Fri.Nov 13, 2020

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What Type Of Negotiation Should You Use Next Time?

The Accidental Negotiator

Picking the right type of negotiation is key to getting the deal you want Image Credit: Let’s face it, by now you realize that not every negotiation is the same. Each and every negotiation that we engage in has its own set of characteristics and qualities that set it apart from all of the other negotiations that we’ve been part of. However, the good news here is that all of the negotiations that we participate in fall into one of several different categories of negotiations.

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Leveraging Digital for B2B Sales Requires Rethinking Your Business Strategy

Sales and Marketing Management

Author: Zameer Baber and Garrett Kephart As organizations consider how their operations need to change in a post-COVID world, many are rethinking how their B2B sales teams will operate as many may no longer want – or are able – to travel to meet their clients. This is one of many reasons organizations are looking to implement digital sales tools, including: Companies that appropriately adopt digital B2B sales will drive 5 times more revenue growth than their peers. 53% of companies plan to incre

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Good Luck or Bad Luck? You Decide If Your Perception is Actually Reality

Keith Rosen

Download Keith’s New book, FREE! The 60 Second Sales Coach! Would you say you’re a lucky or unlucky person? Do you know someone who, whatever they touch, turns to gold? Then, there are those with the proverbial black cloud looming over their head. So, do you have good luck or bad luck? Is there such a thing, or is your perception your ultimate reality?

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Five Things You Should Avoid for a Successful CPQ Project

Cincom Smart Selling

While configure-price-quote (or CPQ for short) solutions have been available for at least a decade, they are still new to many companies. Anyone interested in a new CPQ solution, any CPQ solution, needs to be open, honest and critical when they review and adjust their current CPQ-related systems and processes, like their sales process or the process, to introduce new products and services.

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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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Sales Advice As We Approach The End of The Year

Engage Selling

I don’t know many people whose 2020 went “according to plan.” As we approach the end of the year, here’s some sales advice to be considering right now. 1.

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The 7 Best Online Community Platforms in 2020 (Includes Free Options)

Sell Courses Online

The post The 7 Best Online Community Platforms in 2020 (Includes Free Options) appeared first on Sell Courses Online. … The 7 Best Online Community Platforms in 2020 (Includes Free Options) Read the Post. The post The 7 Best Online Community Platforms in 2020 (Includes Free Options) appeared first on Sell Courses Online.

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5 Skills Needed to Excel In Healthcare Sales Today

Sell Integrity

The important skills that contribute to sales success are constant, regardless of disruptive external events, but they’ll need to be sharpened and tailored to the changing healthcare environment. Healthcare sales has gone through a number of rocky transitions and disruptions over the past decade. But 2020 has been at a whole other level. As we make our way to the end of this incredibly tumultuous and challenging year, sales teams in pharmaceuticals, biotech, medical device and diagnostic compani

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10 Social Selling Best Practices for the New Normal

Crunchbase

COVID-19 drastically changed how non-essential businesses promote their products and services to their customers. Marketing strategies that may have been effective pre-COVID may no longer deliver the desired results now, especially as people’s habits for shopping and buying seemingly changed overnight. Because of the changes in the lifestyles and behaviors of customers, social selling has increasingly become the go-to strategy for marketers during the new normal.

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Why Sales Managers Should Focus on Early Stage Leads

InsideSales.com

The sales pipeline is different in every company and often in every product. But no matter what defines each stage of your pipeline, it’s imperative that sales leaders don’t make the common mistake of neglecting early-stage leads. The best sales managers will guide their SDRs through these oft-forgotten leads to create a healthier, more efficient sales pipeline. .

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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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The Ultimate Virtual National Sales Meeting Checklist

Allego

A national sales meeting is critical. Now that 90% of sales are virtual, it’s more important than ever to make sure your sellers have mastered the techniques of selling when they can’t meet in person. These kickoffs are an important way for teams to share goals for the upcoming year, align on key initiatives, and learn new strategies and tactics for succeeding in a virtual world.

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Weekly Roundup: How Sales Jobs Will Change, Take Risks Now + More

The Center for Sales Strategy

- MOTIVATION -. "Leadership is unlocking people's potential to become better.". -Bill Bradley. - AROUND THE WEB -. > How Sales Jobs Could Change in the Next Decade – HubSpot. Whether we're talking about the pre-internet days or the distant future, one thing is clear: There is a gap between businesses and their customers, and sales reps function to bridge that gap.

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Simple Metaphors for High Stakes Situations

Anne Miller

First Chief Justice Roberts at his confirmation hearing in 2005 with his baseball analogy and now, most recently, at Amy Coney Barrett’s confirmation hearing with her Jenga and chess metaphors. It is interesting to note how in high stakes – and often controversial – situations, speakers invariably reach for metaphors to make their points. Chief Justice Roberts.

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The 41 best sales podcasts for winning reps + top episodes for 2020

Tenbound

[link] “ It’s what you learn after you know it all that counts.” – Harry S Truman No matter how long you’ve been in sales, there is always more to learn. Whether you’re a sales rep, a sales manager, a startup founder, or any other role that involves sales, you still have a lot to learn from others. Source.

