Fri.Apr 30, 2021

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How to Keep Closing B2B Deals Amidst the Pandemic

Sales and Marketing Management

Until the pandemic is over (and maybe beyond that) businesses must adopt new strategies to close sales deals. The post How to Keep Closing B2B Deals Amidst the Pandemic appeared first on Sales & Marketing Management.

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How the loss of trade shows changed the customer acquisition funnel

Zoominfo

“In March 2020, live events were canceled overnight. Like everyone else, we had to pivot, and fast.” — Danny Daly, manager, marketing events at ZoomInfo. Since the start of Covid-19, in-person events, conferences, and tradeshows have come to a halt. One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers.

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Master the Fundamentals to Succeed

Mr. Inside Sales

I was training a group of new reps last week, listening to one of their calls, and we found that the rep was ad-libbing right from the beginning of the call. The best practice script, which we had provided him, was far, far away…. This ad-libbing approach led to all the common problems we’ve chronicled before: He didn’t qualify the prospect for timeline, budget, decision making steps or even buying motives.

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How the loss of trade shows changed the customer acquisition funnel

Zoominfo

“In March 2020, live events were canceled overnight. Like everyone else, we had to pivot, and fast.” — Danny Daly, manager, marketing events at ZoomInfo Since the start of Covid-19, in-person events, conferences, and tradeshows have come to a halt. One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers.

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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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If You're Not Looking at These 3 Things, You're Not Optimizing Sales

Sales Pro Central Submitted Articles

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Voices from the Field: Participant Perspectives on Online, Collaborative Learning

Sales Readiness Group

The expansion of online, collaborative learning is one of the most exciting evolutions to come out of the challenges of delivering sales training over the past year. As the participant feedback suggests below, online, collaborative learning did a great job engaging participants, increasing group collaboration, and reinforcing skills over time – all of which is leading to greater success for learners and better outcomes for companies.

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Highlights From the New Sandler Research Center Survey, “Leading From the Front in Challenging Times”

Sandler Training

The results of the Sandler Research Center’s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team. The post Highlights From the New Sandler Research Center Survey, “Leading From the Front in Challenging Times” appeared first on Sandler Training.

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“Show Me Your Calendar….”

Partners in Excellence

Let me share a “secret” from my consulting/coaching practice. I ask to look at people’s calendars. Looking at someone’s calendar tells me a lot. I understand their priorities because I see where/how they are spending their time. I look for things that should be on their calendar that aren’t. This tells me what they might be missing.

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Three Ways Sales Leaders Can Develop a Powerful Sales Strategy in a Digital Environment

Sandler Training

There's been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson? The post Three Ways Sales Leaders Can Develop a Powerful Sales Strategy in a Digital Environment appeared first on Sandler Training.

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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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The Power Of A Good Chat In A Negotiation

The Accidental Negotiator

Discussions can be the key to a successful negotiation Image Credit: Shuaib Yazdani. Negotiators need to know how important body language is in the negotiation process. We are often advised to engage in small talk before getting down to business. The reason that we’re told to do this is because according to negotiation research, it pays to engage with your counterpart at the negotiation table.

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The Power of the Playbook

Sandler Training

Create and circulate a documented playbook of best practices for anything and everything that occurs on an ongoing basis. The post The Power of the Playbook appeared first on Sandler Training.

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The 35+ Best Sales Training Programs in the World

Tenbound

Joining a sales training program is a smart idea when you’re ready to take your sales to the next level. We noticed that there aren’t any really great resources out there that showcase a wide range of sales training programs and their details when you Google for this. So we set out to create this resource for you to feature the top sales training programs out there right now.

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Using the Infield Shift with DISC

Sandler Training

It’s baseball season, and here in Southern California, we have high hopes for our teams this season. The post Using the Infield Shift with DISC appeared first on Sandler Training.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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.

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Canidium Hires Dean Swift as Director of Sales & Marketing

Canidium

Fort Collins, CO, April 30, 2021 -- Canidium, a sales performance, incentive compensation, and sales operations optimization consultancy, has hired Dean Swift as the Director of Sales & Marketing. Dean will lead Canidium’s sales and marketing teams offering high value strategic, technical, and managed services in support of market leading software solutions from companies such as SAP and Xactly.

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Don’t Forget to Grow Your Accounts!

