Sat.Apr 24, 2021 - Fri.Apr 30, 2021

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4 Keys to Unlocking B2B Sales Growth in Uncertain Times

Sales and Marketing Management

Gartner identifies four areas where the traditional approach to selling is impeding sales growth. The post 4 Keys to Unlocking B2B Sales Growth in Uncertain Times appeared first on Sales & Marketing Management.

B2B 331
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Crappy Salespeople and Lack of Urgency Alignment  - The Bob Chronicles Part 4

Understanding the Sales Force

We shouldn't really discuss that time you were in a meeting when, without warning, you had about 10 seconds to get yourself to the nearest restroom or you would need to drive home for a wardrobe change. Fortunately, you were able to gracefully excuse yourself and run down the hall as fast as you possibly could. THAT is urgency! This is the fourth installment in the Bob Chronicles.

Data 191
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Sales Training That Sticks: Five Key Success Factors

Sales Readiness Group

Sales organizations continue to invest in sales training but are often challenged when it comes to demonstrating that the training had a lasting impact on how their sales team sells. According to ATD Research ( pre-COVID ), sales organizations invested an average of $2,326 per salesperson annually on sales training. Interestingly, a survey by TrainingIndustry.com found that 43.5% of participants felt that sales skills training “needed improvement.”.

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Dear Vice President of Prospecting

The Pipeline

By Tibor Shanto. There is always a lot of talk about Sales and Marketing , alignment, misalignment an more. What is missing is the bit is what or who can align the two. Given that one attracts, and the other converts opportunities to sales, who is responsible for converting leads to opportunities. It’s gotta be the Vice President of Prospecting.

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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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How to Keep Closing B2B Deals Amidst the Pandemic

Sales and Marketing Management

Until the pandemic is over (and maybe beyond that) businesses must adopt new strategies to close sales deals. The post How to Keep Closing B2B Deals Amidst the Pandemic appeared first on Sales & Marketing Management.

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How the loss of trade shows changed the customer acquisition funnel

Zoominfo

“In March 2020, live events were canceled overnight. Like everyone else, we had to pivot, and fast.” — Danny Daly, manager, marketing events at ZoomInfo. Since the start of Covid-19, in-person events, conferences, and tradeshows have come to a halt. One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers.

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Master the Fundamentals to Succeed

Mr. Inside Sales

I was training a group of new reps last week, listening to one of their calls, and we found that the rep was ad-libbing right from the beginning of the call. The best practice script, which we had provided him, was far, far away…. This ad-libbing approach led to all the common problems we’ve chronicled before: He didn’t qualify the prospect for timeline, budget, decision making steps or even buying motives.

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3 Ways to Unite Sales and Product Teams to Drive Revenue Growth

SBI Growth

Sales and Product are in constant tension with each other. Ideally, this friction is a catalyst for the two groups to rally together and drive top-line growth. However, this pressure can also lead to disengaged employee groups that resent each.

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Allego is Changing The Sales Enablement World

Sales and Marketing Management

During this interview with Tim Kasida Strategic Partnership Executive at Allego, we discussed trends in the marketplace due to the covid crisis and how video based collaboration and coaching is dramatically helping sales and service teams. The post Allego is Changing The Sales Enablement World appeared first on Sales & Marketing Management.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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How Telling Stories will Help Increase Sales

Anthony Cole Training

Storytelling is a powerful tool in sales. It can take prospects on a journey, assist in developing deeper relationships, and helps them connect to you as a sales professional.

Tools 182
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Podcast 195: The JB Sales Team On Email Effectiveness

John Barrows

On this week’s episode, John sits down with some of the JB Sales team for a very honest conversation on email effectiveness. There are a lot of salespeople who are wildly successful with email because of the way they’re using it to deliver their message. There’s also a lot of people who have become numb to emails. The team discusses their thoughts on email, how they’re using it to be successful, and offer some tips that will hopefully help you!

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What Every CEO Should Know About Their Data and Why They Should Care

SBI Growth

CEOs often get lost in data while trying to decide what’s working, if there is too much, or if it’s even correct. But even great data is futile if not activated properly across commercial functions. On today’s show, Mike Dickerson, CEO.

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Turbocharge Sales for the Rest of 2021

Sales and Marketing Management

2020 was spent maneuvering around the unexpected. Here's how to reset your team and turbocharge 2021 sales. The post Turbocharge Sales for the Rest of 2021 appeared first on Sales & Marketing Management.

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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 the loss of trade shows changed the customer acquisition funnel

Zoominfo

“In March 2020, live events were canceled overnight. Like everyone else, we had to pivot, and fast.” — Danny Daly, manager, marketing events at ZoomInfo Since the start of Covid-19, in-person events, conferences, and tradeshows have come to a halt. One year later, we’re virtually in the same boat, with most organizations shifting to conducting online shows to generate leads and reach prospective buyers.

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Is your sales process a help or a hindrance?

Membrain

Far too frequently, competent salespeople are expected to channel their own activities into the areas that will produce the quickest wins. Unfortunately, left to their own devices, they don’t develop and pursue a formal strategy for moving a sale tangibly forward during each prospect interaction, neither do they have a clearly defined set of goals against which to measure the progress they are making.

