Mon.Oct 21, 2019

article thumbnail

5 Things Your Sales Reps Are Complaining About

Sales and Marketing Management

Author: Giles House Whether it be too many emails or not enough snacks in the kitchen, everyone has a set of pet peeves in the workplace. Salespeople, as a profession, are certainly not immune. From manual CRM updates, to uninspired training programs or hard-to-find content, the more roadblocks to seamless sales, the more staff becomes demoralized. That, in turn, leads to greater sales rep churn.

article thumbnail

“Empathy is a superpower in marketing and sales”: A Q&A with Brian Carroll of Markempa

Nutshell

The ability to see things from your customer’s perspective is a huge advantage in B2B sales and marketing. Buyers will always place more trust in a salesperson who treats them like a human being, not just a phone number on a lead list. Brian Carroll is the founder of the B2B Lead Blog , author of the best-selling Lead Generation for the Complex Sale , and the Founder and CEO of Markempa , which helps organizations improve their demand generation and sales results through empathy.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

30 Virtual Assistant Companies & Services to Make Your Job Easier

Hubspot Sales

How much of your day do you spend completing routine tasks? For many working professionals and entrepreneurs, their primary job duties get overshadowed by time-consuming administrative tasks. This rings especially true for sales professionals. On average, sales reps spend only 35% of their time selling , which means nearly two-thirds of their time is spent on non revenue-generating activities.

article thumbnail

Managing Your CRM: 7 Time-Saving Tips to Boost Productivity

Nimble - Sales

Customer Relationship Management systems (CRMs) are designed to help cultivate your relationships with customers in a time-effective way, but you might as well be developing relationships without a management system if your CRM’s interface is unintuitive and slow. Time equals money, especially for businesses. Companies, big or small, rely on well-utilized time and customers to […].

CRM 78
article thumbnail

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.

article thumbnail

5 Ways AI is Revolutionizing the Sales Industry

Aviso

We are all witnesses to the fourth industrial revolution. Emerging technologies driven by machine learning (ML) and artificial intelligence (AI) are upending the way the world produces, distributes, and consumes goods. Companies across industries, especially in sales and finance, have rapidly adopted and integrated AI technology into their businesses to achieve a competitive advantage.

More Trending

article thumbnail

Why Asking Questions In Sales Is Important

InsideSales.com

Discover the value of asking questions in sales and learn the different types of sales questions to help you figure out the needs of your customers in this post. Keep reading to find out more. RELATED: Social Selling And The Law Of Reciprocity. In this article: Why Asking a Good Question in Sales Is Important. Open Questions. Closed Questions. Follow-Up Questions.

article thumbnail

One Day That Makes a Difference

Showpad

It’s been about a year and a half since we launched our volunteer initiative “A Day for Ghent.” This past Tuesday, October 15, our founders gathered with a mix of companies and non-profit organisations at Saint Peter’s Abbey (Sint-Pietersabdij) in Ghent to learn about this volunteering platform and share what has been accomplished in the past 18 months. .

article thumbnail

Create Raving Fans Out of The Job Candidates You DON’T Hire

The Center for Sales Strategy

Did you know that 60% of job seekers report having had a poor candidate experience in their job hunt? And, even worse, according to Career Arc , 72% of them shared those bad experiences with others (often on social media)! Ouch! Are you burning bridges with your interview process? If so, it’s time to make a change so you can protect your company culture and image.

Hiring 61
article thumbnail

8 Things You Can Do to Make Your Sales Content BETTER Than Best

Mobile Locker

With the emergence of countless new types of media and distribution methods, the appetite for blog posts, videos, podcasts, collateral and more to support sales has been insatiable. With the pace of change increasing, the demand for new — and better — marketing content will continue to grow in the years ahead. It will be […]. The post 8 Things You Can Do to Make Your Sales Content BETTER Than Best appeared first on Mobile Locker.

article thumbnail

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

article thumbnail

Ways to Achieve Productive Use of Time at Dreamforce 2019

LevelEleven

It’s about that time again. Time to start preparing for Dreamforce , the biggest Salesforce event of the year. Although some may approach this week with the attitude of a curious tourist, going where the wind takes them, the most productive use of time is still to plan ahead. Thinking about the event and all it has to offer before arriving is crucial to finding success throughout your trip to Dreamforce.

article thumbnail

Customizing Cloud-Based Apps: Should You Do It?

Cincom Smart Selling

Enterprises frequently fail to consider cloud-based applications because they have customization requirements to implement, and they assume the cloud will … Continue reading "Customizing Cloud-Based Apps: Should You Do It?". The post Customizing Cloud-Based Apps: Should You Do It? appeared first on Cincom Blog.

article thumbnail

How to Succeed at Storytelling

Sandler Training

Mike Montague interviews Nema Semnani on how to succeed at storytelling. In this episode: the right attitude for effective storytelling, imagined realities are powerful motivators, how to tell a compelling story. The post How to Succeed at Storytelling appeared first on Sandler Training.

