Anthony Cole Training
OCTOBER 8, 2020
In every sales training and coaching program we work with individuals to help them write and deliver their phone scripts, value propositions and elevator pitches. These are important components for salespeople to differentiate themselves in a crowded marketplace. And this exchange should begin the relationship on the right foot by getting the audience engaged.
Cerebral Selling
OCTOBER 5, 2020
When it comes to high-impact messages that break through your customer’s armor and motivate them to purchase, the best ones are emotionally-charged. And as I’ve discussed in the past, few types of messages deliver the requisite dose of emotion like polarizing messages do. Polarizing messages are ones where you cast out features, functions, and even benefits, and instead, lead with the customer’s enemy.
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Force Management
OCTOBER 8, 2020
This post is an extension of the Ten Reasons Why Our Sales Training Is Different. Read the original article to learn more about why our process equips our customers to achieve lasting results. Read it here. The impacts of the pandemic have left many sales leaders to shift priorities and find new ways to equip their sales teams to succeed. To help ramp up sales teams and get them ready to execute in 2021, many sales organizations are choosing virtual sales training engagements as a way to move fo
Membrain
OCTOBER 4, 2020
Frontline sales managers - the people from whom individual members of the sales organisation take their day-to-day direction - have always played an absolutely pivotal role in the success of every sales organisation.
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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.
Engage Selling
OCTOBER 9, 2020
Your customer today is in a tough spot when making decisions. If you’re a seller trying to convert new prospects into buyers, you’re feeling the effect.
The 5% Institute
OCTOBER 5, 2020
Your sales growth formula (also known as a sales targeting strategy ), is one of the most important parts of your marketing and sales efforts. The reason it’s so important is because it’s crucial to get your product in service in front of the right prospects and potential clients. In this article we’ll look at what sales growth formula is, the types of targets to set up and keep track of, and how to find your ideal clients.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Membrain
OCTOBER 7, 2020
Economic downturns are almost nobody’s favorite time. For sales teams, they can signal lower incomes, more worry, and harder work that yields smaller returns.
Partners in Excellence
OCTOBER 7, 2020
Right now, open up your CRM system. Go to the opportunity tab, look at your sales process steps. It will probably reflect critical stages and selling activities, enabling you to move through your process. Probably, it also creates a “probability assessment,” that is a likelihood of winning. Unless your system has been modified, it measure your progress through the selling cycle.
Heinz Marketing
OCTOBER 4, 2020
By Sheena McKinney , Executive Assistant at Heinz Marketing. There are many things I miss about seeing my co-workers everyday. One is the not-so-stealthy manila folder that went around the office to collect signatures and sentiments for a group card. We love to celebrate birthdays, work anniversaries, and milestones. As the person in charge of getting and giving the cards I was always hard pressed to find an anniversary card that wasn’t a wedding anniversary.
Understanding the Sales Force
OCTOBER 7, 2020
This is gonna be fun! In 2005, GM produced four mini-vans known as the Buick Terraza, Chevrolet Uplander , Pontiac Montana SV6 and Saturn Relay. These four cars were exactly the same, with the brand logos being the only differentiators. Today, some Luxury car companies dress up the cars from their primary brands as Toyota is known to do with its Lexuses, Nissan with its Infinities, Honda with its Acuras, and Ford with its Lincolns.
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.
RAIN Group
OCTOBER 7, 2020
Imagine this: You're in a live sales meeting in a conference room with three decision-makers, and one of them, while you're talking, pulls out their phone and starts responding to text and email messages. They continue to check the news and start fiddling on social media. You even hear a light snicker.
SaaStr
OCTOBER 7, 2020
As you scale up in SaaS, one thing I can almost guarantee is that you are going to hire some VPs who were either fired or quit their last role. Especially in Bay Area-centric startups. There’s so much change and turn-over in the Bay Area especially that many of your top candidates will have had some significant bumps in their transitions from their last role.
Heinz Marketing
OCTOBER 5, 2020
By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
Sales Hacker
OCTOBER 5, 2020
The global tech market growth will drop to 3% in 2020 and 2021, according to the Forrester IT spending forecast. And it could drop even more if we go into a full-fledged recession. Almost 50% of CFOs expect to reduce IT costs by canceling less-critical projects. With this level of disruption in the software market, sales teams are forced to rethink their strategies to create positive cash flow.
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!
Cience
OCTOBER 8, 2020
I love reading people’s posts on LinkedIn. It’s a great source of inspiration for every person working in sales. For example, a couple of weeks ago, I read about a guy who followed up his prospect 125 times in nine years until they finally signed a deal. Talk about persistence paying off! That made me think: what does this guy know about follow-ups that others don’t?
SaaStr
OCTOBER 6, 2020
When COVID hit in January of 2020, it tore through the landscape of B2B + Cloud events, canceling all events that thousands of companies rely on for pipeline and revenue. No one was truly prepared for the disastrous tsunami we call COVID, however, it is remarkable just how quickly businesses were specifically able to adapt and overcome this new challenge.
