Thu.Apr 29, 2021

article thumbnail

How Telling Stories will Help Increase Sales

Anthony Cole Training

Storytelling is a powerful tool in sales. It can take prospects on a journey, assist in developing deeper relationships, and helps them connect to you as a sales professional.

Tools 182
article thumbnail

3 Ways to Unite Sales and Product Teams to Drive Revenue Growth

SBI Growth

Sales and Product are in constant tension with each other. Ideally, this friction is a catalyst for the two groups to rally together and drive top-line growth. However, this pressure can also lead to disengaged employee groups that resent each.

Revenue 227
Insiders

Sign Up for our Newsletter

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

article thumbnail

How Do You Build A Sales Scorecard?

Zoominfo

You might think a leaderboard that trumpets which account executives (AEs) sell the most each month is a sufficient way to track performance. But a more detailed set of sales scorecards can complement a leaderboard and provide AEs with a better view of achievements, said Dylan Conant, former associate chief of staff to the chief revenue officer at ZoomInfo.

Lead Rank 130
article thumbnail

How to Succeed at Getting Tough [PODCAST]

Sandler Training

Mike Montague interviews Michael Coles on How to Succeed at Getting Tough. The post How to Succeed at Getting Tough [PODCAST] appeared first on Sandler Training.

How To 123
article thumbnail

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.

article thumbnail

Retention Red Flags: How To Tell A Customer Won’t Renew

Zoominfo

While customer acquisition is often a sprint, customer retention is a marathon with no clear finish line. If you’re lucky, it’s a long and satisfying journey. But customers can churn seemingly out of nowhere and for no good reason. Sure, people are unpredictable. But your renewal rate doesn’t have to be. Read on to learn about some glaring warning signs that your customer relationship is in jeopardy. 4 Signs Your Renewal Is In Trouble.

Retention 130

More Trending

article thumbnail

Retention Red Flags: How To Tell A Customer Won’t Renew

Zoominfo

While customer acquisition is often a sprint, customer retention is a marathon with no clear finish line. If you’re lucky, it’s a long and satisfying journey. But customers can churn seemingly out of nowhere and for no good reason. Sure, people are unpredictable. But your renewal rate doesn’t have to be. Read on to learn about some glaring warning signs that your customer relationship is in jeopardy. 4 Signs Your Renewal Is In Trouble Customer retention relies on many different factors all going

Retention 100
article thumbnail

Moving the Needle: Taking Your Sales Organization Beyond Ad Hoc [Webinar]

Revegy

Recently, our VP of Global Sales, Joe Monastiero, and VP of Marketing, Laura Hall, sat down to discuss moving the needle: ways to mature your sales execution approach. When viewing, you’ll see that change doesn’t have to (and almost certainly will not) happen overnight. Like your children, maturity comes with time and nurture (and maybe some tears).

article thumbnail

Speed Up Your Onboarding Process With Knowledge Triggers

Guru

The way we’re encouraged to learn—and the way we incentivize learning—is myopic by its very nature. “Studying for the test” is rewarded and outright encouraged (SAT Prep anyone?), whereas studying for actual understanding is not only more difficult, but also less likely to quickly result in an outcome like acing the test. Get this—according to the Ebbinghaus Forgetting Curve, we lose 79% of what we learn just 31 days after we learn it.

Study 100
article thumbnail

Winning With an Evolved Sales Enablement Program

Allego

2020 was a transformational year for sales enablement programs. The challenges caused by COVID-19 launched a boom in virtual selling and an estimated 90% of B2B sales are now virtual. Sales organizations ramped up tools and tactics to support this new paradigm , with mixed success: 48% of sales professionals say remote selling has made it harder to close deals. 62% of sales professionals say they’ve lost a sale because they couldn’t meet personally with a buyer.

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

What Should We Expect Of Our Managers?

Partners in Excellence

There’s a lot written about what managers should expect of their people. In sales, it’s usually summarized as “Make your numbers and stay out or trouble!” (With the first being, by far, the most important).). But in reality, it’s a two way street. Our people have (and should have) expectations of us. Sadly, too often, we’re oblivious too those expectations, or simply lack the empathy to care.

article thumbnail

Remote Selling Masterclass Part 3

Awarathon

Remote Selling Masterclass Part 3 Publish Date: 29th April, 2021Publish By: @Patrick Jinehan Jr (Founding Partner Linehan Group) & @Sagar Pradhan (Growth Marketer at Awarathon) Mastering the sales process (continued) Negotiating, closing, follow up and retention. We started the series by looking at the fundamentals of remote selling, from winning habits to optimizing your technology. […] The post Remote Selling Masterclass Part 3 appeared first on Awarathon.

article thumbnail

Apptivo’s Solution To The Leaks In Your Conversion Funnels

Apptivo

Let’s imagine a bucket full of water fetched from a well, but it has some holes in it. On your way home, it is likely to get empty. But still, if you have some water left, it wouldn’t be anywhere near what you had fetched from the well. This scenario is very well relatable to your sales funnel where the bucket is the funnel itself and the water is the visitors on your website.

article thumbnail

Hiring and Developing the Next Generation of Sales Professionals

Carew International

The Carew team has been facing the same needs and issues of sales professionals and leaders in business everywhere. These issues include prospecting, selling price increases, and building relationships in today’s socially distanced selling world. We believe we are still a long way from freely walking into a prospect’s office or taking our customers to an appreciation event at a ballpark or resort.

