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Exhibit Something Different

The Pipeline

By Tibor Shanto. Most trade shows I attend, I do so to prospect, not as an exhibitor. Organizers kindly line up prospect in neat little stalls, one after the other. A couple weeks back I went to an event where I was indeed interested in what they were displaying and selling.

10 Things You Can Do to Prospect Faster

The Sales Hunter

We all wish every lead turned into a great prospect and in less time. You probably also want it all to take you less time than it takes to decide what you want to eat for lunch. That would be the greatest customer, right? Yes, in a perfect world, that could happen.

Metrics—Which One is Most Important?

Mr. Inside Sales

Feeling a little overwhelmed by all the new technology that seems to come out every month (almost every week)?

Why Pipeline Review Is Vital to Publicly Traded Companies

Sales Benchmark Index

High Stakes and High Visibility. Just when have we engaged with the client, the quarterly earnings hit the street. It wasn’t pretty. Expectations of strong revenue growth vaporized into questions of long-term viability. The CEO, who previously trusted sales forecasts, blamed.

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

Why Your Business Needs to Be More Fun

The Sales Heretic

One of my favorite pieces of research in the field of sales and marketing is a survey of B2B buyers conducted by Britt Beemer for American Demographics Magazine. In it, Beemer found that 70.1% of respondents would switch to a different vendor if the company was more fun to do business with.

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How to Magically Move Prospects into a Buying State of Mind

Understanding the Sales Force

Most lies are truths to the people who state them. Take climate change for example. Climate change is clearly a real thing. The planet has been warming exponentially since the ice age!

Is Your Value Proposition Strong Enough?

Jill Konrath

I was eating lunch with the new president of a large manufacturing company. She was well aware of the work I’d done with their sales organization. So when I asked about her biggest challenge, I assumed we’d be talking sales. Instead, she answered, “Waste.”. Selling Tools

Implement an Account Management Process Before It’s Too Late

Sales Benchmark Index

How I Prospect Every Day

John Barrows

I always refer to myself as a sales rep who happens to train rather than a trainer who happens to sell. While the days of making 400 cold calls a week (and they were truly cold calls) are over, I still prospect every single day to keep a big fat pipeline.

10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

The Role of Artificial Intelligence in Relevant Buyer Experiences

Sales and Marketing Management

Author: Theresa O'Neil, Chief Marketing Officer of Showpad Today’s B2B buyers have higher expectations than ever before, and their criteria for making purchase decisions is evolving. While having a great product at the right price point is certainly important, it doesn’t guarantee success.

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Promoted! Sales Team Management Tips for Turnaround Teams

Connect2Sell

In this series for new sales managers, we’re about to look at sales team management tips for turnaround teams … teams that aren’t performing well. coaching leadership skills sales leadership sales management

Is Your Ego Keeping You From Listening / Sales Leadership Lessons

The Sales Hunter

Show me an egotistical person, and I will show you a person who isn’t listening. If someone feels like they have all the answers and know it all, then why should they listen to anyone else? Primarily, to an ego driven person, everyone else is purely there to make them look good. That’s it!

Friday Five – When Prospective Buyers Disappear

Score More Sales

You know what happens – great conversation with a future customer of yours, and then the conversation goes silent. Radio Silent. They don’t return your calls or emails – even if you had multiple interactions. What to do? Sales Tips sales strategy sales coaching

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The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

Transforming Sales: Buyers are Telling us What They Expect and That Will Continue

Smart Selling Tools

Transforming Sales: Buyers are Telling us What They Expect and That Will Continue. In this series, we ask Sales Tech Executives to describe how their solution can transform sales in a significant way. This week I interview Melody Astley , VP of Sales for Finlistics Solutions.

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Walking the Tightrope of Sales Compensation Modeling

Sales and Marketing Management

Author: Dave Egloff, Senior Director at Gartner For many organizations, sales commissions are the highest variable expense and unfortunately, very challenging to forecast. That is an uncomfortable fact — the chief sales officer’s highest variable expense might be the most challenging to predict.

How to Get Referrals and Finally Conquer Your Fear

No More Cold Calling

Asking for referrals feels riskier than cold calling. “I’m I’m not sure of the reason, but I have never been comfortable asking for referrals.”

How to Eliminate Misunderstandings and Closing Delays

Anthony Cole Training

In business, especially in sales; delays, misunderstandings, and communication can go awry. Sometimes, even with the influx of technology and communication tools, it is easy to misinterpret what a prospect, or salesperson, says. communicating expectations expectations Sales Presentation AWATL

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

VIDEO: The 7 Biggest Mistakes New Sales People Make

SalesLatitude

When you think about it, new sales people today are incredibly fortunate. They get so much more training, documentation, information on best sales practices, and internal support than their predecessors, who often had to find their own way – usually, the hard way.

Video 101

Introducing: The B2B Sales Show ft. Joe Caprio

Chorus.ai

We're excited to announce that Chorus.ai has partnered with Sweetfish Media , producers of the B2B Growth podcast, to contribute to their latest project: The B2B Sales Show.

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Move the Deal Episode 2: It’s Magic: The Art of Forecasting

Miller Heiman Group

The next episode of our Move the Deal podcast is live! Episode two features the Director of Sales Operations Management of Particle Measuring Systems —and Miller Heiman Group Icon —Kathy Venincasa.

The Very Best Time to Prospect

Anthony Iannarino

When I first started selling, I had no existing clients and no other responsibility. I made cold calls out of the phone book, more specifically, the business section of the white pages.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

The TRUTH About Cold Calling and Sales

Marc Wayshak

Cold calling can work—you just need to know the right strategies. Check out this article to learn the truth about cold calling and sales in the age of the well-informed prospect. The post The TRUTH About Cold Calling and Sales appeared first on Sales Speaker Marc Wayshak. Blog cold calling

Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling™

Smart Selling Tools

Mediafly Unveils New Sales Enablement Platform Experience for the Future of Evolved Selling™. Mediafly’s release includes three new capabilities: Mediafly Workspaces, Story Mapper and Tool Builder.

Change Foe to Friend

Anne Miller

Imagine how you would feel if someone suddenly appeared in your office and said, “Hi. I’m from the IRS and I’m here to help you.” Your likely reaction–suspicion, fear, resistance– is what anyone who works in an external or internal advisory role faces. . Insiders think….

The New World Of Co-Opetition

Partners in Excellence

The relationships we establish, in business, are very complex and constantly changing. We have relationships with colleagues. At some point, we or colleagues may choose to go work someplace else–even our competition. We don’t, at least I haven’t, stopped those relationships.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

This Might Help You with Anxiety

Anthony Iannarino

Lao Tzu wrote, “If you are depressed, you are living in the past. If you are anxious, you are living in the future. If you are at peace, you are living in the present.”. I have never experienced depression, but I have friends that have real challenges with theirs.

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What is a sales funnel and how is it useful?

Nutshell

A sales funnel is an indispensable tool for your sales team, and can help you figure out where and how to refine your sales processes. But with so many competing sales funnel definitions out there on the Internet, we thought we’d clear up some of the confusion.

Are You Savvy About Entertaining Clients?

Smooth Sale

Attract the Right Job or Clientele . Lunch had me wondering if the guests were at all savvy about entertaining clients. A group of women agreed to meet at a historic location. While the ambiance of the restaurant is charming, the persona of some of the guests was not.