Thu.Jun 28, 2018

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3 Keys to Effective Sales Teams in the Age of the Informed Buyer

Sales and Marketing Management

Author: Glenton Davis Today’s consumer has access to more knowledge than ever before, adding a burden to businesses to provide truly innovative products and services — and for sales teams to understand their companies’ offerings in a deep and informed way. From casual browsing to thorough research, online exploration occurs well before customers meet a salesperson.

Buyer 191
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Do You Know How the Telephone Works … or How to Prospect?

No More Cold Calling

What’s trust got to do with it? When we showed my 85-year-old aunt how to use a computer, she told us she still hadn’t figured out how the telephone worked, so don’t bother. She walked out of the room. End of conversation. She talked a lot about “back in the day” and reminisced about what life was like when she was younger. This wasn’t the first time she’d witnessed a changing world, and she knew that new wasn’t always better.

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10 Recruiting Blogs to Bookmark Today

Zoominfo

As a busy recruiter, you don’t have much time in your day to spend reading articles and recruiting blogs. After all, you’re sourcing candidates , scheduling interviews, and combing through resumes. We get that. But there’s something to be said for taking a quick break during the day to catch up on the latest trends, best practices, and breaking industry news.

Hiring 170
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Dear CEO: Fix these three things and increase revenue

Pointclear

Companies with optimized sales and marketing organization achieve results by doing three things well. Not 50 things. Just three: Agree on your market, media and message. Measure what matters. Deliver fewer, but better, leads to sales. The more senior you are in your organization the more likely it is that you think these actions should be (whether or not they can be) handled by others in your organization.

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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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5 Ways to Help You Bust Out of Your Sales Slump

Jeff Shore

By Jeff Shore. Let’s be honest. If you’re in a sales funk you don’t need the same old advice you’ve heard before – think positive; visualize success; start a gratitude journal. That’s all good advice and could be helpful in working your way out of your slump. But I don’t want to talk about slowly inching your way out of a funk. I want to talk about vaulting out of that Godforsaken state and into top performance mode right now.

More Trending

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Why Nominating and Giving Awards to Women in Sales is a GREAT Thing

Women Sales Pros

I am about to attend my third WISA NA Awards Gala. It is exciting NOT because I like to get dressed up (I don’t) but because of what I have learned as a judge, a mentor, and a media sponsor. Initially when I heard about an evening in gowns and black tie to celebrate women in sales and sales leadership, I was hesitant. We are professionals – business women – we don’t need a gala to attend to prove how effective we are at growing revenues and leading sellers.

Lead Rank 100
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The Punch-Drunk, Bipolar Existence of Sales

Frontline Selling

Welcome Tony J. Hughes, today’s guest blogger! Tony always provides highly insightful sales articles and we are excited to feature his post! I’ve lived the bipolar existence that is professional. The post The Punch-Drunk, Bipolar Existence of Sales appeared first on FRONTLINE Selling.

Sales 103
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Don’t Make Everyone Your Customer

Engage Selling

Some sellers (erroneously) believe that they should be attempting to sell to anyone and everyone. This is, counterintuitively to some, an excellent recipe to create a disaster. Here’s some important advice. Only sell to those who are ideal prospects.

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Can You Make A Sales Call Without Talking About Your Product?

Partners in Excellence

Imagine you have an appointment with your ideal customer. The only constraint is that you can’t talk about your product. Could you make the call? What would it look like? I suppose you could talk about the weather, exchange chit chat about the World Cup, perhaps the latest baseball games or cricket matches. But that wouldn’t be very satisfying to you or the customer.

Meeting 100
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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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Beware of Selling to Companies vs. People – and Why You Need to Know the Difference

SalesLatitude

Who are you selling to? Are you selling to companies or to the people in those companies? I know most of you are reading this question and asking, “Is she for real?” Of course, we all sell to people but, in my experience, I don’t see that as much as I would like to. Let’s take a look at each scenario. Selling to Companies. Unfortunately, I see sales people selling to companies way too many times.

Company 89
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A High Growth SaaS Playbook – 12 Metrics to Drive Success

For Entrepreneurs

I recently gave a talk at the 2018 SaaStock NYC conference in June. I had two goals I wanted to accomplish, present a simple model to understand SaaS business and to show a simple model of a SaaS business and to show the key levers a CEO can pull to achieve the greatest impact on their business.

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What's a Marketing Qualified Lead? What's a Sales Qualified Lead?

The Center for Sales Strategy

When it comes to lead generation, when does the marketing department’s role end and the sales department’s role begin? Very specifically, when should a lead be passed from marketing to sales? This is a tricky question, and as with most marketing and sales best practices, it’s not always black and white. Every organization is different, and it’s important that your organization has it's own marketing and sales agreement plan that outlines in detail how you will qualify, distribute, track, and ult

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How to Write Effective LinkedIn Messages

SBI Growth

LinkedIn 144
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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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Community Leader Shikha Bindra, Vidyard: Purpose to Serve

Close.io

Episode #14: Close.io Women in Sales Series. Listen: Soundcloud | iTunes | Your Favorite Podcast App ??. Watch: YouTube. Close.io Blog: Previous Guests. Shikha Bindra is the Manager of Business Development at Vidyard. Shikha is the General Manager of the Enterprise Sales Forum - Toronto Chapter. She’s been an avid community volunteer at several different organizations working on a range of causes including children, education, and health.

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Do You Speak With Confidence?

