Sales and Marketing Management

DECEMBER 9, 2022

He used to manage crisis communications for the Secretary of Defense; now, he runs a […]. But it’s not going to move the needle on its own,” says James Davis, who puts clients in everything from local radio to USA TODAY. The post How to Squeeze All the Juice Out of Your Media Lemon appeared first on Sales & Marketing Management.

Media 218

Media How To Marketing Report 218

Steven Rosen

JANUARY 14, 2024

In this 3:35 video , Colleen and Steven stress the significance of assertiveness, self-awareness, and emotional management in coaching discussions, advising against defensive or aggressive reactions to feedback. This can manifest as defensiveness or a change in facial expression.

Sales Leadership 156

Sales Leadership Account Video Coaching 156

Sales Evangelist

JULY 17, 2015

I’ve played sports all my life and one of the things I’ve seen is that in sports, DEFENSE is important. Indeed, that […] The post TSE 167: Sales is NOT a Defensive Sport! I’ve played sports all my life and one of the things I’ve seen is that in sports, DEFENSE is important. However, it’s a bit different with sales.

Sports 40

Sports Sales Prospecting 40

Understanding the Sales Force

APRIL 15, 2024

While every company, sales team and salesperson will be subject to the exact same conditions, you have a choice as to which of the following three approaches you will take: Wait it out (you are cash rich and can withstand a 10-33% drop in revenue) Go on defense (hope your salespeople will continue to find opportunities and discount to win) Go on offense (..)

Hiring 182

Hiring Discount Decision Maker Call-back 182

The Pipeline

JANUARY 22, 2019

Take it as an objective, and you get defensive and lose. In the process abandoning their game plan and their position in the conversation, by going on the defensive, you are not only conceding ground when you should be holding and building value for both parties. This requires you play offence on your field, not defense on theirs.

Objections 267

Objections Prospecting SME Cold Calling 267

Understanding the Sales Force

MARCH 13, 2024

But if option 2 is so brilliant and obvious, then why do so many salespeople become so defensive and dug in to option 1? It seems obvious, doesn’t it? Option 1 is stupid and Option 2 is brilliant. Their most common response is, “That doesn’t work in our business.”

Decision Maker 170

Decision Maker Proposal Distribution Territories 170

Partners in Excellence

JANUARY 29, 2014

It’s not often I disagree with my friend, Anthony Iannarino, but he recently wrote a great post, Transactional Selling To Avoid Conflicts Around Price. I don’t really disagree with his point of view, but I think there is a different way of looking at transactional selling, or rather, transactional buying.

Outsourcing Services 89

Outsourcing Services Lead Rank Lead Scoring Education 89

Sales 2.0

MAY 20, 2020

We have developed many defenses to keep untrusted people out. If I don’t know who you are, I don’t trust you. There are too many scary things in the world that we hear about every day. If I don’t know you, I don’t trust you. Voice mail, spam filters, the delete button on our computers and phones.

Cold Calling 501

Cold Calling Referrals Networking Campaigns 501

Marc Wayshak

APRIL 24, 2024

When handling objections on price, resist the urge to launch into a defensive pitch. Swiftly disqualify the latter group, as they’re unlikely to appreciate the value proposition. Focus your efforts on prospects genuinely interested in the value you offer. Slow it down.

Objections 101

Objections Direct Response eBook Discount 101

The Center for Sales Strategy

SEPTEMBER 13, 2022

The best sellers know it’s time to move from playing defense to playing offense because customers and prospects need help. Although face-to-face meetings are happening more often, being creative and using video to stay connected with customers as well as propose and close business with new prospects is still a trend that’s not slowing down.

Sales Process 111

Sales Process Face-to-face Proposal Trends 111

Connect2Sell

APRIL 18, 2018

It's true in sports -- and in sales -- that the best defense is a good offense. If overcoming sales objections is a challenge for you, it may be because you're trying to score from a defensive position. When you're playing offense, you're in a much better position to score. It’s impossible to score when you’re in the outfield.

Objections 136

Objections Sports Positioning Sales 136

Understanding the Sales Force

MARCH 13, 2024

But if option 2 is so brilliant and obvious, then why do so many salespeople become so defensive and remain dug in to option 1? It seems obvious, doesn’t it? Option 1 is stupid and Option 2 is brilliant. Their most common response is, “That doesn’t work in our business.”

