Openview

JANUARY 26, 2021

The post How Atlanta’s Calendly turned a scheduling nightmare into a $3B startup appeared first on OpenView.

218

218

Software Sales Guru

JANUARY 18, 2021

Breaking Down Your Stroke This tip focuses on using a diagnostic probe, which is the first step in the Need Diagnostic. If you’re not familiar with this resource, I encourage you to download it from the Toolbox as a reference, or review this tip which provides examples of how to use an Open Diagnostic Probe. The rule: If there is no need, do not proceed.

Software 130

Software Software Sales 130

Engage Selling

JANUARY 8, 2021

The big mistake repeated far too often by sellers throughout the global pandemic—and in any period of abrupt change—is believing that if you wait long enough and keep on working the way you always have, things will eventually get back … Read More » The post Your Success Mindset in Uncertain Times first appeared on The Sales Leader.

Sales 157

Sales Sales Leadership Leadership 157

SBI Growth

JANUARY 28, 2021

As the calendar has turned to 2021, top-tier NFL teams are preparing for deep runs in the playoffs. Others are going back to the drawing board, diagnosing what went wrong and how to turn it around next season. These narratives.

Sales 147

Sales B2B Marketing 147

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

The Center for Sales Strategy

JANUARY 26, 2021

According to research , over $5 billion is spent solely on sales training and sales improvements every year in the US. If your remote sales team is not up to speed with the latest sales strategies and techniques, you could be costing your business a lot of money in missed opportunities. Coaching a remote sales team has its perks, you have less overhead because there is no brick and mortar location, plus, everyone has a bit more freedom and flexibility.

Sales Training 140

Sales Training Sales 140

Showpad

JANUARY 8, 2021

Looking back on a pandemic-driven year, we learned a lot about remote selling, virtual selling and engaging via video. For some organizations this wasn’t really new, apart from the fact that it was the only way to interact with prospects and customers. For others, it was a bigger challenge as they had to get used to a practice they didn’t focus on before the crisis.

Virtual Selling 144

Virtual Selling Finance Digitalization Digital Transformation 144

Software Sales Guru

JANUARY 4, 2021

The Open Diagnostic Probe in the Perfect Discovery Call The open diagnostic probe serves as an alternative to a premature presentation. Presenting too early directs the conversation to the seller’s solution and almost always leads to a premature disqualification by the buyer. A generic presentation convinces the buyer that seller’s solution is not a fit for their unique, specific needs.

Software 130

Software Software Sales 130

Engage Selling

JANUARY 22, 2021

I’ve been talking a lot about the importance of having the right mindset for uncertain times. And for sellers and leaders alike, I regularly remind you why you must adapt, how you work, and how you connect with customers to … Read More » The post Rethinking Your Personal Habits first appeared on The Sales Leader.

Sales 139

Sales 139

Sandler Training

JANUARY 22, 2021

Remember the childhood game of whispering a phrase to someone and asking them to pass it on? By the time it reached the fourth or fifth person, the meaning of the original phrase was lost! Then, it amused us; in customer care, it can be costly. The post Listening Well: The Key To Providing A Premier Customer Experience At Every Touch Point appeared first on Sandler Training.

Customer Experience 133

Customer Experience Sales 133

The Center for Sales Strategy

JANUARY 27, 2021

How would it feel to be part of the 1%? You have a flexible schedule and have a reliable, dependable, top-performing sales team. To many, that life will only ever be a dream. That's because the 1% are willing to do things that others aren't. From creatively improving sales performance to being a leader and mentor, here's how you can join the 1% as a sales manager.

Sales Management 133

Sales Management Management Sales 133

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

B2B

SBI Growth

JANUARY 30, 2021

At SBI’s most recent Sales Advisory Board meeting, market leaders from a variety of industries came together in a virtual environment to discuss topics that are top of mind for sales executives: The Ascent of Sales Leaders to CEO Positions Executing a.

Sales 126

Sales Meetings Marketing Customer Experience 126

Hubspot Sales

JANUARY 6, 2021

You've established the various stages of your sales process. You know how the typical prospect goes from an email address in your CRM to a paying customer. You've trained your salespeople on the key actions required to move prospects from stage to stage. But how do you know if it's actually working? What factors should you be taking into account? And if it's not functioning as well as you'd like it to, how can you improve it?

Sales 137

Sales CRM Banking Organization 137

RAIN Group

JANUARY 6, 2021

A lot goes into successful prospecting: targeting, offers, outreach, personalization, research, follow up, and more. At the RAIN Group, we’ve found the most effective way to prospect is using the WAVE method : Having a W inner’s mindset. Deploying a strong A ttraction Campaign. Offering great V alue. E xecution.

Sales 129

Sales 129

Engage Selling

JANUARY 8, 2021

Here we are in a new year, let’s reflect a little on what sales lessons were learned last year. One of the best ways to create success in sales is by learning from the lessons you’re provided. All of us … Read More » The post What Sales Lessons Were Learned? first appeared on The Sales Leader.

Sales 129

Sales Sales Management Management 129

Advertisement

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.

Meetings

Sales Gravy

JANUARY 8, 2021

On this episode of the Sales Gravy Podcast, Jeb Blount (Virtual Selling) and Matthew Pollard (The Introverts Edge to Networking) take on networking for introverts. One of the biggest myths about networking is that to be an effective networker you need to have the “gift-of-gab" and be an outgoing self-promoter. The truth is, it's just the opposite. In fact, introverts often make the best networkers.

Virtual Selling 128

Virtual Selling Meetings Media Sales 128

The Center for Sales Strategy

JANUARY 28, 2021

So much has been said and written about what top sellers do to set themselves apart from the average and low performing salespeople. Let’s look at this from a different angle. What things do they make certain to NEVER do? In order to fully understand what makes a high performing sales person, it’s helpful to recognize behaviors NOT exhibited by this elite group.

