Mon.Nov 16, 2020

article thumbnail

10 Awards You Should Give Out to Fire Up Your Sales Team

Hubspot Sales

In Glengarry Glen Ross — arguably the most prominent, important film about sales ever made — four real estate salespeople are pitted against each other in a weeklong competition. The contest's incentive structure is steep and high-stakes. First place is a new Cadillac Eldorado. Second place is a set of steak knives. And third place is, "You're fired.".

article thumbnail

Sales Scrum Episode #24 – Guest Duane Tough

The Pipeline

Sales Scrum Episode #24 – Guest Duane Tough. Duane Tough is A Payments Architect (Founder of PBATM, PBCASH, and ZIPPY.CASH). Duane designs and architects business and technology systems of all shapes and sizes for over 25 years. Provide necessary linkage between enabling today’s opportunities and opening avenues to the markets of tomorrow. Currently working with many clients in the Financial Services and promoting CardLess and Card Not Present and ContactLess ATM services.

Promotion 369
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

One Simple Technique to Learn Buying Motives

Mr. Inside Sales

Question for you: How often do you take notes while you’re on Mute and your prospect is revealing their buying motives? What? You don’t take notes? How about using your Mute button? Are you actively doing that? (If not, start using it today: search my blog to read articles on how to do that.). Here’s a simple technique to help you actively listen to and understand a prospect’s or client’s buying motive(s): While they are answering your qualifying questions, have a piece of paper next to you (or

article thumbnail

New Data - Most Sales Managers are a Disaster When it Comes to Coaching

Understanding the Sales Force

When your computer isn't functioning the way you expect you may notice how sluggish and unresponsive it is - a symptom of the real problem - so you need to look more closely. I'm on a Mac so I open up the activity monitor to determine if a program or programs are using too much memory or utilizing too much CPU. If that's the case, I force quit those programs and if that doesn't work, I restart the device.

Coaching 319
article thumbnail

Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

article thumbnail

Just Ask: Voice of the Market Conversations Amplify Understanding of Customer Needs

Sales and Marketing Management

Author: Ron Carson Just about every marketer today has been told to listen to the voice of the customer to inform marketing strategy. There are two problems with this. First, marketing teams only receive this information second-hand – through sales, product management, etc. Second, if you only talk to customers, you are only speaking to people who already drink your Kool-Aid.

More Trending

article thumbnail

The Nature and Necessity of Uncapped Commission

Hubspot Sales

As a sales rep, you have to reconcile the fact that you're trying to make as much money as possible with the fact that you can only make a finite amount of sales in a given quarter. The sky isn't the limit — but however far the best of your abilities can take you is. But in some cases, the money your company allows you to make stops short of your full potential.

article thumbnail

Virtual Onboarding: Examples, Advice, and a Checklist

The Center for Sales Strategy

Creating a culture of engagement is more important than ever as we work in a virtual world. Showing that you care and are invested in the growth of your people matters. And it’s important to remember that the relationships you develop with your people will directly impact productivity and profit. One fact found in the 2020 Talent Magazine states, “Organizations with a strong onboarding process improve new hire retention by 82% and productivity by over 70%.”.

Examples 120
article thumbnail

Forecasts Are About The Deals, Not The Number!

Partners in Excellence

This is one of those topics I wish I could just put to bed and ignore–yet it keeps rearing it’s ugly head. We continue to get forecasting wrong, at least for complex B2B sales. We keep making the forecast about the number, for example, this quarter we are going to make $1B! Not long ago, I was analyzing the forecasting process for a very large organization.

article thumbnail

Gathering the Right Win/Loss Data to Guide Your Team Through the Toughest Storms

Sales Hacker

If you’re not a big fan of lost deal reviews, or if you’ve heard mixed reviews about them, I’m not surprised. For many, the sample sizes are too small, and the data quality too poor to make a convincing case for substantive changes. Many of us have experience with lost deal reviews that degenerated into finger-pointing and arguments, not commitments to act.

article thumbnail

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.

article thumbnail

5 Sales Coaching Strategies for Maximizing 2020 Sales

Topline Leadership

Read this article to discover 5 sales coaching strategies for maximizing 2020 sales. Good, structured sales coaching has been found to increase win-rates by as much as 30%. High-quality sales coaching helps your salespeople better understand each sales opportunity, identify gaps in their thinking or approach, and develop more skillful plans of action.

article thumbnail

Board Portals for nonprofits

Selling Fearlessly

Board Meetings Without Papers have become not mainly a pattern but as well a necessity intended for many organizations. Regardless of the type and intent being the industry, directors consider the on the net stage. Without the need of leaving behind the particular office, they may: prepare to get the very convention just by reviewing […].

article thumbnail

How to Succeed at Sandler Rule #45 – Express Your Feelings Through Third-Party Stories [PODCAST]

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #45 – Express Your Feelings Through Third-Party Stories [PODCAST] appeared first on Sandler Training.

