Tue.Jan 09, 2018

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Is it Time to Promote or Demote Business Partners?

SBI Growth

As a successful sales leader, you spend your life chasing airplanes and living in hotels to Make Your Number. Throughout 2018, you will once again prove yourself worthy by flying 100,000+ miles and sleeping in dozens if not hundreds of.

Promotion 229
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Are You Taking Enough Time Off?

The Sales Heretic

You’ve set your business and sales goals for the year: a prospecting goal, a closing rate goal, a revenue goal. But have you set a vacation goal? If you haven’t, you absolutely should. Too many people don’t take enough vacations. One recent study found that 75% of Americans don’t take all of their paid vacation [.].

Study 203
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Do You Have “Prospecting Paralysis?”

The Sales Hunter

Medical research shows 4 out of 5 salespeople suffer from the acute disease “prospecting paralysis.” The disease is known to spread quickly through verbal communication and self-inflicted thinking. Breakthrough research now shows the disease is curable, even in those who feel they suffer from “terminal prospecting paralysis.” Yes, the preceding paragraphs are a spoof, but at […].

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How to Create a Sales Plan: The Ultimate Guide

Hubspot Sales

What’s a sales plan? A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. It’s like a traditional business plan but focuses specifically on your sales strategy. A business plan lays out your goals -- a sales plan describes exactly how you’ll make those happen. Who writes sales plans? Entrepreneurs, sales executives, and sales managers all benefit from writing sales plans -- whether for their business, department, or team.

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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 B2B Sales Benefits from Prescriptive Analytics

SBI

In today’s big data business world, sales reps often find themselves drowning in sales data and reports, rather than data improving their efficiency and effectiveness in selling. This is especially true for sales people who manage a large book of business and large product portfolios: the larger their account or product list, the larger the data sets to review and report on, and the less time they have to focus on growing and retaining every customer account.

Analytics 139

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Understand My Problem and Show Me How To Fix It

A Sales Guy

The title of this post says it all, people. That is the basis of selling. I’m at a Sales Kick Off event and about to go on, when the vendor of this company talks about why she/they bought from this company and what they look for in salespeople. Her money quote was simply, “Understand my problem and show me how to fix it.” She’s right.

How To 88
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7 Things that will Transform Sales Readiness in 2018

Mindtickle

The end of the year is fast approaching and 2018 is already promising to be another huge year for sales readiness. As the pace of sales accelerates, buyers become even more knowledgeable and industry dynamics continue to evolve rapidly, so there’s no time for sales organizations to slow down. Here’s our forecast of what’s in store for sales readiness in 2018. 1.

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The Ultimate Guide to Hiring a VP of Sales for Your Startup

Hubspot Sales

VP of Sales. In the early days of a company, the VP of Sales is responsible for building the first sales team, helping their reps close business, optimizing the company’s sales process and playbook, defining the high-level strategy, and occasionally closing deals themselves. Table of contents. When to hire a VP of Sales. Who to hire. What a VP of Sales does.

Hiring 85
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The Next Big Opportunity for Sales Enablement: Sales Engineers

Mindtickle

If you’re looking for a quick win in your sales enablement programs then look no further than your sales engineering team. One of the most overlooked roles in sales enablement is that of the sales engineer, also known as technical sales, pre-sales or sales consultant. While 94.3% of businesses focus their sales enablement initiatives on frontline salespeople and account managers, only 45.9% shine light on their sales engineers, yet they play a crucial role in the sales process.

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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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Reality Check: You’re Probably A Bad Salesperson If You Possess Any Of These 11 Qualities

Sales Hacker

Is it your fault if you’re a bad salesperson? Well, it depends. If you’re knowingly in a sales role just for the cash but you don’t really care about solving customer problems, then you’re in the wrong biz. If you’re trying to do right by the customer but you lack the skills and know how, then it’s likely a management problem.

Up-Sell 79
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A Sales Tune-Up for Better Performance

The Center for Sales Strategy

Over time, organizations can begin to lose performance. It can start to feel like the organization is missing a beat, not hitting on all cylinders. If it was your car, you'd take it into the garage and get a tune-up, but what do you when it's your sales team? How about a sales tune-up for your organization? A sales tune-up is the perfect way to assess your sales organization through a comprehensive, analytical sales diagnostic.

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Better Questions, Better Answers

Pipeliner

What makes a good question? In sales, some would say a good question is one that is prepared in advance. Some would say a good question is one that craftily leads the buyer toward the close. Others still would say a good question is the one that forces the buyer to agree with the seller, even if on a small point. These misunderstandings about questions push buyers away.

Buyer 69
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Sales Tips: 3 Keys to Diagnosing the Current Situation

Customer Centric Selling

Sales Tips: 3 Keys to Diagnosing a Buyer's Current Situation. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company.

Buyer 67
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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Top Two of Three Sales Barriers for 2018 are Business Value Challenges

The ROI Guy

Sales still lacks the ability to effectively communicate and quantify business value, this according to new research from consultancy Sales Mastery. This new study indicated business value related barriers as two of the top three challenges impacting the ability for sales organizations to achieve their 2018 revenue objectives. This included: • Improving differentiation from the competition (31.5%) – the ability to effectively communicate and quantify the business value and TCO advantages of your

ROI 59
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Get A Head Start With Rainmaker’s Pre-Day

SalesLoft

In 2017, we offered a day of training the day before Rainmaker officially started. We were blown away by how well-attended it was, and more importantly, how impactful it was. For 2018, we want to do even more, even better. So we’re offering an optional Rainmaker pre-day with workshops that span the entire day and end just in time for the official Rainmaker 2018 reception.

