Wed.Nov 11, 2020

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The Problem With Having Crappy Sales Managers

Understanding the Sales Force

The lettering above the dials of our LG washing machine (pictured above when new) have worn off. I went online believing I could get a replacement decal and while LG does not provide replacements, they will replace the entire front panel for $125. While I was researching this stupid, preventable issue, I found that many LG owners have the same problem.

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4 Ways Virtual Events Are Reimagining Themselves

Sales and Marketing Management

Author: Jen Smith, VP Marketing, MarketingProfs In the “Before Times” – way before the start of the COVID-19 pandemic – virtual events were often seen as lesser-than to in-person, bigger-budget events. They were viewed as less compelling, less useful and, certainly, less fun. It turns out that in an always-digital, pandemicked world, that’s no longer true.

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How to get a free trial of Membrain

Membrain

When we launched Membrain, offering a free trial was not the right move for us. We felt that we needed to educate customers during the sales cycle because our offering was too different from traditional CRM platforms.

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CEOs and Sales Leaders: Be Your Company’s LinkedIn Evangelist

Alice Heiman

Chief Lead Generator. As the CEO you probably don’t think it is your responsibility to generate leads. But imagine if your actions drove traffic to your website or caused someone to email or pick up the phone and call your company to learn more. . LinkedIn Builds Brands and Drives Traffic. Senior leaders of companies, like sales leaders and especially CEOs, can make a tremendous difference by using social media, especially LinkedIn , for the B2B sale.

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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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Improving Sales Performance: Sales Calendars and Sales Planning

The Center for Sales Strategy

Many large-scale surveys routinely find time management skills are among the most desired workforce skills, but also among the rarest skills to find. It comes as no surprise that one of the biggest challenges sales leaders face is time management. And while there are many articles and time management tools readily available, there’s also the old-fashioned sales calendar.

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How Mode Harnesses the Voice of the Customer and Drives CSM Performance with Connected CI

Chorus.ai

The main premise of Connected Conversation Intelligence (CI) is bringing powerful data and insights directly from the Chorus.ai platform into other applications where teams do their work. And we love to see our customers get creative with tapping into the capabilities of CI and making it a part of their everyday workflow. Take Mode Analytics, for example.

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Sales Trainer Reviews Sales Movie Scenes from Tommy Boy to Boiler Room

Marc Wayshak

Here’s how one expert sales trainer reviews sales movie scenes from some of the top movies of all time. Check it out. The post Sales Trainer Reviews Sales Movie Scenes from Tommy Boy to Boiler Room appeared first on Sales Speaker Marc Wayshak.

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Want to Hit Your Q4 Sales Targets? 10 Questions to Make Your Goal

KLA Group

Yes, it’s a tough sales year. One minute we’re in lockdown. The next minute we can meet for lunch. Then we’re back to Zoom sales meetings. Your sales funnel may be looking pretty thin. This is the year you figure out if you have sales grit or cowardice. A pandemic is no reason not to […]. The post Want to Hit Your Q4 Sales Targets? 10 Questions to Make Your Goal first appeared on KLA Group - Denver.

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How Competitive Intelligence is Replacing the Relationship Sale

Sales Hacker

The relationship sale is on its way out. I know this sounds like blasphemy, but hear me out before you start throwing sarcastic memes my way. All I mean is: the way people buy has changed drastically. In the past, strong relationships were the main way to get in front of a prospect and close a deal. Now, data, media, and technology allow us to get in front of prospects and convince them that a complete stranger has a better solution than their incumbent partner.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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?? Baseline and Background to OKR (Objectives and key results)

Pipeliner

The largest companies in the world, like Google, have an OKR system in place. So, our today’s guest in Expert Insight Interview is Roger Longden, and he will discuss the baseline of the OKR system and its systemization in the company. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Baseline and Background to OKR (Objectives and key results) appeared first on SalesPOP!

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5 Insane Tips for Enhancing B2B Customer Experience

Cience

A lot has been spoken about the importance of customer experience in the Business-to-Consumer (B2C) domain, but what about the Business-to-Business (B2B) sales model? Is it time for B2B companies to become as ‘customer-obsessed’ as some of the most successful B2C brands have demonstrated over the last decade? The data says, yes: According to McKinsey , “Improvements in a B2B customer experience can lead to a 10% to 15% reduction in customer churn, 20% to 40% increase in win rat

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Sales Management Through Pipeliner CRM

Pipeliner

The topic of Sales management is very broad, and is covered in an infinite number of books, so we won’t be covering that here. There is also an endless list of material on sales management—and as anyone who has read my previous writings on the subject knows, I consider that management is management. There are principles which dictate great management, and they are applied in sales management, as well as in the management of any other part of a company, or in the overall management of the company

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11 Creative Ways to Price During Covid

Anne Miller

With the stress of the election over, the promise of a working vaccine, and a rising stock market (as of this writing), there is reason to be cautiously optimistic about the future. However, at the present moment, buyers who want your product/service may still be reluctant to spend money now. Here are eleven ways to help them feel more comfortable about doing business with you.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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How to Become a Sales Superstar (video)

Pipeliner

Have you ever been amazed by some salesperson’s skills? In this Expert Insight Interview, Jackie Rainforth discusses how to become a sales superstar. Jackie Rainforth is a President of Rainmakers Business Solutions, an award-winning sales expert, speaker, trainer and author, and Tec Canada presenter. The interview discusses: Being attentive to details.

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What do you want your obituary to say?

