Sat.Apr 18, 2020 - Fri.Apr 24, 2020

article thumbnail

Sales Intelligence: What to Expect When You’re Prospecting

Zoominfo

Business leaders understand that data is the critical heart of growth and expansion. It’s the genesis of thousands of downstream processes and millions of actions. But there’s data, and then there’s data. It’s not hard to find data: a company name and phone number, employee count, revenue, maybe direct numbers and email addresses, job titles. But long, complicated sales cycles need more than just names and numbers.

article thumbnail

It’s a great time to start upgrading your clients

Sales 2.0

It’s a really tough time for most companies to sell their products and services. Much buying is “paused.” Buyers are wondering what the future holds for their companies–and themselves–and are having a tough time committing to purchases. Deals are stuck in the pipeline and new opportunities are in short supply. 1. A time to plan. Conversely, this slow time is a great time to plan for the future.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Leveraging Data to Revise GTM Strategy and Coverage

SBI Growth

These are truly challenging times. To adapt to this new normal, COVID-19, you are likely rethinking your go-to-market strategy. Companies need to reallocate go-to-market resources (people, money, and time) in order to capture opportunities in the short-term, as well as.

article thumbnail

How to Build Sales & Marketing Pipeline During the Coronavirus

Zoominfo

As we approach May, the ongoing economic stress caused from the COVID-19 pandemic still has every company in the world asking themselves the same question: “What can we do to be successful this quarter ?”. Sales and marketing teams, specifically, have abandoned chasing (demand gen) waterfalls or examining funnels. Instead, go-to-market teams are tirelessly doing anything and everything they can to hit their numbers today. …But what about next quarter?

Pipeline 239
article thumbnail

Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

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

article thumbnail

How To Conduct A Virtual Meeting

MTD Sales Training

In its third edition of ‘the State of Sales’ report in 2020, SalesForce reported that “Sales reps have increased their time connecting virtually with customers at a rate 3x greater than connecting in person.”. In addition, it states that “Sales reps can reach more customers with virtual selling or even reach customers in various geographical locations.”.

Meeting 156

More Trending

article thumbnail

How to Use Data to Power Your B2B Sales Strategy

Sales and Marketing Management

Author: Jeff Kalter When it comes to building a winning B2B sales strategy, forget about business as usual. Whether you’re managing inside or field sales, gut instinct needs to take a back seat to data-driven insights. In today’s crowded and highly competitive sales environment, your reps need all the insight they can get if they’re going to close sales, meet quota and grow the business.

Data 240
article thumbnail

How to Cater a Sales Strategy to Millennials

Hubspot Sales

As a Millennial, I’ve spent the past decade rolling my eyes at the media’s portrayal of our generation. Whether depicted as participation trophy-holding underachievers who prioritize avocado toast over homeownership and carelessly destroyed various industries or constantly being mistaken for Gen Z , Millennials haven’t been portrayed in a positive or even neutral light.

article thumbnail

7 Leadership Risks You Should Be Taking

criteria for success

The following leadership risks are what set apart the great from the good. At Criteria for Success, we work with a lot of different companies. They operate in different industries, countries, states, and marketplaces. And, the best part of working with so many different businesses is that we get the opportunity to interact with their dynamic leadership teams.

Salary 97
article thumbnail

Why Good Salespeople Do Bad Things. And How to Avoid the Trap

Pipeliner

Most salespeople believe they are ethical and committed to customer success. Our mantra: “Treat customers like you would like to be treated.” If we could, we’d brush our teeth thrice daily with these words. Unfortunately, companies worshipping at the Maximize Shareholder Value altar have trashed and trampled this ideal. Wells Fargo, VW, and Purdue Pharma come to mind.

How To 80
article thumbnail

How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

article thumbnail

Why Asking for Help Isn’t a Sign of Weakness

No More Cold Calling

You’re not a wimp—and there’s no reason to apologize. Everything’s changed in our world, and that includes the business world. In sales, asking for help used to mean you were a wuss. (Definition, informal : a weak, cowardly, or ineffectual person; a wimp.) It felt like asking for a favor or pleading with prospects for business. Yep, wimpy. Good news: The mood around asking for help has done a complete 180.

Referrals 358
article thumbnail

26 Ways to Keep Your Stress Down and Your Energy Up

The Sales Heretic

In my last post, I discussed the dangerous physical and mental effects of elevated cortisol levels and how laughter can lower them. As awesome as laughter is, though, it’s not the only way to reduce cortisol levels. There are a lot of things you can do to combat cortisol. Here are 26 proven ways: 1. [.].

Energy 300
article thumbnail

Why Reopening the Economy Won't Be Enough To Turn Things Around

Understanding the Sales Force

They will begin reopening the economy in three phases, but with some restrictions. Sounds exciting, doesn't it? It's sure as heck much better than what we have today, but will it work? In this article, I'll explain why it won't work like they hope, and what must occur for the economy to thrive again.

Revenue 288
article thumbnail

How a Global Sales Executive Effectively Manages a Disrupted Partner Ecosystem

SBI Growth

Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in moving the.

Channels 254
article thumbnail

1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

article thumbnail

A new normal for meetings and events

Sales and Marketing Management

Author: Paul Nolan The COVID-19 outbreak has changed the world’s concept of gathering. What does it mean for business events and incentive travel programs? Have things been permanently disrupted? We spoke with Carina Bauer, CEO of IMEX Group, which connects meetings and events businesses with customers through annual tradeshows in Germany and Las Vegas.

