The Pipeline
OCTOBER 1, 2019
By Tibor Shanto. I have often said that the schoolyard taunt “ sticks and stones can break my bones, but words can never hurt me ,” doesn’t hold up in sales. Words can kill you, your pipeline, and career. We don’t want that, so to help, here are four four-letter words to banish from your sales vocabulary. This will take work, like quitting smoking (how many times have you done that?
Hubspot Sales
OCTOBER 1, 2019
Between developing a scalable sales process, collecting data, and helping your team sell, it can be hard to properly track your sales team's performance. However, bad data and reporting could result in fewer sales, a decrease in customer satisfaction, and poor decisions. In fact, your sales team could be wasting time chasing poor leads due to bad data.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Sales and Marketing Management
OCTOBER 9, 2019
Author: Mihai Popoaca, Chief Operating Officer, WorldatWork The massive shifts in today’s economy are changing what drives salespeople to be engaged and productive. Incentives and bonuses are just the starting point. To retain top salespeople, we need to change the conversation around rewards and work. . The current model is fraught with competing priorities -- increase revenue and optimize costs, while at the same time hiring, engaging, measuring and retaining a sales force that is motivated b
Jill Konrath
OCTOBER 30, 2019
After spending months trying to meet with a perfect prospect, the last thing you want to do is blow the opportunity. Yet all too often, that's exactly what happens—especially when you only have a short time together.
Advertisement
A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
The Center for Sales Strategy
OCTOBER 2, 2019
Today’s consumers are distracted with numerous options and bombarded with loads of information. As a result, they often struggle to find the products or services that best meet their needs. In a rapidly changing industry, tools, and tactics that enabled sales and closed deals just a few years ago don’t stand a fighting chance today. Innovation and agility are keys to staying ahead of altering consumer demands.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
OCTOBER 4, 2019
As Summer wraps up and a successful third quarter draws towards a close, it’s time for sales leaders to start looking towards 2020 and beyond as part of the annual planning process. Amongst the plethora of reports and discussions to.
Bernadette McClelland
OCTOBER 3, 2019
OK, I won’t make you read to the end here so comes an early spoiler alert! For Salespeople, that behaviour is Responsibility , and to complete the equation, for the Sales Manager it is Accountability. Both in equal doses! What if I was to tell you the difference between the top 1% of over a million salespeople evaluated and the bottom 1%, 94% of the top 1% of salespeople choose to take responsibility for their results, yet only 20% of the bottom 1% choose to take responsibility for their results
Sales 2.0
OCTOBER 11, 2019
Getting in the door is the #1 problem for most small companies I know. When I first got involved in sales I was a sales engineer. I supported a technology sales force on their sales calls with semiconductor engineers. I always thought I was pretty amazing. When I got to these meetings I had many engaging conversations with these buyers that our sales team did not seem able to handle.
The Pipeline
OCTOBER 3, 2019
The Pipeline Guest Post – Scott Miller. Like most in our profession, I am a big fan of account-based sales and marketing. According to the ITSMA, 87% of respondents agreed Account-Based methodologies deliver a higher ROI than other marketing activities. Account-based isn’t new – but it is en vogue. Quite simply, it is a methodology that focuses on an organization’s sales and marketing efforts on a select number of accounts that are most likely to buy your products and solutions.
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.
Sales and Marketing Management
OCTOBER 14, 2019
Author: Rafael Lourenco When you work for a B2B company, it’s easy to assume that your customers and colleagues make their decisions based only on ROI and other data. However, the higher you move in the hierarchy of an organization, or the closer you get to sales activities, the more your day-to-day life becomes about interacting with people – colleagues, bosses, investors, board members, employees and customers.
Zoominfo
OCTOBER 23, 2019
Artificial intelligence may seem like a new edition to the business world– but it’s already transformed the way we sell B2B products and services. Early adopters of AI have achieved significant benefits – including increased efficiency, cost reduction, improved customer experience, revenue growth, and more. But, many businesses still question the effectiveness and practicality of AI.
SBI Growth
OCTOBER 2, 2019
You see it all the time. An executive leader is scared to make bold decisions required to grow the firm. We call it “Incrementalism.” They quickly review minor successes of the past year and re-up. The meagerly reallocate funds towards.
No More Cold Calling
OCTOBER 10, 2019
If you’re in data overload, you may not need to be. You’ve heard the phrase: “How do you eat an elephant? One bite at a time.” I know it’s a disgusting mental image, but there’s wisdom in this metaphor. How often do you take on large projects and get mired down in the details—rather than breaking the project into small, digestible, actionable chunks?
Advertisement
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.
The Sales Hunter
OCTOBER 4, 2019
This morning, during a call with a business owner, he shared with me about their latest product upgrade. As he talked, I could hear passion in his voice about how his product could help others. Without hesitation, he stated why his solution was better than his competitor’s offering. In this compelling conversation, he convinced me to believe. There is a major parallel between prospecting and leading.
