Wed.Jul 14, 2021

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How the Sales Cycle Has Evolved – Maybe for the Better

Sales and Marketing Management

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.

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5 Tips to Help You Attract, Hire and Retain Top Sales Talent

Force Management

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.

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Why Sales Talent Isn’t Enough

The Center for Sales Strategy

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.

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Here’s how to make your brand into something everyone is talking about - the padel way

Membrain

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.

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Sales & Marketing Alignment: How to Synergize for Success

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.

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DISC: A Powerful Negotiating Tool

Sandler Training

The best negotiators always start negotiation by negotiating with themselves. One of the communication tools that will help you better understand yourself and how others communicate with you is called DISC. The post DISC: A Powerful Negotiating Tool appeared first on Sandler Training.

More Trending

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The “Superhero Syndrome” that Causes Sales Managers to Fail

Sandler Training

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.

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Safe Estimates

Selling Energy

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.

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From “Customer Service” to Customer Success: Five Powerful Behaviors that Build Loyalty

Sandler Training

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.

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ZoomInfo to Acquire Conversation Intelligence Leader Chorus.ai

SBI

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.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

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.

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A Reason to Be Invited In

Sandler Training

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.

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Insight Selling: Help Your Buyers Make the Right Decision

Sales Hacker

??. 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.

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Sales Leadership Key: Create Personalized Learning Paths

Sandler Training

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.

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RevOps vs. Sales Ops – What’s the Difference?

Sales Hacker

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.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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How to Develop Trust with Your Technical Sales Counterparts

Selling Power

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.

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The Object is Objections

Adaptive Business Services

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.

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Sandler Research Center Survey Highlights Challenges for Sales Leaders in 2021

Sandler Training

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.

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Discover how to drive cost, time, and efficiency gains with the power of PlanIQ

Anaplan

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 […].

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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A Snapshot of Account-Based Sales Planning [Infographic]

Revegy

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.

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Transactional selling vs solution selling: How to mix & match strategies

Close

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?

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How to Sell to the C-Suite

Richardson

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.

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30 best email finders by name (+ how to find professionals online)

Close

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.

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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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Key Sessions Not to Miss at Microsoft Inspire 2021

Nimble - Sales

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 […].

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Why Does Email Generate Strong ROI?

Appbuddy

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%).

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What employees who dig in their heels are REALLY trying to tell you

Selling Essentials RapidLearning Center

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.

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?? How to Fill in Your Pipeline with Five or Six Figures Consulting Deals

Pipeliner

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!

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

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.

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Speed Is Key: How to Create Online Training Courses Your Team Will Actually Use

Lessonly

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.

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3 Common Mistakes Small Businesses Make in their First Year

Pipeliner

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.

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How to Effectively Follow Up With Your Inbound Leads

KLA Group

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 […].

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