Tue.Nov 29, 2016

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Eleven Ways to React When You Lose the Sale

The Sales Heretic

Everyone loses a sale now and again. It’s the nature of selling. Heck, in my career I’ve lost more sales than I can count. But the way you react to losing a sale impacts how well you do on your next sales opportunity. And all your future opportunities. With that in mind, here are eleven [.].

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Dear CEO: The Era of Accountability Starts in 2017

Pointclear

(Photo Courtesy of Kenny Madden). This cartoon was sent to me in response to a blog I wrote a couple of weeks ago. I just love the simplicity of it; not to mention that it absolutely captures what is wrong with marketing in many if not most companies today. While marketing technology and marketing automation software are not totally to blame, they have made it easier to get more poor quality leads to sales faster than ever before.

Lead Rank 176
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November Referral Selling Insights

No More Cold Calling

Here’s what you might have missed from No More Cold Calling this month. Are you fully booked for Q1? Closing the sales year with a bang is nice, but if you’re not already getting a jump-start on business development for 2017, you’re running behind. The last quarter of the year is 25 percent about closing business for this year and 75 percent about building a robust pipeline for next year.

Referrals 171
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The CEO’s Role in Driving Interlock Between Product, Marketing, and Sales

SBI Growth

On this week’s SBI Insider Video Podcast we discuss strategic alignment. Specifically, how internal, and external alignment is the key to increasing the probability of making your number. My colleague George de los Reyes and I discuss the impact that strategic alignment.

Video 169
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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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Optimize These Two Sales Metrics and Watch Your Closure Rate Jump

Sales and Marketing Management

Issue Date: 2016-11-29. Author: Mrigank Tripathi. Teaser: Two sales metrics are active and relevant to every conceivable business model. They are the most significant metrics and also the simplest, yet they inevitably get overlooked. Do so at your own peril. Two sales metrics are active and relevant to every conceivable business model. They are the most significant metrics and also the simplest, yet they inevitably get overlooked.

Sales 159

More Trending

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Stop, Take a Step Back and Gain Clarity Around Your Purpose

Increase Sales

So what’s your purpose if you are in sales, leadership or some other role? People are so busy working IN their lives, they fail to stop and take a step back to work ON their lives. Credit www.gratisography.com. When we understand our individual purpose, we gain clarity and this supports us as we move intentionally forward. Isn’t it funny we use words all the time and think we know what they mean?

Intent 126
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Prospecting Using Linkedin

The Sales Hunter

If Linkedin isn’t creating for you the prospects and business you need, then it’s time to ask yourself if you’re using Linkedin correctly. It’s easy to think all you need to do is buy one of the Linkedin premium services and suddenly you’ll have all the business you need. False assumption! Yes, having one […].

LinkedIn 127
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Eliminate Your Wild Swings in Revenue

Engage Selling

Is your business experiencing wild swings in revenue? This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues. What?! Let me explain.

Revenue 77
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Sales Tips: Time for a Name Change

Customer Centric Selling

Sales Tips: Time for a Name Change. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Throughout my career I’ve sold technology and helped tech companies sell their offerings. During that time I’ve witnessed a number of technology offerings that at some point in their life cycles either hadn’t caught on or had begun to fade.

Vendor 62
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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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By: Anders Pink | The Top 25 Sales Blogs: Inspiration and Daily Learning for Sales Teams

John Barrows

[…] Filling the Funnel […].

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Introducing Salesforce For Sales Engagement: Full Cycle Sales Professionals

SalesLoft

Modern full cycle sales professionals are everywhere, functioning in different time zones and running their businesses all over the world. The one place they all live together? Salesforce. The customer relationship management (CRM) has transformed the way businesses interact with their customers, especially the full cycle sales professional. But while technology, in theory, improves speed and accuracy of certain daily tasks, the more tools full cycle sales reps have to monitor, manage, maintain,

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TSE 453: How To Create A Seven Figure Automated Income Stream From Scratch

Sales Evangelist

Do you find that your website is just sitting and not making any good money? In our world of social selling today, you’ve got to have some strategies and systems in place to get your ball rolling. Today, my guest How To Create A Seven Figure Automated Income Stream From Scratch is giving us behind-the-scene […] The post TSE 453: How To Create A Seven Figure Automated Income Stream From Scratch appeared first on The Sales Evangelist.

How To 40
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A Sale is a Result, Not a Behavior: How to Evaluate Sales Effectiveness

Sales Gravy

I don’t know about you, but I've been more than guilty of falling in love with the tallies on the sales report. I'll read the report and assume that those whose names line up with the strongest numbers are the best salespeople.

Report 40
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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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Maslow’s Hierarchy for SDR Teams

DiscoverOrg Sales

In the last year, DiscoverOrg scaled our SDR team from 5 reps to over 20. As a result, I’ve spent most of the last year thinking about how to accomplish that (and do it well), how to keep those reps fed with leads, how to keep them motivated, and how to optimize their process and results. Here’s what I learned along the way. While building our SDR team, I thought about Maslow’s Hierarchy of Needs.

Hiring 222