Sales Hacker

JULY 21, 2021

“We’re looking for a strategic rockstar sales rep who knows how to leverage and optimize our customers’ digital transformation to really move the needle!”. There are sales buzzwords that we love and some that we really hate. When you use sales buzzwords correctly, you’ll sound like you’re an industry insider. Optimize sales!

Hiring 125

Hiring Sales Qualified Lead Call-back How To 125

Partners in Excellence

MAY 14, 2013

As much as sales people try to sell solutions or sell value, too often they fall back on great products. Recently, I saw a “sales playbook” from an enterprise software company. Others sell basic materials like chemicals. These sales people sell differently. How you sell, and what you sell changes profoundly.

Chemicals 95

Chemicals Competition Comparison Face-to-face 95

Smooth Sale

OCTOBER 29, 2021

AUTHOR BIO: Mariana Vieth is Director of Marketing at WSI , a leading third-party logistics provider specializing in fulfillment, chemical warehousing, trans-loading, transportation, and more. You might run out of available warehouse space for the new product lines, and your operations could lose their competitive edge over other companies.

System 78

System Face-to-face Lead Rank Forecasting 78

LeadFuze

DECEMBER 1, 2021

Some sales buzzwords are great, but others need to be avoided. Need Help Automating Your Sales Prospecting Process? A sales representative can use this to give their prospects time to think about what they want, but make sure you don’t forget them later. “RevOps helps you achieve sales alignmentâ€. Enough said.â€.

Hiring 52

Hiring Sales Qualified Lead Marketing Qualified Lead How To 52

Partners in Excellence

NOVEMBER 4, 2016

The trend toward commoditization paints a dire picture for our companies and sales people. But in today’s global competition, there are a lot of products with similar features, functions, feeds, speeds. Commoditization doesn’t happen because of the customer or the competition. How does the customer choose?

Microsoft 48

Microsoft Chemicals Google Lead Rank 48

Partners in Excellence

JUNE 26, 2017

Over time, as products get greater market penetration, as competition increases, as we go through cycles of enhancement of the products, as customers get greater familiarity with them—-products, inevitably become commoditized. Now, we order them on line, with little or no sales help. No product, no market is immune to this.

Chemicals 56

Chemicals Face-to-face Ideal Customer Profile Penetration 56

Sales Evangelist

JULY 18, 2019

Visnostic selling translates your information from vendor-speak to client-speak, and sellers who understand the fundamentals of visnostic selling will change the way they think about sales. Kimberlee Slavik has been a top performer in sales for more than 20 years, and she recently released a book called Visnostic Selling.

Chemicals 49

Chemicals Vendor Real Estate Scale 49

LeveragePoint

NOVEMBER 13, 2020

For our October Webinar, Steve Laborda shared actionable steps for achieving commercial success by translating existing Value Pricing strategies into sales and marketing. What is a good example of an “ammunition package” for sales?”. Instead, go and ask your sales guys. So it’s an unconstructive way doing competitive pricing.

Chemicals 26

Chemicals Webinar Metrics Scale Competition 26

Partners in Excellence

JULY 24, 2017

” A system, whether it’s a physical process, chemical process, is in balance with the right flow. I’m a competitive cyclist, cadence is important in maximizing my performance. Sales has it’s rhythms too. We recommend managers have a cadence of at least one deal review with a sales person each week.).

Chemicals 52

Chemicals Maximizer Pipeline Marketing 52

Hubspot Sales

JULY 20, 2018

Group training and education - Many business incubators offer an array of important business training spanning from legal advice on startup documents, incorporation terms, or IP issues to general business challenges like how to ship a product, establish a quality culture, or establish sales and marketing processes.

Scale 80

Scale Biotechnology How To Chemicals 80

Partners in Excellence

MAY 2, 2012

But as sales people, I think it is incumbent on us—both for our success and the customer’s to always focus on value creation and to aggressively seek to create value in every situation. . ” In their book, Challenger Sale , Dixon and Adamson cite the example of W.W. Price is important to every decision.

Chemicals 84

Chemicals Vendor SalesForce Buyer 84

Sales and Marketing Management

FEBRUARY 12, 2018

To respond, you must fully understand what – at at its core – your company does, what your value proposition is to your most important customers, how you are positioned vis-à- vis your competition, and how to tell your story in a compelling way. Not chemical, biological DNA, of course, but what I call corporate DNA. So who are you?

Chemicals 180

Chemicals Face-to-face Scale Hiring 180

Partners in Excellence

JANUARY 24, 2019

” Often, there is some preening around those making the latter statement, thinking “Real sales people do complex deals!” The design win that created this opportunity may be a complex sale–more later.). For example, I have a very large client that sells basic chemicals.

Chemicals 87

Chemicals Licensing Examples System 87

Hyper-Connected Selling

FEBRUARY 13, 2018

These days, there’s an ever-growing list of addictions that can derail your sales career. But there’s one addiction that has crept up on almost every single one of us, and it’s especially destructive to sales careers. The Brain Chemicals that Drive Us. Our Sales Focus is Being Waylaid.

Chemicals 80

Chemicals Social Media Twitter Media 80

Hubspot Sales

APRIL 13, 2021

Copying your competitors might mean starting a price war, but making a guess could leave you balking at abysmal sales numbers. Successful price optimization is a matter of finding the sweet spot between valuable and lucrative — a balance that can have a major impact on your sales, customer satisfaction, profits, and achievable growth goals.

B2C 106

B2C Segment Retail Demographics 106

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Hubspot Sales

MARCH 25, 2019

In sales, it can incentivize reps to work harder to close more deals, meet their numbers, and even adapt to new sales tech. The reality is that most companies offer sales incentives — we at HubSpot do, too. However, there's no one correct, catch-all way to inspire your sales team. Less Is More. Source: PFX. Growing Pains.

Incentives 89

Incentives Incentive Motivation Company 89

Apptivo

JUNE 15, 2022

In a competitive business world, where managing smooth customer interactions is essential for customer retention, customer relationship management is a key differentiating factor that can determine the success of a business. Better sales conversion. Forecasting sales based on historical data. Why is CRM important? CRM Vs Excel.

CRM 52

CRM Software Software Benefit 52

Mindtickle

MARCH 24, 2022

Our second episode of Ready, Set, Sell , recently aired featuring Alice Heiman, Founder & Chief Sales Energizer of Sales Strategies for CEOs with Alice Heiman. Re-framing sales for modern customers. What makes a world-class sales organization. How sales leaders can level up their teams (Hint: coaching is key).

Sales Leadership 52

Sales Leadership Hiring Call-back Cold Calling 52

LeveragePoint

NOVEMBER 1, 2019

In the B2B world, there are some of the chemical companies that have changed their mindset about five or 10 years ago, and now focusing a lot more on value. All the upfront work, like who’s your competitor, what’s your competitive landscape? We train them on the process and prepare beforehand. We give them homework to do.

Webinar Metrics 20

Webinar Metrics Strategy Margin Case Study 20

Bernadette McClelland

FEBRUARY 4, 2018

In fact, it could also be said that our survival relied on us being so acutely aware of what was on the competitive landscape that our primitive brain was actually on the lookout 24/7 looking for those bright shiny objects as part of it’s protective role (e.g. How does it impact us in our sales leadership?

Chemicals 247

Chemicals How To Sales Leadership Call-back 247