Fri.Apr 27, 2018

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Why Do Empathetic Sales People Win More?

Pipeliner

Empathy is an emotional intelligence skill. Put simply, empathy is the ability to “walk a mile” in someone else’s shoes. It requires paying sharp attention to know what another person thinks or feels. An enormous influence skill, empathy is not often covered in sales books or sales training courses. Why? Because the word just sounds too touchy-feely and soft.

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5 Top Strategies I Learned about Sales while Working with Some of the Largest Tech Companies in the World

SalesforLife

It’s difficult to deny that the sales environment is changing. Buyers are evolving, competition is increasing, and organizations are finding it more difficult to differentiate their products and services. The result is exactly what you would expect in this environment—a large number of sales reps missing quota each year.

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Customer Integration

Pipeliner

Customer integration at the most basic level is about having a company that can truly help the customer in every way. This person becomes a valuable resource to the customers because the customer knows where to go, and who to talk to in order to get the job done. In essence, each person at the company has command over her or his company resources. Mike Bosworth has a lot to say in this interview on customer integration, hosted by John Golden.

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What Are You Doing Today to Make Your Number Tomorrow?

SBI Growth

Many of you are living your sales lives 90 days at a time. The tyranny of the urgent plagues all sales leaders. But as a sales leader in today’s environment, you must be thinking beyond this quarter and next. As.

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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.

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Cold email teardown session from Enterprise Rising

Close.io

Want to write better cold emails? Watch this cold email teardown session I conducted at Enterprise Rising in April 2018. Enterprise rising is a conference for enterprise tech startups in the Midwest. In addition to speaking at the event, I also offered to review the outreach emails of a couple of startups that attended. Here's the full recording of this session.

More Trending

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Sales Resume Examples from Successful HubSpot Reps

Hubspot Sales

Putting together a resume is never a fun task. What’s the latest protocol? What buzzwords should you include? How will you set yourself apart? It’s not easy -- and it’s especially nerve wracking when you’re putting together a resume for the first time. What’s relevant? And how can you spin that frozen yogurt slinging job into useable experience? Luckily, sales is a job in which diverse work backgrounds are welcomed and useful.

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My A-HA Moment that Will Make You Fall Back in Love with Cold Outreach

Frontline Selling

Uber, Amazon, HQ (the Online quiz show) and The Pet Rock. They all fall into the category of “Why didn’t I think of that?”. Recently I read a quote that. The post My A-HA Moment that Will Make You Fall Back in Love with Cold Outreach appeared first on FRONTLINE Selling.

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5 Highly Effective Ways to Respond to Pricing Questions

Hubspot Sales

You’re meeting with the buyer for the first time when they hit you with the dreaded price question. There are five potential responses. First, you could dodge the topic. Many sales training programs advise sellers to never, ever, ever give a price until value has been established. This school of thought says to ignore price questions completely until you are ready to talk about “the investment required.

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The definitive guide on how to write a business plan (free templates)

PandaDoc

A business plan is essential to your company’s success. After all, seven out of ten businesses fail within five years. We know you’re starting a new business or moving to expand and want to stay focused on the positive and the last thing you want to talk about is failure. But for 70 percent of business companies, failure is the reality, and the primary cause is a lack of planning.

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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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The Brand-New Strategy for Increasing Email Open Rates by 5X [Infographic]

Hubspot Sales

Optimizing prospecting and sales emails is something you could probably dedicate the rest of your life to. You might even argue that that’s a good part of what you’ve been doing to this point. Because, if your sales team can’t stand out in the inbox, grab attention, and ignite a response from their prospects or accounts, how are they going to close a deal?

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Weekly Roundup: The Ultimate Guide to Active Listening in Sales + More

The Center for Sales Strategy

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web. Active Listening in Sales: The Ultimate Guide — Hubspot. Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has.

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Why We Never Lose: Winning and Learning with Chorus

Chorus.ai

Selling a sales tool. Sales development at Chorus is a unique experience. We sell to our kind ? other folks in sales ? which makes it easier to relate to their struggles. At the same time, our prospective customers know the tricks of the trade, so we have to be exceptional at understanding their needs and their buying journey. On top of that, our platform makes sales people better at selling, which necessitates a world-class experience, beginning with their first interaction.

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7 Sales Call Steps That Lead to Closed Deals

Gong.io

More often than not, sales call steps are thought about in the wrong way. But compare them to a map that you would use while driving. When you’re going somewhere new, you almost always use maps to give you a plan and direction. Then, each proceeding time, you might use your directions a little less. Same thing here. Many sales reps even go into calls blind, not even know how to structure the conversation.

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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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Making the Most out of your Demo Questions

Chorus.ai

Introduction. Have you closed a deal recently? How did your last call go? Did your prospect answer your questions the way you hoped they would? Questions are the primary way that humans get to know each other. In sales, questions give you insights into your prospect’s needs, budget, and other key details that can help you close a deal with them. But are you utilizing this powerful tool wisely, especially during your demos?