Engage Selling

Amongst your sales efforts, don’t forget to grow your current accounts!Client acquisition and finding new prospects is, of course, alluring. It’s what often immediately comes to most people’s mind when the word “sales” comes up in conversation. But, not only … Read More » The post Don’t Forget to Grow Your Accounts!

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Account Management Must Include Adding Value

Pipeliner

From my observation, the SaaS industry has greatly misled people over the years. It has prioritized lead and opportunity management over account management. This emphasis was echoed in nearly all CRM systems, and we at Pipeliner CRM fell into the same trap for a long time. Guided by both the industry and the CRM solutions they were using, businesses and organizations never really dug into real account management.

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10 Things Your Sales Managers Need To Be Coaching On

LevelJump

Sales managers have a difficult job. After all, their livelihood is based on the performance of other people with wills of their own. A sales manager can't do the job of a sales rep for them, nor would they want to if they could. So what can they do? The main duty of a sales manager is to be a sales coach : someone who imparts training to a team and works with their reps to retain and develop those crucial skills.

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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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The role of data in digital transformation

Anaplan

Finance leaders who champion digital transformation can make their department a strategic powerhouse.

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Sales Process Pivot Points | Jeb Blount & Diane Helbig | Part Four

Sales Gravy

On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss the power of mapping and uncovering sales process pivot points. You will learn how these pivot points help bend win probability in your favor and offer important clues for when it may be time to walk away from a deal. Listen to Part One – Selling Without Selling Listen to Part Two – Intentional Empathy Listen to Part Three - Sales is a Process On this Sales Gravy Podcast episode Jeb Bloun

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To Keep Momentum in Q2, Double Down on Sales Management

Sandler Training

One of the big questions we are hearing from clients these days is this one: We’ve finally begun to turn the corner … so how do we sustain our organization’s sales momentum in a time of uncertainty? The post To Keep Momentum in Q2, Double Down on Sales Management appeared first on Sandler Training.

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Learning the Lingo: What is A 3D Playground?

Atlatl Software

3D Product Previewer [noun]: commonly known as a playground, this test environment allows designers and developers to test and view code for building 3D configurators and experiences.

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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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How to Measure and Boost Your Sales Team Efficiency

Showpad

Every sales operation has its own preferred KPIs. But for those that don’t currently track sales efficiency, you ought to think about doing so. Efficiency is the ideal in just about every business and practical scenario. You want to ensure your reps are making meaningful use of the time and resources they have to drive deals and client engagement. .

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Simple Ways to Increase Your Email Open Rate

Lead411

Simple Ways to Increase Your Email Open Rate. Intent data is a popular way for companies to connect with customers that may be passively researching solutions that align with that company’s offerings. A buyer’s journey is usually a series of events over time, comparing solutions, doing research, and collecting information before reaching out to and making a decision.

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Financial Services 2021 Sales Enablement Checklist

Vendor Neutral

Sales Enablement Technology Checklist for Financial Services. Two Types of Technology Financial Professionals Should Add to the Arsenal. Financial services firms are the ideal case study for sales enablement technology. Financial professionals deal with people’s hard-earned money, and when they engage with prospective or existing clients, they need to enable their sales force with a customer-first mind-set.

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Simple Ways to Increase your Email Open Rate

Lead411

If you are using email as part of your marketing mix, your open rate is important to your success. If you are not getting the results you hoped for, there are several areas to evaluate: Unqualified subscribers: A bad list of un-verified emails can significantly lower your open rate. A qualified and verified list of subscribers is more likely to open and engage with your email.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Your Virtual Sales Persona: Five Areas to Assess for Success

Force Management: The Seller's Command Center

Elite sellers stand out not just by what they sell but by how they sell. How you sell virtually can help you differentiate yourself from competitors and help you build trusted advisor status within your accounts. Having a seamless and professional virtual presence is the least your buyers expect in remote sales conversations. This expectation leaves no time to let up on basic best practices.

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10 Extremely Effective Tips to Connect with Your Prospects

Selling Energy

When you’re in a new sales situation, connecting with prospects (in-person or via teleconference) is crucial. Even if you’re an expert in your product or service and you understand how to sell to your prospect, a sale can be ruined by a bad first impression.

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?? How to Pivot Your People-Focused Business into a Virtual Environment

Pipeliner

Somewhere in March last year, many people were forced to shift from in-person to online work. Thus, today’s guest in the Expert Insight Interview is Allison Shapira, and she discusses how you can pivot your people-oriented business into a virtual environment. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

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