STAR Results
JUNE 3, 2020
Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing. You are still responsible for generating your company’s revenue, and your colleagues are counting on your efforts and that of your entire team. Now is the time to get sales on track.
Anthony Cole Training
JUNE 1, 2020
Sales pipelines are similar to the story of "Goldilocks and the Three Bears. " This one is too fat, this one is too skinny, and the rarest one of all; this one's just right.
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Membrain
JUNE 3, 2020
Ask anyone on the street what they wish salespeople would stop doing, and there’s a good chance they’ll have a long list. But we wanted to know what the experts in the industry think.
Partners in Excellence
JUNE 3, 2020
We tend to overcomplicate things, particularly selling and leadership. Billions are spent on training of all sorts. Billions are spent on tools, content, consultants. Each has their own approach, models, techniques. Each emphasizes certain things. We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Some focus on skills like objection handling, closing, negotiation.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
SalesProInsider
JUNE 5, 2020
Virtual selling is here. Are you ready? Are you nervous? Have you already mastered how to do it well, or are you still in the trial and error period? Well, have no fear, my next set of videos is going to be giving you practical and actionable tips to be most productive and efficient in your selling efforts. Let’s Start with a Question. Over these last weeks, I have had so many people say to me, “What do I need to do differently to succeed in this virtual environment?”.
Salesmate
JUNE 2, 2020
Do you know 60% of Buyers don’t rely on B2B Sales Reps? Why? Well, according to most of the buyers, some sales reps don’t listen to others are self-centric as well as manipulative. Woah! That’s quite a negative impression. Isn’t it? Well, think about your approach while selling over the phone. Do you call and try to discover your prospect’s challenges and goals?
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Partners in Excellence
JUNE 1, 2020
Let’s try a thought experiment. Imagine you are a VP of Sales. You see tremendous opportunity coming out of the pandemic and in the economic recovery. You want to be prepared to seize that opportunity. You justify hiring and onboarding 100 new sales people over the next two quarters. You need them to be able to execute the strategies to seize the opportunity.
Engage Selling
JUNE 4, 2020
Being flexible in the future won’t just be about pushing back a meeting by 15 minutes. The “new” flexibility will long exist into the future as a result of COVID-19.
Sales Hacker
JUNE 1, 2020
Well before the age of coronavirus — it seems like a lifetime ago, doesn’t it? — we were seeing a steady, rapid increase in sales teams who were transitioning to remote work. And for good reason: It can benefit everyone. Employees, especially millennials , appreciate the flexibility to work from anywhere, and sales orgs open themselves up to a much larger pool of talent when they’re not limited to hiring locally.
Hubspot
JUNE 2, 2020
Marketing Margie. Sales Sam. IT Isabel. Accounting Alan. Do you know who your business's buyer personas are? And if so, how much do you know about them? Buyer personas are semi-fictional representations of your ideal customers based on data and research. They help you focus your time on qualified prospects, guide product development to suit the needs of your target customers, and align all work across your organization (from marketing to sales to service).
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Partners in Excellence
JUNE 1, 2020
No, I’m not making a political statement about our agricultural sector. Farmers and farming are what brings food to all of us. Possibly one of the most destructive concepts ever introduced into sales is the concept of hunters and farmers. It establishes a go to market strategy that, according to research, doesn’t really work, and absolves sales people of the responsibility for prospecting and constantly looking for new business.
KO Advantage Group
JUNE 4, 2020
The proposal in the sales process is the last moment we get to bridge our relationships from prospects to clients. This is the last moment we get to show them the very best of us and ask "Are you ready to continue on this relationship"? So why do so many people get this critical step wrong? Why do so many people confuse this document with everything that a proposal shouldn't be, or send it through the worst possible way "I'll email you something".
Sales Hacker
JUNE 2, 2020
Without the right approach and structure, sales and operations planning (S&OP) can quickly become more of a burden than an asset. We’ve put together seven tips to improve your sales and operations planning process so you can avoid common pitfalls, improve ROIs, and develop responsive solutions in real-time. Identify Your Key Metrics for Individual Segments.
Hubspot
JUNE 3, 2020
When I graduated from college a few years ago, there were a couple of lessons that stuck with me. First, as a journalism student, I was taught to never write a conclusion for an article. While this became a habit, it's something I've had to unlearn as a marketing writer because you need to write a conclusion in your blog posts. Second, in my screenwriting class, I learned that every sentence you write should either move your story forward or reveal information.
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
Engage Selling
JUNE 3, 2020
After months of global pandemic responses, including economic shutdowns, everyone has been thrown off balance.
Force Management
JUNE 4, 2020
BDR/SDRs are vital to an organization's ability to gain market awareness, grow and scale. Keeping a growth engine going around this function is not easy. Its propensity for high turnover can make it difficult to enable BDR/SDR teams to make a consistent impact.
