SBI Growth
OCTOBER 22, 2020
At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.
Understanding the Sales Force
OCTOBER 5, 2020
Testing. Testing 1234. Testing. Check, check, check. How do I sound? Testing 12345.
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Sales and Marketing Management
OCTOBER 15, 2020
Author: RICHELLE TAYLOR An estimated 42% of the work force is currently working from home. How this number will change following the pandemic isn’t certain, but the Federal Reserve Bank of Atlanta predicts the number of days worked from home will triple among full-time employees. As more people permanently transition to home offices, companies will need to change how they motivate and recognize employees.
The Pipeline
OCTOBER 3, 2020
By Tibor Shanto. While selling has always been personal, it is that much more so since the arrival of COVID 19. More than ever to succeed we need to think Human-to-Human is you are in B2B. This requires you to rethink your message as much as the delivery. Contact with colleagues, friends, and family is impacting how we do everything including buying and selling.
Speaker: James Kahler, COO of Full Course
Ever wondered where to splurge and where to safely conserve when it comes to operating and growing your restaurant? 🤔 Join James Kahler, COO of Full Course and industry visionary, in this new webinar where he'll talk all about best practices to invest in your restaurant's success! Whether you're a new business or an established restaurant, a seasoned pro or a rookie, you'll learn the keys to sustainable success in this competitive industry.
Sales 2.0
OCTOBER 9, 2020
If you’re an AE, I recommend appointing yourself a small business owner. Just like most small business owners you probably feel like you have no time. You may also feel unsupported by your company and that you need to do everything yourself. Just like small business owners there are things you can do to make this situation a lot better. By doing so you will (a) sell more, (b) get a bigger commission check, and (c) be less stressed.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
OCTOBER 11, 2020
The software industry has experienced more disruption in the last 6 months than in the previous 10 years. With an increased need for online purchasing, content management, payment processing, and more, leading software CEOs have navigated changes in demand drivers.
Understanding the Sales Force
OCTOBER 20, 2020
You're probably going to hate this article! I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say. As always, if you can hang in through some of the preliminary analysis, I'll make the pivot to sales and business.
Score More Sales
OCTOBER 6, 2020
The words you choose as a seller have power - don't miss any apportunity gain a competitive edge. Choosing what you say or write can help close a deal, or lose one.
The Pipeline
OCTOBER 5, 2020
Sales Scrum Episode #21 – Guest Javed S. Khan. Javed S. Khan is a speaker & founder of Empression: a marketing services company that works with highly motivated entrepreneurs and organizations. Possessing a wealth of knowledge and experience in building relationships, marketing, brand development, and communications, Javed speaks with contagious passion and careful commitment to ensuring his audiences are empowered with critical strategies guaranteed to positively transform the way they mar
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
Sales and Marketing Management
OCTOBER 15, 2020
Author: Paul Nolan Is your sales team disengaged? This year, it’s hard not to be. We’ve quickly adapted everything in our work and personal life to respond to and survive within a COVID-19 environment. According to Gallup, the U.S. work force experienced the most significant drop in employee engagement in 2020. Notably, the largest decline in employee engagement was among those working in managerial or leadership positions.
Jill Konrath
OCTOBER 21, 2020
Virtually everyone I talk to these days is feeling overwhelmed. We're all struggling to find a way to work--and have a good life--in this crazy world we're in now.
No More Cold Calling
OCTOBER 27, 2020
What do the following have in common: Referrals, Meetings, Minimal Marketing, and Maximum Impact? They fit together like hands and gloves. Get the referral, get the meeting. You’ve heard me say that many times, but it’s now come to life—with a provocative addition from my colleague Sonia Dumas, who says “ Marketing is Minimal, Impact is Maximum.” Sonia is absolutely right about that, and she even created this unique video that brings the referral message home.
Understanding the Sales Force
OCTOBER 26, 2020
The s**t show known as 2020. Many of us have heard that term used to describe this uniquely strange year. Despite everything unusual about 2020, there have been some normalcies too. We celebrated births, birthdays, anniversaries, Mother's and Father's Days, and we will all celebrate the upcoming holidays. The gatherings might be smaller and more localized, but the holiday won't pass by without us.
Advertiser: ZoomInfo
One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.
SBI Growth
OCTOBER 31, 2020
For market-leading software companies, the changing economic conditions have had a positive effect on the bottom line. But this has not been without their fair share of challenges, especially for those facing a high growth environment.
