The Pipeline
JUNE 3, 2020
By Tibor Shanto. Now that almost all of North America is back on the path to complete reopening, the hype machine is about to go into overdrive. As people ascend from their quarantine, fix up their hair, and realize their sales, or specifically quota retirement, needs attention. The tendency will be to go to all the usual sources, usually determined by volume, not quality.
Membrain
JUNE 3, 2020
Ask anyone on the street what they wish salespeople would stop doing, and there’s a good chance they’ll have a long list. But we wanted to know what the experts in the industry think.
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The Center for Sales Strategy
JUNE 2, 2020
Perhaps the most anticipated grand opening of all times is occurring at various levels across our land right now — and it is joyous to see. But to say things are not quite returning to normal yet would be a great understatement. Most businesses are still adapting to the environment. Many are operating without key segments that were profitable just a few months ago or inventing new offerings in response to the changes we’ve all experienced.
SBI Growth
JUNE 1, 2020
Customer Experience is more important now more than ever, as lockdown orders remain in place across the country, many companies are being forced to serve customers outside of traditional channels. Customer Experience is no longer a buzzword or the next.
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.
Steven Rosen
JUNE 3, 2020
Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing. You are still responsible for generating your company’s revenue, and your colleagues are counting on your efforts and that of your entire team. Now is the time to get sales on track.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Center for Sales Strategy
JUNE 3, 2020
Having a strategic sales process goes far beyond knowing how to close a deal. If your goal is to drive sales performance and increase revenue, stay true to a repeatable sales process that leads to predictable sales. The six steps of the Sales Accelerator lead salespeople from identifying a good prospect to developing a business relationship that results from the sale of your solution.
Anthony Cole Training
JUNE 1, 2020
Sales pipelines are similar to the story of "Goldilocks and the Three Bears. " This one is too fat, this one is too skinny, and the rarest one of all; this one's just right.
SBI Growth
JUNE 3, 2020
Usually, QBRs look at the past and use it as a way to guide the future, but that needs to be different now. Looking at the past and recapping the news is not as relevant right now, things are changing.
Mr. Inside Sales
JUNE 1, 2020
A company I’ve been working with for over a year now gets a portion of their leads via inbound email requests for information on their services. Another company recently reached out to me wondering if there is a best practice approach for handling inbound leads. There is! I’ve written on this subject before but let me remind you of what I said: New marketing funnels and lead nurturing campaigns have created what has always been a salesperson’s dream: more inbound leads.
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No More Cold Calling
JUNE 4, 2020
The sales world just lost one of its wisest women, and I’ve just lost one of my best friends. I wasn’t sure what the answer would be when I made the call. I’d always wanted to visit St. Petersburg, Russia. I was speaking in London in May of 2016, and I figured it would be a hop, skip, and a jump from there. At the very least, it would be much closer than flying from California.
The Pipeline
JUNE 1, 2020
Sales Scrum Podcast Episode #12 – Guest Shawn Finder. Shawn Finder has always been an entrepreneur at heart. At age 24, he entered the entrepreneurial world after competing as one of Canada’s top-ranked tennis players. While email success is always timely given the separation issues we are facing, getting email right is more crucial than ever.
Zoominfo
JUNE 5, 2020
Throughout the COVID-19 pandemic, there’s one question our account management, sales, customer support team keeps getting. It’s a question we are hearing more than any other question. “With most people working from home, how does this affect ZoomInfo’s ability to assign IPs to companies?”. After all, ZoomInfo’s products on Intent and visitor identification ( WebSights ) rely heavily on our ability to identify which IP traffic reflects which company’s consumption.
SBI Growth
MAY 30, 2020
Having a full comprehension of customer experience in a digital world is crucial to revenue growth today. This motion requires not only active market listening, but communicating actionable insights across product, service, and channels — all while reducing friction in.
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
Sales and Marketing Management
JUNE 3, 2020
Author: Peter Palladino The world has become one global village, thanks to technology. In this regard, a company can have offices and business associates in different countries across the globe, and with this comes the need for staff to travel internationally or even relocate to a new country. . Though technology has brought people together, the cultural differences gap has not narrowed, hence the need for cross-cultural training programs.
The Sales Heretic
JUNE 2, 2020
The dojo where I’ve been training in aikido for the past dozen years recently reopened for class on a very limited basis. Despite numerous safety precautions, however, a lot of students are—understandably—not yet comfortable returning to train. In fact, at a recent class, I was the only student. Which was awesome! I got a full [.].
