Fri.Oct 26, 2018

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Needs & Wants Are OK, But Problems Are Even Better

MTD Sales Training

One of our clients approached us recently and said “I need you to run a motivation session for our sales team. Their figures are down and I want you to give them a boost”. We discussed the situation with him, and asked why he felt that doing a quick ‘ motivation session ’ would solve the issue. He replied that everything else was OK, so it can only be motivation that’s the problem.

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Redirect Your Prospect’s Focus

Selling Energy

When you’re selling an energy product or service, it’s pretty much a given that your prospect will raise some concern or objection during the negotiation. It’s your job as a sales professional to migrate the discussion away from that concern or objection and toward something that is more positive and productive. One of the tactics I teach in all of my efficiency-focused sales trainings is how to use certain words and phrases that move the prospect’s focus from whatever the roadblock might be to

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Five Ways to Blow a Sales Call in the First Five Minutes

Women Sales Pros

You finally land an appointment with that coveted, ideal-fit prospect. Congratulations. Now the real work begins. We’ve all heard phrases such as, “You only get one chance to make a good impression.” Psychologists call it “thin slicing.” You meet someone and within seconds, you make a decision about their trustworthiness, status, intelligence and who knows what else.

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10 Ways to Build Customer Loyalty and Trust

Sales and Marketing Management

Author: Michael Nørregaard When prospects are evaluating your company, they’re looking to ultimately maximize their return on investment. They want minimal downtime, support they can rely on and access to as much training as possible, so they can be in turn, as successful as possible with their deployment. While that may seem like an obvious statement, it’s easier than you think to overlook these important items.

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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 Handle: I looked it over and not interested

Mr. Inside Sales

I’ve been getting a lot of requests lately from readers who are getting blown off when they call a prospect back. To help with this, I’ve been asked to give some scripts to handle this initial blow off before a close. So here are three proven scripts you can use the next time your prospect tells you “I looked it over and I’m not interested…”. Response #1: “I understand, and that’s perfectly OK.

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More Trending

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How to Be Persistent in Sales Without Annoying Your Prospects

Hubspot Sales

So you've done the preliminary research on a prospect and it looks like you could really help their company. The next step is to get them on the phone. There will be times when you connect with them on your first try. More often than not, however, you have to try very hard to stand out from the rest of the people interrupting their day.How do you break through inbox clutter and the black hole that is voicemail?

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Collaboration is the New Buying Process | Sales Strategies

Engage Selling

???????Last week, we started talking about trends in the marketplace. Another trend that we are spotting inside corporations is that the buying process is becoming more collaborative than ever.

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“Touching The Customer 1 Time, Annoying Her 6 More Times!”

Partners in Excellence

We all know the importance of reaching out to “touch the customer.” We know it takes multiple touches across multiple channels. Some data suggests it takes as many a 15 touches to get a customer to respond. Other data shows we must spread those touches across multiple channels, for example phone (Yeah, that’s so old school but it works), email, Linkedin, etc.

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The Cost of Poor Sales Onboarding: 9 Stats That Tell the Story

BrainShark

The damage under-trained reps can do to customer relationships and business reputations is great, but the high sales turnover and missed revenue opportunities created by poor onboarding are equally concerning.

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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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Weekly Roundup: Is Cold Calling Dead? + More

The Center for Sales Strategy

- WHAT'S MOTIVATING US THIS WEEK -. "OPPORTUNITIES DON'T HAPPEN. YOU CREATE THEM.". -CHRIS GROSSER. - WHAT WE'VE BEEN READING THIS WEEK -. > Is Cold Calling Dead? 17 New Prospecting Strategies Salespeople Should Use — Hubspot. Is cold calling dead? Let's be honest. That answer is "No." Cold calling used to be one of the best -- and only -- prospecting strategies salespeople could use.

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Evolved Selling: The Reason Why Alinean has Merged with Mediafly

The ROI Guy

I had the pleasure to present at a VIP Breakfast yesterday within the Forrester B2B Marketing and Sales event, on-stage with Mary Shea, Principal Analyst for Forrester, This included announcing live our merger with Mediafly, a leading sales enablement company. In this presentation, Forrester research and our collective experiences were shared, highlighting significant "last mile" issues selling to todays b2b buyer, and the reason for this important merger.

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Modern Learning for the Enterprise: Observations from Allego at DevLearn

Allego

Alex Salop at DevLearn. Jake Miller, Product Marketing Manager at Allego, and Alex Salop, Allego’s Director of Product Marketing, just returned from the 2018 DevLearn conference in Las Vegas. We thought it would be a great idea for them to share some back-and-forth observations during the show via email, and here is the result: Alex: Hi Jake! I look forward to sharing my ideas, observations, and questions from DevLearn this year.

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7 Tips for Employee Advocacy Success

Accent Technologies

Not sure if you need an employee advocacy program? Then this series is for you. Learn what it is, how it benefits business and tips for success. Because every company is unique, there isn’t one set of rules for employee advocacy success. There’s always an element of “doing whatever works” for your businesses’ unique needs. There are, however, a few best practices that are usually effective for companies who embrace employee advocacy.

