Sales Hacker

JUNE 3, 2019

This week on the Sales Hacker podcast, we speak with Alyssa Merwin. She leads LinkedIn Sales Navigator in North America. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker podcast. We have Alyssa Merwin , who is responsible for LinkedIn Sales Navigator and VP of Sales Solutions for North America for LinkedIn. She is an incredibly accomplished, and talented leader, and manager, and sales person. How did you get into sales?

Construction 66

Construction Cold Calling LinkedIn Outbound 66

Smooth Sale

JULY 17, 2018

What most vendors overlook is widening their perspective of who can influence decisions to their favor. Below are four brief snippets of corporate influence experiences. Most are taken by surprise when they hear that sales processes apply to everyday circumstances for resolving problems. Buyers at internationally known construction companies spent time with me due to recommendations from the people working in their trailers. Sales Tips for Decisions to Your Favor.

Influencer 76

Influencer Construction Vendor Decision Maker 76

Hubspot Sales

JULY 14, 2020

Over the past decade, the rise of social media and the emerging field of influencer marketing has turned how companies advertise and sell their products upside down. Between 2014 and 2019, the increase in influencer marketing spend mirrored the decrease in print advertising spend. With this in mind, it’s no secret internet influence has been on the rise for years. Wonder what it takes to become a sales industry influencer? Dan Tyre , Sales Director, HubSpot. "I

Industry 50

Industry Influencer Social Media Hubspot 50

Partners in Excellence

DECEMBER 24, 2013

It’s easier to talk about Constructing Insight just by focusing on that. Or likewise for Influence, Trust, and any number of topics on increasing our ability to connect with our customers. We seek to influence our customers’ decisions, getting them to choose to change and to choose us their partner in moving forward. We’ve seen our efforts to influence and persuade others fail when we push or pitch our solutions.

Influencer 85

Influencer Construction Customer Relationals 85

Sales Evangelist

JANUARY 11, 2019

In today’s episode of The Sales Evangelist, we discuss the immediate steps you can take to begin growing your influence. Whether you are in sales or not, everyone, at one time or another, needs to increase their influence. Tom had that ability to influence others. My guest today, Stacey Hanke, is here to talk about how we, like Tom, can grow our influence. [00:01] Influence doesn’t happen during the conversation.

Influencer 61

Influencer Construction ACT Outbound 61

Pipeliner

JANUARY 10, 2018

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. Sales message dynamics. This makes sales messaging even more important when it comes to successful business.

Influencer 50

Influencer Advertising Advertising Film 50

Increase Sales

AUGUST 29, 2012

Social media marketing when constructed from an education based marketing approach can dramatically influence potential customers to centers of influence to strategic partners. From this influence comes the power of being credibility, an expert in your particular field or industry, someone who can be trusted to even better yet the capacity to increase sales for small businesses who indeed have limited resources of time, energy, money and emotions.

Social Media 110

Social Media Media Influencer Construction 110

Smart Selling Tools

MARCH 26, 2013

The subjects of both books are decidedly applicable to the field of Sales and Marketing. No one understands this better than a Sales Professional. To “ooch” is to construct small experiments to test one’s hypothesis. I’m sure that there are many ways that ooching can come into play in our marketing and sales strategies. Author, Nancy Nardin is the foremost expert in sales productivity tools.

Report 98

Report Marketing Construction Vendor 98

Smart Selling Tools

JUNE 12, 2012

Tweet Sales calls are conversational journeys. If you are to achieve your sales objective, you’ll need to guide each and every conversational journey with precision. How do you lead each conversation so the prospect will want to continue the sales journey with you? You will need to devise a conversation map – a multi-dimensional, mental info-graphic you’ll use during a sales call. Trigger statements – and your responses – are the Milestones of a sales call.

Conversion 90

Conversion Pivotal Construction Lead Generation 90

Hyper-Connected Selling

MARCH 31, 2016

Developing an understanding of the tools of rhetoric can elevate your ability to influence others and protect you from being manipulated. A lot of rhetoric is based on ideas thousands of years old, but the basics of influencing each other haven’t changed much. If we all knew how to construct better arguments, the world would be a better place. But you should definitely read this if you are: In sales.

