Fri.Sep 06, 2019

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The Top Five Challenges in Enterprise Sales

Miller Heiman Group

Over the last few years, enterprise sellers have enjoyed higher revenue plan attainment, and more salespeople made quota. But those gains haven’t translated into higher win rates and conversion rates, and seller attrition and customer attrition declined. These indicators reveal that sales have grown because of the booming economy, not because organizations have improved their sales methodology and processes.

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From the Switchboard to Social Media: A Brief History of Customer Service

Sales and Marketing Management

Did you know that for the first 20 years or so after telephones were invented, they were exclusively sold in pairs — and those two phones could only call each other? Given such a clunky, limited system, it’s a wonder that this method of communication caught on at all. It wasn’t until 1894, when the switchboard was invented, that telephones became less of a novelty and more of a convenience.

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The Role of Marketing in Generating Leads

The Sales Hunter

When it’s the end of the quarter and sales is missing their number, it’s easy to blame. Usually, sales will blame marketing for not giving them great leads. As a result, marketing is up in arms because the CEO decides to cut their budget for next year, since he/she is not seeing their return on investment. What department does marketing blame?

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Podcast 114: Taking Charge of Your Sales Career With Sydney Sloan

John Barrows

This week we’re proud to have Sydney Sloan join us on the podcast. We’re partnered with SalesLoft, Sydney leads marketing as their CMO. In this episode, Sydney and John talk about what a sales career looks like right now and how you can climb the career ladder. We’re talking how to get from SDR to SDR Manager and even higher, into sales leadership. Let’s get into it….

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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5 CRM tricks to help you put a smile on your customers' faces

Close.io

The whole point of using a CRM tool is to manage customer relationships, isn’t it? Too often businesses use their CRM software simply to keep a record of their customer interactions, or to store their contact information. Sadly, most CRMs are used as ‘phone directories’ by business owners, because they’re simply not aware of its full potential. While CRM software adoption is certainly on the rise, with more than 47% of global businesses planning to increase spending on help desk and customer ser

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Don’t Freeze Up!

Engage Selling

Do members of your sales team freeze up at this key moment? Especially with newer or lesser experienced sales reps, the following scenario is fairly common. They secure a sales meeting with a prospect. They get ready for the meeting.

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Don’t settle. Have it ALL!

Grant Cardone

I’ve recently been in gorgeous Kona, Hawaii. I have never been here until this past week. There’s a lot of black lava, great food, and tradition. Oh, and perfect sunsets. If you’ve been following me, you know I came from nothing…so the fact that I’m enjoying this kind of life right now, hanging out in Kona, Hawaii, it’s just incredible.

Hotels 87
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The Practical Disciplines That Support Autonomy In Sales

Anthony Iannarino

Salespeople are knowledge workers. What makes work difficult for knowledge workers is the autonomy around what work they do, when they do it, and how they go about doing it. Your effectiveness in knowledge work comes from the discipline to do your most important work and a process for deciding what exactly is your most important work. Fortunately, deciding what is most important is easily discovered by examining the outcomes you are responsible for producing.

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Over-Communicate Your Way to Increased Sales | Sales Strategies

Engage Selling

????????????????????????????????Whether it’s a prospect or a client you’ve been doing business with for years, you need to over-communicate, not under-communicate. Far too many sellers believe that no news is good news.

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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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How to Add Live Chat to Your Website (Quick Guide)

Hubspot Sales

Utilizing live chat can be a groundbreaking strategy for your sales organization. With live chat, you can increase efficiency, give sales reps more time to talk to prospects further along in the pipeline, and generate quality leads. As you're reading this blog, there are potential customers on your site right now who have questions. Is your sales team enabled to answer those quickly?

Hubspot 85
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Three Steps To Successful Account-Based Marketing

InsideSales.com

Today, I’ll talk about account-based marketing and share three steps you should follow to succeed in it. Keep reading to find out more. RELATED: Secrets of Account Based Marketing (ABM) Tactics w/Shari Johnston @Winning By Design In this article: Account-Based Marketing Best Practices Know Who You’re Targeting Have a Digital Machine That Works Implement Strategic Plays Strategic […].

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Weekly Roundup: 2019 Sales Enablement Trends + More

The Center for Sales Strategy

- MOTIVATION -. "BECOME THE PERSON WHO WOULD ATTRACT THE RESULTS YOU SEEK.". -JIM CATHCART. - AROUND THE WEB -. > A Closer Look at Sales Enablement Trends in 2019 — LinkedIn. With a new NFL season set to get underway this week, I’m thinking about teamwork and complementary parts. A quarterback wouldn’t be too effective with no receivers to throw to.

Trends 74
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The State of Product Marketing: Growing out of our Teenage Angst

Guru

Last Friday, the Product Marketing Alliance released the first-ever State of Product Marketing Report , much to the excitement of Product Marketing professionals around the world, including the group’s 3,800+ member-strong Slack community. In short, we were stoked— I’m talking reaction emojis ranging from ??to ?? to :party-parrot: But, of course we were!

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Are Excuses Preventing Moving Forward?

Smooth Sale

Attract the Right Job Or Clientele: Today’s conversation over a card game leads me to ask, are excuses preventing moving forward? The story is an example of what happens in the business world. Salespeople, entrepreneurs, and management all make excuses when they experience a downturn in sales. Asking for help is one of the best remedies for when we encounter difficulty.

