Smooth Sale

FEBRUARY 19, 2024

The fastest way to kill future sales is to ignore issues clientele may be experiencing. My latest request relates to fixing an application that is not working correctly. Worse, there was no indication that if I did pay, the issue would resolve itself. What steps did you attempt to take to fix it on your end?

Lead Rank 102

Lead Rank Hiring Face-to-face Policies 102

SBI Growth

JANUARY 12, 2013

As the head of sales you can become overwhelmed with technology options. We will discuss how your sales organization can prepare to utilize technology effectively. Many sales organizations are using new technology to automate broken processes. They are looking for a quick fix. Why didn’t they fix these issues?

Sales Methodology 335

Sales Methodology Hiring Forecasting CRM 335

Partners in Excellence

JULY 6, 2022

We called an ambulance, the paramedics acted quickly. As we would expect, the hospital did a much more complete examination, not just of his wrist, but of the rest of his body. They determined in fixing his broken wrist, a few screws would be necessary. Just fixing the problem is seldom sufficient.

Call-back 69

Call-back ACT Follow-up Customer Service 69

Sales Hacker

APRIL 10, 2023

Too often, I see sales teams thinking of their “ sales process ” as a set of stages in their pipeline and maybe a bunch of fields to complete at each stage. We were weak on some key functionality areas where the winning vendor was strong. Price gap We were too expensive. Company capability gap We are a smaller player.

Sales Process 90

Sales Process Vendor Ideal Customer Profile Buyer 90

Zoominfo

MAY 7, 2020

If you’re dealing with a sales objections…congratulations! We should relish objections,” says Steve Bryerton , ZoomInfo’s Vice President of Sales. When sales prospects offer objections, it means they’re taking you seriously. ” Most Common Sales Objections. We don’t have the budget.” “I

Objections 213

Objections Decision Maker Case Study Face-to-face 213

Partners in Excellence

JULY 13, 2021

It’s so intriguing, we see our customers and prospects struggling with buying. One would think this would drive a change in how we sell. After all, if buyers aren’t succeeding in buying, it seems to achieve our goals we need to help them fix this problem. Buying is, without a doubt, broken!

Buyer 109

Buyer Objections Customer Relationals 109

Hubspot Sales

JANUARY 22, 2024

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts.

Closing 112

Closing Leads Marketing Qualified Lead Call-back 112

Zoominfo

JULY 21, 2021

Imagine your sales team is extremely close to signing an important deal with a prospect. The idea is “to let a client know their best interests are in mind,” says Steven Wernke, director of sales at ZoomInfo. Case in point: This past Memorial Day, a sales team at ZoomInfo had a closing that looked to be in jeopardy.

Closing 130

Closing How To Call-back Buyer 130

DiscoverOrg Sales

SEPTEMBER 4, 2018

First things first: People buy from people first, product second , according to Director of Sales Steve Wernke. Here’s how to manage so much winning, with 9 tips from our top sales closers. To make customers feel good about the sale, throw in three freebies, in this order: additional support. The Rule of Three. price discount.

Closing 286

Closing B2B Decision Maker Discount 286

SBI Growth

FEBRUARY 19, 2013

Will fixing a sales problem accelerate your path to promotion? This tool will expose you to the 6 biggest problems sales leaders face. 4 in 5 SVP of Sales jobs become available because the number was missed. They want somebody who can fix sales problems. You see it everywhere in the sales force.

Promotion 310

Promotion Demand Generation Targets Demand Generation Intent 310

Alice Heiman

JANUARY 17, 2023

Heidi Messer started Collective[i] with one goal: to bring more certainty and less volatility to sales and improve the livelihoods of every single employee. There is no other function in a company that is as unproductive as sales. If sales improves every other department has more opportunity.

Hiring 131

Hiring Sports Scale CRM 131

Sales and Marketing Management

MAY 9, 2019

Varner I noticed organizations continually invest time and money to improve sales team effectiveness, but which one? There are hundreds of sales training companies offering thousands of programs in all aspects of selling: call planning, presenting, negotiating, managing key accounts, questioning and more. Author: David L.

Sales Process 209

Sales Process Engineering Case Study Call-back 209

SBI Growth

OCTOBER 14, 2012

As the SVP of sales, you need to figure out why fast. Sales leaders have a tendency to blame comp plans, talent, or lack of training. As a Sales leader you may be too close to the problem. To define the problem correctly, you need to understand what piece of the sales supply chain is broken. What is a sales supply chain?

