Veloxy

NOVEMBER 29, 2021

Salesforce is arguably the best customer relationship management system for B2B companies. While it checks a lot of boxes for Sales Managers, there’s still a lot of work that needs to be done to unlock Salesforce’s potential to accelerate sales at your company. Using the applicable insight and practices in this guide, you’ll not only help optimize and get more ROI from your Salesforce instance, but you’ll also improve sales team morale and your reputation as a champion at your company.

Sales 290

Sales Quota Up-sell B2B 290

Anthony Cole Training

DECEMBER 3, 2021

We expect every member of our team to prospect every day as one of their sales activities. But now and then, it helps to put a focus on the effort and bring the team together on a call blitz. This works for many reasons.

Prospecting 254

Prospecting Sales 254

Tibor Shanto

NOVEMBER 30, 2021

By Tibor Shanto. Despite booming times, there seems to be a cloud over B2B sales. Maybe it is the shadow cast by almost half of reps who fail to make quota? I find salespeople and others in the trade have difficulty focusing. Couple that with a distracted buyer who is also challenged to concentrate on one thing till it’s done. The result is a lot of wasted resources, and disappointed people on both ends of the journey.

Sports 157

Sports Quota B2B Education 157

Search Engine Land

NOVEMBER 30, 2021

This update surprised many, since it started to roll out on November 17th and continued rolling out over the largest online shopping period for the year. Please visit Search Engine Land for the full article.

Engineering 145

Engineering 145

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Follow-up

Veloxy

NOVEMBER 29, 2021

60% of customers will shake their head NO to a sale up to 4 times before they actually say YES to it. Sadly, many sales reps miss their opportunity to get the YES when 48% of them don’t do the necessary follow-up. And when they do the needed followup, it’s driven by such things as intuition, geography, account size, the customer’s job title, or their position on a call list or spreadsheet.

Inside sales 162

Inside sales Sales Outside Sales Cross-sell 162

JBarrows

NOVEMBER 30, 2021

In the spirit of giving thanks this past week, we are recognizing our membership community, who truly show up and show out for every webinar, livecast, AMA, and event we have. Thank you for bringing your greatness and energy! This episode, James Buckley talks with member Sterling Frandsen, inside sales representative at Tiled, about his career start in sales, early realizations, and how the JB Sales Membership has shaped his goals, performance, and mindset.

Inside sales 126

Inside sales Represent Sales Follow-up 126

Martech

DECEMBER 2, 2021

Drew Neisser, the founder of B2B brand strategy boutique Renegade, discussed the findings from the company’s 2021 State of Account-Based Marketing (ABM) Report in a recent webinar on MarTech. The survey brought together salespeople and marketers to understand how ABM could address some of their interdepartmental challenges. “Our goal was to identify the current state of the relationship between sales and marketing, quantify the impact of martech — specifically ABM — and identify any gaps and opp

B2B 144

B2B Sales Contact Technology 144

Membrain

NOVEMBER 28, 2021

At a time when the level of public trust in the UK's elected politicians has never been lower, it's an opportunity to reflect on the critical role of trust in sales, which is what I chose to focus on in this article from the latest edition of the International Journal of Sales Transformation.

Trust 131

Trust Sales 131

Search Engine Land

NOVEMBER 30, 2021

IndexNow is an initiative by Microsoft and Yandex to push content to search engines that launched in October 2021. Please visit Search Engine Land for the full article.

Launch 140

Launch Engineering 140

Force Management

DECEMBER 1, 2021

Each of our November episodes share ways sales leaders, managers and reps can prepare for a successful new quarter or year. Each episode digs deep into tactics your salespeople can use to plan for aggressive growth goals, reduce competitive losses, and minimize margin cuts. Peruse each episode to find those worth listening to or sharing with your sales team.

Growth 121

Growth Sales 121

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

Retail

Predictable Revenue

NOVEMBER 29, 2021

Cold calling scripts approved by the most successful and reputable B2B sales leaders and practitioners in the sales development industry. The post The 4 Cold Call Scripts That Actually Book Meetings appeared first on Predictable Revenue.

Cold Call 133

Cold Call Meeting B2B Sales 133

Membrain

DECEMBER 1, 2021

BS stinks, and everybody knows it. When you’re just trying to get a straight answer and you know you’re being sold a “bill of goods,” it can be frustrating.

130

130

Search Engine Land

DECEMBER 2, 2021

In Part 4 of our Messy SEO series, we look at how Google’s SERP title change gutted one of MarTech’s most important pages. Please visit Search Engine Land for the full article.

Engineering 131

Engineering 131

Partners in Excellence

DECEMBER 1, 2021

I watched a fascinating short film, “Work, I Think It Numbs You, Somehow.” It got me reflecting on much of what I see when working with executives and sales people. Add onto that, all the we read about the Great Resignation. About two minutes into the film, a factory worker is interviewed. He talks about how so much of work causes you to stop thinking, we go through the motions and don’t have to make decisions.

Manufacturing 118

Manufacturing Technology Technology Sell 118

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

Promote

Martech

NOVEMBER 30, 2021

Deciding whether or not your company needs an ABM tool calls for the same level of evaluation involved in any software adoption, including a comprehensive self-assessment of our organization’s business needs, staff capabilities, management support and financial resources. Use the following questions as a guideline to determine the answers. Have we identified our ABM goals?

Cross-sell 122

Cross-sell Territory B2B Technology 122

SaaStr

DECEMBER 1, 2021

So with the end of the year coming up again, it’s time to update a classic SaaStr post. On why the best sales teams just close so much on the last day of the year (be it Dec 31 for many of you, Jan 31 for others). When there really is no need to buy then … at all. Not really. Lol agreed. — Sam Blond (@samdblond) January 3, 2021.