Journal 68
article thumbnail

Use These Six Persuasion Principles to Improve Your Selling

Sales Readiness Group

While COVID-19 has forced sales organizations to make a dramatic shift towards selling virtually , it hasn’t changed human nature. Fundamentally sound sales techniques work, whether the meeting is taking place in-person or on a Zoom call.

Meeting 62
article thumbnail

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.

article thumbnail

TSE 1369: Using Your Unique Selling Proposition to Generate Good Sales Questions

Sales Evangelist

Getting to know Kim Fredrich Kim Fredrich helps small business sales reps feel more comfortable and confident about having sales conversations. With this pandemic, salespeople are having an especially hard time talking to potential clients. For Kim, there’s no right time like the present. Even as the future is uncertain for other business owners, Kim is building her second business which includes outbound sales for small service-based businesses and she’s authored the book, “ If You Can Have a C

article thumbnail

?? Emotional Intelligence in Depth

Pipeliner

Having emotional intelligence reduces stress and conflict in your life. Hence, in today’s Expert Insight Interview, we talk with Grant Herbert about the basics of emotional intelligence and how to achieve it. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Emotional Intelligence in Depth appeared first on SalesPOP!

How To 52
article thumbnail

What Shopify Taught me about Sales Enablement

LevelJump

I interrupt your regularly scheduled mundane scrolling with precious insights! I recently had the honor to interview Ray Owais , Retail Revenue Enablement Lead at Shopify. Shopify is the leading retail operating system for any size business that has helped 446,005 entrepreneurs sell in-person, online, social media, and even from the trunk of a car.

article thumbnail

?? Serving Mindset: Stop Selling and Grow Your Business

Pipeliner

If you feel like you have to apologize to the customer while doing your sales job, that is because you have the wrong mindset. So, our today’s guest in Expert Insight Interview is Farnoosh Brock, and she discusses her new book, The Serving Mindset: Stop Selling and Grow Your Business. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

article thumbnail

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.

article thumbnail

Surprisingly Simple Strategies for Today's Crazy-Busy Sellers

Selling Energy

I have written about Jill Konrath’s books before , but her latest is a timely, deeply researched exploration of sales productivity. With our rapidly shifting work culture and the current pressures of working from home, staying on top of things seems more intimidating than ever. For example, did you know that most sales professionals work an average of 72 hours a week if they have a smartphone?

article thumbnail

?? Tips to Building a Sustainable Online Business

Pipeliner

When transforming your know-how into a marketable asset, we should be aware of its importance to the public. So, today’s guest in Expert Insight Interview is Anna DiGilio, and she provides you with tips for building your business by creating your online community. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

article thumbnail

5 Practical Tips for Using Sugar Market

SugarCRM

The success of your business depends partially on your ability to reach and convert your target audience. To generate leads, convert them into customers, and maintains strong customer relationships, leading enterprises automate this process using powerful marketing automation software, such as Sugar Market. About half of all companies automate their marketing in one way or another.

article thumbnail

?? How to Inspire Yourself and Others at Work

Pipeliner

One inspired person is enough to serve as a leader for others to find their passion, inspiration, and purpose in life. So, our today’s guest in Expert Insight Interview is Dr. Alise Cortez, and she discusses a philosophy of how we can inspire both ourselves and others. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

How To 52
article thumbnail

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.

article thumbnail

We Feel the Need. The Need for Speedy Training.

Lessonly

In virtually every area of learning and development, competency-based learning has become popular. Gone is the need for company-wide training sessions where employees walk through the same dull material. Instead, training courses can be reorganized according to competency. This method is best for companies battling skills gaps and can help them thrive after the training.

article thumbnail

Serving Mindset: Stop Selling and Grow Your Business

Pipeliner

If you do not feel good about a traditional way of selling, there is a way to do the selling differently while liking every aspect of it. In this Expert Insight Interview, Farnosh Brock discusses her new book, The Serving Mindset: Stop Selling and Grow Your Business. Farnoosh Brock is a Founder and CEO of Prolific Living, Inc., a business and career coach, speaker, and author.

article thumbnail

What to do with your hands on video: The do’s and don’ts

Julie Hanson

Taladega Nights Ricky Bobby GIF from Taladeganights GIFs. What should I do with my hands when on a video call?! Whether you are new to virtual selling or a virtual veteran, communicating naturally on video can feel anything but natural! What comes easy to you during an in-person conversation becomes entirely unnatural and quite challenging the moment the little light turns red at the top of your screen.

Video 163
article thumbnail

Got DemandTools? Do These 3 Things RIGHT NOW

Appbuddy

Being one of the first ever to use DemandTools , I’ve been asked countless times where to start with this amazing suite of data management functionality. Below are my tips for using it to quickly prove how easy it is to get high quality data, once you have the right tools. Find some dupes. DUPLICATES! We all have ‘em, we all hate ‘em, and the havoc they wreak creates a ripple effect.

article thumbnail

Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.