Mon.Oct 15, 2018

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Just Email Me Something….

Mr. Inside Sales

What do you say when you get this objection while prospecting? If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. And you know how frustrating that is. Let’s face it: This blow off is just a variation that prospects have been using for years. It used to be: “Can you send me something in the mail?

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16 Sales Incentives to Keep Your Team Engaged and Motivated

Xactly

Keeping sales reps motivated is a year-round process. As a sales leader, you should always be thinking of new ways to motivate your sales team, focus on closing deals, and keep reps’ eyes on the prize…literally and figuratively. Whether you’re encouraging reps to close out the quarter or year strong, or kicking off the start of a new fiscal year, keeping reps engaged is key to achieving goals and hitting revenue numbers.

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When Our Customers tell Overstated Stories and We believe Them

Babette Ten Haken

Current and potential customers can tell us overstated stories. To attract our attention, negotiate business with us. And lead us on and on and on. So, why do we continue to believe them? Until we don’t, anymore? First of all, we are flattered that these customers contacted us. At this point, we accept their overstated stories as completely truthful.

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Headlines and Taglines Make Content Marketing More Effective

Sales and Marketing Management

Author: Lewis Robinson Great marketing involves catching the eyes of consumers. Once a viewer is hooked with an initial come on, he/she looks a little closer at what the seller is actually selling. Whether a buy is made or not remains to be seen. Without the initial hook, a lot of would-be consumers won't take a second out of their day to check out something for sale.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Design Thinking, Empathy, and the Ideal Customer Experience Design

SBI Growth

Your Design Thinking Needs Analysis and Abstract Reasoning to Align with the Customer.

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This “Unfair” Advantage Separates Top-Notch Sales Teams from The Rest

Openview

Imagine you’re part of a Grand Prix race through the winding streets of Monaco. You’ve got the fastest, most exotic car. The best crew. Powerful fuel. And you’ve been training for years. But, while your rivals zip along the harbor like electric slot cars, you sputter along at a crawl. It turns out, your wheels aren’t perfectly aligned. They’re each set in slightly different directions, creating tremendous friction.

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Five Key Skills for Sales Ops Career Success

InsightSquared

If you’ve ever thought about becoming a lawyer, the path is pretty clear: Get a Bachelor’s degree. Take the LSAT. Earn your JD. Pass the bar. The process may not be easy, but at least it’s laid out. You know exactly what steps to take, including recommended classes and exam prep courses, in order to put yourself on a path to success. When I think about sales operations, there is no defined route to take.

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Your 4-Minute Guide to Calculating Operating Income

Hubspot Sales

Profitability is a key measure of a company's success, especially for startups. Investors want to know if a company's core activities can result in a profit, so they can get a return on their investment. Approximately 20% of small businesses fail in their first year of business. While becoming profitable in your first year of business is challenging, if you are profitable, it's a positive indicator that your company is heading in the right direction.

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The Driving Force Behind an Efficient Sales Team

LevelEleven

Efficiency [ih- fish – uh n-see] noun; the state or quality of being efficient, or able to accomplish something with the least waste of time. We’ve all heard the statistic: salespeople only spend ? of their time actually selling. This can easily be blamed on the salespeople themselves but taking a step back, it’s easier to tell what is responsible for the time lost; the leadership.

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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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Sales Leadership Video – Don’t Take the “What If” Bait – Coach Them Instead

Keith Rosen

?. Do you and your coworkers communicate from a place of scarcity and fear or abundance, goals and pleasure? If you’ve ever gotten pushback around change, here are two questions to ask that will prevent you from falling into the abyss of, “What If’s.” Ever get dragged into the weeds with a, “What if” question? “What if the customer is not open to my suggestions?

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Here Are the Traits of Top Performing Sales Teams

Selling Power

The habits of highly effective sales teams are a blueprint for consistently achieving quota.

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Are You Giving Key Accounts the Finger?

The Center for Sales Strategy

Many years ago, I talked with the owner of a specialty grocery store in Columbus, Ohio called The Hills Market. During this conversation, I learned about the term “ giving customers the finger.”. This unfortunate situation occurs when a customer asks for help locating a product and an employee points in the direction of the product and sends the customer on their way.

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How To Close Sales Better… And More!

Pipeliner

Closing sales is an issue that affects everyone. It is an art form that is crucial to perfect and prepare for, or obviously, revenue generation will suffer. This article gives actionable tips to help salespeople close better, and more. Closing: Closing sales is a part of the sales process that deserves particular attention. It’s not a specific step in the sales process, but rather it’s done at every step along the way.

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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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How to create high-converting sales email drip campaigns (webinar)

Close.io

Here's the recording of today's webinar about how to create high-converting sales email drip campaigns with our own Nick Persico and Richard Muscat. In last week's webinar, we heard from Nick and Richard about how we (and our customers) use Close.io's brand new automated email sequences feature to create high-converted drip campaigns that generate more replies.