Hiring 292

Hiring Sales Qualified Lead Lead Generation Revenue 292

DiscoverOrg Sales

JULY 10, 2018

We should relish objections,” says Steve Bryerton , DiscoverOrg’s VP of Sales. If you’re NOT getting objections, you’re probably not very close to a sale, because your pospect doesn’t have that uncomfortable feeling of taking a risk. We don’t have budget.”. “I We see the value, we’re just not ready.”. “We

Objections 243

Objections Buyer Persona Study Decision Maker 243

SalesLoft

APRIL 25, 2024

Albert: We have a tradition at Salesloft with big enterprise wins. But obviously you can’t sell a multi-million dollar deal by yourself — especially at the size of the deals that we’re talking about today. Albert: So you had the vision, which gave you the patience to actually execute on that? We were texting.

Commission 52

Commission How To Scale Enterprise 52

Zoominfo

NOVEMBER 11, 2019

People buy from people first, product second, according to Director of Sales Steve Wernke. Let’s explore this conundrum with nine tips from our top sales closers. To make customers feel good about the sale, communicate these three pieces of value, in this order: additional support additional product and services price discount.

Closing 191

Closing B2B Scale Decision Maker 191

Janek Performance Group

OCTOBER 18, 2022

“If my other sales reps would just sell half as well as my top sales rep, we’d quadruple revenue in 12 months,” said a wishful thinking VP of Sales. The sales leader is blaming the poor performance on the individual sales reps, and not the system which they are using. But the logic is flawed.

Hiring 62

Hiring Sports System Scale 62

Bernadette McClelland

MARCH 11, 2018

(Punch it, Hurb Yo, I don’t think we should talk about this. People might misunderstand what we’re tryin’ to say, you know? What are we talking about here? The truth of the matter is that as we evolve, it’s a given that business evolves, and as both evolve, so does our lingo and lexicon. CEX is…?

Lead Rank 294

Lead Rank Loyalty Lead Scoring Face-to-face 294

Partners in Excellence

OCTOBER 13, 2021

Too often, we find the data that supports what the views we may have already formed. We may have problems with certain people, we find the data that supports them being the wrong people, so we can move them out of the organization. We find the data to support what we want to do.

Data 80

Data Research Survey Sales Cycle 80

The Pipeline

FEBRUARY 20, 2018

While we may not always think of the sales departments or salespeople as an asset, they are, no different than other assets used to move the company’s objectives forward. Sure, it may be argued that Sales is a unique asset, perhaps more important than some other assets, but an asset nonetheless. It’s About Business.

Objections 258

Objections ROI Call-back Pivotal 258

Mereo

FEBRUARY 28, 2024

We at Mereo spoke with expert Tim Ohai , a leading growth consultant and founder of Kupu Solutions who formerly served in leadership roles at Workday, Shell Oil and Pennzoil, about what leaders like yourself can do to foster a healthier business culture in 2024. Finance has its own culture, and sales has its own culture. 1, goal No.

Lead Rank 77

Lead Rank Motivation Lead Scoring Groups 77

Partners in Excellence

SEPTEMBER 5, 2019

Hundreds of pundits, thousands of articles, hundreds of books, hundreds/thousands of sales/marketing automation suppliers purport to have their miracle cures to fixing sales performance. Any of these take time, and there are the challenges of getting people to actually execute on these things.

Sales Talent 91

Sales Talent Face-to-face Margin Retention 91

Anthony Cole Training

JUNE 30, 2014

There’s no little paper clip in the corner which informs me that, once again, I failed to execute my email process completely. There’s no little paper clip in the corner which informs me that, once again, I failed to execute my email process completely. Linda and I were working on a book and we exchanged chapters regularly.

Margin 198

Margin Call-back eBook System 198

Bernadette McClelland

JANUARY 3, 2019

then the term ‘the science of strategy’ would make sense. Most people think that strategy is a fixed, done and dusted thing that we spend a couple of days think tanking, analysing and fact finding before we collaborate on solving a problem, and that’s it. But what of the strategist?

Strategy 262

Strategy Hiring Analytics ACT 262

Anthony Cole Training

OCTOBER 20, 2014

I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. I have come to this realization based on my last 4 sales.

