Sat.Sep 12, 2020 - Fri.Sep 18, 2020

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The Homework You Need to Do for Online Prospecting | Sales Strategies

Engage Selling

Prospecting during these uncertain times has been a popular topic. This is because prospecting in person—whether at a networking event, an association meeting, or through old-fashioned door-knocking—is just not happening anymore.

Meetings 155
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The Complete Guide to Creating a Facebook Sales Funnel

Hubspot Sales

Facebook is the largest social media platform out there with over 2.44 billion monthly active users. This makes it a great place to reach a massive chunk of your target audience. While organic reach can help you reach a good number of people, it’s been shrinking over time due to increasing competition for space in the news feed. This makes Facebook ads the go-to source for reaching a wider audience than you can organically.

Sales 142
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The Link Between Healthy Habits and Healthy Pipelines

The Center for Sales Strategy

Richard Branson, Mark Zuckerberg, Jack Dorsey, Mark Cuban — all agree that one habit is a key ingredient to success. Practicing good health habits by eating right and exercising each day is what these billionaires, and 21 others , agree helped create the foundation for their businesses and financial success. Your habits and routines determine your success and your future.

Sales 130
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How a Sales and Marketing Leader Makes Meaningful Connections with Self-Serve Customers

SBI Growth

With more and more possibilities available to the online consumer, the desire for self-serve options does not seem to be subsiding anytime soon. With more independent and educated customers, where do sales and marketing fit into this new model? In his.

Marketing 116
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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 Close Deals Faster with Sales Pipeline Management

Drift

It can take a long time to close deals, especially in the B2B market. Imagine if you could speed up the process, freeing up time to invest in new leads, and bring in more prospects. Luckily, you can ?? By actively managing your pipeline, you can pinpoint the areas that slow down potential sales and work on speeding them up. Here’s how you can get started.

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The 7 Sales Processes You Desperately Need

Hubspot Sales

If you ask most executives if they have a sales process , they’ll immediately say yes. But when you ask them to describe their sales process, their descriptions vary wildly. To some, a sales process means milestones in their sales pipeline. To others, it means weekly call patterns. To others still, it means a key account plan. We observed this troubling phenomenon while conducting research for our book Cracking the Sales Management Code.

More Trending

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5 Sales Skills You Need to Master

RAIN Group

To succeed in sales, you need to have the right skills. You have to be able to lead masterful sales conversations, manage opportunities, uncover needs, negotiate the best deals, fill the pipeline, develop relationships, and manage sellers. And today, you need to be successful in doing all of this with no face-to-face interaction. That's a lot to have to master.

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New SBI CEO Research Reveals How 9% of Software Companies Accelerate Past the Competition

SBI Growth

September 14, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Revitalizing Growth: Accelerate While Others Stand Still.” The report uncovers how market leaders.

Software 104
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11 Ways to Increase Credibility with Prospects, According to Expert Sales Reps

Hubspot Sales

As a sales rep, one of your main responsibilities is building credibility with your prospects so they trust you. Unfortunately, this is also one of the biggest hurdles reps face. In fact, 82% of B2B decision-makers think sales reps are unprepared. Being knowledgeable in your business/industry is an important factor in prospects purchasing decisions.

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Weekly Roundup: SMART Sales Goal Examples, Annoying Myths About Salespeople + More

The Center for Sales Strategy

- MOTIVATION -. "A goal properly set is halfway reached.". -Zig Ziglar. - AROUND THE WEB -. > SMART Sales Goal Examples From 30+ Sales Professionals– Databox. “Goals allow you to control the direction of change in your favor.” Brian Tracy, a motivational speaker who often speaks on goals as they relate to business success, once said this. While true, setting meaningful and realistic sales goals can often be a challenge.

Sales 95
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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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6 Steps to Building Long-Lasting Client Relationships

Outbound Engine

For professionals who work and thrive in industries that have long sales cycles, creating long-lasting client relationships is critical for sustainable (and repeat!) business. But with an ever-growing to-do list and a full calendar, how do you make time to build those lasting relationships? Strengthening the relationships you have with your clients will make for a very smart investment as well.

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What Market-Leading CEOs Do Differently to Measure Customer Experience

SBI Growth

Most CEOs state that Customer Experience is a differentiator for competitive advantage. If perfected, it becomes difficult for the competition to fast follow. In addition, most leaders see a direct correlation with driving growth, profit, and valuation. Product and operational.

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How to Conduct Your Sales Quarterly Business Review (QBR)

Hubspot Sales

The sales QBR — or Quarterly Business Review — is one of the most straightforward, open forums for a salesperson to demonstrate their critical thinking and strategic planning skills to stand out from their fellow reps. Though it's generally considered a relatively routine process, it still warrants a lot of thought, effort, and planning. But what does that look like?

Sales 100
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5 Questions Sales Leaders Ask to Improve Sales Performance

The Center for Sales Strategy

Inquiry is a powerful motivator. We use it to fuel conversations, problem-solve, and, ultimately, improve sales performance. High-value questions are a driving force to much-needed mental shifts — especially in today’s environment. When your mindset changes, so does your behavior. As sales leaders, we can’t control market conditions, but we can influence a few things — like choices.

Sales 94
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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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How to Build Kaizen into Employee Onboarding

Kainexus

Much of the information published about establishing a culture of Kaizen is written for leaders who are introducing the concept to their entire organization for the first time. But once the Kaizen mindset is established, the job is not done. Looking for opportunities for positive change may be second nature to your long-term employees, but many new hires will have no knowledge of Kaizen or daily improvement.

