Sat.Aug 08, 2020 - Fri.Aug 14, 2020

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Your Tech Stack May Be Lagging Amid the COVID-Charged Digital Transformation

SBI Growth

The New York Stock Exchange dates to May 17, 1792, with the signing of the Buttonwood Agreement—where twenty-four stockbrokers and merchants met at the now famous Wall Street under a Buttonwood tree. There have been numerous market crashes, defined as a.

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17 Essential Sales Competencies of Top Sales Teams

Hubspot Sales

What does it really take to be successful in sales? Well, the answer to that question largely depends on what your definition of success is. For some reps, attaining their quota each month means they’re crushing it. For others, they accept nothing less than 120% of quota before they cut themselves some slack. A salesperson’s definition of success is often influenced by the environment they work in, the greater goals of their organization, and their own personal drives and tendencies.

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Why is Most B2B Marketing So Forgettable?

Corporate Visions

The post Why is Most B2B Marketing So Forgettable? by Leslie Talbot appeared first on Corporate Visions. Every marketer wants to make an impact. Today, with 80 percent of the sales cycle happening in digital or remote settings, you’ve never had a greater opportunity to directly influence buying decisions. And the number one factor driving those buying decisions?

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How to Keep Your Sales Team Engaged

Engage Selling

With uncertainty and disruption being the theme of 2020, you need to know how to keep your sales team engaged. Let’s face it, some industries are doing exceptionally well, but many have struggled since the start of the pandemic.

Sales 126
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2024, The Year of the Customer

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.

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How to Succeed at Sandler Rule #31 – Close the Sale or Close the File

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #31 – Close the Sale or Close the File appeared first on Sandler Training.

Sales 126
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12 Video Conferencing Tools You Can Use in Your Sales Process

Hubspot Sales

It’s safe to say 2020 has been the year of virtual meetings. Everything from large-scale conferences to staff meetings, to meetings with prospects, are hosted remotely. Chances are, your sales process has moved fully online as well. Video conferencing tools are a worthwhile investment for organizations of all sizes, especially with remote work becoming the norm.

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One Thing Top Sales People Get Right (and How to Stop Talking So Much)

RAIN Group

"Willy: I don't know why—I can't stop myself— I talk too much. A man oughta come in with a few words. Charlie's a man of few words, and they respect him. Linda: You don't talk too much, you're just lively.". Death of a Salesman by Arthur Miller. We all have sympathy for poor Willy Loman in Death of a Salesman. He knew he talked too much, but he couldn't figure out why.

Sales 122
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Evolving Your Culture for the Digital Revolution

SBI Growth

It’s hard to imagine a time where calendars weren’t inundated with video calls and discussions around your digital sales transformation. With a virtual revolution upon us, how can you maintain the personal aspects that define your culture internally and externally? On.

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Inbound Sales: How to Sell the Way Prospects Buy

Hubspot Sales

Today, the information that buyers need to make a purchase decision is just a click away. The power in the buying and selling process has shifted from the seller to the buyer. The buying process is transformed. And that means to keep up with today’s empowered buyer, the sales process needs to transform too. Whether your sales process relies on inbound leads or targeted outreach, whether you’re a big company or small, whether your sale is complex or simple; inbound sales is relevant.

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Weekly Roundup: Virtual Selling, Inbound Sales, New Zoom Features + More

The Center for Sales Strategy

- MOTIVATION -. "We have a normal. As you move outside your comfort zone, what was once the unknown and frightening becomes your new normal.". -Robin Sharma. - AROUND THE WEB -. > Virtual Selling is Here to Stay– Sales Gravy. Unless you’re floating in a sea of delusion hoping for the winds of change to blow you to safety, you’ve at least started blending virtual selling into your current sales strategies.

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How to Stay Competitive in the Evolving State of Martech

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

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Tips for a Hybrid Video/In-Person Meeting | Sales Strategies

Engage Selling

How do you sell in a hybrid selling environment? Since many of you are in sales teams, your teammates could be from either your company, partner company, or supplier company.

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Five Skills to Help Sales Managers Accelerate Through the Turn

Miller Heiman Group

Sales managers are being tested in ways they’ve never seen before, and new managers have even more challenges as they assume their roles in the midst of sweeping change. The attributes of top sellers don’t always align with the skills needed to be a great sales leader, which is why managers need to be equipped with a specific set of tools. Because new sales managers may lack the skills necessary to develop their people, sales leaders must take them under their wing and ensure they have the skill

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7 Habits of Highly Effective Kaizen Thinkers

Kainexus

The practice of Kaizen is not about a particular way of performing business operations or even a specific approach to process improvement. Instead, it is a way of thinking about business operations that can transform how you look at problems and open up new doors to innovation. Kaizen seeks to move operations nearer and nearer to perfection through incremental improvement.

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Job Perks That Retain Top Talent

The Center for Sales Strategy

Just as you’re adjusting to the new normal, it’s time to readjust to something else. However, if you want to maintain a successful business reputation and make a difference in your bottom line during this era of uncertainty, it’s vital to readjust and re-evaluate your company culture. Beth Sunshine , VP of Talent Services at The Center for Sales Strategy (CSS) advises management, “Don’t let these unusual times drive your culture !

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

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.

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Distance Doesn’t Have to be Difficult – Managing Virtual Relationships

The Chapman Group

I was stuck. The usual sales and account management techniques that I had been so vigorously schooled on to grow and sustain business relationships had been flipped upside down. There were no more lunches, in office visits, networking events, and or client workshops… my schedule and to do list was kind of wiped clean, and I had to figure out how I was going to continue to grow and sustain relationships during a pandemic that would all but disintegrate the knowledge I had acquired in my 5 decades

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Could Headless Commerce Help You Win eCommerce Market Share?

