Wed.Jan 27, 2021

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What Brand Influencers & Sales Reps Have In Common [+When to Use Each]

Hubspot Sales

Last year, HubSpot’s Twitter followers responded to a poll asking them if influencers were more like marketers or salespeople. Out of 255 responses, most believed that influencers are more like salespeople — 54.1%, to be exact. Influencers are more like — HubSpot (@HubSpot). November 18, 2020. The responses are an interesting statistic, as most may not think to connect the two groups.

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Today Is The Day

The Pipeline

By Tibor Shanto. Often things that seem to fall together nicely are not as random as some would believe. It takes time and awareness to put the pieces together and see how the outcome was actually a result of specific actions. The role of a manager and coach is to ensure that each rep has the awareness and guidance to do what they are willing to do.

Coaching 369
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How to Create Lookalike Audiences & Target Ideal Customers Like a B2C Pro

Zoominfo

If only you could clone the best customers produced from your account-based marketing campaigns… Well, you basically can, using a well-known and effective trick in the B2C toolbox that B2B types should be eager to adopt: lookalike audience targeting. Instead of manually targeting prospects, lookalike modeling automatically produces ideal prospects based on the collective traits of converting customers.

B2C 264
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New Year’s Resolutions for Sales Teams

Sales and Marketing Management

Author: Thiago Sá Freire To say last year was challenging is an understatement. We’re probably all feeling some type of exhaustion, but I truly believe in a brighter future. Perhaps this new year can be a turning point, and something we can look forward to. Many people set personal New Year’s resolutions, and hopefully they’re still keeping to them.

Call-back 177
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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Meeting Complexity With Complexity

Partners in Excellence

We are surrounded by complexity–in our business, in our communities, in our lives. Complexity can be, by it’s nature, overwhelming. Ironically, too often our approach to dealing with complex situations is to make them more complex. We do this, because we don’t understand what we face or what we may be trying to do. We do this, because we’ve never experienced the situation before.

Meeting 156

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In Order to Become the 1%, You Have to Do What the Other 99% Won't

The Center for Sales Strategy

How would it feel to be part of the 1%? You have a flexible schedule and have a reliable, dependable, top-performing sales team. To many, that life will only ever be a dream. That's because the 1% are willing to do things that others aren't. From creatively improving sales performance to being a leader and mentor, here's how you can join the 1% as a sales manager.

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How to Create Lookalike Audiences & Target Ideal Customers Like a B2C Pro

Zoominfo

If only you could clone the best customers produced from your account-based marketing campaigns… Well, you basically can, using a well-known and effective trick in the B2C toolbox that B2B types should be eager to adopt: lookalike audience targeting. Instead of manually targeting prospects, lookalike modeling automatically produces ideal prospects based on the collective traits of converting customers.

B2C 100
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The Truth About Reaching Your Sales Goals in 2021

Shari Levitin

Tomorrow morning when you wake up, you probably won’t feel like prospecting, returning customer calls, or strategizing your schedule. And if you do, you probably won’t feel like doing it the next day. This is precisely why goal setting fails. We focus on outcomes rather than the activities that drive the outcomes. Then, we lose patience. If we don’t shed those 30 pounds, run that marathon, or close that big whale of a client by March 1 st , we give up.

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How To Personalize Your Website To Increase Conversions

Vainu

Go to Amazon, and you’ll see a long list of personalized website with recommendations just for you. Open the Netflix app, and you’ll find suggestions for your next binge based on your previous viewing activity. When you walk into a store, a good salesperson will personalize your experience by asking you questions and getting to know you. Now, go to your average B2B website, and you’ll read a dull, unimaginative, generic marketing message.

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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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A Proven 4-Step Process for Handling Sales Objections

Hubspot Sales

Navigating rejection and helping your potential customers move through their objections and reservations are the name of the game when working in sales. What are the most common objections you get during the sales process? Do you find you get the same objections over and over? How do you handle them? Your approach makes all the difference in your performance.

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Uncovering a Customer’s Budget

Adaptive Business Services

First off, let’s get this out of the way. Everybody has a budget! Now then … They may not know how much your service will actually cost – Educate them! Most, if not all, buyers today will self-educate with Google. I am certainly no exception. In many cases, this means that I know about as much of what is needed in order to be considered dangerous.

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Simple Strategies for Team and Self Motivation

criteria for success

Do you find yourself struggling with motivation, or are unable to motivate your team? You're not alone! All pandemic stress aside, we are at the point in the year when momentum slows down; the inspiration of the New Year wears off, the feeling of burn out creeps back up, and winter weather starts to get serious (at least in NYC where I'm writing from!).

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Mission Critical: Account Planning for the Year Ahead

Revegy

“There are so many variables that shift and change throughout a sales cycle. You need to understand how you can pivot your process to continue moving the ball down the field when those changes happen. Time kills deals. You have to maintain forward progress.” Sales plans aren’t static documents. They’re dynamic, agile frameworks that can be adjusted to help you adapt more effectively.

Account 98
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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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Product Visualization Vs. 3D Configuration Which Is Right For Me?

Atlatl Software

It isn’t a secret that great visuals are key to a successful eCommerce experience. Buyers are reliant on visual cues to choose products, and will search for confirmation that what they are purchasing is what they were searching for.