The Pipeline
OCTOBER 8, 2019
By Tibor Shanto. We all know the expression “the calm before the storm”, but most of us in sales experience the reverse. Selling can feel like the storm before the calm, with the calm is always “just around the corner”. This is always the case in a fast-changing environment, which adds to the storm like conditions. As technology continues to accelerate the pace of advances, other elements of prospecting are not keeping up.
Understanding the Sales Force
OCTOBER 1, 2019
You bought a really nice, new, laptop computer and you thought to yourself, "Now I'm all set!" But are you? You needed a case to carry it around, a thumb drive for quickly moving files from your laptop to another, and a printer and if you have a Mac notebook, a port that will serve as adapters to your various cables. These are your accessories.
Zoominfo
OCTOBER 15, 2019
Cold email is one of the most common and tested tactics in a modern salesperson’s repertoire. And yet, sales reps still look for ways to improve their sales email strategy. It’s not hard to see why — after all, only 24% of sales emails are opened ( source ). Fine-tuning your cold email strategy might not make your open rates skyrocket to 90%, but it can make a major difference.
Advertiser: ZoomInfo
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
SBI Growth
OCTOBER 8, 2019
Earlier this year, SBI consultant Kirk Snider wrote, “the only way to provide a good experience is to listen to what your customer is saying.” In his article, he shares why implementing different, and numerous types of listening paths are.
No More Cold Calling
OCTOBER 1, 2019
Here’s what you might have missed from No More Cold Calling. Q4 has now begun, which means it’s time to build your sales pipeline for Q1. I know what you’re thinking: “Hold on, Joanne, that’s not how it works.”. Yep, it’s counterintuitive, but Q4 is 25 percent about closing business for this year and 75 percent about building business for next year.
The Sales Hunter
OCTOBER 1, 2019
So, you think you have a great prospect; however, why do you think they’re even interested in you or what you sell? Sales is a two-way street. You can have all the feelings you want, but the customer’s feelings are really what matter. Get over yourself and your feelings, because they don’t count! A key way to measure how the prospect feels about you and your potential to help them is by how much information they’re willing to share with you.
The Pipeline
OCTOBER 15, 2019
By Tibor Shanto. At one time, I had a co-worker who had a bit of a problem with the horses. He always knew just the right horse, in the right race, cause “today was the day.” He handicapped it, and every day he knew why his timing was just right; each day, it was not. A lot of people in sales remind me of a conversation I had with Leon. They seem to be convinced that not only is sales about timing, but they have divined a way to leverage it to their advantage.
Advertisement
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.
Hubspot Sales
OCTOBER 14, 2019
It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling. Before we dive into the insider tips, let’s get crystal clear on what B2B selling entails. When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding.
Zoominfo
OCTOBER 10, 2019
Statistically speaking, companies who employ a diverse staff achieve more financial success, attract better job candidates, and are more likely to capture new markets than less-diverse companies ( source ). But— the term diversity doesn’t just speak to a person’s skin color, ethnicity, or even their skill set. True diversity is achieved when a group of people who have a wide range of perspectives, experiences, and backgrounds are given a chance to openly collaborate and voice their opinions.
SBI Growth
OCTOBER 5, 2019
Studies have shown that up to 90% of strategies fail to implement. The key reason for lack of implementation comes down to business execution and the inability to mobilize the entire organization towards a common outcome. You probably read a.
No More Cold Calling
OCTOBER 24, 2019
Have you ever been confused about your company’s vision? I have. I’m not surprised that communication is the #1 driver of exceptional leadership. It’s common sense. It’s also becoming a common problem, considering effective communication is in increasingly short supply. We see lack of communication in our companies, when we travel, when we shop, and at home.
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.
The Sales Hunter
OCTOBER 18, 2019
Recently, I had a discussion with a sales manager about how to connect with customers. This was no casual conversation; it was serious, because he was with a start-up company who had 18 months at best, to achieve critical mass. The sales manager knew me well from my work with him at a previous company. The longer the conversation, the more animated we both became.
The Pipeline
OCTOBER 24, 2019
By Tibor Shanto. Over the years, I have found that some of my best prospect interviews have come as a result of something another prospect asked me. If you approach sales with the right attitude and outlook, you can help customers, make money, and get a free education. As a bonus, your prospects/customers will help you sell your next deal without them even knowing or caring.
Hubspot Sales
OCTOBER 9, 2019
Just like Liam Neeson in " Taken ," to be a successful salesperson, you need to have a particular set of skills. As your sales process evolves, it's important to keep your skills relevant and up to date. Plus, it can increase your sales. In a case study by Rain Group , a global sales training organization, they discovered that a client who went through sales training closed 15.2% more deals and the profit margin on sales-won improved by 12.2%.
Expert insights. Personalized for you.
291 
Let's personalize your content