Score More Sales

JANUARY 29, 2013

I think that big organizations my company sells into have a very big influence at alumni and C-level meetings our C-level contacts attend throughout the year. In a bigger organization, a marketing team might have specific customer reference team members who focus solely on building up a reference library and referral program.

Referrals 263

Referrals InsideView Outbound LinkedIn 263

Nutshell

MARCH 5, 2024

You’re probably already familiar with lead generation , where you draw people in and get them actively interested in whatever your business sells. And you may have also heard of lead nurturing, which is where you continue marketing to leads until they’re ready to buy. Otherwise, you risk losing out on a lot of potential clients.

Distribution 77

Distribution Lead Rank Lead Scoring Sales Qualified Lead 77

Bernadette McClelland

SEPTEMBER 18, 2018

A time and place that was pre-mobile phones…yes, where yellow phone messages were placed in wooden pigeon holes, where the first plain paper fax machine I sold was for a crazy $20,000, where the boys club ran rampant and a handful of women on the sales floor was a huge exaggeration of numbers. I was truly fortunate.

Lead Rank 170

Lead Rank Lead Scoring Follow-up Exact 170

Hubspot Sales

FEBRUARY 16, 2022

A good hook is imperative for holding your audience's attention, and ultimately convincing your audience that you're worth hearing out. A good sales hook can prevent your prospect from hanging up the phone, or deleting your email entirely. Do your customer research. In sales, it's no different. But first … what is a sales hook?

Hubspot 129

Hubspot Social Media Churn Sales 129

Partners in Excellence

AUGUST 12, 2021

There’s a problem to our thinking on this. We are optimizing to our own objectives, ignoring how the customers want to be engaged and their preferred buying process. For years, we’ve seen profound changes on the way customers want to buy. Our customers don’t care and will be hanging out someplace else.

Fashion 116

Fashion Call-back Channels Up-Sell 116

Product Management University

FEBRUARY 12, 2024

Figure out which segments are experiencing the most success with your product and determine how much runway is remaining and the revenue potential. As a product marketing manager, the most valuable thing I did for our worldwide sales team was educate them on the market segments where demand for my product was highest.

Marketing 59

Marketing How To Segment Scale 59

Bernadette McClelland

MAY 23, 2022

On the weekend I was clearing out my office in preparation for our move to the USA. “A sensational ad, put out by the producers of an expensive car, follows the words of Elizabeth Barrett Browning’s love poem: ‘How do I Love You… Let Me Count The Ways.” Remember to Include Her. Agree With Them.

Workbooks 195

Workbooks Real Estate Energy Call-back 195

Hubspot Sales

SEPTEMBER 26, 2023

Hang on – doesn't ChatGPT, ChatSpot, and Copy.ai Here's the prompt I used: "Write a friendly email to Katie Wu, Head of Operations at Acme Corporations, introducing our new "SkyLite" App. This is an effective way to lay out information and give the eye a break from longer paragraphs. Let's dive in. all use OpenAI?

Tools 91

Tools Lead Rank Face-to-face Case Study 91

No More Cold Calling

AUGUST 7, 2014

Either way, your poor performers probably know you’re going to can them and already have one foot out the door. Here’s his take: “Our clients are constantly asking us where sales managers should spend their time. Where Should Sales Managers Spend Their Time? Here’s the challenge. The answer should be obvious.

Hiring 274

Hiring Small Business Small Business Enterprise 274

Hubspot Sales

DECEMBER 7, 2023

Review your year-to-date quota attainment to gauge where you stand today, and calculate the number of customers you have to sign to hit your goal based on your historical deal size and velocity. He can then see which offerings were popular, which content had the highest engagement, and where potential clients showed enthusiasm.

Data 117

Data Discount How To Quota 117

The Sales Hunter

DECEMBER 4, 2012

It’s also time to assess what are some of the things we need to change to increase our level of success in 2013. If you don’t believe 110% in yourself and the manner in which you can help customers, then how do you expect customers to believe in you? The list could go on and on, but you know where I’m going.

Closing 260

Closing Video Motivation Up-Sell 260

Close.io

JUNE 11, 2018

There’s nothing more powerful in sales than customer intimacy. And as a startup selling to other startups, you have unique insights into exactly what your customer wants and needs. Most of the time, you can even quickly find their founder’s info and reach out directly. Sign up for my free Startup Sales Success course.

Customer 131

Customer Hiring Up-Sell Gatekeeper 131

Bernadette McClelland

JANUARY 28, 2018

2. ‘ Should I stay or should I go?’ With statistics stating 22% of sales jobs will disappear by 2020 and knowing where there is smoke there is usually fire, the dialogue quite rightly turns to the future of some sales roles. And that is to amplify our own individual intelligence. ’ or.