Buyer 87
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Your Solution Strategy Is Desperate for Validation

Mereo

While B2B product management teams around the globe are convening to refresh their solution strategy for the next two to five years, most will never actually succeed. In fact, according to Harvard Business Review, each year more than 30,000 new products are launched — and a whopping 95% of them fail ( 2019 ). Why? A major lack of validation. Most companies fail to ensure they can realistically achieve what they set out to do.

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How to Write Sales Playbooks Your Reps Actually Want to Use

Sales Hacker

Playbooks provide the ultimate reference for consistent execution across your sales org and are critical to scaling sales enablement. But, as important as they are, playbooks can also be the resource that ends up gathering dust on the digital shelf because no one adopts them. Why? All too often, it comes back to how the playbook was designed. What is a Sales Playbook?

Hiring 68
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How a Large Financial Firm Benefited from Automated Presentations

Bigtincan

With over 2500 clients in 63 countries, this financial advising firm is one of the world’s largest asset managers (more than $3 trillion in assets under management). They started to utilize Bigtincan a few years ago to automate their PowerPoint presentations. Here is their story. The Challenge Before this financial advisor turned to Bigtincan, it […].

Benefit 52
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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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Mission Critical: Account Planning for the Year Ahead

Revegy

Sales plans aren’t static documents. They’re dynamic, agile frameworks that can be adjusted to help you adapt more effectively. In this session with Joe Monastiero, VP of Global Sales at Revegy, you will learn why sales planning is mission-critical in 2021 and come away with a proven framework for account and opportunity planning. Don’t miss these (actionable!

Account 52
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Success Story | Manufacturing Company

MarketJoy

When you turn to us for assistance with your business development, market research, or lead development, we will look at every aspect of your sales process in order to identify which areas are going to benefit most from our input. The post Success Story | Manufacturing Company appeared first on MarketJoy.

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?? Adding a Human Touch to Sales Automation

Pipeliner

How to successfully mix up human elements and sales automation? In today’s Expert Insight Interview, we welcome Richard Schnitzel to discuss how to scale a business through “Authencious” automation. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Adding a Human Touch to Sales Automation appeared first on SalesPOP!

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Prospecting: How Can I Tell When It's Time to Consider a Prospect "Close-Lost"? | Guillaume Moubeche - 1400

Sales Evangelist

Sales reps can’t spend all their time nurturing a prospect. It is difficult, however, to just decide to stop. In that case, you may ask, “ How can I tell when it’s time to consider a prospect close-lost?” Learn more in this episode. A close-lost deal For Guil, a deal is never lost in the sense that once you start building a relationship with someone, you should keep that relationship alive for as long as it takes.

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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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How to Achieve Success Through Failure (video)

Pipeliner

Has anyone recently told you to embrace your failures because they are a path to success? In this Expert Insight Interview, Jim Harshaw Jr. discusses achieving success by learning from failures. Jim Harshaw Jr. is an executive performance coach for individuals and companies, keynote speaker, and a podcast host. The interview discusses: Learning how to fail.

Video 52
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Prospecting: How Can I Tell When It's Time to Consider a Prospect "Close-Lost"? | Guillaume Moubeche - 1400

Sales Evangelist

Sales reps can’t spend all their time nurturing a prospect. It is difficult, however, to just decide to stop. In that case, you may ask, “ How can I tell when it’s time to consider a prospect close-lost?” Learn more in this episode. A close-lost deal For Guil, a deal is never lost in the sense that once you start building a relationship with someone, you should keep that relationship alive for as long as it takes.

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How to originate more opportunities through recommendations

Infoteam Consulting

W hat motivates prospects to grant you a first (on-line) meeting?

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Prospecting: How Can I Tell When It's Time to Consider a Prospect "Close-Lost"? | Guillaume Moubeche - 1400

Sales Evangelist

Sales reps can’t spend all their time nurturing a prospect. It is difficult, however, to just decide to stop. In that case, you may ask, “ How can I tell when it’s time to consider a prospect close-lost?” Learn more in this episode. A close-lost deal For Guil, a deal is never lost in the sense that once you start building a relationship with someone, you should keep that relationship alive for as long as it takes.

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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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Affiliate marketing SEO: 10 tips to boost traffic and sales

Nutshell

Affiliate marketing that produces qualified traffic with high intent to buy and low BV/A is the marketer’s equivalent to sitting on a pot of gold. But without traffic, your affiliate marketing’s target products won’t have buyers. And without buyers, you don’t have a business period. A smart affiliate marketing SEO strategy solves the traffic problem.

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20 Critical Buying Signals You Should be Tracking to Increase Sales

Crunchbase

Timing is everything when it comes to sales. Tracking and understanding buying signals and connecting with leads and prospects with the right message at the right moment can help you close more deals. What exactly is a ‘buying signal’ in sales? A buying signal indicates when a prospect is in a position to purchase your service or product. Any new opening for a sales opportunity is considered a buying signal (also referred to as a sales trigger event).

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Highspot Customer Growth Surges Amid Widespread Adoption of Sales Enablement

Highspot

SEATTLE, Jan. 27, 2021 — Highspot , the sales enablement platform that helps companies get the most from their customer-facing teams, today announced soaring customer growth as companies including Aetna, a CVS Health company; DocuSign, DuPont, Euler Hermes, General Motors, John Deere, ManpowerGroup, Milliken & Company, Nestle, Samsung Electronics America and Verizon Media use Highspot to increase the impact of their revenue teams.