Decision Maker 193

Decision Maker Data Hiring Proposal 193

The Accidental Negotiator

MARCH 1, 2024

Finally, women must incorporate defensive measures into their set of negotiation skills. Understanding that others may try to take advantage of them, women need to take defensive measures during a negotiation. They also have to be a team player and find ways to make sure that their ideas can benefit everyone involved.

Negotiation 52

Negotiation Face-to-face Salary Remedy 52

John Barrows

JULY 22, 2021

Other topics mentioned are how to approach defensive males in the workplace, and leading by example, even as a peer. This conversation about empowering women in sales is an important one for all people of all levels to learn from.

Social Media 169

Social Media Lead Rank Lead Scoring LinkedIn 169

SalesProInsider

AUGUST 16, 2023

Two words that create a defensive reaction from the person that you’re speaking with. Asking why outright, early on after hearing a concern, objection, or decision puts them on the defense. Two words you should not use when a prospect has a concern, objection, or has shared their decision with you. What can you do instead then?

Opportunity 65

Opportunity Objections Guarantee Loyalty 65

Pipeliner

FEBRUARY 22, 2024

And if you don’t know how, here are five essential tactics to strengthen your defenses and successfully reduce risks. As elaborated above, you can effectively strengthen your defenses and mitigate cybersecurity risks by enforcing strict contractual obligations as a business.

Strategy 69

Strategy Vendor System Policies 69

Sales Hacker

MARCH 12, 2024

The SaaS industry is experiencing a transition from defense to offense, with leading indicators showing positive signs of growth. It involves creating a mesh of interconnected products and services that deliver a joint value proposition to customers.

Hotels 96

Hotels Case Study Conference LinkedIn 96

Janek Performance Group

AUGUST 7, 2023

Using the word “you” makes the conversation personal and can put the other person on the defensive. ” In this instance, the “you” statement immediately puts Lisa on the defensive. This approach encourages Lisa to engage in problem-solving rather than becoming defensive.

Construction 62

Construction Face-to-face Sales Conversion 62

Understanding the Sales Force

AUGUST 11, 2017

And from experience, I can tell you that once in a blue moon, after we evaluate a sales force and present our findings, a rare CEO can become defensive and react poorly to the results. When it happens, it's usually a sign that the CEO is out of touch with the sales force. I'll share some of the things to which they sometimes react badly:

Film 195

Film Revenue Sales 195

SBI Growth

MAY 18, 2018

You may get a defensive reply “of course.” Do you work for a company that is easy to sell for and buy from? This question often perplexes the individual contributor up to the executive team. If you hear this phrase.

Company 120

Company Sales Enablement Course Up-Sell 120

Nutshell

JULY 31, 2023

Fortifying your defenses: Top techniques for preventing form spam So, how can you go about preventing form spam? Want to learn more about form spam and how to prevent it? Just keep reading! Table of Contents What is form spam? Why does form spam happen? Why is it important to prevent form spam? Here are some of the best techniques to use.

Lead Rank 118

Lead Rank Lead Scoring Intent Data 118

Steven Rosen

APRIL 6, 2024

Sales managers must remain calm and composed, even in the face of resistance or defensiveness from the other person. Emotional regulation is the ability to manage one’s own emotions during a difficult conversation. Empathy is another essential skill for having difficult conversations.

Conversion 120

Conversion Construction Sales Leadership Intent 120

Nutshell

APRIL 18, 2024

But what happens when a sensitive email somehow slips through your defenses? Timeline controls Internal domains are a preventative measure for keeping potentially sensitive messages out of Nutshell. Nutshell admins can now also choose to remove all emails to and from a specific email address.

CRM 71

CRM Benefit Account Company 71

The Pipeline

MARCH 21, 2019

Here’s the deal; it is not about beating them, don’t be defensive, be a resource; you know it works! You’ll see a pattern of which questions are relevant to people you are trying to engage with; it made a difference in your last five wins bet it’s a factor in the next. They always told you “if you can’t beat them, join them.”

Objections 310

Objections Handbook Lead Rank Energy 310

Zoominfo

MARCH 12, 2018

The Sales Rep’s Guide to Beating a Prospect’s Defense [Infographic]. For more infographics like this one, check out the following blog posts- you won’t be disappointed: Your Guide to a Healthy Contact Database [Infographic]. A Guide to Customer Engagement [Infographic]. The Power of Web Push Notifications [Infographic].