Shari Levitin

People often ask me if I get nervous before delivering a presentation. Right now, I’m on a plane headed to Dallas to present a 12 minute TED style talk to over 500 CEOs and entrepreneurs. Am I nervous? You betcha! Research shows speaking in public is the number one fear humans face. Second only to death. The post Do You Speak With Confidence? appeared first on SHARI LEVITIN.

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Inside the Drift Playbook for Increasing Website Conversions: 6 Plays You Should Be Running Right Now

Drift

Here’s an eye-opening stat: Only 22% of B2B businesses are satisfied with their website conversion rates. Why? Because the path that most people follow on a company’s website tends to look something like this. Customer gets to your website, scrolls through your homepage, checks out your products, looks at your pricing page, and then before they even consider adding booking a demo, they leave.

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A Sales Coach’s Tactical Guide on Setting the Right Goals for Sales Reps

Sales Hacker

Part 4 of this sales coaching series focuses on the right coaching goals for sales reps. Article overview: 1) Sales coaching is not a beat-down. 2) Sales Coaching: What salespeople say versus managers/leaders. 3) Don’t mistake a conversation for sales coaching commitment. 4) How to make your 1:1s count. 5) Stay in the inspiration business: Read the full coaching series.

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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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How to Drive Retailer Compliance for Stronger Promotions and Sales

Repsly

We don’t need to tell you how important it is to check in with your retailers to make sure everything is going according to plan. Even though this kind of monitoring saves you time and money in the long run, it’s probably exhausting trying to keep track of which locations need extra help in terms of training, promotions, or other inconsistencies like perpetual out of stock products.

Retail 66
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How To Make The Business Case For Sales Enablement

Veelo

The most successful companies rely on sales enablement best practices for rapid growth. Indeed, companies that align sales and marketing can generate up to 208% more marketing-sourced revenue and 38% higher win rates. But if you want results like these, you need to build the business case for sales enablement. 1. Identify The Problems […]. The post How To Make The Business Case For Sales Enablement appeared first on Sales Enablement Software | Veelo.

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Why Collaboration Common Sense is Workplace Unsustainable

Babette Ten Haken

Most of us have collaboration common sense. You know, the voice of our conscience telling us to “ play nice with everyone in the workplace.” Even if we do not like our colleagues and co-workers. Or, we do not possess the hard and soft skill sets to collaborate very well. Even if we do not play nice with everyone in the workplace, at all. Like ever. That is why collaboration common sense is workplace unsustainable.

SME 54
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Best Practices of Top Performing Sales Reps {TOPO Research}

SalesLoft

What if you could identify the behaviors and habits that differentiate top sales performers from their peers? Research on the Best Practices of Top Performing Sales Reps does just that. The research (provided by TOPO) reveals that there are a few fundamental differences in behaviors that distinguish top performers from average performers. Also included is TOPO’s analysis of how sales reps prioritize their time and what tools they leverage to perform their jobs.

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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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Is Your Sales Tech Stack Drowning Your Reps? Here’s How to Restrategize

Sales Hacker

The post Is Your Sales Tech Stack Drowning Your Reps? Here’s How to Restrategize appeared first on Sales Hacker.

How To 72
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Inside the Drift Playbook for Increasing Website Conversions: 6 Plays You Should Be Running Right Now

Drift

Here’s an eye-opening stat: Only 22% of B2B businesses are satisfied with their website conversion rates. Why? Because the path that most people follow on a company’s website tends to look something like this. Customer gets to your website, scrolls through your homepage, checks out your products, looks at your pricing page, and then before they even consider adding booking a demo, they leave.

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5 Reasons Why Your Sales Training Doesn’t Stick

Allego

Why doesn’t sales training stick? Here are 5 reasons why many reps either don’t absorb new information, or simply unlearn it as fast as it’s learned. Plus some suggested remedies. Lack of sales experience. A significant number of trainers have never worked as salespeople. For that reason, many have a “check the box” mentality regarding what is taught.

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Introducing Tenfold Mobile: Sync Calls to Your CRM on the Go

Tenfold

Mobile devices are invaluable to our personal and work lives. Today, it’s instinctive for us to reach for our smartphones to get things done. Smartphones are no longer seen as a distraction in the workplace–for many daily functions, they provide the preferred way to work. For client-facing teams in sales and service, we know that each conversation is vital.

CRM 51
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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 Tableau uses Data to Improve Sales Training ROI

Allego

This case study is from a presentation at ATD 2018 titled “How to Improve and Measure Sales Training ROI” with Michael Carpenter, Sales Readiness Information and Technology at Tableau. Tableau, a Seattle-based developer of business intelligence software, uses sales learning and coaching tools to boost sales performance and evaluate the impact of training on behavior and ROI.

ROI 48
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Rebuttals in Sales Negotiation: What You Need to Know

Xactly

To prepare sales pitches, most sales reps will put considerable time and effort into refining what they will say. It’s important for managers to coach reps to identify and find the best way to present the product or service they are selling. The goal is for the pitch to be concise, attractive, and engaging. The initial contact and pitch reps make is very important; however, it is also important to prepare for conversation further down the sales funnel.

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Customer Meetings Offer a Strong ROI

Pipeliner

Why Lessons Learned Customer Meetings Always Offer a Strong ROI. Your Return on Investment for Retrospectives. Retrospectives, sometimes called a win/loss analysis, are powerful for the following reasons: Done correctly, you can uncover the real buying criteria and decision process. Since the sale is behind you, but still fresh in everyone’s mind, it’s a perfect time to validate Win Themes.

ROI 49