Tibor Shanto
FEBRUARY 8, 2022
By Tibor Shanto. Some people hide from prospecting in their pipelines; pretending the opportunities, individually or collectively, are more real than they are. It is easier to hide in the shadows than be definitive, both in measures and actions. With a 4:1 closing average, every time I close a deal, I must get four more to stay afloat. The more salespeople fudge that line, the harder they to work.
Anthony Cole Training
FEBRUARY 10, 2022
The two most important skills that a salesperson must master are becoming good at asking questions and becoming good at listening which are advanced selling skills. We have identified four traits that all great relationship selling salespeople have in common. In part 1 of this blog series, we will discuss the first most critical trait, curiosity.
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Iannarino
FEBRUARY 8, 2022
Seven Strategies to Energize Your Productivity. Work in ninety-minute blocks. Ninety minutes is enough time to complete many important tasks, and enough time to make significant progress on the rest. Three of these blocks will give you 4.5 hours of what Cal Newport calls “deep work” in his book of the same name—one of the more important texts on personal productivity.
Adaptive Business Services
FEBRUARY 9, 2022
I had a chat with a gentleman recently who wanted to use Nimble CRM to monitor a contact’s social activity. There was a time when we could do that, but only to a limited extent, on Twitter, Facebook, and LinkedIn. We can still do that, in some fashion, on Twitter. Facebook and LinkedIn would be another story. Time flies but I guess that it was about 5 years ago that Facebook and LinkedIn both decided to cut off third-party access to their platforms.
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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.
Tibor Shanto
FEBRUARY 7, 2022
Amanda Holmes , is the CEO of Chet Holmes International which has worked with over 250,000 businesses worldwide. At age 24, she inherited her father’s multi-million dollar enterprise, which specializes in helping companies double their sales in 12 months flat. . Amanda has merged her father’s proven process with her own forward-thinking ideas to connect the old-school sales process with the younger generation of today.
The 5% Institute
FEBRUARY 9, 2022
In this article, we’ll explore 8 x construction sales tips to help you close easier and more consistently. These tips are commonly used by the top five percent of sales performers all around the world. Many people think that what they’re able to achieve is from pure luck. We’ll explore how this isn’t the case, and what you can do to improve your sales process , as well as your closing rate. 8 x Construction Sales Tips To Close Easier.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Understanding the Sales Force
FEBRUARY 10, 2022
I found it challenging to write this article. The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts. Imagine my surprise when the first video described hacking operations as businesses with outbound prospecting operations whose goal is to convert their emails, texts and calls in
Sandler Training
FEBRUARY 8, 2022
The referral generation process we are about to share with you can transform your month, your quarter, your year, and your career. It should be at or near the heart of your prospecting plan. Learn it! Practice it! Use it! Share it with your organization! Step 1: Pick Your Referrers. Identify five people, five centers… The post Four Powerful Steps for Generating Referrals appeared first on Sandler Training.
Membrain
FEBRUARY 9, 2022
What happens when one of your salespeople obtains a new lead? Do they instantly begin working it like an opportunity in your CRM? Do they work the lead for a while before putting it into the pipeline? Do they wait until they are sure they’re going to win the deal and then plug it into the pipeline so they can look like a hero?
Iannarino
FEBRUARY 7, 2022
Sooner or later, you will have to address difficult issues or situations with your clients—even the genuinely nice, mature, and polite clients. Facing that prospect, you may well feel a sense of dread, your mind creating an endless series of ways the conversation might end badly for you.
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.
Heinz Marketing
FEBRUARY 5, 2022
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. 5 Ways B2B Companies Can Use Explainer Videos. As a B2B company, you’re trying to get other businesses to buy and use your product or services.
Partners in Excellence
FEBRUARY 8, 2022
LinkedIn is filled with surveys about, “What is the highest priority focus for [Fill In Your Favorite Role]?” There are surveys asking for the one area sales managers should focus on. These cover things like comp/metrics, training, forecasts, hiring, sometimes even coaching. There are surveys for sellers covering things like prospecting, pipeline management, closing, sales process.
Search Engine Land
FEBRUARY 11, 2022
The way Google Ads automated extensions work is changing. Here’s what you need to know. Please visit Search Engine Land for the full article.
Iannarino
FEBRUARY 10, 2022
As the world continues to change, we know that we must change with it. But it’s often difficult to recognize when it is time (or long past time) to make a specific change, as inflection points rarely announce themselves.
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!
Martech
FEBRUARY 11, 2022
YouTube is emphasizing enhancements to it Shorts feature as well as laying out plans to improve shopping experiences in a blog post by Chief Product Officer Neal Mohan setting out its 2022 roadmap. While Mohan did not go into specific detail, he did provide a useful overview of what to expect from YouTube this year. Shorts. YouTube plans to keep adding features to its Shorts format, the platform’s answer to TikTok and Instagram’s Reels.
