Sat.Mar 23, 2019 - Fri.Mar 29, 2019

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8 Disciplines of Sales Execution

SBI Growth

Sales 233
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Why is Authenticity So Rare Today?

John Barrows

At Salesloft’s Rainmaker conference this year I delivered a workshop, a keynote, and I participated in a panel. In each of these presentations, my focus was on providing as much value as possible to the audience. The feedback was all positive, but something about the feedback this time stood out which has me concerned. The feedback mostly centered around my authenticity and “realness.”.

Margin 111
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Match the Hatch to Break Through the Noise When Prospecting

The Sales Readiness Blog

Prospecting is a lot like fly fishing. In this episode, we talk about the similarities between those two practices, and how by "matching the hatch" you're much more likely to break through the noise when prospecting.

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What Saleswomen Do Really, Really Well

No More Cold Calling

Women in sales have a natural advantage. When you think about salespeople, you probably picture men. History and Hollywood have made sure of that. Yet, many saleswomen outperform their male colleagues, and many men have admitted that to me when the other guys were out of earshot. Women in sales understand that relationships are built on trust, and we have the savvy and patience to foster strong personal and business relationships.

Referrals 312
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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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Are Salespeople Still Using the Hard Sell?

Understanding the Sales Force

When you hear a phrase like the hard sell , do you instantly think of car salespeople? Insurance? Replacement windows? No offense intended to those of you in one of those three industries! While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal. After prospects state an objection, say they're not interested, or tell the salesperson, "No," prospects tend to raise their resistance.

Insurance 263

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The Problem With Assumptions

The Sales Hunter

Do not assume anything! This is easy to say, but sometimes tough to do in the moment. It can seem painless to make an assumption from reading someone’s email, but the real question is what is your assumption, and is it correct? That is where the problem lies. Anyone working with wood has been told this valuable phrase: measure twice, cut once.

Travel 251
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3 Takeaways from ZoomInfo’s 2019 Technographic Data Report

Zoominfo

For those who aren’t familiar with the concept of technographics, allow us to explain. The term technographic data, or technographics , refers to the essential technologies and tools a business uses to function. Beyond that basic definition, more robust technographic data contains insight into purchase behavior, renewal dates, historical purchases and more.

Report 222
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24 Ways to Make Customers Feel Special

The Sales Heretic

Everyone wants to feel special. It’s a basic human emotional need. And as I—and many other sales experts—have noted repeatedly, buying decisions are emotional at their core. Which means the more you can fulfill your prospect’s emotional needs, the more likely they are to buy from you, and the more frequently they’ll buy from you. [.].

Customer 208
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3 Ways Technology Can Streamline Your Sales Performance Management Strategy

Sales and Marketing Management

Author: Mike DeLeonardis, President, North America at beqom Seventy-nine percent of companies say that increasing sales productivity is a strategy they’re using to reach growth targets in 2019, but actually meeting this goal may be a challenge as only 35 percent of average-performing sales reps’ time actually goes to selling. These average-performing reps spend nearly five weeks a year, or 10 percent of their time, checking their commission reports, trying to understand them.

Strategy 211
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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 Are The Different Types Of Selling?

MTD Sales Training

By different types of sales, we’re referring to the styles that salespeople will adopt when they are with prospects and customers. Either face-to-face or online. Over the years the styles have changed because buyers’ needs have changed. . If we were to sell in the same way as the snake-oil salespeople of the Wild West in 19th century America, we would be very quickly out of a job.

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Every Problem is an Opportunity Waiting for a Solution

The Sales Hunter

View every problem as an opportunity. Instead of looking at what has gone wrong, focus your thinking on the solution. This will move you forward with your customers and make them see you in a different light. You have an opportunity to demonstrate leadership. Will you choose to lead in the next problem that you face? Copyright 2019, Mark Hunter “The Sales Hunter.

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This Scared Me To Death

Jill Konrath

I was standing on a ledge, facing a rock wall. The path at Water Canyon ended there; we couldn't go any higher. Looking down over my right shoulder, I saw a bottomless pit. One that I was supposed to descend. My stomach was churning, my head was spinning. Fear owned my body and I was at its mercy.

Churn 189
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Artificial Intelligence and Its Impact on Sales and Marketing

Sales and Marketing Management

Author: Paula Sanders There’s a lot of hype around artificial intelligence, but the reality of its impact to sales and marketing strategies promises to be positive. In the latest Digital Trends report, which surveyed marketing, creative and technology professionals, nearly one third of organizations are planning to invest in AI within 12 months – a market projected to reach $70 billion by 2020.

Marketing 197
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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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Reallocating CSM Time Can Dramatically Improve Customer Success Revenue

SBI Growth

As a Customer Success Leader, to scale your organization, you have to get the most out of your team. Your greatest lever, is how to allocate a Customer Success Professional’s most important asset, their time. In order to drive the.