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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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Customers Don’t Want to Deal With You | Sales Strategies

Engage Selling

Recently, Gartner shared intriguing research to a group of us sales experts.

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What will they say about you?

Shari Levitin

In his book Character , David Brooks discusses the difference between resume virtues and eulogy virtues. “Resume virtues,” Brooks reminds us, “are those skills you bring to the marketplace – qualities like drive, competition, and gregariousness. Eulogy virtues, on the other hand, are the ones people will talk about at your funeral.” Were you: Kind.

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How to Attain Great Results with Organization Software – Dataroom

Selling Fearlessly

More discounts, faster projects, effective interaction with partners – these are not just the goals of all managers, nevertheless the benefits of applying electronic data rooms. The expansion has been functioning on the community market for a long period and allows enterprises having a wide variety of concentrate to achieve great results. Flexible platform with […].

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Five Things You Should Avoid for a Successful CPQ Project

Cincom Smart Selling

While configure-price-quote (or CPQ for short) solutions have been available for at least a decade, they are still new to many companies. Anyone interested in a new CPQ solution, any CPQ solution, needs to be open, honest and critical when they review and adjust their current CPQ-related systems and processes, like their sales process or the process, to introduce new products and services.

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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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Quotes to Inspire You

Selling Energy

Bite-sized wisdom can go a long way. This is why I include quotes in our daily emails, on social media, in my presentations and, occasionally, in these blogs. They’re simple and short but always impactful. Often they give us encouragement at just the right time, urging us to stay on the right path and continue striving for success.

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Why Sales Managers Should Focus on Early Stage Leads

InsideSales.com

The sales pipeline is different in every company and often in every product. But no matter what defines each stage of your pipeline, it’s imperative that sales leaders don’t make the common mistake of neglecting early-stage leads. The best sales managers will guide their SDRs through these oft-forgotten leads to create a healthier, more efficient sales pipeline.

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LinkedIn Skills are Your Ticket to Sales Success

Frontline Selling

Salespeople want to be found on LinkedIn. Sales managers want clients to find them on LinkedIn. It’s that simple. Millions of professionals use LinkedIn for prospecting, thought leadership and engagement, The post LinkedIn Skills are Your Ticket to Sales Success appeared first on FRONTLINE Selling.

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Seriously, Though. Are You Spam?

Appbuddy

We hosted Sergey Syerkin and Kjeld Oostra of MailerQ on State of Email Live to give our audience some last-minute guidance before the holiday email rush, and it didn’t disappoint. In fact, we received more questions and commentary than ever before. What I mean to say is, more directly: you should really watch the whole episode. . But for those of you short on time, the one thing you should be considering before Black Friday to ensure you don’t find yourself on a blocklist at the actual

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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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Three Ways to Improve Your Sales Messaging

Force Management: The Seller's Command Center

Nothing moves a deal forward like a sales conversation that’s focused on the fundamentals. If you want to command your message, you need to practice and zero-in on the basics , consistently. Moving opportunities forward and closing them at high-value — are two critical areas even veteran sellers are struggling with right now.

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Work-Related Rest Techniques

Selling Fearlessly

Rest at your workplace is a great anxiety reliever. 2 weeks. proven fact that when folks are at work, they use much of their time in entrance of the pc. This life-style demands that individuals take a large amount of breaks. It would be beneficial for all business owners to be sure that their […].

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What Season 1 of Practice First Revealed About Sales Leadership, Teamwork, and Sales Enablement Software

Lessonly

A little over a month ago, we wrapped on Season 1 of the Practice First podcast. I’m not crying, you’re crying. In all seriousness though, my teammates and I are still talking about the role practice plays in our day-to-day jobs. And then it hit me: There are some lessons I learned from our 15 Practice First guests that tie directly to the role of practice in sales careers.

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Work-Related Relaxation Techniques

Selling Fearlessly

Relaxation at work is a great stress reliever. It’s a proven fact that when people are at function, they dedicate much of their very own time in front side of the pc. This way of living demands that folks take a lot of breaks. It may be beneficial for most business owners to make sure […].

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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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Make Your Value Pricing Count: Get Value Selling into the DNA of Your Organization Q&A

LeveragePoint

For our October Webinar, Steve Laborda shared actionable steps for achieving commercial success by translating existing Value Pricing strategies into sales and marketing. At the end of the session, he answered questions from the audience. In this blog post, we share his live answers. What is a good example of an “ammunition package” for sales?”. The best way is to not do it how it is done typically, speaking as a marketing person – you start to brainstorm among marketers to ask what sales

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Work-Related Relaxation Techniques

Selling Fearlessly

Relaxation in the office is a great anxiety reliever. 2 weeks. proven fact that when folks are at operate, they dedicate much of the time in the front of the pc. This standard of living demands that folks take a great deal of breaks. It could be beneficial for all business owners to ensure […].

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The Closer | Your prospects only want to see you on Zoom

Groove.co

Subscribe. INDUSTRY NEWS Your prospects only want to see you on Zoom It’s not you, it’s them. According to new research from McKinsey Research, 70% to 80% of B2B customers prefer to interact remotely with sales reps. While they may not want to see you (except maybe on Zoom), 76% of buyers say remote sales interactions are equally or more effective than in-person engagement.