Zoominfo
SEPTEMBER 7, 2021
We all know the residents of the C-suite hold the real power in their organizations. They’re the key decision-makers when it comes to making major investments in their businesses. That’s why every salesperson’s goal is to make their pitch directly to a senior executive — ideally, sooner than later. Yet, historically, getting the CEO, CFO, or even the CTO to engage early in the sales process—if at all—has been a long shot.
Membrain
SEPTEMBER 5, 2021
As sales and marketing people, the concept of “Value Proposition” has become fundamental in our positioning in our markets and with our customers.
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Sales and Marketing Management
SEPTEMBER 7, 2021
Many reps love sales but hate sales prospecting, mostly because they're going about it with antiquated techniques. Time for an update. The post 5 Ways to Save Time While Sales Prospecting appeared first on Sales & Marketing Management.
The Pipeline
SEPTEMBER 7, 2021
By Tibor Shanto. It takes a big person to say they are sorry, but it takes a good salesperson to know when not to. This is not an invitation for crude and sloppy behaviour, but more an acknowledgement that people are not perfect. Trying to cover it up with an apology may not have the desired effect. People will allow themselves to be led to a certain degree as long as they do not see risk.
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.
Understanding the Sales Force
SEPTEMBER 7, 2021
My wife and I entered the small jewelry shop and were greeted - not with a warm welcome - but with a matter of fact "my name is.and I'm the owner.and I created everything in the store" which was followed by fifteen minutes of non-stop presentation of everything she created. You've been in a store like this and you know exactly how you have reacted to that.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Zoominfo
SEPTEMBER 10, 2021
Q: What do sales leaders, meteorologists, and economists all have in common? A: Their jobs all depend on being able to accurately answer the question, ‘What’s going to happen tomorrow?’. It’s a tough ask, and in many ways, sales leaders have the most difficult time of them all when predicting the shape of tomorrow. Unlike meteorologists or economists, their industry doesn’t use data as the bedrock of forming their forecasts.
Smooth Sale
SEPTEMBER 9, 2021
Many years passed for me to finally realize our gift is not fitting in with the crowd, but in standing out, and often, standing alone.
Allego
SEPTEMBER 8, 2021
Virtual selling is a new way to sell—and it’s so much more than simply moving your meetings online. Some of you may think, “The best way to sell is face-to-face” or “Technology creates a barrier between me and a buyer.” The reality is that virtual selling is the best option when both sellers and buyers are working in remote or hybrid situations. And for the foreseeable future, sellers must rely on a range of technology solutions to nurture and close deals—from virtual conference platforms to lig
Alice Heiman
SEPTEMBER 9, 2021
On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Jon Ferrara, CEO of Nimble. He was originally the CEO of a company called GoldMine, a program that was the pioneer of CRM solutions. After selling GoldMine for $125 million dollars Jon took a 10 year break to be present with his family. Learn how the #CEO of @nimble created #salessuccess using marketing, personal involvement, and the secret sauce of closing a sale on this episode of #SalesTalkforCEOs with @aliceheiman.
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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.
Zoominfo
SEPTEMBER 7, 2021
Scenario Towards the end of the month, quarter, or year, sales teams want to get as many deals finalized as possible. To shake loose accounts that need an extra push to close, sweeten the deal by sending gift cards, a direct mail campaign , holiday cards, handwritten notes, buy one/get one offers, or a free 30-day trial. Sending a gift is not only a goodwill gesture to your buyer, it shows your appreciation for their future business.
RAIN Group
SEPTEMBER 9, 2021
Referrals are among the top ways sellers get leads and new business, but many struggle with generating them consistently. Often, this is because they haven’t thought about why buyers should refer them. They don’t have a system in place for generating referrals. We know our buyers rely on colleagues, associates, and friends to recommend providers. So when a prospect comes to us via this route, some of the work is already done for us.
Predictable Revenue
SEPTEMBER 9, 2021
A consultative approach to selling is undoubtedly the most effective way to sell, and Simeon Atkins gives us some compelling reasons why. The post Why taking a consultative approach to sales works best appeared first on Predictable Revenue.
Gong.io
SEPTEMBER 8, 2021
Unlike bottom performers, superstar reps get bombarded with questions during sales demos. And that changes everything. Once buyers understand the value they sprint through the sales cycle. That means: Faster deal cycles. Better win rates. Higher ACV. And bigger commission. These are the 5 “acts” that winning sales demo scripts follow PLUS 5 examples to follow as you build out your script.
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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
Zoominfo
SEPTEMBER 7, 2021
Scenario When you release a new product or feature, deploy a pop-up notice within your platform or include an announcement in your newsletter, that explains its usage and benefits, and invites customers to a demo. This will promote product usage, make the relationship stickier, and increase the likelihood of renewal. Consider product demo promotion even if a feature is no longer considered new.
