Tue.Feb 09, 2021

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10 Sales Tactics Brands Should Avoid This Year, According to Experts

Hubspot Sales

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Of course, reps will need to add certain strategies into their repertoires, but "adapting" doesn't stop there. Several salespeople are coming into this new year holding onto some dead weight — outdated strategies that are bound to undermine sales efforts instead of enhancing them.

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31 Seconds That Make a Prospecting Call

The Pipeline

By Tibor Shanto. There is a lot of folk myth b t out there about the telephone and its value in today’s B2B selling. Many would have you believe it does not work, which may be true for them but not for others. The view that modern selling is different, the phone is a relic. Everything is seen through a singular filter, their own. It starts with an easy lie, no one answers their phone, “I know I don’t” they say.

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The Baseball Experience That Continues to Generate a 28% Increases in Sales

Understanding the Sales Force

32 years ago, back in the winter of 1989, I experienced one of the most memorable weeks of my life. I attended Red Sox Fantasy Camp where campers like me, all greater than 30 years old and most a LOT older than that, were treated to an incredible baseball experience. The way we were treated, what we experienced, the uniforms we wore, the schedules we kept, the baseball games we played, the coaching, the practicing, the work, the game against the former Red Sox players, and the off hours camarade

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Five Things We Learned About Leadership From Tom Brady

The Center for Sales Strategy

Tom Brady is one of those figures that draws emotional responses ranging from adoration to outright disdain, often depending on whose team has had their playoff hopes crushed by him during his long tenure in the NFL. But, say what you want, there is plenty for all of us to learn about how to be an effective leader by observing what Tom Brady does. What he accomplished on Sunday is indeed one of the most profound successes in professional sports as he transformed a young, talented team in Tampa B

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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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Making Sense Of Sensemaking

Partners in Excellence

I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for the invitation). One of the participants asked a great question, “How do we know/measure if we are making sense with the customer? It’s a fascinating question. I’d love your thoughts, but here are some ideas I’ve come up with: I think it’s pretty easy to measure after the decision has been made.

More Trending

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Customer References & Buyer Confidence

SBI

Customer References & Buyer Confidence. By David Sroka, Point of Reference. I can’t think of a more humbling, stressful purchase decision than the one we go through when buying a home. You’re presented with multiple options, each with a list of pros and cons, price/feature trade-offs and those things that are hard-to-reach certainty on – like compatibility of the neighborhood and specifically, the neighbors.

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5 Red flags to help you identify tire kickers

PandaDoc

Ah, the tire kicker — one of a salesperson’s worst nightmares! A tire kicker is someone who will drag the sales cycle on. and on. and on while hogging your time and resources without ever actually buying. The term comes from car dealerships. Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy.

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In the race to vaccinate billions, a powerful planning solution is critical to success

Anaplan

What if you had to give a rose to each person in your city? Every rose must be perfectly fresh and tied with a red ribbon. They must be collected in person in your front yard with a brief, private ceremony. You must begin with neighbors who are over 75 and those who provide essential […].

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Data Works, And Then It Doesn’t. A Salesperson’s Look At 2021 Planning

Crunchbase

Here We Are 2021… One of the truths in sales is that repetitiveness is the path to oblivion, both for your company and your role as a manager. With the new year here, take time to hit that refresh button and look at your forecast with a critical pair of eyes. Don’t assume anything. Don’t think you control your market or customers. Let the data reveal the reality of your surroundings.

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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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Getting Go-To-Market Teams on the Same Page

Highspot

I’ve found that those strategic initiatives don’t fail because they don’t have the right people, the right processes, or the right technologies – but because the leaders entrusted to drive initiatives cannot get on the same page. Only 52 companies that were operating as of 1955 are still in business. Organizations that fail to align their marketing, sales, and services fail to increase revenue, improve profitability, optimize costs, and reduce risks.

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New Zenler Review (2021) – Should You Use It for Your Courses?

Sell Courses Online

The post New Zenler Review (2021) – Should You Use It for Your Courses? appeared first on Sell Courses Online. … New Zenler Review (2021) – Should You Use It for Your Courses? Read the Post. The post New Zenler Review (2021) – Should You Use It for Your Courses? appeared first on Sell Courses Online.

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What is a Leadership Development Plan (LDP)?

Pipeliner

A Leadership Development Plan (LDP) is an integral part of leadership development. Leadership development involves leadership skills enhancement to aspiring and potential leaders. The detailed, systematic, and flexible plan sets and tracks your professional and career advancement towards higher leadership roles. Importance of LDP in Career Advancement.

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Emerging Sales Trends: 6 Keys for a Difficult 2021

Predictable Revenue

Congratulations! You managed to survive the twists and turns of 2020. Now it's time to figure out how to jump ahead into 2021. The post Emerging Sales Trends: 6 Keys for a Difficult 2021 appeared first on Predictable Revenue.

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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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Finance, Pharmaceutical, and Manufacturing Leaders Choose Allego For Smarter Virtual Selling

Allego

We’re proud to welcome Fannie Mae , Johnson Health Tech , and Recordati Rare Diseases as new customers of our market-leading sales learning and enablement platform. “Our company may be working from different parts of the country, but we’re building stronger, more connected teams that are prepared for virtual selling in 2021 and beyond.” — Josh Zimmer, Fannie Mae.