Hiring 201

Hiring Insurance Insurance Margin 201

Zoominfo

SEPTEMBER 10, 2020

ZoomInfo data shows a rising amount of companies over the past decade have manager and executive job titles with the word “loyalty” in them. Airlines would collect information such as what cities passengers typically flew to and what seats they preferred. Loyalty marketing has evolved over the years. Source: ZoomInfo.

Loyalty 226

Loyalty Data Airlines Influencer 226

Pointclear

MAY 26, 2016

Keep leads from being ignored is the fifth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. How many were accepted by sales? How many were proactively rejected by sales (vs.

Sales Qualified Lead 157

Sales Qualified Lead Lead Rank Lead Scoring Leads 157

Zoominfo

JANUARY 22, 2019

In today’s hyper-connected, digital age, online reviews play a large role in the B2B sales cycle. Today we teach you how! Here’s what we recommend: 1. For this reason, we recommend you develop a system to monitor your company reviews on a regular basis. 8 Steps to Handle Negative Business Reviews.

Social Media 213

Social Media B2B Scale Follow-up 213

Mindtickle

APRIL 17, 2024

We live in the age of data. This is especially true in sales; no metric is used or tracked as much as the win or conversion rates. In this blog post, we’ll explore the reasons behind low conversion rates and provide actionable strategies to boost your win rates. What is the sales conversion rate, and why is it important?

Conversion 59

Conversion How To Sales Cycle Sales Qualified Lead 59

Sales Hacker

JANUARY 5, 2023

You might think resolving duplicate records should be a quick and easy fix. There’s no reason you would ever intentionally create multiple accounts for a company like GE. You know that ‘GE’, ‘General Electric’, and ‘GE Inc’ are all duplicates—an easy fix. Scenario 2: You sell POS (Point of Sale) systems to individual franchises.

SalesForce 76

SalesForce How To Decision Maker Exact 76

The Pipeline

DECEMBER 30, 2013

As we headlong in to the New Year, and wipe the slate clean, symbolically in or in actual ways, you are going to face two certain things. First an endless barrage of meaningless awards shows meant to squeeze the last bit of sales out of last year’s products. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Face-to-face 276

Face-to-face Commission Objections Follow-up 276

Anthony Cole Training

OCTOBER 20, 2014

I’ve been in the sales and sales management consulting business for 21 years. Prior to that, I was an insurance wholesaler, an insurance agent, a Nautilus Regional Sales Manager, a Nautilus Regional Sales Rep and collegiate athletic coach. I will illustrate this “secret” based on my last 4 sales.

Insurance 168

Insurance Insurance Margin Hiring 168

Pipeliner

JUNE 13, 2022

We are creating a new category in the sales technology industry: the Sales Suite. Today sales—and, really, commerce as a whole—has hit an all-time high of complexity. That kind of approach is not solving our already overly complex sales and commercial landscape. A problem pops up, we evolve a fix for it.

Chemicals 98

Chemicals Pipeline CRM Face-to-face 98

Pointclear

APRIL 6, 2017

And, at lot of times executives will say “I tried it and it didn’t work.” It has just been ruined by snake oil lead generation firms (for those of you younger than I am, and that would be most of you, snake oil is defined as: a substance with no real medicinal value sold as a remedy for all diseases). Often multiple times.

Outsourcing Services 160

Outsourcing Services Lead Generation Sales Qualified Lead Lead Rank 160

Janek Performance Group

NOVEMBER 1, 2022

Are you a CEO, VP of Sales, or Chief Revenue Officer feeling pressured because your company missed its numbers last quarter? If your company needs to find new sales this quarter, this article is for you. It explores the current sales environment and what companies can do to increase their win rates in the next 90 days.

Buyer 62

Buyer Call-back Lead Rank Lead Scoring 62

The Pipeline

MAY 28, 2015

The most successful B2B sales people I have worked with have always been focused on winning and improving. Each sales is like a fix, and like real sales junkies, they are focused on the next fix, a fix that has to be more, in the case of sales better, than the last. Tibor Shanto .

Trade Show 120

Trade Show Sales Qualified Lead Comparison Commission 120

Zoominfo

JULY 28, 2022

In an ideal world, B2B revenue teams would run with lightning-fast lead response times, streamlined operations, and an aligned sales and marketing team. A sales funnel powered by volume and velocity is vital to stay competitive in today’s market. Intelligent lead routing is a key component of that effective, speedy sales motion.

Lead Rank 130

Lead Rank Lead Scoring Sales Qualified Lead Leads 130