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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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Wondering How Much Money You Can Actually Make as a Realtor? All Your Real Estate Income Questions, Answered

Hubspot Sales

The Bureau of Labor Statistics (BLS) projects the employment of real estate agents to grow 6% over the next eight years. If you're considering a career as a realtor you likely have a few questions -- especially surrounding how much money you'll be making. I've taken a look into some of the common questions asked about realtor income, and I have the answers for you.

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Guest Post: Sales Teams Have More to Worry About Than Just Losing Clients

Don on Selling

If you conduct searches on Google and look at popular sales blogs, you will find plenty of articles about what it takes to locate the perfect sales representatives. You will also find information about how to write the best job description for a sales position and how to boost customer retention. Why is it easy to see all this stuff? You could go to the HubSpot Sales Blog and find articles about finding and hiring the best Sales Development Rep (SDR).

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10 reasons why you need to be at Connections 18 [register now]

Artesian Solutions

Connections, hosted by Artesian Solutions, is a half-day event designed for leaders in B2B sales and relationship management. Information-rich, provocative and entertaining, Connections draws senior executives from Fortune and FTSE 100 companies to share ideas, best practice, and shape the future of customer engagement. Connections 18 addresses the challenges of sales today as well as empowering you with the dynamic tools you need to succeed now and in the future. 10 reasons why you can’t afford

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How to Assess Sales Readiness: If You’re Not Assessing, You’re Guessing

Sales Hacker

The post How to Assess Sales Readiness: If You’re Not Assessing, You’re Guessing appeared first on Sales Hacker.

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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.

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What is Sales Excellence?

Seismic - Sales Effectiveness

What is sales excellence? Well, excellence is an amorphous and difficult thing to not only define but also achieve. We could spend years in therapy talking about how to know when you’ve achieved excellence in both your personal and professional life. When will all these feelings of inadequacy and inability to measure up to Bill who lives next door ever subside?

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Let’s Talk Sales! Inspirational Quote from Dwight Eisenhower – Episode 94

criteria for success

Are you interested in sales management and leadership? This quote from Dwight Eisenhower is about the true art of leadership. Read on to learn more about this week's Let's Talk Sales inspiration. Dwight Eisenhower Quote In this episode of Let's Talk Sales, it's all about this month's theme: sales management and leadership basics. And today's [ ] The post Let’s Talk Sales!

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Keep Your Dream – Author Unknown

Selling Fearlessly

I have a friend named Monty Roberts who owns a horse ranch in San Ysidro. He has let me use his house to put on fund-raising events to raise money for youth at risk programs. The last time I was there he introduced me by saying, “I want to tell you why I let Jack […].

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TSE 951: How To Increase Sales Faster Using AI

Sales Evangelist

On today’s episode of The Sales Evangelist, Erroin Martin shares what he has learned about artificial intelligence and how sales professionals can increase sales faster using AI. Martin is the vice president of sales at Conversica, with 20 years of experience in sales. Conversica does conversational artificial intelligence for B2B and B2C. Robots? Artificial intelligence […] The post TSE 951: How To Increase Sales Faster Using AI appeared first on The Sales Evangelist.

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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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Ultimate Sales

Pipeliner

Improve Your Skills and Inflate Your Net Worth with the Ultimate Sales Book. The selling profession has been around for decades. Hal Becker has made his mark on the sales world as an author, professional speaker, and sales trainer. Interviewed by John Golden, Becker discusses his ultimate sales book and his experiences in the sales world. This expert sales interview explores: The Ultimate Sales book.

Hiring 40
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Why You Should Care about Soft and Hard Bounces

LeadIQ

By: Ryan O’Hara. The post Why You Should Care about Soft and Hard Bounces appeared first on LeadIQ.

Video 40
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[Day 2] Sales 3.0 Conference Takeaways

LeveragePoint

The second and final day of the Sales 3.0 Conference is in the books! Messages of improving the sales landscape with technology, training, and the merriment of the two continued to be at the forefront of each discussion. Once again, we’re operating in a tough environment: 57% of reps miss their quota. 80% of deals won’t close. S ales meetings cost $100 per minute.

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Drive Performance with Better Customer Service Training

Lessonly

At Lessonly, we’ve helped hundreds of teams across the globe learn, practice, and Do Better Work. Over and over again, we found that the best teams examine their training efforts through six key phases: Assess, Plan, Build, Learn, Practice, and Perform. The most successful organizations empower their teams to continuously improve, deliver, and quantify results so they can Do Better Work.

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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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6 Technologies to Fix Your Poorly-Designed Service Desk System

Smooth Sale

Attract the Right Job or Clientele: NOTE: James Patterson, Head of Business Development, T ranscosmos Information Systems Limited provides today’s Infographic: 6 Technologies to Fix Your Poorly-Designed Service Desk System. The Service Desk Urgency. The importance of stellar customer service cannot be more emphasized now more than ever. With the digital space serving as a megaphone for consumers, any bad customer experience broadcasted via online review can easily damage a brand’s rep

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