Sat.Jun 27, 2020 - Fri.Jul 03, 2020

Why Your B2B Company Needs A Revenue Operations Strategy

Hubspot Sales

Sales-marketing alignment is a hot topic for most sales and marketing organizations and has been since the beginning of business. Here on the HubSpot blog, we’ve published several posts outlining ways sales and marketing organizations can work better together.

How To Be More Collaborative With Your Data

Zoominfo

Trying to communicate with someone who speaks a different language can be difficult. When we find ourselves in these kinds of situations, we often rely on commonalities — things that are fundamentally true across cultures.

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Technology the Sales Enabler

Pipeliner

In my last article, we talked about the fact that technology, practically since the beginning of time, has been replacing repetitive tasks. While everyone wants some repetitive activity replaced in their lives—actually as much as possible—we’ll stick to our subject of sales and CRM.

6 Tips to Source and Recruit Highly Qualified Candidates for Any Role

LeadFuze

For instance, if you’re looking to hire people for your sales team , you know you want sales-savvy, qualified candidates from the get-go, people who’ll help your company grow with excellent sales a nd conversion skills. Sourcing and recruiting top talent can be an ongoing challenge, however.

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

Do You Have a Great Sales Culture? | Funnel Clarity

Funnel Clarity

What is sales culture? Sales culture is the attitude, behaviors and habits your sales team exemplifies at a particular time and place. An organization’s sales culture is important when sales and appointments are up, and when they’re down.

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Stillness is Key

Selling Energy

In our culture, action seems to be the answer to everything. Why has it become taboo to put aside some time to be quiet and still? Cultural habits aside, this all too often overlooked practice can be an asset to your health and success.

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5 Ways to Uncover Hidden Revenue in Strategic Accounts

Smart Selling Tools

5 Ways to Uncover Strategic Account Revenue. Revenue growth in B2B enterprise accounts has always been challenging.

How to Get to the Decision Maker

Selling Energy

One of the questions that you probably ask yourself when you're trying to understand what it will take to get an organization to say "YES" is, “How do I know I’m talking to the real decision-maker?” There are lots of ways to ask that question; however, I think many of them are fraught with peril.

How a Digital Sales Culture Drives Revenue in Key Accounts

Sales Benchmark Index

There has been exponential growth in the amount of data generated since the start of the digital age. This has enabled almost every industry and business to become more productive, but a function like sales that is largely relationship-based (especially.

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!

A Reminder to Isolate the Objection

Mr. Inside Sales

Want to make dealing with objections easier? Then remember to always use the powerful technique of isolating the objection instead of answering it….

A Guide to Marketing Automation

Zoominfo

While marketing professionals understand marketing automation can streamline essential processes, many do not leverage these systems to their full advantage. Oftentimes, this is due to a lack of strategy.

Do I Want To Be Seen Or Heard?

The Pipeline

By Tibor Shanto. Being approachable and easy to deal with is key to helping prospects open up and share their real objective. We are social creatures, so video seems like a natural. But it may not be when it comes to prospecting.

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Survey Results: How Market Leading Companies Plan to Make the 2020 Number

Sales Benchmark Index

We recently wrote about the emergence of the Chief Customer Officer and took that opportunity to survey CCO’s about how they will make their 2020 number. We found that companies had initially been planning on nearly 31% of their 2020.

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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.

Group travel is down, but not out

Sales and Marketing Management

Author: Paul Nolan According to an April survey by the Incentive Research Foundation, the top concern about participating in work or reward-related travel was the threat of an epidemic/pandemic at 33%, followed closely by severe weather at 29%.

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The Difference Between Firmographic and Technographic Data

Zoominfo

We have a lot of options. When we are considering buying something, we can consult different websites, brands, storesin order to find the perfect match. Think about it — have you ever made a major purchase without doing some research first?

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A Barrier To Trust

The Pipeline

By Tibor Shanto. We have seen the predictable deluge of newly minted experts pontificating on virtual learning. But once you are tired of the hype, you can consider some fact and science-based findings of working and selling remotely.

The Makings of a World-Class Customer Experience Program

Sales Benchmark Index

Customer Experience is no longer just a buzz word that companies can throw around. It has become a megatrend that demands a complete mindset shift in not only executive teams, but it also requires buy-in from the board in order.

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 COVID-19 could reshape sales

Sales and Marketing Management

Author: LIZ PULICE The COVID-19 pandemic has caused sales organizations to adapt overnight to a new world of social distancing and digital-only collaboration. The comfortable confines of the corporate office are off limits; customer calls are virtual-only; and plans for sales kickoffs, trade shows and other in-person events have shifted to a virtual model (or been cancelled altogether). And yet, as is so often the case, with disruption comes opportunity.

Podcast 154: Darryl Praill On Becoming A Master Of Follow-Up

John Barrows

What does great follow-up look like? Darryl Praill , CMO of VanillaSoft joins us on the podcast this week to talk about how his team follows up on marketing leads, where he sees common mistakes still happening in prospecting and how to fix them.

Sales Scrum Podcast Episode #14 – Guest Andrew Steane

The Pipeline

Sales Scrum Podcast Episode #14 – Guest Andrew Steane. Want to know who to hire the best candidates? You need to learn about Andrew Steane’s Give A Damn Metre. Andrew Steane is a Senior Director of North American Sales Channels for business software leader, SAP.

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How To Lose A Year’s Worth Of Business (And Why You Should Try It)

Shari Levitin

Just as many around the world were feeling the impacts of impending shutdowns, my business was rocked with a major shift. Within the first weeks of the pandemic, a year’s worth of live keynote speeches and seminars were suddenly canceled.

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.

The right kind of help is not what you think

Sales and Marketing Management

Author: MARIA BOULDEN, EXECUTIVE PARTNER IN GARTNER’S SALES PRACTICE After a series of delays to critical upgrades, the world has blue-screened and is now in the process of painfully rebooting. We don’t know how long the process will take, nor which point we are at within it.

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Some customers are more important than others.

Membrain

In sales and marketing, we often talk about customer segmentation in the context of prospecting. The practice often starts with dividing potential customers into groups according to firmographic criteria such as geography, size, and industry. Account Growth Planning & Execution

Supporting Remote Teams: 5 Steps to Keep Your Team Thriving

Sales Hacker

As companies continue to return to the office , the demand for remote work is unlikely to disappear. Even before COVID-19, remote work was gradually gaining popularity. In 2019, 3.9 million workers in the US were operating remotely. In 2020, that number increased to 4.7 million employees.

SalesTech Video Review: Sharetivity

Smart Selling Tools

SalesTech Video Review: Sharetivity. Sharetivity is an intelligent prospecting solution that lets you personalize your outreach at scale.

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[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.

How to sell to leads during and after COVID-19

Sales and Marketing Management

Author: RYAN SHAPIRO Let’s face it: The novel coronavirus upended life in a lot of different ways. Economies nosedived, entire cities shut down overnight and most employees have been forced to work remotely until further notice. But humans adapt quickly.

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Anticipate the Unexpected: It’s Your Job!

Engage Selling

“We didn’t see it coming.” That’s what an exasperated client of mine said to me recently when they lost not one, but two big accounts due to unforeseen internal changes within each customer’s organization.

Conquer Cross-Departmental Deals With These 6 Key Questions

Sales Hacker

Sellers are having to work harder, get more “yeses,” and get more company stakeholders on the same page about ” why you?” and ” why now ?” than ever before. And that last part is the hardest aspect of just about any sale. In B2B sales, getting multiple decision makers on board is a dream.