Wed.Jun 12, 2019

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Three Rule of Three: A Super Simple Way to Balance Time and Effort in the Office

Sales Hacker

Ever wonder how top performers balance time and manage priorities? I’m not talking about balancing professional and personal time, here. Just juggling all your work requirements is a feat you could write home about. Take me, for example… Several years ago, I took over the management of a second enterprise sales teams. One sales team needed to be evaluated, partially dismantled, re-shaped, and re-inspired.

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Grandpa Charlie’s 8 Success Tips for Sales, and Life

Sales and Marketing Management

Author: Marc Demetriou Many people, including sales and marketing folks, tend to overthink things. Haralambos “Charlie” Pistis, the archetypical self-made man and my grandfather, fortunately was not one of them. He traveled as an immigrant from Cyprus to the U.S. at age 16 to make a new life for himself, and retired at 60 a millionaire. The secret to his success was not that complicated, as you’ll see below.

Lead Rank 185
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Are You Serving or Selling?

The Sales Heretic

It has been said by many leadership experts that a great leader is a servant. A true leader isn’t ruled by their greed or their ego, but by their desire to help others. I would argue that not only is this true, but that it also describes great salespeople, professionals, and business owners. Contrary to [.].

Coaching 241
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5 Must-Follow B2B Sales Influencers

Zoominfo

In a recent post, we explored the qualities that made someone an influencer. We also introduced you to some of our favorite B2B marketing influencers —including the socially-savvy Ann Handley, Joe Chernov, and Joe Pullizi, just to name a few. However, the B2B marketing world isn’t the only industry boasting some big names in the social sphere. The B2B sales arena has a few social celebs of its own.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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How Much Revenue Are You Losing by Ignoring Your Best Product Designers?

SBI Growth

B2B companies no longer have the luxury of a purely functional User Experience Design, narrowly focused on the product needs of a specific industry or department. The consumers, and more importantly buyers of professional services and software are bringing their.

Revenue 168

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Lack of Consensus Leads to No Decision

Alice Heiman

No Decision. Do ing nothing seems to be the most frequent reason for losing a complex sale these days. Deals stall, and the buyers go silent. . I was talking to the founder of a company that was concerned about sales. Although his company was generating plenty of leads, and meetings were being set, the close ratio was extremely low. He felt that his salespeople had adequate training in the product and were able to clearly articulate the value proposition, so he couldn’t understand the low close

Lead Rank 117
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3 High-Impact CPG Sales Tips From Kraft Heinz’ Sales Team

Repsly

For CPG brands, building a field sales team is a big investment — and an important one. Having dedicated sales reps champion your brand in high-opportunity stores and become experts in your market can give you a competitive advantage at the shelf, making the difference between a shopper choosing your brand or your competition. Most CPG brands also use their sales teams as their eyes and ears in their accounts, gathering data about retailer compliance, inventory, and competition — insights they c

Retail 91
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7 Most Common Sales Objections (And How To Overcome Them)

Marc Wayshak

Sales objections are tough. But with the right approach, you can get ahead of them before they ever happen. In this video, I’ll show you exactly how to overcome the 7 most common sales objections out there. Check it out! The post 7 Most Common Sales Objections (And How To Overcome Them) appeared first on Sales Speaker Marc Wayshak.

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Why Sales Coaching Needs to Get Closer to the Individual

Membrain

Have you heard the phrase, “Never in the history of calming down, has anyone ever actually calmed down, by being told to calm down”?

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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Nimble Releases Re-Designed Contact Record to Streamline Relationship Management

Nimble - Sales

Nimble is constantly innovating to help you build better relationships and engage more intelligently — everywhere you work. That’s why we’ve made it simpler than ever to log activities, view contact and company information, scan social signals, send trackable email templates, apply tags, and more — right from the newly designed contact record.

Company 85
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Why Being a Problem Solver is Important in Sales

criteria for success

Some salespeople have one thing in mind when it comes to sales: closing the deal. But what they don’t seem to understand is that closing is only one, tiny part of the transaction. Salespeople need to realize that strictly focusing on closing won't help them in the long-run, especially with a consultative sale. The truth [ ] The post Why Being a Problem Solver is Important in Sales appeared first on Criteria for Success.

Closing 85
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4 Things Sales Management Should Do to Improve Sales Performance

The Center for Sales Strategy

Recently, I spoke to a sales management group on four things that they can do to improve sales performance, and this is what I shared with them. 1. Recruitment. Always be recruiting. 24/7. 365. The battle for top sales talent these days has never been harder. You always have to be recruiting. Not just when you have an opening.

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Method For Sales Mastery

Pipeliner

Emotionally Intelligent Salespeople. Merit Gest, a stand-up comedian and business owner for over 20 years, works as a consultant and coach with companies large and small to improve their overall performance. She was previously the head of a sales training organization so she definitely knows how to develop sales skills and strategy. However, she created The Merit Method for Sales Mastery to emphasize the greater importance of the sales mindset which includes the things we say to ourselves as wel

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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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What Does It Take to Be a Successful Salesperson?

Selling Power

I talked with a few sales leaders to get their take on three common assumptions about being a successful salesperson. Here’s what they said.

