Veloxy

NOVEMBER 29, 2021

Salesforce is arguably the best customer relationship management system for B2B companies. While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. Using the applicable insight and practices in this guide, you’ll not only help optimize and get more ROI from your Salesforce instance, but you’ll also improve sales team morale and your reputation as a champion at your company.

Sales 290

Sales Quota Up-sell B2B 290

Anthony Cole Training

DECEMBER 3, 2021

We expect every member of our team to prospect every day as one of their sales activities. But now and then, it helps to put a focus on the effort and bring the team together on a call blitz. This works for many reasons.

Prospecting 254

Prospecting Sales 254

Tibor Shanto

NOVEMBER 30, 2021

By Tibor Shanto. Despite booming times, there seems to be a cloud over B2B sales. Maybe it is the shadow cast by almost half of reps who fail to make quota? I find salespeople and others in the trade have difficulty focusing. Couple that with a distracted buyer who is also challenged to concentrate on one thing till it’s done. The result is a lot of wasted resources, and disappointed people on both ends of the journey.

Sports 157

Sports Quota B2B Education 157

The 5% Institute

DECEMBER 2, 2021

In this article, you’ll learn exactly how to improve your sales win rate, by following these proven and effective sales techniques. These techniques are centred around consultative selling. This means that you’ll take a question based, and solution approach rather than purely presenting up front, or using any old school and gimmicky techniques. Read on to learn how to improve your sales win rate.

Technique 144

Technique Sales Clients Closing 144

Advertisement

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.

Sales

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. And when they do the needed followup, it’s driven by such things as intuition, geography, account size, the customer’s job title, or their position on a call list or spreadsheet.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

Martech

DECEMBER 2, 2021

Drew Neisser, the founder of B2B brand strategy boutique Renegade, discussed the findings from the company’s 2021 State of Account-Based Marketing (ABM) Report in a recent webinar on MarTech. The survey brought together salespeople and marketers to understand how ABM could address some of their interdepartmental challenges. “Our goal was to identify the current state of the relationship between sales and marketing, quantify the impact of martech — specifically ABM — and identify any gaps and opp

B2B 142

B2B Sales Contact Technology 142

Search Engine Land

NOVEMBER 30, 2021

This update surprised many, since it started to roll out on November 17th and continued rolling out over the largest online shopping period for the year. Please visit Search Engine Land for the full article.

Engineering 139

Engineering 139

JBarrows

NOVEMBER 30, 2021

In the spirit of giving thanks this past week, we are recognizing our membership community, who truly show up and show out for every webinar, livecast, AMA, and event we have. Thank you for bringing your greatness and energy! This episode, James Buckley talks with member Sterling Frandsen, inside sales representative at Tiled, about his career start in sales, early realizations, and how the JB Sales Membership has shaped his goals, performance, and mindset.

Inside sales 126

Inside sales Represent Sales Follow-up 126

Partners in Excellence

DECEMBER 2, 2021

Not long ago, I was on a Zoom call with a bunch of CROs. At some point in the conversation, someone started talking about all the inept prospecting being inflicted on her. She complained about the emails, the constant junk calls on her mobile, the inept and inappropriate LinkedIn and other social media outreaches. Everyone piled on, sharing their experiences and their “favorite” bad prospecting ploys (Found a lot of great materials for Hank Barnes’ #FridayFails.).

Prospecting 133

Prospecting Pitch Up-sell Conversion 133

Membrain

NOVEMBER 28, 2021

At a time when the level of public trust in the UK's elected politicians has never been lower, it's an opportunity to reflect on the critical role of trust in sales, which is what I chose to focus on in this article from the latest edition of the International Journal of Sales Transformation.

Trust 132

Trust Sales 132

Speaker: Jay Allardyce, Deepak Vittal, and Terrence Sheflin

As we look ahead to 2025, business intelligence and data analytics are set to play pivotal roles in shaping success. Organizations are already starting to face a host of transformative trends as the year comes to a close, including the integration of AI in data analytics, an increased emphasis on real-time data insights, and the growing importance of user experience in BI solutions.

