Sales 2.0
MARCH 12, 2020
I’m getting that feeling right now that I am living in a movie. Big events are happening so quickly it’s hard to keep up. One of the lessons I’ve learned is a crisis is not the time to get stuck. It’s time to take action…and to do so soon. In the sales realm I believe we may be about to see a big shift. The global crisis is taking up everyone’s mindshare.
Understanding the Sales Force
MARCH 12, 2020
You know the stories of the Three Stooges, The Three Little Pigs, The Three Bears, and baseball fans have just heard about The Three Batter Minimum (how stupid!). We're not going to discuss any of those threes today but we will talk about the three things companies must do, right now, in this quickly disintegrating economy, to drive revenue.
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The Pipeline
MARCH 12, 2020
By Tibor Shanto. Done right to-do lists can be a great productivity tool, ensuring that you focused, not distracted. Done wrong, it can lead to long term issues. I talk a lot about habits, and how they make up 40% of your daily activities. To-do lists either allow you to point that 40% at things that get you ahead or trap you into repeating bad habits.
Anthony Cole Training
MARCH 12, 2020
In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.
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Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.
Zoominfo
MARCH 12, 2020
Not too long ago, artificial intelligence seemed like something straight out of a sci-fi movie. But today, AI is being used throughout every facet of the companies we buy from, sell to, and work for. That includes the field of human resources — and it doesn’t look like AI is going anywhere any time soon. […].
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Zoominfo
MARCH 12, 2020
Not too long ago, artificial intelligence seemed like something straight out of a sci-fi movie. But today, AI is being used in every facet and function of companies, including human resources. Let’s look at some statistics from IBM : 66 percent of CEOs believe AI can drive significant value in HR. 50 percent of HR executives recognize that AI has the power to transform key dimensions of HR. 54 percent of HR executives believe that AI will affect key roles in the HR organization.
Gong.io
MARCH 12, 2020
60-something years ago, sales was a very different game. . Back then, salesmen – I mean sales people (glad that’s changed) – would button up their best suits, court prospective clients in-person with bone-in steaks, and discuss business over a handful of dirty martinis. . Back then, the customer was always right, and calling them “sir” or “ma’am” was the norm.
Alice Heiman
MARCH 12, 2020
The coronavirus is dominating conversations and news coverage around the world. It’s also affecting companies of all sizes, across all industries. As an example, look at the impact coronavirus has had on the tech industry : Dell, Amazon, Twitter, and Google have all announced some major actions (including work-from-home mandates and canceled events) in response to the outbreak.
The Brooks Group
MARCH 12, 2020
Working Remotely From Home. The Coronavirus and COVID-19 infection have thrust us all into unfamiliar, if not uncharted, territory. Along with other mandated changes to our daily lives, the requirement to implement “social distancing” measures, to avoid the spread of the illness, carries with it some of the most draconian of implications. For those who make a living pounding the pavement as sales professionals, you are already likely to be experiencing some significant disruptions to your routin
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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.
Partners in Excellence
MARCH 12, 2020
Daily, my inbox, voicemail, texts, and social feeds are filled with prospecting outreaches–people trying to sell me, helping me sell more/better. As you might guess, most of it is appalling! One wonders, if they represent their company/products/services/themselves so poorly, how would they represent our company? If their attempts at selling themselves is so bad, how could they ever do anything that would produce the kind of results we want?
Babette Ten Haken
MARCH 12, 2020
Do you tell stories people really need to hear? About the stuff they really need to know. If you answer “Yes” to this question, the stories you tell always remain the same. And, clients and employees trust you to have their backs over the long haul. Or, are you telling stories you think people want to hear? So they do not quit their jobs. Or, they retain their account with you, re-hire you, renew your service contract?
Predictable Revenue
MARCH 12, 2020
Collin and Oliver discuss the use of software, robotics and automation to offer impeccable quality, affordable pricing and lightning speed. The post Building and evolving a successful sales team with Oliver Williamson appeared first on Predictable Revenue.
Partners in Excellence
MARCH 12, 2020
A great client and I were having a conversation about sales performance. He’s the manager of a high performing sales team–but it hasn’t always been that way. We were discussing the “before” and “after.” He characterized the “before” as heavily activity oriented. Each sales person had activity metrics–numbers of prospecting calls, numbers of customer meetings, numbers of proposals, numbers of bathroom breaks—OK, just seeing if you
Advertiser: ZoomInfo
Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.
Sue Barrett
MARCH 12, 2020
*Please refer to the relevant health experts and authorities for advice and guidance on any health or social concerns. Have you noticed how easy it is to get spooked in times of crisis and uncertainty what with COVID-19, bushfires, floods, panic buying and climate crisis? Given what we see on social media and in the […]. The post Open for Business: How to keep selling & doing business during COVID-19 appeared first on Barrett Sales Blog.
