June, 2021

How to Prepare for a Cookieless Future

Zoominfo

The biggest change to the marketing landscape in years is fast approaching — and if you don’t have a plan, you’re already behind. Back in January 2020, Google announced it would phase out third-party HTTP cookies within two years.

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Sales Leadership on Steroids

STAR Results

Peer Group Discussion and Coupled with Leadership Coaching Will Pump you Up! Sales leaders need to remember that they, too, must regularly upgrade their leadership skills. Two critical areas will help you pump up your leadership quotient.

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Why More Salespeople Are Being Recommended for Difficult Selling Roles

Understanding the Sales Force

We are finally doing things we haven't done for quite a while including dining inside restaurants, flying, staying in hotels, going to and hosting parties, attending packed stadiums for sporting events and more.

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This is the Secret of Sales

Mr. Inside Sales

Imagine if there was a secret to successful selling. Imagine if there was one concept, one rule you could learn and follow, and if you learned and applied this rule, then you would successfully be able to sell any product or service you chose to.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

4 Questions to Ask Your Prospects and Gain Clarity

Anthony Cole Training

If we don’t fully understand the reason for a prospect's statement, the purpose of their question, or dig deeper to find the real problem, we will waste time and miss opportunities. Questions for Prospects closing more sales Qualifying skills increase sales

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Will Outside Sales Recover When the Pandemic Ends?

Zoominfo

The idea of Outside Sales, which depended on business travel and in-person meetings, feels like a distant memory. Until COVID-19, more than half of sales — 52.8 percent — were made by Outside Sales teams.

The High Cost of Low-Tech Leadership

Sales and Marketing Management

Overall performance suffers when those in leadership roles aren’t sufficiently trained. The post The High Cost of Low-Tech Leadership appeared first on Sales & Marketing Management. Special Report Featured

8-Year Old Houston Astros Fan Demonstrates a Huge Secret of Sales Success

Understanding the Sales Force

Walter and I attended a recent Boston Red Sox / Houston Astros game at Fenway Park. It was my first visit to Fenway Park since 2019 and it was exciting to see most of the seats filled.

One Mistake to Avoid When Pitching

Mr. Inside Sales

Here’s a mistake I hear over and over again when listening to sales reps pitching or presenting their services over the phone: when they hear a possible objection or something negative from their prospect, they go into pitch mode.

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

Finding and Cultivating the Right Prospects for Your Business

Anthony Cole Training

Knowing how and where to reach our target persona will positively impact our ability to hunt, qualify, and discover potential new business. Prospecting qualifying prospects hunting for sales prospects

Defining Your Partner Marketing Strategy Through 3 Lenses

Sales Benchmark Index

As a CMO, your time, attention, and budget have competing priorities. You and your team are focused on building a strong and credible brand. Your CEO and board are asking you to quantify the impact of your marketing budget.

Recruitment Productivity: Where Are You Wasting The Most Time

Zoominfo

Recruitment is an art and a science. It’s also complex and time consuming. One badly sourced candidate can set recruiting back months. But the reward for finding the right candidate? It’s a feeling of triumph. What’s Eating Up Your Time?

5 Tips for Job Hunting in 2021

Grant Cardone

When you’re job hunting you should never take advice from just anyone. I have built five companies that produce over $100 million a year in sales and I’ve hired a lot of people.

A Pragmatic Guide to ABM Success

Speaker: Howard J. Sewell, President of Spear Marketing Group

In this exclusive webinar, you’ll hear B2B expert Howard J. Sewell detail a pragmatic approach to ABM planning, execution, and orchestration. Step by step, Howard will show how to leverage the Opportunity-Based Marketing (OBM) Framework, a stage-based B2B demand marketing model, in determining the best tactics for your ABM initiative and how to measure ROI.

The Bob Chronicles Part 5 - Bob Can't Win This Argument Over a Sales Core Competency

Understanding the Sales Force

Most of us have strong passion in support of our own beliefs and opinions and the degree to which we are willing to embrace the opinions of others varies wildly.