The Pipeline
OCTOBER 20, 2020
By Tibor Shanto. You know just because you can throw a football does not mean you can tackle the opponent’s linebacker. Sure both the lineman and quarterbacks are on the same team, with two completely different skill sets. No one would expect one to play like the other, or have a similar attitude to the other. Yet in sales, we want to pretend that we can in fact do that.
Sales and Marketing Management
OCTOBER 26, 2020
Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Sales run through the phone, website or customer portal focused on the smallest opportunities and the long tail of lower-value accounts.
Steven Rosen
OCTOBER 2, 2020
Awesome Virtual Coaching Creates Master Virtual Sellers. COVID has impacted everyone. Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . Companies that have been quick to adapt have been able to mitigate the impact of COVID. Of course, different industries face different realities. . However, there are two fundamental activities that successful sales organizations have been able to continue doing despite COVID.
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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.
Anthony Cole Training
OCTOBER 15, 2020
If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone?
Understanding the Sales Force
OCTOBER 15, 2020
We use remote deposit, a terrific convenience for depositing checks from the desktop without going to the bank. The only problem is that the software that runs the check scanner isn't compatible with the Mac OS. It only runs on Windows so we have to remotely connect to an old Dell that takes up unnecessary space. Oh, if only the software for the check scanner was compatible with the Mac.
SBI Growth
OCTOBER 17, 2020
Legacy companies have been able to withstand nearly every possible economic condition over several decades, and yet even they have had to persevere through new challenges seen this year. However, companies like Hexagon PPM have not been around for over 50.
Zoominfo
OCTOBER 28, 2020
When I think of sales floors of the past, I think of Mad Men – esque scenes of phones ringing, men yelling, and glasses of whiskey being passed around every time a deal closes, or doesn’t. Yet modern day sales floors look quite different. Women are changing the demographics of this profession and helping to shape the bright future of B2B sales. .
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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Sales and Marketing Management
OCTOBER 16, 2020
Author: Aaron McClung It’s become trendy in recent years to develop core values or corporate value statements and then share them with your constituencies, but to what end? Books, like Gino Wickman’s Traction have been written about how to create them and what they should look like, but sometimes it’s hard to nail down why they’re important at all. .
John Barrows
OCTOBER 26, 2020
On this week’s episode we’re talking with Charlie Locke of SDR Nation. Charlie and John deep dive into what has changed from an SDR perspective in 2020, how the SDR role is viewed, and what it takes to be successful. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. If you prefer to watch than to listen, here’s the full video : That’s a wrap.
Sales Pro Central Submitted Articles
OCTOBER 6, 2020
Everyone has a proposal program. How do you differentiate yours to stay competitive?
Understanding the Sales Force
OCTOBER 7, 2020
This is gonna be fun! In 2005, GM produced four mini-vans known as the Buick Terraza, Chevrolet Uplander , Pontiac Montana SV6 and Saturn Relay. These four cars were exactly the same, with the brand logos being the only differentiators. Today, some Luxury car companies dress up the cars from their primary brands as Toyota is known to do with its Lexuses, Nissan with its Infinities, Honda with its Acuras, and Ford with its Lincolns.
Speaker: Joe Apfelbaum, CEO of Ajax Union
In this webinar, Joe Apfelbaum, CEO of Ajax Union and business strategist, will take you through the ABCs of intent data. You'll learn how to effectively use it to drive business results, with practical tips on how to leverage both company and contact intent data to maximize your marketing efforts. Whether you're a seasoned marketer or just getting started, this webinar is a must-attend for anyone looking to stay ahead in the ever-evolving world of digital marketing.
Zoominfo
OCTOBER 26, 2020
Peanut butter and jelly. Tacos and Tuesdays. Some things just go together. At ZoomInfo, our Sales Development Representatives (SDRs) and Account Executives (AEs) complement each other across the sales process. First things first, how did we get here? . According to a 2019 study, 67% of salespeople agree or strongly agree that they are close to experiencing burnout.
Sales and Marketing Management
OCTOBER 12, 2020
Author: David Satterwhite In 2020, I reached my 30th year in business-to-business technology sales. Then, everything I thought I knew about sales blew up. . COVID-19 swept me and our company’s 50 salespeople into uncharted waters. A growing market suddenly became an uncertain one. A profession that thrives on face-to-face communication with customers became shackled by travel restrictions.
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