Pipeliner
MARCH 12, 2020
As more and more people are working from home either by choice or mandated due to the current Coronavirus outbreak, I thought it would be worthwhile to share some best practices around how to do it effectively. At Pipeliner we have a mix of office and remote workers and we have put a lot of thought and effort into making remote working the most efficient and productive it can be.
Engage Selling
MARCH 12, 2020
Are you prepared to lose your biggest customer? It’s no secret that losing clients is never a good feeling, but some client losses are felt harder than others.
Pipeliner
MARCH 12, 2020
Is your sales process too complicated? How would you know? Do you have too many steps? Too many tools? Too many templates? . The easiest way to know if your sales process is too complicated is to look at how well it is being used. If there is any significant variation between your process and what actually gets implemented then you’ve made your process too complicated. .
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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
Anthony Iannarino
MARCH 12, 2020
Don’t tell me what you think the market is going to do. Show me what’s in your portfolio. – Nassim Nicholas Taleb. A friend of mine was trying to hire a sales training company to help him improve his sales. He looked at several companies, and in doing so, he paid careful attention to how they sold their services. Since all of these companies also were in B2B sales, he believed that the way they sold their services would be the best way to understand what they would teach his sa
Sandler Training
MARCH 12, 2020
In the complex world of enterprise accounts, team selling is the name of the game. When it comes to winning, selling to, growing, and serving major accounts, team selling needs to be much more than just a tag line. It needs to be the way you do business. The post Winning Business through Channel Selling appeared first on Sandler Training.
Guru
MARCH 12, 2020
You slam the snooze button. “I’ve got another fifteen minutes,” you tell yourself. You’re working from home today. No sweaty subway ride. No bumper to bumper traffic. And, as an added bonus, you can even stay in your Frozen pajama pants (side note: this author’s cover is now blown). Ah, remote work. Remote work has earned a media spotlight for all the wrong reasons recently amid panic relating to COVID-19 (coronavirus).
G2Crowd - Sales Blog
MARCH 12, 2020
Everything is online nowadays – including our professional lives.
Advertiser: ZoomInfo
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.
Crunchbase
MARCH 12, 2020
As a startup looks to scale its growth, sourcing new sales opportunities is one of the key places in which it must invest to ensure future success and steady growth. Typically, software as a service (SaaS) startups begin by sourcing leads through inbound inquiries using platforms such as Crunchbase, G2, organic and paid search or vetting direct inquiries.
KLA Group
MARCH 12, 2020
Denver-based sales guru, author will address group about sales prospecting DENVER, March 12, 2020 — Nationally recognized sales and marketing leader Kendra Lee, president and CEO of KLA Group Inc., Centennial, has been selected to be a featured speaker at OutBound, the “biggest, baddest” conference in the sales profession. The conference, focused exclusively on sales.
Sales Hacker
MARCH 12, 2020
Like most things in life, hiring sales talent is a matter of timing. Especially since the best candidates with strong sales skills are usually snatched up within 10 days. Unfortunately, you generally need skilled talent more than they need you. Add to that the dramatic pace of business, and it can be very difficult to put the right people in place. That’s why it’s critical to overcome indecision and move quickly when recruiting sales talent.
Allego
MARCH 12, 2020
When it comes to improving reps’ performance, one of the best productivity investments that an organization can make is sales coaching. Yet many sales managers still fail to provide enough high-quality coaching to their teams. Although “lack of time” is the No. 1 reason given for this failure, there’s another, less-discussed reason vying for that first-place spot: many managers don’t know how to coach.
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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
InsightSquared
MARCH 12, 2020
In the 1970s, J. Patrick Kelly, the first sales ops group leader, described his responsibilities as “all the nasty number things that you don’t want to do, but need to do to make a great sales force.” More than 40 years later, much has changed about sales processes and cross-functional collaborations, yet three things remain true: . Sales ops covers a vast array of responsibilities, which continues to expand.
Keith Rosen
MARCH 12, 2020
I wrote this article in 2008 during the Great Recession. 12 years ago, and we’re still learning the same lesson today. While you can’t compare the loss of money to the loss of life, unfortunately, the longer it takes to get the lessons, the more costly the lessons become. There’s a reason why they’re called “good” days and “bad” days.
The Center for Sales Strategy
MARCH 12, 2020
From reduced revenue to poor employee morale, there’s one situation that creates heightened anxiety among sales managers and CEOs, and that’s an open position that goes unfilled for too long. “Somebody is better than nobody”—we’ve all said it when it comes to our sales team. There’s pressure to fill open jobs quickly, and with good reason, but what brings us to this point of desperation?
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