May, 2020

Do you need an Enterprise Selling Plan (ESP)?

Sales 2.0

Don’t panic. We will return to normalish, at some point. We will start selling at some reasonable rate again, soonish. Budgets will be back in place and buyers will need things, in a little whileish. When all this happens, you may easily forget the lessons of this panic/pandemic.

How To Go From Order Taker To Trusted Advisor

MTD Sales Training

Order Taker? Trusted Advisor? Or Cheese Monster? How do your customers view you? From the customer’s point of view there are 4 types of relationships that they have with their suppliers.

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When It Goes Sideways – A Book with Swagger

The Pipeline

By Tibor Shanto. Sometimes things fall into place even during a pandemic. This coming Monday, May 11, I have the pleasure of having Jeff Bajorek as my guest on the Sales Scrum podcast. It turns out that since that was recorded, he has written a new book you will want to grab.

4 Ways Inside Sales Can Enhance Customer Experience

Sales Benchmark Index

Whether you are about to go on a first date or preparing for a discovery call with a prospect – first impressions matter. Regardless if it is from their initial website visit to their first discovery call, the prospects’ experience.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Sales Are Stabilized Now What?

Score More Sales

You have leveled out and adjusted to the new reality of selling today. Great job -- but what happens now? sales leadership profession of sales sales coaching

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More Trending

Digital selling is Not Optional

Sales 2.0

Stormy clouds covering the Serengeti while on game-drive on the way to Seronera. We are starting to reopen but it’s pretty clear things will be different. Things will be some kind of new but not the same as before. The good news is that some things will be better. than before.

Keeping Remote Sales Teams Productive

Sales and Marketing Management

Author: Dave Gerry From the U.S. and the U.K. to France and Japan, global companies and global communities everywhere have rolled out mandatory work-from-home policies amid the spread of COVID-19.

Sales Scrum Podcast Episode #11 – Guest Steve Gielda

The Pipeline

Sales Scrum Podcast Episode #11 – Guest Steve Gielda. Steve Gielda , is the co-founder and CEO of Ignite Selling, and someone I have been looking forward to having on the podcast. Most salespeople do not know why they win or lose deals. If they win it is their charm, personality, and relationship.

Revenue Multiplier, Not Cost Center: Why Sales Leaders Should Invest in Customer Success

Sales Benchmark Index

As a sales leader, you have most certainly heard the words “Customer Success,” especially if you are a sales leader for a subscription-based technology company. Some companies tout customer success as the critical driver of their growth.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Bust the Myth You Can’t Read Prospects’ Minds

No More Cold Calling

Do you know where your clients are? It’s not always about revenue growth. Wow, did I really say that? It surprises me, too, but different times call for different approaches. I was struggling with a new way to position referral selling during a recession.

11 Concepts For Managing Yourself and Your Employees During Change

Anthony Cole Training

In today's blog, we discuss the notion that effective sales leadership requires leaders to meet the challenge during times of major change.

Data Gopher

Sales 2.0

I have to admit that I’m doing this right now. I am looking for contact information in some target enterprise accounts. It takes time. If you’re not careful, a lot of time. And I’ve done this many (many) times in my sales career and used many (many) hours of time on this.

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Tell Your Prospect How You Failed

The Sales Heretic

Stories and case studies are powerful sales tools. They give us opportunities to showcase how wonderful our product or service is. They provide proof of our abilities and enable our prospects to see themselves benefitting just as our previous customers have. There’s just one problem with them.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

BREAKFAST FOR CHAMPIONS – Jeff Bajorek

The Pipeline

Thursday, May 28, 2020, 7:30 AM – LinkedIn Live. Jeff Bajorek. ‘Rethink The Way You Sell?’ ’ Thinking through each step of your process might seem as if it can slow you down, but checking out and mindlessly disregarding steps does not mean that things will move faster.

The Impact of Poor Data Quality on Sales and Marketing

Sales Benchmark Index

Data is becoming a core component of every business. As a result, the quality of the data being gathered, stored, and consumed is becoming increasingly important. We have all seen the impact that poor data quality can have on a.

