Mon.May 07, 2018

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The Sooner You Lose the Sale, the Better

Mr. Inside Sales

Last week I was speaking with a service provider who wanted to joint venture with me. They have a CRM solution they wanted to me to market to my list of subscribers. After the initial conversation, next steps were outlined and they sent me more in-depth info on their product to evaluate. After exploring their solution, I decided they weren’t a good match for my vertical.

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Sales Enablement Defined

Sales and Marketing Management

Author: Bob Junke Recently, I had the honor of being asked by the Sales Enablement Society (SES) to offer my definition of sales enablement as an alternative to the one the SES Definition Working Group came up with. My definition follows, along with the reasons for it and application of it. I hope you find it beneficial. Defining sales enablement is important.

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8 Proven Ways Sales People Can Avoid Extinction

Pipeliner

Being invisible to people around you can be deadly in any profession, but particularly in sales where career opportunities are hotly contested by the high energy sales crowd. Being invisible guarantees that you will go unnoticed and take yourself off the career advancement path. Sales people can stand out from the crowd, but it’s not by practicing traditional ways.

Guarantee 108
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Discovered - Data Reveals the Second Biggest Obstacle to Closing More Sales

Understanding the Sales Force

Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. There is data everywhere. 5 of my last 10 articles were based on data and I know that my regular readers love the articles that are based on data so I am writing about data again today.

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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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The Marketer’s Guide to B2B Growth Hacking

Zoominfo

Growth hacking—though, not a new concept, has swept the business world in recent months. The term refers to the use of experimentation and creativity as a means to ignite a company’s growth. Growth hackers skip the big-budget production of conventional marketing in favor of low-cost alternatives that grow and engage their user base. Traditionally, growth hacking has been associated with small budget, tech start-ups.

More Trending

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Why great salespeople make terrible managers

Close.io

How do you find a great sales leader? In most organizations, it goes something like this: A rep hustles, grinds, and outperforms. Leadership takes notice, and thinks, “how can we spread their magic to the rest of the team?” So they make them a sales manager. Which feels natural, right? Putting a killer sales rep in a management position means they can share their unique insights and techniques with the rest of the team.

Hiring 132
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How to Find Out Everything LinkedIn Knows About You

Fill the Funnel

How to find out everything LinkedIn knows about you in their databases. Prepare to be shocked. I thought I knew, overall what they stored, and when I figured out how to get access to everything they have stored about me, wow, was I surprised? Each profile owner has access to the entire history on LinkedIn […]. The post How to Find Out Everything LinkedIn Knows About You appeared first on Fill the Funnel.

LinkedIn 109
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Why Good Salespeople Make Bad Decisions

Shari Levitin

There’s a big difference between “emotional selling,” and selling emotionally. Selling emotionally means succumbing to our own negative emotions and tendencies. When you find yourself triggered by something your prospect says, try naming the emotion you’re feeling. Feeling frustrated is very different than feeling humiliated. Both require different solutions.

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5 Critical Factors to Consider When Choosing A Small Business CRM

Zendesk Sell

Well, we’ve got some bad news for you – choosing the right CRM for your small business can be a very daunting and confusing task. Combined with the fact that your choice will have a major impact on your revenue growth, you’d better get that decision right. The good news is that if you will take into consideration the following 5 key factors, you are more likely to make the right decision.

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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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Buying Sales Readiness Software? Ask Yourself 3 Key Questions

BrainShark

Nearly 50% of B2B firms have bought or plan to buy a sales readiness tool in 2018, according to Forrester Research, but pinpointing which one makes the most sense for your company is not always simple.

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3 Professional Pushback Questions create Opportunities

Babette Ten Haken

I work with many business professionals who encounter professional pushback to their great ideas. Then, they fight the urge to tuck their tails between their legs and crawl back to the comfortable confines of their organization’s status quo culture. Alternatively, they take things personally – and negatively – and get pissed off at the person pushing back on their great idea.

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The Unrealized Value of Introverted Sales Reps

Janek Performance Group

When most people think of a sales rep, they envision an enthusiastic, energetic whirlwind of an extrovert, full of charm and conversation. And while it’s true that many sales professionals are extroverted, there’s also a surprising number of introverts among the ranks. What’s even more stunning – in some ways, they can outperform extroverts, and having introverts on your team might provide some unexpected advantages.

Sales 54
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Is There Anything Else We Should Be Talking About?

The Center for Sales Strategy

A simple question, right? Yes. But, very powerful. So many salespeople and sales managers have well-planned, beautifully-executed meetings, but inadvertently leave some of the most useful information on the table simply because they forget to ask this simple, shared-control question that can reveal the real priorities for the person with whom they are speaking.

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Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor

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Metric Fixation

Partners in Excellence

We are consumed by metrics. We measure everything–Activity levels, call/meeting volumes, emails, customer “touches,” pipeline health/volume/velocity, forecast accuracy, quota performance, and on and on and on. Metrics are important. They are an indicator of our progress in achieving our goals, they help us understand if we are on target or drifting off target.

