Sales and Marketing Management

SEPTEMBER 21, 2020

Author: Leeatt Rothschild Virtual sales meetings have become the norm as a result of COVID-19. However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Keep your video on during the meeting. Turn the meeting into a conversation.

Sales Meeting 317

Sales Meeting Meeting Nonprofit Face-to-face 317

Steven Rosen

FEBRUARY 27, 2022

VP’s of Sales and Marketing and Business Unit Heads can relate to this. They are the people in commercial organizations responsible for both strategy development and sales execution. Are you crushing your sales numbers, or are you falling short? If you want to crush your sales numbers, it comes down to execution.

Strategy 408

Strategy Scale Objections Maximizer 408

Janek Performance Group

MARCH 12, 2024

Virtual sales meetings are becoming increasingly common as teams transition to working from home and offices are spread out in different cities. In the past, a virtual sales meeting, whether by video or phone call, was generally not given the same consideration as an in-person meeting.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

The Pipeline

NOVEMBER 19, 2020

What really counts in the real world (you know where sales are made), is the prospects’ and clients’ perception and definition of value. Sadly too many salespeople start the day armed with nothing more than a singular view of their Value Proposition. Almost all executives point to one kind of sales meeting they hate most.

Lead Rank 398

Lead Rank Lead Scoring Margin SME 398

Smooth Sale

APRIL 25, 2024

If you have thought about the following and started implementing them, you should be in a much better position in no time, so let’s look at what might be involved. Empower Business Finance and Growth Image Credit – CCO License Prepare First, you consider getting prepared to do all this, which can take time.

Licensing 93

Licensing Banking Hiring Course 93

Sales and Marketing Management

MARCH 23, 2020

Author: Randy Illig In 1990, I’d just started a business that would prosper or die based on my sales success. No sales, no company. At the time, “The 7 Habits of Highly Effective People” was making waves on the bestseller lists, so I picked it up. To be successful in sales, our attitude is critical.

Real Estate 320

Real Estate Webinar Metrics Intent Face-to-face 320

No More Cold Calling

JUNE 29, 2023

Sales teams continue to face more and more pressure to ramp up. The irony is that every company has an under-utilized, higher-value revenue stream that can generate significant qualified opportunities in both good times and bad. Your most neglected sales channel is your existing client base. Where can they get revenue now?

Referrals 177

Referrals Channels Cold Calling Scale 177

Steven Rosen

MARCH 23, 2021

3 Steps to Flawless Sales Execution. With modest single-digit declines in sales, the sector has fared relatively well. The most significant factor to a slowing of growth has been attributed to a reduction in in-person meetings between sales representatives and physicians. Are your reps prepared to start making calls?

Pharmaceuticals 284

Pharmaceuticals Call-back Coaching eBook 284

SalesProInsider

NOVEMBER 15, 2023

That’s how I started the first article in this two-part series about the most boring habit. And it’s the ONE key habit you should develop to have better sales conversations and success. Ready…or Not for the Sales Conversation? “Measure twice, cut once.” Measure twice, cut once.” They deserve 100% of your attention, don’t they?

Conversion 104

Conversion Follow-up Lead Rank Lead Scoring 104

Zoominfo

JULY 24, 2020

In theory, your sales and marketing departments should be the best of friends. What if I told you that misalignment between sales and marketing technologies costs B2B companies 10% of revenue or more per year? Why is Sales and Marketing Communication Important? Sure, it’s a problem, but your company is doing well.

Top of Funnel 301

Top of Funnel Marketing How To Funnel 301

Smooth Sale

NOVEMBER 29, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Will You Focus On the Year-End Rush? The holiday season plus year-end for business puts tremendous stress on many, requiring a keen focus on the year-end rush. My Story Most businesses finalize expenditures near year-end as they must use or lose their budget.

Hiring 119

Hiring Face-to-face Follow-up Networking 119

Zoominfo

FEBRUARY 10, 2021

So let’s get into how CLV plays into sales and marketing campaigns and how to calculate it. And this requires your sales and marketing teams to prioritize retention strategies over acquisition strategies. For customers that want to skip face-to-face purchase meetings, self-servicing saves a little of your resources and budget.