Construction 57

Construction Study Conversion Motivation 57

Hyper-Connected Selling

MARCH 3, 2016

Dan Pink does a great job of unpacking the negative stereotypes that have been built around the idea of “sales”, and why they might not be that relevant anymore. At the same time he points out something that I started realizing when I started as a salesperson as a 20-year-old kid: We’re all in sales. Not matter what your job title, we are continuously attempting to persuade and influence the people around us. You have to influence others.

Guidelines 43

Guidelines Construction Commission ACT 43

Hubspot Sales

SEPTEMBER 2, 2020

Finding effective leadership in sales is every bit as difficult as it is vital. You need someone with the authority and experience to set and maintain an effective course for your sales efforts. The term that best captures the nature of a sales executive's responsibilities is guidance.

Company 76

Company Hubspot Salary Influencer 76

Sales Benchmark Index

JULY 3, 2013

For many marketing leaders the sales team’s QBR is an afterthought. Marketing typically provides updates to the sales team with a rear-view mirror approach. World Class CMO’s pursue involvement in sales QBRs. In some cases the sales team uses the QBR as an open forum to ambush marketing. Marketing becomes the human piñata for all sales complaints. World Class CMO’s dive into sales QBRs with enthusiasm and active engagement.

Guidelines 240

Guidelines Construction Referrals Survey 240

The Digital Sales Institute

MAY 17, 2019

Sales questions for discovery, clarification, engaging prospects or gaining commitments are critical across the entire sales process. Customers never stop thinking, so salespeople should never stop crafting great sales questions that improves the quality of sales conversations. But to have conversations that win, the sales questions, messages, storytelling, marketing content, and sales skills need to work together. Sales Questions.

Decision Maker 57

Decision Maker Vendor Construction Buyer 57

Hubspot Sales

MAY 26, 2020

Let’s take a moment to zero in on that last term — what does it really mean to be proactive when working in sales? To know how to take a proactive approach to selling, it is important to also understand what a reactive approach to sales looks like. Whether you should take a proactive or reactive approach to sales will depend largely on your product, sales enablement resources, and the needs of the customer you’re working with. Proactive Sales Techniques.

Strategy 53

Strategy Influencer Construction Decision Maker 53

Sales Benchmark Index

MARCH 29, 2013

B2B Sales Reps compete with their peers for sales support resources. Good Sales Reps consistently secure these resources and create their own virtual teams. You can cash in on Social Debt to build your virtual sales support team. The Sales and Support Relationship. Sales Support includes groups in Product, Marketing, Care, Legal, and Research. These resources never report directly to a Sales Rep. Sales Reps have a sense of entitlement.

B2B 235

B2B Incentives Incentive Commission 235

Score More Sales

JUNE 25, 2014

Many of the same ideas are rehashed daily within sales and customer service – and in accounting and operations. If you have an open environment where ideas can be shared your company has a good chance of using collaboration for sales growth. Be open to criticism and ask for it to be constructive. In sales and business building – execution is where it is at. How can this impact sales? Imagine being around the same people and ideas every day.

Marketing 186

Marketing Airlines Policies Construction 186

Score More Sales

JANUARY 25, 2013

At a recent round-table with inside sales leaders, our topic was about effectively leading Gen Y / Millennials. We all agreed that generally speaking this group of employees match up to the tasks of what solid, successful inside sales professionals do – with one caveat. It’s not unusual for a 22 or 23 year old to tell their sales leader, “OK, I did this job for a year. It is apparent that learning how to give feedback is critical as a sales leader.

Inside Sales 200

Inside Sales Construction Outbound Positioning 200

Corporate Visions

MAY 22, 2019

The post Sales Strategy: What’s Most Effective? When you think about it, an effective sales strategy is all about making sure that your reps hit their quota, right? Consider the following insights: Research performed by SiriusDecisions shows that the number-one inhibitor to sales achieving quota is “inability to communicate value message.” To do that, your sales strategy needs to focus on 10 key areas. Align Sales and Marketing.

Retention 79

Retention Strategy Survey Demographics 79

MTD Sales Training

NOVEMBER 20, 2019

This means that product knowledge is crucial to building effective sales and a lack of application of the right pieces of knowledge is frequently the reason people do not buy – and they don’t always tell you why either. Retail Sales – Essential Topics. There may be discounts and special offers that you need to take into consideration and any special sales that are taking place. And there are many upsells that can take place at the point of sale too.

