Anthony Cole Training
APRIL 17, 2020
There is always something going on in the market that makes selling difficult. However, you can choose to develop strategies and utilize virtual technologies to get in front of your prospects and clients.
Understanding the Sales Force
APRIL 17, 2020
It's April 17 and nearly every salesperson is selling from home. It's just temporary, right? Maybe. But what if it's not? According to the President, Vice-President, Scientists and some Governors, the economy will begin reopening in stages, perhaps as soon as May 1. So it's back to the office and your territories, right? Wrong. You'll still be home.
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Partners in Excellence
APRIL 12, 2020
There’s a certain feeling of helplessness we each feel as we look at the current global health crisis, things happening in our companies, in our communities, even with our families. We are all facing things few of us, individually or organizationally, have ever faced. We each are struggling to find answers and to make sense of what’s happening.
Membrain
APRIL 15, 2020
It’s no secret that I believe that many sales organizations are overspending on technology. Right now, while many organizations are cutting payroll and looking for other ways to grow lean during a challenging time, I want to encourage you to take a good, hard look at your tech spend.
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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.
Anthony Cole Training
APRIL 14, 2020
Most Sales Managers would agree that completing prospecting activities and hitting sales goals are critical to success.
Heinz Marketing
APRIL 12, 2020
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Amid the COVID-19 pandemic, finances have been tight for lots of people and families around the country. I am thankful to still be working but, finances and budgeting have still been top of mind. For the past few months I’ve been using an app on my phone called NerdWallet and I love it.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Sales Hacker
APRIL 13, 2020
The cancellation of industry events from the COVID-19 crisis poses a real problem to salespeople who rely on events-based marketing. Conferences and workshops are obviously being canceled, and the associated costs are significant. In the tech sector alone, the direct losses from the cancellation of just 10 events are more than $1.1 billion. Many companies are canceling events or postponing them until after the crisis is over.
Miller Heiman Group
APRIL 14, 2020
Online shopping makes it easier for consumers to shop more often, and throughout the day. According to research from the IBM Institute for Business Value and the National Retail Federation , 71% of consumers shop in “micromoments”—whenever the impulse strikes—and often while they are doing something else, such as taking a break from a work project, eating lunch or even running on a treadmill.
Heinz Marketing
APRIL 13, 2020
By Matt Heinz , Founder and President of Heinz Marketing. For three weeks, the idea of “selling with empathy” dominated discussions in sales management circles. That may have shifted late last week, as some sales executives in our new Sales Leader Cocktail Talks series started encouraging their prospects to organize, decide and act to save (even grow) their businesses amidst the current economic shutdown.
Salesmate
APRIL 13, 2020
Real estate pipeline management is as important as for other businesses. Lest, there is one small yet crucial difference; real estate business is a single-deal model where you have to keep looking for new prospects. For a real estate agent, this is a challenge. You are always hunting the market for leads making the process a bit competitive. But we are not here to tell you the obvious, right?
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.
Sales Hacker
APRIL 14, 2020
Events are out the window — for now. Here are two other ways to organically connect with leads using LinkedIn Sales Navigator. We’ve all seen talk of the “new normal” floating around rapid-fire tweets, deep-dive B2B podcasts, and earnest LinkedIn posts. If you know what this new normal is already, by all means, send me a connection request and fill me in.
SaaStr
APRIL 13, 2020
Gartner recently did a survey of 317 CFOs and finance professionals, and found the vast majority plan to permanently shift to more remote work going forward. This doesn’t mean letting their loffice eases expire. It does mean cramming more folks into the same or even less space. The one exception seems to be sales teams. Only 8% of sales leadership planned to make related changes here.
Membrain
APRIL 12, 2020
Over the past couple of weeks, I’ve had friends, colleagues, clients calling and to talk about the trials and tribulations of working from home. We’ve shared funny stories, frustrations, and swapped hints and tricks.
Salesmate
APRIL 17, 2020
COVID-19 pandemic has turned the world upside down. Suddenly it stepped in like a monster and consumed many lives. It isn’t only a threat to our lives but also our businesses. This outbreak is posing challenges to many companies. The Coronavirus crisis is the worst nightmare for small businesses. 96% of small business have been impacted by the outbreak 75% of them say their business has been impacted by fewer sales 51% of small businesses say they will only be able to continue operating for 0-3
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!
Miller Heiman Group
APRIL 13, 2020
Sales managers normally face a trifecta of shifting demands from buyers, their direct reports and their organization. The uncertainty of a crisis only heightens the challenge of balancing these demands. During this crisis, sales managers play an even more critical role than usual in your organization’s strategy: because they typically oversee 8 to 10 sellers , sales managers exert tremendous influence over whether your organization’s approach to the crisis succeeds or fails.