Lead Rank 246

Lead Rank Lead Scoring Revenue Customer 246

Emissary

SEPTEMBER 27, 2021

Quarterly Business Reviews (QBRs) have been a mainstay for key account management for some time. If your clients are not protecting the time, they don’t see the value. Reviews for long-term accounts should have different content than those just starting out. Be sure to message the meeting.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

Nutshell

MARCH 25, 2024

It’s where the rubber meets the road, and the initial relationship you’ve built with your customer before their purchase is put to the test. These benefits include: Strengthened relationships: One of the most important benefits of a formal customer onboarding process is the time you and your client will spend getting to know each other.

Positioning 127

Positioning Customer Churn Face-to-face 127

Hubspot Sales

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Let’s start with an analogy: You wouldn’t expect a rookie with no training to pick up a bat in a major league baseball game and knock it out of the park on his first try.

Pipeline 96

Pipeline Opportunity Coaching Meeting 96

Nutshell

APRIL 3, 2024

An ideal tech stack software for consultants is easy to use and integrate, adding convenience to your business without being difficult to use or time-consuming. So, we’ve narrowed it down to five essential software types and suggestions for specific software to start with. Let’s discuss the benefits and examples of each software below.

Software 71

Software Software Harvest Scale 71

Partners in Excellence

SEPTEMBER 14, 2023

Time Available For Selling is a critical issue for everyone in sales. But there are many things, both necessary and unnecessary, that distract from that time. Thinking of sellers chained to their desks, constantly on Zoom, telephone, or other meetings. Sellers have responsibilities outside just engaging customers.

CRM 129

CRM Proposal Maximizer Up-Sell 129

Smooth Sale

APRIL 18, 2024

Photo by Geralt via Pixabay Attract the Right Job or Clientele: Top Tips for Starting Your Business and Enjoying Growth Starting your own business is enjoyable and can lead to many rewarding moments. Our essential tip is to prepare your best and give yourself the necessary time before launching your company.

Insurance 83

Insurance Insurance Hiring Face-to-face 83

Partners in Excellence

APRIL 10, 2024

And since we know we are likely to have variance in actually making the product, we specify tolerances we can accept so the product will still meet specifications. But as we start assembling the various parts into a machine or some sort of product, sometimes the aggregation of those tolerances results in something that is out of tolerance.

Case Study 87

Case Study Marketing Qualified Lead Scale Engineering 87

Julie Hanson

MARCH 8, 2024

One of the most common limitations I hear salespeople argue for in virtual sales is this: "I cannot look at the camera and do a presentation or demo at the same time!" At the end of our training, those same sellers surprised themselves by making direct eye contact an average of 70% of the time – even while presenting slides or sw.

Software 62

Software Software Sales Meeting 62

Partners in Excellence

DECEMBER 1, 2021

Ideally, we are spending as much time as possible, working with our customers to help move them through their buying process. At the same time, customers are engaging sales people for only a small time in their buying process. Are we maximizing our contribution to the customer in those ‘meetings?

Meeting 118

Meeting Customer Objections Maximizer 118

Partners in Excellence

NOVEMBER 18, 2021

Ideally, we are spending as much time as possible, working with our customers to help move them through their buying process. At the same time, customers are engaging sales people for only a small time in their buying process. Are we maximizing our contribution to the customer in those ‘meetings?

Meeting 117

Meeting Customer Objections Maximizer 117

Smooth Sale

DECEMBER 29, 2023

Photo by GDJ Pixabay Attract the Right Job Or Clientele: How to Simplify the Appointment Process for Prospective Clients Successful selling requires a meeting of the minds between the buyer and the seller. Most view the purchase as the ‘end-all,’ but it isn’t. However, it is an error that eats up unnecessary time.

Prospecting 88

Prospecting How To Hiring Influencer 88

Hubspot Sales

DECEMBER 7, 2023

It’s here, the biggest sales quarter of the year. The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. Sales professionals who are doing their best work in Q4 are executing their sales processes to perfection.

Data 117

Data Discount How To Quota 117

Hubspot Sales

FEBRUARY 12, 2024

To meet the emerging demand, consider getting into the cleaning services biz, a ~$400B industry that’s projected to reach $633B by 2030. High-traffic areas like restaurants and offices must meet hygienic standards, but small businesses often can’t afford a full-time janitor. Start a solar panel cleaning biz.

