Miller Heiman Group

JULY 7, 2020

What do we mean? Given today’s turbulent times, buyers may frequently toggle between the rational and emotional sides of their brain. As a seller, it’s your job to figure out which decision maker is in charge when you’re speaking with your buyer, so you can deliver the right logic and data that appeals to them.

Government 113

Government Drivers/motivators Closing Customers 113

Hubspot

OCTOBER 28, 2020

It's been over six months since COVID-19 was declared a global pandemic. Buyers are more in control than they've ever been, and companies delivering a great digital customer experience are winning. In this post, we'll take an in-depth look into buyer interest, marketing and sales outreach, and sales outcomes over the past six months.

Territory 101

Territory Construction Entertainment Start-ups 101

Miller Heiman Group

JUNE 4, 2020

The numbers reflect serious changes in the relationship between buyers and sellers. Our 2018 Buyer Preferences Study showed that less than a third of sellers exceed buyer expectations. But 90% of buyers said they’d be willing to engage sellers earlier in the buying cycle if they faced a challenge that was new, risky or complex.

Finance 84

Finance Quota Pipeline Service 84

Martech

APRIL 7, 2023

B2B buyers are dealing with FOMU, not FOMO Authors Matt Dixon and Ted McKenna analyzed more than 2.5 million sales-customer engagements for their recently released book, “The JOLT Effect,” and discovered that: 56% of the customers who expressed the intent to purchase were lost due to customer indecision.

B2B 117

B2B Customers GTM Pipeline 117

Hubspot

JANUARY 30, 2024

Because of their self-led research, salespeople say buyers enter conversations with them more informed than ever. These more informed buyers don’t want a product pitch, which changes the role of a salesperson. What’s more, 78% of consumers say that a salesperson’s expertise is “very” to “extremely” influential in a purchase decision.

Cold Call 68

Cold Call Pitch Sales Consult 68

Veloxy

APRIL 25, 2022

What are Cold Emails? While inside sales and marketing have managed cold email efforts in the past, outside sales have contributed greatly to this form of outreach since the beginning of the Covid pandemic. Back to what I said earlier about advances in sales engagement software and sales analytics. Brevity versus credibility.

A/B testing 214

A/B testing Inside sales Contact Consult 214

Martech

DECEMBER 29, 2023

The data will be connected, enabling brands to offer more ways for shoppers to discover and purchase, either digitally or in physical stores. “If The blending of physical and digital channels, sometimes called “phygital,” really picked up during the first year of the COVID pandemic. Now, there’s no going back.

Retail 121

Retail B2C Manufacturing B2B 121

Miller Heiman Group

JUNE 17, 2020

If you haven’t yet adapted your sales tactics to address the changes wrought by the COVID-19 pandemic, it’s time to think about how to pivot as you position your company to rebound from the crisis. Here’s what you’ll learn in each chapter. This chapter reveals how empathy and listening encourage buyers to act without pushing them away.

Sell 69

Sell Strategize Drivers/motivators Sales 69

Sales Hacker

MARCH 5, 2021

Investing in buyer intent data is one of the best ways to differentiate yourself — now, more than ever. The COVID-19 pandemic has practically pressured all businesses to go digital, or at least expand their virtual footprint. And those that have adapted, now grapple with stronger competition and shifting buyer behavior.

B2B 100

B2B Pipeline Sales Referrals 100

Veloxy

JUNE 6, 2022

In April of this year, we began surveying 500 sales leaders about what they thought the future had in store for field sales. What’s even more shocking is the fact that 255 (more than half) of the survey respondents chose this challenge. In 2020, COVID-19 had a negative impact on field sales. Business travel went on lockdown.

Inside sales 173

Inside sales Quota Outside Sales Sales 173

Miller Heiman Group

JUNE 10, 2020

As a result of the coronavirus pandemic, everything seems different, but sales fundamentals haven’t changed that much, if at all. What’s most different is our time: each moment seems more precious, which means sellers must be conscious of how they spend their time preparing for interactions and of how they spend their buyers’ time.

Strategize 81

Strategize Sales Technique Conversion 81

Heinz Marketing

SEPTEMBER 11, 2021

Today’s B2B buyers are doing everything remotely and digitally, from where they work and what they’re reading to how they’re making purchase decisions. Discovering The Lost Art Of Communication. 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.

