Engage Selling
AUGUST 21, 2020
The world has changed and sales has changed. Throughout the past several months, since the dawn of the pandemic, I’ve shared countless resources, ideas, and tips on succeeding in this new landscape.
SBI Growth
AUGUST 20, 2020
If you’re like most Sales Leaders we’ve worked with, you’re glad the first half is behind us. You are also trying to figure out how to make up lost ground. We’ve found the two most effective ways to recover from.
Nutshell
AUGUST 21, 2020
Have you ever stumbled on a SaaS website and you literally have no clue why you’re there and what they do? You look everywhere on the website—I’m talking header, tag line, features—and you just don’t get it. With over a hundred and one different things that could kill your cloud software business, poor marketing is the slow poison that can put it to sleep for good.
Hubspot Sales
AUGUST 18, 2020
Artificial intelligence resources are evolving from novelty to necessity in sales, and the massive investment companies are putting into these kinds of tools is a testament to that. Market research firm IDC found that businesses collectively invested an estimated $2.7 billion in sales process recommendation and automation in 2019 — a figure that's expected to rise considerably through 2022, at least.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
The Center for Sales Strategy
AUGUST 17, 2020
In the recent CSS Media Sales Report , we discovered: Sales managers are expecting sellers to set twice as many appointments this year. The majority of salespeople say it is harder to get an initial appointment with a new business prospect than in years past. It appears these two concepts are on divergent paths, that’s probably why the issues related with setting appointments have existed for such a long time.
SBI Growth
AUGUST 15, 2020
Any CEO can attest to the current level of difficulty in closing deals. Customer sentiment and individual mind share are in high demand, and even with everyone online, many fail to adequately engage their communities in order to access their.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Hubspot Sales
AUGUST 21, 2020
To master the art of selling, you must understand its various forms. You may have stumbled across our other posts on relationship selling , social selling , and organizational selling , but today I present to you: outcome selling. Instead of overwhelming customers with every bit of information about your product and its features, outcome selling helps you deliver the exact details your customers want to hear — and as a result, they’ll be more eager and ready to buy.
The Center for Sales Strategy
AUGUST 20, 2020
Moving into 100% commissioned sales in my 30’s was one of those “what doesn’t kill you will make you stronger” moments in my life. Truth be told, it wasn’t a moment; it was a journey. I remember trying to learn all I could from the veteran salespeople on my team. But, when I read the book Sales Dogs I began to understand that the answer was not to be found in trying to copy the talents of other salespeople, but to learn how to leverage my own unique mix of talents.
RAIN Group
AUGUST 19, 2020
The RAIN Group Center for Sales Research has kept its finger on the pulse of what’s happening in the world of sales as we transition to virtual selling. Since beginning our research in Q2 2020, we’ve surveyed 528 sellers and buyers on their virtual buying and selling experiences. Our analysis has uncovered the top challenges of virtual selling , many of which buyers themselves have said are a deciding factor for purchase decisions.
Sales Gravy
AUGUST 16, 2020
On this Sales Gravy Podcast episode Jeb Blount (Virtual Selling) and Anthony Iannarino (Eat Their Lunch) get down and dirty about why salespeople need to adopt a phone first approach to outbound prospecting sequences. Three Reasons Salespeople Default to Email for Outbound Prospecting There is no tool in your sales arsenal that is more powerful than the phone.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
Hubspot Sales
AUGUST 18, 2020
Sales content is serious business. According to Seismic , when deciding between two options 90% of customers are more likely to buy from the company that provides the most relevant information. This same report found 95% of sales reps want access to content and collateral that can help them sell more. In other words, buyers want the right information exactly when they need it, and sales reps want to provide it to them.
The Center for Sales Strategy
AUGUST 21, 2020
- MOTIVATION -. "Make a customer; not a sale.". -Katherine Barchetti. - AROUND THE WEB -. > Fueling Sales: What Helps Top Companies Grow– SalesPOP! For anyone who wants to achieve greatness, looking at how the experts do it is a sure way to achieve success. For example, if you wanted to become a successful investor, you'd want to chat with Warren Buffett.
Miller Heiman Group
AUGUST 20, 2020
In today’s world, everyone is seeing significant changes in their sales funnels. For some organizations, opportunities are being frozen or postponed, and it’s hard to find new opportunities to replace them in the funnel. On the flip side, some industries have way too many deals flowing in. COVID-19 has created a perfect opportunity for sellers to re-engage with their stakeholders—their buying influences.
Sandler Training
AUGUST 19, 2020
The results of the Sandler Research Center survey The Essential Components for Sustaining Overachieving Sales Performance are out. The post Three Critical Takeaways for Overachieving Sales Performance: Sandler Research Center Findings appeared first on Sandler Training.
