Tue.Jul 10, 2018

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The Savvy Sales Pro’s 5-Point Guide to Overcoming Objections

DiscoverOrg Sales

If you’re dealing with an objection, congratulations! You are working with a decision-maker who has some skin in the game, and they’re taking your proposal seriously. That’s exactly where you want to be. A study from Gong.io shows that the more negative sentiment you get during calls, especially in later stages, means the prospect is wrestling internally – hoping you can make them feel good.

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Selling Outputs Not Inputs

The Pipeline

By Tibor Shanto. I was talking with a rep from an IT reseller last week, who was facing what she felt was an insurmountable challenge. She was facing a renewal for a product with one of her clients where the product being resold had gone up in price by some 300%. I’m not talking about Martin Shkreli type increases; to be fair to the manufacturer the product was solid, clients loved, but being innovators, they just hadn’t got around to reviewing the pricing since its release years ago.

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Who’s Coaching the Coaches: Why Sales Leadership Training Often Fails?

Allego

Even the most talented coaches can benefit from more – or better – training. Sales Coaching : Talking the Talk. Research shows that the quality and quantity of coaching has a profound impact on sales performance. A CEB study of over 2,000 sales managers found that going from low- to high-quality coaching improved sales performance by 17%. In terms of quantity , reps who receive significant amounts of coaching outperform those who don’t receive any coaching by 19%.

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Leave a Message and I'll be Glad to Return your Call. Not!

Jeffrey Gitomer

Press one if you'd like to leave a message. I'll be glad to return your call as soon as I can. Right. And Santa will bring you toys if you're a good little boy.

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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.

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How to Get Your Portfolio Company Executive Team to Buy in to Your Growth Expectations

SBI Growth

Once an investment in a new portfolio company is live, the PE operating partner is riding high. They have just successfully convinced the investment committee about the merits of this deal. They have also briefed the LP advisory committee about.

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How to Find a Deal That Will Close This Month

SBI

For many sales and marketing teams, discovering an in-month deal requires a whole lot of luck. But we know in B2B, luck isn’t a scalable tactic. Traditional demand generation methods just aren’t cutting it anymore. A marketing team judges how qualified a lead is based on engagement alone; a sales team takes that lead and discovers it isn’t a fit at all.

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How You Should Use the If vs. When Question in Sales

Jeff Shore

By Jeff Shore. Sometimes we come across customers trapped in their own mental dilemma. They like what you have to offer, but they are hesitant to make a change. What you are dealing with is what psychologists refer to as the “Status Quo Bias.”. In short, people make decisions from a baseline; that baseline is their current situation. As they consider moving away from the baseline, they face the discomfort of the unknown.

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So, Um, You Really Need to Stop Using These 47 Crutch Words

Hubspot Sales

Uh. Um. so as I was saying. Well, basically. You know? At first glance, you might think I'm just a writer suffering from a nervous breakdown after one too many blog posts. But, really, these are called crutch words -- a collection of words we fall back on when we've lost our footing while speaking. We all use crutch words. They help us fill the gap in a conversation or speech when we're unsure of how to proceed, or haven't quite thought out the best way to position something.

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Oh No. Not Voice Mail - AAHHHHH!!!

Jeffrey Gitomer

Press one if you want to leave a message.

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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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Best Regards vs. Kind Regards: How to Use Them Each in an Email

Hubspot Sales

You write a masterful email. The subject line is uber-clickable. Your greeting is friendly without being overly familiar. And then you get to your sign-off. “ Thanks" is too generic, “ Sincerely" is too formal, and “ Cheers" seems tired. “ Best regards" and “ Kind regards" are two of your best options for business email signatures, but it can be difficult to know how to use each correctly.

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Do You Negotiate Improved Client Happiness?

Smooth Sale

Attract the Right Job or Clientele: An exciting family trip turned into an upside down experience, literally. The young family rented a kayak for the children to experience. The owner did not distribute their weight well. As soon as the family was pushed from the sand into the water, they capsized. Fortunately, cousins were nearby to rescue the 2 and 4-year-olds.

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Understanding Predictive Intelligence for Sales: Why Do I Care?

Pipeliner

Predictive intelligence, also sometimes referred to as predictive analytics, is a sophisticated method of delivering unique sales experiences to your clients. Using the power of artificial intelligence (AI), predictive intelligence uses algorithms to deliver content to customers, or potential customers, based upon estimations of what they may want or need.

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9 tips for using personalized videos in your cold emails

Nutshell

I used to play this board game called Othello as a kid. I think it’s sometimes called Reversi. Maybe you know it. The saying printed on the box was “ A minute to learn, a lifetime to master. ” This tagline unduly annoyed me because at the age of eight, I felt I had definitely mastered the game. Nonetheless, this is the phrase that frequently jumps to my mind when I consider cold emails.

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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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5 Remote Team Building Ideas To Bring Your Team Together

criteria for success

Creating a strong culture within a remote team can be hard. That’s why it’s so important to have creative remote team building ideas that establish lasting impressions. If you manage a remote team, the relationships your employees have with each other are very choppy. Everyone is probably familiar with one another from off-sites and virtual [ ] The post 5 Remote Team Building Ideas To Bring Your Team Together appeared first on Criteria for Success.

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The Little-Known Social Selling Strategy on LinkedIn

Frontline Selling

Connect. Connect. Connect. It’s a mantra we all feel like we should be following to successfully conduct business on LinkedIn. Yet it can be very uncomfortable for people to reach. The post The Little-Known Social Selling Strategy on LinkedIn appeared first on FRONTLINE Selling.

