Mon.Jul 18, 2016

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Limiting Choices Increases Results

The Pipeline

Tibor Shanto – tibor.shanto@sellbetter.ca. Despite the evidence to the contrary, many sales people and businesses see multiple options presented to prospects as being “good” or the “right” thing, for the prospect, and by extension themselves. Many business owners tell me that they stock or offer a wide range of products or services to ensure that they can meet the demands of all comments.

SME 175
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Why You Can’t Afford to Keep Sales and Marketing in Silos

Sales and Marketing Management

Issue Date: 2016-07-18. Author: Jonathan Gray. Teaser: The only way to reach people in a timely fashion is to know who they are before they’re ready to buy. Marketing is key to achieving that. They must work together to successfully guide the customer to the same conclusion. The only way to reach people in a timely fashion is to know who they are before they’re ready to buy.

Fashion 129
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4 Critical Changes to Go from Failure to Success in Sales Today

Understanding the Sales Force

Today I'm in Florida, preparing to speak at a company's national meeting. Like many companies, they have not only realized that selling has changed dramatically, but that their salespeople may not have adapted, developed new skills, and changed the way they sell. If you're a regular reader, active on LinkedIn or Social Media, then you have certainly read about the many ways that selling has changed.

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Sales Motivation Video: What’s Your 5-Year Goal?

The Sales Hunter

What’s your 5-year goal? Don’t wander through life only focusing on “this week’s numbers.” If you don’t set a course toward where you want your life to be in 5 years, you won’t achieve it. Where do you want to be personally and professionally 5 years from now? Do not rely on business that simply […].

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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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Top Ten Characteristics of Top Sales Producers (Part Eight)

Mr. Inside Sales

In Top Characteristic Part Eight, we’re going back to cold calling and qualifying to reveal an important skill all top producers possess: Top Characteristic Part Eight: Treat all gatekeepers with courtesy and respect. If you have to make cold or warm calls to prospects, then you probably have to deal with your share of gatekeepers. These can be receptionists, office managers, assistants, etc.

More Trending

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Clouded judgement: Convince your sales team to move from on-premise software to SaaS

Close

By 2018, the enterprise SaaS market is expected to increase five times over and be worth a whopping $50.8 billion in revenue, representing over a quarter of the entire worldwide enterprise application market. There’s no doubt about it: SaaS is the future of the software industry.

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Sales Operations Data: CRM or It Didn’t Happen

SalesLoft

It’s safe to say that sales operations leaders are the true masters of the sales universe in the modern age. So, the tech-savvy sales development organizations may be sales operations’ biggest and baddest allies: eager to use new tools, refine their own process and become more efficient through sales operations data. SDRs, being the truly data-driven individuals that they are, have compensation goals tied to critical metrics drive leads through the funnel by way of demos, appointments, int

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Get a $120M revenue boost from partnering with customers on Value Selling & ROI / TCO? Splunk tells you how.

The ROI Guy

David Caradonna is the Director of Global Business Value Consulting (BVC) for Splunk, and with his team, they’ve achieved some incredible results from their value selling programs. David was recently interviewed by the not-for-profit Value Selling and Realization Council, and the results of their Splunk BVC program are amazing. With just a handful of resources, the Splunk team leverages the Alinean platform and analyst services to deliver a simple self-service catalog of ROI/TCO Tools.

ROI 49
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The Biggest Challenge in Business: "Helping People Make a Change"

Sales Gravy

Your prospect has a problem worth solving. This is how new opportunities are created, and it is also how you remove your competitor and displace them. If only it were this easy.

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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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SiriusDecisions Reveals Sales Content Research and Secrets to Success

The ROI Guy

The importance of sales content remains strong, with 79 % of b-to-b buyers reporting that the content provided by a rep is very to extremely influential in their selection of one vendor over another. New research results from SiriusDecisions show the significance of Sales Content to winning more business, revealed by Heather Cole, Services Director of Sales Enablement with SiriusDecisions, in a compelling interview with Alinean’s own Tom Pisello.

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TSE 357: I Ended Sales Traveling Headaches With This App

Sales Evangelist

As a sales professional or entrepreneur, we all know the headaches that come with traveling, scheduling, and getting everything all set up and going. So you have all these emails about your hotel, car rental, airline tickets, etc. where you have to dig into your email archive to search for these keywords. It’s so easy […] The post TSE 357: I Ended Sales Traveling Headaches With This App appeared first on The Sales Evangelist.

Travel 40
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How to Generate More B2B Sales Leads

Klozers

New Sales Leads are next years Key Accounts , next years Strategic Partners, in short they are the fuel that drives Business Growth and developing a consistent flow of new sales leads is important for every business. Finding what works and what doesn’t work in terms of B2B lead generation can be expensive and time consuming for companies, however whilst no two companies are the same there are lessons we can all learn from each other in developing sales leads.

B2B 24
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TSE 358: How To Increase Sales Through Effective UpSelling Offers

Sales Evangelist

Today, we’re going to talk about how to increase sales through up selling offers. But first of all, I’ve got a few questions for you: Are you currently making sure that you are up selling to your customers or are you too afraid to ask? What kind of product can you create on the front […] The post TSE 358: How To Increase Sales Through Effective UpSelling Offers appeared first on The Sales Evangelist.

How To 40
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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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TSE 359: Sales From The Street-“Part One-Be You”

Sales Evangelist

Do you still find prospecting as a huge struggle? Is cold calling not your cup of tea? Today’s guest is Andy Paul, a phenomenal sales trainer, coach, consultant, and entrepreneur and he’s giving us great insights around the concept of cold calling and hopefully this can help you overcome this struggle that you’re similarly facing. […] The post TSE 359: Sales From The Street-“Part One-Be You” appeared first on The Sales Evangelist.

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TSE 360: TSE Hustler’s League-“Loss Aversion”

Sales Evangelist

Nobody wants to lose anything of course. But do you care more about losing something rather than actually gaining something? This is something you need to think about if you want to achieve success in sales. In last week’s episode, I mentioned that 74% of executives indicate that they give their business to the company […] The post TSE 360: TSE Hustler’s League-“Loss Aversion” appeared first on The Sales Evangelist.

Course 40