Less is More in Sales

Mr. Inside Sales

Sales people like to talk; if you don’t believe me, just listen to a recording of one of your reps (or of yourself!). This is a problem. And that’s because when your mouth is open, your ears are closed.

Creating a Habit for Sales Success: Time Blocking

Anthony Cole Training

Do you block off time in your calendar specifically to perform the sales activities required to be successful? If not, why

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Increase Your Sales Team’s Productivity With the Use of Virtual Chatbots

Sales Benchmark Index

Digital Sales Transformation Has Accelerated: There is no debate that COVID-19 accelerated the digital transformation in the B2B world. Businesses that pivoted their Go-to-Market strategy to changing customer demands thrived while laggards were left behind waiting for the dust to settle.

Top 3 Sales Playbooks to Improve Sales Performance

Discover the top sales playbooks to improve sales performance, which sales play metrics to measure, and how to turn those insights into sales excellence. Download the eBook to find out how you can increase your sales win rates with these top sales playbooks.

Recruitment Productivity: Where Are You Wasting The Most Time

Zoominfo

Recruitment is an art and a science. It’s also complex and time consuming. One badly sourced candidate can set recruiting back months. But the reward for finding the right candidate? It’s a feeling of triumph. What’s Eating Up Your Time?

Trade Prospecting Call Myths For Proven Alternatives

The Pipeline

By Tibor Shanto. Executing a prospecting call well, requires competencies and skill different from selling; prospecting is in many ways counter to sales. Making many things that are acceptable while in the selling phase of the client life cycle, are useless while prospecting.

A Properly Constructed Sales Process Can Help You Experience the Euphoria of a Walk-Off Win

Understanding the Sales Force

We attended last night's Red Sox Game. Unlike most games at Fenway Park, this contest was a pitcher's duel and the Red Sox held a fragile 1-0 lead over the Toronto Blue Jays heading into the top of the 9th inning.

Qualifying: Before or After Your Presentation?

Mr. Inside Sales

I was working with a new client this week, and I listened to a recording of their presentation and it went like this: Hello, how are you doing—brief rapport building Deep dive into their presentation—including features and benefits Qualifying to see what the client was most interested in.

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

Cut through the Clutter with Text Message Marketing

Sales and Marketing Management

Text messages invoke strong customer engagement, don't compete with spam, and reach prospects where they're at. The post Cut through the Clutter with Text Message Marketing appeared first on Sales & Marketing Management. News Featured

How to Empower Your Sales Team to Have Meaningful Conversations

Sales Benchmark Index

It is the middle of 2021. Half of the year is in the rear-view mirror, and COVID is still looming. Your numbers are not where you want them to be, sales productivity is decreasing, your sales team is asking for.

What is Conversational Marketing?

Zoominfo

Conversations have always been at the heart of our most authentic relationships. Whether it’s a business deal or a personal connection, they are a driving force to solidify a foundation of trust.

Answering Your Most Burning Referral Selling Questions

No More Cold Calling

How to ask for referrals and other FAQs. After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. Maybe even more frequently than before.) I’m going to answer them right now.

How to Overcome the Pain Points of Your CRM

CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.

Will Salespeople Travel or Continue to Work Remotely in 2022?

Understanding the Sales Force

May 29 was the day that nearly all COVID restrictions were lifted here Massachusetts. How liberating! Or so I thought. I went to the grocery store and was stunned to discover that I was the only person in the store not wearing a mask.

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Podcast 203: Robbie Crabtree on Persuasive Speaking in Sales from a Trial Lawyer

John Barrows

Our guest this week is Robbie Crabtree, a former trial lawyer turned founder of Performative Speaking. After years of convincing jurors and working on both sides of the attorney fence, Robbie elevated his talents and now helps visionary leaders become excellent speakers.

Sales Development Reps: Your Strategic Sales Superpower

Sales and Marketing Management

Sales development reps protect your account execs' time, but they need the right data to be effective. The post Sales Development Reps: Your Strategic Sales Superpower appeared first on Sales & Marketing Management. News Featured

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