Sales Hacker

AUGUST 12, 2020

Be Buyer Centric. This is the downside of the modern Sales Assembly Line — both buyer and seller feeling like a cog in the wheel. Instead we need to focus on using our own voices and words to send each prospect a unique message. I walk into the hotel, walk to the room number, and *click* the door opens. How to Stand Out.

Scale 107

Scale Ideal Customer Profile LinkedIn Outbound 107

Allego

MARCH 5, 2020

Shea serves B2B marketing and sales professionals with a focus on how business leaders must adapt to the empowered buyer. MS: I think the profession of selling has changed more in the last three to five years than it has in the last 25 and all of that comes from what’s happening with buyers. These buyers are pretty independent.

Sales Enablement 87

Sales Enablement Hiring Distribution Buyer 87

DialSource

JULY 8, 2020

These field sales teams tend to travel often, attending trade shows and conferences in order to schmooze prospects over a meal or round of golf. . In contrast, inside sales reps spend the vast majority of their time at the office, or more recently, in a work-from-home environment , relying on remote-friendly channels to sell.

Inside Sales 69

Inside Sales Scale Outside Sales Face-to-face 69

ExecVision

APRIL 23, 2018

Depending on the day I am the prospector or the prospected, the hunter or the prey. Research shows that buyers can get 70% of the way through the procurement process without interacting with a salesperson. When buyers are empowered online, they’re much less interested in checking out new products and services while attending events.

ROI 40

ROI Ideal Customer Profile Maximizer Closing 40

SBI

MAY 26, 2020

Q: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS' BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS. Sellers will organize the way they sell according to the buyer journey. Know who your buyers are and use personalized messaging, content and smart outreach. Biggest impact metrics? Is it personalized?

Scale 140

Scale Hotels Analytics Buyer 140

OnePageCRM

MARCH 8, 2017

Let’s imagine some data from 100 potential customers: We can see that the price is elastic : lower prices result in more buyers. Ways to pitch your price to a prospect (Behavioural economics). Economics assumes that buyers and sellers always act in their own best interests. What to do if a prospect asks for a discount.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Showpad

MAY 29, 2019

Inside sales is done completely remotely, whereas outside sales involves traveling to prospect or customer meetings. There’s no need to pay for airfare, hotels, meals, taxis, and other expenses associated with travel. Saves buyers time. Understanding your buyers on an individual level. How inside sales has evolved.

Inside Sales 76

Inside Sales Sales Enablement Top of Funnel Salary 76

Sales Hacker

AUGUST 11, 2021

Crappy hotel bars. Building trust means understanding your buyer’s business, empathizing with their challenges, and educating them on where you can help. Having face-time with those types of buyers was essential. At the same time, everyone is running the same stale plays on the same channels as before. Sweaty handshakes.

Referrals 119

Referrals Demand Generation Targets Face-to-face Call-back 119

Bigtincan

DECEMBER 8, 2021

Companies like AT&T, Thermo Fisher, Merck, ANZ Bank, Nike, Guess, Prudential, and Starwood Hotels have been Bigtincan’s clients since its inception in 2011. The search in Bigtincan is restricted to a three-tier system that includes tabs, channels, and stories. Tabs contain one or more channels.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59

OnePageCRM

MARCH 8, 2017

Let’s imagine some data from 100 potential customers: We can see that the price is elastic : lower prices result in more buyers. Ways to pitch your price to a prospect (Behavioural economics). Economics assumes that buyers and sellers always act in their own best interests. What to do if a prospect asks for a discount.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Cience

NOVEMBER 20, 2019

Conduct a multi-channel outreach campaign prior to the event, offering to meet (e.g. Only high-quality leads – sales research and ICP make sure that you meet only with prospective clients– excluding unqualified event attendees is just as important as targeting the right ones. Tip : You’re using prospecting techniques.

Lead Generation 40

Lead Generation Ideal Customer Profile Lead Rank Lead Scoring 40

Bigtincan

DECEMBER 21, 2021

In contrast, Bigtincan adopts a simple three-tier hierarchy of tabs, channels, and stories that make management, access, and data storage easier. They are a group of channels. So each of these product lines can be channels, and the main group of these lines could be the ‘Product A’ tab.

Enterprise 59

Enterprise Enterprise Comparison Lead Rank 59

Sales Hacker

OCTOBER 27, 2020

Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant and responsible communication for each prospect every single time, enabling personalization at a scale previously unthinkable. Outreach produces industry-leading events, like their Unleash Virtual Conference series.

Hiring 73

Hiring Inbound Outbound Lead Rank 73

Salesmate

JANUARY 24, 2021

Companies have started to build a workforce that finds prospects inside four walls. Inside sales is the process of connecting with prospects or customers via calls, emails, or other online channels, rather than meeting them physically like old times. In outside sales, you have to travel places to meet prospects/customers.

Inside Sales 111

Inside Sales Tools Strategy Face-to-face 111