Sales and Marketing Management

DECEMBER 21, 2020

For sales, 2020 brought on restrictions and social distancing, leading to less face-to-face interactions and remote sales. Not only did sellers make almost all their sales online, they also had to be cognizant of how the COVID-19 pandemic impacted their customers’ financial standings.

Face-to-face 177

Face-to-face ROI Proposal Fashion 177

Janek Performance Group

JANUARY 4, 2022

Of course, we are all familiar with how COVID-19 changed sales. As much as this was true for sales teams, it was also true of buyers. Going forward, sellers can expect increased hesitancy and trepidation on the part of buyers when it’s time for final decisions. A byproduct of this change will be fear and uncertainty.

Face-to-face 118

Face-to-face Fashion Buyer Decision Maker 118

The Pipeline

FEBRUARY 4, 2020

Last week I saw a piece on LinkedIn, that questioned the accuracy of predictions about the future of B2B sales and selling made in the past decade. The piece pointed to a prediction by Forrester around 2015 about the size and nature of B2B sales in 2020. Is sales is making the most of their newfound time and resources?”

Revenue 370

Revenue Top of Funnel Sales Qualified Lead Lead Rank 370

The Pipeline

JULY 19, 2013

Words set expectations for buyers, and they impact the way sellers act and execute their sale. Words are a big part of sales, and it is important that sales people think about which words they use, when and how. Here is what I mean: What’s in Your Pipeline? Tibor Shanto. Tibor Shanto'

Video 282

Video Fashion ACT Objections 282

No More Cold Calling

AUGUST 16, 2018

Buyers know everything about our companies, products, and solutions before they ever speak to a salesperson. Far too many sales reps do. Perhaps if what you’re doing isn’t working, new sales techniques are in order? McKinsey summarizes this challenge in “ The secret to making it in the digital sales world: The human touch.”

Fashion 219

Fashion Buying Cycle Social Media Survey 219

PandaDoc

JUNE 23, 2021

Due to the staggering number of new businesses and potential clients that inhabit the marketplace, companies must know the difference between ideal customer profiles (ICPs) and buyer personas, in order to craft the perfect strategy for using them. How to know whether to use ideal customer profiles or buyer personas. Understanding ICPs.

Ideal Customer Profile 94

Ideal Customer Profile Buyer Persona Buyer Customer 94

The Pipeline

DECEMBER 18, 2017

I always find it amusing listening to sales people or marketing people talk about buyer persona, seems half have no idea what the word means, and if not for fashion could care less. At the same time, another company equated “persona” to title, a great example of someone using “persona” for fashion. By Tibor Shanto.

Fashion 198

Fashion Buyer Persona Buyer Examples 198

The Pipeline

MARCH 16, 2020

While the world around us has indeed altered, our reaction can and should, extend from our current sales approach and process. The skill or opportunity is in knowing the most critical objectives a set of buyers may have at a given time. link] This is why I encourage you to share that definition with buyers. Trickle Down.

Objections 310

Objections SME Lead Rank Lead Scoring 310

The Pipeline

JANUARY 13, 2014

Well it seems that cold calling is coming back into fashion. Just last week I had a notice for a webinar from one of the original Sales 2.0 Other pundits who not so long ago wrapped themselves in the Sales 2.0 Other pundits who not so long ago wrapped themselves in the Sales 2.0 What’s in Your Pipeline? Tibor Shanto.

Cold Calling 312

Cold Calling Webinar Metrics Fashion Social Selling 312

No More Cold Calling

NOVEMBER 14, 2019

Stop confusing your buyers. Maybe it’s old-fashioned, but the phone works. As he puts it: Most sales and customer success leaders try so hard to keep customers satisfied, often by using the vague term: “exceeding expectations,” but meeting expectations does not equal customer loyalty. I was so frustrated.

Loyalty 249

Loyalty Customer Cold Calling Fashion 249

Zoominfo

MAY 6, 2021

The pandemic changed the day-to-day processes of the B2B sales organization practically overnight when the world went 100% digital. A recent ZoomInfo survey of about 600 sales and marketing professionals found that most sales reps said they relied on in-person events for prospecting before 2020.

Survey 130

Survey Top of Funnel Scale Fashion 130

DiscoverOrg Sales

JANUARY 15, 2019

Are there differences selling to men and women in a B2B sales process? In B2B sales, isn’t it all the same? Buyers make decisions the same way – the price, the functionality, the value they get back, and the recommendations from their peers.”. In partnership with leading sales linguist Steve W. 36% of men.

