Sat.Jul 25, 2020 - Fri.Jul 31, 2020

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How to Write Sales Cold Calling Scripts Using Data

Zoominfo

Sales professionals are always on the lookout for ways to step up their game. It’s all about closing more deals — but that can’t happen without boosting lead conversion rates. One of the best ways to improve sales numbers involves something everyone dreads — cold calling. Out of all the daily tasks a salesperson goes, it’s definitely the most uncomfortable.

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Disrupted, Not Derailed–Your Pipeline in the Time of Covid

Sales 2.0

This is a guest post by my friend David Krieger. David Kreiger is the President and Founder of SalesRoads. SalesRoads is a leading B2B Appointment Setting and SDR Outsourcing firm. [FYI from Nigel: you should contact them if you need this kind of help. They are the “real deal”!]. This year’s coronavirus pandemic and the resulting shutdown of much of the US economy has had an impact on just about everything: how we live, how we work, and even how we sell.

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The Greatest Opportunity in 70 Years to Hire High-Performance Salespeople

Sales and Marketing Management

Author: Christopher Croner The current global health crisis and lockdowns are putting most companies under extraordinary stress. Many companies have frozen hiring until they can determine the effects of the lockdown and when the economy will bounce back. And yet, some of the greatest fortunes in history have been made in times of crisis, and a window of opportunity has indeed opened up.

Hiring 177
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Is Lead Generation a Top Business Objective? Here’s Why We Think It Should Be.

The Center for Sales Strategy

Whether you call it cold calling, prospecting, or new business development, lead generation is critical piece for the sales success formula. In many current sales structures, the salesperson in charge of lead generation also oversees setting appointments, finding needs, selling solutions, and ensuring contracts are fulfilled. Sales managers are great at tracking pending business and placing accountability on the average number of new accounts.

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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 to make your sales process as compelling as a tree

Membrain

There’s an Oxel tree standing beside an ancient fisherman’s shack on the Swedish island of Gotland. Although the shack is just a single room with no amenities, and the tree is just a tree, there is something about the sight and the energy of the place that compels me.

More Trending

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This is why some B2B customers are still buying in the current climate

Membrain

There’s no doubt that the vast majority - if not all - of discretionary, could-put-it-off until later B2B purchases are being deferred in the current climate.

B2B 128
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A Simple Test for Distinguishing Features From Benefits

Hubspot Sales

Salespeople are often told to sell benefits, not just features. But the distinction can sometimes feel blurry. Is the product’s ability to scale with a prospect’s growth a feature or a benefit? What about its best-of-class quality? Or its ease of use? Understanding the difference between features, advantages, and benefits is crucial to a rep’s success.

Benefit 133
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Sell the Drill, NOT the Hole

The Sales Heretic

A common cliché in sales training is “Sell the hole, not the drill.” This maxim stems from the idea that if a person is buying a drill, it’s not because they really want a drill, but because they want a hole. And you should focus on the problem they want to solve, rather than your [.].

Maximizer 257
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Social Media Recommendations During COVID-19: Why You Need to Be on Social Media During – And After – The Crisis

SocialSellinator

The coronavirus disease continues to spread around the world with no signs of slowing down. It already infected millions of people and killed tens of thousands worldwide. It also caused widespread unemployment, as well as permanent or temporary business closures.

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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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Sales Scrum Podcast Episode #16 – Guest Milena Regos

The Pipeline

Sales Scrum Podcast Episode #16 – Guest Milena Regos. We recorded this episode with Milena Regos just before all hell broke loose with COVID 19; little did we realize how the hustle will change overnight. Milena shares her journey to be a co-founder of Unhustle. She highlights how changing how you view the hustle, and choices you make, as a result, can actually lead to greater personal and financial rewards.

Sales 386
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How a Software Leader Leverages Customer Success to Drive Strategic Business Outcomes

SBI Growth

With the shift towards retention being the new growth, companies have increasingly seen the incremental value that Customer Success brings. If you are still assessing the benefits of a CS function in today’s world, you will fall behind your peers.

Software 258
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Onboarding In Sales: Training + Leadership

Sales and Marketing Management

Author: Mat Singer, Senior Director of Sales Operations and Excellence, Upland Software Sales teams are often one of the most expensive resources within a company, yet the average frontline sales manager spends only 9% of his or her time developing direct report sellers. . Developing teams of high-performing sales leaders starts with the hiring process, but it really comes to life in the onboarding process.

Hiring 234
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What Recruiting in the “New Normal” Looks and Sounds Like

Anthony Cole Training

The COVID-19 pandemic has brought about many changes. While some businesses have hit rock bottom, some are thriving and hiring at scale. Businesses in customer care, retail, healthcare, digital marketing, and online training industries are actively hiring because of the new market demands. But unfortunately, recruitment techniques that have been used for years aren’t the same anymore.

Hiring 208
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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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Voicemail for Buyers vs. Voicemail for Prospects

The Pipeline

By Tibor Shanto. Nothing points to a lack of consensus on a topic than a myriad of alternative opinions. If there were two or three altering opinions, you can sort of pick camps to be safe. But when there is a multitude of opinions or options, the only sure thing is that no one knows. Like a broken clock, we are bound to right twice a day. Voicemail is a great example in sales, there are as many opinions as there are pundits.

