Sat.Feb 20, 2021 - Fri.Feb 26, 2021

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How to Boost Morale for Better Sales

The Center for Sales Strategy

How are you working to improve sales? When it comes to sales, what do you value? If the answer to that question is hitting the numbers, then people are simply stepping stones. When you value people first, you'll watch the numbers stack up. The goal is to invest in people. The return on that investment is huge, because people account for a quality sales operation.

How To 94
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The Sales Prospecting Strategy Guide

Zoominfo

Learn what sales prospecting is, and how business development professionals can go to market using outreach strategies that deliver business results. What is Sales Prospecting? B2B sales prospecting is a stage of the sales process that involves looking for potential buyers, customers, or clients, and then nurturing those relationships as a way to convert them into new business.

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5 Proactive Ways to Increase Sales Online in 2021

Sales and Marketing Management

Author: Jo Barnes 2020 was a year of turbulence in almost every aspect of life (understatement of the century?), and businesses were no exception. In the age of COVID-19, every industry is shifting as much as possible into the online space. If one of your goals in 2021 is to grow your online sales, you’re not alone. But what if you’re a small business and don’t have extra marketing dollars (or time) to spend on massive engagement-boosting campaigns?

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Time To Decide How You View Time

The Pipeline

By Tibor Shanto. People deal with time as though it was a fickle dance partner, “if I work with it, I can stretch and do things I know it can’t do.” As you know I think time management is a stupid concept that just leads to more work. The only thing malleable about time is you. The challenge with time is that it reflects the decision we make about how we use it.

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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

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The Phrase of the Year Is Seller Access

No More Cold Calling

Are your buyers clamoring to talk to you? My phone rang off the hook the last half of 2020. Why the sudden interest in referral sales? A sudden decline in seller access. When the economy shrinks and companies cut budgets, buyers don’t want to talk to salespeople. Layer the pandemic over that economic downturn—well, it gets worse. No one’s in their office, and if you don’t have their mobile number, forget it.

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More Trending

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How Pitchers Fielding Practice is Exactly the Same as Salespeople Role-Playing

Understanding the Sales Force

It's short article Friday. Less is more. My Twitter feed had the funniest 1-minute baseball video I have ever seen. It was pitcher fielding practice (PFP) and the coach was miked up. It illustrated just how bad most professional major league pitchers are at fielding their position and how a coach can keep it light - even make it funny - when the pitchers are struggling so badly.

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The Ones Worth Your Time

The Pipeline

By Tibor Shanto. I posted yesterday about the need for salespeople to make better decisions about their view of time. One of the points I emphasized was to reorient from qualifying to disqualifying. Most people usually find what they set out to look for, a nip here, tuck there, but they find it. So, if you set out to find someone that qualifies, you will, blemishes and all, anything will do.

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The Lead Generation Strategy Guide

Zoominfo

What is lead generation, and why is it a source of contention for sales and marketing teams? What does a “good lead” look like anyway? Get answers to these questions about lead gen — and so much more! What is Lead Generation? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel.

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The Shifting Sands of Selling Tech

Sales and Marketing Management

Author: Mandy Truong With 2021 in full swing, marketers are making their plans for recovery and business growth. Some will be more aggressive than others, depending upon the sector and the funds available. Regardless, 2020 will have an indelible impression on business operations for quite some time. The survivors learned to be scrappy, reprioritize on the fly and pay close attention to customer needs and motivations.

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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

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3 Rules to Improved Candidate Selection

Anthony Cole Training

When you don't have a pipeline of sales talent to go to when making a hire, you can become desperate. You become desperate because you believe having someone in the role is better than a vacancy. In the 6th blog of our series No Assembly Required Hiring , Tony discusses how to avoid making reactive hiring decisions and the 3 rules you must follow to improve your candidate selection.

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How a Chief Customer Officer Helps Companies Overcome Digital Evolution Pitfalls

SBI Growth

Nearly 1 year ago, the economy had come to an abrupt halt as many organizations waited to be ushered into a “new normal.” Now, companies worldwide have adapted to new digital capabilities to operate better than ever before, but many.

Company 154
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How Swim Lanes Get Marketing, Sales Development, and Sales More Wins

Zoominfo

Hey, Marketing. Is your team going in the same direction as sales development and sales? Check your swim lanes to get everyone synched for selling. What are swim lanes? Swim lanes are a visual representation of workflows that show who’s responsible for which tasks. B2B marketing and sales can use swim lanes to map and track their responsibilities — from qualifying marketing leads to closing deals.

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Getting More Implementation From Your Outstanding Training Programs

Sales and Marketing Management

As a trainer, especially a trainer of salespeople and sales managers, you bust your butt to do a great job. You know you must deliver effective strategies and tactics that help your team produce revenue, more revenue and more revenue to cover the costs of business and make profits.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

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

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Give Your People The Chance To Do Their Jobs!

Partners in Excellence

It’s funny, every once in a while I find myself in similar conversations with different executives. Each starts in a different place, but the underlying issues are all the same. A core issue has come up. It’s actually one that concerns me deeply. “Do we have enough confidence and trust in our people to let them do their jobs?” Let me unpack this just a little.

