Sat.May 30, 2020 - Fri.Jun 05, 2020

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You Need To Trust You

The Pipeline

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.

Sage 361
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What do you wish salespeople would stop doing?

Membrain

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.

Industry 147
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Are Your Sellers Prepared for the Economy to Reopen?

The Center for Sales Strategy

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.

Segment 80
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Customer Experience Isn’t a Straight Line, It’s a Complex Ecosystem

SBI Growth

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.

Customer 216
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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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5 Ways You Can Leverage Sales Leadership to Close the Sales Gap

Steven Rosen

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.

More Trending

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Coaching the Sales Process: Overlooked Points in the CLOSE Step

The Center for Sales Strategy

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.

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Develop Your Sales Pipeline to Increase Sales

Anthony Cole Training

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.

Pipeline 197
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How CEOs Drive Impactful QBRs

SBI Growth

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.

Meeting 195
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5 Questions to Ask Every Inbound Lead

Mr. Inside Sales

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.

Inbound 178
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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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How Barb Giamanco Became My Dear Friend

No More Cold Calling

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.

Travel 309
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Sales Scrum Podcast Episode #12 – Guest Shawn Finder

The Pipeline

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.

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How ZoomInfo Matches IPs to Companies While Employees Work from Home

Zoominfo

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.

Company 246
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How to Create an Effective Cross-Cultural Training Program

Sales and Marketing Management

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.

Training 218
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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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How to Leapfrog Competitors With Your Digital Customer Experience

SBI Growth

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.

Customer 209
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Practice DOESN'T Make Perfect

The Sales Heretic

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 [.].

Training 205
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How ZoomInfo Matches IPs to Companies While Employees Work from Home

Zoominfo

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.

Company 147
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Are You Being Helpful?

Partners in Excellence

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.

Churn 166
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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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Podcast 150: The Anatomy Of A Great Prospecting Video With Tyler Lessard

John Barrows

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.

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Practice DOESN’T Make Perfect

The Sales Heretic

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 […].

Training 120
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The Problem with Account Plans.

Membrain

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.

Account 129
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SalesTech Video Review: Seismic

SBI

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.

Video 116
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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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Solution selling: The guide you have been looking for all this time!

Salesmate

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?

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Your Forecast Is Not About The Numbers!

Partners in Excellence

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.

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Financial Professionals: How to Add Value in an Uncertain Market

Allego

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

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Powerful Virtual Sales Conversations: Preparing Buyers Before the Conversation

SalesProInsider

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?”.

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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 New Flexibility

Engage Selling

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.

Meeting 99
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Banish Farmers And Farming!!

Partners in Excellence

No, I’m not making a political statement about our agricultural sector. Farmers and farming are what brings food to all of us. Possibly one of the most destructive concepts ever introduced into sales is the concept of hunters and farmers. It establishes a go to market strategy that, according to research, doesn’t really work, and absolves sales people of the responsibility for prospecting and constantly looking for new business.

Account 99
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How to Become More Empathetic and Compassionate

Anthony Iannarino

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.

How To 104