Sat.Oct 24, 2020 - Fri.Oct 30, 2020

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Developing True Business Integrity Throughout Your Organization

Sell Integrity

Values statements are helpful, but they’re not nearly enough. The “culture champions” — those organizations that make integrity a way of doing business — are the ones that stand apart from the rest. The Value Of Integrity. How important is integrity in business? In its Culture 500 Index , MIT Sloan Management Review/Glassdoor includes integrity as one of the ‘Big 9’ values — those values that are most frequently cited and that “are linked to a variety of desirable outcomes like finan

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How You Can Build the Perfect SMB Sales Strategy

Zoominfo

Winning large business contracts leads to increased revenue — but selling solely to large enterprises isn’t necessarily sustainable for a sales strategy. Though it may not seem like it, selling to SMBs can benefit you in the long run. One of its benefits includes connecting directly to primary decision makers instead of dealing with groups of buyers and chains of execs.

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29 Consultative Questions to Help Increase Your Sales

Anthony Cole Training

What is the best way to stand out in today’s virtual, fast paced world with limitless information at our fingertips, social media and highly informed prospects? Make sure that you are a skilled consultant and are prepared and skillful at asking the right questions at the right time. The best way to cultivate a trusting relationship is to focus on your prospect and be genuinely curious about their business challenges.

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The Correlation Between Milestones, Sales Process and Sales Success

Understanding the Sales Force

The s**t show known as 2020. Many of us have heard that term used to describe this uniquely strange year. Despite everything unusual about 2020, there have been some normalcies too. We celebrated births, birthdays, anniversaries, Mother's and Father's Days, and we will all celebrate the upcoming holidays. The gatherings might be smaller and more localized, but the holiday won't pass by without us.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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How Sales Reps Are Hitting Quotas Without Hitting the Streets

Sales and Marketing Management

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Sales run through the phone, website or customer portal focused on the smallest opportunities and the long tail of lower-value accounts.

Lead Rank 339

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When it Comes To Objections – No One Should Settle

The Pipeline

By Tibor Shanto. Helping people to reconnect with things they have moved on from can be an effective way to start conversations. In all group decisions we do things for the greater whole, but that does not mean we have completely abandoned the idea or desire for it. If you are willing to do the work, and reviewed wins, losses, and draws in greater detail, you could learn to deal with objections differently.

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Who Run The World?: Women in B2B Sales

Zoominfo

When I think of sales floors of the past, I think of Mad Men – esque scenes of phones ringing, men yelling, and glasses of whiskey being passed around every time a deal closes, or doesn’t. Yet modern day sales floors look quite different. Women are changing the demographics of this profession and helping to shape the bright future of B2B sales. .

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Halloween Scares: Top Fears of Salespeople Facing 2021

Sales and Marketing Management

Author: Raul Perdigão Silva The spooky season is upon us, and as salespeople are preparing to look at the past year in review to prepare for 2021, there are common fears that salespeople are expected to grapple with. The unprecedented year of tough business decisions and cutbacks have drastically impacted the sales industry and changed the way that sales representatives work.

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Mark Huson Joins SBI’s Technology Practice as Managing Director

SBI Growth

October 27, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Mark Huson has joined the firm as a Managing Director focused on the Technology sector. Mark has over 20 years of.

Revenue 185
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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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Only You Can Decide and Act

The Pipeline

By Tibor Shanto. Salespeople spend a lot of time looking for people to make decisions. Yet often the biggest decision impacting their success needs to be made by them. But most salespeople and people in general, find it easier to rationalize. Easier to live with the consequences of might-have-beens, than the consequences of their actions. While others may have a hand in deciding the outcome, only you control how it all starts, if it starts.

ACT 235
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Like PB&J: SDR + AE Alignment & Why it Matters

Zoominfo

Peanut butter and jelly. Tacos and Tuesdays. Some things just go together. At ZoomInfo, our Sales Development Representatives (SDRs) and Account Executives (AEs) complement each other across the sales process. First things first, how did we get here? . According to a 2019 study, 67% of salespeople agree or strongly agree that they are close to experiencing burnout.

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Podcast 170: Charlie Locke On Building SDR Nation

John Barrows

On this week’s episode we’re talking with Charlie Locke of SDR Nation. Charlie and John deep dive into what has changed from an SDR perspective in 2020, how the SDR role is viewed, and what it takes to be successful. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. If you prefer to watch than to listen, here’s the full video : That’s a wrap.

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Consumers Have Spent Over $50B in Mobile Apps This Year—How Much Did Your Company Capture?

SBI Growth

Everyone Went Digital During Lockdown – Did Your Mobile Experience Improve? Many people have found themselves spending more time on their smartphones these days. Lockdown orders and social distancing have driven an increased dependence on smartphones across all facets of daily.

Consumer 168
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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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Good to great sales teams

Membrain

Jim Collins’ bestselling book, “ Good to Great ” has been a roadmap followed by many companies striving for greatness. It’s also a nice reminder about not settling for just “good.” I’ve been re-reading it lately, as I sometimes do, and couldn’t help thinking about the many parallels between the book’s central research and a sales organization.

