Iannarino

JUNE 14, 2021

” See My Part 1, From Legacy to Modern Sales Approaches . There are, however, companies that still use these outdated and ineffective approaches to B2B sales. Sales leaders and sales managers often teach and train their sales force what they learned back when they were in sales, for good or for ill.

Clients 162

Clients Sales Strategize Conversion 162

Sales Hacker

DECEMBER 7, 2020

Despite the huge growth in marketing and sales automation, along with the growing popularity and acceptance of self-service sales processes, reports of the death of the salesperson are greatly exaggerated, to paraphrase Mark Twain. Higher value B2B sales still need a competent salesperson to close the deal. The audience.

Process 90

Process Cold Call CRM Technique 90

Hubspot

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. You’ll also need a thorough knowledge of sales trends and stats to succeed. You may have heard negative things over the years about salespeople, such as stereotypes that depict salespeople as pushy or aggressive.

Cold Call 83

Cold Call Commission Inside sales Territory 83

Salesforce

DECEMBER 1, 2021

Building strong relationships is the key to successful sales. When the pandemic hit, it delivered a knockout blow, with infection control protocols ending in-person visits. The new normal for sales professionals is a hybrid approach with an accent on digital contact. But there’s also some good news.

Healthcare 97

Healthcare Pharmaceutical Cold Call Hospitality 97

Hubspot

MARCH 25, 2024

Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. 8 of the Most Difficult Types of Prospects (& How to Deal With Them) 1. How to Handle Them: Create urgency. Want more content like this? Subscribe to our newsletter! You're welcome.

Prospecting 74

Prospecting Price Presentation Pipeline 74

Hubspot

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. Your seasoned, super-star reps lead the way. If any of your top salespeople leave your company, you may fall behind. So should you be worried about churn in your sales department? In short, yes.

Non-Profits 85

Non-Profits Drivers/motivators Quota Represent 85

Salesmate

AUGUST 5, 2020

The great effect of the coronavirus pandemic on several industries is no longer breaking news, but businesses may have yet to experience the full force of change brought about by local lockdowns, halted operations, and an emphasis on social distancing and quarantine as the new normal. Divide all sales presentation rules by 3.

CRM 130

CRM Sales Presentation Campaign 130

Miller Heiman Group

DECEMBER 21, 2020

A recent Korn Ferry survey of global sales organizations revealed that virtual selling is here to stay, with fewer than 2% expecting the changes to be temporary. The pandemic has also impacted the length of time it takes to close a deal. COVID has greatly affected the buying and selling process. Adapt to longer buying cycles.

Sell 122

Sell Meeting Clients Presentation 122

Martech

FEBRUARY 18, 2022

As a practice, sales enablement occurs when marketing teams create materials or share information that helps sales teams better convert prospects. However, certain marketing technologies called sales enablement platforms can help marketers to do just that. Capabilities of sales enablement platforms.

Objectives and Key Results 98

Objectives and Key Results B2B Sales Technology 98

Heinz Marketing

FEBRUARY 16, 2021

By Josh Baez , Client Engagement Manager at Heinz Marketing. A digital transformation sped, in large part, by the pandemic. What does this mean for B2B sales? So how can sellers respond? Does this make sales teams obsolete? The Digital Transformation of B2B Sales. A Digital Imperative.

Conversion 127

Conversion Sell B2B Sales 127

Salesforce

SEPTEMBER 19, 2023

Prospects — the potential customers you want to sell to — are the fuel for the sales pipeline. Let’s see how to make prospecting a science instead — less like drilling for oil and more like filling up on gas. See how it works. Speed up your prospecting What is sales prospecting? Leads are unqualified prospects.

Prospecting 69

Prospecting Sales Follow-up Pitch 69

Hubspot

JUNE 8, 2022

Even the most prolific salespeople aren't immune to the summer slump. How will this summer compare to past, pre-pandemic summers? To find out, HubSpot surveyed 100,000+ customers around the globe and compared their summer results to pre-pandemic benchmarks. Prospects are on vacation. Calls go unanswered. Web Traffic.

