Bernadette McClelland

DECEMBER 30, 2023

The pivotal questions were asked of the guys, What strategies have you implemented? And as their GM Tina said as we wrapped up… “you are all here because you deserve to be” Those words also resonated for me because I think that is something all of us sometimes forget. What if the world was your oyster?

Sales Leadership 195

Sales Leadership Hiring Pivotal Loyalty 195

Understanding the Sales Force

JUNE 20, 2023

Let me explain and then I’ll pivot to selling. I couldn’t hear the noisy motor – at all – and with my music was blasting I worked for such a long period of time that I at up an entire 10-foot spool of trimmer line, and drained 4 batteries. 10 Conditions (2012) Is Showmanship a Lost Art in Selling?

Motivation 156

Motivation Pipeline Hiring How To 156

Sales and Marketing Management

JUNE 22, 2020

Author: Paul Nolan The way companies buy and sell from each other looks very different than it did even six months ago. The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. A pivot to remote selling. Pandemic selling by the numbers.

Trends 156

Trends B2B Decision Maker Transportation 156

Steven Rosen

JUNE 3, 2020

Even though we are still social distancing and face to face selling may not resume until 2021, you are still responsible for sales results. What can you do to jump-start your sales and make up for any lost sales during the last several months? Your salespeople have had to adapt to selling via Zoom or telephone.

Sales Leadership 394

Sales Leadership Closing Face-to-face Coaching 394

Alice Heiman

APRIL 2, 2024

Learning from Scaling Discussing the challenges of rapid growth, Mark advises, “You can always speed up. 04:48] Origin Story – Mark shares his personal sales challenges and the inception of Recapped as a solution for process-driven selling. [06:17] You can’t always slow down.

Scale 62

Scale Strategy Hiring Pivotal 62

Allego

MARCH 12, 2024

And Ajikawo shared her thoughts on the pivotal role technology plays in bridging the gap between sellers and buyers, emphasizing the importance of leveraging data-driven insights and AI to personalize the buying experience and streamline the sales process.

Top of Funnel 118

Top of Funnel Lead Rank Pivotal B2B 118

Alice Heiman

MAY 21, 2020

Look up, and let’s get focused on sales strategy. . I’ve been scrambling to set up our whole company to work remotely and make sure everyone has the tools and support they need to be productive at home. ” . Some of them are trying to sell with kids at home during social distancing. Have you been in survival mode?

Webinar Metrics 169

Webinar Metrics Strategy Pivotal Hiring 169

Sales and Marketing Management

DECEMBER 14, 2020

For example, one of our key high-tech clients initiated a straightforward deal registration program and quickly pivoted to a robust sales training and engagement effort. The result isn’t just that they sell more of your product; it also helps them grow their business (if they’re. It’s a product of the era we find ourselves in?—?the

Incentives 295

Incentives Incentive Training Channels 295

Zoominfo

DECEMBER 7, 2022

Knowing how and where a customer’s decisions are made can make a world of a difference in how you sell to them, whether it’s prioritizing the right accounts with the right message or pinpointing which contacts to develop relationships with first. This pivotal linkage data unlocks more sales opportunities. With over 1.2 With over 1.2

Scale 130

Scale Territories Pivotal Lead Rank 130

Sales Gravy

JANUARY 23, 2024

Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. They dive into how curiosity and empathy are pivotal for transforming your sales approach. It's about moving from a selling mindset to a helping mindset.

Pivotal 91

Pivotal Loyalty Engineering Lead Rank 91

Sales and Marketing Management

JUNE 29, 2020

This begs the question, what’s up with the weather scaredy-cats ? Eidsvold says the company’s incentive travel clients have either pushed planned group travel events to the second half of 2021 or pivoted to an online platform where salespeople earn points that can be redeemed for rewards of their choosing. Are you digital-ready?

Travel 218

Travel Groups Incentives Incentive 218

Sales and Marketing Management

JUNE 29, 2020

omnichannel selling, inside sales, tech-enabled selling and e-commerce. McKinsey & Company offers these steps for B2B sellers to pivot effectively. Firing up the revenue engine post-crisis. How to sell to leads during and after COVID-19. Focus on delivering the three things buyers value most?

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

No More Cold Calling

NOVEMBER 8, 2021

It was a pandemic, and businesses were struggling with managing remote sales teams and “pivoting” their focus to survive. I didn’t have time to catch up with clients and nurture my professional networks. This is your checklist for referral selling, and your responses will give you specific referral strategies to work on.

