Sat.Jul 24, 2021 - Fri.Jul 30, 2021

Hiring After COVID-19: Post-Pandemic Trends to Watch

Zoominfo

The US economy is finally coming up for air. States that imposed lockdowns for the COVID-19 pandemic started lifting restrictions on businesses and public spaces in May 2021, and many major cities have reopened. However, as the New York Times observes, “it’s a weird moment for the US economy.”.

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How to Manage Remote Sales Teams in 2021

Sales and Marketing Management

Remote work went mainstream in 2020, and the forced experiment showed us that working from home doesn’t have to derail productivity. In fact, a 2020 survey from FlexJobs shows that 51% of respondents said they feel more productive in their home office than at a traditional workplace. Because of distancing requirements, employee sentiment and the efficiency gains associated with well-managed remote work, I expect less than half of companies to shift entirely back to the office in 2021.

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Is it time to stop allowing the Covid excuse?

Membrain

One of the most illuminating elements of Objective Management Group’s sales evaluation methodology is the way in which it explores and exposes each salesperson’s motivations, mindset and self-limiting beliefs - their “Sales DNA”. Sales Management

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The Switzerland of Marketing, Sales and Customer Success with Seth Marrs

Sales Hacker

Revenue Operations is the business version of Switzerland. In providing a neutral ground for marketing, sales, and customer success, RevOps must also analyze contexts to convey insights quicker. To win at this will take great RevOps leadership.

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.

How to Get Access to Key Executives

Sales Readiness Group

In previous blogs, we discussed how to prepare for a meeting with a key executive (see here and here ). But the 800-pound elephant in the living room is how do you get a meeting with a senior executive in the first place? Selling Skills Prospecting

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Aligning the Buying and Selling Teams in an Enterprise Sale Setting

Sandler Training

In an enterprise sale, where there are lots of moving parts, things can get complicated. Here are four best practices we share with our clients. The post Aligning the Buying and Selling Teams in an Enterprise Sale Setting appeared first on Sandler Training.

Don’t Sweat the Tax Stuff

Selling Energy

My philosophy is that when it comes to tax benefits and other reasons to do an energy projects, be careful not to let the tail wag the dog. When you’re pitching, don’t delve into tax credits or deductions.

How to increase your average deal size

Membrain

Increasing average deal size can be a great way to grow revenue. Larger deals can provide higher profits with lower cost of delivery. They may require less total sales team involvement per dollar. And they can help to even out peaks and valleys in your sales trends. Sales Management

Why Client Introductions Are a Sales Lead Strategy for These Times

Sales and Marketing Management

Cold calling in today's uncertain business climate should not be a priority. Instead, lean on your existing network for introductions. The post Why Client Introductions Are a Sales Lead Strategy for These Times appeared first on Sales & Marketing Management. News Featured

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.

What Is Sales Forecasting? Why It Matters + 11 Tools to Consider

Sales Hacker

After spending many quarters creating sales forecasts, you should have the process down and deliver precision accuracy. Just kidding. Unfortunately, sales forecasting is not that straightforward.

Are You Settling for Less in Your Sales Prospecting?

The Center for Sales Strategy

Many believe prospecting for new clients is the most difficult stage in the sales process. Working at the top of the funnel is certainly filled with more rejection and dead ends than you’ll encounter once you connect and are into the discovery and advise stages.

Not Just Vacation, but a Place to Vacation

A Sales Guy

We have a saying here ASG, Complete flexibility, ruthless accountability.

Creating a Coachable Culture

Sales and Marketing Management

What is a coaching culture and why is it important? The Forbes Coaches Council states, “a coaching culture simply means supporting your employees so they learn new skills and become greater assets to the company.”.

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.

Reframing Savings-to-Investment Ratio for Homeowners

Selling Energy

If you’ve attended my sales training or are a frequent reader of this blog, you know I'm a big fan of using savings-to-investment ratio (SIR) to showcase the benefits of expense-reducing capital investments (see last week’s “The Power of Savings-to-Investment”).

