Tue.Jun 01, 2021

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Will Salespeople Travel or Continue to Work Remotely in 2022?

Understanding the Sales Force

May 29 was the day that nearly all COVID restrictions were lifted here Massachusetts. How liberating! Or so I thought. I went to the grocery store and was stunned to discover that I was the only person in the store not wearing a mask. Either everyone in the store was unvaccinated, didn't believe the vaccine would protect them, or they were afraid to go out in public without the mask.

Travel 323
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The Digital Sales Revolution Has Happened. Is Your Team Keeping Pace?

Sales and Marketing Management

Are you considering retooling your technology for a digital sales future? That future has arrived and you're behind the curve. Here are five significant sales trends you can expect to continue throughout the current decade. The post The Digital Sales Revolution Has Happened. Is Your Team Keeping Pace? appeared first on Sales & Marketing Management.

Trends 317
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Trade Prospecting Call Myths For Proven Alternatives

The Pipeline

By Tibor Shanto. Executing a prospecting call well, requires competencies and skill different from selling; prospecting is in many ways counter to sales. Making many things that are acceptable while in the selling phase of the client life cycle, are useless while prospecting. Simply put, if you can’t prospect, what will you sell? Some will point to the SaaS model, still not the majority in Salesland, the complete cycle rep still rules.

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Sales Coaching for Development

Sales and Marketing Management

In this episode Mike Carroll reveals how to use specific sales coaching strategies and tools for individual sales Rep development. Mike speaks about core competences and how he goes about helping organizations address those competences through proven sales coaching strategies. The post Sales Coaching for Development appeared first on Sales & Marketing Management.

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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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Podcast 200: Mark Roberge On Looking Ahead and Adapting to The Future of Sales

John Barrows

Our guest this week is Mark Roberge, Managing Director at Stage 2 Capital and Professor at Harvard Business School. John and Mark discuss the future of sales, best practices, and how one size and strategy does not fit all companies. They emphasize how agility, disruption and innovation have moved to the forefront of careers and business. Mark delivers wise advice to up and coming sales professionals.

More Trending

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3 Ways a Target Drive is Different From a Sales Contest

The Center for Sales Strategy

“We need to increase revenue” is something I hear frequently from Sales Leaders. It often leads to a discussion around a Target Drive and how it can help. I’ve done a lot of Target Drive consulting over the years, and I commonly have to address the misconception that a Target Drive and a sales contest are the same thing. So how are they different?

Revenue 112
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Do You Have A Daily Learning Objective?

Partners in Excellence

I was participating in a webcast recently. One of the speakers pose an intriguing and important question, “Do you have a daily learning objective?” The response from the audience was predictable, a minority of the participants had a formal objective. Some had good intentions, the majority had no formal plan. Later, I started posing the question to others.

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How to Succeed at Radical Relationships

Sandler Training

Mike Montague interviews Shawn Nason on How to Succeed at Radical Relationships. The post How to Succeed at Radical Relationships appeared first on Sandler Training.

How To 111
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Workshop: Objection Handling

Sales Hacker

How do you respond to objections without getting flustered — or making your prospect frustrated? Tito Bohrt has been building SDR teams for close to a decade. In this interactive workshop, he’ll walk you through what works (and what doesn’t) when prospects raise serious questions during cold calls, disco and demos. Come ready with your questions! ARVE Error: src mismatch url: [link] src in: [link] src gen: [link] comparison url: [link] src in: [link] src gen: [link].

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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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HR’s traditional approach to workforce planning is no longer current

Anaplan

Businesses are preparing for a post-pandemic boom. They cannot afford HR to be reactive and disconnected as they plan the workforces they’ll need.

Resources 114
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A Dive Into Apptivo Work Orders App

Apptivo

When you are operating a field services management company, you have to give priority to timely dispatch and delivery of services. If you are still using a traditional field services management method or spreadsheets to manage your business workflow, then you are missing out on Apptivo CRM’s exceptional field service software – Work Orders. The biggest drawback of conventional methods is that you have to put additional effort to manage the process.

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What Is a Reservation Price?

Hubspot Sales

Deciding how to price your products and services can be challenging. High prices may scare customers away, but low prices may mean you’re underselling yourself and your effort. Given this, it’s important to understand the model that works best for you and what you’re selling, as there are many to choose from. In this post, we’ll talk about reservation pricing and give an overview of what it is, give scenarios where it makes sense to use the strategy, and how you can calculate your own.

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5 Ways AI Can Help Sales

Pipeliner

Artificial intelligence (AI) is ubiquitous today, and sales are no exception. Marketers recognize that AI has become part of a powerful strategy and is helping to deliver personalized messaging, which is so important when interacting with audiences. He also participates in the internal marketing structure, helps to increase income, and create an optimal sales funnel.

