December, 2020

article thumbnail

Embracing New Sales Traditions in 2020

Zoominfo

Covid has changed everything. From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. So, as sales leaders, how have we kept ‘remote’ control?

Channels 246
article thumbnail

Hedgehog Your Sales Organization

Membrain

Years ago, while I was working for a company in the sales trenches, a fellow salesperson was always struggling to make his number. He would fight and claw to get approval on small opportunities that were not really in our sweet spot.

Sales 153
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

It’s Exciting to Manage a Multi-Generational Workforce

No More Cold Calling

Why entitlement may actually be a good thing. Remember when your parents told you to turn down that loud, obnoxious music? Actually, they yelled, because otherwise you wouldn’t have heard them. They griped about “kids today” and wondered what this next generation was coming to. Many of us have turned into our parents, and now we deliver the same message to our kids and our grandkids, and to the employees in our multi-generational workforce.

article thumbnail

Sales Scrum 26th and Final Episode Guest – Tony Morris

The Pipeline

By Tibor Shanto. A Note about Sales Scrum. Sometimes things work out, at times they don’t; but it is when you achieve both that things get interesting. And so it is with our podcast Sales Scrum. We kicked things off in February, minutes before COVID announced itself, with little more than the goal of exploring sales in a unique way. And for the most part, I think we achieved that, with an A for effort.

Call-back 360
article thumbnail

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.

article thumbnail

The Future of Wholesale Distribution

SBI Growth

Consumer behaviors have changed drastically over the past year, with a significant rise in ecommerce. As the supply chain is being disrupted across industries, businesses are reimagining how to go to market, generate demand, and serve customers. On today’s show, Grant.

More Trending

article thumbnail

How to Fix What’s Missing from Your Sales Training Program

Sales and Marketing Management

Author: C. Lee Smith A recent State of Sales report published by LinkedIn revealed that U.S. businesses spend $15 billion a year training their sales employees. Despite this spending level, 68% of sales professionals are rated as moderate performers in the State of Sales, fourth edition, report from Salesforce. It’s tempting to call out sales professionals as slackers after considering these numbers.

Training 326
article thumbnail

A Christmas Story For You

Mr. Inside Sales

Have you read “A Christmas Carol” by Charles Dickens lately? Seen the movie? I once had a chilling reminder of the bad “Ghost of Christmas Future,” that I narrowly avoided all those years ago. This is a cautionary tale, and I highly recommend you take a moment to read it: One bright Monday morning, I was on my way to meet with a new client when I stopped at Starbucks for a cup of coffee.

article thumbnail

How to Recognize and Respond to Buying Signals (and Close More Deals!)

Zoominfo

You’re about to get that hot lead on the phone. You’re armed with your prospect’s buying signals, right? What are customer buying signals? By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect.

Lead Rank 309
article thumbnail

Identifying and Hiring Top Sales Talent

Anthony Cole Training

Finding and hiring great sales talent is difficult. There are many characteristics you must ensure a candidate has in order to be successful with your organization. However, there are a few key attributes you need to look for during the interview process to increase you likelihood of hiring success.

Hiring 291
article thumbnail

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.

article thumbnail

Why Sales Leaders Should Care About DEI

SBI Growth

Traditionally, B2B sales teams are mostly dominated by men. Though female sales reps earn a base pay of 33% lower than male reps, women are still paid higher at a commission rate. In fact, 86% of women achieved their set.

article thumbnail

The Nutcracker in 2020 and 3 Critical Year-End Lessons for Salespeople and Their Managers

Understanding the Sales Force

Two Holiday traditions in one. In mid-December each year, my family spends the weekend in Boston and we enjoy the Boston Ballet's production of the Nutcracker. At the same time each year I repost a seasonal favorite, an article I first wrote in 2010 with 3 great sales lessons from the Nutcracker. Please read my original post because it's one of my best analogy articles ever!

Sales 317
article thumbnail

Training Incentives Are Vital in the Digital Sales Era

Sales and Marketing Management

Author: Lincoln Smith The modern world asks a lot of B2B business owners. Between long-term evolution like the digital transformation and (hopefully) short-term disruptions such as economic downturn or the coronavirus pandemic, it’s a lot to navigate. As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world.

article thumbnail

Our Award-Winning Article

Mr. Inside Sales

In case you missed this, I received the following email last week: Dear Mike: The people have spoken and your article, “3 Keys to Dealing with Difficult Prospects,” has won 2nd place in our 2020 Sales Pro Central MVP Awards Social Selling category!” I thought I’d repost it for you: 3 Keys to Dealing with Difficult Prospects. I listen to a lot of calls each week that my clients send me.

article thumbnail

How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

article thumbnail

2021 Job Market: Watch for Funding, Flexibility, and Diversity

Zoominfo

Job seekers face a new workplace in 2021 that reflects the harshness of the prior year. A public health crisis, limping economy, divisive election, and heavy unemployment have all made the job market unpredictable. Throw into the mix the lack of in-person interviews and continued work-from-home arrangements, and it’s clear candidates will deal with new disruptions perhaps not seen since internet job postings replaced help-wanted ads in the newspaper.

Nonprofit 246
article thumbnail

Leveraging Data in Your Sales Coaching Efforts

Janek Performance Group

All sales organizations rely on data. Every effort is tracked and measured to gauge performance.