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3 Questions to Ask to Ensure You’re Getting the Most From Your Partner Systems

Allbound

For most organizations, implementing a PRM solution is about opening communication channels with partners , creating more self-service training for quicker and easier onboarding, and delivering the right assets at the right time to ensure sales success. However, as a vendor, you’re going to want to ask yourself a few more questions to ensure you’re picking the right PRM solution for your company’s specific needs and business goals.

System 67
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OppSource Hires Former RevJet Director to Grow Business, Lead Enterprise Deals

SBI

OppSource Hires Former RevJet Director to Grow Business, Lead Enterprise Deals. OppSource , a leading provider of next-gen sales engagement for B2B sales teams, announced today the hire of Derek Gavigan as Vice President of Sales. Gavigan will be leading the company’s sales team while developing and executing a comprehensive sales strategy as the software company continues to grow its base of elite enterprise customers.

Hiring 63
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“You Don’t Have to Be James Bond”

Anne Miller

Graduation time and that means commencement speeches designed to inspire graduates as they leave the known safety of school and set out on the larger, unknown world stage. Celebrities, world leaders, artists, and corporate executives are among the speakers invited to start them off. Their speeches vary, but–not incidentally–almost all use a metaphor to enhance their messages.

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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How to Create Engaging Training Content for Sales Teams

BrainShark

Helping busy sellers stay on top of the product and company information is hard enough. But it gets even tougher if your sales training content puts them to sleep.

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How to Use Evernote as a Salesperson or Sales Manager

Sandler Training

Today’s sales teams are under increasing pressure. Buyers are more educated than ever and are evolving with technology. Social media has given people the opportunity to communicate transparently about products and services—and the people who sell them. Read Time: 7 Minutes.

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What Successful Networkers Never Do On First Conversations

Adaptive Business Services

The first meeting with a new person in your network is a sounding-out process. In networking, this first conversation is a critical process. Good networkers do a “quality control” assessment of the people they meet. Be very mindful of that basic networking process and respect the other person’s need to sound you out. This initial conversation will be your opportunity to get to know and properly evaluate your new contact.

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Zilliant Announces New Partnership with SAP and Major Expansion in Europe, the Middle East and Africa

SBI

Zilliant Announces New Partnership with SAP and Major Expansion in Europe, the Middle East and Africa. Zilliant , an industry leader in AI-driven pricing and sales growth solutions, today announced that it is joining the SAP® PartnerEdge® program and releasing Zilliant Price Manager integration with SAP Cloud Platform. Additionally, Zilliant has strategically expanded by opening its third European office co-located at SAP headquarters in Walldorf, Germany.

SAP 50
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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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Hacking Sales

Partners in Excellence

“Hacking” is a hot word. We read constantly of hacking–both in good and bad contexts: We’re terrified of people/organizations hacking our passwords, ids, accounts, systems, and so forth. In this case, hacking is breaking in and stealing something. We’re fascinated with computer hackers. Both terrified of those hacking for bad purposes, and envious of those that figure out how to get things done in clever ways.

Scale 48
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3 Ways to Make the Modern Buyer Love You

Seismic - Sales Effectiveness

Prior to the rise of technology, B2B sellers were behind the wheel. In the old days of selling, buyers relied on sellers to provide the information they needed to make a purchasing decision. Now, the computer firepower carried in buyers’ pockets can connect them to mountains of product information in a matter of seconds. Today’s buyers are educated, mobile, collaborative, and socially connected.

Buyer 51
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3 Percent

Xvoyant

[link]. Are you in the 3 percent of companies with a sales coaching program that both Sales Leaders and Sales Reps alike are better for having? Find out why it matters.

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In order to progress we must first find common ground

Sue Barrett

The Common Ground Series – Part 1 Common ground: shared interests, beliefs, or opinions between two people or groups of people who disagree about most other subjects. (Cambridge dictionary) Finding common ground is indispensable to our progress, especially if we are to move forward as communities and solve the most pressing issues we have to […].

Groups 49
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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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Do You Make These Selling Mistakes When Discussing Energy Consumption?

Selling Energy

Making mistakes is an inevitable part of selling. Learning from your mistakes and the mistakes of others is what separates the exceptional from the good, the bad, and the ugly. We’ve laid out five common selling mistakes reps make when discussing energy consumption so you can reap the reward and bypass the “oops” moment that often precedes it.

Energy 45
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Win a Free Coaching Call with Dave Kurlan and 4 More Prizes

Understanding the Sales Force

By the middle of June each year, we tend to know who the best of the best are. Super Bowl Champion, NBA Champion, Stanley Cup Winner, Masters Winner, and in baseball, MLB all-stars are being selected. It's as good a time as any to recognize the best readers of Understanding the Sales Force!

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TSE 1114: Assessing Curiosity To Optimize The Performance of Outbound Sales Reps

Sales Evangelist

Asking questions and learning about the client is an accepted part of sales, but the key is assessing curiosity to optimize the performance of outbound sales reps. Alex Burg, who has a consultancy in curiosity quotient selling, focuses on leveraging mutual curiosity. He said isn’t so much the case that sellers aren’t thinking about curiosity, but rather that they are thinking about it too tactically.