SaaStr
APRIL 11, 2020
Times are tough for many of us now. What do you do, if half your customers have just gone out of business? If your growth has gone from 60% to 0% overnight? Well you can’t fix everything. And maybe — you can’t even grow your ARR. Some of you won’t be able to grow revenue at all for now. But that doesn’t mean you can’t still grow.
SalesProInsider
APRIL 15, 2020
What’s your pitch? Or what’s your sales pitch? Those questions give me the heebie jeebies. Why? Because if we’re not on Shark Tank, they’re typically not asked from someone who is really interested in what we’re offering…. Premature Pitches Are a Waste of Time. I’ve long proposed we need to ditch the pitch because pitching information about what we offer, surely the best thing in the world, before we know that our information will be well received versus batted away or ig
Sales Hacker
APRIL 16, 2020
Facing the pandemic and related challenges all over the world, the need for change is huge. That’s true in all areas of our lives — including how we run our businesses. Looking at the sales space, we are facing a few very specific challenges. Buyers are in fear, postponing decisions and cutting budgets. As a result, all selling approaches that focus on selling a product or taking an order will fail.
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!
Engage Selling
APRIL 17, 2020
During these times, what are you doing to stay visible? Obviously, many industries are being impacted, some more heavily than others by COVID-19.
SaaStr
APRIL 14, 2020
Ok we are almost at our cap of 10,000+ attendees for the FREE SaaStrSummit on Bridging the Gap on April 22. Many of the sessions already have 5,000+ registrants or more already. Some of the newer additions you may not have seen: What It’s Really Like Selling to the Enterprise Now — With CEO of Zuora + CIOs of Zendesk and Nutanix. This should be an incredible deep-dive on the opportunities and challenges to selling into the enterprise right now.
ConversionXL
APRIL 15, 2020
Digital advertising relies on serving the right ad to the right audience in real time. The better we get at that, the better we do—that’s the industry mantra, and for a reason. We’ve witnessed vast improvements in the volume and accuracy of customer data, and worked in increasingly sophisticated ad platforms. Machine learning and AI improve the ability to recognize patterns and pull the right responses from a database.
Salesmate
APRIL 17, 2020
It took me 3 months to convince my friend (now my girlfriend) to go out on a date with me. Those 3 months hold four of my unsuccessful attempts, and one successful. You think that’s too much? . Listen to this: It takes almost 8 follow-up calls to just reach a prospect! Prospects, just like my girlfriend, have some valid reasons not to say “Yes” in the very first attempt: 1.
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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
Engage Selling
APRIL 15, 2020
It’s important to keep finding things to remain positive about while in a crisis. To that end, I’ve talked about why it’s important to keep moving during tough times. It is equally important, however, to safeguard the way you think.
Predictable Revenue
APRIL 15, 2020
n the not so distant past, many organizations, including Predictable Revenue, had very little difficulty generating sales meetings by sending routine, cold prospecting emails. But things are rapidly changing. The post The World of Sales Development is Changing appeared first on Predictable Revenue.
SaaStr
APRIL 14, 2020
Everyone usually gets pretty good at segmenting customers by ACV. Large, Medium and Small. Or at least by splitting up sales-driven and self-service revenue. Or enterprise vs smaller customer. And later, we often start segmenting by vertical and industry. More of you right now should be putting that aside a bit and segmenting your customers into 3 new groups: Growing.
G2
APRIL 16, 2020
Whether you’re speaking to an audience of 10 or 10,000, there’s something about standing before a crowd of people that makes a lot of our knees shake with fear.
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.
Engage Selling
APRIL 17, 2020
If you have been listening to me or following my work for any length of time, you know that I consistently implore and demand that you start asking for the sale more.
Sales Hacker
APRIL 15, 2020
It’s been six weeks since you gave your prospect a demo. You’ve sent your fourth follow-up email , and left them a few voicemails. You cringe as you enter your Monday-morning pipeline meeting knowing that, yet again, you’ll have to tell your team that the deal’s “ still in the works.”. The week drags on, and you keep refreshing Gmail or Outlook. You watch as the proverbial tumbleweeds roll across your inbox.
SalesHandy
APRIL 14, 2020
Sales Engagement is a vital process of customer interaction, relationship building and bringing profit to an organization.This process holds major responsibilities and is executed by the sales team of a company. According to a study of Sales for Life, every SDR (Sales Development Representative) does around 94.4 sales engagement activities every day.
Highspot
APRIL 16, 2020
Right now, salespeople around the globe are challenged with engaging customers. Canceled meetings and postponed events mean that sales teams everywhere are relying on marketing and enablement more than ever to help them hit quota targets. Marketing and enablement professionals alike are asking the same question: how do I remotely support my quota-carrying teams ?
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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