Fri.Nov 15, 2019

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Holiday Gift Season – Top 10 Ideas for Prospects Clients and Partners

Score More Sales

It is the time of year we traditionally think of a way of thanking a customer or referral partner, and we toy with whether to send a prospect some sort of a gift.

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Make Your Number in 2020: Kickoff the Year in Style

SBI Growth

It’s 1:00pm. You have scheduled a meeting to review your annual objective of driving greater sales efficiency. The goal is simple: improve revenue per sales head. Your solution is to increase available rep selling time by eliminating wasted activity. A.

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2 Truths and a Lie: High Email Bounce Rates and Sender Reputation

Zoominfo

Email marketing is hard. Some might argue that email marketing is even harder today than it was a decade ago. Whether you agree with that statement, one thing is for sure: email marketing provides different challenges than it did five or 10 years ago. There are so many factors that contribute to the success of an email program, no matter what kind of campaign you’re running.

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"Gone Fishing" for Sales Prospects

Anthony Cole Training

I’m sure the majority of people have heard the Chinese proverb “Give a man a fish, and you feed him for a day. Teach a man to fish, and you feed him for a lifetime.”.

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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 Do You Build Positive Working Relationships with Employees?

Smooth Sale

Attract the Right Job Or Clientele: Note: Diane DeMott Painter, Ph.D, provides today’s Guest Blog. . Diane Painter is a retired special education teacher and former co-owner of an event rental business. She teaches part-time at Shenandoah University training teachers. She also volunteers her time as the Educational Liaison for Makersmiths, Inc., a non-profit community maker space organization with locations in Leesburg and Purcellville, VA.

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Women in Sales Speaking Resources

Women Sales Pros

If you were new to the career of professional selling and you looked on Amazon for top sales books today, you’d find them authored by men (nearly ALL of them, with a few standout options.) If you went to the airport bookstore to find a sales book, it will be authored by a man, nearly every time. I looked for sales classes on Udemy this week. The first 45 courses I saw were authored by men.

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A Day In the Life of a Lead Development Manager in IT

Sales Hacker

Have you ever wondered what other salespeople’s days are like? Or wished you could see what makes them tick? We probably all have. Lucky for you this series goes behind the scenes with top salespeople to get the inside scoop. (You’re welcome!). Today, we’re looking under the hood of a Lead Development Manager at an IT consulting company, and for that, we talked to Joe Latchaw.

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Product Update: Opportunities Acceleration

Aviso

The Problem With CRM Forecasting: If you work in sales, you know that an ideal sales-cycle starts with a massive amount of pipeline, from which you and your team need to whittle down into opportunities you’ll actually pursue. How do you know which deals to focus on from that giant hay-field of current pipe? If […]. The post Product Update: Opportunities Acceleration appeared first on Aviso.

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What goes into building a high quality sales culture

Close.io

Every sales team has a culture. Good ones are rare, and they take much work to establish and maintain. And we know how valuable a sales team can be to a company. We also know that having a good sales team can do wonders for the performance and culture of a business. Without a good sales team culture, you’ll struggle to hit your sales goals. Building and maintaining a high quality sales culture is no easy task, but the results are worth it.

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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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Becoming a Solutions-Oriented Sales Leader | Sales Strategies

Engage Selling

I recently completed a number of studies regarding sales leaders and their salespeople. And one element that keeps resurfacing is that their salespeople are reporting that they want their leaders to be more solutions-oriented.

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Weekly Roundup: Do You Need a CRM? Sales Enablement Trends for 2020 + More

The Center for Sales Strategy

- MOTIVATION -. "Leadership belongs to those who take it.". -Sheryl Sandberg. - AROUND THE WEB -. > 10 Reasons Why You Don't Need a CRM – HubSpot. You’ve seen article after article telling you why you should implement a CRM, but the last thing you need right now is another piece of software to learn. CRM — or customer relationship management — refers to software that tracks interactions with prospects and customers.

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Three Important Factors to Drive Measurable Results in Your Channel Organization

Force Management

A channel program is an effective way to increase your capacity and expand market share. However, without putting resources behind enabling this avenue for revenue, you’ll likely do more harm than good. To garner the many benefits that come from a robust channel program, you need to put the time and resources into ensuring your channel sellers have the same understanding of your value and differentiation as your own field or inside sales teams.

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If You Want Better Results, Build Talent

Anthony Iannarino

As a leader , you will never have all the talent you need. No matter how good your company is, no matter how great your employee value proposition, some talented people will work elsewhere. There are only two strategies for acquiring the talent you need, buying it, or building it. Even companies that can afford to purchase expertise do not end up with a monopoly on the most talented people, most of whom aren’t seeking new opportunities.

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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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How to Maximize Your Sales Training Budget

The Sales Readiness Blog

How to maximize a sales training budget is a question that comes up quite often when we talk to clients. In most cases, they're looking at either a new sales training initiative or an annual budget. When you think about training budgets, here are a few key considerations.

