5 Minute Interview – Hire Salespeople Who Will Sell
Anthony Cole Training
OCTOBER 15, 2020
If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone?
Anthony Cole Training
OCTOBER 15, 2020
If your salespeople MUST be great on the -phone then why not find out, as early as you can, how GREAT they are on the phone?
Membrain
OCTOBER 11, 2020
As sales teams rapidly reinvent themselves, their skills, activities and the way they sell, the real transformation needed to achieve your goals starts with not just changing, but expanding your thinking. There’s always more than one perception.
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Partners in Excellence
OCTOBER 12, 2020
Was just reading yet another post with “market data” declaring prospecting the most difficult aspect of sales. Thousands of blog posts about both the difficulty and importance of prospecting have been published in the past 5-7 years. But is it really tougher than anything else in selling or are we just making it much tougher than it need be?
Force Management
OCTOBER 15, 2020
We spend a lot of time on our blog talking about challenges our customers face and possible solutions. We try to practice what we preach, making our blog content focused on our customer, and less about us. However, today we are breaking with the norm and sharing a little more about Force Management to help you align on your biggest opportunity to drive sales impact.
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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.
Salesmate
OCTOBER 15, 2020
A dried-up sales pipeline is an unpleasant sight that most sales reps dread. Several sales managers and reps are aware of the buzzword “sales pipeline”. However, most of them do not pay attention to it and manage it effectively. Sadly without a healthy pipeline achieving sales goals becomes a more challenging task. It is easy to panic about dropping numbers, but very few sales professionals put in efforts to understand and manage the sales pipeline effectively.
Understanding the Sales Force
OCTOBER 15, 2020
We use remote deposit, a terrific convenience for depositing checks from the desktop without going to the bank. The only problem is that the software that runs the check scanner isn't compatible with the Mac OS. It only runs on Windows so we have to remotely connect to an old Dell that takes up unnecessary space. Oh, if only the software for the check scanner was compatible with the Mac.
Technology Sales Today brings together the best content for technology sales professionals from the widest variety of industry thought leaders.
Heinz Marketing
OCTOBER 16, 2020
By Stephanie Carrillo , Senior Marketing Consultant at Heinz Marketing. A few weeks ago Heinz marketing put on a three-hour Predictable Pipeline workshop with ON24, part of the fastFWD webinar series. This event had over four hundred attendees made up of marketing professionals across several different B2B industries. We polled to see how confident everyone felt going into the 2021 sales year throughout this live event and if they felt prepared in the areas covered during the workshop consistin
Membrain
OCTOBER 14, 2020
As of October 2020, Membrain is operating under a brand new pricing model that makes our CRM free with the purchase of any one of our award-winning workflow modules.
SaaStr
OCTOBER 10, 2020
Stewart Butterfield threw out an interesting statistic in a recent interview with Fast Company … over 20% of Slack employees have been hired since Covid-19 hit and the shelter order in SF went into place. 20%+ of Slack's employees have been hired since Covid-19 hit. How many by the time we "go back to the office"? 50%? 80%? @stewart.
ConversionXL
OCTOBER 14, 2020
What worked in SEO, content, and growth just a few months ago may not be effective today. Making things even more challenging, there’s so much noise. Is that top-ranked content on Google actually the best thing out there? Or is it the same “me too” content? We identified top marketers based on some good-but-imperfect criteria (e.g., mentions on marketing sites, social media presence, recent presentations, etc.).
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
Heinz Marketing
OCTOBER 12, 2020
By Matt Heinz , President of Heinz Marketing. If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. Pacific you can find the transcription and recording here on the blog every Monday morning. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.
Sandler Training
OCTOBER 15, 2020
Everyone wants to know what business closed today. Or this week. Or this quarter. But is that really all we should be asking? Make no mistake. These are all critical key performance indicators (KPIs). It’s worth noticing, though, that what closed today, this week, and this quarter all are lagging indicators. Arguably more important in… The post Sandler Research Center Report: Pipeline Health appeared first on Sandler Training.
SaaStr
OCTOBER 13, 2020
Q: Why are sales jobs the worst? Here’s why sales is tough: Can’t hide — not for long. At some point, you have to put real points on the board. Everyone will know. But in many other roles, you can sort of skate by if you aren’t too senior. Get a lot of No’s. A lot of them. Most of us can’t take it. Limited career path if don’t move into management. You’ll get a lot better in 2, 3, 5, 8 years.
PandaDoc
OCTOBER 14, 2020
Storytelling is one of our oldest forms of communication and is an excellent persuasive tool. Stories do the job better than facts – you only have to look to the tabloid news cycle to see that. It’s also clear that, however fictional, stories can profoundly impact actions in reality, as the ‘Jaws effect’ proves. Despite their power, many brands aren’t utilizing storytelling techniques in their sales strategy.
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
Partners in Excellence
OCTOBER 13, 2020
In the past 6+ months, the world has turned upside down. We have never faced simultaneous health, economic, social crises at the global scale that we are currently experiencing. We long for things to get back to normal. I dream of sitting in an airport–going to visit a client. Or sitting in a restaurant, enjoying a meal with friends, or going to a concert or the theater, or getting back into the gym.
