Sat.Dec 26, 2020 - Fri.Jan 01, 2021

Why Are You Neglecting Your Customer Relationships?

No More Cold Calling

Your referral network is your net worth in sales. “How do I ask for a referral from customers I haven’t spoken with in two years?” ” That’s what a client recently asked me, and I was baffled by his revelation.

How to Recognize and Respond to Buying Signals (and Close More Deals!)

Zoominfo

You’re about to get that hot lead on the phone. You’re armed with your prospect’s buying signals, right? What are customer buying signals? By definition, buying signals are the actions potential customers take that indicate they’re close to making a purchase.

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15 Sales Statistics That Will Change How You Think About Revenue In 2021

Sales Hacker

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. While most of us have settled into the new normal and the challenges that come with it, sales leaders are looking ahead with uncertainty.

How CEOs of Tech-Enabled Services Accelerate in a Downturn

Sales Benchmark Index

It may be easy to assume that tech-enabled services became an overnight success in the wake of the work-from-home and digital phenomena. However, many companies will not only miss their number but have also experienced an 8% year over year decrease.

75% of World Trade Flows Through Indirect Channels - Are You Enabling the Right People?

Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems

We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years – and ecosystems are the main reason why. With the vast majority of business conducted through indirect channels around the world and given structural changes in our economy (before and after COVID-19), new buying journeys, subscription/consumption models, marketplace growth, and emerging technologies, most firms are now considering partner enablement as the key ingredient to survival (and success). The future of partnership ecosystems will be focused on driving intra-firm value creation, network effects, and partner co-innovation – a huge opportunity for firms to grow the right partners and enable them effectively.

Increasing Sales: The G2 Formula

Anthony Cole Training

Lots of people talk about goals and having a plan to achieve said goals. And there is lots of information out there about how important it is to have an tracking system in place to make sure you execute your plan effectively. But what about the GRIND required to increase sales and achieve success?

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More Trending

7 Steps and 3 Tools for a Complete SEO Analysis

Sales and Marketing Management

Author: Staff One of the surest ways to advertise your business online is through search engine optimization (SEO).

Top Priorities for CEOs in 2021

Sales Benchmark Index

A new year is on the horizon, and market-leading CEOs are forward-thinking, regardless of the circumstances in 2020. The top challenges in 2020 for CEOs included collecting and actioning the right data, managing Board and stakeholder expectations, and the rapid.

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We Are Go For Launch In 2021

Grant Cardone

Happy New Year! That’s not just a wish. It’s a prediction! Why am I so confident that 2021 can be your best year ever? Because I’m going to make it happen with my LAUNCH 2021: A 10X Coaching Program. . When I say we are go for launch in 2021 I mean it literally so strap yourselves in. .

How to Inspire your Employees and Increase Productivity

The Center for Sales Strategy

You want to get the most out of your people… so how do you really inspire them? Most of the managers immediately respond, “Pay them more!” Believe it or not, that’s not going to cut it. Most employees are not coin-operated, and more money does not lead to more engagement.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

5 Ways to Work with Pre Qualified Leads

Hubspot Sales

Customers are the lifeblood of any business. Without a healthy book of existing customers and a steady stream of new customers, a business can’t grow. This is why most businesses have a sales funnel — a way of bringing in potential customers and working with them until they become buyers.

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TechTarget Announces Closing of BrightTALK Acquisition

Smart Selling Tools

TechTarget Completes its Acquisition of BrightTalk, a Leading Virtual Events Platform. NEWTON, MA – DECEMBER 23, 2020. TechTarget, Inc.

Here's why I’m excited to greet the New Year

Membrain

There’s no question 2020 has been a year for the history books, and not necessarily in a good way. The impact of the pandemic + political uncertainty and upheaval has taken its toll. Sales Management

Prospect Says, “I’ll get back to you.” And You Say…

Marc Wayshak

When a prospect hits you with the dreaded objection , “I’ll get back to you…” what do you do next? What exactly do you say to get around this common pushback ? How do you keep the conversation moving forward ?

