Steven Rosen

JANUARY 18, 2021

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? As a sales leader, you are in the most challenging role in the organization. Even though your customers and the selling environment have changed, you are still responsible for delivering sales results.

Face-to-face 379

Face-to-face Sports Energy Objections 379

Sell Integrity

JANUARY 18, 2021

By Will Milano. This past year laid bare some critical underlying selling skills and cracks in their sales pipeline that sales leaders were able to ignore or avoid while focusing on more immediate concerns. There’s no putting it off anymore. The good news is, we just went through a crash course in transformation — and there’s plenty to learn from it.

Pipeline 116

Pipeline Lead Rank Lead Scoring Social Media 116

Sales and Marketing Management

JANUARY 22, 2021

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. . Wasn’t 2020 the year when we needed every bit of resolve we could muster to deal with the avalanche of change? Yes. But don’t think that things are going to suddenly get back to “normal.

Marketing 357

Marketing Campaigns Call-back Study 357

Understanding the Sales Force

JANUARY 18, 2021

Among all the product shortages we have experienced in the past ten months, there has been no shortage of crappy movies. It's almost like the movie studios decided to release all the movies filmed in the past several years that weren't ready for prime time and hope that people would stream them at home during the pandemic because we had watched everything else.

Film 382

Film Sales Management Sales Consultative Selling 382

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Mr. Inside Sales

JANUARY 22, 2021

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. And that’s because you’re not asking enough questions. Remember: Whenever your mouth is open, your ears are closed.

Face-to-face 287

Face-to-face Gatekeeper Decision Maker Licensing 287

Sales and Marketing Management

JANUARY 18, 2021

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. With the pandemic pushing change in consumer behavior, marketing and sales teams specifically have seen a huge shift in how they must reach current and potential customers. One of these shifts is an extreme consumer focus on video.

Video 317

Video Scale Marketing Face-to-face 317

Understanding the Sales Force

JANUARY 21, 2021

You finally have that big new 4K flat screen mounted on your wall but now the movie you are streaming isn't sharp because your inconsistent internet connection negatively affects the resolution and the big screen makes it even more obvious. Bringing it closer to sales, you invested in the CRM application you needed but your salespeople aren't using it the way you had hoped.

Training 372

Training Forecasting Selling Skills CRM 372

The Pipeline

JANUARY 19, 2021

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. But When prospecting, not selling, you should share the ultimate outcome right at the start. What’s The Ultimate?

Territories 241

Territories Energy Up-Sell Software 241

Zoominfo

JANUARY 20, 2021

The age-old fight to find new customers and retain existing ones is the biggest business challenge ahead for many companies this year. . Economic hardships created by government responses to the pandemic have not always been fair. Throughout America, restaurants and movie theaters have shut down, while across the street grocery stores and tech firms stay afloat.

Customer 246

Customer B2C Loyalty Government 246

Advertisement

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.

Sales

SBI Growth

JANUARY 16, 2021

While every industry has been impacted by the ongoing pandemic, private equity professionals have had to unpack an entirely different set of challenges trying to buy and sell in this environment.

Industry 229

Industry Ideal Customer Profile Analysis Retention 229

Anthony Cole Training

JANUARY 21, 2021

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.

Hiring 216

Hiring Sales How To Sales Management 216

Sales and Marketing Management

JANUARY 18, 2021

Author: Seamus Dunne How is your business performing regarding its current sales figures? Have you met your target margins or is there much to be desired in terms of success? As we currently exist within a decidedly digital age, it only makes sense that certain techniques are redundant while others should be avoided altogether. Communication is the basis of any solid sales platform and a handful of VoIP strategies can help to maximize your current efforts.

Webinar Metrics 199

Webinar Metrics B2B Strategy Telecommunications 199

Zoominfo

JANUARY 19, 2021

Landing pages have a vital, singular purpose — encouraging visitors to begin the sales cycle with a brand. Digital marketers invest in creating landing pages because of their higher conversion rates. As opposed to whole blog posts, webinars, eBooks, and other digital content, the landing page is a simple design to bring the reader to a call to action.

Marketing 246

Marketing Prospecting Top of Funnel Segment 246

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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

Data

Alice Heiman

JANUARY 20, 2021

What is good selling? There is a lot of focus on virtual selling right now; the camera, good lighting, and how your team can engage customers virtually. However, good selling skills still apply. Virtual or not. What we want to do is take the focus off virtual and focus on good selling. All the CEOs and sales leaders I work with want to provide an exceptional customer experience.

Selling Skills 156

Selling Skills Webinar Metrics Customer Sales 156

Membrain

JANUARY 17, 2021

What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal. I’ve observed it happen many times. Somehow the salesperson thinks that if they put the information in writing the prospect will buy.

Negotiation 144

Negotiation Proposal Prospecting Sales 144

Force Management

JANUARY 21, 2021

Acquiring a company can be an exciting time for an organization. It may bring new capabilities and solution differentiators, perks for employees, verticals to target, etc… On the flip side, an acquisition also brings the challenge of incorporating updates and changes into the sales function. Depending on what was acquired, it may bring changes to your sales process, your qualification process, your negotiation frameworks and/or your sales message.

