PODCAST 60: Effectively Giving and Receiving Constructive Feedback w/ Alyssa Merwin

Sales Hacker

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?

Do You Influence Decisions to Your Favor?

Smooth Sale

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.

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How to Build an Online Presence as a Sales Industry Influencer, According to Notable Sales Experts

Hubspot Sales

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

Insight, Influence, Value Creation, Trust……

Partners in Excellence

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.

TSE 1006: Immediate Steps You Can Take To Begin Growing Your Influence

Sales Evangelist

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.

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

Small Minds Inhibit The Influence and Power of Social Media Marketing

Increase Sales

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.

Marketing, Sales, and the Power of the OOCH

Smart Selling Tools

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.

The Secret Path to Successful Sales Calls

Smart Selling Tools

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.

Thank You for Arguing – Jay Heinrichs

Hyper-Connected Selling

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.

Daniel Pink – To Sell is Human

Hyper-Connected Selling

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.

How to Hire the Sales Executive Your Company Needs

Hubspot Sales

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.

CMO Secrets to Impacting the Sales QBR

Sales Benchmark Index

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.

Sales Questions for Discovery

The Digital Sales Institute

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.

7 Proactive Sales Strategies to Implement Today

Hubspot Sales

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.

How B2B Reps Use Social Debt to Get Sales Support

Sales Benchmark Index

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.

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Collaboration for Mid-Market Sales Growth

Score More Sales

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.

The Importance of Giving Feedback in Inside Sales

Score More Sales

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.

Sales Strategy: What’s Most Effective? A Great Message! (Updated May 2019)

Corporate Visions

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.

12 Important Product Knowledge Topics In Retail Sales

MTD Sales Training

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.

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The Sales Motion: The Body and Soul of an Effective Sales Effort

Hubspot Sales

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.

Tips from the Sales Trenches: Is Inside Sales Demeaning?

Score More Sales

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.

8 Ways to Integrate Social Media Into Your Sales Strategy

Hubspot Sales

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.

5 Steps to Telling a Better Story in Your Next Sales Presentation

Hubspot Sales

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.

(4 Steps and 6 Tips on) How to Build Highly Targeted Lead Lists for B2B Sales

Cience

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.

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Inside Sales Power Tip 141 – Get a Second Opinion

Score More Sales

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.

6 Sales Promotion Ideas to Leverage or Leave

Hubspot Sales

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.

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. 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.

25 Quotes to Inspire Sales Growth | DialSource

DialSource

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.

The Ideal Length of a Sales Email, Based on 40 Million Emails

Hubspot Sales

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

Why is Your Prospects Status Quo Bias Hurting Your Sales?

Jeff Shore

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

The Why, What & How of a Lead-to-Revenue Assessment, Part 2 - The How

Pointclear

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

7 Steps to Achieving Sales and Marketing Alignment

Highspot

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.

The Ultimate Guide to Asking Sales Questions (And 29 Questions You Can Use Today)

Gong.io

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?

Sales Success Trip Planner

Anthony Cole Training

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).

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Sales Enablement: The Right Tools for the Right Tasks

Pipeliner

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.

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Sales Tips: Honest Customer Feedback is the Cure for Insanity

Customer Centric Selling

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.

Land and Expand: How to Turn a Small Deal into Big Results

Hubspot Sales

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.

Selling to the C-Suite: Improving Executive Presence in New Sales Reps

SalesLoft

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.

James Picks Brains: Empathetic Leadership With James Bawden

John Barrows

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