Thu.Apr 26, 2018

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Are You Caving on Price in Your Sales Negotiations?

No More Cold Calling

Price isn’t an issue with referral business. More than 10 years ago, a marketing agency told me most sellers cave on price before prospects even ask for a discount. Sadly, that behavior continues in sales negotiations today. We’ve trained our buyers to expect discounts and that everything is negotiable. They know sales reps will make the best offers at the end of the quarter or at the end of our fiscal year, so they wait.

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51 Career-Changing Sales Productivity Statistics

Zoominfo

In an ideal world, sales reps would spend all day sending emails, taking calls, and ultimately, doing what they do best—selling. But, sadly, this isn’t often the case. There’s a lot more to sales than meets the eye. Other selling tasks include prospecting, administrative work, data entry, market research, etc. The best sales reps have developed an arsenal of productivity hacks to balance the administrative work with the actual sales process.

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The Big CRM Question: Why Aren’t Your Sales Reps Using the Software?

Sales and Marketing Management

Author: Sunny Paris If I had a dollar for every time I heard CEOs and sales managers complain about their CRM not being up to date, or that salespeople aren’t using it properly, I could probably retire. If I had another dollar for when I hear salespeople complain about the additional administrative work their CRM imposes on them – my retirement could take place on an exotic island.

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Grow Enterprise Value with Customer Success

SBI Growth

Our guest on SBI TV is Gaye Gilbert, Executive Vice President of Customer Success at First Advantage. Gaye has already implemented customer success initiative while most companies are just now starting to think about getting started. Anyone in customer success in.

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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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6 Sales Promotion Ideas to Leverage or Leave

Hubspot Sales

Sales Promotion Ideas. Leverage Inexpensive Swag at Conferences. Avoid Discounts of More Than 50%. Leverage Time Savings and Additional Services. Avoid Discounting Outside Traditional Guidelines. Leverage Customers Who Are a Good Fit for Your Product/Service. Leverage Sales Promotions to Get Deals Moving Again. Sales promotions aren’t always necessary to close business.

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More Trending

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Why Every Entrepreneur Needs A Help Desk Now

Fill the Funnel

Probably never gave it a thought did you? Maybe you are a start-up who has other priorities? Or an entrepreneur just launching your first product to the world? Why would you need a help desk? Customer service sells! Because every precious customer you get is the most important asset you have. This post came about […]. The post Why Every Entrepreneur Needs A Help Desk Now appeared first on Fill the Funnel.

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Why Your Team Isn’t Using Your CRM (And What To Do About It)

Hubspot Sales

Did you know the average sales rep only spends about 36.6% of their time actually selling ? Even scarier, only 18% of their time is spent using their customer relationship management software (CRM). The study, from InsideSales.com, finds CRM’s aren’t enough to answer the needs to today’s salespeople. They’re consistently trying out new technologies to streamline their workflow, help them move up on activity boards, and close more business.

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Marketo’s Chief Growth Officer Tells Us What She’s Learned In Over 50 Quarters in Software Sales

Drift

Jill Rowley has an impressive track record: 20 years in Silicon Valley and 52 quarters in software sales at companies like Oracle, Salesforce, and Eloqua. Over the last ten years she’s served as an advisor to over a dozen or so of tech’s most noteworthy companies, and been a keen observer of trends in both sales and marketing. Today, she serves as Chief Growth Officer at Marketo, the marketing.

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Social Selling 101 With SMARTASSISTANT’s Karly Neveu

Predictable Revenue

On this edition of The Predictable Revenue Podcast, we welcome Karly Neveu, Director of Inside Sales and Sales Operations at SMARTASSISTANT, an international SaaS company building digital recommendation engines. The post Social Selling 101 With SMARTASSISTANT’s Karly Neveu appeared first on Predictable Revenue.

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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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Why Sales is a Thinking Game You Need to Master

SalesLatitude

Like golf, sales is a thinking game. Now, sales is not really a game, but in reality, it’s all about planning and setting a strategy in advance. Let’s look at both and you’ll see why you need to master your thinking game. Golf: Strategy vs. Power. A friend of mine just started playing golf in the last year or so. She was a star athlete growing up and prided herself in how far she could drive the ball at the driving range.

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The Salesperson’s Guide to Social Media: Twitter

LevelEleven

This article is the second installment in The Sales Person’s Guide to Social Media blog series. Check back for new articles covering other social platforms. Modern sales professionals understand that social media is an integral sales tool, and with approximately 330 million monthly active users (MAUs), Twitter has become a haven for prospecting and social selling.

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The Power Of “Ritual Questions”

Partners in Excellence

Recently, I read an article about “ Ritual Questions.” It’s a powerful concept–but I think leaders can take the concept much further. As I work with and study great leaders, I’ve noticed they all do something similar. They ask the same questions over and over. The questions are a little different depending on the person and the context, but the underlying core question is always the same.

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ClickFunnels Membership Site: Why You Shouldn’t Use It?

Sell Courses Online

The post ClickFunnels Membership Site: Why You Shouldn’t Use It? appeared first on Sell Courses Online. If you have some experience with online marketing, you must have heard about ClickFunnels. ClickFunnels aims to be that all-in-one solution for creating and running your online business. It lets you build sales funnels, create email marketing campaigns, run an affiliate program as well as create a membership site to deliver your online courses and other content.