Hiring 60
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Renowned Law Firm SEO Expert Launches Optimization Service for Attorneys

Pipeliner

Establishing a law firm is one thing. Getting more clients is another thing. Remember, there are lots of law firms out there. Thus, the completion can be overwhelming. That’s why you need actionable techniques to stay on top of the game. If stats are anything to go by, about 96 percent of people use the Google search engine to search for legal services.

Google 58
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What’s In My Stack? (A Look at Node’s Go-To Sales Tools)

Sales Hacker

What are the tools modern sales teams use to get peak results? . Some of our partners have been kind enough to share their sales stack with the community, but we want to hear from other organizations as well. Because let’s face it, there’s no one way to run your sales operations, and there’s no one set of sales tools that works for everyone. In the “What’s In My Stack” series, we’ll feature one brand and look at at the sales technology they use in 5 categories: Intelligence.

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How to Succeed Between Your Ears [Podcast]

Sandler Training

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. Listen Time: 7 Minutes.

How To 52
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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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?? Sales Management Advice for 2018

Pipeliner

Great sales managers are hard to come by. Sales managers have a very important job in the sales world. They manage a team of sales reps. They serve as a coach and a trainer. They monitor data and statistics, and a variety of other things. It can be challenging to know which aspect of sales management to focus on when trying to improve from an okay sales manager to a great sales manager.

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Weekly Sales Enablement News Roundup – September 6, 2019

Showpad

Fall is a time for change. These news and tips will help you revamp your Sales and Marketing strategies for continued success into the end of the year. Selling New Products is a Matter of Will or Skill. Are your Sales reps having trouble selling new products? It’s likely not stemming from the product itself, but rather a deeper issue with sellers’ will or skill.

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?? Sales Strategy

Pipeliner

Host John Golden sits down with Craig Lowder to discuss the 8 components of the sales strategy as outlined in his book Smooth Selling Forever: Charting Your Company’s Course for Predictable and Sustainable Sales Growth. Craig, the founding member of the Main Spring Sales Group, is a seasoned business veteran with more than 30 years of experience in helping owners of small and mid-size businesses achieve their sales goals.

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Let’s Talk Sales! Inspirational Quote by Benjamin Franklin – Episode 184

criteria for success

Today's quote from Benjamin Franklin is all about active learning! Read on to learn more about this week's Let's Talk Sales! inspiration! Benjamin Franklin Quote This month's theme is all about Sales Playbooks and how they can help you improve your sales process! And today's quote comes from Benjamin Franklin, one of the Founding Father [.]. The post Let’s Talk Sales!

eBook 40
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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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It’s Labor Day – Take The Week Off!

The Accidental Negotiator

If There’s A Parade, Then It Must Be Labor Day! In the U.S. it’s the week of the Labor Day holiday (on Monday). Since a lot of you will be making the most of this last gasp of summer, I’m going to join you and take the week off. Enjoy your holiday and we’ll pick our discussions up again next week, same place, same time! – Dr.

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Connecting the Dots to Seal the Deal

Selling Energy

In today’s blog, I have a few stories about the power of the connecting the dots, courtesy of some colleagues of mine.

Sales 41
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Scott Stratten on the Customer Experience: No Sugar-Coating

SugarCRM

If you want to go big, it’s time to think small. . This was one of the biggest — and most important — takeaways during our recent chat with Scott Stratten. . After all, Stratten explained, very few customer relationships are built on grand gestures. It’s almost always the small, day-to-day interactions that cultivate customers for life. And if the advice is coming from Stratten, you know it’s worth following.

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Unlocking Brand Loyalty Using Great Customer Service Examples

Lessonly

In the 70s, if you stopped a random American on the street and asked, “Do you like Ford or Chevy better?”, that person would probably have chosen one or the other, claiming they’d always buy that one brand. . Fifty years later, buying a car looks nothing like what it once did. Brand loyalties have shifted. The factors that created brand loyalty in customers fifty years ago might not even faze customers today.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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Scott Stratten on the Customer Experience: No Sugar-Coating

SugarCRM

If you want to go big, it’s time to think small. . This was one of the biggest — and most important — takeaways during our recent chat with Scott Stratten. . After all, Stratten explained, very few customer relationships are built on grand gestures. It’s almost always the small, day-to-day interactions that cultivate customers for life. And if the advice is coming from Stratten, you know it’s worth following.

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Online Training Courses: The Truth About Customized Learning Paths vs. Pre-Built Content

Lessonly

The search has started! Your company is looking to level up your team by offering some online training courses , but it’s hard to know what software will truly make your team thrive. One of the first questions that you should explore is, “Do I need a tool that has general online courses that are already created, or would a software that creates personalized learning paths better fit my needs?”.

Course 20
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How to Remarkably Improve Customer Experience with a Referral Culture

No More Cold Calling

When you prospect by referral, you treat all customers like gold. I’d had it. I threw my three bananas, ketchup, and plastic mustard bottle on the counter and stomped out of the store. I’ve never had a good customer experience at that market, but this was over the top. I was in the express checkout line at Safeway. Despite the 15-item limit, the man ahead of me had more than 20 items.

Referrals 189