No More Cold Calling

DECEMBER 29, 2020

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 can smart, experienced sales reps let their customer relationships wither? I have plenty of advice about asking for referrals , but most of it assumes that salespeople nurture their client relationships.

Referrals 432

Referrals Customer Social Media Revelation 432

Zoominfo

DECEMBER 28, 2020

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. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect.

Lead Rank 309

Lead Rank Intent Data Closing Buyer Intent 309

Sales Hacker

DECEMBER 30, 2020

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. There’s no telling how the sales landscape will continue to evolve, and sales representatives will need to stay agile if they want to hit their goals in an increasingly competitive market.

Revenue 125

Revenue Lead Rank Hiring Account Based Marketing 125

SBI Growth

DECEMBER 26, 2020

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.

Company 348

Company Ideal Customer Profile Analysis Retention 348

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.

Sales Cycle

The Pipeline

DECEMBER 29, 2020

By Tibor Shanto. Well, here we are, the end of 2020, some way to kick-off My Decade Of Decluttering. While COVID changed everything, it also brought focus. And focus is crucial for decluttering and getting things done. So, today I share three simple exercises you can do, tech-free, to help you create focus and results. leverage these 3 ways to get ahead of your 2021 quota.

Quota 228

Quota Exercises Video Tools 228

Anthony Cole Training

DECEMBER 30, 2020

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?

System 182

System Sales Sales Goal Prospecting 182

SBI Growth

DECEMBER 29, 2020

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.

Data 342

Data Marketing Leads Marketing Qualified Lead 342

Hubspot Sales

DECEMBER 28, 2020

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? It’s true; the tone of your voice might actually be jeopardizing your sales success. You may have put hundreds of hours into researching your market, learning your product, and crafting your pitch, but if you aren’t aware of what your voice conveys to your potential cus

Influencer 139

Influencer Up-Sell Conversion Sales 139

Allego

DECEMBER 29, 2020

This post appeared originally on the Seismic blog. When the business world shifted from in-person to virtual this year, B2B sales changed too. Sellers went from being road warriors to working from home offices, using video-conference calls to engage prospects and close deals. Yet while our work settings changed, the focus on understanding customers’ businesses and helping them meet their needs remained the highest priority.

Marketing 129

Marketing Account Based Marketing Maximizer Conference 129

Advertisement

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.

Sales

SBI

DECEMBER 28, 2020

TechTarget Completes its Acquisition of BrightTalk, a Leading Virtual Events Platform. NEWTON, MA – DECEMBER 23, 2020. TechTarget, Inc. (Nasdaq: TTGT), the global leader in B2B technology purchase intent data today announced the closing of the previously announced acquisition of BrightTALK Limited, a private company incorporated in England. As a leading marketing platform for webinars and virtual events in the enterprise IT market, the BrightTALK acquisition will enable TechTarget to significan

Closing 126

Closing Intent Data Intent Face-to-face 126

Grant Cardone

DECEMBER 31, 2020

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. . Although this year has given me massive amounts of success, I know that too many people out there have not been as fortunate…so I’m going to do something about it by paying forward.

Face-to-face 126

Face-to-face Coaching Influencer Course 126

Hubspot Sales

JANUARY 1, 2021

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. On the other hand, if you’re on the hunt for a new car and the salesperson is knowledgeable, kind, and considerate there’s a much better chance that you’ll give her your business.

Sports 136

Sports Social Media Consumer Loyalty 136

Partners in Excellence

DECEMBER 30, 2020

As we come to the end of 2020, I want to reflect a moment. Yes, I know we are all supposed to write about New Year’s Resolutions—99% of which will be abandoned before the end of January. But given this year, I want to focus on something else. When I started this blog, about 13 years ago, I chose to call it “Making A Difference.” My hope has been to make a difference in the lives of people reading these posts.

Face-to-face 122

Face-to-face ACT Small Business Small Business 122

Advertisement

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

Data

Salesmate

JANUARY 1, 2021

“Email has an ability many channels don’t: creating valuable, personal touches – at scale.” – David Newman. Well, isn’t that the truth! We firmly believe that email, as a communication channel, can turn out highly beneficial if approached in the right way. If you’re tired of constantly putting effort into prospecting without getting any desired results, you might want to stick around till the end of this blog for helpful sales email tips and tricks.

