Tue.Jan 15, 2019

article thumbnail

Remember me? I'm the salesman like all the others.

Jeffrey Gitomer

My cat, Lito, has a business card. She is our corporate mascot, and plays a vital role in my office productivity. Whenever I need an important paper, Lito is laying on it. I give her card out in seminars and training programs for fun and a laugh. But everyone who gets her card keeps it, shows it to someone else, talks about it, and talks about me. Being memorable is creating a vivid image in the mind of the prospect that distinguishes you from others.

Sports 177
article thumbnail

Yes, Gender is a Factor in B2B Buying Decisions: Selling to Men and to Women

DiscoverOrg Sales

Are there differences selling to men and women in a B2B sales process? That was the question we set out to discover. My husband and I are avid remodelers, which means I’ve spent a lot (A LOT) of time at Home Depot and Lowe’s over the last 15 years. I remember clearly, during those Saturday afternoons walking up and down aisles looking for just the right tile, how much I preferred shopping at Lowe’s to Home Depot.

B2B 192
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

How Do You Measure Customer Experience?

SBI Growth

Recently, my colleague Sid Nakappan wrote an article on How the CEO can jumpstart the Customer Experience Transformation. If your boss put this article on your desk, you are probably getting started. With the interest of beginning with the end.

Customer 231
article thumbnail

Would you like to buy some Girl Scout Cookies? I did!

Jeffrey Gitomer

Paula Kearney just spent the weekend selling door to door. She made more than 150 sales. Paula is 7. Paula's success has her so pumped to sell more, her parents have to dampen her enthusiasm with the reality of homework, school, household chores and bedtime. What kind of saleswoman will this kid be when she's 21? So, what does this 7–year old kid have to do with your sales success?

Call-back 222
article thumbnail

How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

article thumbnail

37 Ways to Inspire Confidence in Your Prospects

The Sales Heretic

In my last post, I discussed the role risk plays in preventing people from making purchasing decisions. The greater the risk, the less likely a person is to buy. Which means, the more you can reduce the perception of risk in buyers’ minds, the more sales you’ll make. So how can you increase your prospect’s [.].

More Trending

article thumbnail

10 Most-Read Sales Articles of 2018

Zoominfo

For most of the world, the beginning of a new year signifies a fresh start– a chance for re-dos and second chances. The conclusion of 2018 not only allows us to look back and fine-tune our business strategies, but it also affords us the opportunity to reflect on a few things we got right this year. So, allow us to indulge. This year, the ZoomInfo team published nearly 250 blog posts related to sales, marketing, recruiting, and business growth.

article thumbnail

SBI’s September 2018 Product Officer Newsletter

SBI Growth

Taking a New Product to Market Christopher Bray, the Senior Vice President and GM for Cylance, details how to take a new product to market… What Successful Product Leaders Do to Boost Profits Follow the three steps in this article to create.

Marketing 174
article thumbnail

Salesperson leaving the company? Commissions due?

Jeffrey Gitomer

Quit? Changing jobs? Get fired? Are you owed money for commissions? Are you sure you're going to get paid? I'm not. Some companies have pay problems with departing salespeople. How many? I'd just like to have the interest for one day on the commission money not paid salespeople who quit or got fired. Will it happen to you? Maybe. Take a look at how much turnover exists on your sales force.

article thumbnail

SBI’s October 2018 CSO Newsletter

SBI Growth

New Trends in Technology Enabling the Inside Sales Function An estimated $6,181 is spent on technology for each inside sales person per year and expected to increase 6.5% in 2018. Read this article to dive deeper into the various categories of.

article thumbnail

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.

article thumbnail

Kajabi Review: The Best All-In-One Online Course Platform

Sell Courses Online

The post Kajabi Review: The Best All-In-One Online Course Platform appeared first on Sell Courses Online. Kajabi is one of the most popular online course platforms in the market today and you probably would have heard of it. It is pretty different from a typical online course platform. The post Kajabi Review: The Best All-In-One Online Course Platform appeared first on Sell Courses Online.

Course 105
article thumbnail

How Safe is Your Job in 2019?

Shari Levitin

As the battle rages on between robots and human capital, many sales professionals are asking themselves the question, “Am I replaceable?” It’s a valid concern. The post How Safe is Your Job in 2019? appeared first on SHARI LEVITIN.

Sales 91
article thumbnail

Do You Have at Least 4 Calls in Your Cold Calling Sequence?

Chorus.ai

We’re back with our next cold calling tip, after The secret to a scheduled meeting - longer cold calls. In this article we tell you how to craft an ideal cold calling cadence.

article thumbnail

4 principles of the consultative sales approach

Zendesk Sell

Have you ever heard the phrase, “People don’t like to be sold…but they love to buy?”. The consultative sales approach reflects the truth of this statement. In other words, customers don’t like a sale pushed on them. It only feels like the sales rep is interested in making a commission rather than actually caring about needs. Consultative selling helps to avoid this problem.

article thumbnail

2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

article thumbnail

Avoiding Cancellations: How to Handle Your Buyer’s Remorse – Part 1

Jeff Shore

By Amy O’Connor. There are two positives to keep in mind about buyer’s remorse: One, it is predictable, and two, it’s a normal part of the buyer’s journey. Unfortunately, a buyer regretting their purchase decision catches too many salespeople off guard, and therefore they do not handle the situation properly. Sometimes a sale is proceeding well when seemingly out of the blue the customer calls and says, “We’re having second thoughts.

