Tue.Feb 19, 2019

How to create the perfect sales-stages journey

Base CRM

When you set off on a road trip, you have a vehicle and a road map for directions. On this road map, you mark stops to take along the way. Think of your sales-process in the same way: The vehicle is your CRM , the road map (showing the entire journey, from “This person is a stranger” to “This person is a customer”) is your sales process, and the stops along the way are the sale stages within your pipeline. Your final destination? Converting a deal to a customer.

Getting On The Right Timeline

The Pipeline

By Tibor Shanto. Many in sales believe that there will be no action by a buyer unless there is a compelling event. Not here to argue that, it certainly helps when the buyer is already motivated by a deadline, an immovable one is that much better. The challenge is that any given point in time, at best about 10% of your B2B market has a compelling event, these are Actively looking buyers, what we like to call the “57 percenters!”;

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Selling Energy to Colleges and Universities

Selling Energy

Every now and then I’m asked about the best way to approach energy in colleges and universities. They might seem sprawling, intimidating and complex; however, I’ve discovered some ways to get their leadership’s attention and make things happen. Selling Performance

A Danger In Outsourcing Your Website Work

Fill the Funnel

There is a danger in outsourcing your website work and other online activities that are seldom uncovered until disaster strikes. I am a fan of outsourcing. It will serve you well. Just plan your activities out in advance and have an organized way to keep trak of it all. Outsourcing begins simple enough. You need […]. The post A Danger In Outsourcing Your Website Work appeared first on Fill the Funnel. Web Tools CAL Client Asset Listing outsourcing

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica whitepaper to learn how important conversational AI is to your CX strategy.

So It’s Your First Day as the CMO…

DiscoverOrg Sales

First days can be stressful. Especially if you’ve just been promoted to Chief Marketing Officer. Extending far beyond traditional marketing tactics, today’s CMO shoulders vast and complex responsibilities that now span technology, analytics, revenue and—above all—measurable impact.

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87 Things You Can Control

The Sales Heretic

We all crave control. Not just in sales or business, but in every aspect of our lives. And yet life is frustrating and scary because so many things are beyond our control. Things like: • The economy • What your competition does • Your prospect’s budget • The weather • Traffic • The stock market [.].

The Top 5 Habits and Skills of Great Sales Managers

Hubspot Sales

Sales management is one of the most difficult jobs out there. Your responsibilities span the organization -- along with the VP or director of sales, you're working with people in Product, Marketing, HR, and so on.

Pipeline Velocity: Why It Matters, How To Measure It and How It Helps


Here in Boston, we love rowing. Every year thousands of us crowd around the Charles River to watch boats gracefully glide along the river as they race at the Head of the Charles Regatta.

Are You Unwittingly Stopping Client Loyalty?

Smooth Sale

Some people are so focused on their own goals; they are unwittingly stopping client loyalty. They fail to consider how their communication is being received. It is the thought-provoking conversations designed to become familiar with one another’s thinking will differentiate us from most.

10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

Want Transformational Sales Growth? Become A Sales Athlete, with Dan Waldschmidt, Episode #101


Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. Dan Waldschmidt is an expert when it comes to driving sales growth both on an individual level and across an entire sales team. Dan is the man to teach us what it takes because he’s done it.

First Impressions Count!

Partners in Excellence

One of the biggest issues we hear from everyone involved in sales and marketing is capturing the customer attention. Whether it’s that first communication, an email, text, or social engagement, that first phone conversation, or that first meeting.

How to Create a Comprehensive Content Calendar for Your B2B


The premise of content marketing is simple: Offer something of value and, in exchange, earn the trust of potential customers. Yet, when it comes time to execute, many marketers stumble. What should I write about? Is there a particular format I should use?

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Account-Based Hype: How ABM Makes Outbound Sales Cool Again for B2B


The thought process goes as follows: The modern consumer doesn’t respond to cold calls or spammy emails. They’re empowered with more information and more choice than ever before.

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

Getting to the Top 1%

Igniting Sales Transformation

In this interview, I talked with Cynthia Barnes who is recognized as one of the world’s most influential Women in Sales Thought Leaders.

