Understanding the Sales Force

NOVEMBER 29, 2023

Unfortunately, it isn’t because it simply does not work effectively. The only thing enjoyable about trash days is that Dinger loves to “do the trash” with me. As much as I hate trash time, my feelings about email are even more negative. 10% were personalized but it was creepy personalization.

Meeting 193

Meeting Cold Calling Outbound Inbound 193

The Pipeline

NOVEMBER 23, 2021

It’s a short week, leading to a short time to the end of the sales year, so I thought I would make this short and to the point. There are times to go after new things, and times to take stock of what you have or can get. If your sales cycles is longer than 30 days, 2021 does not exist any more. By Tibor Shanto.

Video 334

Video Trends Sales Cycle Account 334

Partners in Excellence

FEBRUARY 12, 2024

We are driven to pitch our products and solutions. We have presentations focusing on us, our products, our companies and how great we are. What does this mean? It’s not just about what’s happening in their business—their problems, their opportunities, their challenges.

Customer 111

Customer Discount Negotiation ROI 111

Hubspot Sales

MARCH 18, 2024

Research shows there is a weapon you can use to increase your sales performance — a sales strategy that's effective no matter where you work or what you sell. What is this sales strategy, you ask? Strategically framing your prices. How we spend our time says so much more about who we are than how we spend our money does.”

Discount 103

Discount ROI Comparison Loyalty 103

Force Management

DECEMBER 14, 2023

A channel program is an effective way to increase your capacity and expand market share, helping you reach your growth goals faster. When executed well, your channel program will decrease the cost of a sale, improve reach into new markets, and grow overall seller capacity without increasing internal headcount. What is our proof?

Channels 137

Channels Revenue How To Case Study 137

Partners in Excellence

JANUARY 22, 2024

Sometimes, I feel like a broken record talking about Customer and Business Acumen. When I talk to leaders about their GTM strategies, the focus is on products and presenting the capabilities of products. Yet these same leaders complain about the ability to connect to prospects and customers. They don’t know.

Customer 101

Customer Face-to-face Enterprise Enterprise 101

Partners in Excellence

FEBRUARY 29, 2024

We were talking about his prospecting challenges. ” We talked about some of his strategies. He researched others, understanding their roles and what their companies did, creating personalized emails. He tried to connect what he learned they were doing with his prospecting efforts. How do you know if he cares?

Ideal Customer Profile 117

Ideal Customer Profile Face-to-face Trade Show Prospecting 117

SalesLoft

APRIL 25, 2024

If revenue pros are thinking it, we’re saying it. Join us live as go-to-market experts share their best advice and insights from the frontlines of revenue — with tactics you can immediately implement at your organization. Chris Turner and Rebby John get this question a lot: what does a sales engineer do?

Engineering 52

Engineering Industry Face-to-face Education 52

Sales Gravy

JANUARY 23, 2024

Jeb and Ryan explore how buying is an emotional experience and sales pros that ask questions that get the story “why” behind the buyer’s “what” sell more. They dive into how curiosity and empathy are pivotal for transforming your sales approach. It's about getting below the surface.

Pivotal 91

Pivotal Loyalty Engineering Lead Rank 91

Nutshell

APRIL 22, 2024

If you use forms on your website, you may get a few spammy submissions that distract your sales team and clog your pipelines. Protecting your forms from spammers is important for boosting team productivity and maintaining clean customer data. How does Nutshell forms spam prevention work?

CRM 71

CRM Data Benefit Exact 71

Autoklose

APRIL 22, 2024

Marketers and salespeople heavily rely on huge volumes of customer and sales data in order to be able to tailor campaigns and promote their products or services. Therefore, it’s only logical if the data they use isn’t accurate, their efforts won’t be successful. You’ll waste your time and money 2. Your churn rate will soar 3.

Data 98

Data Top of Funnel Government Churn 98

Hubspot Sales

APRIL 1, 2024

It won’t matter who they work for or what industry they’re in. It’s kind of a running joke that no seller will ever get enough leads. So, let’s take a look at the trends sellers are reporting about inbound lead flow on RepVue , and three things you can do to still hit your targets. Want more content like this?