B2B 114

B2B Customers Cold Call Strategize 114

Hubspot

NOVEMBER 20, 2023

AI and the pandemic threw a wrench in the typical sales funnel that companies have now realized is too outdated to consistently bring in the profits they want to see. Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. Clients aren’t buying like they used to. Don’t worry.

Sell 73

Sell Territory Niche Up-sell 73

Veloxy

DECEMBER 28, 2023

So, let’s answer the question, “what is outside sales?” The world of sales is vast, and if you’re a sales professional, you’ve likely been exposed to both inside and outside sales roles. However, if you’re considering a transition to outside sales or simply want to elevate your field selling game, you’re in the right place.

Outside Sales 242

Outside Sales Cold Call Represent Objectives and Key Results 242

Partners in Excellence

DECEMBER 23, 2020

We were discussing the pandemic and it’s impact on buyers and sellers. We, mutually, are discovering new ways of buying and new ways to engage our customers. As I speak with many business people, they reflect, then say, “It’s fascinating, this has caused us to rethink what we are doing.

Campaign 65

Campaign Conversion Sell Meeting 65

Heinz Marketing

MAY 29, 2023

This week’s show is entitled, “ The Widening Buyer/Seller Gap & How to Fix it “ My guest is Spencer Wixom , CEO at The Brooks Group. Tune in to hear more about: Why is there still a gap between buyers and sellers in terms of understanding and communication? Past present, Future on SalesPipelineRadio.com.

Pipeline 99

Pipeline Angle Sales Trust 99

Sales Hacker

MARCH 18, 2020

What to expect? What Is Happening Right Now? This is a very optimistic scenario — and sadly, it’s not what’s currently happening. This scenario is more realistic, but still, it’s not what we’re observing right now. Scenario 3: Global pandemic and recession. But none of those compare to the current situation.

B2B 135

B2B Healthcare Hospitality Cross-sell 135

Partners in Excellence

JUNE 15, 2020

It seems the pandemic has created a new future for selling. According to so many, we’ve discovered that we can accomplish so much more through Zoom, Teams, Skype or any number of video conferencing platforms. We have to learn how to “manage” larger more diverse buyer/selling groups.

Sales 96

Sales Finance Technology Technology 96

Partners in Excellence

FEBRUARY 24, 2022

While these platforms have been around for some time, the adaptation of them was forced by travel/meeting restrictions of the Pandemic. what are the best channels to learn and understand,… ” Like us, the virtual platforms were useful, for a while. Our buyers have moved forward in how they learn, engage and buy.

Up-sell 68

Up-sell Meeting Sell Process 68

Heinz Marketing

JANUARY 14, 2021

Majority of businesses experienced changes due to the pandemic including working remote, cancellation of in-person events, change in business/services provided, and more. For some, events are a huge demand generation and revenue driver, so what were they to do without them? How to engage prospects. Live streams also became popular.

B2B 142

B2B Drivers/motivators Prospecting Engineering 142

Miller Heiman Group

JULY 28, 2020

The global State of Sales Project , which surveyed more than 500 B2B buyers and 500 B2B salespeople and sales managers from companies of various sizes and industries, found that COVID-19 is strengthening and accelerating trends that were already starting to transform sales before the pandemic hit.

Quota 85

Quota Sales CRM Technology 85

ConversionXL

MARCH 17, 2021

So what does it take? I recently surveyed and interviewed over 200+ B2B executives, marketing & sales leaders to find out exactly what challenges they currently face and what they are doing to overcome them. To have a comprehensive view, we also wanted to discover the challenges faced by more mature B2B companies as well.

B2B 150

B2B Non-Profits Tradeshows Campaign 150

Martech

FEBRUARY 18, 2022

In the B2B environment, marketers have long played a critical role in the early stages of the sales process, when buyers are independently conducting research and forming the views that shape what vendors they consider and with whom they engage. Read next: The B2B customer journey is set on a digital track. Processing.Please wait.

Objectives and Key Results 101

Objectives and Key Results B2B Sales Technology 101

Salesforce

MAY 15, 2023

We thought selling would be easier after the pandemic. Spoiler alert: It’s not always about doing what’s safest. Eighty-seven percent of business buyers expect sales reps to act as trusted advisors, according to Salesforce’s latest State of Sales Report. Actually, it’s trust. They want outcomes.

