September, 2021

12 Tips for Selling to the C-Suite

Zoominfo

We all know the residents of the C-suite hold the real power in their organizations. They’re the key decision-makers when it comes to making major investments in their businesses. That’s why every salesperson’s goal is to make their pitch directly to a senior executive — ideally, sooner than later.

Data: The Top 10% of All Salespeople are 4200% Better at This

Understanding the Sales Force

My wife and I entered the small jewelry shop and were greeted - not with a warm welcome - but with a matter of fact "my name is.and I'm the owner.and I created everything in the store" which was followed by fifteen minutes of non-stop presentation of everything she created.

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Making the Product Experience Better With Sales-Assisted User Onboarding

Sales Hacker

“But we’re product-led. Our product is self-serve. We don’t need salespeople anymore, right?”. I’ve heard this too many times to count. Product-led is cool, and we have a desire to move away from sleazy sales tactics, don’t we?

Reimagining Events in a Hybrid World

SBI Growth

A hot topic on the minds of executives, validated by SBI’s Growth Advisory Board Program, is what the future of the workplace looks like and how to create an impactful EX and CX in a hybrid environment. Executives are looking.

Top 10 Tactics for a Successful SKO!

The 2022 Sales Kick Off is your big opportunity to align your sales team and drive change. Make sure it's successful with Second Nature’s SKO Ebook! Find out: ? How to set the right goals and KPIs ? How to translate vision into tactics ? How to keep salespeople engaged.

Five Scripts You Need to Know by Heart

Mr. Inside Sales

In my book, Power Phone Scripts , I talk about the secret of sales. Yes, there is an actual secret to successful sales, and by following it you not only will overcome failure and frustration, but you’ll make more money, so much more easily, that sales will actually become fun. Think of that.

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Data-Driven Sales Forecasting Using Facts, Not Feelings [Part 1]

Zoominfo

Q: What do sales leaders, meteorologists, and economists all have in common? A: Their jobs all depend on being able to accurately answer the question, ‘What’s going to happen tomorrow?’.

Creating a Feedback Culture

Sales and Marketing Management

Regular performance feedback is critical to workplace engagement. And the flow of feedback should go both ways. The post Creating a Feedback Culture appeared first on Sales & Marketing Management. News Featured

Most Sales Processes, Funnels and Pipelines are How Old?

Understanding the Sales Force

Have you ever conducted a Google or Amazon search for one thing only to be presented with search results that were completely different than what you were looking for? I was looking for an image of a sales funnel and couldn't believe what I found! My search results can be found here.

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What Every B2B CMO Should Know Today

SBI Growth

With executives facing the same challenges and experiences, and in this unique time, on a level playing field. Clarity is needed for the C-Suite in terms of Marketing. Many CEOs have placed digital investments on the back burner and now.

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This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

Three Scripts to Handle: Email Me Something….

Mr. Inside Sales

Be honest: Do you dutifully send an email and then ask when you can follow up when you get this blow off objection? Believe it or not, over 90% of sales reps do just that. But top producers are prepared for this common stall/blow off, and they know how to qualify past it.

How to Get Your Sales Leadership Questions Answered

Anthony Cole Training

When executives think about their sales teams, they often ask themselves if they have the right people in the seat and how they can become more effective.

Accelerate Your Lead Response Time And Turn Inbound Leads into Opportunities

Zoominfo

Lead response time can make or break your sale. Need proof? Consider the data: According to HBR , if you don’t respond in 5 mins, the probability of establishing contact decreases by a whopping 400%.

Turning the Lights On Revenue-Generating Bottlenecks

Sales and Marketing Management

Citrix executive Barry Magee explains that incorporating D&B's Rev.Up ABX software program into their existing processes was not so much about giving people data, but rather transforming how they worked.

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.

How to Prepare for the Coming Sales Team Super Storm

Understanding the Sales Force

What would you do if, in the middle of summer, a big box store said you would really need a snowblower in preparation for the summer snowstorms we were about to get? Crazy, right?

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Uncovering the Secret to Clean Data

SBI Growth

In today’s world, CEOs are having to make critical business decisions while being saturated with data, trends, and ever-changing technologies. With all of this conflicting or faulty information, how can you make sound judgments for your organization without the threat.

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Do You Inspire Your Audience?