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The Seven Types of Sales Managers

Membrain

Since 1989, I’ve had the honor of coaching thousands of managers globally. Of course, every manager possesses their own personality, talents, skills, goals, and approach to managing their team. I’ve been able to identify the seven, most common types of managers, so you can self-assess and uncover the areas to focus on that will make you a world-class, resilient leader and coach.

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Do Extroverts Or Introverts Make Better Sales Leaders?

Zoominfo

People have argued for ages over what personality type the ideal salesperson should have. But both introverts and extroverts have the potential to be awesome salespeople. Both sides of the personality coin offer traits that can be incredibly valuable in the world of sales. The key is in knowing your personality type. That way, you can better understand the areas in which you excel and the areas in which you might need to improve.

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5 Proactive Ways to Increase Sales Online in 2021

Sales and Marketing Management

In the age of COVID-19, every industry is shifting as much as possible into the online space. If one of your goals in 2021 is to grow your online sales, you’re not alone.

Industry 120
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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.

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CRM for Teachers: Organizing In-house, Private Tutors, and Homeschooling Opportunities

Nimble - Sales

Teaching is a calling, but it’s also a business. These concepts are not mutually exclusive and quite frankly, teachers with some entrepreneurship skills have so much more to offer to children they educate. This is why CRM for teachers is so pivotal. In order to successfully juggle 101 tasks a day (getting a constant stream […]. The post CRM for Teachers: Organizing In-house, Private Tutors, and Homeschooling Opportunities appeared first on Nimble Blog.

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8 reasons to be excited about our new free trial of active pipeline management

Membrain

If you’ve been paying attention, you may have noticed that we’ve been gradually rolling out free trials on all of our modules. A few weeks ago, we made the account growth module free for a limited time. Then we announced the prospecting module free trial was also available. And now, finally, the main event: We have made our core workflow, the active pipeline module, available to try for free.

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8 Simple Steps to Prep Your Webinar Funnel for Sales

Zoominfo

Are you thinking about increasing sales with a webinar? Start with your webinar funnel. What Is a Webinar Funnel? A webinar funnel works a lot like a sales funnel or marketing funnel. The goal is to attract prospects to your brand and convert them to customers — by hosting a webinar. Consider this: In 2019, ON24 surveyed its webcasting platform users.

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New Online Marketing Tool Accelerates Performance

Sales and Marketing Management

London-based Knexus Digital, a digital marketing resource for busy marketing and communications professionals, launched their new content license offering today.

Tools 120
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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Podcast 186: Michael Phelan On Best Practices For Booking New Meetings In A Programmatic Way

John Barrows

Our guest this week is Michael Phelan, Principal and Founder of Go-to-Market Pros. The knowledge that Michael has accumulated over the years comes from his ability to ask the right questions. Michael and John are going to dive into the importance of driving meetings, the ever evolving concept of give to get situations, and the impact of well designed processes.

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Buyers Sound Off: 9 Ways to Influence Their Purchase Decisions

RAIN Group

How do buyers make purchase decisions? Why do they choose one provider over another? Are there things you, as a seller, can do to influence their decisions? As the world transitioned to virtual selling in 2020, we wanted to know how this was impacting buyers and sellers alike. We surveyed 528 buyers and sellers across the Americas, EMEA, and APAC. We asked buyers what influences their decisions the most when buying virtually.

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10 Sales Influencers You Should Be Following On Social Media

Zoominfo

Almost everyone thinks salespeople are all about beating their competition (well, there might be a little truth to that). But in reality, many people who work in sales are also motivated to help other salespeople succeed and advance their careers. Social media has become a bullhorn for top sales influencers, and these easy-to-use (not to mention, free) platforms are something you should absolutely be active on in order to stay current in your sales strategy and become a sales influencer yourself

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“Heroic Sales Efforts”

Partners in Excellence

We all have them, the “Must Win Deals,” where we pull out all the stops. We do everything we need to do to win the deal. Often, we are at our most creative moments when we do these deals. We thoughtfully overcome every hurdle, we get the customer to think differently, we mobilize all the internal resources necessary to close the deal. We manage to present a powerful business case, to defend our value, to minimize discounting.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Helping the Customer Through Decision Paralysis | Sales Strategies

Engage Selling

Decision paralysis is a real thing. It’s when your buyers are so overwhelmed with information that they can’t make a decision. Best case, they simply delay. Worst case, they cancel the project, spend their money on something else, or they … Read More » The post Helping the Customer Through Decision Paralysis | Sales Strategies first appeared on The Sales Leader.

Strategy 113
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Top 20 Ways to Achieve Better Sales Enablement

BrainShark

Great sales enablement programs are data-driven, highly engaged with sales reps and continuously evolve as businesses change. Don’t settle for average sales enablement. Learn the top 20 ways to achieve better sales enablement in your organization.

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NAICS Code Directory for Sales and Marketing Teams

Zoominfo

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Industry classification remains a foundational component to achieving ABM (account-based marketing) success. Since many traditional vendors also have such poor data accuracy, there is still much to be desired. Gaining a more accurate, granular view of the submarkets within each category can help ensure correct lead routing, territory planning, messaging, and positioning.

Chemicals 204