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How to Succeed at a Side Hustle [PODCAST]

Sandler Training

Mike Montague interviews Mark Hayward on How to Succeed at Having a Side Hustle. The post How to Succeed at a Side Hustle [PODCAST] appeared first on Sandler Training.

Sales 70
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Why B2B Appointment Setting Should Be Part Of Your Sales Strategy

Hubspot Sales

Salespeople tend to be highly motivated and scrappy, reaching their goals by any means necessary. However, just because a rep can tackle every aspect of the sales process as one person, that doesn’t always mean they should all on their own. After all, different reps have different strengths and areas of expertise. Some reps are amazing prospectors who can initiate meaningful conversations with potential buyers with ease.

B2B 100
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Rediscovering the Benefits of Internal Recruitment

The Center for Sales Strategy

“More than ever, future hires will come from within the company. In an increasingly tight talent market, organizations will rediscover the benefits of internal hiring and work to better understand how their employees want to learn and grow.” — 2020 Talent Magazine. Recruitment is all about finding and attracting the right employee to your company. But sometimes, the individual you need to fill a vacant position already works within your existing business structure.

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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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Continuous Improvement in Financial Services

Kainexus

When people think of structured continuous improvement methodologies like Lean and Six Sigma , they usually associate it with manufacturing. However, these days, financial services firms, under immense pressure to reduce operational costs and improve efficiencies and effectiveness, are embracing formal continuous improvement programs. Many of the most popular methodologies can easily be tailored to the needs of financial services firms.

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The Fine Art of Intuitive Management

Sandler Training

As a young man obsessed with driving rapid sports cars (often far too rapidly,) I considered myself extremely fortunate to have my very own mechanic who would regularly tune my latest "beasts" to perfection. He was a genius, and to watch him go about his work - which was his obsession - was an honor and a privilege. He rarely lifted the hood (bonnet) until he was ready to perform his magic, but rather he just listened - not unlike the way a master piano-tuner listens.

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The 5 Best Mobile CRM Solutions for 2020

Hubspot Sales

The days of a sales, service, or marketing professional's responsibilities being confined to a physical office are long gone. Now, businesses have both the need and flexibility to let their employees work dynamically, across multiple locations — including on the road and on-site with clients. That trend — coupled with the fact that a CRM has pretty much transitioned from a "nice-to-have" to a "need-to-have" for most businesses — highlights the need for resources that allow a company's employees

CRM 93
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How We Reduced Support Volume by 33% Using a Web Widget

Groove HQ

Everything you need to know about using a web widget for customer support. The post How We Reduced Support Volume by 33% Using a Web Widget appeared first on Groove Blog.

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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 Cumulative Impact of Small Actions Every Day | 5 Minute Selling – Part 4

Sales Gravy

On this episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) and Alex Goldfayn (5 Minute Selling) discuss the massive impact of small actions, done a little bit, every day. Listen to the other episodes in the series: Part One | Part Two | Part Three Jeb – Does Faith Matter in Sales? Alex, I've got a question for you about faith. This is not a religious question.

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Executive Interview: Jim Benton, CEO of @Chorus_ai

SBI

SELLING AS A BUYING EXPERIENCE. Q: HOW SHOULD COMPANIES DECIDE WHICH BUYING EXPERIENCE IMPROVEMENT INITIATIVES TO START WITH - ASSUMING THEY CAN'T DO ALL AT ONCE? . JIM: Every company will have unique needs, which means they will prioritize initiatives differently, but one thing remains true across industries: sales teams are the lifeblood of a company, and the leading indicator of a company’s health.

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How Bad Profile Information Hurts Your Business

Outbound Engine

Your reputation is crucial to your business, and that includes how you present yourself online. This goes beyond your website or the content you are posting to your social media networks. Your online reputation starts with people and search engines being able to find you quickly and easily across many online profiles, apps and services. If that information is missing or wrong, you may lose out on opportunities.

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New SBI CEO Research Reveals Market Leading UC&C Firms Moved Decisively to Capture Disproportionate Share Amid Strong Industry Growth

SBI Growth

September 14, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Revitalizing Growth: Accelerate While Others Stand Still.” The report uncovers how market leaders.

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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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Tips for mastering the discovery call

Lucid Chart

Tips for mastering the discovery call. shannon. Fri, 09/18/2020 - 13:14. A discovery call is much more than a first conversation between a sales rep and a prospect. . In a market where your potential customers are bombarded with sales pitches and marketing messages, a discovery call is an opportunity to connect with your prospect outside of gimmicks and rote presentations.

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The Partner/Channel Manager Role—and How It's Changed In The Last 10 Years

CoSell

Curious how the partner/manager role is changing? Recently, clients are sharing stories of their experiences about this shift. The role used to be focused on enabling partners to be better prepared to sell independently. Yet, over the years, this role seems to be morphing. These days, we’re hearing how many partner/channel managers feel pressure to drive sales directly.

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OutboundEngine Now Integrates With Over 240 Applications

Outbound Engine

It’s now more important than ever to maintain a strong, professional brand that allows you to stand out and look great online. OutboundEngine helps thousands of customers stay top of mind through consistent marketing on the channels that matter. Today, we’re excited to announce that OutboundEngine now integrates with over 240 applications. OutboundEngine customers can now integrate their marketing list from their favorite CRM or contact manager with our marketing engine.

CRM 53
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New SBI CEO Research Reveals How 11% of Business Services Companies Are Revitalizing Growth to Drive Revenue and Satisfaction

SBI Growth

September 14, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in B2B revenue growth, today announced the publication of their latest research report, “Revitalizing Growth: Accelerate While Others Stand Still.” The report uncovers how market leaders.

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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.