Industry 76

Industry Chemicals ROI Lead Rank 76

Partners in Excellence

MARCH 4, 2024

I originally met him about 10 years ago, when he led the sales effort for a specialized product line for his company. I ended up running service stations until one day not long after my first child was born, they made me redundant from my job. I took that job in 1997, and I’ve been working in sales ever since.

Cold Calling 73

Cold Calling Travel Call-back Up-Sell 73

Partners in Excellence

MARCH 21, 2024

When I started working with the organization, one of the clear needs they had were in developing a strong sales organization. I’d seen Mary’s engagement and ideas in meetings, started talking to her about prospecting and finding new schools. Meeting people, all day, every day sustained him.

Education 73

Education Retail Up-Sell Sales Leadership 73

Hubspot Sales

JANUARY 9, 2024

The art of door-to-door sales is timeless — even during the rise of modern sales strategies. There’s no two ways about it: D2D sales can be tricky. So, if you can master the art of door-to-door sales, the juice is worth the squeeze on the income front. Table of Contents What is door-to-door sales?

Face-to-face 98

Face-to-face Up-Sell Research Sales 98

Alice Heiman

FEBRUARY 12, 2020

Do you ever feel like most of your days are spent going to meeting s, assembling information for reports , a nd putting out fires? Do you w ish you had more time to focus on the things that will make the biggest impact? . W hat if you had more time each day to spend coaching your salespeople to close business?

Sales Coaching 168

Sales Coaching Coaching Closing Trade Show 168

Partners in Excellence

JUNE 13, 2022

Time management is, more than ever, an issue for each of us. While so many of us have been working from home, our travel and F2F meetings have been restricted, somehow it seems our challenges with managing time has become a much bigger challenge. So much of how we allocate our time and priorities is based on history.

Meeting 106

Meeting Call-back Groups Face-to-face 106

Partners in Excellence

JANUARY 12, 2024

Confession time. When we eventually find someone that wants to buy and will talk to us, 60% end in no decision made. And for those that eventually do make a decision, we end up winning about 15% of them. Like so many people do, I decided to start looking for the hacks and shortcuts. I’m terribly lazy.

Face-to-face 107

Face-to-face Commission Up-Sell Discount 107

SalesLoft

APRIL 25, 2024

A lot of the time, yes, I get the commission check, and I get a lot of the credit for being the seller. Because the only way I meet my goal at the end of the day is from all their hard work and how they genuinely care about the customer. The customer is on board. The contract is signed. The team is popping champagne. Now what?

Commission 52

Commission How To Scale Enterprise 52

Partners in Excellence

MARCH 4, 2024

One of my most important meetings is our monthly conversation, “Trying To Solve The Selling Problems Of The World.” Why am I obsessed with sales? Christian Mauer (Dave’s friend) asked him why he is so obsessed with sales? Sales have fascinated me for three decades. This is a stunning article!

Face-to-face 73

Face-to-face Lead Rank Lead Scoring Decision Maker 73

SalesFuel

APRIL 9, 2024

Now it's time to change your mindset to optimize team performance. This person manages the loose ends that may have been forgotten as the team rushes to meet a deadline. If you are in this situation, start by asking each person to take a psychometric assessment. Congratulations. You also need the right leadership mindset.

Hiring 52

Hiring Guidelines Conference Negotiation 52

Sales Hacker

AUGUST 4, 2021

There’s a common misconception that both sales and marketing are not equally important. This can easily result in challenges between marketing and sales alignment. Sales and marketing might be different instruments, but they are all part of the same orchestra. How to ensure effective sales-marketing meetings.

Meeting 126

Meeting Marketing How To Groups 126

Alice Heiman

DECEMBER 13, 2022

Anthony Iannarino has some bad news for sales leaders who are depending on 20 year old sales models. Tell me about your problems and let me tell you about my solution” won’t even get you a second meeting.”. Sales teams must be retrained to create value not sell benefits. Let me start a conversation with you about that.

Lead Rank 131

Lead Rank Lead Scoring Leads Marketing Qualified Lead 131

Partners in Excellence

NOVEMBER 9, 2023

Imagine how I could waste that time doing something else… ” Or, I tend to be an impatient driver. Some of the time is we are overburdened, we need to find a more efficient way of doing things. Sometimes, we need to compress the time to results. ” (I did get a lot of value from the book.)

Discount 119

Discount Pipeline Opportunity Tools 119