Sat.Apr 10, 2021 - Fri.Apr 16, 2021

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The 12 Essential Sales Metrics You Don’t Want to Miss

InsightSquared

Today, the average Chief Revenue Officer’s (CRO) tenure is a shocking 16 months, according to Revenue Collective. There are countless factors that lead to this. CROs, and sales leaders alike, often walk into their new role blind. They are handed a pipeline, but with few exceptions, data quality, visibility, and health are all issues. They work tirelessly to assess the funnel quality, sales process adherence, and the overall go-to-market strategy.

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Remote Selling Masterclass Part 2: Mastering your sales process.

Awarathon

Publish Date: 15th April 2021Blog By:@Patrick Jinehan Jr (Founding Partner Linehan Group) &@Sagar Pradhan (Growth Marketer at Awarathon) In part 1 of the series, we talked about the key fundamentals for staying ready so you don’t have to get ready to sell and win remotely!In part two “Mastering Your Sales Process” we will share the […] The post Remote Selling Masterclass Part 2: Mastering your sales process. appeared first on Awarathon.

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Objections Increased Our Win Rate by 30% — Here’s How

Sales Hacker

Selling in the face of sales objections can be tough. But our self-limiting beliefs can make it tougher. We analyzed 224K+ sales calls spread over 2 million minutes to uncover the truth about the impact of the most common sales objections on deal outcomes. Read on to understand if and how you can coach your team to move around those daunting boulders.

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Your Lead Gen Is Broken (Here’s How to Fix It)

No More Cold Calling

Not getting the ROI you expected from your lead-gen tactics? Try this instead. Your lead generation tactics aren’t driving bottom line revenue. That’s a fact. Every sales leader says their #1 prospecting challenge is getting leads in the pipe. They complain they don’t have enough leads, or at least not enough qualified leads. Wait, wasn’t lead-gen technology supposed to solve that problem?

Lead Gen 397
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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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Quarterly Business Reviews – Drive Sales Performance

Steven Rosen

Quarterly Business Reviews . Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. To have an effective business planning process, companies must build in proper follow-up and follow through to ensure execution and establish accountability to the business planning process.

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How to Leverage a B2B Sales Advantage in a Post-COVID World

Sales and Marketing Management

Business-to-business sales teams must modify their strategies to leverage an advantage in a post-COVID world. The post How to Leverage a B2B Sales Advantage in a Post-COVID World appeared first on Sales & Marketing Management.

B2B 317
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Would You Spend $10.99 to Double Your Income This Year?

Mr. Inside Sales

Tricky title, I know, but there is a tool out there (many, in fact) that will enable you to do this. And this particular one is called TapeACall Pro. As the name suggests, this is a phone recording app for your iPhone. This one has the best features, including recording incoming calls—and calls you’re already on—and more. (And if you’re an Android user, there are comparable apps for you too.).

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3 Critical Factors to Include in Your New Hire Onboarding Program

Anthony Cole Training

In the final installment of our No Assembly Required Hiring series, we discuss the importance of having a strict and detailed onboarding process when bringing new sales talent into your organization.

Hiring 262
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5 Ways Market Leaders Are Driving Revenue Growth in 2021

SBI Growth

What is your plan for achieving your revenue target in 2021? With new logo acquisitions increasingly scarce across industries, market-leading companies have had to reimagine how to go beyond the install base to optimize revenue generation. SBI hosts multiple client advisory.

Revenue 227
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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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Structuring an Initial Face-to-Face Meeting with a C-Suite Executive

Sales and Marketing Management

Senior executives are often wary of salespeople in any case, so being credible, compelling and concise all apply for this initial face-to-face interaction. The post Structuring an Initial Face-to-Face Meeting with a C-Suite Executive appeared first on Sales & Marketing Management.

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It Really Is Time To Stop

The Pipeline

By Tibor Shanto. It’s no secret we exist to consume, choose your lens, B2B or B2C , the system survives on consumption. Out with the old, even if it works, and in with the new long before it truly does. But one can’t go on consuming without discarding things to make room for the new. Buildings are razed every day to make room for something better.

B2C 210
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31 Conditions That Predict Your Sales Opportunity is in Trouble

Understanding the Sales Force

Long article for the weekend. In December I took delivery on my all-time favorite new car and I've been driving my Genesis GV80 for four months now. You probably saw video of Tiger Woods' destroyed GV80 and there was nothing the car could have done to stop him because he probably disabled the driver assist features and he may have been disabled as well.

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How to Be a Leader

Mr. Inside Sales

A boss says, “Go!”. A leader says, “Let’s Go!”. This quote sums up my management philosophy: A leader isn’t afraid of jumping into the trenches and showing their team exactly how to succeed in their job. In sales, this means leading by example. When I became a sales manager, I was already the top producer in the office (and this is how many managers are promoted), and it was easy and natural for me to jump on the phone and take over a call.

How To 195
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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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Content Marketing Can Enhance Your Salespeople’s Personal Brands

Sales and Marketing Management

In a virtual sales world, B2B marketers can position salespeople as industry experts in order to foster a more efficient sales process and build the brand’s image. The post Content Marketing Can Enhance Your Salespeople’s Personal Brands appeared first on Sales & Marketing Management.

