Zoominfo

OCTOBER 22, 2020

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. At this year’s virtual event Henry Schuck, delivered a keynote presentation called “Hit Your Number: How To Fast-Track Your Outbound Sales and Marketing in Europe.”.

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Outbound Ideal Customer Profile NetSuite Microsoft 246

Understanding the Sales Force

OCTOBER 20, 2020

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. As always, if you can hang in through some of the preliminary analysis, I'll make the pivot to sales and business.

Pivotal 406

Pivotal Analysis Relationals Sales 406

Membrain

OCTOBER 21, 2020

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?

How To 163

How To CRM 163

SBI Growth

OCTOBER 22, 2020

At this point in 2020, all your competitors have undergone some variation of a “digital transformation” to supplement an end-to-end data-driven, Customer Experience (CX) focused digital sales strategy. A recent study conducted by KPMG found that over 90% of companies.

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Strategy Leads Marketing Qualified Lead How To 416

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Jill Konrath

OCTOBER 21, 2020

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.

How To 339

How To 339

Zoominfo

OCTOBER 20, 2020

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. That’s despite — or maybe because of — a deadly pandemic, damaged economies in many countries, and massive joblessness.

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Face-to-face Enterprise Enterprise Trends 225

SBI Growth

OCTOBER 17, 2020

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.

Company 297

Company Leads Marketing Qualified Lead Marketing 297

Mr. Inside Sales

OCTOBER 23, 2020

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 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. So, should you, or shouldn’t you? I’ve been making calls—both prospecting calls and closing calls—for a long time.

Face-to-face 178

Face-to-face Call-back Gatekeeper Licensing 178

The Pipeline

OCTOBER 23, 2020

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. The reasons for call reluctance are also not new, they are: Lack of Process.

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Cold Calling Pipeline System Prospecting 241

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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.

Sales

Sales and Marketing Management

OCTOBER 19, 2020

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. Usually, these organizations have self-implemented or worked with a junior implementation partner that relied on the organization to articulate their requirements rather than developing an understanding of the business valu

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SalesForce Lead Rank How To Scale 177

Anthony Cole Training

OCTOBER 21, 2020

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.

Marketo 157

Marketo Marketing Social Media Hubspot 157

Mr. Inside Sales

OCTOBER 17, 2020

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. Couple of reminders before we begin: #1: Sales is a set of recurring situations you get into over and over again. If you want to get better at making more sales confidently, then you have to learn better ways of handling those recurring situations (like follow up

Follow-up 158

Follow-up Face-to-face Gatekeeper Licensing 158

The Pipeline

OCTOBER 19, 2020

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. Jeff is an engineer by training, he has spent his entire career grinding out a sales number as VP and GM of the Canadian subsidiaries of Data General/EMC, NetApp and Veeam Software.

Sales Qualified Lead 220

Sales Qualified Lead Engineering Survey Lead Rank 220

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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

Data

Shari Levitin

OCTOBER 21, 2020

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! These days, your customers are crazy busy and on information overload. It may not be that they’re not interested; it’s just that your priority isn’t your customer’s priority until you make it so.

Up-Sell 172

Up-Sell Meeting Training Prospecting 172

Anne Miller

OCTOBER 23, 2020

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. Check out LinkedIn and your internal company contacts to see who might know your prospect and request to be introduced to that person. People tend to agree to initiate conversations when approached that way.

Prospecting 162

Prospecting Cold Calling Referrals Guarantee 162

Keith Rosen

OCTOBER 19, 2020

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. As such, they focus all of their energy on trying to beat out the wrong competitor. Consider this.

Competition 161

Competition How To Negotiation Energy 161

A Sales Guy

OCTOBER 19, 2020

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.

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Campaigns Sales Video 152

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

Alice Heiman

OCTOBER 21, 2020

What is the CEO’s role as “CCO – C hief C ustomer O fficer” in these challenging times ? I started thinking about this for each of my clients. I thought, “What could the CEO do right now for the top 10 to 100 customers?”. What could the CEO do that would BLOW the customers’ minds? . Your Key Accounts. How are you handling your key accounts these days?

Customer 159

Customer Loyalty Referrals Retention 159

Membrain

OCTOBER 18, 2020

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.

Prospecting 154

Prospecting Data Sales Marketing 154

RAIN Group

OCTOBER 21, 2020

To succeed in sales, you need a steady stream of new opportunities entering the pipeline, whether it's with new clients or existing accounts. That's not as easy as it used to be, given that people are now working, buying, and selling virtually, and many organic opportunities to create sales opportunities have disappeared.

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Pipeline Account Opportunity Sales 144

Partners in Excellence

OCTOBER 23, 2020

The sales call started nicely. The sales person started asking me questions about my business, what I wanted to achieve, challenges we faced. He asked the alternatives we were considering. Then things went south, really quickly. He asked me what I like about the competition. At first, I thought it a clever approach. He might then start to talk about his solution in the context of the things I highlighted.

Competition 138

Competition Face-to-face Call-back Positioning 138

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

The Center for Sales Strategy

OCTOBER 20, 2020

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. Whether it’s price objections, the prospect isn’t interested, or “now isn’t a good time,” sellers often encounter the same types of questions and objections during the sales process.

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Sales Process Collateral Face-to-face Objections 133

Engage Selling

OCTOBER 23, 2020

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.

Coaching 131

Coaching Tools Sales Sales Coaching 131

Openview

OCTOBER 19, 2020

The post OpenView Venture Partners raises $450M for sixth fund, its largest to date appeared first on OpenView.

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Partners in Excellence

OCTOBER 20, 2020

We all know the importance of differentiation. If we aren’t differentiated from the alternatives, how does the customer choose? If we can’t create differentiation, price becomes the differentiator. Years ago, the primary differentiator seemed to be our products/solutions. We sought to demonstrate the superiority of our offers by the capabilities we offered in our solutions.

Face-to-face 134

Face-to-face Competition Exact Proposal 134

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

Marketing

Corporate Visions

OCTOBER 22, 2020

Your audience is looking at your content to inform their buying decisions. But how will they remember your message if it looks the same as most other content they see? The post Marketing Visuals: Can Your Audience See the Difference? appeared first on Corporate Visions.

Marketing 134

Marketing 134

Predictable Revenue

OCTOBER 22, 2020

Ari Levine has learned to approach everything from the position of the consumer. Even in B2B enterprises, that buyer is a person and we shouldn't forget that. Let's learn how to be more human in our outreach approach and create quality connections with our target audience. The post How to Diversify Your Top of Funnel (And Add a Figure in Revenue) appeared first on Predictable Revenue.

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Top of Funnel Funnel Revenue How To 124

Hubspot Sales

OCTOBER 19, 2020

There is so much more to being a good salesperson than being able to close a deal. While yes, the ability to secure and win new business is important for every company’s bottom line, successful salespeople need to be well-rounded professionals with business acumen and relationship-building skills. It’s important to note, however, that these skills don’t come out of nowhere.

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Sales Coaching Coaching Construction How To 129