Tue.Oct 20, 2020

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Are You Really Differentiated?

Partners in Excellence

We all know the importance of differentiation. If we aren’t differentiated from the alternatives, how does the customer choose? If we can’t create differentiation, price becomes the differentiator. Years ago, the primary differentiator seemed to be our products/solutions. We sought to demonstrate the superiority of our offers by the capabilities we offered in our solutions.

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The Keys to Fourth Quarter Sales Success in 2020

Understanding the Sales Force

You're probably going to hate this article! I'm going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say. As always, if you can hang in through some of the preliminary analysis, I'll make the pivot to sales and business.

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Prospecting Is Not Selling

The Pipeline

By Tibor Shanto. You know just because you can throw a football does not mean you can tackle the opponent’s linebacker. Sure both the lineman and quarterbacks are on the same team, with two completely different skill sets. No one would expect one to play like the other, or have a similar attitude to the other. Yet in sales, we want to pretend that we can in fact do that.

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Are Businesses Releasing More or Less Products in 2020? Depends on Size.

Zoominfo

Any way you toss the numbers, it’s shocking: Companies have launched more new products so far in 2020 than in each of the prior two years. Through just September 2020, companies have rolled out 7% more products than in 2019 and 19% more than in 2018. That’s despite — or maybe because of — a deadly pandemic, damaged economies in many countries, and massive joblessness.

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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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Talk Tracks to Speed Up the Sales Process

The Center for Sales Strategy

Salespeople in different industries encounter different questions and objections, right? Wrong. Your products and services may affect the minor details of objections, but Google the phrase ‘most common sales objections’ and you’ll find most sellers face the same objections from their leads. Whether it’s price objections, the prospect isn’t interested, or “now isn’t a good time,” sellers often encounter the same types of questions and objections during the sales process.

More Trending

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12 Ridiculously Persuasive Words Salespeople Thrive On

Hubspot Sales

Using persuasive language is central to consistently carrying out successful sales efforts. Approaching prospects with some bumbling, inarticulate, lazy, passive jumble of words can stifle any sales pitch — regardless of the product or service behind it. As a salesperson, you need to have some tact and gusto to what you say — and there are certain words and phrases you can use to build the kind of sales vocabulary that will help you see the results you need.

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Ready, Set, Hire Your Next Sales Development Superstar!

Tenbound

by Danielle Benavides It’s always important to evaluate your team’s onboarding and gaining feedback on what went great and what could be improved. As a Sales Development Manager, we have the opportunity to do just that! In this blog, you will learn about three major areas I focus on and have incorporated into my team’s first 90 days and beyond, which has been successful.

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Sales Excellence: How to Identify & Reward Your Exceptional Reps

Hubspot Sales

Legendary football coach Vince Lombardi was an absolute goldmine for awesome quotes — one of the best ones being, "We didn't lose the game; we just ran out of time.". That one is absolutely killer. But as much as I love how gloriously petty and competitive that particular Lombardi gem is, it's not my favorite thing he ever said. No, that would have to be this quote: "Perfection is not attainable, but if we chase perfection, we can catch excellence.".

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9 Ways to Solve Your Technology User Adoption Problem

Allego

Change is hard. And we’ve had to change more this year than we have since … ever? Working and attending school from home has made the 2020 learning curve bend straight up. If you’re responsible for launching new programs, processes, or platforms at work, you know how tough it can be to get users to adopt the new thing. But rolling out new sales enablement technology doesn’t have to be painful.

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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 Interview a Sales Candidate

Sales Manager Now

Here you are again. You have a sales opening to fill and you need to know how to interview a sales candidate. So, what is your interviewing process? Are you trying to get better at it? Have you actively done… The post How to Interview a Sales Candidate appeared first on Sales Manager Now.

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Racing Executives Discuss Motorsport Business and eSports.

Closer's Coffee

In this Closer’s Episode, we connect with the executive team from Dawson Racing Inc. to discuss the motorsport business. The Dawson team highlights their 60 years of racing championship pedigree, their world renowned partnerships and the future of esports racing. They have raced all across the world, competing in Formula 1, Le Mans and the IMSA series.

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Best Practices for Managing International Employees Remotely

Nimble - Sales

Difficulties associated with the COVID-19 pandemic meant that many people began working from home for the first time. Many got so used to the option that they’re ready to accept offers from their companies to continue working that way for the foreseeable future. Research suggests that 25-30% of the workforce will engage in several remote […].