Miller Heiman Group
JUNE 2, 2020
Customers who reach out to service teams have specific emotional needs—and a study that we recently conducted online with 5,500 global consumers confirmed that customers expect service employees to display a specific emotion in response to their issues. For example, an upset customer may expect the service rep on the other end of the line to respond urgently and with concern; a confused customer may expect a technical support rep to be patient and kind.
Hubspot
JUNE 3, 2020
If you manage a Google AdWords account to supplement your organic SEO efforts, you know there are a plenty of metrics available to track and analyze. Sometimes it can be confusing and overwhelming. Since we all have limited bandwidth, it’s a good idea to narrow down the key metrics that really give you meaningful insight into what’s working -- and what isn’t -- in your paid search campaigns.
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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.
Sandler Training
JUNE 1, 2020
That said, there are some important topics for sales leaders to cover during each weekly one-on-one meeting with any salesperson. The post 5 Things to Cover In Your Weekly One-On-One Meetings with Salespeople appeared first on Sandler Training.
Heinz Marketing
MAY 30, 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. Understanding the Buyer’s Journey in a Post COVID World. In addition to looking at the disrupted marketing cycles and processes caused by COVID, it’s also important to think about how the buyer’s journey will be affecte
Miller Heiman Group
JUNE 4, 2020
Over the last five years, sales organizations have hit their revenue targets, even though individual sellers’ metrics declined. Our 2019 World-Class Sales Practices Study showed that lead conversion and quota attainment were both down by double digits (13% and 10%, respectively). Deals were also becoming more complex, with an average of more than 6.4 decision makers involved in a deal and the sales cycle stretching beyond 5 months.
Hubspot
JUNE 3, 2020
The other day, I was reading a blog post about using Twitter for marketing. While reading through the post, I noticed an offer for a free ebook about the same thing, and by clicking on it, I was taken to a new page. This page let me know what was in the ebook, how to download it, and the benefits of this content. I also noticed a few things that separated this particular webpage from others.
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
SaaStr
JUNE 3, 2020
Q: “What should your sales team do with marketing qualified leads? Follow-up. There will be a lot of spirited debate between marketing + sales in the lead hand-off process. Do you have MQLs and then … SALs? (Sales Accepted Leads)? Does sales get to reject leads from marketing? How long do they have? Etc. etc. As you scale, and refine this, you’ll have more and more nuances here in your lead qualification process. -> What matters most maybe even all the way to $10m ARR though I’ve found
criteria for success
JUNE 3, 2020
Most people feel a lot of workplace stress and pressure these days. It’s a common thing among professionals in all levels of responsibility and hierarchy. It’s also the reason why a some employees make mistakes along the way. This is especially the case with salespeople and other occupations where employees have to act quickly and maintain good relationships with a lot of prospects or clients on a daily basis.
Heinz Marketing
JUNE 2, 2020
The time I’d normally spend writing about sales and marketing this week, instead I’m using to read books, perspectives and challenges that quite frankly are uncomfortable and unsettling. I have a lot of questions, not the least of which are: How to better educate myself. What I can do personally. What I should be doing to help our kids increase their awareness, understanding and action.
Hubspot
JUNE 5, 2020
What are some of the reasons you run an A/B test? When I think of the benefits of A/B testing, I think of one of the most popular and concrete ways to experiment with ad designs that are effective for target audiences. I think of how changing one simple element can be the deciding factor for customers, and that running a test will help me figure out the preferred design.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
SaaStr
JUNE 5, 2020
Debt for SaaS companies done right is a gift. Done wrong, it can weigh you down like an anchor. Few folks have more data than Nathan Latka and he offers up some insights on how to properly leverage up in SaaS. — ed. Good — and Bad — Types of Debt. Carlota Perez argues in her book Technological Revolutions and Financial Capital that in the early days of a “golden age”, financial capital is necessary to fuel new technology innovation. .
Engage Selling
JUNE 5, 2020
Last year, I finished a project with a client who generated a whopping 1,600% return on investment. How? They shared their wins internally.?
SalesHandy
JUNE 5, 2020
30% of sales professionals believe that having introduced lead nurturing has been the most significant benefit to their team, resulting in better responses to campaigns and easier segmentation. Lead nurturing plays an essential role in high converting sales processes. It helps your leads deeply understand your product and guides them to make a purchase decision.
Hubspot
JUNE 1, 2020
Going into the office every day, I was comfortable. I was in a smooth routine. I would show up every morning at 8:30 a.m., have a smoothie, eat breakfast, and make my way to my desk. Happily, I greeted coworkers as they filed into our section. At lunchtime, I would enjoy a meal at my desk or in the lobby and work from a different area in the office until it was time to leave.
Advertiser: ZoomInfo
In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.
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