Tue.May 19, 2020

What is Spam? The Truth About Unsolicited and Cold Email


What is spam? What is a cold email? And when is your email against the law? There is a lot of confusion surrounding these questions. Many people seem to carry the misconception that any cold or unsolicited email is spam, and that spam is illegal. There is a lot to unpack here, but let me start by making clear that if all cold emails were illegal, we wouldn’t be driving successful email marketing campaigns for thousands of companies worldwide.

8 Characteristics of a Winning Sales Coach

The Center for Sales Strategy

There are several resources readily available with information on what it takes to be a great sales coach and manager of people. We often talk with managers who want to hire top-notch sales coaches and the list of their requirements is usually a long one—including experience, past successes, and “must have” talents. It’s definitely a hire you want to get right!

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How a CRO Is Leading a Global Team of Thousands into a New Digital Era

Sales Benchmark Index

As many sales leaders began to adjust to this new world in March, global companies had been acclimating since January. However, the challenges of maintaining business continuity across regional markets also provided the chance to accelerate a very crucial digital.

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32 Benefits of Joining a Mastermind Group

The Sales Heretic

Whether you’re a business owner, CEO, salesperson, or executive, if you want to accelerate your success, one of the best actions you can take is to join a mastermind group. What exactly is a mastermind group? It’s a group of people—typically between four and twelve—who meet regularly to help each other achieve their goals. They [.]. Sales business coach expert group ideas insights keynote leadership marketing mastermind program speaker success trainer

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How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

Moving Your Work to Your Home: The Complete Checklist

Sales and Marketing Management

Author: Staff Are you one of the many people who have begun the process of moving their work to their homes due to the COVID-19 pandemic? Naturally, this doesn’t have to be the only reason you’d want to be setting up an office of your own at home. Perhaps you’re looking to start your own freelance career or set up a business that’s small enough (for now) to be run out of your home. The process of setting up a home office can be cumbersome. Here are a couple key starting points. Home Office 101.

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More Trending

3 key factors that impact your customer churn rate


Churn rate, the loss of customers over a specified period of time, is one of the most important metrics a company can track. Churn rate has a profound impact on a company’s revenue. When most people think about losses, they’re thinking about things like overhead, ad campaigns, the marketing team’s frequent partying, that sort of thing: Looking for cash that has been spent and the investment it has (or hasn’t) returned.

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5 Best Practices for Using Competitive Intelligence in Sales Enablement

Sales Hacker

To be successful, organizations have to have good product-market fit , customer trust, and a fantastic customer experience throughout the entire customer lifecycle. As such, much of sales and marketing’s focus is external to attract customers, and rightly so. However, to truly delight potential customers and stay ahead of your competition, the flow of information internally needs to be timely and seamless. The key to this internal success is sales enablement and quality, competitive intelligence.

The 8 Myths of the Remote Workplace. Myth Two – Employee Disengagement Will Increase

Keith Rosen

The 8 Myths of the Virtual Workforce. Myth #2: Employee Disengagement Will Increase. If you’re concerned about attrition or rising disengagement, 76% of respondents said they’d be more loyal to their employers if they had flexible work options. To further refute this myth, companies that allow remote work experience 25% less employee turnover than companies that do not allow remote work. Owl Labs). The truth is, remote workers say they’re 35% happier in their jobs than on-site workers.

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How to Choose the Right Accounts for ABM, from HubSpot's ABM Product Manager

Hubspot Sales

There’s no doubt that Account-Based Marketing (ABM) is hot right now. According to HubSpot's State of Marketing Report, more than 67% of brands are leveraging it in 2020. ABM has been top of mind for several years, but the many businesses (SMBs in particular) have yet to implement any formal ABM strategy. Because companies get stuck. Of all the steps involved with starting an ABM strategy, the one that usually stops people in their tracks is picking the best target accounts.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

How to Succeed at Three Hidden Traits of Successful Salespeople

Sandler Training

Mike Montague interviews Clint Babcock on How to Succeed at Three Hidden Traits of Successful Salespeople. The post How to Succeed at Three Hidden Traits of Successful Salespeople appeared first on Sandler Training. Blog Posts Professional Development how to succeed professional development professional growth

Invisible Problems: How Knowledge Management Impacts Remote Workforces


When the world started working from home overnight, there were a lot of obvious ways for employers to improve the quality of life of their employees. Flexible hours, at-home office equipment, virtual happy hours, and branded loungewear were among the immediate benefits shared with employees as we kickstarted our remote lives.

Beginning a Disruption – Select Your People


Before we were so rudely interrupted by covid19, I had begun a series on the vital subject of disruption in commerce and how it changes history. The greatest disrupter in history was likely Jesus of Nazareth, whose brief “career” disrupted and altered the course of history for the following 2000+ years. If we set aside religious views, we can look at his life and extract principles applicable to any disruption. No Written Words.

The Secret to Pricing Your Product

KO Advantage Group

How do companies come up with their prices? Hint, it's a lot easier than you think! Not only is this method easy, but it doesn't make you compromise your price in a financially vulnerable time. This vlog talks about how to create your prices, and how to maintain it in a recession. Want to learn more about what sales looks like for your company? Sit down for a free 30 minute consultation with our knowledgable staff. recession slow months uncertainty inspire

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

The Ultimate Guide To Email Marketing For SMES


Whether you are operating a small or medium enterprise in your locality, you have to maximize the use of digital tools to get sales. One of the most effective tools there is e-mail marketing where you plot the way you interact with your mail list subscribers so that they will be encouraged to buy your product.

