Fri.Mar 05, 2021

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3 Ways to Secure Your CRM and Avoid Security Risks

Zoominfo

Hackers can steal personal information about your employees, customers, and vendors. One security breach can cause irreparable damage to your brand image. Data breaches hurt your internal and external relationships, and, ultimately, your ability to generate revenue. Hackers can even engage in competitive espionage by stealing financial information, and details about planned projects.

CRM 253
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How Managing Is Done Now

Engage Selling

Too many leaders today are still stuck in a “behind the desk” mindset. They fixate on managing data rather than on managing their relationships with people. That must change because now—more than ever—the quality of your outcomes in sales are … Read More » The post How Managing Is Done Now first appeared on The Sales Leader.

Data 164
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Content Marketing Strategy: Are You Winging It?

Zoominfo

Creating B2B marketing content is a significant investment of time and money. That’s why it’s essential to understand the reasoning behind all that content. That’s where your content marketing strategy comes in. What Is a Content Marketing Strategy? A content marketing strategy is your action plan to attract prospects to your brand and convert them into customers using marketing content.

Strategy 257
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The Adapter’s Advantage Podcast: Episode 21 Featuring Harry Hoopis

Allego

Welcome to The Adapter’s Advantage: Breakthrough Moments that Lead to Success. In episode 21, Harry Hoopis , CEO of the Hoopis Performance Network and industry icon, shares insights on developing advisors, his formula for productivity and success, and the importance of listening. Listen and Subscribe Now: Apple Podcasts | Google Podcasts | Spotify | TuneIn.

Google 118
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Customer Segmentation: How to Woo Leads with the Right Content

Zoominfo

When you get customer segmentation right, you show leads content that gets them excited about buying from you. What Is Customer Segmentation? Customer segmentation is a marketing strategy that organizes buyers into groups. The groupings allow marketing teams to nurture leads with personalized content and convert them to customers. For instance, types of customer segmentation in B2B marketing might include industry, business size and location, and technology stack.

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The 5 Stages of Developing and Launching a New Sales Strategy

Chorus.ai

There’s no doubt about it: as a new year dawns and the troubles of the past are put firmly behind us, building a strategy for the future feels incredibly exciting. In 2021, after a year that no one could have expected, everyone’s feeling it. Companies too. Building a new sales strategy in the face of a recovering economy is even more exciting when you’ve got a new or revamped product or a slew of new features to give to your customers.

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The Gift of Desperation

Sandler Training

In the world of Sandler selling, “Pain” is a compelling emotional reason to do something different. The post The Gift of Desperation appeared first on Sandler Training.

Training 119
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Time To Stop Settling And Start Succeeding

Grant Cardone

We gotta face the facts – life isn’t a fairytale, it can be brutal. Plain and simple. That’s why it is more important than ever to stop settling and start succeeding. Life is hard and rarely fair. In fact, most of the time it’s downright unfair, yet people still underestimate the amount of focus and determination is needed to care for themselves and their family. .

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Consider the Context Before Using a Technique from Training

Sandler Training

George Carlin did a bit once about words that included the phrase, “it’s the context that makes them good or bad.” The bit *hasn’t* aged well, but his words are prescient when it comes to techniques learned in training. The post Consider the Context Before Using a Technique from Training appeared first on Sandler Training.

Training 104
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How to Stay Competitive in the Evolving State of Martech

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

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Beating the ‘I have no budget’ objection: 8 sales experts share their best strategies

Nutshell

No salesperson should ever be afraid of objections. Savvy salespeople know that a large chunk of their prospects won’t ever become paid customers. That’s just the ‘biz. But by the time a prospect says “I have no budget,” top salespeople know what to do. Having completed hundreds of successful sales calls, they have learned not to take the objection literally, and focus on the real cause behind the objection —i.e., lack of trust, lack of perceived value, or simply that the prospect is

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3 Ways to Bolster Your Buyer Intent Data for Stronger Sales In 2021

Sales Hacker

Investing in buyer intent data is one of the best ways to differentiate yourself — now, more than ever. The COVID-19 pandemic has practically pressured all businesses to go digital, or at least expand their virtual footprint. Companies that were unable to make the switch have suffered. And those that have adapted, now grapple with stronger competition and shifting buyer behavior.

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How to Ensure You're Selling For A Great Company

Force Management: The Seller's Command Center

I recently participated in a fireside chat for the MongoDB SKO with my great friends Cedric Pech, CRO at MongoDB and John McMahon, Board Member of MongoDB. It is always so much fun to share my thoughts on how elite sellers are maneuvering through this environment with old friends and experienced salespeople.

Company 97
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Six Ways to Encourage Your Customer to Keep Talking

Sales Readiness Group

Early in the sales process, typically during discovery, it’s critical to learn as much about your customer’s issues, concerns, problems, and desires as possible. The better you understand your customer, the more effectively you’ll be able to position your solution as a way of addressing their needs. But often, during a discovery call, customers are reluctant to share information, or they give incomplete answers to your questions.

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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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How to Succeed at Fund Development for Non-Profits [PODCAST]

Sandler Training

Mike Montague interviews Luanne Whitmarsh, Executive Director of the Association for the Rehabilitation of the Brain Injured, on How to Succeed at Fund Development for Non-profits. The post How to Succeed at Fund Development for Non-Profits [PODCAST] appeared first on Sandler Training.