Buyer 289
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The 4 Pillars of Flawless Marketing and Sales Alignment

SBI Growth

As a native marketer, I’ve only been on the same wavelength with the sales team at one company and was always surprised (not so much anymore) about how marketing and sales teams do not get along well. Does the following sound.

Marketing 255
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How to Navigate Pricing In a Pandemic

Sales and Marketing Management

Author: Gabriel Smith, chief evangelist at Pricefx Scrap the notion that you can keep business as usual. B2B leaders and sales and marketing teams across the globe are finding ways to adapt in this time of crisis. As businesses assess the state of their industries, they are finding ways to move forward in an era where the new normal is anything but.

Chemicals 177
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Getting Buy-In Before Discussing Price

Mr. Inside Sales

If your sales process involves giving a presentation (virtual or otherwise), and at the end of it you provide pricing options and then close, then this article is for you. There are certain steps you must follow to ensure that when you do get to the pricing/budget part of your close, you’ll be able to focus on the pricing options—instead of wondering if someone is sold first.

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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Sell the Drill, NOT the Hole

The Sales Heretic

A common cliché in sales training is “Sell the hole, not the drill.” This maxim stems from the idea that if a person is buying a drill, it’s not because they really want a drill, but because they want a hole. And you should focus on the problem they want to solve, rather than your […].

Maximizer 158
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Considering Technology-Driven Sales Prospecting? Examine the Pros and Cons of Automation

SBI Growth

As COVID-19 has left many businesses scrambling to adapt to changing economic and technological conditions, many top sales leaders are actively embracing the new normal with the latest technologies and best practices to improve their teams’ efficiency and make their.

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What Do Freshly Funded Companies Spend Investor’s Money On?

Zoominfo

Startup life is shown with two starkly different images: a couple of entrepreneurs toiling away in a garage or titans managing teams of people in an open-concept office space full of fancy coffee machines and endless snacks. Although it might be months till we head back to the office, the journey from garage to office park is a physical manifestation of growth.

Company 162
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You’re One Degree Away From Another Sale or Another Sales Slump

Keith Rosen

“Maybe we should stop coaching and be more directive so we can accelerate results now.” Unfortunately, this is the message I’m hearing from senior leadership to their front line sales managers, as companies fearfully scramble to reinvent themselves. While leaders are masters at over-engineering things, the answer to boosting your joy, confidence, quality of life and productivity is simple.

Coaching 157
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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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Are You Engaging The Real Customers?

Partners in Excellence

I was doing a series of deal reviews–not unlike most of the deal reviews I do. We were talking about the people involved in the buying process. What struck me in each discussion was how few people were being engaged at the customer — and that the right people weren’t being engaged, even by the customer buying group. Typically, the sales team focused their engagement strategy through one person–usually a friend or sponsor.

Customer 149
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Create Winning Conditions for Video Meetings

Engage Selling

Recently, I explained that video is the new default in how we connect and do business with others now. It’s been a huge, rapid shift.

Video 155
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Podcast 157: Jeff Hoffman On The Art Of Sales

John Barrows

John’s long-term mentor, Jeff Hoffman joins us for a spirited conversation about how many sales reps are too focused on the science of their work, and not the art of sales. Top tier sales reps focus more on the art of sales and trusting their gut instincts when talking to prospects. It’s time to get back to working this way… Follow the podcast: Subscribe on iTunes.

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How to Add Impact to Numbers

Anne Miller

A friend sent me the following, which is a great example of how to take large abstract numbers and make them real for your viewers, clients, or readers. . If you could fit the entire population of the world into a village consisting of 100 people, maintaining the proportions of all the people living on Earth, that village would consist of. 57 Asians. 21 Europeans. 14 Americans (North, Central and South). 8 Africans. 6 people would possess 59% of the wealth and they would all come from the USA. 8

How To 128
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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7 Steps to Hosting Webinars that Capture Leads

KLA Group

By Kendra Lee “How are people generating leads?” It’s a question I’ve fielded frequently from business owners looking for lead generation strategies that will fill their sales funnel since the pandemic struck in March. They see peers and competitors finding opportunities. Meanwhile, they feel stuck, fearful, and unsure of how to find success in our […].

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HubSpot is too expensive: Saving money on software without losing features

Nutshell

HubSpot charges way more than its competitors—sometimes ten times as much—even though it often gets trounced in head-to-head comparisons. How can it afford to do this? No, the answer has nothing to do with “audacity.” HubSpot has been around since 2006 and is a frontrunner in the marketing space. If you’ve ever Googled any sales or marketing tips, you’ve more than likely seen its content.

Hubspot 126
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How to Write Sales Cold Calling Scripts Using Data

Zoominfo

Sales professionals are always on the lookout for ways to step up their game. It’s all about closing more deals — but that can’t happen without boosting lead conversion rates. One of the best ways to improve sales numbers involves something everyone dreads — cold calling. Out of all the daily tasks a salesperson does, it can be the most uncomfortable.