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The 12 Best Objection Handling Techniques for Sales You’ll Ever Read

Gong.io

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? Simple: it’s the only one based on hard data. Our team at Gong.io studied 67,149 sales call recordings from our database of over 1,000,000 recorded calls. We only included demos and sales presentations from screen-sharing platforms like Webex, GoToMeeting, and Zoom.

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Drive 40 Percent Sales Growth by Sharing Best Practices  

Allego

What rep wouldn’t want to be a fly on the wall throughout the sales process for a top producer at their company selling a newly rolled out product? To see how they created urgency, addressed concerns and finally closed the sale? What if sales managers could take their sales team’s top talent, bottle it, and pass it around to newer reps so everybody could close more deals?

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The 12 Best Objection Handling Techniques for Sales You’ll Ever Read

Gong.io

Objection handling techniques, tips, and tricks for sales are all over the Internet. So what makes this the BEST post about objection handling you’ll ever read? Simple: it’s the only one based on hard data. Our team at Gong.io studied 67,149 sales call recordings from our database of over 1,000,000 recorded calls. We only included demos and sales presentations from screen-sharing platforms like Webex, GoToMeeting, and Zoom.

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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.

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Sales Readiness: If You're Not Assessing, You're Guessing

BrainShark

With sales, it’s not whether reps have completed the course that really matters. It’s whether they can demonstrate proficiency and readiness to engage buyers.

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What can Marketing Team Learn from SDRs?

MarketJoy

Written By. Rahul Thakur. Share. Get a Free Quote. [contact-form-7]. While working towards a fresh campaign to introduce a new product, all the teams are required to work in sync be it marketing or sales in order to put the same communication across the market. Too often, the importance of working together is missed out when the teams are focused on setting the strategies and planning for the campaign within their own team.

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TSE 822: Selling Basic 101…Establish Your Own Set of Values

Sales Evangelist

It can be very tempting for sellers to compromise their core values in pursuit of sales and money. Unethical behavior hurts the prospect, hurts the company, and it hurts the seller. #UnethicalSellingClick To Tweet On today’s episode of The Sales Evangelist, we’re discussing how to stay on the high road and still make plenty of […] The post TSE 822: Selling Basic 101…Establish Your Own Set of Values appeared first on The Sales Evangelist.

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You Don’t Have to Wine and Dine

Selling Energy

You may think this is crazy, but I would be hard pressed to think of a time when I’ve taken a prospect to a restaurant as part of my sales process. When this was discussed during one of our monthly Mastermind Group Coaching Calls, I said, “I know! I must sound like a cheapskate!” But the truth is you don’t have to wine and dine your clients to be successful.

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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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Sales forecasting fundamentals: how to stay ahead

Anaplan

Recently, I joined forces with Abe Awasthi, Senior Manager at Deloitte, for the webinar “Sales forecasting fundamentals,” hosted by the Sales Management Association, the first in a three-part series on sales force effectiveness. In the session, we walk through some recommended best practices for sales forecasting and discuss some roles that predictive analytics and machine. read more ?.

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5 Things Every New Sales Leader Should Know (But Probably Won’t Be Told)

ExecVision

1) You’re not supposed to have 100% of your team hit quota. If that is the case, your quota is too low. It won’t last long - your boss/CFO/CEO/Board will make sure of that. 2) Nobody will understand the pressure and stress you are under other than those doing the exact same thing. It can be lonely so you better find a practitioner to talk with, not just a talker telling old war stories. 3) Recruiting never ends and it’s your most important job.

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Sales forecasting fundamentals: how to stay ahead

Anaplan

Recently, I joined forces with Abe Awasthi, Senior Manager at Deloitte, for the webinar “Sales forecasting fundamentals,” hosted by the Sales Management Association, the first in a three-part series on sales force effectiveness. In the session, we walk through some recommended best practices for sales forecasting and discuss some roles that predictive analytics and machine. read more ?.

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The Ant and the Grasshopper—a Fable by Aesop

Selling Fearlessly

I’ve been a fan of Aesop and his fables since childhood. The lessons to be learned from these amazing tales are poignant and invaluable. One of my favorites is “The Ant and the Grasshopper.” It’s a story about the evil of procrastination. I hope you enjoy it and find it worthy of your precious time. […].

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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 Sales/Marketing Experts are Skyrocketing their Productivity

Sales Hacker

The post How Sales/Marketing Experts are Skyrocketing their Productivity appeared first on Sales Hacker.

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People > Processes: A Conversation with Antony Rhine, Key Account Manager, Conga

Costello

If you’ve been following along with our People > Processes series, you know by now that we’re always up for a conversation with a sales professional who is viewed with respect and integrity by peers, prospects, and customers. A few of our latest conversations have included the likes of Ally Brettnacher , Senior Account Executive at Sigstr, Adam Weber , VP of Sales at Emplify, and Jonathan Sherman , SAE at Pluralsight.

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Tying Your ABM Strategy to Revenue

Chorus.ai

Talking about “the buyer” no longer makes sense for most B2B sales organizations. “The buyer” is no longer a single person; it is a unit, a whole group of decision-makers that participate in the sale each playing a unique role… To market and sell to all those people, companies must change their strategy from focusing on individuals (traditional demand generation) to focusing on accounts (ABM).