Name: Why Your MQLs Are Falling Through the Cracks (And How to Stop It)
Start: 2020-10-07T16:00:00Z
End: 2020-10-07T16:00:33.000Z
Location: BrightTALK
Rating: 0

Hunting for the right people to reach out to consumes a considerable amount of valuable selling time for reps. In fact, we published a study last year that showed reps only spend 35.2% of their time actually selling. Even when they are selling, reps too often find themselves deep into a sale before realizing they aren’t reaching the entire buying committee, or they’re pitching to the wrong people. As a sales rep, how do you ensure you are spending your time selling to the right people? How do you ensure you are identifying the buying committee and still spending time selling?

Michael Murff, Director of Data Science, and Steven Eror, Director of Business Development, will show you how you can find the right people to engage with, giving you and your team more time to sell. 

PeopleFinder identifies engagement patterns and then suggests NEW people (even ones outside of your CRM) you should contact based on those patterns. This allows you to find the right people to work with and gives you more time to actually sell.

How to Find the Right People to Contact

Sales development plays an essential role within a business’s sales structure. But 2020 threw a pretty big curveball and drastically changed the sales development dynamic.

So what does a high-performing sales development team look like? How should you structure your team and processes? What does compensation look like for SDRs?

Join us to take a deep dive into some new research around the State of Sales Development. Aaron Janmohamed, Content Director, and John Piccolo, Sales Operations, will take you through this new research and the light it sheds on the sales development role.

Join the webinar to learn:
– What a high-performing sales development team looks like
– Ideal tech stack for a sales development team
– How to compensate your SDR team

What Makes a High Performing Sales Development Team

Conversion rates are 8x higher within the first five minutes of expressed interest. In addition to getting there fast, a rep has a nearly 60% increase in success when they ask between 11-14 questions on their discovery call. So, why are most reps waiting longer to call and why aren’t they asking more questions? Reps are losing deals when they don’t get there fast and don’t stay in the conversation.

Join Devin Reed, Head of Content Strategy at Gong and Aaron Janmohamed, Sr Director of Content and Product Marketing at XANT to learn why your reps are losing deals and how to enable them to win more.

Why You're Losing Deals Others Aren't: And How To Start Winning Them

It’s no surprise that 2020 changed the sales industry. But what will 2021 look like in B2B sales? Has your sales organization adapted to the new customer-centric, millennial run, digital landscape of selling? Learn what adapting to this change looks like and what is needed to turn your sales org into a 2021 growth machine in our upcoming webinar.

Join Frank Cespedes, Senior Lecturer at Harvard Business School and author of Sales Management That Works, and Dave Boyce, Chief Strategy Officer of XANT to hear their expert opinions on what the future of selling and buying looks like and how to best prepare your sales team for it.

How to Prepare Your B2B Sales Team For 2021

We are all making adjustments as our lives have been changed due to the current situations. We’ve had to adjust where we are working, how we buy groceries, how we interact with other people, and many of you also have to adjust how you are selling in this new environment. So what adjustments do you need to make to sell in this current environment?

Join us to hear from Jacco van der Kooij, Founder and Co-CEO at WinningByDesign, as he shares tips and tricks on practical adjustments you can make to help you sell in this COVID world. Jacco will show you techniques on how you can adjust to this new environment.

Join the webinar to learn:
- What adjustments you should make now
- Tricks to remote selling
- Real-life examples of whats working

Selling From Home: Practical Adjustments to Remote Selling in a COVID World

Join Latané Conant, CMO of 6sense and author of No Form, No Spam, No Cold Calls as she discusses predictive marketing and the use of data in sales with Suaad Sait, President of Growth at XANT. The buyer's journey has changed-buyers are more educated than ever and require personalized techniques to move through the sales funnel. Conant's book displaces the spray and pray method and encourages the use of data to focus sales efforts and drive real results.

Tune into this webinar to learn:

- How to use Conant's method and Playbooks to seamlessly move prospects through the sales funnel and close more deals
- How to take back control of the buyer's journey
- What data you should be utilizing for the best results

3 Ways Your Sales Team Can Utilize Predictive Marketing

B2B sales has changed forever and buyer behaviors will continue to evolve. Sales engagement has emerged as one of the fastest-growing technology segments in response to digital disruption. Why is it so critical now? What are the implications of digital disruption to enterprise revenue teams?

Join our webinar with our guest Mary Shea, Senior Analyst at Forrester, and Dave Boyce, Chief Strategy Officer at XANT to learn more about the future of B2B sales. Mary and Dave will discuss how teams who are thriving rely on data to make decisions and drive results and what you need to know to adapt and succeed with sales engagement.

The Battle for the Future of Sales Engagement

Are you struggling to build pipeline during this crisis? With everything goin on, you have go make changes to the way you are selling in order to maintain your pipeline.

Join us to hear from Justin Michael, RVP Sales, YouAppi, as he shares 3 tips on how you keep the momentum this time and continue to build pipeline. Justin will also share other insights on how you can continue to succeed in selling while being at home.

Join the webinar to learn:
- 3 tips on how you can keep momentum in sales
- How to humanize, personalize, and empathize in your conversations
- What technology is working best right now

Struggling to Build Pipeline in a Crisis? Get the Most out of Your Tech Stack

Recent events have accelerated a digital and remote transformation in most industries; sales is no exception. All communication has gone digital. Face-to-face meetings have been nearly eliminated. Buyers have changed their behavior. So, what does this mean for sales? Selling now looks drastically different than it did just six months ago and it will never be the same again. Those who are embracing the change have shifted their mindset, created workarounds, leveraged new tools, and as a result, are busier than ever.
 
Join us to learn about the new age of sales rolling in and how you can embrace it. Lori Harmon, Strategic Global Cloud Sales Leader, and Chris Harrington, CEO at XANT, will be discussing their insight on the new normal for sales and sharing tactics to help you thrive during this change.
 
Join the webinar to learn:
 
● The 5 characteristics that distinguish the new normal in sales
● Tactics to embrace recent changes and thrive moving forward
● How to navigate the new balance of power between buyers and sellers

The New Normal: 5 Characteristics of the Future of Sales

More MQLs (marketing qualified leads) can lead to a better ROI for your team—when you know how to work them. These leads have been highly targeted and when utilized, they can mean more closed deals and more revenue for your team. Are you managing your MQLs? Do you know how your SDRs are handling them? Does your marketing team know how their MQLs are performing?

Create better alignment between your sales and marketing teams and see more efficiency across the board, when you properly manage your MQLs. Tune in to our webinar, Wednesday, August 19 at 8:00 AM PT to discuss MQLs and how to best handle them to ensure that your team is turning them into closed deals.
 
   Join this webinar to:
 
● Ensure your SDRs are prioritizing MQLs
● Learn how Playbooks can help you get more out of your MQLs
● Get tips to help your marketing and SDR teams work together to close more deals

Why Your MQLs Are Falling Through the Cracks (And How to Stop It)

Get powerful sales management insights for your business. Connect with experts and colleagues to get the most up-to-date knowledge on the sales strategies that are generating record-breaking booking, revenue and retention numbers.

Sales

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Why Your MQLs Are Falling Through the Cracks (And How to Stop It)

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