Product

Martech

DECEMBER 3, 2021

“When it comes to empathy and marketing, I’m not talking about campaigns that pull on the consumer’s heartstrings or a video that makes us feel something,” said Tara Dezao, Product Marketing Director at Pegasystems Inc., in her presentation at our MarTech conference. “I’m talking about treating your customers well in every interaction — that you care what they’re going through and you provide them with exactly what they need.”.

Customers 137

Customers Campaign Technology Technology 137

Force Management

DECEMBER 1, 2021

Each of our November episodes share ways sales leaders, managers and reps can prepare for a successful new quarter or year. Each episode digs deep into tactics your salespeople can use to plan for aggressive growth goals, reduce competitive losses, and minimize margin cuts. Peruse each episode to find those worth listening to or sharing with your sales team.

Growth 121

Growth Sales 121

Predictable Revenue

NOVEMBER 29, 2021

Cold calling scripts approved by the most successful and reputable B2B sales leaders and practitioners in the sales development industry. The post The 4 Cold Call Scripts That Actually Book Meetings appeared first on Predictable Revenue.

Cold Call 133

Cold Call Meeting B2B Sales 133

RAIN Group

DECEMBER 3, 2021

In What Sales Winners Do Differently , we studied over 700 purchases from the perspective of business-to-business buyers to find out what really happened in their buying experiences.

Sell 131

Sell Sales Conversion 131

Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

Sales

Understanding the Sales Force

DECEMBER 1, 2021

Have you tried recruiting salespeople lately? It's a lot like it was in 2019, pre-pandemic, only different. From time to time, I help clients recruit for key roles. Unlike recruiters, I don't work on a contingency because I take responsibility for the entire recruiting process from soup to nuts and then the client makes the decisions on who to hire.

Sales 126

Sales Clients Service Process 126

Martech

NOVEMBER 30, 2021

Most marketing professionals know personalization is a key ingredient to successful customer engagement. But it’s not always clear how to put together a winning strategy. “One path is traditional broadcast thinking,” said Ehren Maedge, GM of North America at customer engagement platform MoEngage, in his presentation at our MarTech conference. “We think about creating a small amount of content distributed to a broad audience.

Customers 131

Customers Territory Campaign Presentation 131

Search Engine Land

NOVEMBER 30, 2021

IndexNow is an initiative by Microsoft and Yandex to push content to search engines that launched in October 2021. Please visit Search Engine Land for the full article.

Launch 133

Launch Engineering 133

Membrain

DECEMBER 1, 2021

BS stinks, and everybody knows it. When you’re just trying to get a straight answer and you know you’re being sold a “bill of goods,” it can be frustrating.

131

131

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Customers

Partners in Excellence

DECEMBER 1, 2021

I watched a fascinating short film, “Work, I Think It Numbs You, Somehow.” It got me reflecting on much of what I see when working with executives and sales people. Add onto that, all the we read about the Great Resignation. About two minutes into the film, a factory worker is interviewed. He talks about how so much of work causes you to stop thinking, we go through the motions and don’t have to make decisions.

Manufacturing 118

Manufacturing Technology Technology Sell 118

Heinz Marketing

NOVEMBER 30, 2021

By Brittany Lieu , Marketing Consultant at Heinz Marketing. How do you sell if you don’t know who you’re selling to? To truly answer this question, many adept B2B marketers know they must avoid a ‘ lazy ICP’ and know the value in developing a robust ideal customer profile. . Validating Your ICP with Data. Indisputably the first foundational step in building a predictable and profitable pipeline is validating the perfect-fit company that your organization serves and solves for.

Customers 119

Customers Objectives and Key Results Cross-sell CRM 119

Search Engine Land

DECEMBER 2, 2021

In Part 4 of our Messy SEO series, we look at how Google’s SERP title change gutted one of MarTech’s most important pages. Please visit Search Engine Land for the full article.