Hiring 96
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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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Operational Objectives: The Core Tasks That Support Strategic Visions

Hubspot Sales

Your organization's broader goals can't be achieved all at once. You don't have the luxury of saying, " We want to radically improve our lead generation numbers. Everybody get on it!" and expecting your company to just figure it out from there. You can't exactly wing business-wide objectives. They have to come together piece by piece — broken up into smaller milestones that ultimately amount to the big-picture you're chasing.

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Measuring and Managing Sales Performance: If You Could Only Track One Metric, Which Would It Be?

Sandler Training

Sales leaders: If you could only track one performance metric to evaluate the performance of a member of your sales team, which one would you choose? The post Measuring and Managing Sales Performance: If You Could Only Track One Metric, Which Would It Be? appeared first on Sandler Training.

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The First Step to Selling Higher: Be Real

ValueSelling

When it comes to digital experiences, B2B buyers are drifting through a sea of sameness.

B2B 117
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The Art of Holding Deal Strategy Conversations

SBI

The Art of Holding Deal Strategy Conversations. By Les Yuen, DealCoachPro. Three Impactful Approaches High-Performing Enterprise Sellers Practice for Deal Strategy Conversations. Deal pursuit has never been more challenging than it is right now. The number of stakeholders in a deal continues to rise. Today, there are an average of 7 decision-makers involved in the B2B buying process.

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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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How Covid19 Impacted Employees’ Mental Health (video)

Pipeliner

The research shows that before the Covid19 pandemic, 32 million people were affected by mental health concerns in the US. That number has increased to about 180 million during the pandemic. Thus, in this Expert insight Interview, Chuck Cooper discusses how the Covid19 pandemic impacted the employees’ mental health. Chuck Cooper is a Managing Member at Whitewater Consulting, a company specializing in HR solutions for small and mid-size businesses.

Video 81
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7 Top Sales Training Programs For BDRs | LevelJump

LevelJump

The basics of sales never changes, and yet it is a constantly evolving profession. That’s why training is such an essential aspect of sales, whether it’s to fortify the fundamentals or to stay sharp with the latest trends.

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4 Powerful Sales Closing Techniques to Get More Sales

LeadFuze

What are Sales Closing Techniques. Sales closing techniques are the skills sales professionals use to close more deals. They can be anything from asking open-ended questions that get the prospect talking about their needs, or actively listening and following up on objections. Sales Closing Techniques vs Sales Technique. The difference between sales closing techniques and sales technique is that the former relates to a specific skill, whereas the latter is broader in scope.

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PODCAST 163: Objections? You’ve Already Lost the Deal with Neal Patel

Sales Hacker

In this episode of the Sales Hacker podcast, we have Neil Patel who is the CRO of Crunchbase. We talk about why salespeople need to be business people first and why objection handling means that you’ve already lost. powered by Sounder. If you missed episode 162, check it out here: How to Turn Relationships into Revenue with Gauri Chawla. Subscribe to the Sales Hacker Podcast.

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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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Put Your Subconscious Mind to Work

Selling Energy

“What underserved markets should I be focusing on?” “How can I double the number of prospects I reach with the limited time I have available for outbound marketing?” “What would it take for news of our latest offering to go viral?” Successful sales professionals ask themselves questions like these all the time.

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How to Leverage Voice Analytics Software to Improve Seller Performance

Bigtincan

In my last article, I gave you an overview of voice analytics software. This software is a game-changer for Enablement organizations looking to increase the 38% of communication that occurs due to voice quality and tone (as compared to only 7% from the words an individual uses). In return for your precious time spent reading […].

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12 Critical Objectives of Sales Management

Klozers

Reading Time – 8 minutes Back to Table of Contents.

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The Center for Sales Strategy Appoints Susan McCullin as a Senior Consultant

The Center for Sales Strategy

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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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10 Essential Benefits of Teamwork that Drive Growth

Klozers

Reading Time – 8 minutes Back to Table of Contents.

Benefit 26
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8 Clever Copywriting Examples for Effective Content

LeadFuze

What is Copywriting. Copywriting is the process of going from an idea to content that will resonate with (and most importantly, convert) readers. Every business needs copywriting skills and copywriting examples for their marketing strategy in order to create compelling content and get the attention of potential leads or customers. These days, people are bombarded by ads on a daily basis, so it’s difficult to capture their attention.

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How to Change Your Sales Presentations to Drive Customer Engagement

Vendor Neutral

How to Change Your Sales Presentations. to Drive Customer Engagement. June 17, 2021 1 pm EST 10 am PST Webinar. REGISTER NOW. Success in the Hybrid Working Environment. Gone are the days of dry, agenda-driven, product-focused sales presentations. Successful pitches today aren’t pitches at all. They’re engaging, value-driven conversations. Join our free webinar to learn how industry leaders are shifting their thinking to create sales presentations that actually work in today’s landscape!