WITCE Wednesdays – Consumer Confidence (Economic Indicators)

A Sales Guy

Wednesday I’m going to cover consumer confidence. I figure, why not flush them out a little more and in particular how they affect sales. There is also the Bloomberg Consumer Comfort Index and the Consumer Confidence Average, but I’m not going to go into those.

An Interview with Henry Schuck: 4 Ways to Move the Sales Performance Needle

DiscoverOrg Sales

Henry has always seen the sales team as the growth engine of the company. So freshly out of a successful Q1, we asked him how the sales team needs to evolve alongside the company in order to support this kind of aggressive growth goal. What sales activities make the biggest difference?

Sales Success Maybe Finding the Devil in the Details

Increase Sales

Have you ever wonder why sales success happens to some and not to others? Yesterday in meeting with a client, he asked me about a combined marketing and sales role and how it may be too much for a new hire. Looking for the devil in the details is time consuming.

Sales Training is Only One-Third of What You Need to Be Doing for Sales Enablement

Sales Hacker

If the impact of your sales enablement initiative seems disappointing or misunderstood, it could be because of your organization’s (all too common) mistake of confusing sales training with sales enablement. What sales enablement isn’t. What sales enablement is.

How to Develop a Sales Compensation Plan (with Templates)

Xactly

Creating sales compensation plans is a challenging task—it’s all about balance, but sometimes the perfect balance can be hard to strike. You need your incentives to drive the right sales behaviors in order to achieve sales objectives. Creating a Sales Incentive Compensation Plan.

Do Generational Differences Matter in Account Based Sales?

No More Cold Calling

Will they ever be able to have a conversation or build the kind of relationships that lead to success in account based sales? In fact, it can be a competitive advantage for account based sales teams. The post Do Generational Differences Matter in Account Based Sales?

Analysing the impact of the ‘Amazon Effect’ on B2B Sales

Artesian Solutions

The Consumerisation of B2B: Analysing the impact of the ‘Amazon Effect’ on B2B Sales. Whilst in days gone by the B2B purchasing process was limited to in-person sales interactions, today more and more business buyers are growing to expect consumer-like experiences.

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Your Sales Tech Is Destroying Your Relationships With Prospects. Here's What You Can Do About it.

Hubspot Sales

Sadly, the "edge" that most sales technology promised to give them is actually hurting their relationships with buyers, and a chance at the elusive sale. Sales technology was supposed to make sales more efficient and personal -- it was supposed to help salespeople.

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The Key to Sales Territory Mapping

Xactly

In order to manage your sales performance, you need effective sales territory mapping. Sales territory design must be a thoughtful process that involves data and a balancing act to ensure every sales rep has adequate sales potential within their territory.

Why You Need Social Influencers

Sales and Marketing Management

B2C companies that harness this trend of reaching ad-skeptical consumers are beefing up their coffers big time, so why are some B2B companies not following suit? Consumers?—?and What has allowed social media influence to help these brands generate B2B sales?

Weekly Sales Meetings Suck. Here Are 5 Ways to Improve Them

Sales Hacker

Summary: For effective sales meetings, just make it relevant and productive again. The weekly sales meeting — you know the one. The substance of the old-school sales meeting, in essence, belongs in a weekly email. Effective Sales Meetings Are 5 Steps Aways.

How to Rebuttal and Improve Your Sales Techniques

Xactly

As a sales professional, one of the most common things you hear from prospects is an objection. In sales, objections come every day. Once reps learn the right way to rebuttal, they gain more experience and can improve their sales technique, improving their overall performance.

Can Your Marketing Team Increase Sales Productivity?

Zoominfo

It’s no secret, sales and marketing teams don’t always work well together. In fact, research shows that 53% of sales professionals are unhappy with the support they get from marketing ( source ). Aligning sales and marketing leads to 38% higher sales win rates.

7 Characteristics of a Good Sales Trainer

The Brooks Group

Sales training is essential to an organization's success, and it's a powerful tool for developing the full potential of every sales rep. Not all sales training programs are created equal, however, and the success of a program is due in large part to the individual delivering it.

Creating the Right Agenda for Data-Backed Quarterly Business Reviews

Openview

Many organizations have adopted the practice of hosting Quarterly Business Reviews (QBRs) with each of their sales professionals to review what happened the previous quarter and to, perhaps more importantly, look ahead to future quarters. Introduction and Pipeline Review (Sales Leader).

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A Bold New Model for Launching Brands in a Market that Demands Speed and Certainty

Sales and Marketing Management

Given the accelerating pace of change in everything from technology to world events to consumer behavior, together with the forces of transparency, this conveyor-belt approach to brand-building is neither efficient enough nor effective enough to bode success.

5 Results-Oriented Sales Tips

Pipeliner

Without a doubt, sales continues to be an important driver of revenue for organizations of all industries. Countless books and inspirational speakers cover the ever-increasing interest in the world of sales, and across all markets and interests experts agree that results are the most important facet of any job. In sales, results are not only an integral part of the job, but they are the way success is measured for both individual employees and the entire business.

How to hire the right sales reps (and keep them!)

PandaDoc

Your sales representatives are the ones working with your prospects to learn more about their needs, build relationships, and deliver results. No matter what a prospect has seen about your company on social media, your sales reps will be their first face-to-face impression. Sales tips

Sales Automation: Friend or Foe?

DialSource

It’s no secret that sales automation can increase productivity, cutting 8-12% of production costs and increasing sales by 10-30%. It’s simply not possible to automate every aspect of sales, but that doesn’t mean you shouldn’t automate anything at all.

Selling IS A Service

Partners in Excellence

Also, there are more and more organizations offering selling as a service, basically outsourcing the sales execution function to organizations dedicated to selling. Sales creates tremendous value in helping customers navigate this process, helping them achieve what they set out to do.

