Wed.Apr 04, 2018

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It’s Time to Put the “Process” into Your Sales Process

The Sales Hunter

What good is having a sales process if you don’t use it? Not using your sales process is just as bad as not having a sales process at all. How can we expect to be successful as sales professionals if we don’t have a process we follow and believe in? Could you imagine getting on a plane and the pilot saying he or she does not have a plan to fly the plane?

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5 Reasons Why Your Prices SHOULD Be Higher Than Your Competitors

MTD Sales Training

I met a salesperson on one of our programmes who was really upset that his company had raised his product’s prices by over 3%, and hadn’t given him an explanation as to why. It was simply called ‘an inflationary mark-up’, even though inflation is actually running lower than that figure. His frustration about the situation made me feel sorry for him, as he couldn’t affect the decision.

Margin 163
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3 Ways to pivot Customer Retention Pain into Business Success

Babette Ten Haken

Anyone out there experiencing customer retention pain? The overwhelming majority of folks who contact me equate customer retention with a dental root canal procedure. In fact, often they prefer the latter over the former. It doesn’t have to be this way, you know. However, the first step in pivoting customer retention pain into business success is a function of how you “see” customer retention.

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Pricing-Enhanced Personas, a Sales Leaders Secret Weapon

SBI Growth

If you are a sales leader looking to get ahead of the competition, enhancing your personas with pricing metrics could be your secret weapon. According to a recent study, about 1% of B2B SaaS companies can describe their buyer personas.

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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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The Whack-A-Mole Approach to Sales Management

Anthony Cole Training

It’s been a few years since I’ve been in a Dave and Busters establishment. There was a time when I would go at least once a year. When I was younger, my source of entertainment was hanging out at sports bars with pool tables, shuffleboards and basketball games. About 25 years ago, that entertainment became watching my kids enjoy the arcade games Dave and Busters offered.

More Trending

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Channel Partner Conflict: 3 Ways to Manage When It All Goes Wrong

Hubspot Sales

What is Channel Conflict? Channel partners can be mutually beneficial. By partnering with other vendors, your business can offer a stronger product/service and a better customer experience. But, sometimes, channel partnerships are disrupted by other dealers who sell their product direct to consumer. This is when channel conflict arises, and this article tells you just what to do about it.

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How to Use Strategy as a Filter to Drive Sales

Alice Heiman

Some business decisions just aren’t easy, like which markets to go after and which customers to say no to. But they can become easier when made in context. Context matters. In this case, the context I’m referring to is strategy. Many businesses believe they can operate without a clear strategy. While it’s possible, in many cases it doesn’t drive the sales you need.

Hiring 93
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Here's how to tell if Membrain is right for you

Membrain

Choosing the right CRM for your organization can be tough, and fraught with perils. The wrong choice can be expensive both from a direct cost perspective, and in lost productivity and poor adoption rates.

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Building A Profile of the Sales Rep of the Future

Sales Hacker

There’s a lot of talk these days about the future of sales. And a great deal of that discussion is propelled by just two little letters: AI. Obviously, I’m talking about artificial intelligence. By default, when you talk about AI, you’re not just talking about the tech behind it. You’re also talking about things that are far more impactful, like how it’s going to change the way we live and work.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Top Performing Salespeople Attributes

Pipeliner

Recently I caught up with Bernadette McClelland, CEO of 3 Red Folders. I asked for her opinion on the topic of key attributes of high performing salespeople. Bernadette is someone I respect, therefore here is an edited version of her response. I’ve worked alongside hundreds of sales professionals, both in intimate groups or one-on-one. They have ranged from senior leaders to new sales trainees.

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Sales Tips: 3 Sales Productivity Traps to Avoid

Customer Centric Selling

By Lisa Cook, Chief Operating Officer, Cien. While selling has never been easy, it hasn’t become harder either. Selling has become a more refined process where efficiency is key. Increasing sales productivity requires operational awareness of the quality of leads generated from marketing as well as the productivity of individual salespeople. With artificial intelligence (AI), your business can understand the deeper dynamics of the sales process and make it possible to see the incremental value c

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How Female Executives are Transforming the Finance Workplace in 2018

Xactly

Over the past month, talk about women in the workforce has grown exponentially. March is celebrated as Women’s History Month, and last week, on March 8, we celebrated International Women’s Day. As part of the celebrations, the International Women’s Day organization launched the 2018 campaign, which is focused on increasing gender equality in the workplace and encouraging women to Press for Progress.

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How to Use LevelEleven for Customer Success & Support Teams

LevelEleven

Q & A with LevelEleven Director of Customer Success, Ashley Ball. LevelEleven Director of Customer Success, Ashley Ball , has been in customer service for twelve years, four of which have been with LevelEleven. One of her main priorities since joining the team has been to configure LevelEleven to help meet the daily demands of customer success (CS) professionals and drive bottom-line results, the same way it does for so many sales teams.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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How Best-in-Class Sales Enablement Programs Accelerate Value Selling

Mindtickle

CSO Insights defines sales force enablement as, “A strategic, collaborative discipline designed to increase predictable sales results by providing consistent, scalable enablement services that allow customer-facing professionals and their managers to add. value. in every customer interaction.” And, Aberdeen Research found that “All-in” sales enablement practitioners experienced 56% greater annual revenue growth when compared to all others.

