Wed.Jan 09, 2019

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Stop Trying to “Sell”

John Barrows

Sales shouldn’t be thought of as trying to “sell” anyone anything. We are either helping people achieve their goals or solve their problems. That’s the mentality we need to have. If you’re trying to sell people something they don’t need and using tactics to convince people to do something they otherwise wouldn’t do, then you’re the reason the profession of sales has such a negative perception.

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Artificial Customer Conversations beget Artificial Customer Experiences

Babette Ten Haken

Is your business fostering artificial customer experiences due to reliance on technology as the primary interface for customer conversations? Listening strategies and tools for the voice of the customer can produce skewed insights. Simply because of where, and to whom, your organization is listening. Are customers talking to bots and responding to prompts via digital interfaces?

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Beat Your B2B Competition Like Einstein Would: A New Theory of Relativity

Sales and Marketing Management

Author: Ken Rutsky Albert Einstein thought about big things: space and time; the size, origin and destination of the Universe. Most of us business-to-business marketers are a bit more limited: Customers and competitors; the size and future of our market share. But one thing is pretty clear, it’s all relative. "Relativity teaches us the connection between the different descriptions of one and the same reality.". – Albert Einstein.

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13-Part Series: How to Be a Memorable Salesperson

Connect2Sell

There’s no such thing as a natural-born salesperson.

How To 213
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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6 reasons revenue attainment may be the wrong measure for success

Membrain

CSO Insights has published their 2018-2019 Sales Performance Study , and the headline news sounds promising: More organizations are attaining their revenue goals than last year. 93.9% of surveyed organizations reported achieving their revenue numbers, against 88.9% last year.

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The New Value Proposition: Sense Making

Partners in Excellence

As it should, the concept of the value proposition has changed dramatically over decades. When I was taught the concept of a value proposition, back as people were just learning how to shape wheels from stones, it was basically an enhanced version of feature, advantage, benefit (FABs). Over time, the value proposition became a financially justified business proposal, demonstrating the specific improvements the customer should expect from our solutions.

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How to upgrade your team from Google Docs to Nutshell

Nutshell

“We prefer to work off of spreadsheets” is one of those great lies that sales organizations like to tell themselves. Of course you don’t like to work off of spreadsheets. Nobody does. Spreadsheets might be easy to use, but they don’t actually do anything to help you close a sale. It’s hard to find important information quickly in a spreadsheet, and trying to communicate with your teammates on a spreadsheet is absolutely maddening.

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Qstream Welcomes Gary Greenberger as Vice President, Sales

SBI

Qstream Welcomes Gary Greenberger as Vice President, Sales. Qstream , makers of software that uses science, data, and mobile technology to prompt meaningful behavior change, today welcomed Gary Greenberger as the company’s new Vice President, Sales. In this role, Gary will be responsible for accelerating Qstream’s growth by leading sales globally and will work closely with marketing, product and services so Qstream continues to continuously impact customer goals through its best practice microle

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5 Insurance Sales Secrets for Millennial Agents

RAIN Group

This article was first published on PropertyCasualty360.com and is republished here with permission. All rights reserved. The way millennials purchase insurance is worlds apart from the approach taken by baby boomers. A Gallup Panel Study revealed that millennials are more than twice as likely to buy insurance online, and are the least likely to be engaged with insurers.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Books Our Team is Reading Now: One Book per Month for 2019

The Center for Sales Strategy

Setting your New Year’s Resolutions? Did you add exercise more frequently to your list? We are here to help you! Many studies show that exercising your brain is a key to professional development. One of the best ways to do this is to read a good book. In this age of podcasts and blogs, it is still a good idea to set aside time to go deeper than surface information and picking up a good book gives you more in-depth insight and provides ideas for your personal growth.

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How Millennial Managers Can Lead Older Sales Reps

Janek Performance Group

There’s a lot of conversation about how to work with millennial sales reps who have different ways of learning and value systems than previous generations (including one of our own posts ). But what hasn’t been discussed is the mirror opposite – when millennial managers find themselves in the position of leading a team of tenured, older sales reps. It’s an inversion of the expected norm that merits a closer look to see how these unusual dynamics can be successfully handled.

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Six Predictions on What 2019 Has in Store for Sales

Selling Power

As sales teams across the country ring in 2019 at their national sales kickoffs, here are a few predictions we think will become more noticeable in the year ahead.

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Sales Management Training – 9 Tactical Strategies for a World-Class Sales Culture

Marc Wayshak

The best sales management training is all about how to build a world-class sales culture. Check out this video to learn 9 tactical strategies for a world-class sales culture that will help your sales team thrive! The post Sales Management Training – 9 Tactical Strategies for a World-Class Sales Culture appeared first on Sales Speaker Marc Wayshak.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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The Art of Re-engaging Your Prospects After the Holidays

LevelEleven

The end of the year is a particularly challenging time for salespeople for many reasons. Not only are they rushing to close the last deals before year end, but they are also dealing with the busy holiday season. Then there’s the possibility their prospects will be on vacation. A deal may be close to closing as the holidays approach and then, out of nowhere, the prospect goes dark!