Referrals 227

Referrals Customer Revelation Networking 227

Sales 2.0

JULY 28, 2020

This year’s coronavirus pandemic and the resulting shutdown of much of the US economy has had an impact on just about everything: how we live, how we work, and even how we sell. You can access the entire Selling SaaS in the COVID Economy report over on SalesRoads’ website. I expect COVID to have created lasting changes to how we sell.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

Janek Performance Group

APRIL 17, 2024

Through consistent follow-up and relationship-building activities, BDRs can expand sales pipelines. This is accomplished by uncovering additional opportunities and cross-selling/up-selling to existing clients. BDRs may struggle to pivot toward more inbound-focused strategies, such as content marketing or social selling.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Mr. Inside Sales

MAY 31, 2021

Picking up the phone and making “cold calls” has never been easy, and this has prevented many reps from making the calls that can make them more sales and more income. Top reps still prefer to pick up the phone and have conversation, and this remains the best way to not only speak with someone, but to qualify them as well.

Face-to-face 180

Face-to-face Cold Calling Call-back Gatekeeper 180

BuzzBoard

APRIL 5, 2024

Your blog content plays a pivotal role in lead nurturing. Using Lead Magnets and Social Media for Lead Nurturing in Content Marketing Content marketing, specifically lead nurturing, is pivotal in driving customer engagement and enhancing sales for small businesses. In relation to lead nurturing, lead magnets play a pivotal role.

Sales Qualified Lead 52

Sales Qualified Lead Lead Nurturing Lead Rank Lead Scoring 52

Sales Hacker

NOVEMBER 14, 2023

He was one of the first few reps hired at Yammer to sell into the Fortune 500, responsible for closing some of their largest, 7-figure contracts. Prior to Klaviyo, Sean served in enterprise sales roles at Localytics, Yammer (acquired by Microsoft for $1.2B) and SuccessFactors (IPO & acquisition by SAP for $3.4B).

Hiring 90

Hiring Scale SAP Top of Funnel 90

Pipeliner

DECEMBER 20, 2023

Their role extends beyond closing deals ; it involves the delicate art of cross-selling and up-selling to existing accounts. Questions surrounding closed opportunities , open opportunities, duration from lead to close, and changes in contacts and decision-makers become pivotal in assessing the account’s health.

Commence 52

Commence Pivotal Decision Maker Lead Nurturing 52

Allego

JULY 9, 2021

“The idea of sales has pivoted to a very meaningful and important service.” She grew up in a family of seven pianists in a home with 26 pianos. In order to get through college, she started selling pianos for a Bosendorfer piano dealership in New York City. Episode 26: Selling as a Service | Erica Feidner.

Consultative Selling 136

Consultative Selling Pivotal Google Channels 136

Hubspot Sales

OCTOBER 18, 2023

And it was that motivation — paired with his empathy, intelligence, and creativity — that allowed him to play an instrumental role in building HubSpot’s sales department from the ground up as the company's first sales director and sixth employee. Six months later, Brian called again to inform him that HubSpot had pivoted.

Hubspot 92

Hubspot Ideal Customer Profile Scale Distribution 92

A Sales Guy

APRIL 28, 2020

Due to the Coronavirus and the shelter in place, we made a quick pivot at A Sales Guy. We created a virtual Gap Selling training course for salespeople. We are doing our LAST virtual Gap Selling Training this May 5th and 6th at 10:00 MST. The post The Last Gap Selling Virtual Training appeared first on A Sales Guy.

Training 131

Training Pivotal Exact Up-Sell 131

Zoominfo

APRIL 30, 2021

Like everyone else, we had to pivot, and fast.” — Danny Daly, manager, marketing events at ZoomInfo. We then treat full registrants as hot leads or MQLs, and the general attendee list as cold leads, ultimately following up with everyone.” Rather than splitting new business from customers, we bucketed follow-ups, and.

Trade Show 264

Trade Show Top of Funnel Funnel Conference 264

BuzzBoard

FEBRUARY 27, 2024

Understanding the Process of Prospecting for SMB Leads The process of prospecting for SMB leads can be a complex task, particularly for salespeople at digital marketing agencies who specialize in selling to small businesses. A pivotal part of prospecting is researching potential leads.

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

Sales and Marketing Management

JUNE 29, 2020

By understanding how your buyers have been affected, you’ll be better positioned to sell in mid- and post-pandemic eras. Now is the time to pivot and express empathy for their situations. Selling to leads. Prospects have enough on their plates right now without needing to schedule follow-ups. Reset your sales approach.