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

In Sales, Tonality Matters More Than You Think. Here's Why

Hubspot Sales

If you’ve ever been in an argument with your significant other, you’ve probably figured out that the way you say something is often more important than what you say. Did you ever consider that the same principle applies to sales?

Crafting the Perfect Follow Up: The Secret to Cold Email Success

Sales Hacker

Many people falsely believe that the secret to success with cold email is to nail the initial email. They believe they just need to write a message that’s so interesting and so compelling that recipients have no choice but to click through or respond.

11 Negotiation Techniques And Must-Learn Skills For Sales Pros

Gong.io

If you are in sales, you know what the word negotiation means. . Heck, it’s always been — and still is — the #1 skill in sales. The best-of-the-best salespeople are often the best-of-the-best negotiators. They know the negotiation techniques to win deals. They understand the art of making a deal.

10 questions that build trust and make people coachable, accountable, and engaged

Membrain

Ever wonder why people are resistant to coaching? Do you feel like people are telling you what they think you want to hear? The fact is, your people are scared of you; and coaching.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

How to Navigate Sales Territory Mapping in 2021

Hubspot Sales

Sales is changing. New technologies come out every day that make our jobs more straightforward -- and more complex. But all this new technology doesn’t help us if we don’t have a plan to use it.

2020 Round Up and FREE Resources for 2021

Shari Levitin

This has been a tumultuous 12 months – a harrowing ride through reinventing ourselves, re-evaluating what’s important, and learning to create connection across the digital divide.

Here are the 7 BEST data-backed sales tips of 2020

Gong.io

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. Be gone. Farewell. We will NOT miss you, 2020.

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The Four Forever Changes Transforming B2B Sales Enablement

Corporate Visions

You can choose to jump on these changes and charge toward the new reality of selling. Or, you can hold back and be told to address these issues to catch up with your competition. Whatever choice you make, this article presents a glimpse into your future.

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7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results. Specifically, you’ll learn how to: • Engage prospects with authority • Keep your prospects’ attention • Achieve buy-in during sales conversations • Get prospects talking about their key challenges, • Gain a strong commitment before presenting your offer. In short, you’ll discover how to implement a process that helps you close more deals than ever before.

Everything You Need to Know About Sales Mirroring

Hubspot Sales

Consumers prefer to buy things from people they like. It’s a common-sense concept: If a pushy door-to-door salesman comes calling and attempts to barge his way into the house with a product you don’t want, chances are you aren’t spending any money.

What a year it has been: 2020 in review

Troops

To say “what a year” is an understatement, but here a few things we accomplished in 2020. Troops Slack Growth New Features Remote Work Salesforce Customer Success 2020 in review

11 Negotiation Techniques And Must-Learn Skills For Sales Pros

Gong.io

If you are in sales, you know what the word negotiation means. . Heck, it’s always been — and still is — the #1 skill in sales. The best-of-the-best salespeople are often the best-of-the-best negotiators. They know the negotiation techniques to win deals. They understand the art of making a deal.

How to Improve HubSpot Sales Forecasting…Quickly

InsightSquared

Ready to improve your HubSpot Forecast accuracy? . Do you have confidence in your sales forecast? Are you prepared to make critical business decisions such as new headcount, market expansion or product development? .

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

The Sales Manager's Guide to Strategic Planning

Hubspot Sales

Have you ever felt like your sales team is doing an okay job, but you know they could be doing better? Or, alternatively, perhaps you're second-guessing some of your hiring decisions — could you have found a rep who would've sold more?

Best of 2020: Our Top 10 Virtual Selling Resources

RAIN Group

2020 has been marked by a lot of changes, distractions, and new challenges. If it were up to us, we’d title it, “The Year Sellers Plugged In.”

Here is it. Your 7-Step Sales Strategy Framework For 2021.

Gong.io

All sales organizations are masters of sales tactics. . We know what opening lines to use on a cold call. . We know what questions to use in a discovery call. . We know how to lock down next steps or overcome the next objection.