Sales and Marketing Management
JULY 14, 2021
Slower buying processes resulting from the pandemic may be a win-win. The post How the Sales Cycle Has Evolved – Maybe for the Better appeared first on Sales & Marketing Management.
Force Management
JULY 14, 2021
Build a process you and your managers can leverage to make your B2B sales talent a competitive advantage. The remote and hybrid work environment provides companies the opportunity to hire talent with fewer geographical restraints creating the ability for leaders to expand their talent pool. Your competition may be leveraging that talent pool to build its sales team, and may be swiping your top performers.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Center for Sales Strategy
JULY 14, 2021
Have you ever heard music that was so brilliant, you couldn’t even carry on a conversation while listening? I had a friend in college who played like that. Her audiences would be nearly silent as she played, mesmerized by the sound, until her last note when they would go nuts! She practiced both the piano and the guitar often, simply because she loved it, and she often played for us upon request.
Membrain
JULY 14, 2021
I’m on vacation this month with my family in Gotland , and we’ve finally tried the new hype: Padel. It’s like tennis, but you play it on a court surrounded by plexiglass, and you can bounce the ball off the walls as part of the game. It’s all the rage in Sweden and other parts of Europe right now, and it’s quite a lot of fun.
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.
Sales Readiness Group
JULY 14, 2021
How do you prepare for a meeting with a CXO or other important executive? A friend of mine who is a senior investment banker at a major Wall Street firm once told me, “I prepare for each meeting like it’s the Super Bowl.” My friend then explained the massive amount of time he and his research team put into preparing for each important meeting. No wonder he routinely meets with CEOs, CFOs, Boards of Directors, and major investors.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Selling Energy
JULY 14, 2021
Let’s say you’re preparing a cost/benefit analysis for a proposed efficiency upgrade. The worksheet incorporates your best estimates for energy savings, maintenance savings, rebate eligibility, and inflation as well as your prospect’s assumptions for discount rate, finance rate, and reinvestment rate. When selecting which rates to use, you’ll want to be conservative.
Sandler Training
JULY 14, 2021
Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?” And the answer is: “Wherever people are assuming that they already have all the answers.”. The post The “Superhero Syndrome” that Causes Sales Managers to Fail appeared first on Sandler Training.
SBI
JULY 14, 2021
ZoomInfo to Acquire Conversation Intelligence Leader Chorus.ai to Enable Insight-Driven Targeting, Coaching, and Decision-Making for Go-to-Market Teams. VANCOUVER, WASHINGTON – JULY 13, 2021. ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market software, data, and intelligence, today announced it has agreed to acquire Chorus.ai , a leader in Conversation Intelligence with the industry’s most advanced technology.
Sandler Training
JULY 14, 2021
Keeping a client is typically ten times cheaper and easier than finding a new one. Here are five powerful behaviors you can build into your account plan to support better, more profitable, and more loyal business relationships. The post From “Customer Service” to Customer Success: Five Powerful Behaviors that Build Loyalty appeared first on Sandler Training.
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 Hacker
JULY 14, 2021
??. When everyone talks about customer-centricity making it easy to buy, what we’ve learned over the past year is some of that translates to making it easier to sell. That’s verbatim from Hang Black , VP of Global Revenue Enablement at Juniper Networks. We had the privilege of learning from her about how the intersection between operations and enablement affects both buyers and sellers. powered by Sounder.
Sandler Training
JULY 14, 2021
When you’re in the middle of a prospecting discussion – that is, when you’re initiating the first real-time voice-to-voice engagement with a possible buyer – what is your goal? The post A Reason to Be Invited In appeared first on Sandler Training.
Sales Hacker
JULY 14, 2021
We’ve been hearing a lot about RevOps lately, but how is it different from Sales Ops? Which is which, and how do they connect? We asked the Sales Hacker community for their take to get the real scoop on how each differs. How are RevOps and Sales Ops different? Revenue operations (RevOps) brings together the siloed operations teams for marketing, sales, customer success, and customer support under one umbrella.
Sandler Training
JULY 14, 2021
A big part of the sales leader’s job is to determine the measurable behaviors that will lead to success for a given salesperson, and to evaluate the numbers that connect to those behaviors. The post Sales Leadership Key: Create Personalized Learning Paths appeared first on Sandler Training.
Advertisement
Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
Selling Power
JULY 14, 2021
If you are struggling to communicate and collaborate with your sales engineers, here are three things you can do to improve both the relationship and your results.