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Forget The Forgetting Curve To Foster True Sales Learning

BrainShark

Sales enablement functions typically focus on increasing rep knowledge retention. But there's a learning better model for sellers, writes Jim Ninivaggi.

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5 Sales Development Coaching Mistakes You Need To Stop Doing

MarketJoy

Sales development is the most crucial aspect of every business. And your sales development representatives play a vital role in the demand generation process, especially in the B2B company. So, it should be worth paying attention to your SDRs coaching. The secret to successful sales development coaching lies in avoiding the five most common coaching mistakes.

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Improve your cold email response rates with these social proof techniques

Close

When you send a sales email, you could have the most compelling subject line. The most enticing content. The most exciting CTA. But if I don’t know you and your company, I’m always going to be left with one question: Why should I trust you?

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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Crawl, Walk, Run – The AI Journey

Bigtincan

by Stephanie Schalow AI has made its way into countless software solutions, and with good reason – it can improve the selling experience for both sellers and buyers. However, AI systems traditionally require a significant number of inputs to begin to draw patterns between data points and hone recommendations. The more inputs, the better quality […].

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The 21 Essential Customer Service Skills for Every Employee

G2Crowd - Sales Blog

It’s easy to fall down the rabbit hole of customer-acquisition.

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Let’s Talk Sales! Interview with Dave Salvay of Yieldify – Episode 91

criteria for success

This episode's featured guest is Dave Salvay. He's a Senior Business Development Manager at Yieldify. Dave started his career in sales and has continued on that path ever since. His focus is on B2B sales for a fast-paced start-up company, Yieldify. Interview with Dave Salvay On this episode, Dave talks about starting a career in sales, [ ] The post Let’s Talk Sales!

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How to create high-converting sales email drip campaigns (webinar)

Close

Here's the recording of today's webinar about how to create high-converting sales email drip campaigns with our own Nick Persico and Richard Muscat.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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Why You Need To Stop Overcomplicating Sales Onboarding

LevelJump

So I have to be honest, I am really getting annoyed with sales teams or sales enablement and operations teams that are completely overcomplicating sales onboarding.

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PODCAST 29: The Customer Success Organization Structure that Creates Alignment & Drives Growth w/ Nick Mehta

Sales Hacker

This week on the Sales Hacker podcast, we interview well-known SaaS executive & Gainsight CEO, Nick Mehta. Nick is a two-time entrepreneur, previously having started a SaaS platform called Live Office. Through its acquisition by Symantec, he was Vice President at Veritas Software and Symantec Corporation. Nick talks to us all about customer success , how to measure it, how to think about it, what phases are important and relevant to your company when you’re incorporating customer succe

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Learning When to Make the Jump

Selling Energy

In the business world, there is always an element of change at work in our lives. As your career progresses it’s possible to find yourself with a completely different set of priorities or a new outlook on your situation. It may be time to try something completely new. As scary as that next step may be, you don’t have to rush yourself. After reading the book When to Jump , you’ll understand why.

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TSE 942: How Confident Are You With Closing?

Sales Evangelist

When it comes to closing, you have to be confident. Closing is throughout the sales process and you have to build confidence in what you sell. The buyer must feel your confidence and believe that your product or service is capable of solving her problems and helping her business to succeed. On today’s episode of […] The post TSE 942: How Confident Are You With Closing?

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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How to Transform Your Sales Onboarding Process with Conversation Intelligence

ExecVision

It’s Monday morning, your new start class is bright-eyed and eager to learn, but your trainer is nowhere to be found. No one else knows how to run onboarding with the new sales reps… now what? You could send the new hires home or have them sit on the floor all day, painstakingly trying to learn something from ride alongs with seasoned reps. Either way, you lose a day of productivity, which ultimately leads to lost revenue.

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How to Immediately Impact the Outcome of Your Sales Converstions

MJ Hoffman

Our success as sales people is determined on how well we can guide the conversation to a successful outcome. . Understanding social paradigms for the use of sales is not about learning how to alter the paradigms. The key to understanding social paradigms is knowing how to select the right paradigm and use the role to benefit your sales agenda. The notion of social paradigms is the psychological explanation of how we interact with people in a social situation.

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A Conversation With Justin Hiatt: Empowering Your Sales Team to Solve Their Own Problems

Costello

Justin Hiatt, VP Digital Sales, Workfront. At Costello , we love highlighting unique points of view and showcasing true innovation in the world around us. When we heard about the creative way Justin Hiatt, VP of Digital Sales at Workfront , was motivating and empowering his team, we knew his story had to be shared. After graduating pre-law in college, Justin went into sales for the opportunity and ended up staying after he realized his natural ability.