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26 Top Sales Software to Fuel Growth in 2021

SBI

26 Top Sales Software to Drive Growth in 2021. By Nancy Nardin, Smart Selling Tools. The pace of innovation in the Sales Software market is accelerating. It can be hard to know which technologies to consider for your organization with so many options to chose from. Top Sales Software. That’s why I’m excited to announce our annual Top Sales Tools awards.

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Will Digital Transformation and Automation Take Over the Sales Roles?

Sales and Marketing Management

Digital transformation, artificial intelligence and automation are real. Does it mean the roles of sales reps and sales managers will eventually be automated? The post Will Digital Transformation and Automation Take Over the Sales Roles? appeared first on Sales & Marketing Management.

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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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How Do You Build A Sales Scorecard?

Zoominfo

You might think a leaderboard that trumpets which account executives (AEs) sell the most each month is a sufficient way to track performance. But a more detailed set of sales scorecards can complement a leaderboard and provide AEs with a better view of achievements, said Dylan Conant, former associate chief of staff to the chief revenue officer at ZoomInfo.

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How to build account plans in Salesforce - the easy way

Membrain

Proactive and strategic account planning in Salesforce isn’t easy - or even possible, depending on which plugins and customizations you’ve invested in. Account planning often takes place outside of traditional CRM systems, and rarely makes its way back into the tools your sales team uses every day.

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Josh Bersin on Adding Value to Workplace Learning

Allego

Josh Bersin , an industry analyst and pioneer in HR technology and leadership, exemplifies the cross-section of two unique sectors—analysis and training. Bersin takes a data-driven approach to the very human-oriented industry of workplace learning and development. “One of the things I always appreciated was that it doesn’t matter how good your product or your service is,” Bersin explained.

Churn 134
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Creating an Online Course – No Skills Required

Adaptive Business Services

At least that is what I had hoped since … I have none. I’m about to bare my soul. Approximately ten months ago, I decided to set about creating an online course. I have since worked on this 7 days a week every week. Now, I’m about as dumb as a box of rocks in this particular endeavor. I still am. I had literally no idea as to …. How to create a course from scratch.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Retention Red Flags: How To Tell A Customer Won’t Renew

Zoominfo

While customer acquisition is often a sprint, customer retention is a marathon with no clear finish line. If you’re lucky, it’s a long and satisfying journey. But customers can churn seemingly out of nowhere and for no good reason. Sure, people are unpredictable. But your renewal rate doesn’t have to be. Read on to learn about some glaring warning signs that your customer relationship is in jeopardy. 4 Signs Your Renewal Is In Trouble.

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The Future Of Selling Driven By The Future Of Work!

Partners in Excellence

I was involved in a fascinating Clubhouse discussion on the future of selling. There were all sorts of interesting insights with some drill downs into the implications of those. We all know virtual will play an increased role in how sellers engage customers, but the more interesting perspective is how customers want to engage sellers and each other.

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Lessons from the Frontlines: How to Sell When No-One’s Buying

Predictable Revenue

Speaking your customer’s language has always been an essential to successful sales. We conducted research with hundreds of B2B sales leaders to figure out what it’s going to take to speak your customer’s language in the new age of sales. It’s time to learn a new language! The post Lessons from the Frontlines: How to Sell When No-One’s Buying appeared first on Predictable Revenue.

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If You're Not Looking at These 3 Things, You're Not Optimizing Sales

Sales Pro Central Submitted Articles

Sales 246
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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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Accelerate Your Lead Response Time And Turn Inbound Leads into Opportunities

Zoominfo

Lead response time can make or break your sale. Need proof? Consider the data: According to HBR , if you don’t respond in 5 mins, the probability of establishing contact decreases by a whopping 400%. InsideSales says that you’re 100x more likely to actually speak with them if you engage within 5 minutes of them indicating interest. On average, an SDR takes about 42 hours to get in touch with their prospect — but that doesn’t have to be you.

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Helping Your Customer Navigate Their Own Organization

Partners in Excellence

We tend to take for granted that our customers know how to buy. We think they know who should be involved and why. We assume they know how to get approval, how to contract, how to issue an order. The reality, unless they are in a role where they are buying frequently, they don’t know these things–yet we assume they do. Too often, our customers get derailed in their buying journey, they want to buy, they need to buy, but they don’t know how to navigate the process and the hurdle

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Weekly Roundup: Hybrid Work Now & Next, Signs Your Pipeline Reviews Are Failing + More

The Center for Sales Strategy

- MOTIVATION -. "If people believe in themselves, it's amazing what they can accomplish.”. -Sam Walton. - AROUND THE WEB -. > Hybrid Work Now & Next: 5 Point Roadmap For Moving From Scrappy To Sustainable – Growth Institute. According to a recent UpWork survey (2021) 1 in 4 Americans will be working entirely remotely in 2021 and by 2025, 36.2 million Americans will be working remotely - an 87% increase from pre-pandemic levels, the study revealed.

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