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X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Palo Alto Networks)

Xactly

Sales compensation is one of the most important components of sales planning. Sales operations and compensation professionals must compile a team to piecing together metrics and goals, which carries an incredible amount of responsibility. The resulting incentive plan must develop a compensation process that will motivates the right sales behaviors to achieve goals, all while driving growth.

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Good Things Happen When You Keep it Simple

Hyper-Connected Selling

I really dig board games. Currently I’m playing a game called Pandemic Legacy. It has an interesting twist because it’s a cooperative game where the players work together to beat the game. In this case, we’re trying to cure epidemics that are spreading around the globe (yeah, it’s not necessarily a “peppy” game).

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The One Proven Strategy to Move Your Sales Team Performance Bell Curve

Sales Hacker

As a sales manager, your success is determined by the success of your reps. But, unfortunately, a lot of reps out there are barely hitting quota. In fact, the majority of today’s sales teams consist of average performers. This drastically affects your over sales team performance bell curve. So, how do you send your reps in middle-of-the-pack straight to the top?

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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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The Q4 Killer and How I Really Hit My B2B Sales Quota

Selling Power

I never really imagined sales would be my career until I closed my first cloud deal as an inside sales rep at Microsoft in 2016 and crushed my sales quota.

Quota 48
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TSE 827: Sales Basic 101…Keep The Relationship Going

Sales Evangelist

You don’t want your customer to feel duped. If you spend months working your sales cycle only to disappear after your customer commits to the purchase, she will likely feel like you only cared about the money. You must continue the relationship. Today on The Sales Evangelist, we’re going to talk about the steps you […] The post TSE 827: Sales Basic 101…Keep The Relationship Going appeared first on The Sales Evangelist.

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The benefits of the salesforce AppExchange for SMB and enterprise businesses

PandaDoc

What is the Salesforce AppExchange? If you are new to Salesforce , you’ve got to take a closer look at the Salesforce AppExchange. The AppExchange is a public directory of pre-integrated apps, components, and other products built to extend the functionality of Salesforce. Some of these apps have been built by Salesforce developers, but most are created by third-party independent software vendors (ISVs) using Salesforce’s cloud computing technology called Lightning Platform.

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Sales – The New Normal

Pipeliner

Ryan Hogarth, The New Normal. In every industry, and in every aspect of life, there is a constant ‘new normal.’ We are living in a period of prolonged transition. The new normal is change. As we get used to something, so it changes again. This creates a dynamic where we are never really comfortable with how things work. Ryan Hogarth talks about how to get ahead of the constant change in this interview with John Golden.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Success with CRM: 4 Tips for User Adoption

SugarCRM

In the previous post of this series, we talked about why a comprehensive CRM training program is critical for success. Related to training, is user adoption. Low user-adoption rates are the root cause of more CRM project failures than any other factor. That’s not surprising, enterprise software has been notoriously hard-to-use. At the same time, the digital revolution has made the workforce very reliant on the apps and devices that power an always-connected lifestyle.

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Learn How to Get a 10% Conversion Rate from Outbound Sales

Pipeliner

The Art of Customer Acquisition. Introducing our new e-book: The Art of Customer Acquisition. We wrote this because outbound sales is one of the easiest and quickest ways to acquire new customers and establish a dependable revenue pipeline. That said, it does require some knowledge gained from experience to be done right. You could gain this knowledge the hard way by starting from scratch and learning from your mistakes.

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Man Does Not Live By Work Alone

Selling Fearlessly

We all have our own subjective definition of success; although in our society, money and all the trappings it brings defines success for most people—this is a material world we live in. Keeping up with the Joneses probably motivates more people than any of us would like to admit. The question that begs is this: […].

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Do Better Work: How to Assess your Training Program

Lessonly

At Lessonly, it’s our mission to help people do better work so they can live better lives. Our Better Work Method (and the accompanying Better Work Assessment ) examines the six essential steps of building a high-performing training program. This blog series offers an inside look at each step and how the Lessonly team applies each one to do better work.

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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Why Sales Is the Best First Job

Hubspot Sales

The Best First Job Is in Sales. Looking for your first job? Your best bet is in sales. You'll learn the skills you need to sell anything -- even yourself for future career moves. You'll also become a master of communication, increase your confidence through closed deals, and build an impressive professional network that will benefit your career now and in the future.

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5 Things to Do before Your Prospecting Calls

SalesforLife

Although many have claimed cold calling is dead, the only thing that’s gone by the wayside in the sales department is the idea of single-channel prospecting. Today’s sales leaders know the importance of moving prospecting to multiple channels.

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Sales Tips: 5 Steps to Quantifying Value for Buyers

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. In initial calls it is important for sellers to conduct them in a way that helps buyers conclude they are sincere and competent. In my mind these are pre-requisites for having buyers share their business goals (or problems) so that potential value can be determined. Once a goal has been shared, sellers should try to perform these five (5) steps to quantify value for buyers: Establish base lines.

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