Shari Levitin

Most everyone in the world is doing one of two things: Trying to get by and survive; or, Looking around for the edge that will allow them to THRIVE. If you’re anything like me, you’ve never stopped looking for an edge… and THRIVING is always preferred. However, after consulting with sales leaders across the globe, I’ve noticed two types of responses to the pandemic – those who focus on their resume virtues and those who focus on their eulogy virtues.

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The Poem "In Flanders Fields" by Lieutenant-Colonel John McCrae: No Have Not Learned

Sales Lead Management Association

In Flanders fields the poppies blow Between the crosses, row on row, That mark our place; and in the sky The larks, still bravely singing, fly Scarce heard amid the guns below.

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How to Sell to a Property Manager Effectively – Part Two

Selling Energy

What does it mean to get the job done? First, you have to get that property manager fired up with the idea that you’re helping them achieve their goals. You also have to use the yardsticks that a property manager uses to measure their own success – preventing complaints about thermal discomfort, addressing security concerns, increasing the occupancy of the building, etc.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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TSE 1367: The Real Reason Why You Are Having "Bad Luck" When Prospecting

Sales Evangelist

Prospecting is not an easy part of the sales process and sometimes, sales reps don’t have much luck with it. How do you change your luck for prospecting? Let’s talk about that in this episode. Bad Luck in Prospecting Some sales reps just find prospecting is difficult. Donald finds that acknowledging and correcting cognitive dissonance can be helpful in amending that problem.

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Let your buyer know the risk – but do it the right way

Selling Essentials RapidLearning Center

Despite what the infomercials say about “risk-free trials,” nearly every product or service carries some risk – and that probably includes whatever you sell. Financial investments may lose value. A consultant’s advice may not work. Even an insurance policy is risky – if nothing bad happens, the premiums are money down the drain. Or perhaps you sell a cutting-edge product that improves customer results in 95% of cases – but can boomerang in a few instances.

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How to Build Relationships in Sales

Richardson

Sales professionals enjoy access to an expanding array of digital tools. The sophistication of these programs, however, can obscure a simple truth about selling; the relationship between the sales professional and the customer is what advances the sale to a close. Even the most powerful technology cannot win the deal if it is not underpinned by a relationship between the buyer and the sales professional.

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Mereo President Discusses 2021 Sales Enablement Predictions in Top Sales Futurists Roundtable

Mereo

AUSTIN, TX (NOV 2020) — In November 2020, Mereo founder and president, Jay Mitchell, was invited to join the Top Sales Futurist Roundtable panel , tackling the question, “What is sales enablement going to look like in 2021?”. Mitchell was joined by three other sales enablement thought leaders — Tamara Schenk , author and strategic advisor of Showpad; David Mattson , CEO and president of Sandler Training; and Britta Lorenz , PDAgroup partner, sales department manager and WiSE DACH chapter lead —

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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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The Value of Analytics Integrated With CRM: 5 Reasons You Need It

SugarCRM

Take a moment to imagine something from your childhood — specifically, think about LEGOs. Think about the LEGO kit every kid wanted that one Christmas, or maybe even the one you or your child want this Christmas. The thousand pieces that build the Millennium Falcon or the Jurassic Park kit that includes a roaring LEGO T-Rex…. Now imagine you receive that kit with no instructions; just a million tiny LEGOs and no data that helps you put it together.

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Want to Provide Stellar Service Like Disney, Southwest, or Trader Joe’s? Start with Customer Service Training Software

Lessonly

At the time I’m writing this, I’ve been at Lessonly for about a year and a half. I became a llama through a program that placed me with Lessonly called Orr Fellowship , and I love it here. I’m working with some of the smartest, most creative folks I know, and there’s always something happening around here to get excited about. I’m learning a lot. One thing though that I have not learned in my time here and could’ve told you coming into this job is that customer service matters.

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How successful account-based marketing starts with aligned, data-driven strategies — A Q&A

Zoominfo

Account-based marketing (ABM) is time-consuming; getting it right takes hard work, consolidation of resources and alignment on the part of both sales and marketing. It’s also a significant upfront investment — in both resources and strategy. Despite 87% of marketers saying that ABM initiatives outperform other marketing investments , 78% of brands say they struggle with “data debt” or not having enough quick data about their customers to launch relevant personalization tactics (key to ABM suc

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Sales Trainer Reviews Sales Movie Scenes from Tommy Boy to Boiler Room

Marc Wayshak

As a sales expert who’s traveled around the world training thousands of salespeople, I thought it would be fun to review a few of the most famous sales movie scenes out there. After all, there’s so much Hollywood gets wrong about selling…and a few things it gets right, too. And I want to share my insight with as many salespeople as possible. In this video, I let you see how an expert sales trainer reviews sales movie scenes from Tommy Boy , The Pursuit of Happyness , and Boiler Room.

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Remote Ready Refreshed – Tech is not a Panacea

Eyeful Presentations

The weather has been a hot topic of conversation since we entered this ‘new normal’ of working from home. From slavishly watching reports on impending monsoons to fervent prayers for one final splash of sunshine, we’ve been hooked. This puts the weather presenter under pressure. In their 120 seconds of airtime, they need to clearly and succinctly share a significant amount of information, some of it relatively technical.

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What Are the Benefits of Sales Enablement?

Showpad

Sales enablement is a framework specific to each company — one size does not fit all. . As such, its implementation and execution across the corporate spectrum vary greatly. If your organization is aiming to improve sales effectiveness, leverage marketing collateral and win deals faster than ever before, a sales enablement program is a productive place to start.