Marketing 199
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An Interesting Way to Drive More Sales

Jill Konrath

It was the worst thing that could have possibly happened. I’d just spent two hours updating my website. But when I clicked Save, everything was gone. Placing a desperate call to my web person, I blurted out what had just happened. She was quiet for a moment, then slowly said, “Mmm. That’s interesting.”.

Sales 186
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Enterprise Marketing Strategy: 3 Challenges to Avoid as You Scale

Zoominfo

How do you scale your marketing strategy to enterprise-level and keep leads flowing into your funnel? One thing’s for sure: it’s not always simple. At the enterprise level, with 1000-plus employees and more than $1 billion in annual revenue, massive growth drives the organization. The way you structure your campaigns, segment customers, and build CRM hierarchies becomes critical.

Scale 189
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“I Am Willing to Learn” vs. “I Want to Learn”

Adaptive Business Services

When I was in sales management and I was looking for new salespeople, one of the things that I watched for was people who expressed a desire to learn. There is a huge difference between somebody who is willing to learn and someone who really wants to do so. I need a commitment! This is maybe even more important with experienced sales reps and even more more important with experienced reps from your industry.

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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

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How to Focus on Customer Retention to Acquire New Accounts

Alice Heiman

Attract New Customers. More often than not , sales and marketing efforts are centered around customer acquisition. But by focusing only on getting new customers , businesses may not be optimizing the customer experience for their current ones. It seems crazy but salespeople and leadership are surprised when customers leave either because they aren’t getting what they were promised, or a competitor has been nurt uring the relationship when your team has not. .

Retention 143
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7 ways to develop managers into world class sales coaches

Membrain

Sales performance is at an all-time low. Missed forecasts have been a problem for as long as I’ve been in the sales business, but the pandemic and resulting shifts in buying behavior and customer needs has caused performance to plummet almost across the board.

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ZoomInfo Returns to Office with Hybrid Remote Work Model

Zoominfo

“I still believe wholeheartedly that an in-person work environment allows us to work together to invent, collaborate, and learn most effectively. But I’m also not someone who sticks my head in the sand and doesn’t listen to the change that’s happening around us.” — Henry Schuck, CEO, ZoomInfo. Last week, ZoomInfo employees received the email that all of corporate America has been waiting for: “Return to Office Information.”.

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The Adapter’s Advantage: Colleen Francis Talks Sales Strategy

Allego

Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 23, sales strategist Colleen Francis shares how the pandemic has changed the B2B buyer experience and why teams must adapt and transform their sales strategies to sell more effectively, more profitably, and more productively in all environments. “Salespeople have to be more multidimensional now.

Strategy 139
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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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Podcast 193: Melanie Fellay On Making Funding Decisions And Building A Team

John Barrows

Our guest this week is Melanie Fellay CEO and Co-Founder of Spekit. From the management of finances to where you spend your time, Spekit has successfully navigated the startup waters to become what they are today. And now a new milestone has been reached. Melanie joins John to discuss building a team, designing a go-to-market strategy, funding decisions, and hiring choices.

Hiring 124
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Going Through The Motions Or Doing The Work?

Membrain

Every organization I work with has a “Buyer focused selling process.” Every organization has deal management, pipeline, and account management processes. Every organization has taken their people through the latest greatest sales training, spends thousands per person on tools. Every organization focuses on their ICP. Every manager says they coach their people.

Pipeline 135
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Enterprise Marketing Strategy: 3 Challenges to Avoid as You Scale

Zoominfo

How do you scale your marketing strategy to enterprise-level and keep leads flowing into your funnel? One thing’s for sure: it’s not always simple. At the enterprise level, with 1000-plus employees and more than $1 billion in annual revenue, massive growth drives the organization. The way you structure your campaigns, segment customers, and build CRM hierarchies becomes critical.

Scale 130
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Rethinking The Sales Process

Partners in Excellence

Preface: It’s always dangerous to preface an article with a warning. This is a long article. In some ways, I’m writing it to help clarify my own thinking. We are seeing a profound shift in buying, with customers preferring digital engagement channels to sales engagement. I am beginning to explore what this means for our overall engagement strategies, moving from a sales led, digitally supported to a digitally led, sales supported process.

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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.

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Top 10 Strategies to Automate Your B2B Lead Generation

Predictable Revenue

The best way to save your resources is. Automation! By automating lead generation processes you save both money and time, ensure a permanent source of leads, and get rid of unnecessary work to focus on priority tasks. The post Top 10 Strategies to Automate Your B2B Lead Generation appeared first on Predictable Revenue.

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Your Sales Cycle is (Probably) Too Long. Try This Instead.

Sales Hacker

Two years ago my wife and I were winding through the mountains on a train back from Aguas Calientes, Peru. We had just seen Machu Picchu (a place which lives up to EVERY ounce of the hype. That place is stunning). One of my wife’s work colleagues challenged me to a game of chess. I happened to think I was pretty good, despite not having played in forever.

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What Makes Nimble the Perfect CRM for Law Firms?

Nimble - Sales

In this webinar replay, Nimble CEO Jon Ferrara is joined by Monroe Horn from TransformITy Solutions to discuss why Nimble is the best CRM for legal practitioners. Monroe has over twenty years of experience in legal technology leadership. He’s installed and managed the most popular legal CRM products. As the Principal of TransformITy Solutions, Monroe […].

CRM 136