Marketing 188

Marketing Buyer Persona Hiring B2B 188

The Accidental Negotiator

JUNE 11, 2021

Defensive tactics. When we encounter the other side using deceptive tactics in negotiation , threats, and other unethical or hard bargaining moves, we need to have some defensive tactics ready to deploy. We always need to be keeping our eyes open and have defensive tactics ready to use if the other side starts to use deceptive tactics.

Negotiation 52

Negotiation Proposal Scale Lead Rank 52

Sales and Marketing Management

SEPTEMBER 7, 2015

Teaser: Many managers are hesitant to give feedback in a group setting for fear that it puts the person on the spot, gets him or her defensive, makes everyone else in the room uncomfortable, and strains the team’s working relationships. Issue Date: 2015-09-01. Author: SMM Staff. read more

Groups 120

Groups 120

Showpad

MARCH 7, 2024

To explore this topic, Showpad CEO Hendrik Isebaert sat down with Hamilton Mann, Group VP, Digital Marketing and Digital Transformation at Thales Group , a global leader in aerospace, defense, and security solutions. Mann shared his best practices for creating stronger alignment to shape digital transformation and drive revenue growth.

Revenue 52

Revenue Marketing ACT Groups 52

Nutshell

APRIL 18, 2024

But what happens when a sensitive email somehow slips through your defenses? Timeline controls Internal domains are a preventative measure for keeping potentially sensitive messages out of Nutshell. Nutshell admins can now also choose to remove all emails to and from a specific email address.

CRM 62

CRM Benefit Account Company 62

The Pipeline

FEBRUARY 5, 2019

When we don’t get defensive, we actually take the time to understand what led them to that view, and work with them to understand ours, move on from the objection, (you don’t always have to overcome it, you just need to be able to move the prospect past it willingly, things can be resolved without always being settled).

Objections 232

Objections Buyer Hiring Call-back 232

MTD Sales Training

MARCH 15, 2012

Suddenly, the prospect became defensive and [.] The prospect sounded glad you called, and seems anxious to receive your information package. However, when you call back, it sounds like you are talking to a totally different person.

Follow-up 273

Follow-up Cold Calling Call-back Prospecting 273

John Barrows

AUGUST 8, 2021

Other topics mentioned are how to approach defensive males in the workplace, and leading by example, even as a peer. This conversation about empowering women in sales is an important one for all people of all levels to learn from.

Social Media 91

Social Media Lead Rank Lead Scoring LinkedIn 91

Hubspot Sales

AUGUST 14, 2023

They get defensive and feel like they’re being treated unfairly. You get nervous or defensive when handling objections. Many sellers misunderstand the nature of a tough question and their fumbling response or defensive reaction shows the buyers your company has gaps in your ability to satisfy their requirements.

Closing 124

Closing Proposal Negotiation Discount 124

Hubspot Sales

MAY 5, 2023

As whispers (or shouts) of an economic downturn persist, salespeople need to shift from defense to offense. Back to You Instead of being reactive or defensive to market changes, salespeople need to adapt to them. Sales is a tough job under normal circumstances, but throw in a recession and things get even more complicated.

Consumer 106

Consumer Trends Strategy Data 106

Zoominfo

MAY 1, 2018

The Sales Rep’s Guide to Beating a Prospect’s Defense [Infographic]. Your Guide to a Healthy Contact Database [Infographic]. A Guide to Customer Engagement [Infographic]. The Power of Web Push Notifications [Infographic]. The Cost of a Bad Hire [Infographic]. Dirty Data: Is Your Database Full of Rotten Apples [Infographic].

Video 232

Video Buyer Persona Social Media Hiring 232

The Sales Heretic

NOVEMBER 19, 2012

Start attracting quality customers now, by dropping your defenses while [.]. Don’t bother blaming outside factors like the economy. And don’t waste your time shaming yourself for not having a crystal ball about past decisions.

Customer 231

Customer Sales 231

Pipeliner

FEBRUARY 6, 2020

The Benefit of Eliminating Defensiveness: Part of why this question-answer process is so successful is because it doesn’t make the customer feel like they are being sold to. However, permission selling involves the buyer in the process so that they do not get defensive, and actually take a personal interest in the conversation.

Buyer 85

Buyer Conversion Sales Examples 85