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How Analysis Paralysis Can Hurt Your Sales and Productivity

Janek Performance Group

We are overwhelmed with information and choices in today’s digital world. The Internet age has simultaneously given us the blessing of access to knowledge and the curse of being aware of so much, that we sometimes don’t know what to think or do. The sales world is no exception, oftentimes freezing buyers and sellers into inertia, stuck in the endless thought loop of analysis paralysis.

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How To Properly Identify Your Prospect’s Pains To Skyrocket Your Win Rate

Sales Hacker

The post How To Properly Identify Your Prospect’s Pains To Skyrocket Your Win Rate 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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Some Expert Help with Your New Sales Enablement Program Strategy

Mindtickle

It’s no secret that learning from experts and pundits who have worked in sales enablement helps companies get up to speed faster and avoid common mistakes. And while a lot is talked about in the sales enablement community about theory, looking at practical examples from someone who has done it is invaluable. For this reason, we decided to put together a webinar. with an industry guru Roderick Jefferson that addresses some of the points of debate when it comes to choosing a sales enablement strat

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How to Deal with Competitors Who Lie

The Sales Readiness Blog

On this Q&A episode: "What do you do when your competitor flat out lies? I'm not talking about a rogue salesperson making up fibs. I mean when their company market materials contain figures that are significantly inflated or entirely fabricated?".

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Selling with Video & How to Use LinkedIn Native Video, with Viveka von Rosen, Part 2, Episode #76

Vengreso

Subscribe to Selling With Social. Apple Podcasts | Stitcher | Google Play | Google Podcasts. Viveka von Rosen, Vengreso’s co-founder and Chief Visibility Officer, is back for an insightful second conversation about selling with video and the importance of using LinkedIn native video. On this episode of #SellingWithSocial, Viveka shares her greatest tips on creating, posting, and sharing video content with buyers and on LinkedIn that will solicit a response from your prospect and help your brand

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9 simple tips for using personalized videos in your cold emails

Nutshell

I used to play this board game called Othello as a kid. I think it’s sometimes called Reversi. Maybe you know it. The saying printed on the box was “ A minute to learn, a lifetime to master. ” This tagline unduly annoyed me because at the age of eight, I felt I had definitely mastered the game. Nonetheless, this is the phrase that frequently jumps to my mind when I consider cold emails.

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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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5 Insights from LevelEleven’s KPI Report

LevelEleven

For sales leaders, the end of Q2 offers a pleasant opportunity to look back and reflect on your team’s accomplishments over the past six months. But you don’t want to bask in past successes too long, as the start of the second half of the year means new goals, new challenges, and new potential. In order to build a plan for success in Q3 and Q4, you’ll need to look at the daily activities and key performance indicators (KPI) that your team is presently focused on, and identify areas for improveme

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3 Ways to Share Professional LinkedIn Posts (Without Boring People About Your Company)

Hyper-Connected Selling

One of the biggest mistakes that salespeople make when sharing content on social media – especially LinkedIn – is that they only talk about their company or what they are selling. At first blush this makes sense, but translate it to an offline experience: What do you think of salespeople who only talk about their company and give you a sales pitch every time you see them?

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Could You Use Some Expert Help with Your New Sales Enablement Program Strategy?

Mindtickle

It’s no secret that learning from experts and pundits who have worked in sales enablement helps companies get up to speed faster and avoid common mistakes. And while a lot is talked about in the sales enablement community about theory, looking at practical examples from someone who has done it is invaluable. For this reason, […]. The post Could You Use Some Expert Help with Your New Sales Enablement Program Strategy?

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Better Sales Role Plays Part 1: Be Consistent [VIDEO]

Funnel Clarity

Role playing is an indispensable tool for sales people to improve with colleagues. It allows your team to practice techniques in a low-stakes, comfortable environment. In this video, Abin Dahal, Funnel Clarity Inside Sales Representative and Tyler Vance, Funnel Clarity Account Manager break down the first of four steps you can take to improve the quality of your sales role plays.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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How to Turn Your Sales Managers into Effective Coaches

Sales Hacker

Over the last year, sales management coaching has become THE hot topic. There has been an avalanche of articles in sales publications on coaching and new sales tools focused on making it easier to coach. Every conference I have attended this year has sales coaching front and center on the main stage and in breakout sessions. It’s easy to spend much of our time focused on setting goals for sales reps while providing a level of blind trust to our managers (as long as their team gets to their numbe

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Best Practices for Sales Development Reps (SDRs) in 2018

MarketJoy

Written By. Rahul Thakur. Share. Get a Free Quote. [contact-form-7]. Defining the Work of Sales Development Representatives (SDRs). By moving the leads effectively through the sales pipeline, SDRs are more towards lead generation, appointment setting and focus on prospecting. This way, they specifically help with lead qualification process and let the account executives focus on closing the deals.

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PODCAST 15: The Art and Science of Pipeline Generation

Sales Hacker

On episode 15 of the Sales Hacker podcast, we speak with Jeff Reekers , VP of Marketing at Aircall. Jeff walks us through how to think about pipeline development and lead generation marketing campaigns. If you missed episode 14, check it out here: A Quick Guide to Seed Fundraising for Salespeople. What You’ll Learn. How to use data to build pipeline effectively.