Membrain
JULY 5, 2020
In today's challenging and uncertain business climate, your customers have good reason to be cautious. They are unlikely to initiate new projects unless they see them as being strategically relevant, tactically urgent, and capable of delivering rapid time-to-value. The rest can wait.
Partners in Excellence
JULY 9, 2020
I am looking for some software tools to help our team. After listening to about 4 suppliers, I’m about to give up, it’s probably easier, cheaper to do nothing. As I reflect on our conversations: We’ve talked about our needs, what we are looking for, and what we hope to achieve. Sales people seem to be nodding their heads in the right direction, I take this for understanding.
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Topline Leadership
JULY 7, 2020
This article describes how to hire a coachable salesperson. Here are the tangible qualities that sales managers should look for during the interview process to accurately predict whether or not a sales candidate will be coachable. When hiring a salesperson, sales managers are increasingly telling me that they’re paying more attention to “coachability” — mostly [.].
Salesmate
JULY 8, 2020
Successful entrepreneurs understand the importance of generating a continuous stream of leads and turning those leads into customers. This is how your business grows. The amount of time it takes to turn a lead into a customer will depend on the service you are offering, and the price of that service. Sales professionals generally visualize customer acquisition through the stages of a sales pipeline.
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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.
Membrain
JULY 8, 2020
Channel partners can be a major source of high-profit revenue growth with the right business model. A great channel partner operates as an extended sales team, bringing in new business and nurturing accounts on your behalf, without the payroll.
Adaptive Business Services
JULY 8, 2020
In the last few weeks, many sales managers are deciding whether their teams should return to the office or stay home. No matter today’s decision, tomorrow brings new information that completely alters yesterday’s point of view. Professionals each have an opinion on what to do. Some are itching to get back on the floor with their teams. Others find the benefits of being at home more valuable.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Salesmate
JULY 9, 2020
Your sales pipeline covers every stage of the customer acquisition process from leads to after-sales support to repeat business. While revenue is a good indicator of success, it only measures what’s coming out of the pipeline – in other words, the result. It doesn’t account for leads that have “leaked” out. To be successful in sales, you need to track specific sales pipeline metrics.
ConversionXL
JULY 7, 2020
When thinking about organic or paid traffic, Google and Facebook often come to mind. Pinterest, for most, does not. And yet, Pinterest is the third-most popular social network, with over 322 million monthly active users, nearly 50% of whom are in the United States. Some 70% of users are adults between the ages of 30 and 49, and 41% have household incomes over $75,000 per year.
Heinz Marketing
JULY 5, 2020
By Sheena McKinney , Executive Assistant at Heinz Marketing. I’ve always been drawn to productivity, time management tools, apps, and hacks. It all started back in the late 1980’s when I was introduced to the Franklin Covey system. See my previous post about the app I’ve used for years for my tasks, reminders, and lists: Awesome Note. .
Miller Heiman Group
JULY 7, 2020
Sellers aren’t alone in suffering through the impacts of COVID-19: your customers are likely feeling the same pressures and stresses that are plaguing you and keeping you awake at night. Before you can sell to your customers, you need to understand their mindset and, more importantly, recognize how their mindset affects their decision-making. And you need to avoid the three deadly sins that trigger inaction.
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
Sales Hacker
JULY 10, 2020
“ You can double your income with this. ” This is something my mentor once told me. At the time, I didn’t believe him. But I did what he said. I followed his system, and it changed my life. He taught me some obvious stuff, like that I needed to prospect more; I needed to build better business cases; and push executives for data, alignment, validation, and change.
Partners in Excellence
JULY 6, 2020
Zoom, Teams, Webex seem to rule our professional and even our private lives. We have gotten to this place through the shut down, but are now discovering the value of these tools in working with each other. Without a doubt, these will become an important part of business going forward. Without a doubt, the tools will continue to be refined, enabling us to do more.
ConversionXL
JULY 8, 2020
Google is the biggest search engine ad platform in the world. But Microsoft Advertising has potential advantages, including lower CPCs and less competition on Bing. It’s worth a look, and this article shows you how to get started. I’ll walk through the step-by-step process to set up Microsoft Ads as well as best practices for running campaigns. . How to set up your Microsoft Ads account.
RAIN Group
JULY 7, 2020
88% of sellers find developing relationships virtually challenging. It’s one of the biggest challenges sellers face today. Many sellers lament that it’s just not the same as meeting someone face-to-face. They struggle to connect and build trust. Fortunately, it’s possible to develop strong relationships even when you can't connect with buyers in person.
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
Sales Hacker
JULY 9, 2020
No one could have predicted COVID-19, but the people who can adapt are the ones who will advance their sales careers during this time. With the current state of sales , everything is changing fast. Approximately 50% of B2B companies have reduced their budgets. Digital is now the preferred sales interaction, with a 250% boost in mobile app ordering. 96% of B2B companies have switched to remote selling.
