Trinity Perspectives

Putting the 'I' into 'AI' may be the key to your sales success

Trinity Perspectives

It’s a confusing and frightening time for many salespeople right now.

Traits of the most successful sales professionals

Trinity Perspectives

At some stage of our career, all of us will work with someone who seems to have the Midas touch when it comes to making sales. Sales Tips and Tricks

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Mood of the B2B Buyer Report

Trinity Perspectives

Almost a year ago, I hatched an idea to tap into the sentiment of business decision makers and procurement people around the world, to understand what really makes them tick. I’m delighted to announce the results of the inaugural Mood of the B2B Buyer study for 2018, conducted by the team at Trinity. Psychology of Buying

What not to do when closing a deal

Trinity Perspectives

As we edge closer to the end of the quarter/financial year, the pressure to close deals is almost certainly increasing. The funny thing about being under pressure to close deals, is that our customers and prospects often sense our growing desperation.

Why B2B Contact and Account Data Management Is Critical to Your ROI

64% of successful data-driven marketers say improving data quality is the most challenging obstacle to achieving success. Given data’s direct impact on marketing campaigns, reporting, and sales follow up, maintaining an accurate and consistent database is a top priority for B2B organizations. This latest eBook aims to help marketing leaders understand the impact of data management on their company’s ROI.

Sales and the art of storytelling

Trinity Perspectives

In our media saturated world, cutting a path through the forest of fake news and content clutter can be a herculean task.

“I’m a sales management consultant,” I explained to passport control

Trinity Perspectives

This week my sales management consulting company turned 6 years old. It was a milestone day for me and my team and it gave me pause for thought. I reflected on how many of our clients have been with us through every step of this journey and how many of our newer clients have come, not through outbound marketing activities, but through warm referrals from existing clients and the extended Trinity network. Psychology of Buying Sales Tips and Tricks

4 simple steps to understanding enterprise sales

Trinity Perspectives

Enterprise sales is the term used to describe selling a high-end product or service to large or complex businesses. These sales cycles tend to be long, complex, and high in value, but also high in risk - and are regarded by many as the the most difficult challenge of all for sales professionals. Psychology of Buying Sales Tips and Tricks

How to become a sales superhero

Trinity Perspectives

So you want to be a grea t salesperson, a truly great salesperson? Do you really want it? Good, you’re halfway there. The other half is learning the rules of the game, how to plan, how to prepare, how to ask intelligent questions and really listen to the answers.

Could empathy be the B2B key?

Trinity Perspectives

Fake it til you make it' is a mantra most people in business understand and one many of us have used as the cornerstone of our professional lives. Without occasionally ‘faking it’ along the way, we would never move up the corporate ladder or overcome the crippling Impostor Syndrome that afflicts so many people (myself included) in our daily lives. Psychology of Buying Sales Tips and Tricks Win Loss Insights Training

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2020 Database Strategies and Contact Acquisition Survey Report

As buyer expectations continue to heighten, marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey. This report aims to highlight the current state of B2B database and contact acquisition strategies, and organizations’ goals to leverage data to fuel their go-to-market strategies in 2020 and beyond.

So you want to meet the C-suite?

Trinity Perspectives

I interviewed a customer recently, as part of a workshop I was running for a client in the technology industry. One topic they asked me to talk about was harnessing the ‘Voice of the Customer’ and getting inside the head of a C-suite executive. This particular sales strategy topic is very close to my heart, so close that I’ve spent the past 6 years building a business focused on extracting actionable customer insights. This article will reveal the most successful strategies.

5 simple sales strategies for 2017

Trinity Perspectives

Optimising sales is the single biggest priority for sales managers and sales reps in most businesses around the world. Truth be told, any employee who enjoys getting paid each month, putting their kids through school and having the occasional holiday should take at least a passing interest in the sales side of the business. The ability to sell in a consistent and predictable fashion is the clearest (though not the only) predictor of a business's long-term viability.

Want to close more sales? Follow these 3 simple tips …

Trinity Perspectives

B2B sales isn’t like a factory assembly line. While some elements of repetition may exist in sales, no customer or prospect in the world appreciates being shoe-horned into a sales process, which doesn’t align with their buying process. Sales Tips and Tricks

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What was sales really like in the 'good old days'?

Trinity Perspectives

A young sales rep asked me recently to explain the differences between the B2B sales profession these days, by comparison with the heyday of technology sales. Psychology of Buying Sales Tips and Tricks Transformation

Best Practices for a Marketing Database Cleanse

As frustrating as contact and account data management can be, this is still your database – a massive asset to your organization, even if it is rife with holes and inaccurate information. Entrusting a vendor to help maintain its accuracy and completeness is no ordinary engagement. Download ZoomInfo’s latest data-driven eBook aimed to help marketing leaders understand the best practices around choosing a B2B contact data provider.

Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes. Professional Development

Pushing Pause During the Pandemic

Connect2Sell

Here at People First Productivity Solutions, we're taking a break

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Sales may be about to get harder

Sales 2.0

I’m getting that feeling right now that I am living in a movie. Big events are happening so quickly it’s hard to keep up. One of the lessons I’ve learned is a crisis is not the time to get stuck. It’s time to take action…and to do so soon.

Sales Scrum #Podcast – Episode 5

The Pipeline

This Week’s Guest – Laurent Amar. We sat down with Laurent a little before the outbreak of COVID 19, but I think you’ll find his comments and insights useful in the current climate. Laurent Ama r is VP of Sales at CMiC, and a consummate solution seller and leader.

