Sales and Marketing Management

SEPTEMBER 6, 2018

And when you choose a career in sales, you are actually signing up to seek out rejection. No matter what you sell, when you learn how to recognize and manage your emotions, you gain the power to influence the emotions of other people at that crucial inflection point when no is on the table. Desperation. Insecurity.

Objections 252

Objections Negotiation Face-to-face Forecasting 252

Janek Performance Group

NOVEMBER 29, 2021

When did selling get so complicated you need a Ph.D. If you’ve ever felt more like a data scientist than a sales leader, the sales KPIs we list below will help you streamline your reporting, save you time and keep you focused on what matters most, winning new business. Imagine you are a potential customer.

Lead Qualification 117

Lead Qualification Lead Rank Sales Qualified Lead Sales Cycle 117

Shari Levitin

JANUARY 30, 2020

So how do outstanding salespeople diffuse objections and close deals more effectively? Instead, they have compassion, patience, and heart to uncover the customer’s real concern, address it, and then close the deal. What should you do when your prospect seems unsure and resists your offer? I know this first-hand.

Decision Maker 147

Decision Maker Government Objections Closing 147

Hyper-Connected Selling

OCTOBER 19, 2016

Are you nervous to reach out to prospective sales prospects and partners? Do you stand in the corner at networking events or industry conferences, just waiting long enough so you won’t feel too guilty when you duck out early? You’re not alone. How Social Selling Can Help or Hurt.

Networking 96

Networking Social Media Analysis Social Selling 96

Pipeliner

SEPTEMBER 23, 2021

Alas, no easy solution to recovering from eighteen months of pandemic paralysis. But with all the frustrations the passing months bring, there are positives for effective and organized selling organizations – teams that are good at what they do. The same is true, of course, about actions you choose not to take.

Face-to-face 97

Face-to-face Course Account Networking 97

Understanding the Sales Force

MAY 9, 2012

Please read that first for the rest of my article to have the proper context. Five years ago, Passive Rejection wouldn't have been an article topic because back then, it was rare to not get your repeated calls returned. By contrast, today it's unusual when a prospect returns one of your first 5 voice mail messages!

Call-back 203

Call-back Prospecting Meeting Conversion 203

Pipeliner

AUGUST 13, 2022

Choice Paralysis. The more you have your message in front of someone, the more often you can communicate what you do, the more successful you can be. This Expert Insight Interview discusses: How technology has hampered sales for small businesses. Why the phone is still the number-one sales tool.

Small Business 52

Small Business Small Business Video Strategy 52

DiscoverOrg Sales

JANUARY 29, 2019

More stuff to comb through, more “analysis paralysis,” more time wasted. But actually that ‘noise’ is a powerful tool to target the right accounts – that is, if you know the tech stack of your target accounts ,” says DiscoverOrg’s Senior Manager of Sales Development. You KNOW they’re a good fit.”. Here’s why.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

Hubspot Sales

DECEMBER 16, 2020

From the sales floor to the makeshift home office set up, salespeople of all kinds in all industries have faced a myriad of challenges and roadblocks this year. There are multiple layers of this, the first being, ‘How do I balance achievement with being empathetic to my people?’”.

Real Estate 134

Real Estate Face-to-face Forecasting Hubspot 134

Increase Sales

DECEMBER 1, 2016

They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting. I was reminded of this consistent characteristic when I read Mike Weinberg’s posting, Stop Over Analyzing Your List and Get in Front of Your Strategic Target Prospects Now! What matter is you must start running.

Lead Rank 70

Lead Rank Lead Scoring Sales Qualified Lead Face-to-face 70

Gong.io

JULY 13, 2022

If your buyers are “frazzled,” you might be a good fit for the SNAP selling methodology — a framework that lays out a strategy for selling to today’s busy and overwhelmed buyers. And more importantly, can it help your team sell more, and how do you adopt it smoothly? Consumers today have a plethora of options available.

Decision Maker 62

Decision Maker Ideal Customer Profile Buyer Software 62

Janek Performance Group

APRIL 5, 2022

In a perfect world, prospects would immediately recognize the value your product or solution delivers and take the required actions to secure the solution for themselves. Therefore, value can be proposed but until prospects recognize value, they will remain hesitant to move forward in the sales process. Communicating Value is Hard.

