Sat.Nov 28, 2020 - Fri.Dec 04, 2020

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Here’s to 2021: Accurate, Agile Sales Forecasting

InsightSquared

When it comes to sales forecasting , it’s a simple truth: if you can see what’s coming, you can prepare and react accordingly. In many cases, you can even change future results before they become foregone conclusions. . If this year has shown us anything, it’s that sometimes it’s impossible to know what lay ahead. Sometimes you have to react on the fly, act on the best information you can find, and just give it all you’ve got.

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How Sales Leaders Avoid a Talent Exodus in Challenging Times

SBI Growth

As a sales leader, you view the revenue planning process as a tug-of-war between reality and board expectations. Did you have a killer year where you blew past your number? The board wants 15% more on top of that next.

Revenue 237
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How to Fix What’s Missing from Your Sales Training Program

Sales and Marketing Management

Author: C. Lee Smith A recent State of Sales report published by LinkedIn revealed that U.S. businesses spend $15 billion a year training their sales employees. Despite this spending level, 68% of sales professionals are rated as moderate performers in the State of Sales, fourth edition, report from Salesforce. It’s tempting to call out sales professionals as slackers after considering these numbers.

Training 326
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Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday, I received two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper. Not being one to pass up opportunities like this, I conducted the following comparison: First, it's important to know that OMG's assessment is sales specific - built for sales. Caliper's is a personality test adapted for sales.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Sales Scrum Episode #25 – Guest Jason Helfenbaum

The Pipeline

Sales Scrum Episode #25 – Guest Jason Helfenbaum. Jason Helfenbaum is the owner of ClicKnowledge, a training, and development company. For over 20 years, Jason has been consulting with companies and organizations in different verticals to uncover challenges and opportunities and then create customized training solutions that deliver a tangible ROI. These solutions have ranged from sales training and behavior modification to tech and policies/procedures and all points in between.

Policies 280

More Trending

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What Sales Leaders Can Learn From Franchise Business Owners

Sales and Marketing Management

Author: Scott Greenberg Quick quiz: John gets paid when he makes a sale. Each day he prospects for new customers. He builds relationships with these customers, assessing and meeting their needs. He also makes suggestions for add-ons that might enhance their life. He works hard to compete against others in the industry vying for the same customers. He collaborates with a team and is associated with a home office that provides support, makes suggestions and holds him accountable. .

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Most Popular Post of the Last Two Years

Mr. Inside Sales

If you prospect by phone for a living, then you’re no stranger to rejection. If you don’t learn to feed on it, to use it as fuel to motivate you to make more calls, then it can be rough going. It’s no wonder that the most liked blog post I’ve put out over the last two years deals with a proven way to overcome the rejection and the objections you get while cold calling.

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The Real Purpose Of Discovery

The Pipeline

By Tibor Shanto. A lot of people in sales ask questions for entirely the wrong reason. Not to be flippant but gathering information for yourself is not the primary purpose. No, the goal is to help the prospect think things through as they respond to your questions. Questions get people to think, but what you want them to think about are their objectives, not your product.

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How Business Services CEOs Are Responding to Industry Disruption

SBI Growth

While the Business Services industry saw comfortable growth preceding the pandemic, only a select few market leaders have been able to accelerate growth since the crisis began. Their secret lies in their ability to execute dynamic, cross-functional revenue plans. On today’s.

Industry 274
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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There is More Than One Type of Bias in Hiring Salespeople

Understanding the Sales Force

Biases drive decision making. You have them. I have them. We all have them. Most of the time those biases are fine but when it comes to hiring, and specifically sales hiring, bias can get you in a heap of trouble. While some biases simply cause bad hiring decisions, others have led to the growth of the Diversity, Equality and Inclusion (DEI) role in companies.

Hiring 182
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How NOT to Cold Text Your Sales Prospects

Zoominfo

While the idea of getting a text from a sales professional may seem a little out of the ordinary. Yet, in the current remote working universe, sales reps are turning to text more than ever before. . And as it turns out, there are some very real benefits to using text as part of your prospecting strategy. Sure, being ghosted by your prospect is certainly a possibility, but at the very least, it gets your message read, and faster than if it had been sent via email. .

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Why Prospects Are Like Fruit: Targeting Your Ideal Client

Anthony Cole Training

Years ago, while attending the Objective Management Group International Sales Conference, Dave Kurlan, president of OMG, talked about how to effectively manage opportunities through the pipeline. He made the analogy that prospects are like fruit and vegetables in the produce section of your local grocery – they are all perishable.

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A Marketer's Peek at 2021

Sales and Marketing Management

Author: SMM Staff News of promising COVID-19 vaccines has many people anxious to kick what remains of 2020 off their heels. But that requires planning for a new year. Jim Kruger, chief marketing officer at Veeam Software , a developer of disaster recovery and intelligent data management software, predicts three key . . Virtual events started out of necessity, but are here to stay because of ROI and accessibility.

Marketing 176
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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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Top 5 Recent Insights for CEOs

SBI Growth

Here are the most popular posts read by our Go-to-Market subscribers. Article: Proper 2021 Planning Will Require a New Level of Focus. Exiting one of the most challenging years many companies have faced, 2021 is the year to capitalize on the market.

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How on Earth Was Zoom Video Able to Scale Successfully?