Ideal Customer Profile 80

Ideal Customer Profile Inbound Lead Rank Lead Scoring 80

Partners in Excellence

JUNE 14, 2023

Pop Quiz time…… Put everything away, pull out a pen/sheet of paper, open a blank document on your computer, or open the notes app on your phone. Answer this question, you have 90 seconds: What does your customer care about? What are the top 3 things that matter to them? It is not new.

Customer 92

Customer Face-to-face Promotion Up-Sell 92

Partners in Excellence

SEPTEMBER 22, 2023

What business problem is your customer solving? Hopefully, it’s the problem you are the best in the world at solving. If it isn’t, you are wasting your and the customer time. If I pose this question to sellers, the responses I get are usually about what their products do.

Customer 104

Customer Face-to-face Enterprise Enterprise 104

Accent Technologies

SEPTEMBER 30, 2023

This AI helps in so many ways and has such massive potential to make sales teams much more productive that you need to take a close look sooner rather than later. ChatGPT] does not happen often, so when it does it pays to pay attention. But, for many others, it be a key reason they fall behind.

Enterprise 97

Enterprise Enterprise Ideal Customer Profile Lead Rank 97

Sales Hacker

DECEMBER 8, 2023

The greatest technology does not always win. Likewise, the new products you launch do not determine your success. Today, we’re diving straight into the details with product marketing leaders. Let’s get into it. Make sure your message lands. Keep it simple. “Do It’s showtime.

Scale 99

Scale Conference Distribution Exercises 99

Hubspot Sales

APRIL 15, 2024

It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible. Let’s take a look at what they had to say. At the same time, they allocate about 25% of their prospecting to focus on long-term aspirational goals.

Hiring 111

Hiring Face-to-face Sales Qualified Lead Lead Rank 111

BuzzBoard

MARCH 22, 2024

Key Takeaways from the Post: Understand Your Prospect: Have a nuanced grasp of the audience mindset to solve a real problem they care about right now. Get More Context: Gain more powerful insights into your prospects, and uncover their underlying thoughts and needs through generative AI-powered tools.

Scale 101

Scale Ideal Customer Profile Sales Qualified Lead Lead Rank 101

Product Management University

AUGUST 15, 2023

The biggest difference between product management and portfolio management is product management focuses specifically on the success of each product whereas portfolio management focuses on the success of the company (the portfolio) in chosen market segments. Traditional Product Management Here’s the other problem.

Segment 98

Segment B2B Data Marketing 98

Smooth Sale

MARCH 4, 2024

Image Source – CCO License Attract the Right Job or Clientele: What Makes An E-commerce Business Successful? E-commerce is an excellent area of business to enter according to your desires and one you can approach in many ways. Our collaborative blog offers insights into the question, What makes an e-commerce business successful?

Licensing 98

Licensing Hiring Networking Lead Rank 98

Hubspot Sales

JANUARY 23, 2024

Does upselling have to feel sleazy or uncomfortable? I don't think so, but it depends on how you approach it. But from my experience, when you focus primarily on your customer's experience and goals, upselling benefits both you and your customer tremendously. Take the time to understand what success means to them.

Data 85

Data Strategy Customer Social Media 85

Partners in Excellence

JANUARY 30, 2024

It’s Monday morning, I’ve just cleared my email and social feeds. 100% of the prospecting messages I see are product focused. Can I show you what results you might realize…” Sometimes, the product pitches are thinly veiled by a problem: “Is lead/demand gen a problem for you?

Face-to-face 92

Face-to-face Buying Cycle Outbound B2B 92

Hubspot Sales

MARCH 4, 2024

We recently reached out to some of the winners for their insight on what sales leaders should prioritize, some principles they should live by, and how they should work with their teams in 2024. Here's what he had to say: "My primary guiding principle in sales is to create the sales process you enjoy buying from.

Lead Rank 103

Lead Rank Construction Hubspot Lead Scoring 103

Janek Performance Group

FEBRUARY 6, 2024

From prospecting through account management, it’s being informed of their personnel, their processes, their strengths, and weaknesses. Regardless the stage of your relationship, this starts before making contact. Then, it’s utilizing this knowledge to your advantage. It’s not enough to know a company makes widgets.

Social Media 71

Social Media Ideal Customer Profile Decision Maker Referrals 71

Partners in Excellence

AUGUST 7, 2023

They don’t know enough about what I’m trying to achieve to be able to articulate and quantify the value I should expect from their solution. They answer concerns I have with product capabilities, not what the solution means to me and my organization and what we are trying to achieve.

