Sat.Jun 06, 2020 - Fri.Jun 12, 2020

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Companies Are Building Outbound Sales Muscles During COVID-19 Pandemic

Zoominfo

Like it or not, COVID-19 has forced businesses to adapt. . Video conferencing and cloud-based technologies are seeing a massive uptick in usage since mid-March. As companies do what needs to be done to survive, they turn to solutions they’ve never used before. There’s one thing that you may not have yet realized is gaining in popularity as a result of the pandemic: outbound sales and marketing.

Outbound 195
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New Legs On An Old Stool

The Pipeline

By Tibor Shanto. Some years ago, I wrote a piece about how you should lead a sale in a way that resembles a four-legged stool. The idea is to establish contact and some relationship with people across both the buying and selling organizations. This way, if one person on either team leaves, the stool can still stand, and things continue to move forward as a new person comes on.

Pivotal 354
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The Prospecting Problem: Balancing Inbound and Outbound Sales Strategies

Sales Hacker

Many companies wrongly think they have to either build an inbound prospecting strategy or an outbound one. What you actually need is a strategy that incorporates both. Prospecting is something every sales organization needs to master. Without it, there would be no deals to close. And yet, while many sales teams celebrate closing deals , very few spend time defining, experimenting, and executing on a quality prospecting strategy.

Inbound 101
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Call a Sales Audible!

Anthony Cole Training

In today's blog post, we discuss the importance of calling a sales audible at the line of scrimmage. Like an elite Quarterback, an elite salesperson must be willing to change things up when they're not working and be open to trying something completely different in the field.

Sales 162
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Coaching the Sales Process: Overlooked Points in the GROW Step

The Center for Sales Strategy

Grow, t he sixth and final step in the Sales Accelerator Process is often-overlooked and underutilized—despite having hidden revenue-generating opportunities. Closing deals is the ultimate goal in sales, but it’s not where the work ends with clients. Salespeople should start to care about the renewal the moment they make the sale. It costs five times more to attract a new customer than it does to retain an existing one.

More Trending

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Remote Selling Tips for B2B Sales Teams

BrainShark

Many sales teams have been working at home for an extended period of time. Here are 6 tips for B2B sales reps to succeed with remote selling.

B2B 71
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67 Quotes for Getting Through Tough Times

The Sales Heretic

A global pandemic. Record unemployment. Business closures. Racial protests. To say these are tough times is an understatement. We’re all stressed, frustrated, anxious, and discouraged. Which means we can all use some words of encouragement. Here are some of my current favorites for helping me stay in the right frame of mind. 1. “Don’t let [.].

Sales 350
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Prospecting, Mistakes You Need to Avoid Now

Mr. Inside Sales

What’s the biggest mistake sales reps make with prospecting or cold calling? They call with what a client of mine once called, “commission breath.”. You know, that desperation sales people have when they finally get someone on the phone. It’s the same kind of attitude that you feel and don’t like when a salesperson gets you on the phone.

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How to use account planning to improve customer success

Membrain

When most sales professionals talk about account planning, they immediately think of how they can maximize the revenue from their existing accounts. Or how they can prevent accounts from selecting a competitor.

Account 118
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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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We are the sum of our actions, not our words

Sales and Marketing Management

Author: Paul Nolan Editor’s Note: Just as I resolved to live with the unending loop of coronavirus-themed commercials from the Walmarts and Amazons of the world praising their frontline employees (whom they had to be pressured into paying something close to a livable wage), the George Floyd murder and subsequent protests happened. The flood of protesters in the streets was followed by a steady flow of corporate messages expressing solidarity with Black Lives Matter.

Scale 234
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What a World-Class Customer Onboarding Process Looks Like

SBI Growth

Customer Onboarding is a crucial activity for customer success teams. In fact, within SBI’s 4-Step Customer Success (CS) Strategy, successful Customer Onboarding is the #1 factor in ensuring that customers achieve their desired outcomes. Yet, if you were to ask.

Customer 218
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67 Quotes for Getting Through Tough Times

The Sales Heretic

A global pandemic. Record unemployment. Business closures. Racial protests. To say these are tough times is an understatement. We’re all stressed, frustrated, anxious, and discouraged. Which means we can all use some words of encouragement. Here are some of my current favorites for helping me stay in the right frame of mind. 1. “Don’t let […].

Sales 156
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ZoomInfo Data: Schools & Churches May Dump Video Calls After the Pandemic

Zoominfo

This is a preview of a post published on our Medium page. Read the full article. For many, it’s a familiar experience by now: Thumbnails of a dozen or more people staring back on a computer screen, digitally discussing the matter at hand. But what about industries that might prefer to forget about video calls once social distancing guidelines are relaxed and larger groups can congregate?

Video 162
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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How Sales Leaders Can Motivate Younger Employees through Purpose-Driven Incentives

Sales and Marketing Management

Author: Leeatt Rothschild Younger employees are committed to the issues they’re passionate about. Millennials are now the largest group in the workforce , and like their Generation Z coworkers, they care deeply about environmental and social causes. They expect their employers to care, too. According to a survey from management consulting firm Korn Ferry, 63% of millennials said the primary purpose of businesses should be improving society instead of generating profit.