B2B 192

B2B Cold Calling B2C Fashion 192

The Pipeline

AUGUST 31, 2020

As sales professionals, we need to be cognizant of this while approaching prospects. As sellers, we have had to deal with the combined force of Status Quo buyers with their mantra of “Good Enough.” The fashionable answer is empathy, but that works much better with buyers than prospects. Good Enough. Catching Up.

Face-to-face 258

Face-to-face Penetration Fashion Forecasting 258

The Pipeline

JANUARY 9, 2014

It’s 2014, by now I assume you are no longer relying on Palm Pilot, going to Blockbuster for your in-home movie entertainment, so why are you still relying “value propositions” in the hope of engaging with potential buyers and winning clients? As with many things in sales, the problem is less with the concept than the execution.

Fashion 292

Fashion Proposal Objections Buyer 292

Partners in Excellence

FEBRUARY 7, 2021

Billions are invested in sales enablement programs, worldwide. To be honest, I have a “love/hate” relationship with sales enablement (not the people in sales enablement.). I think it’s a critical function to support and enable sales people. What if sales enablement became buyer enablement?

Sales Enablement 91

Sales Enablement Fashion Buyer Research 91

The Pipeline

APRIL 16, 2014

Join me on May 8th, 1:00 PM – 2:00 PM PDT , as along with the folks from Exponential Sales, we explore sales from the singular view of execution. The best sales organizations are those who excel at executing their sales process; from demand generation, to prospecting to closing and growing accounts.

Cold Calling 306

Cold Calling Webinar Metrics Fashion Sales Qualified Lead 306

Pipeliner

SEPTEMBER 11, 2018

In the last blog in this series , I drew an analogy between the Gotthard Base Tunnel (the longest tunnel in the world) and the seller-buyer relationship. This is where the buyer-seller journey really begins, and it’s one taken together. This is where the buyer-seller journey really begins, and it’s one taken together.

Buyer 53

Buyer Fashion CRM Retail 53

The Pipeline

DECEMBER 11, 2017

Namely, the prospect has clearly indicated that they have an interest in the areas I raised in the initial cold call, but unlike those “57% of the journey buyers”, they haven’t started down a path. Cold callers end up selling to a much more curious, and open-minded buyer. appeared first on Renbor Sales Solutions Inc.

Cold Calling 174

Cold Calling Fashion Inbound Buyer 174

Product Management University

APRIL 17, 2024

If you want to create a revenue plan with sales that gives you a more realistic chance of hitting your revenue targets, give some thought to a broader market strategy where each product plays a role versus a marketing plan for each product. Sales signs up for a number and then everyone does whatever’s necessary to hit the number.

Revenue 59

Revenue Scale Segment SalesForce 59

Alice Heiman

APRIL 28, 2022

When was the last time you, as the CEO, listened to a conversation a salesperson at your company was having with a prospective buyer? . Further, you have sales leaders who do that, right? If you were listening to them on a sales call right now, what would you be listening for? . What Do Buyers Want? Click to tweet.

Fashion 75

Fashion Buyer Decision Maker Conversion 75

The ROI Guy

JANUARY 21, 2015

We were in control of the supply and the sales cycle. The Buyer’s Journey back then was from 37th and 6th (or as many blocks as it took to make our pitch and gain a commitment). This new game is a tough one, with: A whopping 58% of B2B deals stalling as the buyer goes dark leaving sales scratching their heads as to what happened (SBI).

Top of Funnel 97

Top of Funnel Buyer Decision Maker Lead Rank 97

Janek Performance Group

OCTOBER 17, 2023

While likability can be a huge plus in sales, it’s not the only reason buyers buy. Buyers buy whether they like the seller or not. Further, those with the weakest sales records were more likely to believe making friends is their greatest asset. Plus, buyers are experienced. Salespeople are no different.

Collateral 62

Collateral Social Media Referrals Social Selling 62

HeavyHitter Sales

JULY 23, 2017

Martin Sales Research Originally appeared in the Harvard Business Review. This is the first of a series B2B Buyer Persona Research articles. I recently conducted an extensive research project of B2B Buyers t o understand how they perceive the salespeople they meet. The B2B buyer is fixated on risk mitigation.

Lead Rank 68

Lead Rank Lead Scoring Buyer B2B 68

Zoominfo

APRIL 13, 2020

Are there differences in selling to women vs. men in the B2B sales process? In B2B sales, isn’t it all the same? Buyers make decisions the same way – the price, the functionality, the value they get back, and the recommendations from their peers.” In partnership with leading sales linguist Steve W.

Cold Calling 130

Cold Calling B2C Fashion B2B 130

The Pipeline

OCTOBER 6, 2016

Earlier this week I posted about the how your sales stack stacks up, (couldn’t resist) How Productive Is Your Sales Stack? Exploring how many companies and sales leaders are actually contributing to their team’s’ lack of success by overloading them with “sales tools”, the “Stack”.