SBI Growth

With eCommerce increasing more in the last 90 days than during the previous 10 years combined, digital transformation is no longer a buzz phrase. Your company’s ability to interact and transact virtually with your customers and prospects will ultimately determine.

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8 PPC tips to improve your Google Ads performance

Nutshell

Google Ads are among the most popular forms of digital advertising. They can appear in different sizes and places on Google’s results pages, allowing for flexibility as well as visibility. Google Ads blend in seamlessly with organic results, generating higher levels of clicks than traditional banner ads or pop-ups. Like SEO or SEM, Google Ads can be optimized and improved.

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The Comeback Kid: 20 Weeks to Change Your 2020 Story

The Center for Sales Strategy

We all have a choice to make. That choice is what we’re going to do for the next 20 weeks of the year. We can continue to worry, fret, blame, and sit on the couch (if you're not doing any of those things - hurrah for you!). But we can also take the opportunity to be the Comeback Kid. Twenty weeks is a long time. That's 100 working days, with a few holidays thrown in.

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How to Leverage Intent Data for Better Outcomes

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.

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How to Set Up an Effective Adoption Plan Around Your Sales Kickoff

Force Management

This blog contains content from our Ultimate Sales Kickoff Resource Guide. Check out all our great virtual sales kickoff resources and tools here. No doubt this year has you rethinking your sales kickoff “event”. We’re working with many sales leaders right now who are considering shifting their SKOs and instead, launching broader sales transformations aimed at improving sales performance.

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How to Succeed at Active Fundraising

Sandler Training

Mike Montague interviews Brian Jackson on How to Succeed at Active Fundraising. The post How to Succeed at Active Fundraising appeared first on Sandler Training.

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Customer Centric Growth Amid COVID

Revegy

In the current COVID-19 global health crisis, companies are faced with unprecedented challenges as they strive to maintain their businesses and anticipate a constantly changing business ecosystem. If you’re responsible for growing your company’s revenue, either through a sales or an account management role, the panic of deal slippage or limited revenue opportunities may feel unavoidable.

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Answers to Common Sales Enablement Questions

The Center for Sales Strategy

Google search data shows that in 2019 searches for “sales enablement” increased by 61.1% year over year, up from 51.2% in 2018. What’s the reason behind the steady increase in interest around sales enablement? When implemented correctly, sales enablement moves the sales process faster and more efficently. It's the long-term solution that addresses each of the key priorities for sales productivity — to shorten the sales cycle, decrease onboarding time, and streamline the opportunity management pr

Sales 80
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Negotiate Larger Deals More Quickly

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.

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The Continuous Improvement Imperative for Oil and Gas Companies

Kainexus

Oil and gas companies have increasingly faced the twin challenges of low prices and increased competition from renewables. The COVID-19 pandemic has made the situation much more difficult. For example, the US benchmark for the price per barrel of crude dropped from $63 in January to below zero in April. Since then, the price climbed back up to about $41, which is a third lower than before COVID-19 became a reality in the US.

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4 Action Steps Every Remote Sales Onboarding Program Should Include

SBI

4 Action Steps For Remote Sales Onboarding. The global pandemic has forced most organizations to move their workforce entirely remote and many have had to make changes to their organizations such as furloughs or layoffs. Most organizations have sales teams that work primarily from in the company’s offices and sales reps working from home covering a certain territory.

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Zombies – Sunday Scaries

Chally

There are many nightmare memes dominating social channels describing the way most of us feel about the impact of the global pandemic on the world of work and how we sell. If people feared Monday before Covid-19, they are panicked now. Sales managers seem to be slowly confronting this new reality and are beginning to adjust their cadence and management of sales teams the longer the disruption triggered by Covid-19 continues.

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10 Sales Manager Interview Questions

EcSell Institute

Editor's Note: This post has been updated for accuracy and comprehensiveness on August 16, 2020. Photo by Hattie Kingsley Photography. Below are 10 sales manager interview questions that you can use when interviewing potential sales managers for your department. These were shared in the EcSell Institute Executive Sales Manager Think Tank : If I were to interview the people who have reported to you in the past, how would they describe your management style?

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

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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#1 Reason Strategic Initiatives Fail at the Deal Level

5600 Blue

In her book The End of Competitive Advantage , Columbia Professor Rita McGrath states: "Long term structural advantage is gone and being replaced by a series of short term transient advantages." This means we need to do two things to survive: Constantly innovate. Get these innovations into the hands of our salespeople as soon as possible to leverage them as quickly as possible.

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#1 Reason Strategic Initiatives Fail at the Deal Level

Think! Inc.

In her book The End of Competitive Advantage , Columbia Professor Rita McGrath states: "Long term structural advantage is gone and being replaced by a series of short term transient advantages." This means we need to do two things to survive: Constantly innovate. Get these innovations into the hands of our salespeople as soon as possible to leverage them as quickly as possible.

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How to Customer Success during Disruption Part II

Desired Path

The pandemic has caused serious disruption to business and now more than ever, companies are relying on customer loyalty to keep their businesses going. Customer Success has always been about improving customer retention and revenue growth. But it is a complex practice at the best of times. Now it’s becoming increasingly so. And so is its importance to companies.

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How Customer Success Shapes the Code of Change

Strikedeck

Vincent Manlapaz, in an interview with Jill (Farvo) Sawatzky, talks about why creating an unforgettable and remarkable experience must be a top priority in a customer-facing organization.

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Contact vs. Company Intent Signal Data

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.