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How a CRO Balances Growth from Legacy and New Products

SBI Growth

For a CRO leading a transformation, one of the major challenges of evolving a product portfolio is preserving the core customer base while innovating. In his final interview segment, Steve King, CRO of Hexagon PPM, shares his experience in not only retaining.

Segment 215
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“…. More Challenging Than I Expected….”

Partners in Excellence

Just got a note from a good friend. About 6 months ago, he and I discussed a new job he was considering. It was a dream job, he accepted it. He reached out the other day to catch up and get some coaching. A phrase in his note struck me, “… It’s more challenging than I expected… ” My knee jerk reaction was, “Fantastic!

Coaching 164
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Companies Are Building Outbound Sales Muscles During COVID-19 Pandemic

Zoominfo

Like it or not, COVID-19 has forced businesses to adapt. Video conferencing and cloud-based technologies are seeing a massive uptick in usage since mid-March. As companies do what needs to be done to survive, they turn to solutions they’ve never used before. There’s one thing that you may not have yet realized is gaining in popularity as a result of the pandemic: outbound sales and marketing.

Outbound 147
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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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One Word Changed His Sales Results

Anne Miller

Can one word really make the difference between engaging or losing a customer? Roger Weisman, Solar Energy Consultant, knows it can and when I heard his story, I knew I had to share it with you. . In the past, when initially talking to potential customers about solar panels, Roger would offer a brief 60,000 foot overview of their benefits and ask, “Would you be interested in learning more about solar panels?

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The Business Case for Diversity & Inclusion

SBI Growth

The best leaders will tell you that they don’t want a bunch of “yes men” on their team. They encourage new ideas and debate because they understand that innovation happens not when people agree, but when there’s a difference of.

Hiring 207
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How to Survive and Thrive in the post-Covid Era

For Entrepreneurs

Covid and the associated lockdowns are likely to be the biggest disruptive event to occur in most of our lifetimes. There are huge global changes coming as a result. The OECD is forecasting the worst recession in a century. But expect to see far more change than just a recession.

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How to run a successful sales discovery call (with tips and 16 questions)

Salesmate

Salespeople are always in a hurry to sell. Well, everyone wants the applause and incentives that are given when the sales quotas are achieved. But sadly, few things are missed out when you do things in a hurry. Salespeople do not give enough attention to the initial stages of the sales process and suffer in the end with a poor conversion rate. 79% of marketing leads don’t convert into sales.

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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.

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Podcast 151: Open & Honest Insights On The Last 90 Days As A CEO Of A High-Growth Software Company

John Barrows

Like everything in the world over the past few months, business has been tough. Leading a company and multiple teams is not easy, but it’s certainly been tougher to do both of those things of late. Kyle Porter , CEO of SalesLoft joins us on the podcast to reveal what it’s been like for him and his leadership team. They’ve had to cancel events, manage through different situations every day and a ton more.

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Is Your Partner Marketing Strategy One-Size-Fits-All?

SBI Growth

Companies often sign up channel partners without considering how they fit into a holistic go-to-market strategy. As a result, Marketing leaders often find themselves trying to deliver one-size-fits-all marketing support to a complex web of channel partners that bear no.

Strategy 194
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Centralizing or decentralizing sales enablement? Three factors to consider

Showpad

Should you centralize sales enablement? If so, which parts should be centralized? Since I’ve fielded these and similar questions over the last few weeks, I wanted to capture a few thoughts and experiences that can help organizations answer them, as well as provide a few criteria you can immediately apply and check for your organization. Driving sales enablement impact requires the right set-up: strategic, formal and charter-based.

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Knowing Your Numbers

Partners in Excellence

I’m always stunned by the number of sales people and leaders that don’t know their numbers. By that, I mean the numbers that help them understand the leverage points in driving performance. Some readers will push back, “I know my quota and the revenue I produced…I know what I have to do each month, quarter!” Those are important numbers, but not very useful in managing performance.

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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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The What, Why and How of Trigger Events in Outbound Sales

Vainu

In sales, being lucky is in your hands. Your expertise, your networks, and your contacts will boost your luck-o-meter, but when the stars are not aligned—and usually they aren't, tapping into modern technologies and data will undoubtedly increase your chances of closing a deal. A study by CSO Insights shows that almost half of salespeople feel they don't have enough information before reaching out to a prospect.

Outbound 109
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Strategic Pivots During These Times

Engage Selling

Strategic pivots can help you during these times. I’ve noticed salespeople, sales leaders and executives get discouraged because their current buyers have slowed down or completely ceased ordering.

Pivotal 108
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7 Ways to Enable a Virtual Sales Team

Allego

Before March 2020, at least 70% of sales calls were virtual, according to Forbes. With the effects of the current pandemic, that number has skyrocketed. As the country begins to reopen, we’re still far from business as usual—especially for sales teams. In-person meetings, sales kickoffs, and training sessions simply aren’t happening. Many companies face the reality of supporting a virtual sales force.

Hiring 108