Scale 186
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How to Be a Memorable Salesperson Part 11: Listen With Empathy

Connect2Sell

Memorable: enduring, unforgettable, noteworthy, significant, extraordinary, esteemed, important, impressive, remarkable, indelible, interesting, meaningful. The dictionary offers plenty of synonyms for the word “memorable.” They are all relevant and useful outcomes for a seller. That’s why we’ve written this 12-part series on how to be a memorable salesperson.

How To 185
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Four Reasons Behind Sales Madness

Anthony Cole Training

In our follow up to last week's March Madness write-up, we discuss the idea of "sales madness", and the notion that it can be defined similarly to insanity, or doing the same thing over and over again but expecting a different result.

Follow-up 149
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This is How To Make the Most of Networking at a Conference

Alice Heiman

Many of us attend conferences for continuing education, but these can be great networking opportunities also if we have the right mindset. Approaching new people can be difficult because of the obstacles we put in front of ourselves as well as those innate to a conference setting. As a result, you sometimes leave events without making meaningful contacts.

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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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Get Work Done Right – Insights from Author and Workfront CEO, Alex Shootman

SBI Growth

Our Workplaces Have Changed … And They Are Continuing to Change. The modern workforce consists of five generations of workers. The Millennial generation is better educated that those who are a part of Generation X. Millennial women are more than four times.

Education 175
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The B2B Sales Rep’s Guide to Getting Past Gatekeepers

Zoominfo

Sales reps often refer to receptionists, assistants, and phone operators as gatekeepers—and for good reason. These professionals have the job of screening calls, deciding what’s important, and ultimately, who gets through to their boss—the decision maker. Essentially, gatekeepers hold the key to B2B sales success. If you can’t convince a gatekeeper you’re important, you can kiss that sale goodbye.

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5 Strategies the Best Reps Use to Tell Tire Kickers From Real Prospects

Hubspot Sales

You've spent hours prospecting : researching, making warm calls , reaching out via email and on social media. If you have prospects who are dragging their feet or slowing a deal down, you might be working with a tire kicker. The Cambridge Dictionary describes a tire kicker as, "someone who appears to be interested in buying something and asks a lot of questions, but doesn't buy anything.".

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The 11 Best Discovery Call Tips for Sales You’ll Read This Year

Gong.io

Are you looking for the BEST discovery call tips? Ones that will set your sales calls on FIRE? Well, this might be the most important thing you’ll read this year. You’ll see why in a minute. But First… A Disclaimer: These tips are NOT for beginners. You have to know the basics of good discovery for these to work. If you don’t, you’ll misapply them. If you DO know the basics, these tips will take you to the next level.

Call-back 111
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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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Establish a GTO (Growth Transformation Office) and Ensure Success of Your Revenue Growth Initiative

SBI Growth

I was speaking to a former client who recently implemented a growth transformation office. When I asked what the GTO’s goals were, she shared that the role of a growth transformation office is to accelerate internal transformation by identifying the.

Revenue 175
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Key To Great Customer Experience

Partners in Excellence

We know the importance of customer experience. Whether it’s their buying experience or their experience in implementing or using our solutions, customer experience is key to our success. It’s what causes them to buy, repurchase, and recommend. Billions are being invested in customer experience. Whether it’s improving our products and services, improving their digital experience, improving their buying experience; investments in customer experience are increasing.

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The Salesperson's Guide to Competition-Based Pricing

Hubspot Sales

Did you know, on average, a 1% price increase translates into an 8.7% increase in operating profits ? It's hard to believe the smallest percent increase or decrease in price can make a significant impact on profit margins. This statistic highlights the importance pricing can have on your company's bottom line. Now, I'm sure you're wondering which pricing strategies will help you turn a profit.

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ad-hoc projects: another nail in the coffin of BANT

Membrain

It surprises and shocks me how many sales organisations still regard BANT as a practical way of qualifying sales opportunities. For those who are unfamiliar with the term, it dates back to the steam-driven days prior to the emergence of the Internet, SaaS and modern buying behaviours and stands for Budget, Authority, Need and Timeframe.

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How to Leverage Intent Data for Better Outcomes

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

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Why Successful Marketing is Equal Parts Art and Science

Zoominfo

Marketing 214
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Too Busy To Do What We Know Is Right!

Partners in Excellence

The sales team knew the sales process helped improve the results they produced–they had tested it, they’d seen profound improvements in result, but they weren’t using it. They struggled to produce results. The manager knew he was supposed to coach his people. He knew that coaching was the most effective way to improve performance and drive results.

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Are You a People Person?

Go for No!

Are you a people person? Can you relate to other people? As Dale Carnegie said: “People who can put themselves in the place of other people, who can understand the workings of their minds, need never worry about what the future has in store for them.” – Dale Carnegie. If you consider yourself a people person, that quote should be of great comfort.