Zoominfo

MAY 19, 2020

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.

Guidelines 317

Guidelines ACT Campaigns Pharmaceuticals 317

The Center for Sales Strategy

MAY 19, 2020

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!

Sales Coaching 128

Sales Coaching Hiring Coaching Resources 128

SBI Growth

MAY 19, 2020

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.

Leads 298

Leads Marketing Qualified Lead Company Marketing 298

Zoominfo

MAY 19, 2020

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.

Guidelines 182

Guidelines ACT Campaigns Scale 182

Advertiser: ZoomInfo

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.

Sales Cycle

Babette Ten Haken

MAY 19, 2020

Do you see yourself as a trusted client retention specialist or simply a generalist? In fact, do you even perceive yourself as having any type of role retaining clients? Because, here’s news. Regardless of whether you actively acquire clients, or not, you impact client retention. And, these days, the impact you make on a client’s business has strategic implications on business viability.

Retention 134

Retention Webinar Metrics Hiring Face-to-face 134

Guru

MAY 19, 2020

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. But as the novelty of tie-dye sweatpants wears off and the reality of our current and future workplace environments sets in, it’s imperative that leaders take a look at the

Benefit 133

Benefit 133

Crunchbase

MAY 19, 2020

Friendly reminder that this is a successive series. I won’t pressure you to read every part, but you should really read Part 1 if you haven’t yet. Don’t be “ that” manager. You know, the one refreshing the activity dashboard every 15 minutes and sending screenshots to reps about their sales key performance indicators. 30 minutes later, the dashboard is refreshed, and the call volume is 101 percent ( mostly due to dead dials ). .

Call-back 124

Call-back Marketo Scale Outbound 124

KO Advantage Group

MAY 19, 2020

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.

Company 118

Company How To Sales 118

Anthony Iannarino

MAY 19, 2020

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.

Decision Maker 121

Decision Maker Conversion Vendor B2B 121

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.

Sales

Hubspot Sales

MAY 19, 2020

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. Why? 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.

Account Based Marketing 111

Account Based Marketing Ideal Customer Profile Hubspot Account 111

Sandler Training

MAY 19, 2020

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.

How To 104

How To Training 104

Hubspot Sales

MAY 19, 2020

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.

Google Analytics 105

Google Analytics Tools Hubspot Analysis 105

Pipeliner

MAY 19, 2020

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. Effective e-mail marketing entails that you know your market and how and when they like being talked to so you can convince them properly to make a purchase and give them good customer ser

Email Marketing 98

Email Marketing SME Marketing Hiring 98

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.

Cold Calling

Highspot

MAY 19, 2020

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.

Enterprise 98

Enterprise Enterprise Scale Policies 98

Sales Hacker

MAY 19, 2020

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.

Buyer 91

Buyer Follow-up Hiring LinkedIn 91

Nimble - Sales

MAY 19, 2020

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 […].

Cancellation 127

Cancellation Conference Google Training 127

Keith Rosen

MAY 19, 2020

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. (HBR). To further refute this myth, companies that allow remote work experience 25% less employee turnover than companies that do not allow remote work.

Study 70

Study Report Industry Company 70

Advertisement

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

Data

Chorus.ai

MAY 19, 2020

Successful sales organizations have many things in common. One major similarity is the use of a unified sales process or methodology. Having a clearly defined process enables the entire organization to be aligned on what success looks like through every stage of the funnel. At the same time, training teams on methodology is expensive and time-consuming, and history shows that up to 80% of learning is lost within 90 days without proper coaching.

Lead Rank 62

Lead Rank Lead Scoring Top of Funnel Scale 62

Anne Miller

MAY 19, 2020

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 used to be a member of a business club in San Francisco, which hosted over 450 forums a year on a range of topics from politics, to the arts, technology, scien

Real Estate 62

Real Estate Policies Insurance Insurance 62

Chorus.ai

MAY 19, 2020

Watch the Video. On today’s Daily Briefing, Jim Benton was joined by Glenn Clark , Senior Director of Sales Enablement at Smartsheet. They discussed the unique challenges of sales enablement in our new normal, and how sales enablement is more essential than ever to gear managers up for remote coaching, onboarding, and deal management. Here are the numbers: Manager actions on calls are up 53% since baseline (pre-COVID) Cold Call Dials are up 7% week over week, down 25% since the baseline Connect

Hiring 62

Hiring Infusion Face-to-face Scale 62

Sales Evangelist

MAY 19, 2020

How Do I Stand Out From The Competition? Are there still ways salespeople can stand out from the competition? This is an age-old question that was posed by a recent college graduate. If so, how? In this episode, Donald will share four ways he’s learned, through his personal and professional experience, to stand out from your competition: Be persistent Personalize Use your CRM and bring value Have energy and drive Be persistent Studies have shown that many sales reps give up making contac

Competition 52

Competition Ideal Customer Profile Face-to-face Call-back 52

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.

Sales Process

InsideSales.com

MAY 19, 2020

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.

How To 52

How To Cold Calling Call-back Relationals 52

Braveheart Sales

MAY 19, 2020

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.

Decision Maker 52

Decision Maker Hiring Referrals Face-to-face 52

Richardson

MAY 19, 2020

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 52

ROI Training Benefit Groups 52

Selling Energy

MAY 19, 2020

I’ve had several students approach me about how to tell whether a prospect is legitimately interested in their offerings or just fishing for price quotes. There are a few ways to figure this out, with an emphasis on asking the right questions and carefully weighing their answers.

Prospecting 52

Prospecting How To Sales 52

Advertisement

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

Report

Sales Hacker

MAY 19, 2020

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

How To 53

How To Sales Webinar Metrics Sales Management 53

Tenbound

MAY 19, 2020

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.

Cold Calling 45

Cold Calling Comparison Strategy 45

Lessonly

MAY 19, 2020

Woohoo! Welcome to our May product launch, folks. We’re glad you’re here. Our product team is completely remarkable, and they pushed six new features live in Lessonly this month to help learners and leaders all over the world do Better Work. What a time to be alive! This month’s launch includes new ways to respond to questions, a Seismic integration , updates to the Grading Station, a more organized Image Library, and more.

Hiring 26

Hiring Policies Buyer Persona Call-back 26