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Sales Cadence: How to Design One That Works

Adaptive Business Services

What’s the most important thing in sales? Meeting targets. Setting appointments. Prospecting. Well, you have to do them all. But the one thing you need in order to get the desired results is a plan. And that’s what most rookie salespeople don’t do. They don’t plan their day-to-day activities, or probably don’t even have a follow-up strategy or a sales cadence in place.

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Using Real-time Data to Earn Sales in the Field

Bigtincan

The era of data analytics is here and the number of platforms promising to help harness data for business wins is growing by the day. Follow this guide for data-driven in-field sales success. It’s a simple equation. Ensuring your sales team has the right product information at the right time will turn a prospect into […].

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Sales Performance Improvement

The Digital Sales Institute

Sales Performance Improvement programs should be constructed in a way to better manage and channel the sales team to deliver higher levels of sales performance. In fact sales teams that go through a sales performance improvement program outperform sales teams in companies that don’t. What is Sales Performance Improvement? Sales Performance Improvement or SPI forms part of the business sales strategy to guide sales people in improving their ability to sell.

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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The Art of Re-engaging Your Prospects After the Holidays

LevelEleven

The end of the year is a particularly challenging time for salespeople for many reasons. Not only are they rushing to close the last deals before year end, but they are also dealing with the busy holiday season. Then there’s the possibility their prospects will be on vacation. A deal may be close to closing as the holidays approach and then, out of nowhere, the prospect goes dark!

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Using Grassroots Selling to Jumpstart Your 2019 Business Goals

criteria for success

Are you a sales leader looking to improve grassroots selling in your organization? January brings many new things with its arrival, and amongst those are a new year, a new quarter, and new goals. Momentum built at the beginning of the year is crucial for setting habits and the tone for the months to follow. [ ] The post Using Grassroots Selling to Jumpstart Your 2019 Business Goals appeared first on Criteria for Success.

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Search, Geofencing, and Programmatic Advertising – Oh My!

Leading Results Rambings

Psst … psst … hey you … yes, YOU! Do you want to put an ad in front of your competitors’ customers while they’re still at your competitors’ place? We can do that! Then we can keep advertising to them after they leave – it’s called geofenced programmatic advertising. And it has a lot of uses beyond just advertising to the guy who went to a competitor’s restaurant.

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Ask Before You Pitch to Improve Your Customer Value Proposition

Carew International

One of the things sales professionals love about the new year is sharing all the new and exciting products and services being rolled out in 2019. The temptation is easy to understand – our latest offerings give us something new to talk about, not to mention fresh revenue opportunities. But before you rush in pitching all your latest stuff, pause long enough to consider whether these new offerings are actually of interest or value to your customers.

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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How to Build a Sales Development Team From Scratch

Tenbound

? Feel like you’re getting lost in the noise? Not sure how to create better engagement in your current playbook? Involve your SDR team. SDR’s are often your first point of contact with prospects and can be the make or break in your sales cycle. Whether it’s uncovering needs that your sales team can then help meet, or just creating an authentic connection, SDR’s are invaluable to your entire.

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Podcast: Aligning with Your Buyer in Sales Conversations

Force Management: The Seller's Command Center

Effective discovery can make the difference between closing a great deal and consistently missing your quota. Uncovering business problems provides you, as a salesperson, the ability to effectively map your solutions to the customer's required capabilities. The key is to prepare, ask great questions, listen and effectively play back what you heard to the customer.

Buyer 40
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How to Recruit Like a National College Football Champion

Braveheart Sales

Clemson whips Alabama for the National Championship and the 2018 college football season is over. This is an especially sad time in my house and for me. My son just graduated from the University of South Carolina and played his last football game in a disappointing bowl loss to Virginia. With Clemson a South Carolina rival, we were pulling for Alabama and the SEC.

Hiring 40
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A Conversation With Dionne Mischler: How to Host the Ultimate Sales Kick Off

Costello

Dionne Mischler, CEO & Founder, Inside Sales by Design. When it comes to invaluable sales training resources, there’s nothing that quite compares to the Sales Kick Off (SKO). As Founder and CEO of the sales consultancy Inside Sales by Design , Dionne Michler has attended and hosted her fair share of SKOs and knows exactly what to look for. “A good SKO has a theme and a universal direction,” Dionne said.

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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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Comment on Here’s why I recommend Sales Navigator over Premium Account by Matt

eGrabber

If someone has Sales Navigator do they also need to pay for LinkedIn Premium to get that functionality or does Sales Navigator include LinkedIn Premium?

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Pursuing Energy, Part Two

Selling Energy

Today, we’ll continue with more drivers for energy improvements beyond the most obvious “saving energy” or “saving money.”.

Energy 40
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What makes a good mentor?

Lessonly

I am asked this question a lot. But I don’t think I’m informed enough to answer it well. I’d like to change that. Maybe you can help. What makes a good mentor? In your eyes, what are a mentor’s primary traits and responsibilities? Are there resources that have clarified mentorship for you? If so, please let me know. I’ll collect and consolidate the learnings from this group and share them with everyone next week.

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