Tue.Nov 10, 2020

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The Ultimate Guide to Handling Objections in Sales

Accent Technologies

The post The Ultimate Guide to Handling Objections in Sales appeared first on Accent Technologies.

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The Ins and Outs of Prospecting

The Pipeline

By Tibor Shanto. Most people are focused on the future and the results their tasks and efforts will bring. Aligning with them involves helping them achieve their desired future. Meaning that we go further by leading with the output rather than the input, especially in the form of our product. While buyers will respond positively you an inputs based approach, prospects will not.

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John Barrows and Harris Consulting Group Team Up to Deliver N.E.A.T. Selling™ via OnDemand Platform

John Barrows

NOVEMBER 9 2020 — JB Sales. JB Sales announced today that they will be adding N.E.A.T. Selling sales training , developed by the Harris Consulting Group, to the library of sales courses available on the training video subscription service, OnDemand. The agreement between these two companies was reached after CEOs John Barrows (JB Sales) and Richard Harris (Harris Consulting) agreed on the essential nature of ongoing sales training, particularly in light of this year’s events.

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Executive Interview: Mark Kopcha of @Revegy

SBI

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. MARK: The buying experience is absolutely one of the most important parts of a salesperson’s job. Providing a good customer experience is not only the right thing to do, but beyond that, research shows that a great experience has a significant impact on whether or not someone buys from you.

Lead Rank 177
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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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Selling in a Crisis: Navigating Through Hard Times

Predictable Revenue

CEO and Founder of Close, Steli Efti, explains some of the strategies that companies can implement to successfully traverse the crisis, while maintaining an effective sales team. The post Selling in a Crisis: Navigating Through Hard Times appeared first on Predictable Revenue.

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More Trending

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B2B Sales Trends 2021

Vainu

What a year! We can all agree 2020 wasn't exactly what we expected. However, looking ahead with renewed optimism, we're continuing tradition and predicting the most important sales trends in 2021. Things have changed, but sales activity hasn't stopped. The pandemic forced many companies to rethink their strategies, and we saw remote sales become common almost overnight.

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I’m Mike Wittenstein, a Consulting Agency Founder, and This Is How I Use Nimble CRM

Nimble - Sales

We got inspired by Lifehacker’s How I Work series and decided to ask some of our dear customers why and how they have been using Nimble. Please meet Mike Wittenstein, a Consulting Agency founder who has been using Nimble for four years. Mike recommends using the Nimble Prospector browser extension to prospect on LinkedIn and […]. The post I’m Mike Wittenstein, a Consulting Agency Founder, and This Is How I Use Nimble CRM appeared first on Nimble Blog.

CRM 113
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How to Find Your Prospects Direct Dial Phone Number | Funnel Clarity

Funnel Clarity

One of the keys to effective prospecting is learning how to find direct dial phone numbers to reach your prospect. With gatekeepers and data privacy on the rise, finding direct dials is often easier said than done. Finding a direct line phone number is worth the effort, and Funnel Clarity has data to prove it.

Funnel 111
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I’m Mitchell Levy, a Global Credibility Expert, and This Is How I Use Nimble CRM

Nimble - Sales

We got inspired by Lifehacker’s How I Work series and decided to ask some of our dear customers why and how they have been using Nimble. Please meet Mitchell Levy, a Global Credibility Expert who helps business professionals to establish their expertise by ghostwriting books and running Amazon bestseller campaigns. Name: Mitchell Levy Company Name: […].

CRM 109
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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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Anaplan Awarded Top Prize by HRM Asia for its HR & Data Analytics Solution

Anaplan

The experts have spoken! The Anaplan team is thrilled to announce that we have been awarded the top (Gold!) prize in the “HR Tech—HR Data & Analytics Solution” by HRM Asia. View the HRM Asia Readers’ Choice Awards 2020 article and register for our webinar (December 2nd, 2020 @11am SGT) to see how our HR […].

Analytics 105
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Selling Techniques for The Digital Era

The Digital Sales Institute

Selling techniques are a moveable feast, to keep pace with the dynamic change in the selling environment as digital channels overtake traditional B2B sales methods. The role of a salesperson is to be effective, so your sales activity facilitates the decision making for the customer. To do this, you must be able to. Open meaningful conversations with a customer.

Infusion 105
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How to Craft a Successful Sales Environment

Hubspot Sales

When I was in school, I played club volleyball. It was an intense environment — we traveled all around the country playing other teams in decked out conference centers and stadiums. Our coaches took our seasons very seriously. Practices were strict, physical training was mandatory, and we were encouraged to ask for anything we needed to prepare for tournaments — extra reps, a specific food or drink, even a certain playlist on our iPods.

B2C 104
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When to Prospect Research Brief

InsideSales.com

Salespeople instinctively believe there must be an optimal time to reach out and contact prospects. Their gut leads them to construct sales plays that target different times in hopes of eliciting a response. These plays contain a series of tasks that are scheduled at subjective or arbitrary times. However, the data to support these practices have rarely been systematically observed and rigorously analyzed outside our original Lead Response Study (citation).

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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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How Your Sales Organization Can Maximize Customer Value

Chorus.ai

Value is the golden rule of business — the rule that sets up all the other rules. It’s something sales professionals of all kinds are preoccupied with during the current market downturn, and for good reason. Now, more than ever, with budgets being slashed and purchases scaled back, you need to provide your customers with the greatest amount of value possible with your product.