Adaptive Business Services
JULY 14, 2021
I was reading an interesting article the other day by Dave Brock … “ Thinking About Objections.” In it he discusses the conflicting relationships between objections, salespeople, and customers as well as our hesitancy as salespeople to raise objections on our own. Good stuff! I was classically trained in 1977 on the art of handling objections. Back then, it was considered a martial art.
Sandler Training
JULY 14, 2021
The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries. The post Sandler Research Center Survey Highlights Challenges for Sales Leaders in 2021 appeared first on Sandler Training.
Anaplan
JULY 14, 2021
This is the final blog in our three-part series that explores how intelligent forecasting tools can optimize business outcomes.?Our first blog shared the important role of artificial intelligence (AI), and machine learning (ML) in intelligent forecasting and the challenges that business leaders face around adoption. The second installment detailed the aspects of intelligent planning that […].
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
Revegy
JULY 14, 2021
Account-based selling means leaning into your customers to identify growth potential and then working together so that you are both successful. The first step in succeeding with account-based sales motion is having a plan in place to add continuous value. The post A Snapshot of Account-Based Sales Planning [Infographic] appeared first on Revegy, Inc.
Close
JULY 14, 2021
Transactional selling and solution selling are vastly different—one is generally used in one-time, B2C sales and the other is a long-term, repeat relationship that is generally B2B. But what can transactional sellers learn from the solution selling method?
Richardson
JULY 14, 2021
Earning a chance at success with the C-suite means proving credibility in the first 5 minutes. The opportunity to meet with and sell to the C-suite can be a long or short conversation. The meeting will end early if the sales professional is unable to show that they have a clear understanding of the stakeholder’s business and ways to provide measurable value.
Close
JULY 14, 2021
Developing lead lists can be challenging when the only identifying information you have is a name. We provide strategies for finding email addresses by name, and compare the best email finder tools to automate this email collection process for you, including Hunter, Lusha, UpLead, and Adapt.
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.
Nimble - Sales
JULY 14, 2021
Microsoft Inspire is Microsoft’s largest partner event of the year where partners, customers, Microsoft experts, and industry leaders from around the world get together for two days to learn, connect, and celebrate. This year’s event is scheduled for July 14-15, 2021, and is still digital, but that allows a wide global audience to attend. Attending […].
Appbuddy
JULY 14, 2021
Did you know the email channel is consistently top ranked for its return on marketing investment? The average email ROI is 38:1. In the recently published DMA/Validity Marketer Email Tracker 2021 , around 50% of marketers reported many of email’s key metrics have shown positive increases in the last 12 months, including mailable list size (51%), delivery rates (43%), open rates (48%), and click-through rates (46%).
Selling Essentials RapidLearning Center
JULY 14, 2021
Let’s say you have a veteran employee — a valued, skilled employee — and you want him to change something about the way he does his job. Maybe it’s having him fill out a new kind of report, or adopt a different method for dealing with customers, or start using new equipment or new software. So you put the case for change to him, and he gets his back up.
Pipeliner
JULY 14, 2021
How to transform from being uncertain and lacking confidence in your offer to securing reputation and charging premium fees? In today’s Expert Insight Interview, we welcome Ahmad Munawar to discuss how power positioning leads to increased revenues. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 How to Fill in Your Pipeline with Five or Six Figures Consulting Deals appeared first on SalesPOP!
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.
Lessonly
JULY 14, 2021
Do you find yourself often wondering how to create learning paths that work for your teammates? Or maybe you’re thinking to yourself, “ With what time am I supposed to create the best online training courses ? ” Well, let me reassure you, you’re not alone in asking these questions! I work with more than 30 Lessonly customers that ask for this same guidance on a regular basis.
Pipeliner
JULY 14, 2021
A lot of small business owners start with little knowledge of business, and that’s a big handicap. As a result, they often end up making costly mistakes. In some cases, these can be minor setbacks, but in others, it could mean the end of their business. This is probably why an estimated 20% of all new small businesses fail within the first year. If you don’t want to become another statistic, here are some of the mistakes you should avoid when first getting started.
KLA Group
JULY 14, 2021
Your B2B marketing campaigns are generating inbound leads. Marketing carefully tracks the source and hands over the information to sales. Your salespeople diligently reach out to everyone on the list. It’s a single, solution-rich message that lets reps easily contact each lead. But only 1 person responds You’re confused. Sales blames Marketing for passing a […].
Expert insights. Personalized for you.
317 
Let's personalize your content