Sandler Training
OCTOBER 13, 2020
Given the upheavals and uncertainty of 2020, many leaders and salespeople have been asking us what we see on the horizon as the next year approaches. What skills and adaptations will be necessary not just to survive, but to thrive in 2021? After meeting with tens of thousands of sales professionals this year, we would… The post Sales Professionals: What is on the Horizon for 2021?
SaaStr
OCTOBER 15, 2020
Whether you just scored your Series A or are about to go public, there’s no reason to waste precious capital on tasks that could be automated. Of course, you should be thoughtful about what you choose to automate. No AI solution will understand your brand tone better than your marketing team, and you’d be taking a huge leap of faith if you let bots write your code.
Engage Selling
OCTOBER 16, 2020
Email prospecting: we’re relying on it more and more during this new selling environment. However, unfortunately, the ratio of prospecting emails sent to responses are getting worse.
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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.
Partners in Excellence
OCTOBER 10, 2020
Yeah, I know I’m dating myself, but I’d like to paraphrase a line from the 1980 Johnny Lee Song, Looking For Love. There’s the famous line, “Looking for love in all the wrong places… ” Too often, I think we are looking to learn in all the wrong places. (I’ll come back to those who aren’t even looking to learn.).
Sandler Training
OCTOBER 13, 2020
Mike Montague interviews John Livesay on How to Succeed at Better Selling Through Storytelling. Find John Livesay at: [link] In this episode: Best attitude, behavior, and technique to succeed at better selling through storytelling Turn a case study into a case story and people will listen and remember you The key to dealing with rejection is,… The post How to Succeed at Better Selling through Storytelling [PODCAST] appeared first on Sandler Training.
The 5% Institute
OCTOBER 15, 2020
The elevator pitch is something widely taught in sales; you’re encouraged to have it down pat, with the promise of closing sales easier. However, in reality – that’s not the case. In fact, the elevator pitch is actually hurting your sales efforts. In this article, we’ll look at what an elevator pitch is, why it’s hurting your sales efforts, and what you should do instead to close more sales on a consistent basis.
Sales Hacker
OCTOBER 13, 2020
With a cold email, you can either drive hundreds of thousands in pipeline or send your prospects running for the hills. . We have plenty of resources on writing effective cold emails at Sales Hacker. But sometimes the difference between an okay cold email and a great one is specific feedback on what you have. . The teams at Outreach and REGIE created the Cold Email Grader to help you — you guessed it — write better cold emails. .
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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
RAIN Group
OCTOBER 14, 2020
How sales happen has changed significantly in just the last several months, and these changes are here to stay. Selling virtually has proven to be a challenge for even the most seasoned sellers. It requires sellers to be more strategic, more deliberate, and more proactive than ever before. It requires a refocused approach because the rules have changed.
Heinz Marketing
OCTOBER 15, 2020
By Matt Heinz, President of Heinz Marketing. “How I Work” is one of my favorite recurring features in Inc Magazine as well as via Lifehacker’s This Is How I Work Series, and in the past, several sales experts (including Anthony Iannarino , Dave Brock and Trish Bertuzzi ) participated as well. We love to feature B2B sales, marketing or business leaders here answering what have become our standard “ How I Work ” questions.
SalesHood
OCTOBER 15, 2020
We are seeing many organizations struggle to make virtual kickoffs highly impactful and engaging. Executives across sales, enablement, and operations are asking us for help to re-imagine kickoffs for the new normal. They are looking for innovative ways to energize and educate their remote teams with purpose and collaboration. We recently launched SKOx to [ ] The post CRO Guide To A High Impact Virtual SKO appeared first on SalesHood.
Sales Hacker
OCTOBER 16, 2020
Prospecting in the enterprise environment is just different. Enterprise is generally behind the times and slow to move on new ideas. Their calendars are blocked with 76 meetings. And finding time is tough compared to an SMB executive. On top of that, you have multiple decision makers to be looped in. And to make it worse, everyone and their start-up cousin is calling them, which makes it tremendously difficult to stand out.
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.
Cience
OCTOBER 14, 2020
Most sales leaders love to look at their CRM dashboards and focus on metrics. Generally, all metrics can be bucketed into leading or lagging metrics. Leading metrics are used to improve performance while lagging metrics are used to measure performance. When it comes to sales leaders, the holy trinity among metrics are ‘Closed-Won’, ‘Pipeline’, and ‘Meetings Held’ The reason is that ‘Meetings Held’ leads to ‘Pipeline’ and ‘Pipeline’ to ‘Closed-Won’.
Highspot
OCTOBER 13, 2020
Dedicated to creating high-value content for every stage of the customer journey, a content marketer’s role is well-defined. But in organizations with sales enablement teams, confusion can sometimes arise from questions about which team owns content creation, delivers guidance to reps, and coaches teams to work together effectively. With this guide, we’ll break down the key distinctions between the two functions and show you how to get the most out of both by addressing the following
SaaStr
OCTOBER 11, 2020
With literally 100s of incredible SaaStr sessions and videos uploaded since Covid hit, it’s time to catch up on the Best SaaStr Sessions! What are The Top 10 This week? #1: “On Launching a Second Product with Dharmesh Shah, CTO / Co-Founder Hubspot” An incredible catch-up session with Dharmesh from this week, #2: “Churn is dead.
Heinz Marketing
OCTOBER 10, 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. 3 Unconventional Sales Tactics for an Unconventional Time. Some unconventional tactics to catch your prospects’ attention and make an impact during these unconventional times.
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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