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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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Sales Readiness: Why Sales Content Alone Won’t Cut It

BrainShark

Regardless of the quality or accessibility of your content, its effectiveness wholly depends on whether your business value can be clearly presented. This is especially true when it comes to sales content.

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Social Selling Mastery: Improve Performance of Sales Professionals

SalesforLife

There’s little doubt among sales leaders that social selling can transform the sales department. Most sales teams that adopt social selling boost their performance. In fact, social sellers are more than 20 percent more likely to report revenue growth. Other advantages include more and higher-quality leads, higher opportunity-to-close rates, and more.

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Why Retrospectives are the Sales Secret Sauce

Pipeliner

Great news, it’s a sales win! The contract is signed and implementation plans are in place. Is it time to move on to the next sale? Not so fast. The best next step, often overlooked, is a retrospective or lessons learned meeting with your new customer. A retrospective is an opportunity to look back and debrief the buying and selling process.

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10 Steps to Launching a Digital Selling Program, with Brynne Tillman, episode #68

Vengreso

Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play. Digital selling is more than just a trending phrase – it’s the key to success in today’s 21st century B2B sales environment. Brynne Tillman , Chief Learning Officer at Vengreso, is my guest on this episode of #SellingWithSocial. She is one of the most respected industry leaders when it comes to digital selling.

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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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Why It’s Time to Develop Your Personal Brand with Emily Hyde, Advocate

Igniting Sales Transformation

In this conversation, I talked with Emily Hyde, Sales Vice President for Advocate about Why It’s Time To Develop Your Personal Brand. This is such an important topic because in my observation many women focus on doing good work but do not spend enough time developing their personal brand and public persona. We started by talking about what it means to develop a personal brand.

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Effective Sales Coaching: How Experts Leverage Technology

SalesLoft

Sales Coaching Effectiveness feels like a string of buzzwords (yes, we heard you groan), but this phrase can actually be translated and applied to create a high-performing culture of accountability. Better yet, it doesn’t mean having to add more hours to a sales manager’s day. Using technology can make effective coaching more efficient.

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What is GDPR, and What Does it Mean for Sales Enablement Professionals? | Part 3

Bigtincan

GDPR is an EU Standard. What Could a Similar Standard in the US Look Like? It’s May 2018, and the new GDPR standard is about to come into operation in the European Community. At the same time, we have the CEO of Facebook presenting to Congress here in the US about privacy for their over 2 billion […].

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A Salesperson’s Go-To Guide To Improve Business Acumen

Sales Hacker

A lot’s been said about the skills and traits that will enable salespeople to perform at their optimum best. Among the most frequently mentioned are product knowledge, customer empathy, problem solving, persuasiveness, and sales methodologies. No sales leader in her right mind would let loose a sales rep who lacks every one of those crucial attributes on the floor.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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How to Finally Align Sales and Marketing to Nab Great Leads

The Center for Sales Strategy

This article was originally published on Sales & Marketing Management.

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Sales Readiness: Why Sales Content Alone Won’t Cut It

BrainShark

Regardless of the quality or accessibility of your content, its effectiveness wholly depends on whether your business value can be clearly presented. This is especially true when it comes to sales content.

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Getting To Yes!

Pipeliner

Would you ask someone to marry you on a first date? Probably not. Admittedly, popping the big question to a stranger might seem like an extreme example, but if you’re hoping for a “yes” from a client, you’re in the same playing field. The world is a cluttered, distracted place. Whether you’re trying to get yourself noticed at a bar or in the board room, there are five crucial rungs you need to climb to stand yourself apart from the noise, make your mark and score th

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Comment on The Salesperson’s Guide to Social Media: LinkedIn by The Salesperson’s Guide to Social Media: Twitter - LevelEleven

LevelEleven

[…] article is the second installment in The Sales Person’s Guide to Social Media blog series. Check back for new articles covering other social […].

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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6 Powerful Sales and Culture Lessons from a Great Visit to Butler University – by Mike Weinberg

Selling Fearlessly

Previously published on Mike’s blog in February 2015 My oldest son and I just returned from two fantastic days at Butler University in Indianapolis. Several events drew us to the campus this particular weekend. There was an admitted students reception prior to Saturday evening’s basketball game against highly-ranked Villanova, and the College of Business put […].

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Effective Listening Can Be a Matter of Life and Death

Carew International

Last week, a Dallas-bound Southwest Airlines flight made an emergency landing in Philadelphia after an engine exploded in flight. Following the incident, photos emerged of scenes from the plane cabin during the crisis, showing passengers most of whom had their masks incorrectly placed – covering their mouths but not their noses. Think about that for a moment.

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TSE 820: TSE Hustler’s League-“Shorter Emails”

Sales Evangelist

When you’re trying to capture your prospect’s attention through email, how do you know what to include? Many sellers in the early stages of their careers trying to accomplish too much in one email instead of writing shorter emails. On today’s episode of The Sales Evangelist, we’re discussing how to make our emails valuable, and […] The post TSE 820: TSE Hustler’s League-“Shorter Emails” appeared first on The Sales Evangelist.

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