Smooth Sale

Many years passed for me to finally realize our gift is not fitting in with the crowd, but in standing out, and often, standing alone

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Do You Have a Sales Action Plan?

Anthony Cole Training

A goal without a plan is only a wish. An effective sales action plan starts with collecting, measuring, and inspecting key success metrics that directly impact the end goal. sales metrics sales action plan

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Increase Revenue with Faster Sales Onboarding

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. This exclusive eBook, Increase Revenue with Faster Sales Onboarding, provides details on how to: • Achieve your sales organization's goals • Increase revenue • Avoid turnover • Give reps a path to success Download the eBook today!

The Broken Virtual Communciation Loop

Julie Hanson

If you’re finding it difficult to build remote relationships with customers, partners and teams and – you are not alone. Of course, there are the ongoing challenges to virtual relationship building – lack of eye contact, missed (or mixed) signals, and inattentiveness, to name a few.

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The Next-Gen Sales Development Team

Sales and Marketing Management

If you hire and train sales development reps smartly, they move on to leadership roles. Here's how to keep your pipeline of star talent filled. The post The Next-Gen Sales Development Team appeared first on Sales & Marketing Management. News Featured

Hidden Sales Competition and Why it Could Happen to You

Understanding the Sales Force

I recently took these pictures of mushrooms on our property that I had not seen prior to this year. Bright reds, bright oranges, whites and more. After living on this property for the past twenty years, it really surprised me that these bright colored mushrooms appeared out of nowhere.

How CEOs Maximize Value Creation

SBI Growth

On today’s show, serial entrepreneur Jeron Paul, Cofounder and CEO of Spiff, explains how he started, grew, and exited 3 successful ventures. Jeron and SBI’s CEO, Matt Sharrers, talk about the elements needed to drive a growth culture, including a Revenue.

Buyer Intent Data Guide: How to Find Prospects Already Looking to Buy

Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

Guru: The Ultimate Sales Partner (As Told By Chili Piper)

Guru

As an SDR, one of the main places we go to begin research on a person we’d like to reach out to is LinkedIn.

The Sales Coaching Conundrum

Anthony Cole Training

The dictionary defines a conundrum as “a confusing and difficult problem or question.” I believe it is safe to say that we can put sales coaching into that category. In today’s blog, I want to give you some sales coaching tips that will improve your sales coaching skills. effective sales coaching Sales Coaching sales coaching process sales coaching tips

Building Remote Relationships and the Broken Virtual Communication Loop

Julie Hanson

If you’re finding it difficult to build remote relationships with customers, partners and teams and – you are not alone. Of course, there are the ongoing challenges to virtual relationship building – lack of eye contact, missed (or mixed) signals, and inattentiveness, to name a few.

5 Ways Sales Automation Will Help Your B2B Company Thrive

Sales and Marketing Management

Automating sales and marketing activities lets you focus your human resources elsewhere. When your sales agents don’t have to spend hours creating proposals or prospecting, they can do more in less time.

How to Increase ABM Performance with Empathy

Speaker: Brian Carroll, CEO & Founder of markempa

The highest priority for B2B marketers is effective demand generation (increasing lead quality and quantity). However, we can get so caught up in our ABM strategies, systems, tools, and investments that we lose sight of building deep empathy for the people in the accounts. In this webinar, you’ll learn how to go beyond rational-logic-based sales/marketing and adjust your strategy to understand better how buyers feel so that you can connect and help more customers buy.

The Chainsaw Massacre and Building Sales Teams

Understanding the Sales Force

I was on the back of our property with my chain saw and I was ready to take down the third tree of the afternoon. I determined where the tree needed to fall, made the two front cuts to create a hinge and made the final cut in the back to take it down. Only it didn't go according to plan.

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How a $3B Software Company's Forward-Thinking Strategy Accelerated Them Through the Downturn

SBI Growth

Organizations have had to drastically reimagine their revenue model since last year to accommodate the new era of digital. However, some companies anticipated this shift much earlier in advance and were able to adapt and scale quicker than their competitors.

15 Ways to Get Referrals

RAIN Group

Referrals are among the top ways sellers get leads and new business, but many struggle with generating them consistently. Often, this is because they haven’t thought about why buyers should refer them. They don’t have a system in place for generating referrals.