Intrinsic 117

Intrinsic Pitch Contract Quota 117

Search Engine Land

NOVEMBER 30, 2021

“Everyone has annoying tasks in their job that you wish you could hire someone else to do, and at this point, you could automate it,” Colt Sliva said at SMX Next. Please visit Search Engine Land for the full article.

Process 119

Process Engineering 119

Partners in Excellence

DECEMBER 1, 2021

We’ve long known (whether we use it or not) about the “sales process.” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Usually, these are all focused on what we have to do to achieve our goal–getting a PO.

Process 118

Process Customers Manufacturing Pipeline 118

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Pipeline

Martech

DECEMBER 2, 2021

Pega this week announced the launch of Next-Best-Action Customer Journeys, a portfolio of capabilities aimed at unifying the marketing team’s understanding of customer journeys with automated, AI-driven next-best-actions, prompted by the customer’s real-time context — the stage of the journey he or she has reached. The solution is part of Pega’s Customer Decision Hub.

Customers 119

Customers Launch Product 119

Heinz Marketing

NOVEMBER 30, 2021

By Brittany Lieu , Marketing Consultant at Heinz Marketing. How do you sell if you don’t know who you’re selling to? To truly answer this question, many adept B2B marketers know they must avoid a ‘ lazy ICP’ and know the value in developing a robust ideal customer profile. . Validating Your ICP with Data. Indisputably the first foundational step in building a predictable and profitable pipeline is validating the perfect-fit company that your organization serves and solves for.

Customers 114

Customers Objectives and Key Results Cross-sell CRM 114

Search Engine Land

DECEMBER 1, 2021

Campaign metrics alone may not accurately represent your team’s work. At SMX Next, Jessica Bowman shared metrics that can help SEOs change the conversation and get executives to recognize their value. Please visit Search Engine Land for the full article.

Represent 117

Represent Campaign Engineering Conversion 117

Partners in Excellence

DECEMBER 1, 2021

Ideally, we are spending as much time as possible, working with our customers to help move them through their buying process. At the same time, customers are engaging sales people for only a small time in their buying process. This raises the questions, “Are we accomplishing as much as we can in each engagement? Are we maximizing our contribution to the customer in those ‘meetings?

Meeting 118

Meeting Customers Start-ups Process 118

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Campaign

Martech

DECEMBER 2, 2021

Good morning, Marketers, and please speak up. The value we try to deliver at each MarTech conference, in-person or virtual, is actionable insights into that intersection of marketing and technology we call MarTech. As marketers, you have a role to play in ensuring that we address topics of compelling interest and concern to the MarTech audience. Whether you’ve been speaking for years or have never spoken before but feel you have experience other marketers can learn from, please consider submitti

Pitch 119

Pitch Technology Technology Sales 119

Spiro Technologies

DECEMBER 2, 2021

Because of how difficult and mentally challenging sales can be, mindset is a critical component of sales success. Without the right mindset, the average person would quickly burn out after facing the myriad of rejections and never-ending hurdles that are part of every sales role. But if a salesperson wants to reach the next level and truly become successful, they need more than a positive mindset — they need a growth mindset.

Growth 105

Growth Prospecting Sales Customers 105

Search Engine Land

DECEMBER 3, 2021

Google is working on a fix for the ad image upload feature in Google Ads Editor. Please visit Search Engine Land for the full article.

Engineering 134

Engineering 134

Partners in Excellence

DECEMBER 1, 2021

Some years ago, partly to overcome the boredom of PowerPoint pitches, Buzzword Bingo was developed. Whether at a conference listening to speakers wax on about how fantastic their technology and companies were, investor meetings, sales pitches, people played this game. It came from the endless buzzwords that presenters injected into their presentations to feign credibility.

Pitch 118

Pitch Sales Presentation Gaming 118

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.

Gaming

Martech

NOVEMBER 30, 2021

Scrum organizes projects using cross-functional Scrum teams, each one of which has all of the capabilities necessary to deliver a piece of functionality from idea to delivery. The Scrum framework. The Scrum framework guides the creation of a product, focusing on value and high visibility of progress. Working from a dynamic list of the most valuable things to do, a Scrum team brings that product from an idea to delivery using the Scrum framework as a guide for transparency, inspection, and adapta

Pitch 119

Pitch Campaign Product Process 119

Sales Hacker

NOVEMBER 29, 2021

Traditional cold calling is killing your company’s bottom line. If your salespeople regularly spend hours looking for leads on the phone, you’re wasting time and losing money. If your business approaches cold calling like most companies, you likely have your sales reps dialing unverified, unvetted numbers off a list you got from a data vendor or database.

Lead generation 105

Lead generation Cold Call Appointment Technique 105

Search Engine Land

DECEMBER 2, 2021

CTAs shouldn’t be an afterthought. Including them in your on-page optimizations can help strengthen your user journey and signal relevance to search engines. Please visit Search Engine Land for the full article.

Conversion 112

Conversion Engineering 112

Partners in Excellence

DECEMBER 1, 2021

In the US, we have this custom of reserving one day each year of giving Thanks. It’s a time to get together with family and friends, over indulge in eating and watching football (The American version). And we do take moments to reflect and give thanks. There is a lot that we, and specifically me, can be thankful about at this time of year. A year ago, we reflected on a year that most of us have never encountered–health, economy, social and other challenges causing us to rethink every

Clients 118

Clients Meeting Customers Sales 118

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.

Service