Prospecting 126

Prospecting Proposal Face-to-face Scale 126

The Center for Sales Strategy

DECEMBER 31, 2020

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. Wonderfully stated in a Harvard Business Review article, authors Eric Garton and Michael C.

How To 120

How To Relationals Research Leads 120

Hubspot Sales

DECEMBER 31, 2020

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. This is where your marketing team and your sales team work together to create success for the company.

Sales Qualified Lead 136

Sales Qualified Lead Marketing Qualified Lead Lead Rank Top of Funnel 136

Zoominfo

DECEMBER 28, 2020

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. They’re customers’ verbal buying signals—the cues your sales agent homes in on when talking to a prospect.

Lead Rank 100

Lead Rank Intent Data Closing Marketing Qualified Lead 100

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.

Retail

Gong.io

JANUARY 1, 2021

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. And while tactics are important, a sound sales strategy is critical to improving your closed/won ratio. Here is the 7-step framework for crafting a bullet-proof sales strategy in 2021.

Buyer Persona 118

Buyer Persona Strategy Ideal Customer Profile Hiring 118

Shari Levitin

DECEMBER 30, 2020

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. Through it all, in your comments, you’ve shared your fears, frustrations, and anger, but also hope, humor, and much wisdom. In the process, you helped document this extraordinary year.

Resources 118

Resources Hiring Cancellation Sales Leadership 118

Hubspot Sales

DECEMBER 29, 2020

Sales is a critical function – without it, your company wouldn’t bring in revenue. While every member of your staff carries out an essential function, none of them would have jobs if your sales team isn’t closing deals. Knowing how important your salespeople are, you’ve put a great deal of effort, time, and money into hiring the best and training them.

How To 133

How To Top of Funnel Hiring Proposal 133

Membrain

DECEMBER 30, 2020

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 117

Sales Management Sales 117

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.

Cold Calling

Marc Wayshak

DECEMBER 30, 2020

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 ? Let’s face it—it’s never a good feeling when a prospect says, “ I’ll get back to you. ” But that doesn’t mean it has to be the end of the sale.

Prospecting 115

Prospecting Call-back Objections Exact 115

Nutshell

DECEMBER 28, 2020

Research shows that for every $1 you spend on email marketing, you get back $4 , with drip email campaigns playing a huge role. But to get such mouthwatering ROIs, you must understand the types of email campaigns that help move your marketing needle up. One such campaign is called a drip email campaign. What is a drip email campaign? At its simplest, a drip email campaign is an automated email marketing strategy designed to send out several emails to a subscriber over a specific period.

Campaigns 115

Campaigns Top of Funnel Email Marketing Lead Nurturing 115

Hubspot Sales

DECEMBER 28, 2020

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. A study by Gartner's uncovered that enterprises lose out on up to 10% of their annual sales due to poor planning. Moving into 2021, sales territory mapping software is here to help clear up the ambiguity, help you plan for the future, and get your team on the right track.

Territories 131

Territories How To Demographics Software 131

Corporate Visions

DECEMBER 29, 2020

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. The post The Four Forever Changes Transforming B2B Sales Enablement appeared first on Corporate Visions.

Sales Enablement 111

Sales Enablement B2B Competition Up-Sell 111

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?

Marketing

Sales Hacker

DECEMBER 28, 2020

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. And yes, if you nail your initial email, that’s great, but this is leaving you with a very small margin for error.

Follow-up 110

Follow-up Campaigns Segment Analysis 110

Membrain

DECEMBER 27, 2020

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. If you want a team of coachable sales champions, here are ten critical questions every manager needs to ask to ensure people understand your positive intentions and the benefits of coaching, or run the risk of having your people hide from you.

Account 101

Account Intent Coaching Benefit 101

Hubspot Sales

DECEMBER 31, 2020

Great sales teams are always striving to grow. They're agile, informed, and perpetually going above and beyond to figure out key areas they can improve. But with ever-expanding goals comes a greater need to refine the processes that make your team tick. In this post blog, we'll help you understand how to optimize your sales territory strategy to achieve bigger and better things this year.

Territories 130

Territories Hoovers Decision Maker Ideal Customer Profile 130