How to Facilitate Successful Sales Team Collaboration

criteria for success

Do members of your sales team work together? My guess is that your answer to that question would be “yes.” But, then change to something like “I think so”. Most sales teams do seem to work together, but the question is how well?

4 Awesome Ways to Beat Designer’s Block

Leading Results Rambings

We've all been in there – we're working hard on a design project and all of the sudden the ideas and inspiration vanish from our minds. This tragic time during the design process is known as designer’s block.

Turn Goals into Reality with a Solid Prospecting Plan

The Center for Sales Strategy

We are now a few months into the new year. Often, at the end of the prior year, I spend time talking about the year ahead. I ask the sellers that I coach what they want to accomplish. Where do they want to be at the end of this year?

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

The Best Use of Your Sales Talent


With this article, we continue the series of lessons we can learn from Jesus of Nazareth. Again I’ll provide my disclaimer: With this series, we’re examining the sales techniques of the greatest salesperson of all time—namely Jesus of Nazareth. This doesn’t mean I’m taking some kind of jaded view of Jesus, and only characterizing him as a salesperson. Nor does it mean I’m stepping all over religious toes and pushing Christianity.

Video: A Sneak Peak Into The High-Stakes Consultative Dialogues Program


Richardson’s High-Stakes Consultative Dialogues program builds advanced selling skills. It is targeted at sales professionals who have mastered the fundamentals of selling and want to provide high-impact value for their customers.

How to Reignite a Prospective Customer that Suddenly Goes Dark

Miller Heiman Group

Have you ever had a prospective B2B customer suddenly go dark? You likely feel frustrated and nervous, as you may have spent as much as five months in the sales process with this prospect. A 2018 CSO Insights study found that B2B buyers at medium- to large-sized companies spend an average of five months to make a buying decision of $10,000 or more—involving an average of 6.4 colleagues.

A 5 Step Guide to Spotting the Data “Black Holes” in your CRM


“My CRM is a sparkling picture of absolute truth!” said no one, ever. We all know our CRM systems tell an incomplete story about the state of sales operations. We know that the data isn’t always formatted properly, or that the fields don’t match our business perfectly. But just how wrong is your CRM data? […]. The post A 5 Step Guide to Spotting the Data “Black Holes” in your CRM appeared first on Aviso. AI for Sales

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

How to Handle a Sales Talent Shortage [Q&A with Colleen Honan]


Brainshark CSO Colleen Honan shares several best practices for attracting and keeping today’s top sales talent

An Underrated Selling Skill That'll Give You a Competitive Edge

Sales Readiness Group

On this Q&A episode: "What's an underrated selling skill that salespeople can develop to get an edge over their competition?". Call Planning Selling Skills

10 Sales Prospecting Techniques That Work like a Charm Today


No pipeline, no quota attainment. Prospecting is a vital aspect of sales success. Interestingly, there’s a bold shift away from a fundamental aspect of B2B pipeline generation: Cold calling. It’s turned into a full-on, anti-cold calling trend, which is not the right move in our books.

Your Biggest Resource is Yourself


Guest post by Ralph Barsi , Senior Director, Global Development @ ServiceNow. In The Art of War , military general and strategist, Sun Tzu, wrote, “To secure ourselves against defeat lies in our own hands.” Your biggest resource is yourself.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Using Pareto’s Principle to Highlight the Current Malaise Within the Sales Space

Jonathan Farrington

I have to confess that I was 25 years old before I discovered Vilfredo Pareto and whilst I cannot claim that I experienced an epiphany of “Damascus Highway” proportions, it did cause me to make fundamental changes to the way I organized myself. I think even at that young age, I knew precisely what I […

Sneak Peek: See The 26 Sales Hacker Contributors That Will Be at Unleash ‘19

Sales Hacker

Outreach’s annual sales industry summit, Unleash, has a speaker lineup for 2019 that is absolutely packed with genius-level sales insights. It just so happens that many of the speakers (26 of them, actually) are also some of our favorite Sales Hacker contributors!

The FIVE Critical Sales Challenges Facing Every Company, Everywhere ….

Jonathan Farrington

I have been contemplating what I believe are the most significant challenges most companies are currently facing, and I have managed to reduce my list to just five. Challenge One: Finding Opportunities I am continually surprised to discover just how few companies have a formal business development strategy. The norm appears to be “If we throw […