Retail 120

Retail Hotels Distribution Trade Show 120

Hubspot Sales

MARCH 4, 2020

Closing a sale doesn't happen by chance. There's generally a blueprint in place for most successful sales efforts and a philosophical framework that serves as a reference point for how those steps should be carried out. The combination of that roadmap and ideology is known as a sales motion. A sales motion is the body and soul of a business's sales efforts. Sales Process. Every sales process has its own version of how each step should be carried out.

Sales Methodology 50

Sales Methodology Construction Decision Maker Engineering 50

Score More Sales

AUGUST 20, 2012

We have a very high respect for the Sales Force Effectiveness Blog over at Sales Benchmark Index. They regularly have great and highly valuable content, covering key topics and issues on the minds of sales leaders and C-level leaders around sales and leadership. I noticed this tip from a post of theirs called 51 Tips for Sales Leaders – a fabulous list, by the way, so be sure to read it and come back. Stop calling inside sales inside sales.

Inside Sales 167

Inside Sales Travel Outside Sales Territories 167

Hubspot Sales

FEBRUARY 24, 2020

While your marketing team does a great job maintaining your brand’s overall presence on social, implementing social media into your sales strategy can lead to impressive results. And when I say using social media to drive sales, I don’t mean sliding into people’s DM’s asking for the sale. Social Media and Sales. Using social media for brand-building is just the tip of the iceberg — social media is a valuable tool for driving sales.

Social Media 80

Social Media Media Strategy LinkedIn 80

Hubspot Sales

DECEMBER 18, 2019

Whether you’re struggling to get sales prospects to buy into your message or you just want to make your sales presentations as effective as they can be, storytelling could be the answer. If you’re going to incorporate narrative into your sales presentations, you need buyer personas to help you understand your audience and what they’re struggling with. Once you know who you’re speaking to, you can begin constructing a story that’s custom-tailored to their needs.

Buyer Persona 64

Buyer Persona Construction Infusion Fashion 64

Cience

OCTOBER 6, 2020

As sales become increasingly sophisticated these days, B2B companies everywhere are investing greater resources into outbound marketing. Sales research, overlooked by more of us than we’d like to admit at the prospecting stage, has outsize impacts on top-of-funnel velocity.

Leads 79

Leads Buyer Persona Outbound B2B 79

Score More Sales

NOVEMBER 18, 2013

In talking with a wide number of sales pros in the last week it hit me that our profession keeps us somewhat isolated. This is what we professional sales coaches do, however, you should be able to find a business professional who you can bounce what you say every day off of just to get THEIR idea. Here are the key points: Find someone whose opinion you trust – not just a “yes man” or “yes woman” You need constructive suggestions.

Inside Sales 185

Inside Sales Decision Maker Construction Outbound 185

Hubspot Sales

APRIL 26, 2018

Sales Promotion Ideas. Leverage Sales Promotions to Get Deals Moving Again. Sales promotions aren’t always necessary to close business. For sales leaders, promotions either make the customer’s decision easier or motivate the salesperson to work a little harder. So, are sales promotions necessary in 2018? When constructed correctly and deployed intelligently, they should enhance, not disrupt, the sales process. All of them have a place in sales.

Promotion 80

Promotion Discount Guidelines Churn 80

Xactly

JULY 4, 2018

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. But, before you even begin planning your compensation, you need to ensure your sales territories are aligned and balanced. At the very start of planning, it’s important to understand what a sales compensation plan truly entails.

Compensation 69

Compensation Incentives Incentive Commission 69

DialSource

JUNE 13, 2019

For those of us climbing the ranks within sales or for those of us who work to lead sales teams, there are plenty of quotes out there that we can leverage for motivation, inspiration and even education. In a performance-based and highly competitive field such as sales, the right mantra or frame of mind can make a big difference in how we perceive challenges and rise to meet them. Dealing with failure or rejection is just as much a part of sales as it is of life.

