Tue.Dec 04, 2018

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It’s One Thing To Believe – Another To Understand

The Pipeline

By Tibor Shanto. I have talked a lot on this blog about the need for sales people to get past or over their product. Yes, your product is important, but in the end, and I am sorry if I am minimizing it for some, just a deliverable nothing more! It may do great things, open many doors, expose abundant opportunities, but there is no denying, that it is something that is delivered after the terms are agreed to.

Banking 225
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Pitch Perfect: Selling to Legal Operations

DiscoverOrg Sales

A candid interview with Jill Konrath and Synchronoss’ Director of Legal Operations, Dana Huppert. Legal Operations might work behind the scenes of the General Counsel … but ops wears the pants on tech purchase decisions. And we’ve got an insider’s look at how capture their attention and win them over. If you sell services or technologies to the legal department, you’ll want to catch this: We’re partnering with author and sales speaker Jill Konrath to interview the Director of Legal Operati

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How Getting Feedback and Making Adjustments are the Keys to Sales Improvement

Understanding the Sales Force

Becoming a great at selling - or anything else for that matter - is about making adjustments. In order to make an adjustment you need feedback - something you see, hear or feel that informs your ability to adjust. Take Baseball for example. When I watch my son hit he receives instant feedback from every swing of the bat. He usually crushes the ball and that suggests that no adjustment is needed.

Coaching 242
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What to Call Women in the Business Workplace

Score More Sales

I have spent an entire career in sales since my early 20’s being called a guy. Filling out forms that said “Salesman Number”. Being invited to sales incentive and award events at cigar bars.

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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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Do NOT Release Funds for Your New Product Until You Know This

SBI Growth

Has your company got a new product in development? Is it working its through your organization, from R&D, to Product, getting feedback from Marketing and Sales and gaining fans and momentum as it travels? Perhaps it’s been described, prototyped, or.

Travel 174

More Trending

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How to Find and Cultivate Prospects That Fit Your Business

Anthony Cole Training

Today, our customers are bombarded with sales, marketing, and advertising pitches from companies all hoping to win their business. They’re overwhelmed, or, in most cases, they simply tune us out. So, we try to reach as many potential customers as we can, but we spin our wheels and end up stuck in the same place, week after week, month after month, or year after year.

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5 Tricks That Will Magically Get Prospects Interested in You

Hubspot Sales

It's easy to sell to prospects who are already interested in your product. They've done some preliminary research and decided you're a potential solution. Now all you need to do is answer some questions, get in front of the right people, and make sure they opt for you over the competition. But the best salespeople are distinguished from the average ones when it comes to uninterested prospects.

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How Salespeople Can Better Prioritize Using Purchase Intent Data

SBI

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview John Steinert , CMO of TechTarget. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? John: TechTarget’s data and insight products for sales called Priority Engine and Qualified Sales Opportunities are built on proprietary knowledge of enterprise purchase intentions and th

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How to Get Sales and Customer Service Teams Working Together

Zendesk Sell

The customer experience today is more relational and less transactional than ever before. This is a great thing for customers, and it’s a great thing for businesses that want to build long-term relationships with those customers. But this shift towards relationships and away from mere transactions has also revealed one of the fundamental problems in how we think about sales and customer service.

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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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2 Reasons Hiring Remote Salespeople Will Help You Grow in 2019

Openview

I talk to many startups these days who aren’t keen on hiring remote salespeople. And it genuinely baffles me as to why. The main pushback I see as someone who helps businesses build sales teams is “collaboration and culture.” And while I understand where my clients are coming from when they’re hung up on this, I have to respectfully disagree with them.

Hiring 111
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Five tips for holding a productive sales team meeting

Nutshell

Most people find meetings to be a painful experience—and not without reason. Meetings often lack an agenda, purpose, or direction, and on top of that, they’re usually inconveniently scheduled and easily get off track. Salespeople typically detest meetings because they take time away from what they’d rather be doing: calling prospects, scheduling appointments, and closing deals.

Meeting 97
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How Toastmasters almost ruined my presentation

Julie Hanson

This may offend some Toastmasters out there, but Toastmasters almost ruined my presentation. And it could ruin yours too. Now before you send the Grand Toastmaster after me, hear me out. I was a card-carrying member of Toastmasters for over a year and value much of that experience. I joined prior to launching my first book as I needed a live (and captive) audience to practice new material on.

ACT 96
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Is Technology Hurting Or Helping Our Ability To Sell And Drive Revenue?

Partners in Excellence

I was invited to participate in a roundtable on the topic, “Is technology hurting or helping our ability to sell and drive revenue?” It’s a fascinating topic, my response is an unequivocal YES!!! Before I go further, I have proclaim my obligatory fascination and bias toward all things technology. Most of my career has been working for or with leading technology organizations, spanning electronic components/devices, hardware/systems, licensed/cloud based software, all things c

Revenue 95
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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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Twenty Years of Sales Experience or One Year of Experience Twenty Times?

The Center for Sales Strategy

As we approach the end of another year, many people are planning for 2019. Today, I'm challenging you to consider how you are going to change the way you are doing business to improve your sales performance.

Sales 79
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Are You On Track for A Fruitful Year-End?