Lead Rank 177

Lead Rank Lead Scoring Leads Marketing Qualified Lead 177

Pipeliner

FEBRUARY 17, 2024

Furthermore, taking ownership of one’s circumstances rather than playing victim was a pivotal mindset shift on his journey to the top 1%. Gain Wisdom from Mentorship and Authentic Selling According to Jeremy, mentorship plays a huge role during formative career stages. He is CSMO at Pipeliner CRM.

Video 52

Video Demographics Face-to-face Pivotal 52

Allego

FEBRUARY 8, 2022

In episode 39, Gerhard Gschwandtner, founder and CEO of Selling Power, shares his journey as a sales guru and entrepreneur, his insights into sales psychology, the importance of improvisation, and the power of dealing with disappointment. And if you don’t keep up, you cannot play. Both are pivotal. Gerhard Gschwandtner.

Google 127

Google Pivotal Conference Up-Sell 127

BuzzBoard

APRIL 15, 2024

Among various strategies employed, personalizing email campaigns proves pivotal. You’re not merely selling your agency’s services; you’re fostering a relationship. Vote Up +0 Vote Down -0 You already voted! But why is personalization crucial for email marketing?

Campaigns 52

Campaigns Email Marketing Pivotal Segment 52

PandaDoc

SEPTEMBER 6, 2023

The sales landscape is evolving rapidly, with sales apps playing a pivotal role in shaping the future of sales. One such app that has emerged as a game-changer is, well, us, PandaDoc. We were recently recognized as an “Essential App for Sales 2023” by HubSpot. Amid these shifts, what makes us stand out?

Hubspot 78

Hubspot Proposal Pivotal CRM 78

Pipeliner

FEBRUARY 20, 2024

Our conversation centered around his new book, “Iceberg Selling,” and the critical importance of understanding customers on a deeper level. The Iceberg Selling Concept Karl Becker introduced me to the concept of “Iceberg Selling,” A sales approach that goes beyond the surface-level understanding of customers.

Customer 64

Customer Lead Rank Lead Scoring Pivotal 64

Highspot

JUNE 3, 2021

As organizations adjusted to the new world of work over the past year, business leaders across the globe had to become intimately acquainted with words like change, pivot, and transition. Once you have a hybrid program, don’t just stop there – keep pivoting, communicate with stakeholders and iterate with the team you support.”

Pivotal 89

Pivotal Face-to-face Sales Enablement Scale 89

Alice Heiman

APRIL 23, 2024

” Insightful Reflections: Starting with his initial career pivot, Clate’s narrative is a testament to adaptability and passion. 11:27] Automating Success – How the implementation of automated follow-ups revolutionized the company’s sales process. [13:39]

Scale 62

Scale Small Business Small Business Sports 62

BuzzBoard

NOVEMBER 24, 2023

By considering different methods and metrics to assess hyper-personalization success, data-enriched insights inform pivotal business decisions. McKinsey & Company’s research elucidates that personalization can curtail acquisition expenses by up to 50%, while enhancing revenue by 5-15%.

B2B 52

B2B Strategy Pivotal Penetration 52

Nutshell

APRIL 3, 2024

Whether you want to sell or scale your business, here are the software tools to make a productive tech stack for your startup. The real-time data can help you understand your ROI on marketing investments and pivot your efforts where necessary. Startup management used to be complicated and time-consuming for companies wanting to scale.

Software 71

Software Software Scale Analytics 71

BuzzBoard

APRIL 18, 2024

Undoubtedly, effective resource distribution is critical to the success of any business, thus positioning digital marketing agencies as pivotal entities. It’s crucial to optimize budget allocation to promote advertising excellence, both for digital marketing agencies selling these services and the small, local businesses they serve.

Advertising 52

Advertising Advertising Strategy ROI 52

Sales Hacker

MAY 15, 2023

Even though our company is scaling quickly and getting close to the point of full capacity, it’s not the right time to hire salespeople — because a pivot to something more sustainable could be in the works. Hiring a sales team too soon can lead to issues like: Your team tries to sell a product to a market that doesn’t need it or want it.

Hiring 85

Hiring Outsourcing Services Pivotal Ideal Customer Profile 85

BuzzBoard

FEBRUARY 16, 2024

Nevertheless, selling to small businesses requires understanding key metrics and providing specialized solutions. How Can Mobile Telephones Revolutionize Your Approach to Selling to Small Businesses? Keep in mind, successfully selling to small ventures means relocating to where they are currently, which is increasingly mobile.

Small Business 52

Small Business Small Business Marketing Lead Rank 52