How to Succeed at High Achievement [PODCAST]

Sandler Training

Mike Montague interviews Ruth Gotian on How to Succeed at High Achievement. The post How to Succeed at High Achievement [PODCAST] appeared first on Sandler Training. Podcasts] Blog Posts How To Succeed Professional Development mentorship performance success

Overcoming Sales Objections: 9 Guaranteed Winning Strategies

Lead Fuze

9 Overcoming Sales Objections Strategies for Getting Your New Product Launch Marketing Plan on Track. Getting leads to respond to your emails or talk to you on the phone is difficult. Even when they do, overcoming sales objections needs to be your next goal.

How To Use A/B Testing on Your Website

Sales and Marketing Management

A/B tests on your website content can lead to small tweaks that make a big difference in your marketing success. Here's how to get started. The post How To Use A/B Testing on Your Website appeared first on Sales & Marketing Management.

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!

CFS Roundtable: Leadership for Organizational Growth

criteria for success

Happy Monday, Let's Talk Sales listeners! For this week's podcast, we're switching up our regular programming to do a roundtable with the CFS leaders, Charles Bernard and Elizabeth Frederick! Charles is our founder and CEO here at CFS, and Elizabeth is our CFS Operations Officer and Senior Advisor.

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Power Partner Networking

Adaptive Business Services

I have always considered myself to be a very active networker. This includes social networking. I own and operate, as a business, a B2B networking group. Being primarily an introvert, none of these activities are particularly comfortable for me. I often struggle being in larger group settings.

Weekly Recap, July 25, 2021

Selling Energy

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs. sales tips sales performance sales success

Are You Ready for a Cookieless Digital Marketing World?

Sales and Marketing Management

Dun & Bradstreet VP of Product Marketing Deniz Olcay discusses how to get your sales and marketing tech stack ready for a cookieless world. The post Are You Ready for a Cookieless Digital Marketing World? appeared first on Sales & Marketing Management.

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.

Improving Sales Performance — IMPACT Your Sales Performance: Performance Tracking

The Center for Sales Strategy

How many performance metrics are you currently tracking? How many should you track? We can all agree that measurement improves performance, and it’s essential to success. But you can’t keep changing the rules of the game. Performance improvement comes only when we focus on the same metrics over time.

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Sales Automation: Cliché Buzzword or Your Secret Weapon to Growth

Sales Hacker

Learn from operations leaders at Reddit, Outreach, and Tray.io about how automation has fundamentally transformed their approach to sales operations and how it is delivering ROI to organizations of all sizes. The post Sales Automation: Cliché Buzzword or Your Secret Weapon to Growth appeared first on Sales Hacker. Revenue Operations Community Events

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7 Keys Strategies to Maximize Your Problem-Solving Abilities

Selling Energy

If you’re a sales professional, you’re going to encounter some problems that you’ve never encountered before. productivity sales teamwork sales success

Coaching for Stronger Virtual Teams

Sales and Marketing Management

COVID-19 has been a gamechanger in how and where we work. That is no less true for sales and marketing professionals as it is for most other workers. The post Coaching for Stronger Virtual Teams appeared first on Sales & Marketing Management. Special Report

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.

Prospecting Fundamentals To Practice During Summer

Tibor Shanto

By Tibor Shanto. A week or so back, I posted about the “ summer lull ,” suggesting it could be more myth than fact. Some enterprising salespeople asked what they should do during this period? Well, it is a great time to do all those things you tell me you want to do but never have time for.

How to Overcome Imposter Syndrome and Share Your Value With Others With Gretchen Keefner

Sales Hacker

“Gretchen, we know you’re good. But we don’t know why you’re good.”. A VP said those words to Gretchen Keefner, VP of Enterprise North America at Bullhorn, and it led to a career-defining aha moment.

Leadership Development–Developing Managers Into Leaders

The Center for Sales Strategy

Promoting someone to a manager doesn't make them a leader. While managers have power, they too often lack the skills to use that power effectively. What you want is a strong sales leader, but how do you get there?