Tue.Sep 14, 2021

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The Chainsaw Massacre and Building Sales Teams

Understanding the Sales Force

I was on the back of our property with my chain saw and I was ready to take down the third tree of the afternoon. I determined where the tree needed to fall, made the two front cuts to create a hinge and made the final cut in the back to take it down. Only it didn't go according to plan. Somehow, the tree began to drop right where I was standing, ninety degrees from where I intended.

Hiring 294
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80% Of Prospects Use One Of Five Common Objections

The Pipeline

By Tibor Shanto. Ask any group of salespeople why they don’t like telephone prospecting, objections or rejections are number one on the list. While it may not be pleasant, it is a fact, so we need to learn to manage things. Which is not as had as people think, but most approach things emotionally, not with thought. While every cold call or prospecting call will result in an objection, the objections are not all that different.

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ZoomInfo + Chorus Upgrades: Deal Visibility, Data Accuracy

Zoominfo

As anyone who works at ZoomInfo will tell you, we move fast and with purpose. So it’s no surprise that less than two months after acquiring Chorus , a conversation intelligence platform, we worked quickly to upgrade the integration between the products. These upgrades focus on three areas: Easier access to Chorus’ Momentum Insights feature Automatic transcription of calls from ZoomInfo Engage More accurate data feeding into Chorus The integrations help revenue teams develop stronger prospect and

Data 130
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Are You Important To Your Customer?

Partners in Excellence

I have to admit, and apologize to a few folks, I lost it in a meeting today. We were talking about an account strategy. The sales person wanted to meet with the top executives of a very large corporation. I’d been asked to help strategize this and help figure out how they attract the attention to the top executives. “How is what you do important to these executives?

Customer 128
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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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How To Have A Successful Career In Tech: 3 Decisions That Will Pay Off Long Term

Gong.io

Most of what our aunts and uncles, friends and family members tell us about having a successful career is incorrect. “You should make an effort to progress in your career quickly.”. “You should find a good profession for life.”. “You should get a job that pays the most.”. The problem with this advice, even though it’s usually coming from a good place, is that it’s usually shortsighted.

Lead Rank 118

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Recruitment Trends Shaping the Future

The Center for Sales Strategy

Most companies scale back recruiting in response to a financial crisis. Did you know that but 1 of the 3 most effective responses is to hire top performers from the competition? Companies looking to hire the best talent should pay attention to these recruiting trends we’ve seen in 2021 and what it means for future years.

Trends 101
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WEBINAR: Morgan Ingram hosts “What to Do When Your Prospect Ghosts You (And How to Avoid It First)”

John Barrows

The post WEBINAR: Morgan Ingram hosts “What to Do When Your Prospect Ghosts You (And How to Avoid It First)” appeared first on JB Sales.

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Introducing Asset Hub: The First Sales Content Manager Built for Sales

Mindtickle

As marketers, we tend to think pretty highly of our content and the role it plays in helping generate revenues, but drawing a direct line between content and results is misleading. After all, salespeople close the business, not us. The reality is that as much as 90% of our content goes unused by sales, and according to Sirius Decisions , marketing efforts are far less effective unless they’re aligned with the needs of a sales organization.

Remedy 105
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Stay Interviews and How to Do Them Right

Pipeliner

Conducting exit interviews has long been part of the ‘best practices handbook’ for HR professionals. While there is without a doubt tremendous benefit in conducting exit interviews, sitting an employee down on their last day and asking them why they decided to leave is a classic case of “Too little, too late”. In a typical scenario, the exit interview will point to the problems a departing employee had, that ultimately resulted in their resignation.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Mindtickle Launches Readiness Index and Asset Hub to Complete Its Readiness Vision

Mindtickle

“Sales is both an art and a science.”. “It’s more about the attitude.”. “We need more reps with the ‘it’ factor.”. We’ve heard it all. Sales rep performance is a complex challenge we’ve tried to address through traditional training and enablement programs, and for many, it’s not working the way we hoped. A study by CSO Insights suggests only 27.5% of stakeholders feel sales enablement initiatives meet or exceed their expectations.

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What Is Facebook's Marketing Strategy

SocialSellinator

Facebook is a social media platform where people share their ideas, thoughts, and opinions. But for business owners and companies, Facebook has become an essential tool to reach their marketing goals. With the rise of smartphones, people are continuously connected to the internet and social media platforms like Snapchat, Facebook, and Linkedin. These platforms are suitable for marketing campaigns because you can reach so many people in just one day.

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Introducing Readiness Index: The Best Way to Set & Track Sales Performance Benchmarks

Mindtickle

Imagine all the time we spend in sales and marketing developing ideal customer profiles, or as the acronym goes, ICPs. Sales leaders spend a lot of time and effort to: Ensure the leadership team agrees upon and documents the ICP. Train everyone in the sales organization on sales motions aligned to the ICP. Collaborate with marketing and product teams to deliver content and offerings aligned to ICP needs.

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Does Your Sales Team Have Enough Pipeline to Make Quota?

Selling Power

To ensure your reps have enough pipeline to hit quota, you need a strategic prospecting strategy that separates the shoppers from the buyers.

Quota 100
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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You Have an Ideal Customer Profile. But Do You Have an Ideal Rep Profile?