Data 293
article thumbnail

How CEOs of Tech-Enabled Services Accelerate in a Downturn

SBI Growth

It may be easy to assume that tech-enabled services became an overnight success in the wake of the work-from-home and digital phenomena. However, many companies will not only miss their number but have also experienced an 8% year over year decrease.

Company 347
article thumbnail

Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Not being one to pass up opportunities like this, I conducted the following comparison: First, it's important to know that OMG's assessment is sales specific - built for sales. Caliper's is a personality test adapted for sales.

article thumbnail

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

article thumbnail

Responding to the Digital Sales Shift

Sales and Marketing Management

Author: Paul Nolan Nick Kavadellas is thankful for golf, not only because he’s enjoyed playing it for years, but also because it is one of the few face-to-face selling tools he has continued using during the COVID-19 outbreak. In fact, Kavadellas, CEO of Georgia-based Orasi, a software developer, reseller and consulting firm, was scheduled to play a round with a client and a prospect the day after we spoke with him in November for this story.

article thumbnail

2020: The Great Teacher

Force Management

Through podcasts, conversations and LinkedIn activity, you’ve probably heard me call 2020 the “great teacher.”. No matter who you are or where you are in this world, we all have learned something about ourselves this year. I like to compare the 2020 business landscape to boats in the harbor. The water level lowered and ALL of our boats went down at the same time, but not all of our boats rose at the same time.

Call-back 172
article thumbnail

Your B2B Database: Having A Very Data New Year in 2021

Zoominfo

Even though it’s tradition at this time of year to reflect on old New Year’s resolutions, and draw up new ones — we can make a pass for 2019’s. (Who knew what surprises awaited us in 2020?). The digital strategies we’ve created and altered in 2020 have been drastically different from previous years, and will definitely differ in 2021. One of those strategies to add to your resolutions needs to be for your contact database.

article thumbnail

Top Sales Tools of 2020 and the Digital Sales Revolution

SBI

Top Sales Tools of 2020 and the Digital Sales Revolution. December 8, 2020. Today, I’m announcing the solution providers I’ve selected for the final cut of the Top Sales Tools of 2020 list. I include more than 20 solutions that can make a huge impact on sales. Whether you want to move more leads into the top of the funnel, optimize sales processes in the middle of the funnel, close more deals at the bottom of the funnel, or improve sales knowledge and skills improvement, this guide has you cover

article thumbnail

How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

article thumbnail

How Leading CMOs Build Teams That Make the Number

SBI Growth

CMOs commonly struggle with talent issues across marketing functions, more so than their counterparts in sales. Being the benevolent leaders that they are, CMOs often explain this as a consequence of marketeers requiring deeper role specialization, technical skill requirements, data.

Leads 334
article thumbnail

My Dog Has Better Listening Skills Than Most Salespeople and I'll Prove It

Understanding the Sales Force

Short article today. Prospects don't pay a lot of attention so the less you say the better. It helps them listen and comprehend more of what you share with them when you use fewer words. But prospects aren't the only ones who don't listen. Salespeople don't listen very well either. As a matter of fact, my dog has better listening skills than most salespeople because my dog knows what to listen for.

Video 284
article thumbnail

Critical to B2B sales success - stakeholder assessments

Membrain

One of the most common reasons why apparently promising B2B sales opportunities get derailed - often at a late stage in our sales cycle - is that we have failed to identify all the key stakeholders or to understand how to get them all to support our approach.

B2B 169
article thumbnail

Virtual First Impression: 5 Secrets from the Stars

Julie Hanson

Your virtual first impression can make or break your sale. In the first few seconds of a video call, prospective customers quickly make decisions about you and your company and how (or whether) they’re going to listen to you. To ensure you’re making a strong first impression, look no further than your television screen. Most of the stars you see had to audition on film or video to make it past the eyes of critical casting directors and onto your screen.

ACT 168
article thumbnail

The Battle of the Authoring Tools: A 10-Point Comparison for Picking the Right One

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

article thumbnail

ZoomInfo’s 12 Best B2B Tips for Holiday Season

Zoominfo

The holidays are here, and the new year is just around the corner…. Which means things shaking up in the B2B world — holiday emails are being blasted, sales deals are being closed, and 2021 recruitment strategies are finishing up. Integrating holiday energy with your B2B efforts typically increases chances of revenue success. And to get there, you have to ramp up your visibility and engagement with your best sales, marketing, and recruiting teams.

B2B 237
article thumbnail

We Don’t Create Value By Discounting It!

Partners in Excellence

I was doing a deal review. We were in the final stages of closing a big deal. The team had worked really hard. It’s the end of the month/quarter/year. They not only wanted the deal, but they needed the deal. Then it happened. The customer says, “We are almost there, but we’ve hit a roadblock…… ” I won’t go into the details, but the customer presented a fascinating discussion.

Discount 164
article thumbnail

The Impact of Your Digital Evolution on Your Customer Acquisition Cost

SBI Growth

The global pandemic has brought about the greatest virtual sales experience ever to occur. Organizations that were staving off digital evolution were forced into adoption, while those that had embraced digital were positioned for success. In a multi-quarter stretch where.

Customer 334