Lead Rank 62

Lead Rank Lead Scoring Prospecting Scale 62

Highspot

JANUARY 18, 2024

But with SNAP selling’s concise and customer-centric approach, you can enhance sales performance by reducing stress and focusing on needs. In this article, we’ll guide you through the SNAP essentials using industry scenarios, determining fit for your business, and offering a handy buyer’s matrix to pinpoint your ideal buyer.

Ideal Customer Profile 52

Ideal Customer Profile Real Estate Customer Decision Maker 52

Sales Evangelist

NOVEMBER 14, 2022

million recorded sales calls to answer the questions: what possesses a customer to go through an entire sales process and then not follow through, and what do the best salespeople do to avoid that happening to them? What do most salespeople do when customers get cold feet? How do you overcome customer indecisiveness?

Customer 40

Customer Face-to-face Survey Study 40

Appbuddy

NOVEMBER 16, 2020

Below are my tips for using it to quickly prove how easy it is to get high quality data, once you have the right tools. We all have ‘em, we all hate ‘em, and the havoc they wreak creates a ripple effect. Keeping these three main objects aligned and duplicate-free ensures each customer and prospect is nurtured accordingly.

SalesForce 52

SalesForce Report Data Lead Rank 52

Sales and Marketing Management

FEBRUARY 8, 2021

While competitors may have equity in a specific market, no brand sits on the iron throne across all markets as Airbnb does.”. People who find Airbnb offerings do so by typing “Airbnb Chicago” or other destinations into Google. An Ongoing Batt le. There is more than one way to compete and succeed in digital marketing.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

SBI

FEBRUARY 10, 2015

You’ve heard the term “Decision Paralysis.” ” Heck you’ve probably encountered any number of prospects who suffer from the malady. Decision paralysis leads to long sales cycles and is the bane of most salespeople. They might decide to do nothing. 9 Adversity to risk.

Prospecting 50

Prospecting Software Software Buyer 50

Janek Performance Group

APRIL 13, 2022

“We have the best product in the industry, beat the competition’s price, and we still lost the business.” In this article, we break down trust and help you begin your transition from a salesperson to a trusted advisor. Imagine you are the VP of Marketing and your company has allocated a budget to upgrade its website.

Commission 48

Commission Scale Referrals Call-back 48

Engage Selling

JANUARY 25, 2013

Colleen, any fresh perspectives on dealing with customer’s paralysis by analysis? You bet I do! First remember that paralysis by analysis is the seller’s problem, not the buyers. Why do I say this? If you are suffering from “paralysis by analysis chances are you are not talking to the real buyer.

Analysis 48

Analysis Incentives Incentive Decision Maker 48

Engage Selling

JANUARY 25, 2013

Colleen, any fresh perspectives on dealing with customer’s paralysis by analysis? You bet I do! First remember that paralysis by analysis is the seller’s problem, not the buyers. Why do I say this? If you are suffering from “paralysis by analysis chances are you are not talking to the real buyer.

Analysis 48

Analysis Incentives Incentive Decision Maker 48

SBI

FEBRUARY 5, 2014

If you can come up with that magic bullet or learn the secret tips and techniques, you’ll have a competitive advantage – yes? And indeed it is, if you don’t allow yourself to think outside the boundaries of the square area—visually defined by the nine dots. Occam’s razor is a tool to keep you from over-thinking.

Scale 138

Scale LinkedIn Incentives Incentive 138

Sales Hacker

OCTOBER 22, 2020

When it’s time to start your outreach, the mindset you have is paramount to your success. You need to have a mindset that can handle rejection, make connections other sellers won’t, and that can move at the speed of business. You’re going to get rejected. That is, unless you don’t care about being rejected.

Account 70

Account Analysis Gatekeeper Decision Maker 70

Closer's Coffee

APRIL 26, 2019

It can roll in like a thick fog and once it settles upon you, it is difficult to navigate out of. Even the best salespeople at the top of their careers have had the dreaded sales slump. And when you do call them it feels like a chore. You hear yourself sounding desperate. If you don’t, then why bother?

How To 76

How To Face-to-face Top of Funnel Call-back 76

Adaptive Business Services

APRIL 1, 2020

In fact, they may have. out to you and your company.”. These changes in buyer behaviors have created dramatic new challenges, and opportunities , for today’s sellers. You need to recognize the first and then position yourself to take advantage of the second. Then, how do I parse through it? All of the above.

