according to research group Brandon Hall. In its Learner Experience Survey, Brandon Hall stacked up the results and priorities of organizations that report achieving high business impact through learning against those that reported low impact.
Selling Energy
APRIL 21, 2021
One of the most important attributes of a true sales professional is the ability to tell the prospect’s story rather than his/her own. Moreover, that true sales professional knows to connect the dots in new and creative ways so that the prospect realizes the link between what is being sold and what that prospect is actually seeking. Doing so moves the discussion beyond features, and even beyond benefits, and toward values that the prospect really cares about.
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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
Pipeliner
APRIL 21, 2021
In this Expert Insight Interview, Nicole Laino discusses the psychology of sales and the mind-shift that will change the way you sell and your results. Nicole Laino uses neurolinguistic programming and rapid manifestation methods to help entrepreneurs create magnetic brand messages and break past their limiting beliefs to achieve life-changing success.
Sales Evangelist
APRIL 21, 2021
In this episode, Donald Kelly shares ten questions to ask the prospects when you are meeting them for the first time. What problems are you trying to solve today? Your goal is to get deeper and to figure out the problem the prospect is trying to solve. Why is that a particular problem right now? This allows the prospects to vocalize what they think the problem is.
Lessonly
APRIL 21, 2021
“Back in the day,” I had high hopes of playing college basketball, earning a degree in mechanical engineering, and expanding on my love of building and solving problems. I had a lot to learn (and still do) about myself and this crazy life I’m living. . I did play college ball, and I earned a degree… in elementary education. And I do build and solve problems, but not like I thought I would.
Sales Evangelist
APRIL 21, 2021
In this episode, Donald Kelly shares ten questions to ask the prospects when you are meeting them for the first time. What problems are you trying to solve today? Your goal is to get deeper and to figure out the problem the prospect is trying to solve. Why is that a particular problem right now? This allows the prospects to vocalize what they think the problem is.
Advertiser: ZoomInfo
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.
Sales Hacker
APRIL 21, 2021
“It looked like being the pain in the butt BDR who asked way too many questions, broke anything that could possibly be broken, and paid for my own subscriptions to software just because I wanted to tinker with things before I had to bother asking for approval and budget.”. That’s Jacki Leahy ’s description of her path into a RevOps career — and it’s a great summary of what it means to be a RevOps pro, if we’ve ever seen one.
Sales Evangelist
APRIL 21, 2021
In this episode, Donald Kelly shares ten questions to ask the prospects when you are meeting them for the first time. What problems are you trying to solve today? Your goal is to get deeper and to figure out the problem the prospect is trying to solve. Why is that a particular problem right now? This allows the prospects to vocalize what they think the problem is.
Zoominfo
APRIL 21, 2021
So you want to start selling to the healthcare industry. Where should you even start? You can’t just hope for healthcare leads to appear in your pipeline by using a traditional (read: outdated) spray and pray lead generation strategy. You wouldn’t buy a product from someone who knew nothing about your company, would you? Familiarizing yourself with the industry by learning about the core metrics and pain points is the key to filling your sales pipeline with qualified medical and healthcare leads
LeadFuze
APRIL 21, 2021
Why Would You Need to Find Company Information. Perhaps you’re wondering why it’s important to get information about a company. Here are some reasons why: 1. Learn about prospects. Doing a company information lookup can help you learn more about your prospects. It can be very helpful in determining the viability of a prospect to work with, and whether you want to continue playing ball.
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Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor
Hubspot Sales
APRIL 21, 2021
Demand planning in sales helps make sure your literal and metaphorical shelves are stocked, but not overflowing. While some people may have clairvoyant skills to predict the future, the rest of us need to rely on sales planning and operational tactics to get the job done. That’s where demand planning comes into play. What is demand planning? At its most fundamental, demand planning is getting ahead of the anticipated volume by preparing for upcoming sales.
Partners in Excellence
APRIL 21, 2021
The SaaS world has “discovered” a something new to drive revenue growth. They’ve labeled this innovative approach, “product led growth.” This has led to gems of “wisdom,” “PLG is an end user focused growth model that relies on the product itself as the primary driver of customer acquisition… PLG companies are able to grow faster and more efficiently by leveraging their products to create a pipeline of active users that are converted to paying
Zoominfo
APRIL 21, 2021
So you want to start selling to the healthcare industry. Where should you even start? You can’t just hope for healthcare leads to appear in your pipeline by using a traditional (read: outdated) spray and pray lead generation strategy. You wouldn’t buy a product from someone who knew nothing about your company, would you? Familiarizing yourself with the industry by learning about the core metrics and pain points is the key to filling your sales pipeline with qualified medical and healthcare leads
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