Wed.Oct 26, 2016

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Is ABM Worth the Time, Money, and Effort?

SBI Growth

SBI recently spoke with Gahan Richardson, the Vice President of Corporate Marketing at Cypress Semiconductor. Gahan and I discussed his approach to Account Based Marketing (ABM) and how he uses it to set his sales team up for success. Cypress Semiconductor is.

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7 Ways to Prospect Better

The Sales Hunter

Recently, I was interviewed by Mark Di Somma about my new book, High-Profit Prospecting, and what it takes to be effective in sales today. Here are some highlights from our conversation: 1. Salespeople are increasingly frightened of being rejected. That’s why you see them opting for social media, email and other forms of communication that […].

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Closed Ended Questions Are Not to Be Ignored

Increase Sales

In sales, the emphasis on asking open ended questions continues. Salespeople are discouraged from asking closed ended questions as this type of questioning fails to provide additional fact finding information. But is that really true? Last week I spoke at a conference for consultants and executive coaches, My presentation focused on several marketing skills taken from the book To Sell Is Human by Dan Pink.

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Close More Sales with AWATL

Anthony Cole Training

A guest post by Jack Kasel, Sales Development Expert, Anthony Cole Training Group.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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How Quickly Do You Get Uncomfortable

A Sales Guy

Seth Godin wrote a fantastic post the other day. In it, he talks about our alertness for differences. For as long as we’ve been keeping records, human beings have been on alert for the differences that divide us. Then we fixate on those differences, amplifying them, ascribing all sorts of irrelevant behaviors to them. Until, the next thing you know, we start referring to, “those people.” Seth suggests that rather than look for differences, we should search for things in common.

ACT 101

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Brainshark and Highspot Strategic Partnership: What It All Means [Q&A]

BrainShark

It’s an exciting day for the sales enablement world!

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All Customers Aren’t Alike

Partners in Excellence

“Well Duuugggh Dave! Thanks for that stunning insight!?!” OK, now that you’ve gotten that out of your systems, let me dive into what I mean. Let’s imagine we have done our homework. We are treating customers as a homogenous group, we are segmenting our customers based on industry and markets. We may be segmenting customers based on size (Global, Enterprise, SMB, Consumer).

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Getting started with storyselling: How your salespeople can close more deals by telling stories

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The first potato chip ever made was intended as an insult. The year was 1853. George Crum was a chef at the upscale Moon’s Lake House in Saratoga Springs, NY. One day, a patron complained about Mr. Crum’s fried potatoes. He called them soggy and bland. He sent them back and demanded a new batch.

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Brainshark and Highspot: A Marriage Made in Sales Enablement Heaven

BrainShark

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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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Make it Look Easy

Hyper-Connected Selling

The post Make it Look Easy appeared first on David J.P. Fisher.

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Adopt ABM before new B2B technology

Jeff Davis

I recently read an article in Forbes by Falon Fatemi at Node.io titled "Sales And Marketing Are (Finally) Merging: Introducing Account Based Marketing And Sales". I thought it was interesting because it discussed the importance of using ABM (account based marketing) before diving in and adopting a new sales or marketing technology. The reason I found this compelling was I wrote about a similar idea in my article "How to choose a B2B Sales and Marketing Alignment technology".

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The Benefits of Completely Bashing Your Competition

Understanding the Sales Force

meowu%20/ 123RF Stock Photo">Image Copyright: 123RF Stock Photo. The circus will be coming to an end in just under 2 weeks. Everyone has seen at least some of the show and some have seen the entire production, including reruns, reviews, commentary and highlight videos. In the past 60 days I'm certain that even if you don't live in the United States, you've seen at least part of the circus.

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Personalized Sales From Miles Away {Video}

SalesLoft

Personalized sales isn’t just about funny gifs and P.S. lines at the end of emails anymore. As personalized sales strategies are infiltrating inside sales processes, it’s getting harder and harder to get creative in finding new ways to connect with your prospects. Sure, a rally cry from a mutual alma mater or a reference to a recent social post can be worthy of a smile or even a response — but as an Account Executive looking for a close, you need more than just a smile to get y

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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.