Tue.Aug 02, 2016

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10 Ways to Deal With a Customer Complaint

The Sales Hunter

Give me a customer complaint any day over a customer not being happy and not complaining. I can’t deal with what I don’t know. Below are 10 ways to deal with a complaining customer and a couple of bonus ideas: 1. Don’t run from it. Deal with it immediately regardless of the situation 2. Thank […].

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Self-Service Data Prep: the Secret to Fast, Accurate Sales and Marketing Analytics

Sales and Marketing Management

Issue Date: 2016-08-03. Author: Frank Moreno. Teaser: Self-service data preparation (prep) is transforming how sales and marketing analysts as well as everyday business users are acquiring, manipulating and blending data by making the process quick, easy, accurate and consistent. Self-service data preparation (prep) is transforming how sales and marketing analysts as well as everyday business users are acquiring, manipulating and blending data by making the process quick, easy, accurate and cons

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Why Marketing Ops is a Critical Piece to Your Marketing Strategy

SBI Growth

Data is everywhere. Channels are exploding, and technology is constantly changing. Marketing leaders now require detailed reporting in order to make data-driven decisions. And this requires the help of a “right hand”, otherwise known as marketing operations. My colleague, Mark.

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How The Best Salespeople Build Relationships On LinkedIn

MTD Sales Training

Many people we train on using LinkedIn have many contacts but have not used those contacts to increase their sales opportunities. For some, LinkedIn is an unused asset gathering dust on their hard drive. What would be one way that you could use those connections to increase sales opportunities? Well, you always would start a conversation when you meet someone at a networking event, so why not do the same kind of thing, but online?

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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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High Profit Prospecting: The Critical Role of Sales Leadership in Prospecting

The Sales Hunter

It’s time to talk about the elephant in the room with regard to prospecting. For too long every excuse in the world has been used as to why prospecting is so difficult. The elephant in the room is the environment created by the leadership of the organization. It begins with leadership claiming any shortcoming in […].

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Full-Funnel Marketing: Is it Advertising or Marketing? The Challenge of Creating Awareness in a Noisy World.

The Sales Hunter

Is it advertising that’s needed to create customers or is it marketing? Does it matter? Matt Heinz and his team at Heinz Marketing have put together a great book on the subject, and you can get an electronic copy of Full Funnel Marketing for free! I’ve known Matt for several years and I am a big fan […].

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Benefits of Sales Coaching: Lessons from Author David Brock

BrainShark

As a former youth, high school and collegiate-level baseball coach, it was my goal to help my players perfect their skills so that we could improve as a team.

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Introducing “Houston, We Have a Sales Problem”

SalesLoft

Sales professionals are the true explorers of an organization. They’re the astronauts, exploring the outer reaches of your company’s sphere of influence. However, unlike real astronauts, they’re expected to complete their mission while dealing with a litany of systematic problems that make their jobs harder. We expect perfection from our sales teams, even when the deck is stacked against them from the start.

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Who Are You? Why Should I Trust Buying From You?

Partners in Excellence

Somehow you’ve attracted me to your site. You have an intriguing product. You have a solution I might be interested in. I want to learn more. But before I can go on, you put hurdles in my way. I can’t get beyond your splash page without giving you my contact information. Or I may be interested in subscribing, about to give you my credit card information and I stop.

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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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Sales Performance Insights from Advanced Analytics

SalesLoft

A bird in the hand is worth two in the bush. A penny saved is a penny earned. Honey attracts more bees than vinegar. All of these phrases are commonplace to any sales professional. Lessons in closing deals, hard-balling negotiations, and practicing sincere salesmanship are all valuable tools for successful sales performance. But what about this age old adage: What you don’t measure, you can never improve.” Every sales function — from the Sales Development Reps sourcing a deal,

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How to Lose Control of a Sales Process

Engage Selling

What’s the easiest way to lose control of the sales process? I’m sure you’ve noticed, many salespeople hold off on presenting their price to a prospective client until the final written proposal.

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Building the future of people intelligence to boost sales performance

People.ai

In a crude bit of irony, sales, which is so critical to the success of disruptive companies in the tech industry, is itself stuck in the Stone Age. As a caveman myself, I can tell you – I’ve spent over ten years in the field and built sales teams from the ground up at four companies including Nstein (acquired by Open Text) and my own Semantria (acquired by Lexalytics).

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Mark of a Rookie Salesperson: How NOT to be THAT Guy

Sales Gravy

These connections and affiliations all can be the basis for easing into your Possible Value Proposition. In fact, they are great ways to separate yourself from everyone else.

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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Why So Many Salespeople Are Failing So Badly …

Jonathan Farrington

Unlike most other professions, there are no qualifications required to become a professional salesman or woman: I find that very disappointing, and I am also deeply concerned that even the super-rich corporations who used to put their latest intakes on a solid two year program before letting them loose on an unsuspecting audience, now believe […].

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