Quota 88

Quota Construction Manufacturing Transportation 88

Miller Heiman Group

JULY 21, 2020

But the need for sales organizations to change is nothing new; it’s just more urgent now. Even before the pandemic arose, we lived in a world where buyers are generally better at buying than sellers are at selling. Define a Sales Methodology. Tools to effectively evaluate sales opportunities, situations and challenges.

Territory 100

Territory Sales CRM Technology 100

Hubspot

JULY 27, 2023

This is a significant drop from just a year before when sales success reached around 26%. They need to achieve more with less, making sales enablement more important than ever. Companies have access to AI tools to support their sales efforts. Companies have access to AI tools to support their sales efforts. The good news?

CRM 52

CRM Sales Cross-sell Pipeline 52

Salesmate

SEPTEMBER 1, 2021

Sales reps are constantly trying to close more deals and achiever their quota. However, is it fair to define sales performance based on a sales rep’s achieved sales goal? . Let’s take an example of the recent world pandemic which turned our lives upside down. Managing Partner, Structured Agency.

Sales 98

Sales Cold Call Entertainment Contract 98

DoubleDigit Sales

JANUARY 28, 2022

In the running world, a pace bunny is someone who leads a group of runners to ensure they reach their goal of crossing the finish line at a particular time. Managing a remote sales team through the pandemic is like being a pace bunny—you stick with your team to help them reach their goal in a challenging environment.

Drivers/motivators 52

Drivers/motivators Sports Gaming Negotiate 52

Lead Fuze

DECEMBER 1, 2021

5 Ways Sales Reps Can Keep Their Income Up Through COVID-19. Sales teams are constantly having to rethink their strategies and create positive cash flow. Sales teams are constantly having to rethink their strategies and create positive cash flow. This leads to difficulty for salespeople because the market is always changing.

Contact 52

Contact Sales Government Clients 52

Sales Pop!

OCTOBER 14, 2021

This is the next article in our continuing series on RevOps—revenue operations—and how Pipeliner CRM equates with RevOps. We quoted renowned management consultant and author Peter Drucker in our last article: “You can’t manage what you can’t measure.” RevOps—which Pipeliner CRM actually is—makes this possible.

Pipeline 52

Pipeline CRM Appointment Strategize 52

Hubspot

APRIL 30, 2020

Businesses all across the globe are learning how to adapt to these new circumstances and we're all learning how to operate in a "new normal" that's constantly changing. Last week saw the highest volume of deals closed since the start of the pandemic, even though deals created and closed are still trending below pre-COVID levels.

Territory 101

Territory Inside sales Sales Outside Sales 101

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. How does the state of business compare today to where it was in March? How have teams changed their behavior to adapt to the new economic climate? What's worked, and what hasn't?

Construction 101

Construction Territory Manufacturing Entertainment 101

Salesforce

FEBRUARY 7, 2022

As a small business leader or a midsize business executive, it’s your job to consider what you and your sales teams can do for customers. Answering questions on products or services may lead to a sale, but you’ll have to do more than that to earn long term trust and brand loyalty. This is what they told us.

Sales 98

Sales Finance Trust Clients 98

Sales Hacker

JUNE 7, 2021

We hear a lot about equipping salespeople with customer insights to help them move from simple questioning to exploring challenges and discussing solutions with customers. But what are these insights that will transform the conversations salespeople have? Sales customer insights. Persona insights and intelligence.

Conversion 109

Conversion Customers Drivers/motivators Sales 109

Sales Hacker

OCTOBER 27, 2021

Artificial intelligence (AI) for sales – buzzword or solution? AI-driven sales tech is emerging as a practical answer for many of the challenges facing sales leaders, trainers, managers, coaches, and sales enablement pros. B2B sales is evolving, and the Zoom boom of 2020 has only accelerated those changes.