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
Hubspot Sales
AUGUST 20, 2020
Cold outreach can be exhausting and excruciating — for everyone involved. The people on both sides of most cold calls aren't exactly thrilled to be taking part in them. Receiving an unsolicited call from a company you've never heard of, pushing a product you probably don't need is obnoxious, and cold calling someone only to have them berate you — venting weeks of pent-up frustration after their favorite contestant on The Voice got voted off or something else that really shouldn't make them that
PandaDoc
AUGUST 17, 2020
When you are a part of a sales team, your main priority is closing deals faster and meeting your monthly quotas. However, you have to be fully prepared before you can close a deal through a sales meeting. It’s no secret that the ongoing coronavirus pandemic has caused huge shifts in digital marketing and business operations. Out of these effects, it’s the growing dependency on online communication platforms like Zoom, Teams, and Skype that has become the most prominent.
Engage Selling
AUGUST 21, 2020
We all know that sellers must close more deals in less time to achieve professional success. However, these days, too many skilled salespeople are struggling with deals that are stuck in what seems like perpetual limbo.
Sales Readiness Group
AUGUST 21, 2020
These days, we receive a lot of inquiries about how to help sales reps improve their ability to engage with clients effectively—given the constraint of not being able to meet in person.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
Hubspot Sales
AUGUST 17, 2020
Upselling is a skill every sales professional should have in their repertoire. Having the charm, empathy, and quick thinking to consistently get extra mileage out of deals is a hallmark of a particularly savvy salesperson. But does upselling always look the same? Is there some definitive model of the concept? Well, not really. The process can take on several forms that vary according to how, why, and where the deal is being conducted.
Sandler Training
AUGUST 19, 2020
Mike Montague interviews Ray Setter on How to Succeed at Customer Service. The post How to Succeed at Customer Service [PODCAST] appeared first on Sandler Training.
PandaDoc
AUGUST 18, 2020
Since the COVID-19 pandemic took hold in early 2020, the world has moved online, and business is no exception. Physical events and face-to-face meetings are still on hold in many places around the world and will be for an unspecified length of time. . However, if you want to meet your business goals, it’s essential to adjust and adapt to the new reality.
Mercuri International
AUGUST 18, 2020
Training Trends 2020. 2020 has provided a combination of global events that have redefined the business landscape. Mercuri International conducted this survey to find out how businesses react on this storm of changes in the market – Training Trends 2020. The Survey looked at a broad range of industries, from Finance to Pharma, Construction to Consumer Goods, speaking to executives from C-level, sales, HR, and training.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Hubspot Sales
AUGUST 17, 2020
There is an infinite number of ways to engage with and sell to customers. While many companies are hyper-focused on making the sale, building lasting relationships with customers is an essential aspect of achieving sustainable business growth. While closing a deal is important, taking a holistic approach to the sales process can unlock greater revenue potential, especially for account-based businesses such as service agencies or companies that sell to enterprise customers.
Sandler Training
AUGUST 19, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated… The post How to Succeed at Sandler Rule #32 – Get an IOU for Everything You Do [PODCAST] appeared first on Sandler Training.
Nutshell
AUGUST 19, 2020
There are many ways to add new email contacts to your sales database, but it can be tough to convert those contacts into actual leads and customers. Luckily, email marketing automation is a very effective tool for nurturing new email subscribers and helping you close deals. I’ve put together a guide full of ways that you can nurture your subscribers using marketing automation software so that you can boost your revenue without having to pour even more resources into lead generation.
Kainexus
AUGUST 20, 2020
Taiichi Ohno, the father of the Toyota Production System, once said, “Without Standard Work there is no Kaizen.” That’s a pretty bold statement, but when you think about the continuous improvement cycle, it makes a lot of sense. How can you move from the current state to the desired state if the current state is a moving target? Standard Work , which documents the current best practice for performing a task or process, and ensures that everyone is applying it, is a prerequisite for improvement.
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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten
Force Management
AUGUST 17, 2020
Finding new ways to meet evolving buyer needs is the cornerstone of every great sales organization. The current environment has many companies adjusting product road maps and sales campaigns, trying to align with the most pressing needs of their specific marketplace. Given the current state, you, as a sales leader, have a huge opportunity to enable your sales teams to sell new products (or your exciting offerings) in a way that drives competitive revenue growth.
The Center for Sales Strategy
AUGUST 18, 2020
A recent CSO Insights report states that “sales reps are often drowning in content. Yet it’s often not the right content, nor is it easily accessible.” Getting busy reps to open and read material that will help motivate them through the sales process is challenging. Podcasts, also known as “learning on the go,” allows listeners to consume powerful stories that motivate and educate.
Excelerate
AUGUST 16, 2020
We hear that failure leads to success and that the geniuses and billionaires of the world failed first then found their success. ? We feel moments of failure in our work, our personal life, and in our macro-world as well. Failure and success: these antonyms are comingled and as hard as it may be, it’s up to us to accept that and let it guide us forward.
Kainexus
AUGUST 18, 2020
We often describe Kaizen as a way of looking at the world rather than a prescription for how to achieve positive change. Kaizen thinkers seek to make small changes to operations daily in search of higher quality, more efficiency, and less waste. But because the concept of Kaizen is so philosophical, it can be a challenge for people new to the idea to understand what it means in practical terms.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
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