Ideal Customer Profile 83

Ideal Customer Profile Customer Research Education 83

Hubspot Sales

MARCH 30, 2018

Imposter syndrome is the fear of being found out as a fraud or the feeling you don't deserve your success. An early mentor once described sales as a "Transfer of confidence from you to your potential client.". An early mentor once described sales as a "Transfer of confidence from you to your potential client.".

How To 83

How To Call-back Analysis Decision Maker 83

LeadFuze

JUNE 16, 2020

Whether it’s convincing an employer that you’re the right person for the job , or getting your significant other to agree on what to get for dinner, you can apply selling to some extent in many aspects of your life. When selling is how you bring food to your table, getting better at selling is not just a good idea, it’s a necessity.

How To 52

How To Follow-up Up-Sell Strategy 52

InsideSales.com

APRIL 13, 2020

Make Technology Work With You, Not Against You. Prospecting With a Purpose. Thanks to mobile phones, we now have all the wonders of the Internet – friends, family, social media – right in our pockets. If you don’t believe me—here, check out this cute kitten! You and your prospect will be wasting time.

Strategy 85

Strategy Top of Funnel Social Media Research 85

Miller Heiman Group

SEPTEMBER 20, 2019

Organizations facing the prospect of a downturn may experience analysis paralysis: it’s hard to figure out how to prepare for the unknown. What sales skills, processes and methodologies do they use? Performance support: How does your sales team use selling tools to create the desired customer experience?

Hiring 57

Hiring Analytics ACT Sales Talent 57

Pipeliner

MAY 2, 2018

Faster than you can say Benedict Cumberbatch three times fast: In sales, you’re only as valuable as the data you’re operating upon. You may dive as deep as the shallow end of the kiddie pool. Show ’em you know ’em is a tale as old as time. When you reach out, make this the first line.

Prospecting 68

Prospecting Google Ideal Customer Profile Harvest 68

LevelEleven

JULY 23, 2018

As a salesperson, you may feel stuck and unable to improve enough to reach the next level, but that couldn’t be further from the truth. If you are interested in improving your sales skills and having more s uccess in your career, you just need to focus on the behaviors that drive results.

Top of Funnel 64

Top of Funnel Buyer Persona Decision Maker Follow-up 64

Hyper-Connected Selling

AUGUST 14, 2018

An early mentor once described sales as a “transfer of confidence from you to your potential client” So what should you do when you can’t find your confidence? Even worse, what if deep down you think that you’re a fraud and that everyone is just about to figure that out?

Call-back 55

Call-back Analysis Decision Maker Face-to-face 55

Hyper-Connected Selling

APRIL 10, 2018

It’s been a long week, but you’re finally at home and ready to unwind. You sit in front of the TV, open up Netflix (or Amazon Prime, Hulu, or your favorite streaming option), and BAM…all of a sudden you are faced with a massive number of choices. You Know Your Buyer’s World Because You Are One.

Buyer 66

Buyer Face-to-face Influencer Up-Sell 66

Keith Rosen

APRIL 29, 2013

What you fear is never real. If your dreams are just as real as your fears, which one do you use as your fuel to drive you every day? We fear not having and not getting, having what we want and losing it, even getting what we want and no longer wanting it! Fear Breeds Mediocrity and Paralysis.

Government 130

Government Face-to-face Construction Call-back 130

SBI

JANUARY 21, 2014

If we can get our prospects to know the benefits of our products and services and how those benefits can impact their business, then they will buy. Other things matter, like whether they have the authority and the budget. For a prospect to make a purchase decision, someone has to take action. Something else matters as well.

Face-to-face 136

Face-to-face Decision Maker Motivation Proposal 136

Salesmate

JULY 28, 2020

The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors. 25 sales books you must-read in 2020. You will experience less friction, require less energy, and get better sales results faster.

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

CommercialTribe

NOVEMBER 24, 2020

It’s 10:15 on a Monday morning and Jennifer — a new but promising rep — is sitting down for a discovery call with a high-value prospect. Her ring light is shining bright, the background is spotless, and she’s put in the extra effort to thoroughly research the prospect’s business and industry. Easier asked than solved.

Coaching 52

Coaching Top of Funnel Hiring Sales Management 52

Salesmate

OCTOBER 29, 2021

Don’t you just hate it when someone eats all your time for nothing? Now imagine, this happens to you while you try to make a sale. And it’s none other than your prospect who’s wasting your time by asking too many questions (not necessarily useful). Who are tire-kickers in sales and how do they look like?

Face-to-face 52

Face-to-face Decision Maker How To Top of Funnel 52