Sales and Marketing Management
APRIL 30, 2021
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.
Zoominfo
APRIL 30, 2021
“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.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Mr. Inside Sales
APRIL 30, 2021
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.
Zoominfo
APRIL 30, 2021
“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.
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 Pro Central Submitted Articles
APRIL 30, 2021
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Sales Readiness Group
APRIL 30, 2021
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.
Sandler Training
APRIL 30, 2021
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.
The Accidental Negotiator
APRIL 30, 2021
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.
Sandler Training
APRIL 30, 2021
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.
Speaker: Jake Miller, Senior Product Marketing Manager, Allego
Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.
Tenbound
APRIL 30, 2021
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.
Sandler Training
APRIL 30, 2021
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.
Partners in Excellence
APRIL 30, 2021
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.
Sandler Training
APRIL 30, 2021
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.
Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.
Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.
Canidium
APRIL 30, 2021
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.
Engage Selling
APRIL 30, 2021
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!
Pipeliner
APRIL 30, 2021
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.
LevelJump
APRIL 30, 2021
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.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Anaplan
APRIL 30, 2021
Finance leaders who champion digital transformation can make their department a strategic powerhouse.
Sales Gravy
APRIL 30, 2021
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
Sandler Training
APRIL 30, 2021
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.
Atlatl Software
APRIL 30, 2021
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.
Advertiser: ZoomInfo
This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.
Showpad
APRIL 30, 2021
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. .
Lead411
APRIL 30, 2021
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.
Vendor Neutral
APRIL 30, 2021
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.
Lead411
APRIL 30, 2021
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.
Advertisement
Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.
Force Management: The Seller's Command Center
APRIL 30, 2021
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.
Selling Energy
APRIL 30, 2021
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.
Pipeliner
APRIL 30, 2021
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.
Expert insights. Personalized for you.
296 
Let's personalize your content