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How to Act on Your Sales Leads: The Perfect Solution for 2022 (Updated)

SalesHandy

Let’s imagine that your marketing team has done an awesome job generating tons of fresh new sales leads. As a salesperson, you’re now looking at a mile long list of names/emails/phone numbers, and you’re starting to scratch your brain because you have no idea where to go from here. It can be tricky figuring out where to start and whom to contact first.

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6 Signs Your Sales Managers are Under-Trained

Mindtickle

Research by the Sales Management Association has found that. 41% of companies have no budget. to train their sales managers, and half of those that do have a training budget don’t offer any specific training to help them manage or lead a sales team. Yet sales managers are charged with the challenging task of motivating and leading their team to bring home the bacon.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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How to Act on Your Sales Leads: The Perfect Solution for 2019 (Updated)

SalesHandy

Let’s imagine that your marketing team has done an awesome job generating tons of fresh new sales leads. As a salesperson, you’re now looking at a mile long list of names/emails/phone numbers, and you’re starting to scratch your brain because you have no idea where to go from here. It can be tricky figuring out where to start and whom to contact first.

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The Next Big Opportunity for Sales Enablement: Sales Engineers

Mindtickle

If you’re looking for a quick win in your sales enablement programs then look no further than your sales engineering team. One of the most overlooked roles in sales enablement is that of the sales engineer, also known as technical sales, pre-sales or sales consultant. While 94.3% of businesses focus their sales enablement initiatives on frontline salespeople and account managers, only 45.9% shine light on their sales engineers, yet they play a crucial role in the sales process.

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Sales in 2018 – The Blowback Against “Hustle”

Nudge.ai

The message has been loudly articulated for a few years: all you need to do is “Hustle” and you’ll have success in sales. Tools, processes, and measurement systems were built out to optimize for it. More emails, more voicemails, more persistence. It was touted as an easy path to success. But is “hustling” our buyers the right thing? It was easy to justify in 2015 and 2016 based on one thing – it worked.

Buyer 59
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6 Signs Your Sales Managers are Under-Trained

Mindtickle

Research by the Sales Management Association has found that. 41% of companies have no budget. to train their sales managers, and half of those that do have a training budget don’t offer any specific training to help them manage or lead a sales team. Yet sales managers are charged with the challenging task of motivating and leading their team to bring home the bacon.

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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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Consider Your Sales Engineers when Choosing a Sales Learning Platform

Allego

Developers build the product. Salespeople sell the product. Sales engineers bridge the gap. Sales engineering, also known as technical sales or solutions consulting, serves as the foundation of technical knowledge for a sales organization. To excel in the role, a sales engineer (SE) needs a deeper level of knowledge into many aspects of the business than a salesperson.

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7 Things that will Transform Sales Readiness in 2018

Mindtickle

The end of the year is fast approaching and 2018 is already promising to be another huge year for sales readiness. As the pace of sales accelerates, buyers become even more knowledgeable and industry dynamics continue to evolve rapidly, so there’s no time for sales organizations to slow down. Here’s our forecast of what’s in store for sales readiness in 2018. 1.

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Salesperson Fitness: The Body

Pipeliner

Here is the next in my series on salesperson fitness. Of the three different types of fitness we’re addressing in this series (body, mind, spirit or soul), fitness of the body is the most visible. It’s what everyone immediately sees. In that a salesperson is presenting themselves and their products or services directly to someone else, this is obviously a vitally important topic for sales.

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Is Your Sales Team Over-Managed and Under-led?

Mindtickle

It’s a common misconception that management and leadership are the same things but they’re not. Managing involves dealing with or controlling things – for a sales manager this could be anything from fighting fires to telling reps what they should be doing. Whereas leadership is about leading people and guiding them to achieve. Both require different skill sets and have vastly different results when it comes to teams.

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Retail Reimagined: What It Means To Be An Innovative Retailer

Speaker: DeAnna McIntosh, Retail Growth Strategist

The past three years have forever changed the retail landscape. Companies of all sizes were forced to welcome change with open arms and surrender to total flexibility in order to be agile in the ever-evolving economic environment. In 2023, we are navigating inflation and its impact on consumer spending, various lasting side effects from the pandemic, and a looming recession in the back half of the year.

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TSE 743: What’s NOT Working in Sales Today

Sales Evangelist

How can you be more efficient with emailing? How can you get more insights from the prospect? Today’s guest is Brandon Bruce who has come from humble beginnings to now co-founding and growing Cirrus Insight with $12 million in revenue and #44 on The INC 500 List. They were the first Gmail salesforce connector in […] The post TSE 743: What’s NOT Working in Sales Today appeared first on The Sales Evangelist.

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Lead411 Recognized as a Leader in the Colorado Tech Scene by G2 Crowd

Lead411

Lead411 has been identified as one of the best Colorado software tech companies, based on its high levels of customer satisfaction and likeliness to recommend ratings from real G2 Crowd users. Lead411 has received a 4.5 out of 5 star user satisfaction score across its 155 verified real-user reviews in the sales intelligence category. Users point to Lead411’s contact data availability (82%) and company data availability (85%) as its two top-rated features.

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A Sales Leader's Focus: Meetings Or Management?

Sales Gravy

A manager?s job is to train, educate and develop their people, and to make them as successful as possible. To be effective, managers should be buried in people, not in paper or meetings. Too often today, managers operate at extremes.

Meeting 40