Negotiation 133

Negotiation How To Buyer Company 133

Zoominfo

JANUARY 21, 2021

“The pandemic is not agnostic to issues of power, privilege, or equity…This is a clear example of the very issues that diversity and inclusion initiatives are designed to address.” — Maxine Williams, Facebook’s Chief Diversity Officer. Earlier in the year, we published an article around the importance–and steady increase–of diversity and inclusion (D&I) job titles in corporate America.

Trends 230

Trends Oracle SAP Banking 230

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

Partners in Excellence

JANUARY 19, 2021

We focus a lot of our sales enablement and related efforts on making our products and services easier to sell. We provide training, tools, coaching, support to our sales people. We want them to master everything about our products and solutions so they can easily sell them. But we are missing something important. Just because we are making our offerings easier to sell, doesn’t mean we will sell more.

Case Study 140

Case Study Comparison Sales Enablement Relationals 140

Allego

JANUARY 21, 2021

How do you stand behind someone without looking over their shoulder? That’s the dilemma leaders in the financial services industry face as they encourage their client-facing networks to transition from traditional approaches to the next-generation of financial advisor technology. Companies today are migrating from a legacy sales leadership and relationship management approach to one powered by sophisticated in-house analytics systems.

Face-to-face 139

Face-to-face Analytics Film Lead Rank 139

Gong.io

JANUARY 21, 2021

Gone are the days when sales was a boys’ club. A new generation of women is at the forefront of sales, and they’re shaping the art of selling on their own terms. These sales leaders have valuable knowledge to share based on their experiences as they advance their careers and climb the corporate ladder. . We recently asked women from our sales community what career-pumping advice they’d give other women coming up in sales.

Compensation 139

Compensation Sales ACT Up-Sell 139

Zoominfo

JANUARY 22, 2021

There’s a saying in marketing that goes, “if you’re targeting everyone, you’re targeting no one,” and for the most part, I agree with it. As much as we like to think that all of our content is amazing, relevant, and engaging, if it’s not reaching potential customers, it’s falling on deaf ears. That’s where personalized content comes in. There are a million reasons why personalized content is widely promoted as a sales and marketing best practice, one of them being that it’s more effective than a

Ideal Customer Profile 221

Ideal Customer Profile Marketing Buyer Persona B2B 221

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

Engage Selling

JANUARY 22, 2021

I’ve been talking a lot about the importance of having the right mindset for uncertain times. And for sellers and leaders alike, I regularly remind you why you must adapt, how you work, and how you connect with customers to … Read More » The post Rethinking Your Personal Habits first appeared on The Sales Leader.

Customer 139

Customer Sales Strategy 139

Predictable Revenue

JANUARY 21, 2021

There are a few key challenges that sales leaders face during a bad economy that they may not be thinking about already, and Steve Benson is here to talk about them. The post Actions Sales Leaders Need to Take in a Recession appeared first on Predictable Revenue.

Face-to-face 133

Face-to-face Revenue Sales 133

The Center for Sales Strategy

JANUARY 21, 2021

If your actions inspire others to dream more, learn more, do more and become more, you are a leader. John Quincy Adams. 1 out of 3 employees say that the boss doesn’t care about the staff. Until recently, leadership has always been about position and power rather than empowerment. A simple secret to leadership that no one ever talks about is that if you genuinely care about your people, everything else will take care of itself.

Positioning 132

Positioning Company Sales Sales Management 132

Zoominfo

JANUARY 21, 2021

When it comes to California’s new consumer privacy law, companies are most focused on complying with the regulation, guarding their customer information, and maintaining quality data. That conclusion comes from a new ZoomInfo analysis of business projects related to the California Consumer Protection Act (CCPA) , which gives consumers who live in the state the right to know what information about them businesses collect and use.

Data 173

Data Retail Consumer Advertising 173

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

Marketing

Nimble - Sales

JANUARY 21, 2021

Are you looking for a career fit for an extroverted person such as yourself, who isn’t into spending long years on the bench? In this piece, we are vivisecting the steps of how to become a sales representative – a career in sales that’s a perfect fit for people with highly developed interpersonal skills. But […]. The post How To Become a Sales Representative in 2021: a Step-by-Step Algorithm appeared first on Nimble Blog.

How To 134

How To Sales 134

Hubspot Sales

JANUARY 21, 2021

Many salespeople don't plan on going into sales. But they do plan on building something, being their own boss, or leading a company someday. They're entrepreneurs, and sales is a great way to learn the ins and outs of business. Chances are you have similar aspirations. To help you prepare for your eventual takeover of the business world, we've compiled a list of the 30 best books on entrepreneurs.

Outsourcing Services 133

Outsourcing Services Face-to-face Social Media Motivation 133

The Center for Sales Strategy

JANUARY 20, 2021

A heartbreaking ending, but a beautiful journey. If you’re a Cleveland Browns fan, then you’re like me, still brokenhearted after watching them lose yet another winnable big game. Over the years I’ve written a few posts about this hapless team, and I’ll give the team credit for improving during the past season. One thing still alludes the Browns, and that is winning the winnable big game.

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Revenue Face-to-face How To Sales Talent 130