How To 60
article thumbnail

Outbound sales CRM: What it is and which is best for your team

Close

What's the most important tool in outbound sales? If you said "a phone," you're right. Well, sort of. If you want to kick ass at cold calling, you need something way more powerful than a phone.

article thumbnail

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.

article thumbnail

14 Routines to Become a Successful Salesperson

Chorus.ai

I’m one of those annoying sellers who crushed quota quarter after quarter. In one year I closed 4.5M on a 1.5M goal. Just 2.5MO after joining a company in an emerging market, I closed a 175K Enterprise deal (our previous ACV was hovering at ~50K). At 24 I hired and managed three BDRs, and at 28 built and trained an Enterprise sales team of twelve who grew our logos from 3 to 22.

article thumbnail

What it Takes to Be a World-Class Sales Organization

Miller Heiman Group

In “ All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study ,” CSO Insights, the research division of Miller Heiman Group, found that seller quota attainment grew 7% and revenue plan attainment reached a three-year high of 101%. Based on a global survey of more than 900 sales leaders, the study takes a closer look at the 12 best practices that correlate most strongly with sales performance.

article thumbnail

How AI and Machine Learning are Changing Sales Automation

Showpad

Sales automation software has become an in-demand solution among businesses of all industries and sizes. Sales and Marketing teams are realizing significant advantages thanks to cutting-edge systems that can shorten the sales cycle and automate menial processes that save precious time and capital resources. . Leading the pack in automation technologies are artificial intelligence (AI) and its more advanced variant, machine learning (ML).

article thumbnail

#69: Meg Kopka of BetterManager — Be a Manager Worth Working For

Xvoyant

Meg Kopka of BetterManager joins us and talks with Rob about the crisis facing companies today: research shows that 70% of sales reps leave their jobs because of their managers. Meg recognizes that managing sales teams is a tough job that most are not properly trained for, but she gives us her blueprint on how becoming a better manager can be learned through learning the principles of coaching while employing empathy and awareness.

article thumbnail

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.

article thumbnail

9 Terrible Mistakes Sales Leaders Make And Their Cures

Anthony Iannarino

There aren’t too many jobs more difficult than effectively leading a sales force. It is a tough role, with as many ways to get things wrong as there are to get things right. There are, however, common mistakes that awareness will allow you to avoid. Here are nine terrible mistakes sales leaders make and their cures. Not Modernizing the Sales Force : The world of sales has changed more over the last ten years than the preceding forty years.

Hiring 48
article thumbnail

How Bad Sales Behavior is Killing Our Profession

Frontline Selling

The job of sales people has become increasingly difficult. Buyers are inundated with emails, calls, social media posts and piles of content marketing—and buying is so complex that indecision has. The post How Bad Sales Behavior is Killing Our Profession appeared first on FRONTLINE Selling.

article thumbnail

?? FAST Principles

Pipeliner

Host John Golden sits down with Gordon Tredgold, author of FAST: 4 Principles Every Business Needs to Achieve Success and Drive Results, to understand why he chose 4 basic principles in his book. In the interview he goes over each in detail to help you achieve success through: Focus, Accountability, Simplicity, and Transparency. This podcast is also a recorded live event you are welcome to view here: What are The FAST Principles?

Account 40
article thumbnail

Underpromise and overdeliver? Don’t waste your time

Selling Essentials RapidLearning Center

A long-standing belief in Sales suggests that the way to earn trust and loyalty among customers is to underpromise and then wow them by overdelivering. Another belief – which became the title of a sales book many years ago – promotes the idea of “knock your socks off service.” Once again, the idea is to impress customers with a grand gesture that would make them unwilling to consider doing business with another vendor in your area.

Loyalty 40
article thumbnail

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

article thumbnail

3 Topics That Will Steal the Show at the Sales Enablement Soirée

Highspot

Community is a powerful thing. In times of change, it provides an arena for ideas, inspiration, collaboration and support. As the sales enablement category rapidly evolves, community has never been more important as practitioners, marketers, and salespeople alike look to each other to discover what “good” looks like. The importance of community is one of the many reasons why we’re counting down the days until the Sales Enablement Soirée on November 21 — the largest and only eve

article thumbnail

?? How to Have a Sales Conversation

Pipeliner

John Golden interview with Michelle Weinstein who is a Sales Strategist, Entrepreneur, and Innovator. She has over 20 years of sales experience and sold everything from mortgages to Paleo Meatballs to million-dollar homes. She has worked with multiple CEOs at billion-dollar companies, landed contracts with national retailers like Costco and The Vitamin Shoppe, and pitched my way onto ABC’s Shark Tank.

article thumbnail

Let’s Talk Sales! Assessing the State of Your Business – Episode 197

criteria for success

Throughout the month of October, we've been writing and talking about Assessing the State of Your Business. On this episode of Let's Talk Sales!, I interview our Chief Operations Officer and Senior Advisor, Elizabeth Frederick, and Sales and Marketing Coordinator, Laura Marchoff, about their latest eBook, Assessing the State of Your Business: Start with Sales. [.].

Hiring 40
article thumbnail

?? Customer Strategy

Pipeliner

Having a solid customer strategy is a crucial part of any sales organization. If you don’t have a strategy, or if your approach isn’t up to par, you lose out on creating a dynamic client base. This ultimately impacts your bottom line. John Golden sits down with Jeff Tanner to provide essential tips on building and improving customer strategies. This podcast is also a recorded live event you are welcome to view here: Customer Strategy for Sales. iTunes Podcast .

article thumbnail

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.

article thumbnail

Assess Your Assets

Selling Energy

“Push yourself, just work harder and harder, and get others to work harder too. Eventually, you will become successful and feel happier. Right? No, not at all true.”.

40
article thumbnail

Your Demand-Gen Strategies Have a Last-Mile Problem

Sales Hacker

The post Your Demand-Gen Strategies Have a Last-Mile Problem appeared first on Sales Hacker.

article thumbnail

Groove Ranks #14 in 2019 Bay Area Fast 100

Groove.co

It has been a great year for Groove! Earlier this year, we were recognized as the #14 fastest-growing private company in the Bay Area and named to the Inc. 5000 Fastest Growing Companies in America for our growth in the past three years. “We are incredibly excited to be recognized as a Bay Area Fast 100 company this year,” said Chris Rothstein, CEO at Groove.