February, 2021

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Cold Calling Guidelines for Practical and Actionable Prospecting

Zoominfo

So you’ve got yourself a list of new leads to turn into possible customers. Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. And If you haven’t tried out cold calling scripts yet, now’s the time.

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Solution vs Budget: The Great Dilemma

Anthony Cole Training

Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running. In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.

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Preparing Your Sales Organization For Success in a Hybrid Workplace

SBI Growth

As 2020 is finally in the rear-view mirror, the workplace as we have known it looks drastically different. Sellers are growing accustomed to the remote working environment, and the top players have quickly transformed their workflows to accompany the rapid.

Sales 355
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Time To Decide How You View Time

The Pipeline

By Tibor Shanto. People deal with time as though it was a fickle dance partner, “if I work with it, I can stretch and do things I know it can’t do.” As you know I think time management is a stupid concept that just leads to more work. The only thing malleable about time is you. The challenge with time is that it reflects the decision we make about how we use it.

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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.

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The Baseball Experience That Continues to Generate a 28% Increases in Sales

Understanding the Sales Force

32 years ago, back in the winter of 1989, I experienced one of the most memorable weeks of my life. I attended Red Sox Fantasy Camp where campers like me, all greater than 30 years old and most a LOT older than that, were treated to an incredible baseball experience. The way we were treated, what we experienced, the uniforms we wore, the schedules we kept, the baseball games we played, the coaching, the practicing, the work, the game against the former Red Sox players, and the off hours camarade

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The Phrase of the Year Is Seller Access

No More Cold Calling

Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? A sudden decline in seller access. When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople. Layer the pandemic over that economic downturn—well, it gets worse. No one’s in their office, and if you don’t have their mobile number, forget it.

Referrals 323
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Sales Manager Rule #1: Coaching to Improve Skills

Steven Rosen

Chris committed to coaching to improve the skills of his sales team. is a district sales manager who just took my Focused Sales Coaching online program. He has done well implementing the program and is so close to being a great sales manager. But until he truly understands the fundamentals of improving skills, he will struggle. I have been working with Chris as his sales executive coach.

Coaching 284
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The Digital Evolution and Its Impact on Revenue Growth in 2021

SBI Growth

One of the main differences this past year was the emphasis on digital strategies geared towards getting closer to the customer rather than traditional cost-cutting. The impact of this is profound, and in industries where getting closer to the customer.

Revenue 307
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31 Seconds That Make a Prospecting Call

The Pipeline

By Tibor Shanto. There is a lot of folk myth b t out there about the telephone and its value in today’s B2B selling. Many would have you believe it does not work, which may be true for them but not for others. The view that modern selling is different, the phone is a relic. Everything is seen through a singular filter, their own. It starts with an easy lie, no one answers their phone, “I know I don’t” they say.

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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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Quick Tip to Become a Better Communicator

Mr. Inside Sales

How long does it take you to respond to an email? How about a text message? Or a phone message? The answer, I suspect, is “It depends on who it’s from.”. Let’s get more specific then: How long does it take you to respond to a client or to a prospect’s email or voice message? If your answer again is, “That depends on what they want,” then I urge you to consider implementing the following habit that will make you a far better communicator than your competition.

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5 Proactive Ways to Increase Sales Online in 2021

Sales and Marketing Management

Author: Jo Barnes 2020 was a year of turbulence in almost every aspect of life (understatement of the century?), and businesses were no exception. In the age of COVID-19, every industry is shifting as much as possible into the online space. If one of your goals in 2021 is to grow your online sales, you’re not alone. But what if you’re a small business and don’t have extra marketing dollars (or time) to spend on massive engagement-boosting campaigns?

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Top 10 Sales Intelligence Tools to Use for Your 2021 Campaigns

Zoominfo

Manual sales prospecting and lead generation doesn’t get your sales and marketing teams where they need to be for their quotas — and it wastes time. However, when these teams are equipped with the right tools, such as sales intelligence, less important tasks can be automated so that reps can focus on lead strategies. It’s no wonder that 43% of salespeople in 2020 used sales intelligence tools, compared to 28% in 2018.

Hoovers 264
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Podcast 183: Galem Girmay On Building Relationships In Online Communities

John Barrows

Our guest this week is Galem Girmay, a strong advocate for women in sales and Co-founder of the very popular and fast-growing networking Slack community, RevGenius. Galem is a valuable resource and joins us to discuss the meaning and value of community, and what it means to be truly engaging and engaged. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify.

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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 5 Requirements to Maximize ROI on Sales Training

Membrain

It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders. Our experience doing it for clients provides much insight into how to get maximum benefit from this kind of help.

Maximizer 164
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Cold Calling Isn’t Dead

The Pipeline

I had the opportunity to sit down with Nancy Calabrese, on her Conversational Selling. We chated keys to sales and prospecting success, as well as: Choosing to either fall for excuses or execute a strategy. Evaluating metrics, and what type of measurement is best. Utilizing voicemail effectively. The best attitude to make your prospects feel at ease.