Sales 104

Sales Education Inside sales Quota 104

Heinz Marketing

MAY 29, 2023

By Sheena McKinney , Sales Pipeline Radio Producer If you’re not already subscribed to Sales Pipeline Radio or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals.

Pipeline 99

Pipeline Angle Sales Trust 99

Highspot

JANUARY 14, 2024

Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. Virtual selling is a technology-driven approach to sales. Unlike traditional face-to-face interactions, sales reps use digital tools to engage with customers remotely. What Is Virtual Selling?

Quota 52

Quota Sell Sales Contract 52

Miller Heiman Group

OCTOBER 6, 2020

Most direct sales reps have been sidelined from visiting their clients, and video calls have become the norm. During this pandemic, we have seen and heard a lot of concern about adjusting how to sell when selling must be done virtually. Lead generation may look very different for those relying on large assemblies of people.

Strategize 109

Strategize Quota Manufacturing Clients 109

Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. There are sales buzzwords that we love and some that we really hate. When you use sales buzzwords correctly, you’ll sound like you’re an industry insider. We agree.

X-functional 125

X-functional Sales Strategize Cold Call 125

Martech

JANUARY 25, 2022

Customer relationship management (CRM) is the technology brands use to nurture relationships with their customers. These solutions are designed to help sales and service agents communicate with customers more effectively. How to choose a CRM system. How a CRM platform helps sales and marketing teams collaborate effectively.

CRM 97

CRM Agriculture Hospitality Healthcare 97

Sales Hacker

DECEMBER 19, 2022

As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams. But also the cost it has on their careers — and your sales team.

Represent 80

Represent Sales Consult Growth 80

SBI

AUGUST 17, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. .

Sell 58

Sell Cross-sell Account management CRM 58

Miller Heiman Group

JULY 28, 2020

Change is constant in the age of the coronavirus, and it’s having deep effects on sales organizations. LinkedIn and Korn Ferry recently took a deep dive into the impact of the coronavirus on sales organizations. Below, we highlight five of the most critical of these trends affecting sales organizations.

Quota 85

Quota Sales CRM Technology 85

Outreach

APRIL 7, 2020

If you're used to managing your sales team in an office, the sudden switch to remove work during shelter-in-place is not easy. Our goal for this time (when we're not working hard to make the Unleash Virtual Summit awesome) is to provide a platform for salespeople to share how they're working through the uncertainty.

Inside sales 90

Inside sales Drivers/motivators Meeting Follow-up 90

CloserIQ

FEBRUARY 1, 2021

As the state of the pandemic is improving and more and more people are getting the vaccine, companies face the decision to remain remote or open up their offices again. Despite changing circumstances, ensuring high sales performance remains a key goal for most companies. Benefits for individual salespeople going forever-remote.

CRM 53

CRM Sales Customer Relationship Management Networking 53

Hubspot

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. The Top Sales Goals. The Top Sales Challenges. Top Sales Metrics to Track.

Cross-sell 62

Cross-sell B2C CRM Quota 62

SBI

JUNE 23, 2020

Sales teams have faced a long list of challenges this year due to the pandemic. This has left many teams wondering how prepared they are for Q3. While some industries had to rethink their selling approach completely—financial services and medical device sales in particular—others such as high tech were already onboard.

Sell 57

Sell Pitch Manufacturing Up-sell 57

Heinz Marketing

JULY 2, 2022

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. In this post, Coffaro outlines the signs of scope creep and how leaders can be proactive in preventing this phenomenon in their own businesses. Preventing strategy scope creep.

B2B 56

B2B B2C Growth Technique 56

criteria for success

APRIL 1, 2020

When speaking to salespeople, leaders, and executives in the past weeks, I've noticed an overarching sense of uncertainty related to the COVID-19 pandemic and its impacts. How long will regional lockdowns last? How will specific businesses and industries cope? Here’s how to approach it. Selling Through Uncertainty.

Sell 97

Sell Prospecting Up-sell Territory 97