Mon.Jul 20, 2020

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Bringing Sales Online

Sales and Marketing Management

Author: Kris Belau Is there anything more quaint in sales and marketing than the door-to-door salesperson? It conjures images of a man in a suit explaining how his model of vacuum can clean up even the most stubborn dirt or how his knives can slice a tomato paper thin. Door-to-door sales have been on the decline since the 1980s, yet even today in 2020, on the heels of a pandemic that has forced dramatic changes to the way we conduct face-to-face business, there are still lots of companies that r

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The 7-Step Case Study Formula That Compels Prospects to Buy

Sales Hacker

Stop writing case studies the old way ! You know, the ones where you just show some before-and-after data, toss in a couple of quotes from your customers saying how great you are, and call it a day. Case studies like those can work. But they don’t get the “OMG this is exactly what we need. Let’s hire this person/company immediately” reaction that we are going for.

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5 Indisputable Advantages of Learning Management System Software

Lessonly

The need to foster effective learning and cater to the training needs of a global workforce seems to be growing, and as a result, organizations across the world are implementing learning management system software into their business plans for more effective corporate training. What is a learning management system (LMS)? A learning management system definition is centered around being a robust software application for the administration, documentation, tracking, reporting, and delivery of eLearn

System 26
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Adapting Your Coverage Model for 2020 and Beyond

SBI Growth

In early March, everyone’s coverage model was forced to change. No longer were we allowed to meet customers or prospects in person, and unfortunately, this still holds true four months later. Which has caused us to ask the following questions: How.

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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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What the…Fund? Common Funding Types Explained

Zoominfo

For many startups, the road to success is lined with meticulous plans to raise money. In exchange for much-needed capital, outside investors receive equity, or ownership, in the company. Each one of these rounds reveals a new valuation for the company and provides much-needed funds for growth. The problem with raising money according to VC and author Richard Harroch is “It’s almost always harder to raise capital than you thought it would be, and it always takes longer.”.

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What the … Fund? Common Funding Types Explained

Zoominfo

For many startups, the road to success is lined with meticulous plans to raise money. In exchange for much-needed capital, outside investors receive equity, or ownership, in the company. Each one of these rounds reveals a new valuation for the company and provides much-needed funds for growth. The problem with raising money, according to VC and author Richard Harroch, is “it’s almost always harder to raise capital than you thought it would be, and it always takes longer.” So if you’r

Analysis 130
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Leadership Competencies to Help Your Team Improve

Anthony Iannarino

In The Only Sales Guide You’ll Ever Need , I started with a list of character traits I called Mindset because I believe that who you are is more important than what you do, including the skills that make up the rest of the book. I am writing a book for sales leaders, and I am afraid that there isn’t going to be enough room for the list that follows, even though these character traits are every bit as important as what is in the book.

eBook 112
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Everything You Need to Know About Innovation Consulting

Hubspot Sales

In today’s dynamic market, many companies are faced with providing creative solutions to their customer’s problems in order to stay in business, making workplace innovation extremely important. According to the McKinsey Global Innovation Survey , though 86% of executives agree innovation is key for growth strategy, only 6% are satisfied with the innovative efforts of their company.

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How to Crush Adversity with a Strong Sales Culture

The Center for Sales Strategy

You hear it every day, “these challenging times,” “the new normal,” “the pandemic.” It’s no surprise that we are all facing adversity and uncertainty, but it doesn’t mean all doom and gloom. In fact, you can crush adversity and come out on the other side stronger, successful, and more skilled than ever. What is the secret to weathering the storm? Start with your sales culture as your foundation and proactively instill and foster resilience.

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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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How to Retain High-Performing B2B Salespeople

CloserIQ

Your ability in retaining b2b salespeople hugely impacts the success of your sales teams. Many of your top-performing sales reps are being actively recruited by other companies. According to a Glassdoor survey , 68% of sales professionals plan to look for a new job within the next year. Another 45% plan to look for a new job within the next three months.

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Growing a Consulting Services Business, Marketing and Sales Automation

Pipeliner

Does the software ultimately reflect the type of organization that builds it? In this Expert Insight interview hosted by John Golden, Sam Schutte discusses building a consulting business and sales and marketing automation. This interview discusses: Recruiting. Finding Niche. Recruiting. There is a lack of good management in recruiting the right team of developers to do the project.

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#108: Laura Guerra of ringDNA — Culture: It Isn’t Part Of The Game…It Is The Game

Xvoyant

Laura joins the Sales Leadership Podcast and talks with Rob about culture. She defines culture as a consistent observable pattern of behavior. Culture drives every company, no matter what the business builds and sells. Laura says that culture is made up of the small things the people at your company do every day, not the big things you do once a year or something you did years ago.

Intent 62
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Turning Adversity into Advantage

Selling Energy

When it comes to confidence or talent, some people are luckier than others and the old adage, “hard work pays off” isn’t always true. When you’re in a competitive field, it’s easy to get lost in the shuffle, and if you have any obvious disadvantages you might find yourself a complete outsider.

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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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How to Retain High-Performing B2B Salespeople

CloserIQ

Your ability in retaining B2B salespeople hugely impacts the success of your sales teams. Many of your top-performing sales reps are being actively recruited by other companies. According to a Glassdoor survey , 68% of sales professionals plan to look for a new job within the next year. Another 45% plan to look for a new job within the next three months.

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Thoughts and Strategy on Cold Calling

Tenbound

Cold calling can be a daunting task, especially if you are new to an organization and/or how well you know the product you are selling in comparison to your competitors.Similar to anything in life, it is all about the confidence that you bring to the call and not being afraid to admit you may not have all the answers to their questions (especially technical ones).

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Selling Through Uncertainty Webinar Replay

criteria for success

Happy Monday, Let's Talk Sales listeners! Today's episode is a snippet of our webinar, Selling Through Uncertainty. Selling Through Uncertainty Webinar. In today's episode, we talk about how as a community of sellers we can mitigate concern & risk, continue to to business, and achieve success. And, we answers questions about: Building a foundation for sales.

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What Makes a Great Sales Manager 

Accent Technologies

The post What Makes a Great Sales Manager appeared first on Accent Technologies.

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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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How to Survive & Thrive in Direct Sales

Hubspot Sales

Regardless of if you know the definition of direct sales, you've probably encountered some people who engage in the practice — the door-to-door knife salesperson, the neighbor on your block who hosts parties to sell cosmetics, or Uncle Rico from Napoleon Dynamite, offering model ships to help hawk plastic dinnerware. Image Source: Reddit. Direct sales is an immediately personal, unique brand of selling that requires an entrepreneurial spirit and considerable initiative.

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“Figuring Things Out,” Part Of Our Job

Partners in Excellence

It started with a pipeline review. The pipeline was anemic, despite having discussed this problem for some time, there was no change–at least for the positive. Some opportunities we had hoped for had fallen out or been deferred (Yet another time). No new opportunities had been qualified. Prospecting seemed to be sporadic and unfocused. If you have been on a pipeline review with me, you may be thinking I’m singling you out.

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