Meeting 227
article thumbnail

How Business Search Behavior Has Shifted During the Coronavirus

Zoominfo

At ZoomInfo, data is our passion. We live, breathe, and obsess over how to deliver B2B intelligence that unlocks go-to-market success. And in that pursuit, we’ve learned data is best served with context. So, let’s start there. Flashback, to just a month and a half ago, the week of March 9th. Over a jarring two day stretch, the World Health Organization (WHO) officially declared COVID-19 a global pandemic , and a day after that, it was declared a national emergency in the US on the same day the N

article thumbnail

Talent is the Key to Winning Sales Growth Teams

Anthony Cole Training

In this blog article, we discuss the similarities between the NFL Draft and hiring better salespeople and increasing sales. Like the draft, sales managers must do their best to discover if their potential candidate is a fit not only for the particular sales role, but the organization as well.

Hiring 184
article thumbnail

The Deal Desk Is Not Enough – Why a Commercial Management Cadence is Critical

SBI Growth

Your Q2 plan has been impacted by the most significant economic disruption that any of us have ever seen. Everything changed in what was seemingly the blink of an eye. New deal flow has dried up, and the velocity of.

article thumbnail

Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

article thumbnail

Tackling Low Morale Among Remote Workers

Sales and Marketing Management

Author: Tanner Corbridge, Senior Partner, Partners in Leadership While a lot of us have worked from home in the past, the numbers now doing it are unprecedented. Culture is never more needed than at a time of crisis. Morale becomes strained as outside influences push in. Many proven leadership principles will be the first to go by the wayside. Leaders can maintain morale by moving remote workers to a place of optimism.

article thumbnail

4 Ways to Get on the Approved Vendor List for IT Staffing

Zoominfo

If you work for an IT staffing firm, this probably sounds familiar: Is that developer position filled yet? When will the new team be trained, so that – Oh. So no one’s been hired yet? Bummer. Even in-house recruiting teams need help sourcing great candidates before competitors snapped them up – especially in the high-demand tech scene where passive recruiters often reach out to talented workers before they even start looking at job postings.

Vendor 221
article thumbnail

WFH and Sales Managers

Score More Sales

Will all your sales team go back to working out of the office?

article thumbnail

Bob Layton

SBI Growth

We have seen first hand how the COVID-19 crisis has devastated businesses around the world for weeks. However, as we adapt to a new era of commerce, many companies have found opportunities to reevaluate their strategies and thrive.

Strategy 206
article thumbnail

Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

article thumbnail

Communicate to connect

Sales and Marketing Management

Author: Paul Nolan As this issue’s content came together, it seemed more appropriate than ever to use questions for headlines and introductory paragraphs. The COVID-19 outbreak has left most of us with more questions than answers, and the answers we get change weekly or even more rapidly. The synonyms for “uncertainty” provided at thesaurus.com include “anxiety,” “concern,” “confusion” and “uneasiness.

Journal 177
article thumbnail

Companies That Care: Supporting Customers During the Coronavirus

Zoominfo

ZoomInfo recently covered the various ways in which companies are stepping up during the pandemic to support their employees , like paying hourly workers who have no hours, giving out cash bonuses, and taking a no-layoff pledge. Now, we’re covering the ways they’re stepping up for their customers—a business decision that is equally as crucial as supporting employees.

Company 173
article thumbnail

How to Keep Sales Strong in Tough Times

Alice Heiman

In the past few months, the world feels like it’s been turned upside down. And while it’s true there’s no real historic precedent for teams being suddenly told to work from home , this also isn’t the first down market we’ve ever seen. As a longtime sales leader and consultant to B2B sales leaders and CEOs at companies of various sizes, across various industries, I know teams that stay positive and adapt quickly will survive in a tough economy and come out strong on the other end.

How To 166
article thumbnail

Part 1: Why You Have All of the Answers Sitting in Your CRM

Crunchbase

“We’re going to target recession-proof industries!”. — every SaaS sales team right now. Don’t do this. I can only imagine how many teams are cold calling into $ZM right now. There’s no doubt that every sales team is scrambling. The easy way to overcome the objection of: “I no longer have a budget for this” is to go after recession-proof industries that would hypothetically have the budget. … Right?

Lead Rank 141
article thumbnail

ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

article thumbnail

How to manage your remote sales teams

Membrain

The gig economy, improved technology, and cultural shifts have led to more and more employees working from home over the past decade. But nothing has driven that change as fast as the current coronavirus pandemic.

How To 133
article thumbnail

SalesTech Video Review: ReferenceEdge

SBI

SalesTech Video Review: ReferenceEdge. ReferenceEdge is a complete customer reference management platform that is 100% Salesforce Native. It’s an automated solution that centralizes customer reference accounts and content and makes both easy to find, approve, and update. It also measures and tracks the identification and usage of customer references to facilitate winning new deals.

Video 129
article thumbnail

Podcast 144: How COVID-19 Is Impacting Sales Reps Everyday With Morgan J Ingram & James Buckley

John Barrows

This pandemic has impacted many people in different ways. Tons of people in sales and all professions are facing lay-offs, struggles to hit targets and a range of very serious issues. The sales rep at any level is the closest job in the world to being your own boss, to being an entrepreneur. But sales reps now are pivoting how they are working, who they’re talking to and what they’re trying to help prospects with.