Bigtincan
SEPTEMBER 7, 2021
If you are in sales, customer success, customer support, or any other customer-facing role, you spend a lot of time speaking with customers. It may be time to elevate your presentation skills. In all likelihood, you are reasonably good at your job and deliver the information required. But. Are you delivering that information in a manner that achieves your desired outcomes?
Force Management
SEPTEMBER 9, 2021
You may know the reason why a specific deal was won or lost, but can you and your account teams reverse engineer that process to improve results on the next deal? Is your team currently leveraging those insights to repeat successes and avoid known setbacks? Don’t scream at the scoreboard, or just tell your people what to do. Help your managers provide the how.
Engage Selling
SEPTEMBER 10, 2021
I want to share with you a concerning trend involving your prospects’ trust and what you can do to fix it. We are indeed seeing issues involving trust from buyers right now. Who can blame them? It’s an incredibly volatile … Read More » The post Do Your Prospects Trust Themselves? | Sales Strategies first appeared on The Sales Leader.
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.
Zoominfo
SEPTEMBER 7, 2021
We’ve all heard of big data, that nebulous term used to describe a fire hose of information that often overwhelms companies. Big data gained a lot of steam — and hype — in the early 2010s. It was seen widely as a huge resource from which to draw business decisions and plan next steps. On the extreme end, some observers pegged big data to cure cancer by deriving personalized treatment options or to keep vending machines always full thanks to real-time sensors monitoring your candy and chip choice
Bigtincan
SEPTEMBER 9, 2021
If you ask anyone, post-pandemic, what the best online meeting software is, many will quickly reply, “Zoom!” The choice is often Zoom vs Microsoft Teams for internal meetings. But is Zoom the best video conferencing software for sales ? . A large part of Zoom’s growth was fueled by its free tier, bringing in millions of private users who wanted to connect with family and friends during lockdowns.
John Barrows
SEPTEMBER 9, 2021
The post WEBINAR: John Barrows hosts “How to Consistently Hit Quota Using a Data-Driven Scorecard” Sponsored by ZOOMINFO appeared first on JB Sales.
Pipeliner
SEPTEMBER 6, 2021
The impact of technology on our lives is undeniable. Even the fact that you are reading these words right now is a testament to how technologically advanced our society has become. New technological inventions are constantly being used in fields like healthcare and science, and we all live better lives for it. Nevertheless, some of the greatest beneficiaries of this technological advancement are business industries.
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.
Zoominfo
SEPTEMBER 10, 2021
Q: What do sales leaders, meteorologists, and economists all have in common? A: Their jobs all depend on being able to accurately answer the question, ‘What’s going to happen tomorrow?’ It’s a tough ask, and in many ways, sales leaders have the most difficult time of them all when predicting the shape of tomorrow. Unlike meteorologists or economists, their industry doesn’t use data as the bedrock of forming their forecasts.
criteria for success
SEPTEMBER 8, 2021
For this week's blog post, we are resharing our post of 11 Quotes for Inspiring Change. This post might just have the quote you need to turn your week around. Read on! Sometimes, the hardest part about implementing change is inspiring change in the first place. That's why we created this list of motivational quotes to get you started. In order to use these quotes to inspire change, you'll need to let your team discover why it's important in the first place.
Hubspot Sales
SEPTEMBER 6, 2021
A successful career in real estate is rooted in trust — developing a reputation as a knowledgeable, experienced, adept, and attentive advisor and advocate. But how can you project those qualities to your potential clients? How can they know for sure you know what you're doing? Well, one way to get there is through pursuing something known as a real estate designation — a prestigious credential that identifies you as an expert in your field.
Membrain
SEPTEMBER 8, 2021
If there’s one thing the past two years has seen more than any other time in recently memory, it’s change. With new variants of Covid circulating and no clear end to the pandemic in sight, the reality is that we must all become very good at operating in uncertainty for the foreseeable future.
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?
Zoominfo
SEPTEMBER 7, 2021
Scenario This play aims to benefit from the identifiable attributes of your best customers. The goal here is to focus your upsell efforts on the accounts that are most likely to grow quickly. Run an analysis to identify common attributes about high spend accounts or accounts that are growing their spend rapidly. Then use those attributes to identify lookalike accounts (i.e., the same size or technology profile) that are currently low-spend customers.
Highspot
SEPTEMBER 9, 2021
Everybody knows someone who peaked in high school. They may have been exceptionally talented, but ultimately stopped progressing. All high-growth businesses inevitably encounter the same problem: the strategies that initially resulted in success are no longer enough to support them at scale. So many companies come out of the gates hot, quickly grow to a certain scale, and then struggle.
Guru
SEPTEMBER 7, 2021
What is a Slack wiki? Why your internal wiki should live in Slack. 4 things to look for when evaluating a Slack wiki solution. Searchability. Knowledge creation. Information trust status. Analytics. Considering using Slack to upgrade your internal company wiki? You’re not alone. Founders are constantly searching (and often struggling) to find the most suitable wiki for their company’s internal knowledge.
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