SaaStr
FEBRUARY 8, 2022
Q: How do you market a B2B SaaS product in the early days? At the end of the day marketing is still “getting the word out” — just done with a lot of tools, systems, platforms and processes. But the playbook to do that varies based on the product, how mature the brand is, the space, and the skills of the marketer. Ways to get the word out: Press and PR.
Spiro Technologies
FEBRUARY 10, 2022
Have you ever had a conversation with somebody and afterward thought about what you should have said differently, or not at all? Most people have, and you’d be hard pressed to find a person who doesn’t have regrets over something that came out of their mouth at one point or another. Salespeople are no exception, and there’s nothing like a lost deal to force you to go over a conversation and pick it apart, convincing yourself that if only you had said this one thing and not said
Iannarino
FEBRUARY 11, 2022
You need to reach your dream client to schedule a meeting and create a new opportunity. You email on Monday morning, waiting for your prospective client to respond to your cold email with a date and time to meet, but your contact doesn't respond. You tell yourself that your contact hasn't had time to read your impeccably well-crafted email, as you followed the best practices that the email gurus promise will cause your client to respond.
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!
Martech
FEBRUARY 11, 2022
With so many brand messages flooding customer inboxes and smartphones, it’s no wonder marketers are having a hard time connecting with audiences. Even with more technology solutions available than ever before, 74% of marketing leaders say they struggle to scale their personalization efforts, according to a Gartner survey. What’s more, that same data suggests brands may risk losing 38% of customers due to poor personalization.
Search Engine Land
FEBRUARY 11, 2022
The issue, which occurred between 7:54 p.m. and 12:34 p.m. PST on February 9, has been resolved and the company is working on recovering the data. Please visit Search Engine Land for the full article.
RAIN Group
FEBRUARY 11, 2022
In our sales negotiation research , we studied the factors separating the best negotiators from the rest. According to buyers, six out of 10 sellers cave on price at some point in negotiations. While it may be tempting to concede on price to secure a sale, a single concession can make a buyer expect more later on. Lowering the price also says a lot about the value you place on your offerings.
criteria for success
FEBRUARY 8, 2022
If you’ve been a sales manager for a while, it's inevitable that one or more people – or even your entire sales team – will get into a prospecting or selling slump. According to Dictionary.com, “slump” can be defined as: “a period during which a person performs slowly, inefficiently, or ineffectively, especially a period during which an athlete or team fails to play or score as well as usual.” For me personally, the period after the holidays or a vacation is usually the most co
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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
Martech
FEBRUARY 10, 2022
“The pandemic has made customer journeys more digital than ever before,” said Tom Bianchi, VP of marketing EMEA at Acquia, in a recent webinar. “We believe marketing technology can help improve those digital experiences – helping your brand grow and increase revenue.”. Acquia’s Customer Experience report found that 94% of marketers claim their organization had changed their digital customer experience strategy in the 18 months following the 2020 pandemic.
Predictable Revenue
FEBRUARY 7, 2022
Predictable Revenue has been called “The Sales Bible of Silicon Valley”. This summary outlines key strategies to grow revenue without relying on cold calls. The post 15-Minute Summary of Predictable Revenue appeared first on Predictable Revenue.
David Meerman Scott
FEBRUARY 11, 2022
People are naturally attracted to those who are passionate about the things they love, and this passion builds fandom. Yet too few people share their personal passions in their business life.
Heinz Marketing
FEBRUARY 6, 2022
By Lauren Bensussen , Senior Marketing Consultant at Heinz Marketing. While this free app is not directly related to B2B sales, marketing, or careers, it is directly related to health and wellness. And if we’ve learned anything over the past couple of years, it’s that health and wellness are key determinants of one’s productivity at work and professional success.
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.
Search Engine Land
FEBRUARY 11, 2022
Google is getting better at crawling JavaScript, but there are still limitations. At SMX Next, Nati Elimelich explained how dynamic rendering can overcome those limitations while avoiding potential cloaking issues. Please visit Search Engine Land for the full article.
Martech
FEBRUARY 11, 2022
MarTech’s daily brief features daily insights, news, tips, and essential bits of wisdom for today’s digital marketer. If you would like to read this before the rest of the internet does, sign up here to get it delivered to your inbox daily. Good morning, Marketers, the advertising landscape is getting mythical. What I mean is that the standard creatures that used to populate advertising – publishers, brands, ad tech partners – are morphing into elaborate hybrids, almost like the mino
SaaStr
FEBRUARY 11, 2022
So there was a pretty successful “small” SaaS IPO last year that you probably didn’t hear about — CS Disco. “Disco” is a leader in next-generation eDiscovery software, i.e. managing documents around lawsuits. You could call Disco a vertical SaaS play, but sometimes that term is overused. Really, it’s a next-generation Cloud player in eDiscovery, one of the oldest and largest categories in legal tech (a $15B category already).
Sales Pop!
FEBRUARY 11, 2022
Technology has revolutionized customer service. Businesses can use many technologies to engage with customers and fulfill their requests. New technologies are emerging that will transform the way companies deliver customer service in the years to come. Businesses that learn about these technologies today are well-equipped to integrate them into their customer service operations and maximize their value.
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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