Wed.Sep 12, 2018

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Do Our Professional Labels create Positive Customer Experiences?

Babette Ten Haken

Are we a bit too devoted to and obsessed by our professional labels? The awards we collect. The Top List of This or That we are on. Those accomplishments, honors, certifications, academic degrees in which we revel. Our professional labels are What We “Do”, for Other People, Right Now. Hmmm……. Really? Our professional labels are the stuff we put on our LinkedIn and other social media platform profiles.

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Neuroscience in Sales: Negotiations

Janek Performance Group

There’s a surprising amount of research on neuroscience in areas related to sales – it’s becoming a field of increasing interest as companies and academia seek to understand the biomechanics of the buying and selling processes. Today we’ll be looking at how neuroscience applies to negotiations, and how understanding how our brains act during negotiations can make you a better negotiator as a sales professional.

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Your Quotas are Awful: How to Improve Sales Performance with Comp Plan Design

Xactly

Sales compensation is the driver of company revenue and growth. If sales reps aren’t motivated to close, renew, and upsell deals, revenue doesn’t just appear. Poor performance often stems from poor sales planning. When compensation plans aren’t well designed, it can become a race between sales, sales operations, and finance to point the blame. Really, the focus should be on how you can improve sales performance with well-designed incentive plans.

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Turn B2B Leads to Sales With the Perfect Demo

Connect2Sell

( Editor’s Note: This article about the lead to sales path for B2Bs is guest written by Mike Mai. With more than 10 years of experience in marketing, Mike is now the marketing manager at Retalo.io. Mike has been involved in creating content for the website blog and planning marketing strategy for the company. Mike has a postgraduate degree in Business Administration.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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7 Modern Tips to Leave a Better Sales Voicemail

Zoominfo

Today’s sales professionals have more ways than ever to get in touch with prospects. And yet, sales reps can’t escape the most common and often the most frustrating method of sales prospecting communication—and that’s voicemail. . There’s no way around it—sales reps spend a lot of time leaving voicemails, and unfortunately, most go unanswered. Consider these statistics ( source ): 15% of a sales rep’s time is spent leaving voicemails. 80% of calls go to voicemail, and 90% of first time voicemai

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The Future of Your Sales Role Questionnaire

Score More Sales

There is a lot of talk about artificial intelligence taking over many sales positions soon. Do you feel like your job might be one of them?

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What Are the Business Models Needed to Justify a New Product That Grows Revenue?

SBI Growth

Have you ever launched a new product, and everything went according to plan…except that the revenue impact was not what you had projected?

Revenue 177
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Six Steps Toward Building a Successful Sales Force

Pointclear

Building a successful sales force is not easy. Most sales managers will tell you it involves three fundamental steps: Hire the best-qualified candidates; train them; and compensate for results. But there is more to it than that. There are three additional steps that more savvy sales leaders know make the difference between a mediocre sales team, and one that consistently generates the deals needed to achieve revenue goals.

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Sales Pipelines: A Comprehensive Guide for Sales Leaders and Reps

Hubspot Sales

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. In fact, HubSpot Research found a positive relationship between the number of opportunities in your pipeline per month and revenue achievement. The more opportunities in your pipeline, the more likely you are to reach or exceed your revenue goals. Growing a healthy pipeline is possible through careful assessment and management.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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3 Ways to Pull Yourself Out of a Slump

Go for No!

Everyone gets into slumps every now and then and if you find yourself in one, here are three things you should do right away to pull out of it. Stop feeling sorry for yourself. I know, probably not what you wanted to hear. I read once, “All depression has its roots in self-pity, and all self-pity is rooted in people taking themselves too seriously.” So, stop carrying the weight of the world on your shoulders.

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30 of the Best SaaS Partner Programs (and Why They Are So Good)

Allbound

These 30 top SaaS providers run the best partner programs in the business—here’s how you can do the same. With so many new SaaS providers hitting the market every month, running some form of partner program feels like table stakes. After all, partnering up with other companies that share customer bases can be a huge asset in amplifying your sales and marketing.

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Confused About I.E. vs. E.G.? When to Use Each [With Examples]

Hubspot Sales

Do you know the difference between i.e. and e.g.? If not, no need to stress. Most people assume these abbreviations are interchangeable -- but they actually stand for two different expressions. The business world is brimming with confusing acronyms and jargon. And these terms and phrases can muddy up even the simplest of communications. I say, “ Enough!

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Top 20 Sales Tech Vendors to Follow (and Party with) at Dreamforce #DF18

SBI

Unless you live under a rock, you know that Salesforce’s annual event, Dreamforce, is just around the corner. If you’re going, I hope to see you there. I’ll be at the Sales Enablement Soiree at the Four Season’s hotel on Thursday the 27th all day. Come by and say “hi.” Look for the lights and cameras as we’ll be conducting live-streaming video interviews all day long.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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CEO: What you need to know about why your sales department is screwing up

Membrain

I hate to be doom and gloom, but many sales departments are failing to perform. Year after year after year the data coming out of organizations like CSO Insights shows decreasing sales effectiveness on nearly every measure in nearly every industry.