Trust 98

Trust Price Construction Up-sell 98

Salesforce

DECEMBER 12, 2022

By 2018, the most common question I got from clients was, “ What is a CDP, anyway? In addition to eyestrain, this exercise gave me the conviction that buyers were looking to this product to solve just about every problem they had. Michael Andrew, our SVP for data, walks you through how we create a unified profile of our customers.

Customers 98

Customers Government Gaming Retail 98

Salesforce

JUNE 14, 2023

Today’s buyers come to the sales process more informed than ever, looking for in-depth information specific to their needs. In fact, 81% of sales reps say buyers increasingly conduct research before they reach out, according to the latest State of Sales Report. But not always. The next step?

Gaming 95

Gaming Cross-sell Referrals CRM 95

Highspot

JANUARY 14, 2024

Around 80% of buyers and sellers favor digital self-serve and remote human engagement over face-to-face interactions for a seamless buying experience. Discover how mastering virtual sales strategies can elevate customer interactions, even in complex sales cycles. What Is Virtual Selling? What Does Virtual Selling Look Like?

Quota 52

Quota Sell Sales Contract 52

Heinz Marketing

MAY 29, 2023

This week’s show is entitled, “ The Widening Buyer/Seller Gap & How to Fix it “ My guest is Spencer Wixom , CEO at The Brooks Group. Tune in to hear more about: Why is there still a gap between buyers and sellers in terms of understanding and communication? Past present, Future on SalesPipelineRadio.com.

Pipeline 60

Pipeline Angle Sales Trust 60

Gong.io

JULY 11, 2022

But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here.

Inside sales 62

Inside sales Commission Outside Sales Quota 62

Sales Hacker

DECEMBER 30, 2020

What this means for you. What this means for you. The uncertainty of what happens after COVID-19 is shaking up sales strategies. Many leaders are doubling down on what they see working, while others remain tentative. Here are the 15 most important sales statistics every salesperson should bookmark today. Short on time?

CRM 125

CRM B2B Referrals Sales 125

Heinz Marketing

MAY 29, 2023

This week’s show is entitled, “ The Widening Buyer/Seller Gap & How to Fix it “ My guest is Spencer Wixom , CEO at The Brooks Group. Tune in to hear more about: Why is there still a gap between buyers and sellers in terms of understanding and communication? Past present, Future on SalesPipelineRadio.com.

Pipeline 52

Pipeline Angle Sales Trust 52

Sales Hacker

DECEMBER 19, 2022

I’ll walk you through the impact of job-hopping on our post-pandemic sales landscape , and what it actually does to sales careers and team culture. By now, most business leaders have had some kind of run-in with the effects of the Great Resignation. Job hopping by the numbers. The numbers don’t lie — job hopping is on the rise.

Represent 80

Represent Sales Consult Growth 80

Martech

APRIL 15, 2022

What other reason could there possibly be for this quarter’s 10% growth in revenue? Then, something happens (merger, stock market decline, pandemic, war – fill in the blank). They will know which market segments will be most impacted by the “event” and what tactics will need to be adjusted.

Territory 111

Territory Campaign Closing Service 111

Salesforce

OCTOBER 12, 2021

Discover timely insights and useful tips. What does a chief revenue officer do exactly? What we learned from recent research is that ‘growth’ has a different definition than it did 10 years ago,” said Karen Semone, vice president of innovation strategy at Salesforce. Is it another example of C-suite overcrowding?

Gaming 98

Gaming Cross-sell Sales Finance 98

Sales Hacker

MARCH 8, 2021

Setting up what I call a “sales ladder.” Setting up what I call a “sales ladder.” Business success depends on forecast accuracy, but what if the inputs are flawed? Flaw 1: We map and model a fraction of what is known. P eople are part of the process. Two flaws in customer interaction.

Customers 69

Customers Represent Sales Appointment 69

Partners in Excellence

APRIL 16, 2021

I am beginning to explore what this means for our overall engagement strategies, moving from a sales led, digitally supported to a digitally led, sales supported process. Buying is changing profoundly, accelerated in part by adapting to business changes forced on us by the pandemic.

Process 100

Process Sales Sales Support Sell 100

Highspot

SEPTEMBER 14, 2022

Doing so naturally requires a shift in your sales strategy, but leadership in times of crisis goes beyond what’s written on paper: How you motivate your team, your approach to decision-making, and how you communicate changes are as important as what those changes are. What does great look like here? First, empathy.

Sales 52

Sales Drivers/motivators Quota Growth 52