January, 2021

5 Successful Lead Generation Strategies

Zoominfo

After a year like no other, here we are in 2021 still standing. The world has been stirred up by a global pandemic, most of us are still working from home, and digital marketing strategies have become a critical part of every company’s survival.

Are You Focused on Results Generating Activities?

Steven Rosen

Are You Focused on Results Generating Activities? Not another virtual meeting! How many times a day do you think that? How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails?

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7 Skills You’ll Need in Marketing for 2021

Sales and Marketing Management

Author: Jim Ewel With 2020 behind us (thankfully), how should we prepare for 2021? If you’re a marketer, here are seven essential skills marketing leaders will need in the new year. . 1: Able to adapt. .

4 tips on how to stay resilient and successful in times of permanent change

The Pipeline

A Guest Post – by Michael Wigge. I always find changing the filters helps bring different often valuable perspectives, I have enjoyed Michael’s approach to challenges. I wanted to share it with you all and help you learn from his experience, and apply it to your selling. Michael Wigge.

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Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

Overcome Call Reluctance Today!

Mr. Inside Sales

Two weeks into the New Year, and are you already stressed about picking up the phone and making prospecting calls? I learned a secret years ago that enabled me to overcome my fear of making calls, and that allowed me to make hundreds of cold calls stress-free.

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How To Pinpoint B2B Customer Pain Points

Zoominfo

It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. In other words, they have pain points they need fixing. Whether it be something isn’t working as efficiently as it should, or you’re spending too much money on a simple solution.

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Uncover Sales DNA Upfront and Generate Greater Success When Hiring

Anthony Cole Training

In the 3rd article of our series Hiring No Assembly Required Salespeople , we cover the Sales DNA competencies a successful candidate must have and how to identify these traits prior to making a hiring decision.

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How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup

Openview

The post How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup appeared first on OpenView.

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Today Is The Day

The Pipeline

By Tibor Shanto. Often things that seem to fall together nicely are not as random as some would believe. It takes time and awareness to put the pieces together and see how the outcome was actually a result of specific actions.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Question: Why Aren’t You Asking More Questions?

Mr. Inside Sales

We all know the importance of asking questions of our prospects and clients, yet how many do you ask? How many does your sales teams ask? If you’re like most sales reps, then you’re probably doing a lot more talking (read pitching) than you are listening.

2021 Challenge:  Put a Little Beatles Into Your Selling!

Understanding the Sales Force

Although it's been more than 50 years since Paul McCartney announced the break up of The Beatles, I am fairly certain that regardless of your age and geographic location, you know who The Beatles were and have heard at least one of their songs, even if the one you listened to was recorded by another artist.

How To Pinpoint B2B Customer Pain Points

Zoominfo

It goes without saying that B2B consumers look for new products in order to make their lives a bit easier. In other words, they have pain points they need fixing. Whether it be something isn’t working as efficiently as it should, or you’re spending too much money on a simple solution.

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Recruiting, Hiring and Onboarding Salespeople: It's in the Details

Anthony Cole Training

In our first blog on How to Hire No Assembly Required Salespeople series, we discussed the four critical steps you must take to minimize hiring mistakes and identify top talent.

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Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

Video: The Future of Sales and Marketing

Sales and Marketing Management

Author: Sean Gordon The rollercoaster of the past year has forced companies to drastically alter their operations, all with their employees, customers and prospects in mind.

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Churn Is A Variable of Quota You Need To Know

The Pipeline

By Tibor Shanto. The familiar expression “measure twice, cut once”, has validity in B2B sales as well. Specifically, churn , lost revenue that must be made up for in addition to new revenue goals. Churn is not a negative or a fault, but a factor.

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Stop Telling and Start Asking!

Mr. Inside Sales

Once very couple of years, I like to re-run this article on the importance of asking questions as opposed to pitching. While this context is presented as an interview, it is completely translatable to sales—and that means YOU.

New Movie Has 3 Great Lessons for Salespeople and Sales Managers

Understanding the Sales Force

Among all the product shortages we have experienced in the past ten months, there has been no shortage of crappy movies.

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The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

7 Sales Prospecting Tips to Ignite Even the Coldest Pipes

Zoominfo

If your sales pipeline is colder than a Siberian spigot in January, it’s time to rethink your sales prospecting techniques. Here’s the thing though, reps need actionable techniques and tips to make their prospecting systematic, smooth, and, of course, profitable. Let’s jump in.

The 3 Things Keeping You From Connecting With Your Prospects

Anthony Cole Training

In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We know that they're busy but let's face it, we're all busy. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face? prospecting skills sales prospecting increase sales contacting prospects prospect outreach

Know When to Hold ‘Em: Drawing Lessons in Negotiations from Poker

Sales and Marketing Management

Author: Andres Lares Negotiation is a soft skill and as a result it requires both training and real world experience to improve. Negotiation principles rely on strong habits, relationship building, and being able to adjust strategies on the fly. .

The Ultimate Outcome Right At The Start

The Pipeline

By Tibor Shanto. For a tribe that fixates so much on the close, salespeople are way too reluctant to reveal the outcome. Preferring instead to take the buyer on an unnecessary journey. If prospects like the outcome they will take interest in the process.

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.

Can You Make Your Goal This Year?

Mr. Inside Sales

Can you make your revenue goal this year is the same thing as asking: Can you run a marathon? You know, a 26-mile marathon race? Listen carefully to what your mental answer is: Yes or No. When I ask that question at a sales conference, the majority say no, they can’t.

Data - Top Salespeople are 631% More Effective at This Than Weak Salespeople (The Bob Chronicles - Part 3)

Understanding the Sales Force

Just before dark each day a Fox visits our property and drives our dog, Dinger, crazy. If you don't know Dinger, you can learn about his listening skills in this article. Last week, the Fox stole Dinger's green ball, brought it home to his own family, and that really pissed off Dinger!

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6 Benefits Of A Social Media Strategy For Your Go-To-Market Strategy

Zoominfo

Social media has quickly become an integral part of any B2B marketing strategy, and when it comes to your go-to-market (GTM) plan, you’re missing a crucial part of the puzzle without it.

4 steps to Hiring "No Assembly Required" Salesperson

Anthony Cole Training

Hiring sales talent is often a costly, difficult, and time-consuming task. However, it's mandatory in order to grow an organization and sales team. In this blog, we discuss how to identify top talent and minimize hiring mistakes by following a 4 step process. cost of hiring mistakes hiring salespeople key to successful hiring sales onboarding hiring top salespeople

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

Using Data to Drive Sales Strategy & Execution

Sales Benchmark Index

As the calendar has turned to 2021, top-tier NFL teams are preparing for deep runs in the playoffs. Others are going back to the drawing board, diagnosing what went wrong and how to turn it around next season. These narratives.

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5 Habits To Change For A Better Sales Year

The Pipeline

By Tibor Shanto. It is estimated that 40% of our daily activities are driven by habit. This simplifies things to some degree, as we just need to replace bad habits with good. That’s where the challenge comes in, changing habits.

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Two Great Questions for 2021

Mr. Inside Sales

Welcome back to your home office; how do you feel? Overwhelmed? Under pressure already? If so, then you’re not alone. Most company’s sales teams are under immediate pressure to begin accomplishing their new goals and sales targets for 2021.