How To 91
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How to Close Your First B2B Prospect Easily

Pipeliner

Regardless of how awesome your product or service is, it can never sell itself. You need to develop a strong strategy that allows you to close B2B prospects in an effective way. In this article, we look at what it takes to master a sales process that will skyrocket your business to success. So read on to discover the steps you need to take to close your first B2B prospect easily. 1.

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Leveraging Video to Make the Sale

Sandler Training

Video conference calls are now an integral part of many sales processes. That’s one legacy of the pandemic era that seems likely to be with us for a while. With that shift in mind, here are five videoconferencing best practices we see market leaders using to move the sales cycle forward. The post Leveraging Video to Make the Sale appeared first on Sandler Training.

Video 90
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?? Advancing Analytics Maturity with Google Marketing Platform

Pipeliner

In this Expert Insight Interview, we welcome Michael Loban, author of Crawl, Walk, Run: Advancing Analytics Maturity with Google Marketing Platform. He and John Golden discuss the book and the principles within it, focusing on the specific aspects that digital marketers can use to get a leg up on the competition. Visit us on Apple Podcast You can also find SalesPOP!

Google 85
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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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Why Sales Should Be the Content Generators for Sales Enablement

LevelJump

There’s a ton of confusion over who creates the content for enablement. It’s usually an awkward grey area, with sales, sales engineers, marketing, enablement, and ad-hoc SMEs building stuff on demand. But really, sales should be the generator for enablement content. I’m going to outline exactly why, and how to make that happen without taking your reps off the floor.

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5 Sales Metrics Every Revenue Leader Should Track

Aviso

In this article, we’ll be discussing the top 5 sales metrics areas that revenue leaders should be tracking for go-to-market success. Sales Metrics: An Updated Understanding The Sales Landscape During a Pandemic For high growth sales organizations around the world, the last year has brought about unprecedented changes in sales processes, customer engagement, and pipeline […].

Revenue 71
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Comment on New Book She Sells – Grow the Number of Women in Sales and Sales Leadership by Barbara Weaver Smith

Women Sales Pros

Can’t wait to see this book, Lori! It promises to be a welcome guide for sales leaders who want to diversify their teams and a resource for women dealing with challenging sales cultures in their workplace. Congratulations!

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Chief Revenue Regrets: Relying on Reps to Provide Forecasting Deal Data

InsightSquared

Todd Abbott is on a personal mission to significantly increase the dreaded 16 month tenure of CROs today. Throughout his three decades of experience running revenue organizations, he has seen the good — and plenty of the bad. In this series, , he will share his experiences, providing other CROs and revenue leaders insights from his lessons learned.

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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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Selling Energy to Multifamily Properties? Things You Should Know

Selling Energy

A casual observer would assume that “vendors” and “contractors” sell energy efficiency projects to multifamily building owners. In reality, the energy managers and other internal champions connected to those buildings wind up doing most of the “selling.” They’re the ones who lobby to gain consensus among their peers in property management, facilities and engineering; persuade senior management to prioritize the initiative; and, ultimately convince capital budgeting to approve the needed funds.

Energy 52
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Reframe: Diversity is a Sales Responsibility

Sales Hacker

Bringing together sales leaders, coaches and reps to get into what’s missing in the actions GTM teams take to promote diversity and inclusion. The post Reframe: Diversity is a Sales Responsibility appeared first on Sales Hacker.

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How to Avoid the Spamhaus Radar

Appbuddy

For our latest State of Email Live, we were joined by Sridhar Chandran, o ur very own solutions architect, and Matthew Stith, industry liai s on for Spamhaus. . First, let’s review some interesting email data from Sridhar. Inbox placement rates are rising. Average inbox placement rates were higher in February 2021 than in January 2021, increasing from 75% to 83%.

How To 52
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The Best Sales Enablement Definition on the Internet

Showpad

Sales enablement is in the spotlight. More companies are embracing sales enablement strategies as a way to modernize, drive business or sales transformation and keep current with the customers and markets they serve. Sales enablement can be rocket fuel for revenue creation and skills development. Yet as new businesses first dip their toes into sales enablement, it’s important to understand this wide-ranging concept and the pillars to successful sales enablement.

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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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How You Can Come Out Of This Turmoil A Stronger Person (video)

Pipeliner

In this Expert Insight Interview, Dr. Kevin Elko discusses how you can turn 2021 into a productive year and how you can come out of this turmoil a stronger person. Dr. Kevin Elko works with organizations in leadership, goal-setting, and various other motivational topics. He has worked with huge sports teams like the Philadelphia Eagles and the Pittsburg Steelers.

Video 52
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Comment on New Book She Sells – Grow the Number of Women in Sales and Sales Leadership by Barbara Weaver Smith

Women Sales Pros

Can’t wait to see this book, Lori! It promises to be a welcome guide for sales leaders who want to diversify their teams and a resource for women dealing with challenging sales cultures in their workplace. Congratulations!

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5 [Quick] Steps to the Best Elevator Pitch in Sales

Marc Wayshak

Sales 110