How to Make Your Dream a Reality

Grant Cardone

So, Walt Disney had a big sale to make : How would he convince others to risk money to join him? With cash to finance the park, crews began construction in Anaheim in the summer of 1954. Joe Fowler was willing to try and construct anything Walt conceived of in his imagination.

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How Do You Incentivise SaaS Sales?

OpenSymmetry

SaaS sales models are a challenge as an incentive designer, sales operations or finance for a number of reasons. This lack of predictability spans new business sales, existing business, upsell and renewals. The post How Do You Incentivise SaaS Sales?

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LinkedIn Video – Let’s Do It Right

John Barrows

Sales reps are at an advantage. As sales reps we are always talking to people we don’t know, either in person, over the phone, or remote meeting. Just because you’re in sales, doesn’t mean you have to be going for a hard pitch with each video.

I’ve Helped Hundreds of Students Get a Job in Sales, Here’s My Advice

Hubspot Sales

How to Get a Sales Job? Preparing for your first sales job is similar to preparing for a big sale. How to Start a Sales Career. Identify whether you’d like to work in consumer products, the automotive industry, or medical sales. Sales Job Interview

What Wasted Time Actually Reveals

Increase Sales

Would you believe checking email (both work and personal) is consuming 6.3 Yet we feel emotionally satisfied that we are doing something constructive. Since my clients and sales leads have or can easily find my phone number, if something is really important they can call me.

The Straight-Forward Guide to Target Markets

Hubspot Sales

Every sales team and entrepreneur need to know their customer. For example, if you’ve created a B2B Software product that helps remote construction teams, you’d probably focus on other companies within the construction industry. Entrepreneurship and Sales

Your Competitor May Be An App!

Partners in Excellence

As consumers, everyday we see apps, great on-line stores and other technology enabled experiences that make our buying experiences easier and often more pleasant. It’s so much easier to check out reviews–even if they are from strangers, then to deal with a sales person.

Why Successful Marketing is Equal Parts Art and Science

Zoominfo

In fact, 47% of B2B buyers consume three to five pieces of content before engaging with a salesperson ( source ). He argues they should market the product not as a futuristic technology, but rather a “time machine” into the past that allows consumers to relive their fondest memories.

Email Open Rates By Industry: See How You Stack Up

Hubspot Sales

As a sales professional, you’re sending emails all day, every day. Arts & Entertainment, Construction, Human Resources, Legal & Government, and Real Estate have the highest open rates. Construction: 45%. What is the average email open rate for construction companies?

Why Your Focus on Quota is Killing Revenue Growth

Smart Selling Tools

We rely on quotas as a method for measuring sales rep performance. The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. These are sales productivity issues. That’s their total available sales capacity.

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A Brief Guide to Creating Courses in Allego

Allego

All the content they need should be instantly accessible and easy to consume. Following that, there could be a white paper, slide, or video that contains, say, ten bullet-points that every sales rep should know about the product.

How to Write a Business Case

Klozers

There are many things a Sales Professional can do to get sales over the line, and no one strategy or tactic will work every time, however one of the most powerful tools available is to learn how to write a Business Case. Sales Consulting

The Mobile App Marketer’s Guide to Data Enrichment

Zoominfo

Think about it, personalized marketing is critical for businesses that want to cut through the thousands of marketing messages consumers see each day. We recommend using data to construct buyer personas —or profiles of your ideal customers.

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The Beginner's Guide to eBay Classifieds

Hubspot Sales

When you think of eBay, you likely picture consumers frantically bidding on items ranging from electronics to vintage clothing. Construction > Buildings, Modular & Pre-Fab. Websites & Businesses for Sale. Entrepreneurship and Sales

14 Pro Tips for Running a Successful Business

Hubspot Sales

Others, like construction and transportation, have rates that are lower. You need to integrate the various channels used by modern consumers into one seamless experience. 91% of consumers report they are more likely to buy from a brand they trust. Entrepreneurship and Sales

Content Will Save Us!

Partners in Excellence

It’s also that stuff sales people use to help with their sales efforts. ” Some marketers and sales people seem to have the view that content can do all the heavy lifting, with sales people coming in to collect the orders. Marketing Displaces Sales!

What is Your Company’s DNA?

Sales and Marketing Management

People now have tools to understand who they are through DNA, and you can even get your own DNA report from 23andMe, a consumer-friendly DNA testing company based in Silicon Valley that can tell you what your genes say about you: your origins, your coloring, your tastes, your propensity for certain diseases, your ability (or lack thereof) to curl the sides of your tongue. Author: Andy Cunningham Who are you as a company? And why do you matter?

Have My Robot Talk To Yours!

Partners in Excellence

The only useful ones are from our city government informing me of road construction/traffic delays, or our garbage collection company, informing us of a shift in the pick up schedule. Let’s face it, any time we put people in the equation, it just gets messy and time consuming.

Maximizing Motivation: Why Well-Intentioned Incentive Programs Don’t Work and How to Improve Them

Sales and Marketing Management

With the money they had to spend, they constructed a recognition program combining reward points, days off, lunches with the employees’ families, and flexible work hours that appealed to about three-fourths of their employees. Rick Garlick is vice president and strategy consultant at Magid Associates , a consumer-centered business strategy company. Author: Rick Garlick and Bob Nelson Several years ago, a company came up with a creative way to recognize its top performing employees.

Customers — Easier To Reach, Harder To Influence

Pipeliner

As with the film, such online sales efforts usually end up as nothing more than annoyances, simply because it’s almost impossible for their creators to address the specific problems or issues actually confronting prospects. Generic sales messages have been being hurled at us for years by marketing and sales gurus. In a world where consumers have all the information they need at their fingertips, selling has become harder than ever. Sales message dynamics.