Face-to-face 95

Face-to-face Discount ROI Training 95

Hubspot Sales

SEPTEMBER 26, 2023

What is the most important soft skill to have in sales?”) For one, OpenAI has released several versions of its models, and different tools could be using different versions. Acme Corporations just opened its third warehouse this month, and "SkyLite" can integrate with its current tech stack." Let's dive in.

Tools 91

Tools Lead Rank Face-to-face Case Study 91

Partners in Excellence

JANUARY 25, 2024

I have to start this post with an acknowledgement and a concern about misinterpretation/misapplication of this article. We don’t have a set agenda, we talk about what we are seeing, usually it’s me whining about the state of professional selling. Think about that for a moment.

Competition 107

Competition Customer Buying Cycle Vendor 107

Smooth Sale

SEPTEMBER 27, 2023

Attract the Right Job Or Clientele: Do You Know The Science Behind Standing at Work: How It Affects the Body? Our guest blog suggests that the science behind standing at work explains how it affects the body, for better or worse, to illustrate if you are better on your feet or staying off them.

Hiring 113

Hiring Energy Study Fashion 113

Hubspot Sales

FEBRUARY 14, 2024

Plus, insights into how the best emails perform and what your audience wants from you. A focus on user benefits over product or service features. Use a little color to your advantage. Get meta with it. Know your audience. Ideally, you’ll be out in the field gathering actual feedback from your buyers.

Data 87

Data Segment Email Marketing Webinar Metrics 87

Product Management University

APRIL 25, 2023

Creating a value based resume means it’s time to treat yourself as a product that has strategic (employer) value. The hard part is avoiding the trap of TELLING employers what the product (you) does versus SELLING its value. What is a Value Based Resume? Unfortunately, I don’t possess any magic powers.

Hiring 97

Hiring Positioning Objections Examples 97

Partners in Excellence

MARCH 1, 2024

They have gone through the work of defining the problem, defining what they want to achieve, getting funding, identifying the risks, looking for solutions… And then they talk to us. And all we want to talk about—or are capable of talking about—are our products and solutions.

Trade Show 77

Trade Show Conference Segment Groups 77

Hubspot Sales

OCTOBER 9, 2023

There is nothing worse in the world of selling than asking an executive a great question and then not knowing what to do with the answer. In many cases, a salesperson in that position panics and starts spewing out product features that don’t match the need and are inappropriate in that conversation.

Prospecting 101

Prospecting Consumer Margin Objections 101

Allego

FEBRUARY 27, 2024

Imagine your sales team transforming overnight: Tasks that used to pile up are now checked off in record time. With AI, analytics turn into gold, and your sales approach is fine-tuned with precision. Here’s how to select an AI-enhanced sales enablement solution that not only meets but exceeds your business ambitions.

Sales Enablement 62

Sales Enablement Analytics Follow-up Ideal Customer Profile 62

Smooth Sale

APRIL 22, 2024

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: 6 Tips to Help You Protect Your Business Assets Better Running a business without safeguarding your assets is like skydiving without a parachute! It is a recipe for disaster that has proven itself many times over. Think of it as the moat around your castle.

Insurance 93

Insurance Insurance Real Estate Hiring 93

Nutshell

MARCH 15, 2024

Qualifying leads before sending them through to your sales team lets you learn more about your prospects and build deeper connections with them, which often results in more deals. Table of Contents What does lead nurturing mean? But there’s work to be done before passing the lead on to your sales team.

Lead Nurturing 71

Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 71

Product Management University

APRIL 8, 2024

But products are the nucleus, and that means market leadership starts with product management. There are the obvious things product management does. Everyone knows what they are, so there’s no need to rehash them. I want to focus on the responsibilities of B2B product management that don’t get much airtime.

Marketing 59

Marketing Segment Face-to-face Lead Rank 59

Janek Performance Group

MARCH 8, 2024

When choosing a sales training partner, start small and work your way up. Incorporate only those skills/behaviors your reps need. This keeps costs reasonable and ensures the most bang for your buck. Whether it is TVs, smart phones, or even peanut butter, we feel better choosing brands we know.

Training 62

Training Face-to-face Education Negotiation 62