Tue.Jun 09, 2020

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New Legs On An Old Stool

The Pipeline

By Tibor Shanto. Some years ago, I wrote a piece about how you should lead a sale in a way that resembles a four-legged stool. The idea is to establish contact and some relationship with people across both the buying and selling organizations. This way, if one person on either team leaves, the stool can still stand, and things continue to move forward as a new person comes on.

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6 Key Communication Skills You Need to Succeed in Sales

Sales Hacker

It’s easy to see communication skills as a gift — either you’ve got them or you don’t. But communication skills can make or break your success. If you’re a skilled communicator, you’re more likely to be perceived as an expert. If you speak eloquently at a job interview, you’re more likely to get the job. In fact, according to a recent survey of approximately 1,000 employers, effective oral communication is the most desired skill in job candidates.

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Remote Selling Tips for B2B Sales Teams

BrainShark

Many sales teams have been working at home for an extended period of time. Here are 6 tips for B2B sales reps to succeed with remote selling.

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How to run a successful sales discovery call (with tips and 16 questions)

Salesmate

Salespeople are always in a hurry to sell. Well, everyone wants the applause and incentives that are given when the sales quotas are achieved. But sadly, few things are missed out when you do things in a hurry. Salespeople do not give enough attention to the initial stages of the sales process and suffer in the end with a poor conversion rate. 79% of marketing leads don’t convert into sales.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Centralizing or decentralizing sales enablement? Three factors to consider

Showpad

Should you centralize sales enablement? If so, which parts should be centralized? Since I’ve fielded these and similar questions over the last few weeks, I wanted to capture a few thoughts and experiences that can help organizations answer them, as well as provide a few criteria you can immediately apply and check for your organization. Driving sales enablement impact requires the right set-up: strategic, formal and charter-based.

More Trending

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Are You An Order Taker or An Order Getter? Here's the Difference

Hubspot Sales

Question for you — what makes someone a good seller? Is it their ability to prospect, how they can deliver a sales pitch, or being a master at the upsell? All of these traits and more can make you a better salesperson. When it comes to professional development for salespeople it can also be helpful to discuss traits that can hinder your growth, which is what we are discussing today.

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Sales Enablement 101: A Guide For Empowering Your Sales Team

LeadBoxer

There’s a new buzzword on the minds of sales managers across the country: sales enablement. It’s not a new concept, just a new name. The idea is to provide your sales teams with the resources they need to excel. Doesn’t sound too revolutionary, right? Unfortunately, many offices are structured in such a way that a few top earners carry the entire office and the rest of the reps don’t get much attention.

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Walking in the Customer’s Shoes

Pipeliner

The Future of Technology…and Walking in the Customer’s Shoes. Many companies such as mine are always carefully looking forward toward the next innovations. For CRM and other technological products, where are we going? In one respect we can answer that question positively, without question: all innovations will be in the direction of being able to better walk in the customer’s shoes—understanding and fulfilling the customer need.

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Solutions to the Age-Old Problem of Call Reluctance

The Center for Sales Strategy

As a sales manager, do you feel like some of your veteran sellers struggle with new business development? It’s no secret that the recent downturn in revenue has shifted the focus to new business sales initiatives. Unfortunately, many sellers are struggling in this area of new business development. They are showing signs of call reluctance—the fear of taking a step in the sales process, fear of rejection, and fear of the unknown.

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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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Keep an Eye on Sales Analytics: Your Complete Guide

G2Crowd - Sales Blog

There’s no escaping it; it’s all around us.

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PODCAST 113: Secrets to Great Leadership During a Pandemic and Beyond with Barrett Boston

Sales Hacker

This week on the Sales Hacker podcast, we speak with Barrett Boston , Chief Revenue Officer at TriNet. A $4-billion company, TriNet offers full-service HR solutions across an array of industries. Incredible company. Before his stint at TriNet, Barrett worked as a private equity analyst at Merrill Lynch Capital Partners. The finance world wasn’t scratching the itch, though, so he decided that he just had to be in sales.

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How to Reassess Your Sales Opportunities

Richardson

As the first quarter of 2020 ended, sales pipelines began to deteriorate. Deals that were on their way to closing began to fall apart. Customer budgets decreased. This upheaval is prompting many sales professionals to reaffirm the sale with the customer. The most effective sales professionals, however, are doing something different. They are reassessing the sale with the customer.

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From Pitch to Purpose

Pipeliner

From Pitch to Purpose – Evolving with Value and Outcomes, how to get sellers to transition more quickly from pitching products and services to selling with value. In times of uncertainty and budget constraints, helping prospects understand the high cost of “Do Nothing” and the value/justification of proposed solutions is critical. Our Host.

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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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Avoid Talking About Your Competitor in a Meeting

Anthony Iannarino

You have to be careful when and how you talk about your competition in B2B sales. It never pays to speak poorly of your competition, and much of the time, this strategy backfires and causes you to lose credibility. You don’t improve the preference to work with you by throwing your competitor under the bus. But there are ways you get yourself in trouble talking about your competition, even if it seems like a good idea.