Case Study 291

Case Study Fashion Exercises Buyer 291

Score More Sales

SEPTEMBER 9, 2013

This was a tip I learned from one of the most favorite of my 21 sales managers over my selling career – a former IBM top sales rep and leader who would say this so regularly that it was ingrained in my 20-something brain and has been there ever since. Prospects and buyers are so busy. Do that, and your sales will GROW.

Inside Sales 222

Inside Sales Lead Rank Lead Scoring Buyer Persona 222

Customer Centric Selling

JULY 9, 2018

Sales was on its own island and were the keepers of information buyers had to contact if they wanted to learn about new offerings. Many of my blog posts have discussed how buying has changed, but few organizations have fully understood the implications of Sales 2.0. Getting Your Ducks in a Row.

Buyer 40

Buyer Fashion Face-to-face Buying Cycle 40

Partners in Excellence

MAY 10, 2024

“As A Service,” particularly SaaS has become the “fashion” in business over the past decade. The problem with the way we look at “As A Service,” is we tend to conflate an business strategies, financial, cashflow, revenue recognition strategies; and GTM/sales strategies.

Vendor 62

Vendor Fashion Retention Up-Sell 62

Nutshell

MAY 9, 2019

Fashion works in cycles. Nearly every fashion-forward retailer sells their version of the mom jean. When something works, it works for a reason, and this same concept applies to sales. Just like the surprisingly edgy comeback of mom jeans, here are some old school sales tactics that are due for a revival. Now-or-never.

Webinar Metrics 112

Webinar Metrics Fashion Face-to-face Strategy 112

A Sales Guy

JUNE 16, 2021

The Sales world is desperate for an upgrade. It’s time sales let’s go of the tired and ineffective belief systems if we’re going to truly deliver the value we say we want to in the 21st-century. Sales management is equally infamous for making the CRM a tool the salespeople hate. Yes, I said the CRM.

CRM 163

CRM Fashion Face-to-face System 163

Pipeliner

AUGUST 2, 2023

Some businesses struggle to manage a sales team. Sales operations aren’t for everyone. In this piece, we’ll explore what sales outsourcing is and if it’s right for your business. What Is Sales Outsourcing? The goal of sales outsourcing is to improve efficiency while reducing costs. Why Do Companies Outsource?

Outsourcing Services 97

Outsourcing Services Sales Outsourcing Hiring Salary 97

Zoominfo

JULY 18, 2022

Social selling is a sales technique that leverages social networking services to identify prospects, build relationships, and close more deals. In social selling, sales professionals are playing the long game instead of eyeing immediate returns. It essentially means, “being genuinely helpful online and maybe selling eventually.”

Social Selling 100

Social Selling Tools Social Media Lead Rank 100

No More Cold Calling

JANUARY 10, 2013

It’s been said that buyers already know everything they need to know about your company and your products and solutions before they ever speak to a salesperson. This suggests that buyers don’t really need us anymore—that sales has become so automated, and that salespeople are irrelevant. Selling is a person-to-person business.

Travel 247

Travel Hotels Fashion Buyer 247

SalesProInsider

JUNE 11, 2020

With more virtual sales conversations occurring these days than ever, what can you do to make sure that you maximize the productivity and the efficiency of your efforts in that conversation, in that sales opportunity? So, we’re going to break the preparation into two levels for these virtual sales. What Can You Control? .

Conversion 111

Conversion Face-to-face Video Fashion 111

The Pipeline

DECEMBER 5, 2013

Cost cutting is nothing new, everyone is doing, it including your company, which is why it is hard to understand why sales people are so insulted when their clients do it. Buyers see the effort in figuring out an alternative as just simply being above their pay scale. So go ahead, help your buyer slash their spend. Tibor Shanto.

Scale 261

Scale Fashion Vendor Buyer 261

Close.io

APRIL 3, 2020

Communication is the crux of sales. The ability to persuade buyers using effective communication strategies and channels is the difference between hitting and missing quota. So, what does the future of sales communication look like? For these workers, old-fashioned communications technology won’t cut it. That includes: 1.

Fashion 76

Fashion Channels Top of Funnel Comparison 76

Sales and Marketing Management

APRIL 6, 2020

The need to continually optimize operations has never gone out of fashion. Building a car encompasses sourcing, production and logistics to name just a few components, just as the revenue process is comprised of marketing, sales and customer success. . The idea is to facilitate the flow of data (i.e.,

Industry 279

Industry Revenue Engineering Fashion 279