Zoominfo
JUNE 5, 2020
Throughout the COVID-19 pandemic, there’s one question our account management, sales, customer support team keeps getting. It’s a question we are hearing more than any other question. “With most people working from home, how does this affect ZoomInfo’s ability to assign IPs to companies?” After all, ZoomInfo’s products on Intent and visitor identification ( WebSights ) rely heavily on our ability to identify which IP traffic reflects which company’s consumption.
Partners in Excellence
JUNE 3, 2020
We tend to overcomplicate things, particularly selling and leadership. Billions are spent on training of all sorts. Billions are spent on tools, content, consultants. Each has their own approach, models, techniques. Each emphasizes certain things. We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Some focus on skills like objection handling, closing, negotiation.
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John Barrows
JUNE 1, 2020
We ran a report on which channels were winning us the most meetings over the past few months, and video was the winner by a distance. After Morgan’s webinar with Tyler Lessard , we wanted to understand how Tyler and his team structure and plan their video prospecting efforts to book meetings for themselves. Here’s their secret sauce. Follow the podcast: Subscribe on iTunes.
The Sales Heretic
JUNE 2, 2020
The dojo where I’ve been training in aikido for the past dozen years recently reopened for class on a very limited basis. Despite numerous safety precautions, however, a lot of students are—understandably—not yet comfortable returning to train. In fact, at a recent class, I was the only student. Which was awesome! I got a full […].
Membrain
MAY 31, 2020
Many of the clients I’ve been working with have been attempting to implement some form of account planning. Far fewer seem to be happy with the current outcomes.
SBI
MAY 31, 2020
SalesTech Video Review: Seismic. Seismic is a Sales Enablement Platform that helps sellers be more productive and effective. It makes it possible for marketers to store, organize, update and distribute content so sellers can find the right content easily. Seismic’s Intelligent Search and contextual news feeds eliminate hunting for content, saving hours of selling time and boosting the effectiveness of their engagement with buyers.
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.
SalesProInsider
JUNE 5, 2020
Virtual selling is here. Are you ready? Are you nervous? Have you already mastered how to do it well, or are you still in the trial and error period? Well, have no fear, my next set of videos is going to be giving you practical and actionable tips to be most productive and efficient in your selling efforts. Let’s Start with a Question. Over these last weeks, I have had so many people say to me, “What do I need to do differently to succeed in this virtual environment?”.
Salesmate
JUNE 2, 2020
Do you know 60% of Buyers don’t rely on B2B Sales Reps? Why? Well, according to most of the buyers, some sales reps don’t listen to others are self-centric as well as manipulative. Woah! That’s quite a negative impression. Isn’t it? Well, think about your approach while selling over the phone. Do you call and try to discover your prospect’s challenges and goals?
Allego
JUNE 4, 2020
Today’s post is by Joseph D. Kringdon, Principal, Kringdon & Associates/HMC. One of my favorite TV programs back in the day was Columbo, the crime series starring Peter Falk as a homicide detective with the Los Angeles police department. Columbo was a shrewd blue-collar guy with a rumpled beige raincoat, low key demeanor, cigar, and a famous catchphrase: “Just one more thing.” I loved the moment in every show when Falk would walk away from a suspect, then turn to ask one la
Partners in Excellence
JUNE 1, 2020
Let’s try a thought experiment. Imagine you are a VP of Sales. You see tremendous opportunity coming out of the pandemic and in the economic recovery. You want to be prepared to seize that opportunity. You justify hiring and onboarding 100 new sales people over the next two quarters. You need them to be able to execute the strategies to seize the opportunity.
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.
Engage Selling
JUNE 4, 2020
Being flexible in the future won’t just be about pushing back a meeting by 15 minutes. The “new” flexibility will long exist into the future as a result of COVID-19.
Anthony Iannarino
MAY 31, 2020
It is a difficult time. It’s hard to make sense of the senseless. Here, I am going to endeavor to share something of value without pointing directly at the current events that caused me to share them as a way to broaden the importance of this writing, making it applicable not only to today but also to future scenarios. I recently had a conversation with a friend about our different projects.
Julie Hanson
JUNE 4, 2020
Tired of having awkward conversations with customers on Zoom? Unsure where to look – or for to move? Feel like a deer in the headlights? You’re not alone. Speaking on-camera is not a natural skill. And very few salespeople have any formal training on how to communicate effectively with customers on-camera. That’s why I launched T he Selling On-Camera Master Class : to help sellers master the art & science of connecting with customers on-camera with techniques I learned as an
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