Pharmaceuticals 223

Pharmaceuticals Sales Leadership Lead Rank Software 223

Hubspot Sales

APRIL 22, 2020

While we sure tried getting our templates used, long-term adoption was our pitfall. Most of these templates I’m about to share with you were inspired by or borrowed from our friends over at HubSpot. The remaining ones were drafted by our sales-trainers and then polished by our designers. This is our _.

Hubspot 103

Hubspot Call-back Report Follow-up 103

DiscoverOrg Sales

OCTOBER 3, 2018

We asked Jill Konrath , best-selling author and speaker on the subject of understanding the customer, to ask some hard-ball questions of actual customers who buy products and services. The first thing Bullock emphasizes is that today’s marketers aren’t just focused on customer acquisition. Our goals are very, very clear.

Marketing 193

Marketing Intent Data Face-to-face Webinar Metrics 193

Hubspot Sales

DECEMBER 28, 2020

If you’ve ever been in an argument with your significant other, you’ve probably figured out that the way you say something is often more important than what you say. For example, when having a conversation with a prospect, you can express concern that they could miss out on an offer if they don’t act quickly. Scarcity/Urgency.

Influencer 139

Influencer Up-Sell Conversion Sales 139

SBI Growth

SEPTEMBER 30, 2012

The answer to that question can either push you up to better performance or push you out to a new company. Today’s post will give you a tool to decide if your comp plan is built to keep top players on board or push them out to a new job. C lick here to register for our "Make The Number" tour and get our Sales Rep Comp Assessment Quiz.

Compensation 288

Compensation Incentives Incentive Retention 288

SBI Growth

NOVEMBER 8, 2013

By signing up for our Annual Research Tour , the tool will be sent over to you. The Checklist is broken into two areas where managers should focus. Sales management set out to understand why the number was consistently low. They interviewed customers to find out how they could improve. Monitoring Outcomes.

Licensing 281

Licensing Margin Report Sales Operations 281

Zoominfo

FEBRUARY 20, 2018

As it turns out, most businesses agree. Here’s where artificial intelligence can help. The newest AI technologies can elevate and transform your business website to improve the customer experience and generate more conversions. 2. Search Engine Optimization. 5. Online Customer Service.

Lead Rank 272

Lead Rank Churn Analysis Lead Scoring 272

Sales and Marketing Management

MARCH 16, 2018

The challenges of working in a complicated supply chain – one where manufacturers, distributors and wholesalers must collaborate harmoniously – are the focal point of sales-i’s 2018 report , where 233 business leaders and senior decision-makers shared their thoughts on the year ahead. Customer retention and loyalty.

B2B 195

B2B Company Hiring Discount 195

SBI Growth

SEPTEMBER 30, 2013

Find out where your CRM system is optimized and where you can improve. Download our CRM Potential Checklist to help you maximize your system investment. The Rolodex tool: Customer contact information is entered, but opportunities are sparse. The Compensation Tool: Reps hang onto opportunities until the last minute.

System 303

System CRM Compensation Pipeline 303

Zoominfo

MAY 7, 2020

That’s exactly where you want to be. “We Salesperson: “Here’s a case study showing companies YOUR size will LOVE all our features!”. Salesperson: “Our ROI is huge! Well, how does your budget work?” ) Respond to the status quo ( “What problem were you trying to solve when you reached out to us?” ) Pain is a catalyst for change.

Objections 213

Objections Decision Maker Case Study Face-to-face 213

Zoominfo

JANUARY 11, 2021

Customer lifecycle success hinges on making every customer a priority — from how soon your rep responds to a request to following up quickly after a demo. What is the Customer Lifecycle (and Why Every Sales Rep Should Care)? What about the customer success manager who must ensure a flawless customer buying process?

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Zoominfo

JANUARY 11, 2021

Customer lifecycle success hinges on making every customer a priority — from how soon your rep responds to a request to following up quickly after a demo. What is the Customer Lifecycle (and Why Every Sales Rep Should Care)? What about the customer success manager who must ensure a flawless customer buying process?

Customer 130

Customer Social Media Top of Funnel Loyalty 130

SBI Growth

DECEMBER 31, 2013

Hanging up from your recent round of Sales Manager weekly meetings you realize something. The sales process you rolled out mid-year to increase sales isn’t working. Download our Solution Timing Assessment. Trying to speed through the change is where most projects fail. Download our free Solution Timing Assessment.