Industry 103
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If You Want to Be a Leader, Do Deep Work

Alice Heiman

Today, I made my coffee, checked my emails, and then talked to someone on the phone while driving. When I arrived at my client’s office, I answered two texts before our meeting. On my drive back, I made another call to another client. Once back at my office, I answered six instant messages and two texts. Whew. That was my morning, how was yours?

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Highrise alternatives: The 6 best CRMs you need to consider

Nutshell

Last month, Highrise’s 10,000+ customers got some bad news : The CRM platform will no longer be actively developed by its parent company, Basecamp. In other words, Highrise won’t be adding any more new features to the product, or evolving with the changing needs of sales teams. As Basecamp CEO Jason Fried put it, “Today’s version of Highrise is the forever version of Highrise.”.

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The Best Agenda for Sales Kickoffs in 2019

SalesHood

Sales kickoffs serve a dual purpose: to celebrate the past year of success and to set the tone and goals for the new year. It’s important to create a kickoff and agenda that’s the right mix of celebration, motivation, conversation, action, and storytelling. For 2019, it’s all about human connection and making people feel [ ] The post The Best Agenda for Sales Kickoffs in 2019 appeared first on SalesHood.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Set Your New Hire Up For Success: How to Maximize Their Strengths and Work Around Their Weaknesses

The Center for Sales Strategy

This is the first post in a four-part series on how managers can set new hires up for success. Onboarding new employees the right way is crucial in retaining them long-term. According to an Aberdeen Group study, 86 percent of respondents felt that a new hire’s decision to stay with a company long-term is made within the first six months of employment.

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Sales Leads – 15 Ways to Generate Sales Leads, and Tons of ‘Em

Marc Wayshak

You need more sales leads—and these tips will get you tons of ‘em. Check out this video to learn 15 ways to generate sales leads in today’s selling market. The post Sales Leads – 15 Ways to Generate Sales Leads, and Tons of ‘Em appeared first on Sales Speaker Marc Wayshak.

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Study: What outcomes can you expect from workplace coaching?

Selling Essentials RapidLearning Center

Coaching in the workplace has been the subject of a variety of studies across multiple real-world occupations. But interpreting the results, and how they apply to your organization, isn’t always easy. We do know one thing for sure, however: Coaching takes time, skill and energy. So it’s no wonder that organizations and their leaders want to know (1) whether coaching really makes a difference, and (2) if so, what kind of coaching is most effective.

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Strategies For Setting Sales Goals With Your Team

Funnel Clarity

It’s widely accepted that goal setting is the best way to become more organized, motivated and successful. This is especially true for sales teams , for whom performance is often evaluated through a range of metrics and assessments. The exact goals you set for your team will depend on a variety of factors, such as team size, industry, length of sales cycle, and more.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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Apple, A.I., and Enterprise Enablement

Bigtincan

There is no ecosystem on earth quite like Apple and its offerings. The release of the new iPhone series and Apple Watch 4 are stunning achievements, both in functional and aesthetic design. While the product offering itself is compelling, the unsung hero of yesterday has far-reaching implications in the world of enterprise mobility, and may […].

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“I have a dream”… You Will Teach NEW IDEAS Before Your Competitors

SalesforLife

I had a dream. No really, I actually had this dream 2 nights before writing this on a flight to London, UK.

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What A Car Ad Tells Us About Death By PowerPoint And The Presentation Holy Trinity

Eyeful Presentations

PowerPoint gets truly dreadful press. Tap the phrase ‘ Death by PowerPoint ‘ into a search engine and you get over 134 million results. There are books, videos, blogs and TED Talks all dedicated to the topic. Dig a little deeper and search ‘PowerPoint is Evil’ (yes, really) and you’ll get just under 14 million results, most of which refer to an academic rant by a chap called Edward Tufte… don’t get me started.

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The Importance of a Learning Culture in Sales

criteria for success

For a VP of Sales, developing a learning culture in sales is one of the top priorities. By definition, a learning culture is a culture that enable transfer of knowledge. Many VPs of sales think that they need to be the ones doing the transferring. Nothing could be further from the truth. Instead, salespeople should [ ] The post The Importance of a Learning Culture in Sales appeared first on Criteria for Success.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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The Power of Social Selling

Pipeliner

Social selling has revolutionized the way that we sell in the modern, technological era. Learning how to navigate this new tool, and understanding how to utilize it better, as well as knowing which pitfalls to look out for, is crucial. This article explores actionable steps to harness the power of social selling. Social Selling Hype: There was a lot of hype surrounding social selling when it first entered the business world.

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How to Tackle Sales Team Turnover and Grow Your Business

Selling Energy

Sales team turnover is one of the biggest problems facing today’s businesses, especially in high-growth markets. Qualified sales professionals are scarce, and they demand top dollar. At the same time, selling can be one of the toughest and most discouraging professions, and good salespeople will seek out jobs where they feel welcomed and nurtured, in addition to being well-compensated.

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Can A.I. Prevent Your Best Sales Reps from Jumping Ship?

People.ai

As a sales leader, you strive to do everything you can to support, coach, and incentivize high performing sales reps to stay on your team. But, the fact is, salespeople have twice the annual turnover as other functions. This high level of departmental employee churn not only impacts revenue, it impacts morale and can normalize people “jumping ship” faster than they should.

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