Miller Heiman Group
OCTOBER 6, 2020
The year 2020 has been a year of unprecedented turmoil on so many fronts. Faced with uncertainty, businesses put the brakes on as deals stalled or vanished. Many companies have reorganized and/or instituted layoffs as priorities have shifted to maintaining revenue and/or just surviving. Others have faced incredible manufacturing and supply chain pressures.
Heinz Marketing
OCTOBER 8, 2020
By Payal Parikh , Director of Client Engagement at Heinz Marketing. As parents, we teach our kids to set some life goals. What do you want to become when you grow up? What profession do you want to take up for yourself? That’s a pretty high-level goal and I am sure elementary age kids change it every year! As Angela Duckworth suggests in the Goal Hierarchy from her book GRIT – set up a top level-goal, some mid-level goals and multiple low-level goals.
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!
Sales Hacker
OCTOBER 7, 2020
Right now, businesses are under more pressure than ever to reduce costs. Between the downturned economy and a customer base not as willing to spend money, many boards and CEOs are demanding their companies trim a significant amount of fat to get through the hard times. But if you are a VP of Sales being told to reduce costs, what is the best way to approach these cuts to minimize damage to the company and your team?
SaaStr
OCTOBER 5, 2020
There’s a common thinking that sales teams should be relatively high churn. That the bottom 15-20% of the sales team almost has to churn each year, because it’s survival of the fittest. Reps have to fight for the best leads, prove the highest close rates, exceed the mean of the bell curve, to not just thrive, but survive. Maybe this is true if you are a mortgage broker.
Miller Heiman Group
OCTOBER 7, 2020
What is the #1 obstacle preventing sales organizations from reaching their goals in the current crisis? Talent gaps within sales and sales management teams. Our recent research reveals that only 32% of organizations are confident that they have the talent to succeed in the future, and the constant stream of changes over this past year leaves businesses especially vulnerable if they don’t have strategies in place to help teams pivot and adapt.
Cience
OCTOBER 6, 2020
As sales become increasingly sophisticated these days, B2B companies everywhere are investing greater resources into outbound marketing. If tailored well, targeted prospecting starts conversations with ideal accounts, generates qualified leads, provides strong ROI, and grows revenue. Sales research, overlooked by more of us than we’d like to admit at the prospecting stage, has outsize impacts on top-of-funnel velocity.
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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
Predictable Revenue
OCTOBER 8, 2020
Learn why remote sales management has always been a great model (even pre-COVID), what sales reps are afraid to lose and how sales managers can solve that, and why you should be enabling salespeople to learn from their peers in a virtual environment. The post How to Manage a Small Sales Team Virtually appeared first on Predictable Revenue.
Sales Hacker
OCTOBER 8, 2020
Trust is the key to making sales in today’s world. Unfortunately, any engagement where a buyer feels they are being sold to results in a feeling of distrust due to a misalignment of objectives. Your goal is to make money. The buyer’s goal is to deliver business outcomes that boost revenue, improve customer experience , or drive down costs. Align objectives between the buyer and the seller, and this distrust and reluctance evaporates.
SaaStr
OCTOBER 9, 2020
A VP of Sales and Success A VP of Sales and Marketing A VP of Sales and Anything Else. Is usually not really a VP of Sales. — Jason BeKind Lemkin (@jasonlk) October 9, 2020. I don’t know about you, but I’ve had to recruit a lot of types of folks over the years where my domain knowledge was limited. I’ve had to recruit Ph.Ds. from various domains including particle physics.
Cience
OCTOBER 5, 2020
CIENCE Technologies offers human-driven and machine-powered B2B lead generation services and solutions. The CIENCE Orchestrated Outbound method begins with highly-accurate, bespoke research on targeted audiences. Utilizing multi-channel outreach and appointment setting best practices, our specialized SDRs walk prospects through a personalized prospect experience, resulting in more consistently-set meetings and higher performing top of funnel pipelines.
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.
Hubspot
OCTOBER 8, 2020
While it might seem like people use delayed media (like streaming services or podcasts) more often, real-time media hasn't come to a halt. Real-time marketing is still a great way to get in front of and convert your audience. In fact, a new report from Monetate and Econsultancy concludes that UK marketers report a 26% increase in conversion rates from real-time marketing.
Heinz Marketing
OCTOBER 3, 2020
In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the Web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below. Five essential sales enablement strategies for remote working. Does remote selling give you the same results as in-office sales?
Force Management
OCTOBER 6, 2020
Your sales reps are having conversations with critical leads right now. The challenge for many organizations is that those buyer needs may have changed or perhaps the solutions they’re selling have shifted. In the flurry of trying to drive pipeline and close deals, stopping to train sales teams on the tools they need to excel in this environment may unfortunately, fall by the wayside.
Outreach
OCTOBER 5, 2020
Sales can be a tough job in the best of times. But today, extraordinary changes in the macroeconomic environment, buyer behavior, and budget cuts are forcing companies to operate with smaller teams and fewer resources. This puts tremendous pressure on salespeople to perform well — and on sales leaders to maximize their team’s productivity and improve sales outcomes.
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.
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