Sat.Oct 17, 2020 - Fri.Oct 23, 2020

EMEA Outbound Sales: ZoomInfo CEO on Selling Overseas

Zoominfo

We know what you’re thinking, but even with new privacy laws, B2B prospecting is possible in Europe, if you’re taking the right steps. That was the main message from Founder and CEO of ZoomInfo, Henry Shuck, for the audience at the 2020 SaaStock EMEA conference.

The Keys to Fourth Quarter Sales Success in 2020

Understanding the Sales Force

You're probably going to hate this article! I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say.

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How to pluck the best salespeople directly from the tree

Membrain

Wouldn’t it be great if you could simply stretch out your hand and have the world’s highest performing salesperson appear before you by magic, eager to join your team?

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How to Work in Crazy Times

Jill Konrath

Virtually everyone I talk to these days is feeling overwhelmed. We're all struggling to find a way to work--and have a good life--in this crazy world we're in now

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Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

Let’s Get Personal: What Role Does Personalization Play In Sales?

Zoominfo

Let’s face it: in today’s B2B buying landscape, we’ve got options. If one company doesn’t make the effort to address your specific pain points, there’s another one that will. The whole point of personalization in sales is standing out among the competition.

More Trending

Are You Still Asking: “Is this a good time”?

Mr. Inside Sales

The debate of whether to open your calls asking, “Did I catch you at a good time?” or “Is this time still good for you?” (for for presentation call backs), is alive and well—unfortunately. I still receive emails asking me whether to ask this or not. Some swear by it, while others never use it.

Flexibility: The Key to Co-Creating Insights and Solutions

Connect2Sell

customer relationships growing business adaptive selling flexibility

How to Craft a Concise and Effective Sales Proposal

Sales and Marketing Management

Author: Jennifer Tomlinson and Olivia Hardy Proposals have always played a pivotal role in the sales process, but today they are more important than ever. With in-person meetings on the decline because of the coronavirus pandemic, your sales proposal now serves as a frontline sales rep.

Leading a Legacy Company to Accelerate in Any Market Condition

Sales Benchmark Index

Legacy companies have been able to withstand nearly every possible economic condition over several decades, and yet even they have had to persevere through new challenges seen this year. However, companies like Hexagon PPM have not been around for over 50.

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!

A Better Way to Follow Up

Mr. Inside Sales

If you begin your follow up calls like this: “Hi, I just wanted to see if you read the email I sent you?”. Then you’re going to want to read this post all the way through and adopt a better practice way of opening your follow up calls.

Prospecting Is Not Selling

The Pipeline

By Tibor Shanto. You know just because you can throw a football does not mean you can tackle the opponent’s linebacker. Sure both the lineman and quarterbacks are on the same team, with two completely different skill sets.

3 Common Salesforce Implementation Mistakes and How to Avoid Them

Sales and Marketing Management

Author: Jay Datta Growing and evolving your organization’s Salesforce environment can unlock enormous opportunities, but getting there often proves challenging. I’ve seen this firsthand, having fielded a lot of requests for advice from organizations that have run into issues.

How to Capture the Attention of Your Market

Anthony Cole Training

In today’s world of marketing and sales, a significant key to generating leads is a company’s ability to get potential buyers to find them. There is an entire industry dedicated to inbound marketing and social media management with companies such as HubSpot, Marketo and Pardot.

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.

Are Businesses Releasing More or Less Products in 2020? Depends on Size.

Zoominfo

Any way you toss the numbers, it’s shocking: Companies have launched more new products so far in 2020 than in each of the prior two years. Through just September 2020, companies have rolled out 7% more products than in 2019 and 19% more than in 2018.

The Only Thing In Your Way is You

The Pipeline

Overcoming Call Reluctance. _. Wed, Oct 28, 2020 1:00 PM – 2:00 PM EDT. _. Cold calling is not dead, but it is losing the battle to call reluctance. Call reluctance is not new but is losing the propaganda war to less effective means of engaging with prospective buyers.

Don’t Be A Smelly Sales Person

A Sales Guy

We just launched a new ad campaign. What do you think? Do you think it paints many of today’s sales people accurately? We had fun putting this together. The post Don’t Be A Smelly Sales Person appeared first on A Sales Guy. Videos

What to Do When Your Client Abandons You

Shari Levitin

Selling, especially in today’s virtual world, not only takes tenacity, but also creativity, a sense of humor, and an innate sense of how and when to change the emotional state of the customer to get their attention, earn their business, and then keep both!

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.

How to Beat Your Real Competition…Yourself

Keith Rosen

At some point, I hear from practically every person I’ve ever worked with about the competition in their market. Companies spend so much time trying to outsell, outwit and out price their competition without realizing who their greatest competitor truly is.

Sales Scrum Episode #22 – Guest Jeff Goldstein

The Pipeline

Sales Scrum Episode #22 – Guest Jeff Goldstein. Jeff Goldstein (P. Eng) – Founder, SalesLeadersOnly.com , and joins us for a timely discussion on selling high-value solutions at a time when everything seems to have changed or has been put on hold.

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Podcast 169: Dr. Howard Dover On Sales Education Programs

John Barrows

On this week’s episode we’re talking with Dr. Howard Dover of The University of Texas at Dallas. Dr. Dover is one of few professors leading the charge in creating sales education programs for students.

Is prospecting really the toughest thing in sales?

Membrain

Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years. Sales Process

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7 Keys to Creating Massive Value in Your Sales Meetings

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

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

Ride-Along Coaching: It’s Not What You Think

Engage Selling

It’s incredibly frustrating. Ride-along coaching ought to be a powerful tool at the disposal of every leader in a sales-based organization today. But, many still don’t use it properly and their sellers—and sales—suffer the consequences.

3 Different Ways to Get Through to Prospects

Anne Miller

What can you do to get a rapid response from prospects? Try one or all of these three approaches. Get a Referral. Warm introductions are always better than cold calls.

12 Ridiculously Persuasive Words Salespeople Thrive On

Hubspot Sales

Using persuasive language is central to consistently carrying out successful sales efforts. Approaching prospects with some bumbling, inarticulate, lazy, passive jumble of words can stifle any sales pitch — regardless of the product or service behind it.

Why You Should Stop Trying to Sell Yourself

Sales Gravy

Sales Myth: You Have to Sell Yourself Most of us, at one time or another in our careers, have heard some trainer or manager exclaim, “You have to sell yourself.” “If If you want to get that job, son, you have to sell yourself.” “The The real key to sales is your ability to sell yourself.” “If

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

5 Biggest Sales Mistakes to Avoid [MUST-KNOW]

Marc Wayshak

You’re probably making these 5 biggest sales mistakes, and you don’t even know it. Watch my latest video to learn exactly what sales mistakes to avoid—for good. The post 5 Biggest Sales Mistakes to Avoid [MUST-KNOW] appeared first on Sales Speaker Marc Wayshak. Blog biggest sales mistakes

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Talk Tracks to Speed Up the Sales Process

The Center for Sales Strategy

Salespeople in different industries encounter different questions and objections, right? Wrong. Your products and services may affect the minor details of objections, but Google the phrase ‘most common sales objections’ and you’ll find most sellers face the same objections from their leads.

How Sleep and Positivity Power Your Sales Team

Hubspot Sales

If you’ve worked in sales, you know that your performance is based on a single premise: you have to want to sell. Prospecting effectively, rebounding quickly from rejection, and dealing with difficult customers won’t happen if your heart’s not in it.