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Cold Calling Tips and Tricks

In recent years, cold calling has become synonymous with rejection and failure. But the numbers aren't that clear; while less than 2% of today’s cold calls actually result in meetings, 78% of decision-makers have taken an appointment or attended an event as a result of a cold call. What’s the verdict?

How To Deal With Your Competition When In A Sales Meeting

MTD Sales Training

You will no doubt have been in the position where you’ve been discussing purchase opportunities with your prospect and the subject of your competitors comes up.

The Market Is Uncertain, But Your Demand Gen Strategy Shouldn’t Be

Sales Benchmark Index

There is no doubt that life is going to look a little bit different coming out of the COVID-19 pandemic. We have seen medical professionals turn to telemedicine, elementary school students begin eLearning, and even fine dining restaurants start.

Build a prospecting team

Sales 2.0

The biggest challenge facing most sales people and small business owners is getting meetings with prospective clients. Cold prospecting techniques get harder-and-harder every day.

Retention is the New Growth – Why Customer Success Is Critical Today

Sales Benchmark Index

Going into 2020, Market Leaders were already counting on the majority of their revenue coming from their existing customer base. Most companies build their 2020 Revenue plans on an assumption of GDP growth, and this assumption has shifted. As my.

How to Overcome the Pain Points of Your CRM

When used effectively, a CRM can be the life blood of your sales team – keeping everyone organized, efficient, and at peak productivity. However, as a company, sales stack, and database grow, it becomes difficult to uphold structure and governance to keep a CRM up-to-date. The result? Less organization, more confusion, and fewer deals closed. Leveraging leading industry research from industry analysts, this eBook explores how your sales team can gain back valuable time.

How a Sales Leader Manages a Remote Workforce

Sales Benchmark Index

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme.

A Discovery Question You Should Always Ask

The Pipeline

By Tibor Shanto. Discovery is a great opportunity to not only dig in with the buyer but also get to the “Real” of the sale. There is a discovery question you should always ask. More importantly, it is an opportunity to differentiate yourself based on how you sell, not your product.

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All That’s Changed Is Their Objectives

The Pipeline

By Tibor Shanto. “Starve your distractions, feed your focus.” ” — Daniel Goleman. I had to sit back and think hard about how to jump into the stream of pundit babble about COVID 19.

Reallocate Budget to Strengthen Your Marketing Strategy in Today’s Environment

Sales Benchmark Index

CMOs are in the people business. And that’s no different for B2B CMOs. Your customers, your decision-makers, your influencers—they’re all people. And like you, they’re all set with similar worries: How long will my business be disrupted? Which decisions can wait, and.

3 Mistakes Organizations Make While Developing ABM Programs

While B2B research suggests organizations are thriving through successful ABM programs, getting just one campaign off the ground is more difficult than it seems. From building an account universe to understanding to orchestrating sales and marketing alignment around touchpoint and messaging, there are a number of variables to consider before launching a program.

Empathy and EI: Soft Skills and Sales Results

Connect2Sell

These are the questions buyers ask themselves about sellers. These back-of-the-mind questions influence buyers’ decisions to meet with you and buy from you. emotional intelligence selling skills soft skills for sales professionals Soft Skills and Sales

4 Top FAQs About Remote Selling During COVID-19

MTD Sales Training

You know, no-one could have predicted the current situation the world is in, and the effect on the sales world has been nothing short of catastrophic.

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What Virtual Selling Means for Your ‘Field’ Sellers

Sales Benchmark Index

Your field sellers are certainly not strangers to phone or web meetings, but until we’re clear of CoVid-10, that’s ALL they can do to continue selling. Does that mean your entire sales organization just shifted to an inside sales model?

Sales Leaders Share How They Keep Their Salespeople Focused

Steven Rosen

Sales Leadership Roundtable Discussion. I really enjoyed a round table discussion that I facilitated a couple of weeks ago. I had 8 senior sales executives join me for an open discussion.

The Impact of Direct Dials on Sales Productivity

Leveraging the latest industry research, this eBook highlights the impact of direct dial phone numbers on sales productivity with the goal of empowering reps to have more conversations with prospects, and consequently, schedule more meetings, increase opportunities, and close more business - fast.

Why CEOs Are Standing Up a Revenue Operations Function

Sales Benchmark Index

With Q1 coming to an end, there is no doubt COVID-19 has changed how CEOs are viewing 2020. For many, forecasts have been drastically reduced, Reduction in Forces have been executed, and there is a feeling of uncertainty as to.

Normal Is Just Another Word For Yesterday

The Pipeline

By Tibor Shanto. You don’t need to look far today to see someone going off about the “new normal.” While it is easy to understand why people choose this lens, I find it a bit self-serving and potentially risky in the current environment.

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4 Ways for CMOs to Partner With Customer Success to Execute a Stellar Retention Play

Sales Benchmark Index

It costs seven times more to attract new customers than it does to retain existing ones. Research also shows that a 5% increase in customer retention can generate up to 125% in profits. Given the current economic conditions, customer retention is.

No One To Call? B t

The Pipeline

By Tibor Shanto. The tremors just keep on coming and people keep trying to adjust to the daily change. I understand the initial shock of facing a canyon of empty towers; every one has gone home. Seeming like they took all your opportunities with them. Maybe, but I doubt it.

Five Essential Pieces of a Prospecting Solution

As organizations chase new revenue targets, B2B sales leaders must examine cutting edge prospecting solutions that proactively help reps identify, connect with, and close qualified buyers faster. This eBook aims to help B2B sales leaders better understand the five essential features your prospecting solution must include.