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After COVID: How the Sales Cycle Shifted

SalesLoft

The sales landscape changed this year — likely forever. The pandemic accelerated the shift to digital sales and caused buyer expectations to irreversibly change. Sales leaders had to pivot to adapt and evolve their strategy, quickly. But how do you plan for a situation that is constantly changing? How can you solve a problem that sellers have never seen before?

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How Andela uses Troops to increase pipeline, shorten sales cycles, and prevent churn

Troops

Andela builds and trains remote engineering teams for leading tech companies like Viacom, GitHub, Grow with Google, Microsoft, and Facebook.

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Gain & Retain Customers Using Data: External Intelligence for Optimizing the Sales Funnel

Sales Hacker

Join Alex Nisenzon of SimilarWeb, as he leads us through the new process for creating a thoughtful, data-based plan for sales success. After this session, you’ll be able to make the transition from a customer advocate to an intentional, data-focused consultant with an eye for timing and messaging. The post Gain & Retain Customers Using Data: External Intelligence for Optimizing the Sales Funnel appeared first on Sales Hacker.

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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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Account Based Sales Strategies that Deliver

Emissary

Click to View Case Study. Emissary assists with account based sales strategies that deliver results for Elastic. Elastic is a global, rapidly growing, search company offering three solutions for enterprise search, observability, and security, built on one technology stack that can be deployed anywhere. They grows open-source utilization into commercial relationships by expanding use cases and demonstrating value in POCs that justifies deployment in mission-critical systems.

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PODCAST 147: Fred Mather’s Top Advice for Rising Leaders: Have a Plan

Sales Hacker

If you missed episode 146, check it out here: Why Following Your Passion Is Bad Advice (& what the good advice is) w/ Callie Moriarty. What You’ll Learn. Fred’s insights on the differences in sales between the UK and US. His career path and the importance of networking. A many-time CRO on what makes a distinguished leader. Rising leaders need to have a plan.

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5 red flags to help you identify tire kickers

PandaDoc

Ah, the tire kicker — one of a salesperson’s worst nightmares. A tire kicker is someone who will drag the sales cycle on. and on. and on while hogging your time and resources without ever actually buying. The term comes from car dealerships. Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy.

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Foolproof Ways to Make Your Ecommerce Sales Soar

Pipeliner

You might be wondering how to up your eCommerce game. Sometimes, the most foolproof ways are simple. Whether you’re planning your launch or have an existing eCommerce store, let’s proceed on how to make those sales soar. Don’t Rush to Launch Day. If you have an existing eCommerce store, then it’s best to skip ahead. However, if you’re still in the planning stage, then better start here.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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Six new reports added to your CRM for enhanced team efficiency

Salesmate

It’s the second month of 2021, and we are excited about the new updates that are rolling out in the first week of February itself! We are proud to announce six new reports specifically designed to enhance your sales team’s efficiency and boost your acceleration towards your goals. Here’s a quick glimpse of the six new reports of your advanced and productive Salesmate CRM: . 1.

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Tactics of Following up Without Being Annoying

Selling Energy

I often get asked about my favorite ways to follow-up with customers. Considering how many touches it takes to make a sale, it’s both a delicate and rigorous process. Statistics suggest it takes eight touches to get an initial meeting and an additional ten to close the deal. So, 18 touches in all. Now let me ask you, would you assume that means making 18 phone calls in a row, asking the same thing over and over?

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Motivation: How To Successfully Close an Impossible Deal at the End of the World, During a Pandemic | Ariel Telli - 1390

Sales Evangelist

Salespeople today face the same dilemma: ‘how to successfully close an impossible deal during a pandemic.’ This isn’t new to us but we still need all the help we can get. Tune in to this episode as Ariel Telli talks about how to close impossible deals. Switching to the sales side Ariel is a co-monitor at Siemens Healthineers and he’s assigned to the different states in Argentina.

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Building Your Sales Communication Plan

Accent Technologies

The post Building Your Sales Communication Plan appeared first on Accent Technologies.

Sales 52
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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Cold Email Deliverability: What It Is, and How You Can Work It

LeadIQ B2B Sales Prospecting

Email bounces and deliverability issues can destroy your open and click-through rates, engagement, conversions, and outreach as a whole.

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Why Customer Experience Is Business-Critical and How to Achieve It

SugarCRM

If you’re not paying attention to customer experience, you may be ignoring a mission-critical factor for your organization. Find out why customer experience is so important, and get some tips for attending to it in your business. A Better Experience Equals a Higher Price Point. Whether it’s premium service or luxe products, many consumers are willing (if not eager) to pay extra for a better experience.

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Salesmate + DocuSign = Get your documents and agreements e-signed quickly and securely

Salesmate

Salesmate strives to bring enhanced user experience with constant improvements and product updates. In this product update, Salesmate and DocuSign integration enable you to get signatures faster, track document statuses, and, once signed, then execute further automation or workflows as per your need. Manual paperwork and manually following up with the right person to get a signature can take lots of your essential time.

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