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

How to Write Sales Cold Calling Scripts Using Data


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. Ironically, creating a script can help with that.

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. This is the greatest opportunity to hire high-performance sales talent since World War II ended.

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.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

How to make your sales process as compelling as a tree


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. Sales Process

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


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. Sales Methodology

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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. A truly holistic approach to selling means conveying all three to prove value and provide emotional significance to prospects.

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 [.]. Sales cliché closing follow up listening skills price prospect retail training

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


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. Digital Marketing social media marketing Digital marketing strategy Covid-19 Coronovirus

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!

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

Sales Benchmark Index

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.

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. It will indeed be interesting to see how the hustle unfolds as COVID continues.

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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.

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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.

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.

The 4 Pillars of Flawless Marketing and Sales Alignment

Sales Benchmark Index

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.

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.

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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.

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. Subscribe on Spotify. If you prefer to watch than to listen, here’s the full video… That’s a wrap.

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.

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

Sales Benchmark Index

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.

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. I’ve been talking to leaders in industries far and wide, from manufacturing, distribution, chemicals processing, tech, pharma and more.

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.

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


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.

The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

TSE 1321: How to Virtually Forge Deep Connections With Prospects

Sales Evangelist

How to Virtually Forge Deep Connections With Prospects The pandemic has changed the methods of prospecting.

The Ultimate Guide to Creating Cold Emails That Convert From Sending Over 1 Billion Emails

Sales Hacker

In the next 25 minutes, I’m going to share everything I’ve learned from sending over 1,000,000,000 emails during the last five years. You read that right — 1 billion! Along the way, I’ve also sold over $100,000,000 worth of products and services. That number may sound crazy, but it’s true. I’ve generated the majority of this revenue through email marketing. Today, I’m going to show you how to apply some email marketing principles to your cold emails to get more responses and close more deals.

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. A recent LinkedIn State of Sales report tells us that more than three quarters of … Read More » Sales Strategies Colleen Francis covid19 business covid19 sales Engage Selling Engage Selling Solutions video and sales video calls video conferencing virtual meetings virtual prospecting virtual sales

The 9 most annoying things about email marketing software


Getting unreasonably angry at email marketing software is one of the things that unites us as marketers. We love these platforms in theory—how else would we be able to communicate with our prospects and customers on a large scale? Unfortunately, every leading email marketing platform seems to suffer from the same set of problems, from inadequate reporting to user-unfriendly UI.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

Corporate Culture Starts at the Top. But Who’s at the Top?

The Center for Sales Strategy

Much is written every year about corporate culture. And yes, every corporation has a culture—they may not have built it purposefully, they may not be proud of it, it may hold the organization back rather than propel it to success—but there’s always a culture and it always impacts performance. Don’t look to a mission or vision statement hanging on the wall to discern the culture of a given organization. Just watch what the people do.

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Deliver a Stellar Sales Pitch By Learning Your Sales Script the Right Way

Sales Hacker

To deliver a stellar sales pitch, you need to tailor it to each specific lead — nothing new there. But customizing and personalizing your pitch comes more easily once you’re confident in your main plot points. And while it’s true that you can just sit down and memorize your sales script, you may find yourself forgetting parts of it mid-pitch. Learning is not straightforward. It may seem like it, but in reality, there are always ups and downs. You’re simply not as focused each day.

Two Ways to Leverage Your Sales Team Beyond Selling

Engage Selling

When sales leaders think about their sales teams and the success they’re creating, they often think about, well, their sales! That is, sales managers and executives often use the amount of sales a particular team is making as the sole … Read More » Observations from the real World Sales Leadership how to lead a sales team sales executive strategies sales in 2020 sales leadership sales leadership ideas sales leadership tips sales team strategy sales team success selling in 2020