Research 166
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Data Decay & Your B2B Database

Zoominfo

Decay is natural. If you leave anything alone for too long, it will age and, usually, become outdated. When it comes to data, this process is considerably speedier. Data decay happens naturally (and often) due to how regularly people change jobs, titles, companies and beyond. Because of this, many organizations are working with a B2B database that is outdated, invalid, or incomplete.

B2B 242
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Challenging The Status Quo

Partners in Excellence

A sale will never happen until the status quo is challenged in some way. Perhaps, the customer has experienced problems or challenges. Perhaps they are discovering new opportunities they want to pursue. They decide to change, initiating, among other things, a buying journey. Too often, the customer doesn’t recognize the need to change. They are too busy to notice things could be better.

Up-Sell 160
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Top 7 Social Media Analytics Tools in 2020

SocialSellinator

Are you actively promoting your business through social media marketing ? Advertising your company, products, or services on social media platforms like LinkedIn, Instagram, Twitter, and Facebook is an effective way to boost brand awareness and increase your sales. However, you need to manage and monitor your campaign to ensure you are getting your money’s worth.

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Supercharge Your Sales: 5 Steps to Effortless Selling

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.

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New Book! The 60 Second Sales Coach

Keith Rosen

Download Your Free Copy of The 60 Second Sales Coach . Over 600 Coaching Questions and 40 Critical Conversations Managers Must Master to Develop Sales Champions and Coach More Customers to Succeed. No manager can complain that “Coaching takes too long” or, “I don’t know what to ask in this situation,” or “We need our managers to be coaching 50% of their time.” If this is what you and your company think, then you have no idea what coaching is, and you’ve never coached before.

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How & Why ZoomInfo Relaunched Its B2B Buyer Intent Data Product

Zoominfo

As ZoomInfo announced its acquisition of Clickagy earlier today, I couldn’t help but think back to famous baseball statistician and political author, Nate Silver, and the point made in his bestselling book, The Signal and the Noise : “… a practical statistician must have a firm understanding of how uncertain processes work, what measures are reliable and which not,,” and “… what scales of aggregation are useful, and then to utilize the statistical tool kit as well as possible.”.

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Why technology-enabled services is the new frontier for sales

Membrain

Not too long ago, I was chatting with the founder of a private equity firm in the US, who reaches out periodically to share what’s going on in his world and to hear about mine. He told me about one of the key trends he’s seen in the past few years in many industries: Technology-enabled services.

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What’s Driving Your Customer’s Need To Buy?

Partners in Excellence

Understanding what’s driving our customers to change, to address a new opportunity, to solve a problem is critical to our success as sales people. We need to understand what’s driving their need to buy. However, too often, when I ask sales people about the need to buy, they describe it in terms of their products or solution category: “They need to buy HR Software” “They need to buy servers” “They need to buy IT Development services” “They nee

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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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Permission-Based Selling: What It Is & Why It's Valuable

Hubspot Sales

Receiving permission makes literally anything less intrusive — no matter the context. Think about it. If someone enters your home with permission, they're a guest. If someone enters your home without your permission, they're breaking and entering. That principle — the value of receiving permission — is the underlying premise of a brand of sales known as permission-based selling.

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Crisis Drives Innovation: Businesses Release More Products than Last Year

Zoominfo

Slack creates branded sneakers with footwear company Cole Haan. Pet insurance provider Petplan partners with The Dodo, a media brand that focuses on animals, to offer coverage via a new app. The Westin Hotel in Boston houses students from Northeastern University as part of COVID-19 precautions. In 2020, businesses have broadened partnership ideas and grabbed onto sparks of innovation that may not have been needed before the pandemic.

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The 5 Cases Salespeople Must Make to Drive Change and Win Sales

RAIN Group

At their core, top-performing salespeople are change agents. They recommend, advise, and assist buyers (what is typically known as consultative selling ), and they aren't afraid to push when it's in the best interest of their buyers. Indeed, top sellers are Insight Sellers. These people make five cases to ensure the value proposition for each buyer is as strong as it can be.

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Is Your Business Client-Repelling? | Sales Strategies

Engage Selling

I recently referred a friend to my insurance provider. Disappointingly, when she called the insurance provider, the receptionist provided wrong information and told my friend that no agents were available to further assist her because everyone was working from home.

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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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What Type of Salesperson Are You? [Quiz]

Hubspot Sales

While there's no definitive standard for segmenting salespeople, there are some archetypes that sales professionals tend to fall into — categories that can help reps better understand how they sell and what they should work on. Those categories are known as selling styles, and there are four that can capture the nature of almost every salesperson's professional qualities and personal inclinations.

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A Next Gen Sales Methodology

Partners in Excellence

Recently, I wrote Which Sales Methodology , suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not sure I’ll present a methodology for the future, but I will suggest design principles for a Next Gen Sales Methodology. The next gen methodology should be focus on helping the customer navigate their buying process more effectively.

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Mediafly Acquires Presentify to Transform Marketing and Sales Content

SBI

Mediafly Acquires Presentify to Transform Marketing and Sales Content. CHICAGO – October 28, 2020 : Mediafly , a provider of sales enablement technology, content management and advisory services that create interactive, value-based selling experiences, announced today it has acquired Presentify, a global visual communication solution based in the UK.

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