How To 287

How To Case Study Follow-up Industry 287

DiscoverOrg Sales

JULY 10, 2018

That’s exactly where you want to be. I seek them out. SALESPERSON: “Here’s a case study showing companies YOUR size will LOVE all our features!”. SALESPERSON: “Our ROI is huge! Respond to the status quo (“What problem were you trying to solve when you reached out to us?”) A study from Gong.io I love objections.

Objections 243

Objections Buyer Persona Study Decision Maker 243

Nutshell

MAY 11, 2023

One of your best options for managing your client relationships is customer relationship management software, called a CRM. CRMs specialize in shaping the customer experience , not just organizing client contact details and property specs. Most importantly, a CRM helps you send the right message to the right customer at the right time.

Real Estate 134

Real Estate CRM Ideal Customer Profile How To 134

No More Cold Calling

JULY 2, 2015

They value what we offer, communicate well, are forward thinking and reasonable, have a good sense of humor, and will give the time, money, and resources to make our business projects successful. Bad Customers, Bad for Business Working with PITA clients isn’t just an unpleasant experience; it’s an opportunity cost.

Referrals 120

Referrals Ideal Customer Profile Engineering Energy 120

Understanding the Sales Force

JULY 22, 2013

Understanding the Sales Force by Dave Kurlan We interviewed him; she''s from our industry; we really like him; but your assessment says she is not recommended. 2 isn''t as simple. Use this free sales recruiting process grader and find out. (c) Why can''t we hire her? So, to answer the "Why can''t we?" None of it!

Hiring 209

Hiring Face-to-face Territories Selling Skills 209

Zoominfo

FEBRUARY 13, 2020

We asked Jill Konrath , best-selling author and speaker on the subject of understanding the customer, to ask a CMO some hard-ball questions about actual customers who buy products and services. The first thing Bullock emphasizes is that today’s marketers aren’t just focused on customer acquisition. Let’s get into it!

Marketing 100

Marketing Intent Data Webinar Metrics Face-to-face 100

Gong.io

APRIL 29, 2020

Some one-on-ones are so good that you walk out feeling motivated for the whole week. Tip #2: Use A Consistent Meeting Structure. One thing we need in our lives — especially in our current work/life situation — is a routine, something regular, something we can expect. Did we accomplish our goal(s)? Consistent.

Top of Funnel 93

Top of Funnel Motivation Call-back Follow-up 93

SBI Growth

SEPTEMBER 15, 2013

Understanding how your customers are evolving and determining whether your sales team is keeping pace. The organizations that have adopted early have seen 3 main benefits: They’re engaging with customers and prospects earlier in their buying process. A customer survey was launched and aggregated. Customer Evolution.

Tools 300

Tools Sales Tools Collateral Vendor 300

Marc Wayshak

NOVEMBER 18, 2020

Check it out: Never Fear Rejection in Sales Tip #1: They can’t physically hurt you. You’re not in a football or rugby game where you can actually get physically hurt if you do something wrong. In the game of sales, the risk is only that you’ll make a prospect a little cranky, and they’ll hang up on you.

Face-to-face 62

Face-to-face Customer Service Up-Sell Call-back 62

Zoominfo

JUNE 7, 2018

As that number grows so does the opportunity to reach potential customers in new ways. When customers post their own content on Instagram about your product or company, they become advocates for your brand. UGC is highly influential and can ultimately help you convert more prospects into paying customers.

B2B 178

B2B Marketing Advertising Advertising 178

Salesmate

JANUARY 24, 2021

It has changed the way we see things, it has changed our expectations about the future. And it certainly has changed the way our business works. Just like every important element of our lives, technology has changed the face of sales. Both – Businesses and customers have grown comfortable with sales inside an office.

Inside Sales 111

Inside Sales Tools Strategy Face-to-face 111

Partners in Excellence

MAY 22, 2015

Some would have you believe all we need to do is spend our time on the web, leveraging social sites and tools like LinkedIn, Facebook, Twitter, Instagram, Tinder (oops) and others. Percentage of users that check LinkedIn daily: 40% as of 7/2/2013 (this is awfully old). Of those, 2/3 engage on only one platform.

Buyer 48

Buyer Social Media LinkedIn Facebook 48

Allego

APRIL 8, 2022

Things that are ultimately “out of the ordinary”. If I told you this was a cold call, would you want to hang up?”. Prospect, have you ever been frustrated that so much of your sales team’s revenue is being closed by only 1 or 2 reps on your team?”. One of our biggest objectives in sales is to lower sales resistance.

Cold Calling 62

Cold Calling Lead Rank Ideal Customer Profile Hiring 62