Zoominfo

Hilary Headlee took a trip to the hairdresser’s on a Friday the 13th. She remembers this, not because the appointment was particularly important, but because it was a highly sought after occasion for any working parent: a chance to relax. Two solid hours of not working, not being asked for snacks, and not experiencing Zoom fatigue — a feeling she, even as the Head of Global Sales Ops + Enablement at Zoom, had become all too familiar with.

Scale 147
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Forecasts are about the deals, not the number!

Membrain

This is one of those topics I wish I could just put to bed and ignore–yet it keeps rearing it’s ugly head. We continue to get forecasting wrong, at least for complex B2B sales.

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Templates, Scripts, Context, and Variability

Partners in Excellence

I read a fascinating discussion led by Jeff Molander on the Copy Culture. Much of the discussion revolved around how we look at best practice, finding things to copy or emulate to improve the ability for others to achieve higher levels of performance. We develop scripts and templates, that help us leverage those practices and experiences that have worked, minimizing those that don’t work.

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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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Save a Life, Save a Sale – Same Smart Strategy

Anne Miller

This story started out badly but ended well. What happened in between contains a lesson for anyone in sales. No! I’m Not Going! A friend called 911 when her husband, who was home recuperating from knee surgery, fell and could not get up from the floor. The EMT folks came within ten minutes, examined his vitals, and, in spite of their suggestion that he go to the hospital and his wife’s preference that he should follow their advice, being an ornery type, he refused to go. .

Strategy 139
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Podcast 175: Sam Dunning On Selling Like A Marketer

John Barrows

Our guest this week is Sam Dunning, Sales Director and Co-Owner of Web Choice. Sam and John talk about marketing and sales alignment, positive impressions, and the future of the SDR role. They also discuss the term “thought leader” and why it’s not always the best term for some professionals. Follow the podcast: Subscribe on iTunes. Subscribe on Spotify.

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Are you frustrated with your technology Frankenstack?

Membrain

Is this you or someone you know? Somewhere on your smartphone lurks at least one… two… maybe three little apps you haven’t used in six months. At least some of those apps… maybe dozens of them… are work tools you never log into.

Tools 141
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“We Will Never Revert Back….”

Partners in Excellence

The pandemic and associated economic disruption has forced all of us to reinvent how we work. Whether it’s within our own organizations, with customers, partners, or suppliers, everything has come up for grabs. We have had to rethink everything we do. What’s really intriguing is the pandemic has provided a forcing function, driving us to make changes or rethink ours strategies and approaches–but they are things we should have done years ago, independent of the pandemic.

Strategy 134
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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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New Infographic: 4 Ways to Take the Lead in Virtual Selling

RAIN Group

As we near the end of the year, we’re left wondering what the world will look like in the next stages of pandemic recovery. One thing that’s for certain? Virtual selling is here to stay. In fact, 89% of B2B decision makers say they’re likely to sustain the new sales model beyond the next year, according to McKinsey & Company. If you want to succeed in 2021, you must master this new medium of sales.

Lead Rank 135
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The Art of the Sales Follow-Up: 7 Ways to Keep the Conversation Going

Hubspot Sales

Most of your business’s prospective customers will not buy from you instantly. You cannot simply introduce someone to your products or services once and expect that they will go the rest of the way by themselves. Unfortunately, this simply isn’t true. The first point of contact is important, of course. You never get a second chance to make a first impression.

Follow-up 134
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Sales Prospecting Tools that Will ROCK Your World with Mario Martinez Jr., Ep. #161

Vengreso

With digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. Leveraging technology, social selling , and sales prospecting tools has ushered in a new era for anyone pursuing a career in sales. For the first time ever, buyers and sellers are completely aligned. Buyer behavior and selling motion are completely in sync and it is through correct B2B prospecting that we can succeed in this always-evolving field.

Tools 132
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The Tenbound Data Cleansing Prioritization Framework™

Tenbound

Tenbound Data Cleansing and Prioritization Framework High Res PDF Free Download One of the key ingredients in a successful Sales Development program is data. SDRs need a consistent source of accurate, reliable information to do their job. Whatever source they use, SDRs need to know the names, phone numbers, email addresses, LinkedIn information and other social media details for the individuals.

Data 131
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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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The “Why” Behind the “Buy”

ValueSelling

How can you differentiate your company’s solution, especially in a crowded or commoditized market? First, you must recognize that being different is not the same as being differentiated. Being different is merely a tally of your unique capabilities and attributes. Differentiation means you successfully connect your unique capabilities to your individual prospect’s problems.

Marketing 124
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The Relevance Of A CRM For Financial Services

Salesmate

Customer experience is the heart of any business. The kind of support you provide to your customers is as important as your services. Hence, every business needs a helping hand that makes sure they provide the best experience to their customers and create a repeatable cycle of customer satisfaction. One handy way of ensuring the best services for any business is using a Customer Relationship Management software that enables timely services as well as personalized experience for their customers.

CRM 128
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5 Reasons Why SEO is More Important Than Ever in 2020

SocialSellinator

The COVID-19 pandemic changed people's lives around the world. Socialization and shopping activities shifted online with the implementation of lockdowns and physical distancing measures. For many businesses, the change to increasingly remote and digital work might be how their business is conducted way into the future. Therefore, now is the right time to intensify digital campaigns to keep your company in your current and potential customers' focus.

Campaigns 128