Allego
NOVEMBER 2, 2021
B2B sales have changed—perhaps forever. Your sales reps have only about 5% of a customer’s time during their buying journey, according to Gartner. B2B sales are also much more complex and lengthy than those of the past, often taking months (even years) and numerous touchpoints to close. For today’s product marketers, creating content that supports this sales cycle has never been more challenging.
Predictable Revenue
NOVEMBER 1, 2021
Learn the key aspects of outbound sales lead generation to help you drive revenue growth in the following article. The post Outbound Sales 101: Lead Generation For High-Level Executives appeared first on Predictable Revenue.
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Janek Performance Group
NOVEMBER 1, 2021
Being a Sales Mentor to your peers can be one of the most rewarding aspects of a sales career. There’s no salary. No commission. The hours can be irregular, but the benefits make it worthwhile. As anyone who has had a mentor will tell you, a mentor’s ability to shape and guide a career extends beyond the professional. However, while all sellers benefit from the guidance, not all experienced sellers make great mentors.
Mr. Inside Sales
NOVEMBER 5, 2021
Want some free, proven resources to help you or your team sell more right now? Head on over to my blog and you’ll find tons of excellent, free resources to help with just about any problem you’re having! And you can search for any topic that is giving you trouble: For example, need help cold calling? Click here. Want to know what a tie-down is and how to use them more effectively?
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
Sales and Marketing Management
NOVEMBER 3, 2021
As B2B buyers become increasingly comfortable with an online buying process, the sales journey become simpler. The responsibilities of the chief marketing officer and the chief sales officer are becoming less distinguishable. In the near future, the roles could become one. The post The CMO and CSO Will Soon Be a Single Role. Here’s Why. appeared first on Sales & Marketing Management.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
NOVEMBER 4, 2021
Committed leaders invest in themselves by taking part in sales management training to become better managers and coaches so they can help their people see greater success.
Allego
NOVEMBER 4, 2021
On average, sales reps don’t know the answer to 40% of product questions asked by customers. That’s just one of the many surprising findings from new Allego research on the current state of sales enablement for companies nationwide. The report, Who Owns Sales Enablement? , provides insights into this emerging function and the training and revenue challenges companies face without it.
Sales and Marketing Management
NOVEMBER 5, 2021
Startups need to run lean, but waiting to bring a customer success platform on board could be a costly mistake. The post When Do B2B Startups Need a Customer Success Platform? appeared first on Sales & Marketing Management.
The Pipeline
NOVEMBER 1, 2021
Subscribe today , and take the Breakfast on the go! Joel Stevenson is the CEO of Yesware – a leader in sales productivity software. Prior to Yesware Joel was the GM and founder of Wayfair’s B2B division which he grew to several hundred million in revenue. He began his Wayfair career by leading the company’s home improvement products division, followed by his role as Managing Director of Wayfair UK, where he drove growth of the company’s international presence.
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.
Engage Selling
NOVEMBER 5, 2021
I recently worked with a client on a new program and got the opportunity to interview a few of their sales managers. I wanted to identify what differentiated top performing managers from poor performing managers. There was one aspect, in … Read More » The post Don’t Make This Mistake with Your Sales Data | Sales Strategies first appeared on The Sales Leader.
Membrain
OCTOBER 31, 2021
The one thing constant in this world is change! Thankfully, if this wasn’t a universal constant, the prospects for all sellers would be bleak. If our customers see no reason to change, there is no reason to buy.
BrainShark
NOVEMBER 3, 2021
Every event is a learning experience, and this year’s sales kickoff taught us a lot in terms of what we did right and what we can do better next time. .
Predictable Revenue
NOVEMBER 4, 2021
Sangram Vajre, bestselling author and co-founder of Terminus, highlights the telltale signs that your GTM process is broken and how to fix it. The post How To Figure Out If Your GTM Process Is Broken appeared first on Predictable Revenue.
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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.
John Barrows
NOVEMBER 1, 2021
The post John Barrows hosts “How To Build A Sales Process That Is Easy For Reps To Execute In 2022” Sponsored by HIGHSPOT [Registration Available Soon!] appeared first on JB Sales.
Membrain
NOVEMBER 3, 2021
Most sales trainers and coaches have at least some familiarity with the topics of productivity, motivation, and psychology. Chasing states of optimal productivity, managers may invest in software, process development, and training. To keep salespeople motivated, organizations may bring in speakers, invest in strategic compensation structures, or hire coaches explicitly to keep their people on task.