Smooth Sale

Attract the Right Job or Clientele: It’s never too late to pick up the pace or try a new strategy for a fruitful year-end. Spreading joy and goodwill increase our energy and motivation for doing more with only a few days left. My Story. During one Monday morning meeting, the sales manager gave our team another piece of advice. I usually chose to ignore him, but this time he captured my attention.

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Collaboration Can Improve Your Sales Results

Janek Performance Group

The image of the lone sales rep trekking across the country, selling products and services, might still come to mind and exist, but more and more, we’re seeing an emphasis on remote sales, synergy and alignment between sales and marketing, and other shifts that involve multiple people working together to close a deal. The latter items are happening because collaboration can help improve sales.

Sales 63
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Men vs. Women: When it Comes to B2B Sales Emails, Does Gender Matter?

SalesLoft

Potential gender differences can be a touchy subject, especially in today’s environment. In our research on sales email engagement, we had to move past our fear of addressing the question of gender. We wanted to answer one simple question: When it comes to B2B sales emails, does gender matter? Background. To get past our trepidation and ensure sensitivity, we share data from a very large sample without commenting on differences in seller ability (which we assume to be gender agnostic).

B2B 59
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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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The Glaring Disconnect in Providing a ‘Superior Client Experience’ in a Top 5 FinServ Institution

Mindtickle

After preparing for a career in financial services, fresh out of college, I considered myself fortunate to land a position with one of the top five U.S. financial institutions in the industry. I’d long been impressed by their depth of wealth management expertise during a summer internship I’d done with the firm a couple of years prior – working with high net worth business and personal clients, as well as portfolio management and alternative investment professionals, was truly a formative exper

Hiring 64
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Can You Afford a Bad Sales Hire? Read This Now

Sales Readiness Group

If you're a football fan, you're no doubt familiar with the woeful tale of Johnny Manziel’s brief professional football career. Manziel was a star college quarterback who won the Heisman trophy as a freshman in 2012. The Cleveland Browns later drafted him in the first round of the 2014 NFL draft, where he played for two injury-prone seasons in 2014-2015.

Hiring 59
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A Brief Guide to Creating Courses in Allego

Allego

This blog is written by Eric Higgins, a member of Allego’s award-winning Customer Success team. . When it comes to designing curriculum-based courses, Allego offers several advantages over classroom instruction, including offline learning and a wide variety of content types. But even the most versatile e-learning platform can’t overcome the fact that some skills and knowledge are best acquired by doing , not by listening to an instructor.

Course 54
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How Calling Less Prospects Will Get You More Clients

SalesStar

Cold calling is tough. As we have touched on in our other blogs there is always rejection to contend with, hence having the right mindset, routines and doing the preparation required is vital.

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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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9 Surprising Stats about Sales Enablement

Bigtincan

Sales Enablement is here, and it’s time to pay attention. We’ve compiled 9 of the most compelling stats to convince even the most skeptical that Sales Enablement isn’t a buzzword, or a passing trend. Not using Sales Enablement? You’re leaving revenue on the table. Sales teams not using Sales Enablement platforms lost $1M or more […].

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The Glaring Disconnect in Providing a ‘Superior Client Experience’ in a Top 5 FinServ Institution

Mindtickle

After preparing for a career in financial services, fresh out of college, I considered myself fortunate to land a position with one of the top five U.S. financial institutions in the industry. I’d long been impressed by their depth of wealth management expertise during a summer internship I’d done with the firm a couple of years prior – working with high net worth business and personal clients, as well as portfolio management and alternative investment professionals, was truly a formative exper

Hiring 52
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5 Exceptional Sales Coaching Tools for Sales Leaders

criteria for success

As a sales coach, you lead the pack. Historically, coaching yields incredible results. According to the International Coach Federation, the average company can expect a return of 7 times their initial investment in coaching. But in order to be the best, you need access to sales coaching tools, resources and mentors that will assist your [ ] The post 5 Exceptional Sales Coaching Tools for Sales Leaders appeared first on Criteria for Success.

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Cold Calling From Your Prospect’s Perspective

Funnel Clarity

Have you ever found yourself sitting at your desk with absolutely nothing to do, praying you would receive a random call from a sales person you don’t know? I’m willing to bet the chances are almost zero. More likely, you’ve experienced something like this: you are engrossed in something important when your phone rings and you pick up without stopping to check the number.

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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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A Fresh Perspective from the Trenches

Braveheart Sales

I had the pleasure recently to meet Leah Zissimopulos of Crime Prevention, a security company in Florida. Leah is new to selling in the security industry and brings an interesting and fresh perspective. Here’s an article she wrote that I thought many would benefit from reading. Leah’s words: “At 23, I struggled not to take things personally. Cut me off on the road, I assumed you thought I was a bad driver.

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The Shape of Exceptional Customer Service

Carew International

What is Exceptional Customer Service? Our recent examination of the Verizon PR nightmare highlighted the importance and impact of the customer service function. There is nothing simple about human interaction, particularly when one of the humans is a customer with a need, problem or complaint. Yet, simplicity is precisely what is needed for the most productive customer service – simple , repeatable, flexible and effective communication processes that allow the customer service team to engage, un

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Post-Sale Strategies to Keep Your Business Running Strong

Selling Energy

Winning the sale is only half of the battle. The next steps you take determine the future success of your business.