Mindtickle

There are two sides to every sale. Each side must meet certain criteria if a deal is to move forward. On one side is the buyer. Of course, not all accounts are of equal value to your organization. And with limited hours in the day, sales reps must focus their time and energy on those that are most likely to convert. As such, most sales organizations have developed an ideal customer profile (ICP), which is a model of the key qualities that make an account a great fit for your company’s prod

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Activity Tracking Tips to Reach Your Prospecting Goals

One of a Kind Sales

Even when you are on the top of your game, you will hear ‘NO’, many more times than you will hear ‘YES’ when prospecting. Here are some activity tracking tips to help you reach your prospecting goals, by staying motivated and on track. Here are some #tips on how to keep #motivated and stay on track when #prospecting.Click To Tweet If you know me at all, you know that […].

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How To Shorten Your B2B Sales Cycle With Buying Signals

Crunchbase

This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc.

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Overcoming the “We Don’t Have the Money” Objection

Selling Energy

Most prospects are spending money on an overly large utility bill when they could be making principal and interest payments on new equipment that would save the difference and more. Nevertheless, you’ll hear the same objection, “We don’t have the money.”.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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How to Build a Book of Business to Carry Through Your Sales Career

Sales Hacker

Get valuable insight from our panelists as they discuss how they’ve grown their books of business through relationship building, gratitude, and commitment to their customers. The post How to Build a Book of Business to Carry Through Your Sales Career appeared first on Sales Hacker.

How To 60
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Marketing Cloud-Based Security to the Financial Industry

Emissary

More and more fintech and financial organizations are moving to cloud computing. This trend was already well underway prior to the pandemic but work from home and hybrid work models have spurred major growth in this area. For marketers, this scenario means reconsidering how you measure sales enablement and who in your company has ownership of the process.

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What Most Enterprise Content Management Strategies Are Missing (And How to Fix It)

Bigtincan

Implementing an enterprise content management (ECM) strategy used to be a complex, tedious process. Getting started meant filtering through thousands of documents and creating formal policies, guidelines, and organizational procedures defining how those documents could be used. For instance, one file — such as a sales deck used by many sellers — might have an […].

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You Have an Ideal Customer Profile. But Do You Have an Ideal Rep Profile?

Mindtickle

There are two sides to every sale. Each side must meet certain criteria if a deal is to move forward. On one side is the buyer. Of course, not all accounts are of equal value to your organization. And with limited hours in the day, sales reps must focus their time and energy on those that are most likely to convert. As such, most sales organizations have developed an ideal customer profile (ICP), which is a model of the key qualities that make an account a great fit for your company’s prod

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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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7 Top Sales Tips for Medical Device Sales Teams

Bigtincan

Working in or leading medical device sales teams is not for the faint of heart. You are called upon to be a masterful communicator, collaborator, orchestrator, and relationship-builder. If you thrive in a fast-paced environment and have a knack for problem-solving, this may be the profession for you. Here are 7 medical device sales tips […].

Sales 52
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Introducing Asset Hub: The First Sales Content Manager Built for Sales

Mindtickle

As marketers, we tend to think pretty highly of our content and the role it plays in helping generate revenues, but drawing a direct line between content and results is misleading. After all, salespeople close the business, not us. The reality is that as much as 90% of our content goes unused by sales, and according to Sirius Decisions , marketing efforts are far less effective unless they’re aligned with the needs of a sales organization.

Remedy 52
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An Exciting DemandTools Announcement at Dreamforce 2021

Appbuddy

Validity has had a long, storied history at Dreamforce, dating back to the CRMfusion days when DemandTools was still in its infancy. We’ve come a long way in two decades, and in parallel, have seen Salesforce grow in unprecedented ways. The evolution of Salesforce and DemandTools. In March 1999, Salesforce was created so businesses could store customer data in a shared space rather than in disparate systems.

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Mindtickle Launches Readiness Index and Asset Hub to Complete Its Readiness Vision

Mindtickle

“Sales is both an art and a science.”. “It’s more about the attitude.”. “We need more reps with the ‘it’ factor.”. We’ve heard it all. Sales rep performance is a complex challenge we’ve tried to address through traditional training and enablement programs, and for many, it’s not working the way we hoped. A study by CSO Insights suggests only 27.5% of stakeholders feel sales enablement initiatives meet or exceed their expectations.

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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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Better coaching conversations can be as easy as 1-2-3

Selling Essentials RapidLearning Center

Few things are more frustrating than trying to coach an employee, only to have the person passively resist the conversation. You’ve done everything to draw him out, but he gives only formulaic, terse responses. Maybe a nod of the head here and there. It’s one-way traffic, with you doing all the talking. Eventually you end the session thinking the employee didn’t engage or learn very much at all.

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Introducing Readiness Index: The Best Way to Set & Track Sales Performance Benchmarks

Mindtickle

Imagine all the time we spend in sales and marketing developing ideal customer profiles, or as the acronym goes, ICPs. Sales leaders spend a lot of time and effort to: Ensure the leadership team agrees upon and documents the ICP. Train everyone in the sales organization on sales motions aligned to the ICP. Collaborate with marketing and product teams to deliver content and offerings aligned to ICP needs.

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?? How Your Mind and Body, Can Overcome Any Obstacle

Pipeliner

Through vigorously training your mind and body, you can overcome almost any obstacle. In this Expert Insight Interview, we welcome Trent McEntire, who has helped people gain back their mobility for more than two decades. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 How Your Mind and Body, Can Overcome Any Obstacle appeared first on SalesPOP!