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5 Reasons to Follow a Script

Mr. Inside Sales

Before you get on your high horse and tell me you wouldn’t be caught dead using a script, consider: If I were to record your prospecting and demo calls for a week, and then transcribe what you say, what would I get? Your script. You see, even if you think you would never use a script, the truth is, you already are! The problem is that what you are so used to saying, your “script,” in many cases isn’t the best practice.

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Expand Your Use of Digital Channels to Hit Quota

Sales and Marketing Management

Author: Shawn Finder Ask sales and marketing leaders what digital channels they leverage to generate leads and help their teams hit quota and you’ll likely get the same answer over and over: cold calls and emails. These are useful tools, but we’re long past the era where companies can rely solely on them to drive business. The biggest problem with email is that personalization is on the decline.

Channels 296
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Cloud-Based Solutions: The Sky Is the Limit for Retail Success

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

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Email Subject Line Spam Words to Avoid in Your Next Campaign

Zoominfo

There are certain words you don’t, can’t, shouldn’t, and mustn’t use within your email subject line if you want to pique people’s interest while avoiding spam blockers. It’s one thing if you’re sending a personal email to a prospect or customer — but if you’re sending mass emails, you’re not going to get very far if 90% of your messages get blocked before they ever reach their intended recipient.

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Are You Confident Enough In Your Value Not To Discount?

Partners in Excellence

Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%!

Discount 160
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What sales professionals need to know about fear, according to an expert in PTSD recovery

Membrain

Fear is a natural reaction to stressful circumstances. It can create an instinctual reaction that may or may not serve you in that moment. For instance, you may freeze or fight or fly, and these may protect you temporarily. But these reactions can also act against you.

ACT 162
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The Ones Worth Your Time

The Pipeline

By Tibor Shanto. I posted yesterday about the need for salespeople to make better decisions about their view of time. One of the points I emphasized was to reorient from qualifying to disqualifying. Most people usually find what they set out to look for, a nip here, tuck there, but they find it. So, if you set out to find someone that qualifies, you will, blemishes and all, anything will do.

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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.

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4 Podcasts to Help CEOs Think Differently about Sales

Alice Heiman

I bet you thought I was going to present a list of podcasts about sales. . I listen to these podcasts purposely so that I don’t think about sales, but there always seems to be something that makes me think about sales differently. . Most of us who lead companies spend a fair amount of time learning by reading or listening to books, reading articles and blogs, and listening to podcasts. .

Exercises 159
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Will TikTok Work for B2B?

Sales and Marketing Management

Author: Jake Rheude Getting in early on a good idea can play a big part in future success. Ask the people whose families sailed on the Mayflower or those who bought Bitcoin when it was valued at $8 (at least the ones who held it rather than spending it on pizza ). There are two dovetailing arguments for using TikTok, the fastest-growing social media platform, as a B2B marketing tool: Its generous algorithm and its lack of polish.

B2B 285
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14 Data and Business Analytics Leaders to Watch

Zoominfo

At ZoomInfo, our very lifeblood is data. Everything we do for our customers is based on understanding how data and analytics affect business operations. So we pay close attention to the data and business analytics leaders making an impact in every industry. Previously we wrote about leaders in social responsibility , who successfully use data in their everyday work.

Analytics 246
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Our Latest Podcasts: Hit Benchmarks Early This Year

Force Management

Our January episodes aimed to help sales teams start the year right. Each episode shares insights sales reps, managers and leaders can use to make an immediate impact on the pipeline. Listen, and share with your sales teams to support them in driving better numbers right away this year. Find each episode on your favorite podcast player, so you can easily download, listen and share.

Pipeline 148
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How to Leverage Intent Data for Better Outcomes

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.

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Is Your Solution Easy To Buy?

Membrain

We focus a lot of our sales enablement and related efforts on making our products and services easier to sell. We provide training, tools, coaching, support to our sales people. We want them to master everything about our products and solutions so they can easily sell them.

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Can You Actually Convince Your Customers?

Partners in Excellence

There are a lot of sales people focused on convincing their customers. Somehow they believe they can make their customers buy, make them choose them, if only they do the right job in convincing the customer. All sorts of techniques are used to try to convince the customer. It may be overwhelming them with information and data supporting what you are trying to convince people to do.

Customer 155
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7 Ways to Show Your Clients Appreciation Virtually

Alice Heiman

Now more than ever it is critical that we show clients our appreciation. If you are like me, you really love your customers and you want to show it. . Simple gestures of gratitude will be remembered and valued by clients, especially during these stressful and turbulent times. . Of course , the best way to show appreciation is to give them an exceptional customer experience and these ideas are some little extras beyond that to show them some love. .