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How to Succeed at Onboarding New Salespeople [Podcast]

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at [link] as well as, the companion video course: [link] This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his… The post How to Succeed at Onboarding New Salespeople [Podcast] appeared first on Sandler Training.

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Sales Negotiation Techniques That Work

The Accidental Negotiator

Use the following four techniques to gain the advantage in your next negotiation Image Credit: Miguel Tejada-Flores. When you are negotiating a sale, you’d like to be able to use your negotiation styles and negotiating techniques get the other side to agree to the offer that you are making to them. There are a number of different ways to make this happen.

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How to Succeed at Onboarding New Salespeople [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. The post How to Succeed at Onboarding New Salespeople [Podcast] appeared first on Sandler Training.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Leaders in Sales Development: Nhungly Dang

Tenbound

I currently wear a few different hats but in regard to the SDR team, I’m responsible for all aspects of the team: hiring, on-boarding, training, messaging, outreach strategies, workflow processes, tools evaluation and selection. I work closely with Marketing, so I also get involved with campaign strategy and execution. I love that Lattice doesn’t expect me to “stay in my lane” and I’m able to.

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Webinar Recap: 3 Most Common Hiring Mistakes You Might Be Making

The Sales Developers

Hiring the right people at the right time and avoiding hiring mistakes is absolutely critical to the success of your business. When it comes to growth, Amy Volas (CEO of Avenue Talent Partners) has seen every mistake in the book throughout her career of enterprise sales and high-precision sales recruiting. Amy is a top mind in intentional hiring and finding the perfect person for sales roles, especially at early stage companies.

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Chad Swain Featured in Leading Sales Magazine Video Series

Mobile Locker

Selling Power is the leading online magazine and information source for sales leaders since 1981. It provides broad and deep information about how to sell better — and manage sales teams more effectively. One of the highlights of the content offered by Selling Power is a popular series of five-minute videos. Experts in the sales […]. The post Chad Swain Featured in Leading Sales Magazine Video Series appeared first on Mobile Locker.

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Discussing P&L Benefits Effectively

Selling Energy

Energy efficiency can affect many line items on a company’s Income Statement (also known as the “Profit and Loss Statement” or “P&L”). If you look at the full picture through the lens of business acumen, you’ll see how effective it can be to discuss the potential P&L benefits of your efficiency project with your prospects.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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?? Using Content To Influence

Pipeliner

Content marketing has hit the ground running in recent years, with more salespeople and sales organizations producing digital content and written media. It has the potential to be a very successful marketing strategy if done correctly. John Hall, interviewed by John Golden, discusses the influence of content marketing, how to break through the noise, creating IDEA content, and explains why distribution is so crucial.

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Leaders in Sales Development: Nhungly Dang

Tenbound

I currently wear a few different hats but in regard to the SDR team, I’m responsible for all aspects of the team: hiring, on-boarding, training, messaging, outreach strategies, workflow processes, tools evaluation and selection. I work closely with Marketing, so I also get involved with campaign strategy and execution. I love that Lattice doesn’t expect me to “stay in my lane” and I’m able to.

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Let’s Talk Sales! Inspirational Quote by Robert Brault – Episode 204

criteria for success

Today's quote from Robert Brault is all about being appreciative! Read on to learn more about this week's Let's Talk Sales inspiration! Robert Brault Quote This month's theme is Gratitude. And today's quote comes from Robert Brault, a speaker and author. He said: “Enjoy the little things, for one day you may look back and [.]. The post Let’s Talk Sales!

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How Leaders Turn Difficult Conversations into Productive Results

Pipeliner

Marcia Reynolds is the president of Covisioning LLC is the master of teaching others how to engage in powerful conversations that connect, influence, and activate change, even when emotions are strong. She has trained, spoken at conferences, and coached leaders in 36 countries and reached over 100K people worldwide. From government agencies and large multi-national companies to coaching schools in Italy, Turkey, Russia, China, Kazakhstan and across North America, she’s been hired by organization

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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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Sales Enablement News Roundup – November 15, 2019

Showpad

TGIF! We’re here to share the latest Sales, Marketing, and Enablement news and tips: Forrester Releases Five Surprising Predictions for B2B Marketers in 2020. It’s not just your Sales team that needs to prepare for next year. Marketing is never static, and thinking ahead is far more productive than working from behind. Get your Marketing team ahead of the game with these five predictions.

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?? What Salespeople Should Do But Often Don’t

Pipeliner

It happens to all of us. We know the things that we should be doing, but neglect to actually do them. The same is true for salespeople. Essential tasks that are important for overall sales generation often get pushed to the wayside. “Sometimes salespeople know how to do something, but they just don’t do it!,” said Leigh Ashton, who is interviewed by John Golden.

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Don't Move Your Deal Forward Without These Three Things

Force Management: The Seller's Command Center

If you are trying to move a sales opportunity forward, there is no better way than to ensure you're linking a solution to an issue that's mission critical to an organization.