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How to Use Webinars to Sell Your Online Course in 5 Simple Steps

Hubspot Sales

The online learning industry is booming. According to a study by Research & Markets , the online education sector is set to grow from $187.877 billion in 2019 to $319.167 billion by 2025. While that’s a positive thing for the industry and course creators, it will inevitably make the space more competitive. If you’re a course creator already established in your space, that means the coming years will bring more competition.

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Balancing Visual Quality Against Load Times

Atlatl Software

When adding 3D visualization to a site, load times are of paramount concern. The highest quality photo-realistic visuals of a product will add no value if the consumers skip the page because it took too long to load. Worse, slow loading visuals could impact whether a consumer buys your product or a competitor with a faster experience.

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Strategies for a Successful Summer: Process, Consistency and Discipline

ValueSelling

“Summer breeze, makes me feel fine…” may be the lyrics of a 1972 Seals & Crofts’ tune, but this summer seems anything but fine. This summer, the economy is uncertain and people are anxious. With rules and guidance varying from state-to-state and by country, companies and communities will begin to acclimate to the “new normal” in the wake of COVID-19.

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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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Introducing The New Chorus Mobile App

Chorus.ai

We are proud to announce the new and improved Chorus iOS mobile app! It’s not just a makeover, it’s a whole new experience. Access all of the features you know and use today available in your pocket, from your couch, and anywhere you go. Download Now. New Chorus iOS Mobile App. Do Great Work. Anywhere, Anytime. We rebuilt our mobile app from the ground up, and we know you’re going to like what you see.

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Want to Start a Small Business? Here are the Best Ones to Start in 2020

Nimble - Sales

Interested in starting a business today? You’re not alone. More and more people start small businesses as a side hustle and turn them into the main source of income. The advancements in the digital world allow for making money regardless of borders, time zones, and even the main occupation. The possibility of leaving the 8 to […]. The post Want to Start a Small Business?

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Hitting the C-Suite’s Point

Selling Energy

When you’re talking to the C-suite you need to be aware of who they are and the reasons they get up in the morning. For example, think of a CEO. Who hires them? A board of directors. Why are they hired? Leadership, sure. However, they are also hired to organize and manage a company while making it more valuable.

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How to Succeed at Finding a New Job

Sandler Training

Mike Montague interviews George McGehrin on How to Succeed at Finding a New Job. The post How to Succeed at Finding a New Job appeared first on Sandler Training.

How To 55
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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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The Value of Sales Enablement Platforms in 2020

Bigtincan

Sales Enablement isn’t just a hot business buzzword. At its core, it means equipping your sales team with the strategic resources they need to succeed. This can include tools, technology, content, and beyond. Businesses today are on the hunt for new solutions to today’s sales challenges, and increasingly, are turning to Sales Enablement software as […].

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TSE 1301: 5 Ways New Sellers Can Sell Like Pros

Sales Evangelist

5 Ways New Sellers Can Sell Like Pros New sellers struggle because they lack the skills and experience to ask well-crafted questions and build rapport with prospects. In this episode, Tony Morris talks about the five ways that new sellers can sell like pros. Tony Morris is a speaker for sales conferences around the globe, and an author of several books, a podcaster, and an entrepreneur who runs a sales training business called Tony Morris International.

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Raffle for Black Lives Matter

Lead411

We are creating a huge raffle for Black Lives Matter… What is in it for you? 1 Year of Lead411 Enterprise Unlimited Export Subscription ($10K to $100K value) *subject to our current terms & conditions The Ultimate Sales Book Bundle (see below) A Dopamine Boost for being awesome All donators get 1 free month to our Starter sub (regardless if they win the raffle) How to Enter?

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3 Hidden Enablement Opportunities During a Downturn

Highspot

For many companies across industries around the world, COVID-19 has presented unprecedented challenges. But even in the most trying of times, opportunities surface to those who look for them. No matter the size of your enablement team or your budget, there are strategic ways to maximize the resources you already have to excel at virtual enablement. Leveraging these opportunities will not only help you sustain through the downturn, but will strengthen your enablement program in the long run.

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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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11 Tips to Increase Sales with Social Media

LeadFuze

The consumption of social media has crossed 4.5 billion at the start of 2020. This means more than 60% of the world population is already online. This includes people of various ages, gender, ethnicity, and qualification. The easy accessibility to smartphones and tablets has also significantly increased the social media consumption of children below 18 years of age.

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Artesian Launches Back to Business Toolkit to Help B2B Sellers Returning from Furlough Get Back in the Game and Customer Mind-Set with Confidence

Artesian Solutions

LONDON, England, June 09, 2020 – Following the Government’s decision to begin easing lockdown restrictions across the UK, more workers are being asked to return to the workplace. In response Artesian Solutions, the A.I. powered client intelligence solutions provider, has today announced the launch of its Back to Business Toolkit , aimed at helping furloughed B2B sales professionals return to work in the most proactive and productive way possible.

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