Construction 43

Construction Quota Campaigns ACT 43

Hubspot Sales

JULY 11, 2018

According to TOPO, prospects open less than 24% of sales emails. And this makes learning how to write a sales email people want to respond to more important than ever. With this in mind, sales reps would be smart to look into the factors influencing the open and response rates of the messages they send. The Ideal Length of a Sales Email. This is a tendency especially when we're asking for something or providing constructive feedback. Sales Emails

Real Estate 88

Real Estate Construction Study Constant Contact 88

Jeff Shore

JULY 26, 2018

By Jeff Shore At some point in your sales training you were probably shown a spreadsheet or marketing brochure that demonstrated your significant value advantage over your closest competitor. Your strongest competitor is actually a mental construct in your prospect’s mind. When you understand that, you’re in a position to powerfully influence your prospect. The post Why is Your Prospects Status Quo Bias Hurting Your Sales? Sales Pro

Construction 55

Construction Prospecting Influencer Motivation 55

Pointclear

AUGUST 20, 2015

I challenged marketing and sales leadership involved in 2016 planning to pause and consider conducting the assessment before making any decisions for next year. Marketing and sales technology: Are our systems integrated and improving the efficiency and effectiveness of our lead-to-revenue process? Step 1 – Revenue Influencer Feedback. You’ve collected the feedback from revenue influencers and data from your systems. Marketing & Sales Alignment

Revenue 182

Revenue Leads Google Analytics Report 182

Highspot

JUNE 11, 2020

Regardless of the root cause, overcoming sales and marketing misalignment is necessary to securing long-term success. In this guide, we’ll be breaking down the keys to achieving — and maintaining — real sales and marketing alignment: What is sales and marketing alignment? What does marketing do for sales? What does sales do for marketing? Common problems sales and marketing alignment can solve. Best practices for sales and marketing alignment.

Distribution 43

Distribution Marketing Pivotal Buyer 43

Gong.io

JULY 31, 2019

Are you looking for a rich list of sales questions you can use today? Master sales pro know that this skill is as important as what they ask. How to Earn the Right to Ask Sales Questions. These buyers are further along in their journey, so you can focus your sales questions on the business outcomes they want to achieve. Ask Sales Questions the Right Way . Influencers: Who would feel left out if they didn’t attend the demo?

Outbound 101

Outbound Decision Maker Inbound Construction 101

Anthony Cole Training

OCTOBER 1, 2010

HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. 5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. consistent sales (4).

Travel 120

Travel SalesForce Insurance Insurance 120

Pipeliner

OCTOBER 15, 2019

In my final blog post on the weighty subject of sales enablement. I’m going to discuss the vital importance of having the right sales tools for the right sales tasks. In the construction of a house, it would not be the architect who chose the tools for the builders—carpenters, masons, plumbers, electricians and so on—to use. In the case of sales, it can result in lost deals. In my opinion, there is only one tool for sales enablement, and that is Pipeliner CRM.

Tools 56

Tools Sales Enablement Construction Pipeline 56

Customer Centric Selling

MAY 21, 2018

You can steer them to positive features of the solution or favorable aspects of the contract terms, but being honest is key to becoming a trusted advisor, a key position in B2B sales. But in order to influence the final decision, it’s best to be seen as an expert rather than a “pleaser.”. Sales can be a hard career unless you view failures as opportunities to learn and are willing to listen. Explain that constructive criticism will help you be more successful.

Customer 61

Customer Construction Decision Maker Discount 61

Hubspot Sales

FEBRUARY 25, 2020

And that doesn’t have anything to do with your sales skills. For the sake of example, let's assume you work for a company that sells construction project management software. The company is looking to construct five new franchises in a nearby city. Once the company starts to trust you, try to expand your influence within the organization by selling your product to solve any problems you're qualified to address. Take advantage of every viable sales opportunity.

Construction 48

Construction Software Software Enterprise 48

SalesLoft

SEPTEMBER 18, 2019

For a new sales rep, it can be a glimpse into the future. Selling to the C-Suite: Improving Executive Presence in New Sales Reps. Executive presence relies on confidence to project a message and influence outcomes. Sales reps should respect executives’ valuable time and provide essential information up front. Peers can provide constructive feedback and unbiased suggestions. Pausing provides time to construct answers and communicate ideas effectively.

Construction 52

Construction eBook Sales Automation Survey 52

John Barrows

FEBRUARY 4, 2020

James Bawden is one of the hot talents in the sales development world right now. He’s got a killer podcast, a great personal brand and has an interesting story of how he found his true passion in an inside sales job, after working in retail sales. It’s our pleasure to interview James on what his average day looks like and to find out how he has built and adapted his empathetic leadership style from scratch, as a first time manager in sales. General Sales

Wireless 104

Wireless Retail Social Media Pivotal 104