article thumbnail

Starting With A Blank Sheet Of Paper

Partners in Excellence

I’d like to go through a thought experiment. You can play along, take out a sheet of paper or open a blank document. First, as an introduction, our mental models and experience are often great help in understanding our jobs, how we are successful, and how we perform. We all have mental models, our organizations have shared models, enabling us to align, communicate in shorthand, and make sure we are all doing the things important to achieving our goals.

article thumbnail

Always Be Helping > Always Be Closing

The Center for Sales Strategy

It's not out of character to hear a sales manager say, 'ABC: Always Be Closing.' Or to have a salesperson live out that phrase daily. But in reality, to close more business, you must sell less and help more.

Closing 80
article thumbnail

Building Your Support System

Partners in Excellence

This is one of those topics I never thought I would have to write about. It’s a subject I assumed was such common sense and common practice that there was no value I could add by writing about it. Turns out, I’m probably a little naive. Right now, I’m involved in at least halve a dozen situations where very capable people are failing because they haven’t understood the importance of building and maintaining a support network.

System 81
article thumbnail

How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

article thumbnail

Why Enablement Is Not Enough: Enter Empowerment

Guru

When it comes to helping revenue teams, the term “enablement” usually comes to mind. Enabling a sales or support team to work better sounds great. But there’s a giant disconnect – while the concept of “enablement” is more relevant than ever, the term itself has become associated with an antiquated methodology.

Revenue 67
article thumbnail

Are You Beginning to Make Progress?

Smooth Sale

Attract the Right Job or Clientele: By December, we eagerly look forward to celebrating the end of one year and are mentally onto the next. Resolutions are made, and we are excited about executing a new plan. But what sometimes unfolds reveals a brand new story. My Story. Ideas continually come to me, and I relentlessly pursue those of more significant interest.

article thumbnail

Hard Selling? Not Any More

Pipeliner

In this our next in this series on the biggest mistakes you can make today in B2B sales, we’re going to talk about hard selling—you know, that pushy, insistent, “wear-‘em-down-till-they-buy” approach from years gone by. Or, rather, we’re not going to talk about it. For in today’s sales world, it doesn’t work at all. Today it’s soft skills that are more important than ever, and becoming increasingly so as time goes by.

article thumbnail

Multiply Your Sales Coaching Efforts with Modern Learning

Allego

At a global contact lens provider, the sales training team recently overcame an all-too-common challenge: doing more with less. Charged with the training and long-term development of 150 medical device salespeople across the U.S. and Canada, the company’s Sales Development Manager could have asked her “mighty team of five” (as she calls them) to work longer and harder.

article thumbnail

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.

article thumbnail

Build A Data Warehouse for HubSpot CRM in 10 Minutes

BrainShark

In this post, we'll cover why you need a data warehouse for your HubSpot CRM data and why you shouldn't build it yourself.

Hubspot 62
article thumbnail

Do You Have at Least 4 Calls in Your Cold Calling Sequence?

Chorus.ai

We’re back with our next cold calling tip, after the secret to a scheduled meeting — longer cold calls. In this article we tell you how to craft an ideal cold calling cadence. At Chorus.ai, we analyzed over 1 million cold calls made using sales engagement products like Outreach. Chorus research shows that a successful cold calling sequence lasts 20 days.

article thumbnail

Rainmaker For You {A Guide to the Sales Engagement Conference}

SalesLoft

Rainmaker 2019 is coming up fast! This year, the sales engagement conference is going to be bigger and better than ever. This opportunity to learn and exchange ideas is like drinking from a sales firehose – there is a lot to take in. We’re here to help you network your way through 2000 sales professionals and select your best track among 44 sessions.

article thumbnail

Why You Shouldn’t Use a Website as a Sales Enablement Tool

Bigtincan

A lot of companies wonder why they can’t just use their website to house critical sales information for their sales team as opposed to taking the plunge with a mobile sales app or sales enablement tool. After all, your product information is already on your website. And, most companies have websites. Seems like a pretty […].

article thumbnail

Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

article thumbnail

How to Calculate Stage Conversion Rate

BrainShark

Stage conversion rate measures the percentage of opportunities or deals that move from one stage to the next.

article thumbnail

3 Free Tools To Help Your Images Pop

Fill the Funnel

3 Free Tools To Help Your Images Pop Images, graphics, photos, and videos are all powerful tools to get your message noticed. Social media has put more demands than ever before to be able to create and share images in your online activities. The challenge is that the pro-level tools like Photoshop are time-consuming to […]. The post 3 Free Tools To Help Your Images Pop appeared first on Fill the Funnel.

Tools 48
article thumbnail

3 Ideas to Refresh Your Mission Statement, Personally & Professionally

criteria for success

It’s a new year! Are you ready for a new perspective? How about new year, new you, new mission statement? The new year brings fresh light for many. And if you’re a New Year’s resolution type, it might mean swapping the junk food for veggies, TV time for gym time, and giving up the vices [ ] The post 3 Ideas to Refresh Your Mission Statement, Personally & Professionally appeared first on Criteria for Success.

Company 45