Hiring 95
article thumbnail

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

article thumbnail

Our Latest Podcasts: Improve Win Rates

Force Management

Our April episodes cover sales fundamentals that reps can implement right now to improve win rates and margins. From influencing decision criteria to attaching to big business problems that demand urgency — each episode shares proven best practices and actionable tactics salespeople can use to beat the competition and close at a premium price. Review each episode below, and encourage your sales reps and managers to listen in.

Margin 79
article thumbnail

Sales Managers Bring CALM

Sales Manager Now

We judge ourselves by our intentions and often judge others by their actions. You might believe (your intention) you are bringing CALM to your sales management, but could your actions be speaking differently to your sales team? Sales Managers bring… The post Sales Managers Bring CALM appeared first on Sales Manager Now.

article thumbnail

Culture is King

Predictable Revenue

Eric Reed, CEO & Founder of at reed5group, joins Sarah Hicks/Collin Stewart on this episode of the Predictable Revenue Podcast. Eric believes that people aren’t hiring for culture above all else today because they’re afraid of the risk. The post Culture is King appeared first on Predictable Revenue.

Revenue 79
article thumbnail

Workshop: Cold Calls

Sales Hacker

A cold call can either break you into a new account — or break your spirit, just a bit. Join Jason Bay of Blissful Prospecting for an interactive workshop designed to give you all his best practices for more engaging (and less daunting) cold calls. Get the scripts, tips and practice you need to up your game. ARVE Error: src mismatch url: [link] src in: [link] src gen: [link] comparison url: [link] src in: [link] src gen: [link].

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.

article thumbnail

Handling Sales Objection: 7 Most Common Sales Objections

Aviso

Objection Handling for Dummies [Guide] It’s no secret that B2B sales is a tough profession. Hearing “no” from a prospect is an inevitable part of every sales job, but with the right strategy, you can turn a “no” into a “yes”. Handling objections in sales can be an important tool in your sales toolbox. Here […]. The post Handling Sales Objection: 7 Most Common Sales Objections appeared first on Aviso.

article thumbnail

How to Drive Field Sales Performance Through Friendly Competition

Repsly

A successful day in the life of a field sales rep starts early and is constantly on the move. Being such a uniquely siloed role, field team leaders are constantly looking for new ways to excite their teams and increase performance levels when out in the field.

article thumbnail

Finding Your Success in the Horizon: Strategic Product Themes

Mereo

In product management, your strategy does not stop at understanding effective growth options and how to gain validation for your solutions. To achieve consensus within your business and effectively organize your resources for go-to-market success, it is also important to “paint a picture” of the future and define that future by answering questions such as: What are the goals and objectives over each of the next 3 to 5 years?

article thumbnail

The Dark Side to Rebates and Incentives

Selling Energy

Rebates and incentives have been part of the energy services landscape in America since the mid-Seventies. Over the years, the collective pool of available funding has waxed and waned; however, in a typical year it’s not uncommon to see billions of dollars up for grabs.

article thumbnail

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.

article thumbnail

Ultimate guide to sales coaching: strategies, tips & tools to win

Close

The goal of effective sales coaching is to teach your team to hit consistent home runs. See how a coaching strategy starts with foundational sales content, how to divide your team for better coaching, and why live call coaching matters for your reps.

article thumbnail

?? How to Keep a Small Business Safe from Cybercrime

Pipeliner

In the past, cybercriminals targeted big players and not the general population. But that has changed nowadays, making small businesses targets as well. Thus, today’s guest in the Expert Insight Interview is Scott Schober, and he discusses ways for small business owners to protect their businesses from cybercrime. Visit us on Apple Podcast You can also find SalesPOP!

article thumbnail

Ask the Experts: 3 Lessons Learned from Personalizing Coaching at Scale

Lessonly

There are a lot of factors that go into crafting a coaching plan that actually works. Most managers simply don’t have enough time in the day to coach their reps, and some don’t quite know how or where to start. And if they do start, many managers struggle to identify the exact area to focus on in their coaching sessions. That’s why we brought together an all-star expert panel for our most recent webinar.

Scale 26
article thumbnail

?? How to Build a Personal Brand Online

Pipeliner

While many see the expansion of remote work as an opportunity, others see it as a barrier that is hard to overcome. Thus, today’s guest in the Expert Insight Interview is Mark Hodgson, and he discusses how businesspeople can build and use their online personal brand to their advantage. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

How To 52
article thumbnail

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.

article thumbnail

How to Support Your Outbound Motion With a Sales Content Supply Chain

Sales Hacker

Your sales org is fundamentally different today than it was a year or two ago. With the advent of sales engagement platforms (SEPs) and other tools which make it easy to scale outbound sales communications, Rolodexes and spreadsheets are things of the past, with technology taking over many formerly manual steps. Those who have, until now, only flirted with the idea of operationalizing their sales content will need to make a call: create a distinct supply chain for your sales content or run the r

Outbound 104
article thumbnail

?? How To Perform A Proper Follow-up With The Leads

Pipeliner

Lead follow-up is a never-ending point of discussion and a point of conflict for so many organizations. Thus, today’s guest in the Expert Insight Interview is Tom Jackobs, and he discusses how to perform a proper follow-up with the leads. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 How To Perform A Proper Follow-up With The Leads appeared first on SalesPOP!

article thumbnail

Integrated Solution: Apptivo HelpDesk and Field Services

Apptivo

“ Good customer service costs less than bad customer service ” – This quote by Sally Gronow is certainly an essential factor that should be taken into account while boosting your business value. Be it the emotional quotient or the financial quotient, service and retention rates play a significant role in both sectors. Investing money to improve customer service will thereby increase the customer success rate.