Partners in Excellence
JULY 8, 2020
There is no excuse for stupid prospecting! Sadly, too many organizations are committed to prospecting malpractice. None of us can escape or have spam filters powerful enough to filter out the stupid, irrelevant prospecting that is inflicted on us on a daily basis. Our emails, phones, texts, social channels overflow with poorly designed and abysmally executed prospecting.
SaaStr
JULY 10, 2020
I remember the first time I had a “head of product” in SaaS. I’d known him for many years, and knew he was great … but didn’t really know what help he could give us. I just knew we needed help around $2m-$3m so I asked him to help. I told him just to help us however he thought best. He went away and first did something I didn’t totally get.
Salesmate
JULY 5, 2020
Customer experience is quickly becoming the highest priority for online businesses. In fact, it’s well on the way to overtake price and product as the main brand differentiator. Yes, people value the experience more than money. Here’s why: they don’t want to spend money with businesses that don’t provide the experience they expect, let alone with those treating them badly.
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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.
Sales Coach Dew
JULY 6, 2020
Most salespeople love presenting but feel most comfortable when we loosely know an outline and then wing it. When it comes to following the company presentation or memorizing a sales script, we can feel constrained. I hear salespeople complain all the time that they’re “bad with names” or they can’t work from a script. I say, nonsense!
Partners in Excellence
JULY 8, 2020
A reader asked me, “Dave, when are you publishing a book on complex B2B selling? I’d really like to see something from you.” I thought about it a moment, I hadn’t thought of doing a book on the topic. There are hundreds, if not thousands, of books on the topic–and look at how little they have really contributed to changing how we sell and improving our ability to create great value.
SaaStr
JULY 6, 2020
They say CEO is a lonely job, and I guess in some ways true, but in many ways it’s quite the opposite. If you do it right as a founder, there’s nothing more rewarding than getting to work on Monday. Checking in with the team. Being on a journey together. But what is hard is getting help seeing the forest through the trees. Here are the Top 10 things I wish I’d been told.
Salesmate
JULY 7, 2020
Did you know that a sales team can be 13% more productive when they work remotely? However, there are many moving parts to a sales process, and leading a remote sales team isn’t a stroll in the park. Besides following the basic principles of sales management, you also need to set up your team and adopt a management strategy that addresses the unique challenges of remote working.
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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
Hubspot
JULY 6, 2020
Think email marketing is dead? Think again. Email marketing is actually thriving. In HubSpot's 2020 State of Marketing Report , roughly 80% of marketers said their brand's email engagement had improved in the last year. Our researchers also discovered that brands make an average of $42 for every dollar spent on email advertising. mail marketing is still widely used and continues to offer many benefits to marketers.
Heinz Marketing
JULY 10, 2020
By Brenna Lofquist , Senior Marketing Consultant at Heinz Marketing. Everyone knows by now (or at least you should) reporting is a fundamental element in sales and marketing. You must be able to report on your efforts and performance and understand how you got there by using data from said report. In my almost four years at Heinz Marketing, I’ve spent my fair share of time working on reporting for clients whether building dashboards or creating a reporting framework to actually pulling the data
SaaStr
JULY 5, 2020
It’s easy to say “only hire people with start-up experience.” It’s also very tempting to hire folks that have worked at the partners, in the ecosystem that you work in, and at the companies you aspire to be like. And at some point, you have to scale. To scale, you do need some folks that have been there. Not everyone can be doing it for the first time.
Miller Heiman Group
JULY 9, 2020
In our last blog, we talked about how sellers can address emotional decision makers and those who are stuck in a fight, flight or freeze mode without resorting to what we call the three deadly sins. Today, we’ll address four steps to lead buyers away from decisions fueled by rationality rather than emotion. We’ll start by discussing the four modes where you’re likely to find your buying influences.
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.
Hubspot
JULY 7, 2020
Since COVID-19 was declared a global pandemic on March 11, businesses have had to reckon with its economic impact for over a full quarter. For the last several months, we've been publishing weekly cuts of data on core performance metrics, to provide business owners with useful benchmarks as they adapted to circumstances that were changing by the day.
Heinz Marketing
JULY 4, 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. Prospecting Is Not An Event! There’s so much about prospecting that we still get wrong, it’s not an event!
Sales Hacker
JULY 8, 2020
Moving into sales from another industry is tough. There’s new language to learn, new processes to master, new tools to get comfortable with, and so much more. There are many skills to master to become an expert salesperson, and those skills will change depending on the exact role. But there are a few skills that every salesperson needs for success. And luckily, many of these skills are ones you’ve already developed in your previous role.
Predictable Revenue
JULY 9, 2020
In-the-trenches reps no longer have to choose between scale and personalization. There are tips and tricks to handle both – and get results! The post How to build a personalization at scale playbook appeared first on Predictable Revenue.
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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