Sat.Jun 13, 2020 - Fri.Jun 19, 2020

3 Things You Can Improve With Sales Automation Workflows

Sales Hacker

64% of a salesperson’s time is spent on non-selling tasks on average. That’s a lot of time doing simple, repetitive tasks that don’t result in revenue.

The Best Words That Sell Every Sales Team Should Know

InsideSales.com

Words can trigger emotion and feeling, so understanding the psychology of communication within sales is a powerful tool. Using words that sell can radically increase close rates by swapping out some vocabulary for high-impact words and is something every sales team should know.

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6 Best Practices for Forecasting Sales for a New Venture

Hubspot Sales

Forecasting sales for a new venture can feel like shooting in the dark. You don't have historical data to reference, and you might not be sold on the process's practicality until you have some.

You’re Not Alone: Top Challenges Media Sales Departments Face

The Center for Sales Strategy

If your media sales department is facing difficulties, you’re not alone. Despite recent innovations, media sales departments are still missing budgets, not developing new business, and not retaining key accounts.

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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.

3 Tips to tell Clarity-Focused Business Stories not Confusing Ones

One Millimeter Mindset

When my long-time best friend, Annie, and I get on the phone together, we can talk for hours. I mean hours. About anything and everything, all-inclusive. Our families describe our epic conversations as marathons. My bestie and I do not leave out any details in our family sagas.

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CMOs: Use Your Revenue Marketing Strategy to Drive Sales and Marketing Alignment

Sales Benchmark Index

Any gap in alignment between the Sales and Marketing organization will endanger the commercial success of a company. The Revenue Marketing Strategy, when thoughtfully crafted, allows best-in-class marketing organizations to focus their energy on demonstrable revenue generation instead of debating.

5 Fun Online Activities for Virtual Team Building

The Center for Sales Strategy

Equipped with hotspots and Wi-Fi, laptops, and mobile phones, most professionals can now do their jobs from anywhere. However, the physical distance between remote workers quickly leads to loneliness and isolation for those not accustomed to the lifestyle.

19 Ways to Improve Individual and Team Sales Performance

Hubspot Sales

What is sales performance? It’s the measurement of sales activity and corresponding results compared to the sales expectations and quota. Good sales performance is highly valued but it can also be elusive to achieve for many salespeople and organizations.

New Email Messaging for Covid-19

Mr. Inside Sales

One of the ways you stay ahead of your competition is to stop sounding like them. I don’t know about you, but all my LinkedIn requests and emails from vendors now begin the same way: “I hope you and your family are staying safe…”.

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

Negotiating on the First Tee (Part 2)

Anthony Cole Training

In Part 1 of "Negotiating on the First Tee, we discussed the practice of negotiating with your prospect before you begin your presentation. In Part 2, we continue this discussion and add more to the conversation.

Sales Scrum Podcast Episode #13 – Guest George Brontén

The Pipeline

Sales Scrum Podcast Episode #13 – Guest George Brontén. Lucky 13, I am speaking of my guest on Sales Scrum, George Brontén. As the founder & CEO of Membrain.com, the B2B Sales Enablement CRM, George Brontén is passionate about the art and science of sales.

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Why Now? ZoomInfo Going Public During The Pandemic

Zoominfo

On March 25th, I expected to be in a New York City restaurant, celebrating the momentous milestone of taking the business public; the one I started in a 1,000 square foot loft. Instead, I was sheltering in my home, eating a chicken pot pie with my wife and four-year-old daughter. So it goes.

How to Handle the Email: “We’re Going to Hold Off for Now”

Mr. Inside Sales

When following up with a prospect after delivering a presentation, does this kind of email sound familiar? Thanks for contacting me, but I’ve checked with the powers that be, and we’re just not going to do anything until (Fall, 2020, OR next year, 2021, OR maybe even 2022).”. Disappointing, isn’t it?

A Pragmatic Guide to ABM Success

Speaker: Howard J. Sewell, President of Spear Marketing Group

In this exclusive webinar, you’ll hear B2B expert Howard J. Sewell detail a pragmatic approach to ABM planning, execution, and orchestration. Step by step, Howard will show how to leverage the Opportunity-Based Marketing (OBM) Framework, a stage-based B2B demand marketing model, in determining the best tactics for your ABM initiative and how to measure ROI.