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Stalls During Covid-19—How to Handle Them

Mr. Inside Sales

“We’re just not doing anything right now….”. “We’re We’re ‘on hold’ until things settle down.”. “We’re We’re not spending any money right now.”. These are common stalls that you get all the time, but now it seems harder to overcome them. Why is that? It’s because salespeople are now buying into them.

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4 Steps to Create Loyal Client Advocates

Anthony Cole Training

In today's blog, we discuss how your organization can go above and beyond to create loyal client advocates for your business.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.

Sales lessons from a virus

Sales 2.0

Urban crowds of people from above. This is entirely 3D generated image. If you didn’t believe that we humans are connected before COVID-19, you should now. As you know, the virus has been transmitting itself exponentially through populations around the world.

One Thing Your Company Must Do Right Now to Increase Sales

Understanding the Sales Force

Most in the cherry-picking news media are continuing to pound us with bad stuff: record unemployment, 80,000 dead, lockdowns into August, 30 trillion in debt, economy will be slow to recover, you'll be jailed if you open your business too soon, schools to remain closed in September, people will die, etc.

BREAKFAST FOR CHAMPIONS – Andrew Jenkins

The Pipeline

Friday, May 29, 2020, 7:30 AM – LinkedIn Live. Andrew Jenkins. Connections Matter More Now Than Ever: . It’s not about just increased social selling activities but IMPROVED social selling.

The Secret to Unrivaled Customer Experience Isn’t Technology, It’s People

Sales Benchmark Index

In an increasingly commoditized marketplace, what are you doing to ensure one of your biggest differentiators is setting you apart from your competitor’s customer experience? Do you have a purposeful end to end strategy for acquiring, onboarding, and training this.

How ZoomInfo Enhances Your Database Management Strategy

Forward-thinking marketing organizations have continuously invested in a database strategy for enabling marketing processes. Download this ebook to learn how to maintain a strategy that includes refreshed information, database cleanses, and an accurate analysis at the same time.

18 Sales Mistakes To Avoid At All Costs

MTD Sales Training

We’re all looking for the silver bullet technique when it comes to increasing our sales but we can also learn a great deal from those salespeople who make the most mistakes! We’re often looking for “what to do.” ” Just as powerful is knowing “what not to do.”

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32 Benefits of Joining a Mastermind Group

The Sales Heretic

Whether you’re a business owner, CEO, salesperson, or executive, if you want to accelerate your success, one of the best actions you can take is to join a mastermind group. What exactly is a mastermind group?

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The crisis gift horse

Sales 2.0

There are some green shoots of spring out there. Some sales inquiries are finally coming in. Maybe the end of the world is not nigh. Time to breathe again. It’s possible that we are climbing out of the deepest part of the COVID-19 trough from a business perspective.

5 Reasons Why Your Email Marketing Is Falling Short

Sales and Marketing Management

Author: Nick Lisette Email remains one of the best marketing tools at our fingertips, and yet it’s also one of the most underutilized. This may be because people have email fatigue, thanks to overflowing inboxes and endless untargeted vies for their attention.

How ZoomInfo Enhances Your ABM Strategy

For marketing teams to develop a successful account-based marketing strategy, they need to ensure good data is housed within its Customer Relationship Management (CRM) software. More specifically, updated data can help organizations outline key accounts for their campaigns. And to begin the targeting process, marketing teams must develop an Ideal Customer Profile (ICP) with appropriate firmographic and behavioral data to ensure they’re going after the correct audience.Download this eBook to learn how to start improving your marketing team's data!

Sales Scrum Podcast Episode #8

The Pipeline

Sales Scrum Podcast Episode #8 – Guest Brian Carroll.

How CMOs Are Identifying Shifting Customer Needs

Sales Benchmark Index

Why Are We Having a Hard Time Identifying Customer Needs? Just as social media platforms are constantly evolving, so is the way customers wish to interact with your company. Think of your new customer interactions as “TikTok”—it’s quick (less than 15.

Technology Can Wait … What About You?

No More Cold Calling

Please take care of yourself. “ The pendulum has swung too far in the direction of superficial online communications at a time people are hungry for true personal connection.”