Write Better Sales Emails with These Copywriting Hacks from Calendly's Senior Content Marketer

Hubspot Sales

As a salesperson, one of the most important skills you can possess is being a solid writer. Learning to write "copy" (also known as persuasive writing) is a specific and useful skill for every sales and marketing professional. All salespeople should have at least a basic understanding of essential copywriting principles to implement in their day-to-day emails and communications.

Building for Enterprise Security from the Ground Up


As Highspot’s Chief Security Officer, I believe security begins with people. Safeguarding information and data is essential, but doing so is only one cog in the wheel of an organization’s security. Everyday decision-making and processes across roles and functions have the power to bolster a company’s resilience or result in challenging incidents.

Website Activity: The Tools and Tactics to Track It

Hubspot Sales

Remember middle school science fairs? You know, the ones where you conducted your own experiment outside of school and presented your findings on a tri-fold cardboard poster in the gym. They're where you do something like try to measure whether room temperature impacts how often crickets chirp — only to find out that it's impossible to measure how many times 50 crickets you got at PetCo chirp per minute.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

How You Communicate Determines What Kind of Salesperson You Are

Anthony Iannarino

What you communicate to your clients says a lot about what kind of salesperson you are. The things you believe your prospective client is going to be interested in, and what you think they’ll find compelling is a window into what they can expect from you—as well as how likely you are to win their business. All sales conversations are not created equal, some being extremely valuable to your client , while others are missing the mark completely.

Choose Wisely, Metaphorically Speaking

Anne Miller

Many people are in the difficult position today of figuring out where to invest in their businesses and where to cut back. What is a smart move? What is shortsighted? What will pay off? Perhaps this story that came to me recently with its underlying metaphor from forensic examiner Ann Mahony will help you evaluate your final decision. “I

Sales Leaders: Lucidchart?s VP Sales on How to Digitally Walk Your Sales Floor

Sales Hacker

The post Sales Leaders: Lucidchart’s VP Sales on How to Digitally Walk Your Sales Floor appeared first on Sales Hacker. Choice Lucidchart Partner Sales Management Webinars

Cold Calling Strategy in Today?s Reality


Christian Seme [link] Cold calling can be a daunting task, especially if you are new to an organization and/or how well you know the product you are selling in comparison to your competitors. Like anything in life, it is all about the confidence that you bring to the call and admitting you might not have all the answers to their questions (especially technical. Source.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

PODCAST 110. Survivors Make Plans: Get Your Mutual Action Plan Into Gear with Tom Williams

Sales Hacker

This week on the Sales Hacker podcast, we speak with Tom Williams , Cofounder and CEO at DealPoint. DealPoint is the first sales platform for customer-centric sales teams. The mutual action plan is a shared agreement between the buyer and the seller on the set of milestones that need to happen in order to achieve success for the buyer. But the ultimate milestone isn’t the contract. It’s the buyer’s ROI.

Top 20 Sales Conferences of 2020 That Haven?t Been Cancelled in Corona Times

Nimble - Sales

Top sales conferences of 2020 suffered bigly (it’s been added to dictionaries, right?), just as the entire world did this year. Some sales training conferences are more alive than others. Some keep postponing their events. Some decide to take advantage of the situation and go digital, turning Google’s attention to their website as a super […]. The post Top 20 Sales Conferences of 2020 That Haven’t Been Cancelled in Corona Times appeared first on Nimble Blog.

How to Build a Business Case for Workforce Readiness Technology


Measuring the impact of learning and readiness initiatives on revenue is the billion-dollar question. In today’s uncertain environment, the answer is even more important. Rapidly changing markets, disrupted supply chains, and increasingly knowledgeable customers mean that companies must upskill employees to compete. But the ability to optimize learning—and maximize productivity—takes deep insight into how employees think, learn, and perform, insight which many companies lack.

ROI 59

How Customer Experience Training Improved One Company’s Net Promoter Score

Miller Heiman Group

Customer service teams are supposed to solve problems, not create new ones. But when we surveyed 5,500 consumers around the globe , only 25% reported feeling that that front-line employees were on their side. In other words, it’s not often that service reps make a positive emotional connection with their customers. Instead, they frequently engage in behaviors like these that damage customer relationships: Using scripted or canned responses. Engaging in rude or indifferent behavior.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

How to Sound More Confident on the Phone


In business, portraying an air of confidence is 75% of the path to success. People naturally gravitate towards others that seem sure of themselves and their product. To help you sound more confident when communicating with clients or customers, we’ve put together a list of five great tips to portray that air during phone conversations. RELATED : Cold Calling Is Not Dead: How We Built 1.1m In Pipeline Using The Phone. In this article: Tell, Don’t Ask. Sentence Structure. Intonation. Be Prepared.

Recession Proof Your Sales Team

Braveheart Sales

Face it, even before COVID-19, we were long overdue for a recession. Most “experts” predicted one would occur last year, in 2019. So, guess what? We got an extra year of unprecedented expansion. And guess what else has happened since the last recession? Many salespeople have become complacent. In the pre-virus economy, life was grand. Anybody and everybody were buying. There was so much demand that it didn’t matter if an individual could sell on value and differentiate – they sold.

Understanding the ROI of Virtual Training


Leaders are discovering the viability of virtual instructor-led sales training as ROI benefits become clear. Initially, leaders began exploring virtual instructor-led training (VILT) in response to social distancing measures. However, their investigations have revealed that the most supportive evidence of the value of VILT is found on the balance sheet.

ROI 40