Negotiating On The First Tee (Part 1)

Anthony Cole Training

In this blog post, we discuss the practice of negotiating with your prospect before you begin your presentation. As is often said in golf, "All bets are won on the first tee," and you must be ready to negotiate price before you present to your client

Burnout Becomes a Bigger Fear in WFH Environments

Sales and Marketing Management

Author: SMM Staff. A recent survey by the IBM Institute for Business Value found more than 75% of respondents would like to continue working remotely at least occasionally, while more than half want it to be their primary way of working after the coronavirus crisis ends.

The Long Road to Data Privacy Compliance

Zoominfo

In an age where digital data increases at blinding speeds, achieving data privacy compliance takes a long time. In early 2020, the California Consumer Privacy Act (CCPA) went into effect. If reaction to prior privacy laws in Europe are any indication, it will likely take years for U.S.

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“Best Way Out: Always Through”

Engage Selling

It’s not a coincidence that the word crisis—borrowed from the Ancient Greeks—meant “the turning point in a disease.”

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!

How ‘A’ Players Win Bigger Deals Consistently

Sales Benchmark Index

Market-leading sales organizations are maniacal about designing and executing their processes. A well-oiled revenue-generating organization deploys a number of tactics to align their assets for maximum effectivity.

Leads 181

Sales Reps Are Ideally Suited to Work From Home

Sales and Marketing Management

Author: SMM staff. Sales managers who are nervous about their team working outside of the office can take heart in a recent study that ranks sales representative as the No. 1 job for being best suited to work remotely.

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Podcast 152: Trish Bertuzzi On The Future Of SDR Teams

John Barrows

This week, John turns to a good friend for a sanity check on where the future of SDR teams is headed. Trish Bertuzzi has tons of great data on how SDRs are performing and being tracked right now and is using it to advise SDR teams on what to do next.

The Two Types of Sellers

Engage Selling

Have you noticed that the crisis has brought to light the two different types of sellers? The first type of seller is choosing to “wait out” the crisis and hopes for things to get back to “normal.”

Top 3 Sales Playbooks to Improve Sales Performance

Discover the top sales playbooks to improve sales performance, which sales play metrics to measure, and how to turn those insights into sales excellence. Download the eBook to find out how you can increase your sales win rates with these top sales playbooks.

Revenue Growth Lessons from an Iconic Financial Services Brand

Sales Benchmark Index

On today’s show, we are joined by Vince Lombardo, President of US Payments and Payroll Solutions at Heartland Payment Systems. Over the last two decades, Vince has seen Heartland grow from a startup to a global company with 4,000+ employees.

Tackling Low Morale Among Remote Workers

Sales and Marketing Management

Author: Tanner Corbridge. Keeping people engaged is complicated when we’ve been told to stay apart. To manage effectively and create action, we need to come together as we’ve never done before. Morale becomes strained as outside influences push in.

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What is strategic account planning and how does it drive growth?

Membrain

What is strategic account planning? The question seems simple on the surface, but ask five salespeople, and you’ll get five different answers. Sales Management

Before You Make a Difference, You Have to Make a Connection

Keith Rosen

It’s confusingly simple. Your team’s culture leads back to the efforts, actions, and behavior of one person; the manager. Forget about strategy, comp, perks, awards, and flexible work hours.

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How to Overcome the Pain Points of Your CRM

CRM software is a powerful tool when used correctly, yet another obstacle to a sales team’s efficiency when it’s not. Leveraging research and commentary from industry analysts, this eBook explores how your sales team can get back valuable time by overcoming some pain points with your CRM, such as low adoption rates, integrations, and data quality.

6 Coverage Models: Pros, Cons, and How They Affect CAC

Sales Benchmark Index

If you’ve spent the last quarter preparing for the remainder of the year by overhauling your Go-To-Market function and redesigning your coverage plan, you’re not alone. But how do you make sure your optimal coverage plan serves the needs of.

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Leaders Must Be Mindful of the Story Behind the Story

Sales and Marketing Management

Author: Gary Burnison, CEO, Korn Ferry. At a time when different work needs to get done?—?and and work needs to get done differently?—?we we leaders have to change. Today, everyone is a leader, and it culminates in how we make others feel.

Why Weekly Sales Reports Need To Be Included In Your Team's Workflow

Hubspot Sales

There’s no easy way to put it — for many companies, it is a hard time to sell and consumers have a lot on their minds. According to LinkedIn’s 2020 State of Sales Report , buyers are becoming increasingly less responsive, with 44% of salespeople reporting a decrease in responsiveness to outreach.

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