Sales 133

Sales 133

Sandler Training

JANUARY 4, 2021

Mike Montague interviews Brian Jackson, Sandler trainer from San Diego, on How to Succeed at Leading a Diverse Team. The post How to Succeed at Leading a Diverse Team [PODCAST] appeared first on Sandler Training.

Leadership 126

Leadership Management 126

Hubspot Sales

JANUARY 1, 2021

Consumers prefer to buy things from people they like. It’s a common-sense concept: If a pushy door-to-door salesman comes calling and attempts to barge his way into the house with a product you don’t want, chances are you aren’t spending any money. On the other hand, if you’re on the hunt for a new car and the salesperson is knowledgeable, kind, and considerate there’s a much better chance that you’ll give her your business.

Sales 136

Sales Communication Media 136

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Sales

Revegy

JANUARY 18, 2021

In a webinar with Nancy Nardin of Smart Selling Tools, and Mark Kopcha, CEO of Revegy, discussed the importance of relationship intelligence and the relationship map drive sales success. How Does CRM Tackle the Relationship and What’s Missing? CRM has been around for 30 years – it started as a combination of 3 different types of technology – marketing automation, sales force automation, and customer support.

CRM 119

CRM Procurement Stakeholders Facilitation 119

RAIN Group

JANUARY 13, 2021

As a seller, you’re trying to build relationships with potential buyers. People buy from people they know, like, and trust. The more you get to know your buyers, and let them get to know you, the easier it is to sell to them. But first, you have to break through the noise, capture their attention, and create conversations with them. This is easier said than done.

Sales 115

Sales 115

Drift

JANUARY 6, 2021

Chief revenue officers (CROs) offer even more revenue-driving potential than you might already imagine based on their title. Not only does their work focus on directly growing revenue through their own team’s actions, but they also orchestrate different departments around common objectives. While individual departments might track their own unique sets of metrics, CROs are in charge of overseeing.

Leadership 106

Leadership Sales 106

The Center for Sales Strategy

JANUARY 21, 2021

If your actions inspire others to dream more, learn more, do more and become more, you are a leader. John Quincy Adams. 1 out of 3 employees say that the boss doesn’t care about the staff. Until recently, leadership has always been about position and power rather than empowerment. A simple secret to leadership that no one ever talks about is that if you genuinely care about your people, everything else will take care of itself.

Leadership 132

Leadership Prioritization Communication Sales 132

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

Supply Chain

Sandler Training

JANUARY 22, 2021

Mike Montague interviews Randy Seidl on How to Succeed at Being Part of a Sales Community. The post How to Succeed at Being Part of a Community [PODCAST] appeared first on Sandler Training.

Sales 116

Sales 116

Hubspot Sales

JANUARY 6, 2021

As sellers, we must immediately break down prospect resistance by creating a great first impression. Yet most salespeople fail to do so — repelling buyers and making them think, "It's a salesperson, how do I get them off the phone?”. The best reps know what they're facing each time they call and have developed repeatable strategies for dispelling resistance.

Decision-making 135

Decision-making Banking Profitability Sales 135

Revegy

JANUARY 8, 2021

You can’t escape it. Forecasting is a must for any sales organization. When projecting 2021 revenue growth, you need to ensure your sales team’s forecast is accurate to ensure the company is budgeting properly. No pressure, right? We get it. That’s why we put together a few tips to help you with your annual forecasting. What is forecasting? At its most basic level, forecasting is predicting the revenue your organization will earn over a quarter/period/year.

Decision-making 119

Decision-making Leadership Organization Sales 119

Clarity Engagement Solutions

JANUARY 6, 2021

Most of us don’t like change or are resistant to it. Just thinking about change causes us stress! We prefer to maintain things as they are vs the unknown of the future caused by change. We might deceive ourselves and say we embrace change, but in reality, it’s a much different story. If 2020 has shown us anything, it is that change is inevitable whether we like it, are prepared for it or not.

Healthcare 91

Healthcare Stakeholders Digitalization Leadership 91

Speaker: Michelle Vazzana

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?

Sales

Engage Selling

JANUARY 4, 2021

Over the past few months, due to travel restrictions, companies have been conducting more and more product training sessions. I’m not opposed to product training, but it’s critical that we don’t pitch product features to our customers. Instead, what we … Read More » The post Know the Different Types of Customer Value | Sales Strategies first appeared on The Sales Leader.

Customer Value 104

Customer Value Sales Sales Training 104

The Center for Sales Strategy

JANUARY 20, 2021

A heartbreaking ending, but a beautiful journey. If you’re a Cleveland Browns fan, then you’re like me, still brokenhearted after watching them lose yet another winnable big game. Over the years I’ve written a few posts about this hapless team, and I’ll give the team credit for improving during the past season. One thing still alludes the Browns, and that is winning the winnable big game.

Sales 130

Sales 130

SBI Growth

JANUARY 18, 2021

Most companies earn the majority of their revenue from existing customers, and with the recession that began in March 2020, this is truer than ever. SBI’s quarterly pulse survey shows that companies are more dependent on their existing customers to.

Marketing 102

Marketing B2B Sales 102

Hubspot Sales

JANUARY 21, 2021

Many salespeople don't plan on going into sales. But they do plan on building something, being their own boss, or leading a company someday. They're entrepreneurs, and sales is a great way to learn the ins and outs of business. Chances are you have similar aspirations. To help you prepare for your eventual takeover of the business world, we've compiled a list of the 30 best books on entrepreneurs.

Decision-making 133

Decision-making Investors Innovation Government 133

What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.

Negotiation