Engineering 118

Engineering 118

SaaStr

DECEMBER 1, 2021

So with the end of the year coming up again, it’s time to update a classic SaaStr post. On why the best sales teams just close so much on the last day of the year (be it Dec 31 for many of you, Jan 31 for others). When there really is no need to buy then … at all. Not really. Lol agreed. — Sam Blond (@samdblond) January 3, 2021.

Intrinsic 118

Intrinsic Pitch Contract Quota 118

Advertisement

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

Sales

Partners in Excellence

DECEMBER 1, 2021

Curiosity is the single skill that transforms everything we do. Sadly, too few talk about curiosity–in fact we seem to be incurious. Imagine just about any job in sales, marketing, customer experience (or any job) and how the curious approach those roles. Imagine curiosity as a key management/leadership attribute, how would this change the way we coach, develop, and lead our people.

Technique 118

Technique Conversion Growth Closing 118

Martech

DECEMBER 1, 2021

“The mobile phone is quickly becoming the source of our identity,” said George Corugedo, CTO of customer data platform Redpoint Global, in his session at our MarTech presentation. “In a few years, your driver’s license, your passport — all these documents of identity — are going to be digitized to be displayed when necessary.”. With so much personal data going digital, consumers are now aware of gaps in their online privacy.

Drivers/motivators 118

Drivers/motivators Technology Technology Presentation 118

Search Engine Land

NOVEMBER 30, 2021

“Everyone has annoying tasks in their job that you wish you could hire someone else to do, and at this point, you could automate it,” Colt Sliva said at SMX Next. Please visit Search Engine Land for the full article.

Process 111

Process Engineering 111

Sales Hacker

NOVEMBER 29, 2021

Traditional cold calling is killing your company’s bottom line. If your salespeople regularly spend hours looking for leads on the phone, you’re wasting time and losing money. If your business approaches cold calling like most companies, you likely have your sales reps dialing unverified, unvetted numbers off a list you got from a data vendor or database.

Lead generation 111

Lead generation Cold Call Appointment Technique 111

Speaker: Evelyn Chou

Choosing the right business intelligence (BI) platform can feel like navigating a maze of features, promises, and technical jargon. With so many options available, how can you ensure you’re making the right decision for your organization’s unique needs? 🤔 This webinar brings together expert insights to break down the complexities of BI solution vetting.

User Experience

Partners in Excellence

DECEMBER 1, 2021

We struggle to be “customer focused.” Somehow, our priorities and goals have precedence over understanding and helping our customers. At the same time, we know the most effective/efficient path to achieving our goals is through our customers, creating great value with them. But what if everything we do, in every part of our organizations focused on serving the customer.

Customers 118

Customers Manufacturing Finance Engineering 118

Martech

NOVEMBER 30, 2021

Deciding whether or not your company needs an ABM tool calls for the same level of evaluation involved in any software adoption, including a comprehensive self-assessment of our organization’s business needs, staff capabilities, management support and financial resources. Use the following questions as a guideline to determine the answers. Have we identified our ABM goals?

Cross-sell 114

Cross-sell Territory B2B Technology 114

SaaStr

DECEMBER 2, 2021

When I sold my first company, I used a banker, an M&A advisor. When I sold my second, I did not. Not using a banker the second time was a mistake. The benefits are nonobvious, somewhat counterintuitive — and large. You don’t get THAT much from a banker for their seemingly huge fees: They don’t get you another offer. It’s too late by the time they jump in.

Sell 107

Sell Price Negotiate Up-sell 107

Spiro Technologies

DECEMBER 2, 2021

Because of how difficult and mentally challenging sales can be, mindset is a critical component of sales success. Without the right mindset, the average person would quickly burn out after facing the myriad of rejections and never-ending hurdles that are part of every sales role. But if a salesperson wants to reach the next level and truly become successful, they need more than a positive mindset — they need a growth mindset.

Growth 105

Growth Prospecting Sales Customers 105

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Sales