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Giving Sales People a Confidence Boost

The Center for Sales Strategy

You have a salesperson with loads of talent, and they have always been successful. Suddenly, they are underperforming, missing goals, and really off their game. Or, perhaps you have a new hire with a lot of talents. You are expecting a sales rock star, but they just aren’t doing well. What’s going on?! The answer may be hiding in past setbacks, and it takes sales management skill to help them start performing to their potential.

Hiring 53
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How Best-in-Class Sales Enablement Programs Accelerate Value Selling

Mindtickle

CSO Insights defines sales force enablement as, “A strategic, collaborative discipline designed to increase predictable sales results by providing consistent, scalable enablement services that allow customer-facing professionals and their managers to add. value. in every customer interaction.” And, Aberdeen Research found that “All-in” sales enablement practitioners experienced 56% greater annual revenue growth when compared to all others.

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6 Reasons Why Managers Should Always Ask for Feedback

Growbots

“Feedback is the breakfast of champions.” – Ken Blanchard. Can you imagine starting your day without a healthy breakfast? I know I can’t. Breakfast gives you the energy to do great things, just like feedback! And I know that negative feedback doesn’t taste good, but hearing it, giving it some thought and accepting it is the ONLY way for you to improve.

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Supercharge Your Sales: 5 Steps to Effortless Selling

Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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[Podcast] How Sales Enablement can Strategically Guide the Sales Organization with Pat Lynch

Mindtickle

In this. 17 minute. podcast Pat explains: How sales enablement has evolved over the past decade. How to turn around some disturbing trends in sales performance and productivity. The questions that can help sales enablement professionals focus on the right things at the right time. How to deal with sales tool fatigue. Pat Lynch has seen the evolution of sales enablement from several perspectives – in large companies like Xerox and FedEx and in research firm CSO Insights, to name a few.

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How to Increase Your Team's Sales Prospecting Activity

Sales Readiness Group

Ask any sales leader if their team is doing enough prospecting, and they’ll invariably say “No.” Ask sales reps if they should be doing more prospecting, and they’ll grudgingly agree that more prospecting would be better. The benefits of sales prospecting are apparent; more prospecting equals more sales opportunities. So why aren’t sales teams doing enough prospecting?

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Lessons Learned on Copyrighted Images

Adaptive Business Services

I got busted. Bummer. Before we go any further, let me say that I screwed up, take full responsibility, and have paid my debt (a fine) to society (the image rights holder). It was never my intention to use a copyrighted image but, I got lazy, I did, and I’m sorry! I am well aware of copyright issues but, I have always found negotiating those “Creative Commons” hurdles on Google Images to be challenging.

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People > Processes: A Conversation with Courtney Shaffer Lovold, Global Strategic Account Manager at Emarsys

Costello

You may have come across a few of our recent People > Process articles including sales rock stars like Adam Weber , VP of Sales at Emplify, Melissa Gindling , Strategic Account Executive at Levementum, and most recently Russell Van Leuven , Sr. Director of Sales at DiscoverOrg. Each of these sales professionals have one thing in common: they consistently earn the respect and trust from their prospective customers.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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Cold Calling Techniques

The Digital Sales Institute

Cold calling techniques should continue to be a valued sales skill and be included in any sales training program. Cold calling has evolved from a standalone blunt prospecting activity into a tactic that when combined with social selling and data is a powerful customer recruitment method. Not every business can rely or wait for inbound marketing to produce enough leads to grow revenue, so more outbound sales tactics need to be implemented, to reach out and engage potential customers.

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Comment on 6 Performance Tips for Customer Success Teams by How to Use LevelEleven for Customer Service Teams

LevelEleven

[…] is an in-depth interview with Ashley highlighting the custom solutions LevelEleven has built for CS teams and the use cases they […].

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Whatever Happened to Social Selling?

Pipeliner

What happened to all the hype on the social selling revolution that appeared a few years back? Why have salespeople struggled to make social selling work? How can the effectiveness of social selling be measured? What are salespeople and sales managers missing out on today that could really augment the way they sell? Social selling has taken kind of a bad rap over the last few years, as salespeople and sales managers, while having to make their numbers, have yet attempted to try and make social s

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How to Increase Operational Productivity of your Sales Team

SBI

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Garry Mansfield , Founder of Outside In Sales & Marketing. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Garry: Selling tools from Outside In help B2B sales teams to increase competitive advantage.

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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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TSE 805: TSE Hustler’s League-“Empathy”

Sales Evangelist

Sales professionals often overlook empathy. Because we’re focused on selling a product and closing a deal, we often neglect to understand our customers. In today’s episode of The Sales Evangelist, we discuss the role of empathy in the sales process, and why sales professionals must understand their prospects in order to build value. What do […] The post TSE 805: TSE Hustler’s League-“Empathy” appeared first on The Sales Evangelist.

Closing 40
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5 Simple Steps to Improve Your Sales Forecast Accuracy

The Brooks Group

The accuracy of your sales forecast impacts everything in your organization, from revenue projections to hiring and production capacity decisions. Yet according to Sirius Decisions , 79 percent of sales organizations miss their sales forecast by more than 10 percent. It can seem as though accurate forecasts are an impossible dream, but that doesn’t have to be true.

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6 Essential Tips to Secure More, Better Quality Meetings

Artesian Solutions

6 Essential Tips to Secure More, Better Quality Meetings. Prospecting is hard and very few people enjoy it. Whether you are pitching for the first time to a customer or looking to secure a meeting with a key influencer in the sales cycle, obtaining time in an executive’s diary is difficult. There is a lot of noise out there, and every attempt you make is probably being duplicated dozens of times by your competitors.

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