Zoominfo
NOVEMBER 4, 2021
Sales professionals work hundreds and hundreds of deals every year. They handle everything from awkward cold calls to years-long negotiations. The job can be trying and repetitive — but when deals succeed, very rewarding. The biggest stars in pro sports have career-defining plays. Your favorite musician might have that one unforgettable song that made their career.
Janek Performance Group
NOVEMBER 3, 2021
In-person networking events and trade shows are opening back up. The restrictions imposed by shutdowns, social distancing, and travel bans are lifting. Local government regulations prohibiting in-person gatherings have been dropped in many states. The question becomes, should we invest in a tradeshow and if so, what are the new best practices? There is no question we have all missed in-person events.
Advertiser: ZoomInfo
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
Force Management
NOVEMBER 3, 2021
Our October episodes provide a refresher on key sales fundamentals that your reps can use to stand out from the competition and move their deals forward faster. Each episode provides tactics your salespeople can add to their approach as they prepare for their next sales conversation. Send these episodes to your sales team today. Have your managers listen as well so they can coach on those critical skills during future opportunity review sessions.
Guru
NOVEMBER 2, 2021
As part of our commitment to improving the accessibility and usability of Guru , we have a dedicated design system “ pod ” that focuses on creating consistent, accessible, and beautiful experiences across Guru. Today, we’re sharing an interview with the leaders of that pod to provide a look into their thoughtful and deliberate process of creating a great design system.
Partners in Excellence
NOVEMBER 5, 2021
In complex B2B buying, it’s popular to talk about being consultative and/or creating value with our customers. We talk about sales people as problem solvers, working with our customers to identify and help solve their problems. Despite giving lip service to these concepts, it seems our actions are focused on the opposite. Too many organizations seem so focused on their own efficiency, mechanizing our process, and transactionalizing our engagement strategies.
John Barrows
NOVEMBER 1, 2021
The post Morgan J. Ingram hosts “Expert Prospectors Share How They Use LinkedIn Sales Navigator ” [Registration Available Soon!] appeared first on JB Sales.
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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.
The Center for Sales Strategy
NOVEMBER 2, 2021
Your answer to the classic ' sell me this pen ' exercise shows whether you're trapped in a fixed mindset or excelling in a growth mindset. Everyone knows that you perform better after a year in sales than a day in sales. But, what about after five years? Do your skills keep leveling up, or do you slip into repetitive routines? Adopting the growth mindset in sales is the way to make sure every contact your team has is memorable, the orders start pouring in, and the customers keep coming back for
Bigtincan
NOVEMBER 2, 2021
There is no shortage of sales onboarding solution options to choose from and most of them offer basic instructor-led training that is created once and typically isn’t updated for months or years at a time. In contrast, an advanced sales onboarding solution will have: Curriculum-based training that comes in different forms and allows reps to learn your sales methodology in a way that’s best for them.
Partners in Excellence
NOVEMBER 2, 2021
We see tremendous research on the digital buying journey. We know customers spend more of their buying journey finding information in digital and other channels. Engagement with sales people represent the smallest part of their time investment. I’ve written about this transformation suggesting we are going through a transformation of sales led, digitally supported to digitally led, sales supported.
John Barrows
NOVEMBER 1, 2021
The post WEBINAR: John Barrows and Chris Merrill host “Emerging Sales Tech Trends You Need to Know in 2022” [Registration Available Soon!] appeared first on JB Sales.
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.
The Center for Sales Strategy
NOVEMBER 1, 2021
Sales meetings have always been stressful. But with the recent shift to digital, many sales professionals have had to adapt to a whole new way of closing deals. Naturally, as with anything new, mistakes are still being made. And since sales meeting blunders can cost you business, we've created a list of the five most common ones so you can avoid them in the future.
SBI
OCTOBER 31, 2021
SalesTech Video Review: Qstream. Qstream is the best microlearning platform for a remote sales environment that’s scientifically proven to improve sales performance. The platform lets you deliver knowledge through a personalized mobile app then reinforces the information automatically over time based on each rep’s knowledge gaps. It can be deployed quickly – meaning you can impact near-term results.
Hubspot Sales
NOVEMBER 3, 2021
No two regional markets are the same. Your target base in one area might have fundamentally different interests, needs, and degrees of buying power than your ideal prospects in another location. Tapping into multiple regional markets means diversifying your revenue stream and potentially bringing on a wider range of customers. But as I touched on, regional markets are unique, and some are further or less accessible than others.
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