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Recruit Top Sales Talent During a Hiring Freeze

The Center for Sales Strategy

“Why interview if I can’t hire?” This is a frequently asked question this year — and understandably so. Recruiting top sales talent takes time and energy, and it feels pointless if you’re a company experiencing a hiring freeze. Let’s pause there for a minute. While not under a hiring freeze, college football teams are limited to the number of players that they can have on the roster.

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PODCAST: Ignore Tomorrow To Achieve Greater Success Today

Keith Rosen

Get a Free Download of Keith’s Latest Book, The 60 Second Sales Coach! Since coaching is the epicenter of every successful business, companies are finally realizing they have to do something to further develop, coach and support their employees, now, rather than wait until things get back to normal. There is no normal. And there is no going back, only forward.

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6 Simple Leadership Tips

criteria for success

When it comes to leadership , everybody has their own ideas about how best to lead. As a CEO and sales trainer with over 20 years of experience, I have had the pleasure of working with a number of unique business leaders. I want to share my wealth of knowledge on leadership, which I have collected from the best of the best. I feel very fortunate to have learned from these bright people and hope you too are able to gain something from their wisdom.

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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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I’m Shane Barker, a Brand and Influencer Marketing Consultant, and This Is How I Use Nimble CRM

Nimble - Sales

We got inspired by Lifehacker’s How I Work series and decided to ask some of our dear customers why and how they have been using Nimble. Please meet Shane Barker who helps companies to grow their revenue with digital marketing strategies. Shane has been using Nimble for a little over a year now to manage […]. The post I’m Shane Barker, a Brand and Influencer Marketing Consultant, and This Is How I Use Nimble CRM appeared first on Nimble Blog.

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How to Sell to a Property Manager Effectively – Part One

Selling Energy

When selling to a property manager you have to sell to more people than the property manager in front of you. You have to sell to everybody who might grant this property manager permission or consent.

How To 79
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Resilience: How to Embrace and Learn from Mistakes

Selling Power

Rejection and adversity are commonplace in sales. We get knocked down, and we get up again and again. Most salespeople will hear “no” more than “yes.” You will be stood up and ignored, but behind each closed door is a priceless lesson—the sales greats are those that take the time to pause, reflect, and absorb and apply those lessons. To perfect the art of sales is to channel the art of resilience.

How To 78
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5 Steps for a Winning Virtual Product Launch

Allego

“‘Can you launch a drug virtually?’ I’ve done it six times since March.”. For self-proclaimed “professional drug launcher” Courtney Ness, this is less of a brag and more of an incentive. Succeeding in the current circumstances means finding new ways to navigate this now-virtual world. But Ness is a living testament—it is possible. Ness is the founder of Field Factor Training and was recently featured on the Adapter’s Advantage podcast.

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Xactly YoY Sales Planning and Improvements

Canidium

Towards the end of the year, organizations begin to think about sales compensation plans for the upcoming calendar year. The big challenge for sales leaders is quota and target incentive planning for their sales force. Whether you approach quotas with top-down, bottom-up, overlay, or a combination of each, one of the hardest parts of planning is getting started.

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[WEBINAR] 5 Ways Your RevOps Team Can Impact the Customer Journey

Tenbound

With more organizations shifting to more recurring revenue models, we have seen a dramatic rise in RevOps. The key question in everyone’s mind is how RevOps will play a role in their organization and how can it impact the customer journey. NOVEMBER 18, 2020 Luckily we have Rosalyn Santa Elena, she is the Head of Revenue Operations for Clari, has over 20 years of experience and was also featured in.

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What is the Future of the Customer Support Tech Stack?

Guru

Over the last decade, the customer support industry has changed dramatically from customer deflection to customer engagement and retention. Brands have finally realized that the post-purchase support space is where customer loyalty is ultimately won anew—or lost forever.

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More Insights, More Revenue: Introducing Drift’s Salesforce App  

Drift

Reporting is hard. But it’s not because we don’t have the data or the *right* tools. It’s that there are too many tools. And they don’t talk to each other. So all the data is in different places. This makes it hard to answer the million-dollar question: How effective are my digital sales and marketing activities at generating pipeline, creating customer value, and driving revenue?

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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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High Velocity Sales: What it is, why it matters & how to do it right

Close

High Velocity Sales can help you get a more streamlined solution for your inside sales team while speeding up the entire sales process. Here are four best practices that will help you get the most out of it.

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?? How to Become a Sales Superstar

Pipeliner

In the pool of similar products and services offered, we have to differentiate ourselves by being an excellent seller. So, our today’s guest in Expert Insight Interview is Jackie Rainforth, and she discusses how to become a selling superstar. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 How to Become a Sales Superstar appeared first on SalesPOP!

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To see it, be it

Lessonly

My wife was asleep, recovering from labor and surgery. I was holding my daughter Marina for the first time. Our nurse stopped by and took a look at me. She put her hands on my shoulders and gently pushed them down. “Do I seem tense?” I asked. She nodded. I was wearing my shoulders like earrings. “The more relaxed you are,” the nurse said, “the easier it will be for baby to relax.”.