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How KF Sell benefits reps, managers, and leaders

Miller Heiman Group

At a time when sellers have immense pressure to close deals with limited time to engage customers, sales technology is an invaluable tool to give organizations clarity regarding what they need to do to be successful. Korn Ferry Sell helps you create a strategic selling process to win deals faster, and deliver more value to your clients. And our recent research shows that organizations whose tech stack was integrated among applications and with CRM report 9.4% higher win rates and 8.1% higher quo

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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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Join Us Wednesday, October 28th – 3 Steps to Start the Conversation and Close the Sale

SalesProInsider

In the age of social distancing and economic uncertainty, time with a prospect is more precious resource than ever. Are you making the most of these important opportunities by starting the conversation on the right track? How do you make sure that the first moments are productive and earn you the right to keep moving forward in the sales process? I’ll share how in our monthly FREE virtual workshop: 3 Steps to Start the Conversation. and Close the Sale.

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Cold Calling Techniques Every Organization Should Know

G2Crowd - Sales Blog

There is a long list of new-age sales and marketing professionals who argue that cold calling is dead and buried.

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Medical Device Companies Are All About The Tech…

Mobile Locker

Medical device companies: Find out how you can use sales enablement to MAX OUT your sales results and protect your business. The post Medical Device Companies Are All About The Tech… appeared first on Mobile Locker.

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Leading Your Team to Success: 3 Key Competencies of a Sales Manager

criteria for success

What makes an effective sales manager? Acting as sales manager can be a difficult job because you wear two bulls-eyes: one on your front and one on your back. Your senior management is pushing for results, numbers, revenue, and profit. Your sales people are looking to you for guidance. At times, you may feel spread too thin or caught in the middle. You may even find yourself micromanaging your team.

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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.

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Why Performance Measures Don’t Guarantee Performance (Part 2)

Nyden on Negotiation

There are two reasons why performance measures don’t guarantee performance. In this article, I address the second reason performance measures don’t guarantee performance. Click here to read the first article discussing the first reason. In the next article, I will offer a solution. What follows is an excerpt from The Contract Professional’s Playbook.

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Establishing A Unified Sales Process at Philips Healthcare

Richardson

During the 47 th Annual L-TEN Conference in Phoenix, Sales Performance International and Philips Healthcare hosted an interactive workshop led by Director of Richardson Sales Performance Health, Brad Ansley , Richardson Sales Performance Senior Sales Consultant Nick Maslanka and Director, Leadership Development & Selling Skills at Philips, Mandy Dunnuck, Workshop participants learned how Richardson Sales Performance helped Philips establish a unified sales process across an entire sales o

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Why Performance Measures Don’t Guarantee Performance (Part 2)

Nyden on Negotiation

There are two reasons why performance measures don’t guarantee performance. In this article, I address the second reason performance measures don’t guarantee performance. Click here to read the first article discussing the first reason. In the next article, I will offer a solution. What follows is an excerpt from The Contract Professional’s Playbook.

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Sales Development Manager Training November 10th, 2020

Tenbound

Sales Development Management Training – Now Virtual! Two, 3-hour Sessions on Zoom. Currently a Sales Development Manager/Director? Team Lead or SDR who wants to move to management? Get the solid foundation you need to run a high-performance Sales Dev program. Join the Elite Tenbound Sales Development Management Alumni Network upon successful completion.

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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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Why You Need To Measure Seller Behaviour Change

LevelJump

Charles Darwin said it’s not the strongest or smartest species that survives, but rather the species that’s the most adaptable to change. Chuck might as well have been talking about sales enablement. Sales reps’ tactics often need to change to meet the required revenue goals set by leadership. And no matter how clever you think your programs are, leadership won’t care if they don’t get you closer to your revenue goals.

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B2B Product Manager Magazine October 2020

Product Management University

The B2B Product Manager October 2020. The product led growth model is gaining tremendous momentum. This month we look at the impact on product management and product marketing. It’s big, or maybe that’s just the way it should have always been. As most companies deal with leaner sales pipelines, your product demos are even more critical to making the shortlist.

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Empowering Your Sales Team With AI- How Online Payday Loans Edmonton Can Help

Pipeliner

Sales are the lifeline for any business, no matter what you size, scale, or domain is. But as the business landscape gets more competitive, achieving sales targets becomes more challenging than ever for organizations. No matter how much work your sales team puts in, they are most likely to fall behind the targets. It makes sense to empower them with the right technology solutions to ensure that they get a step ahead and score greater numbers for your business.

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7 Best Practices for Acing Virtual Presentations

Selling Energy

As sales professionals intent on prevailing during COVID-19, we’re called upon to give online presentations and webinars or have video conversations.

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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.

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Salesforce State of Sales 2020 - Key Trends and Takeaways

Groove.co

Salesforce’s fourth edition of the State of Sales Report is out now and it’s unlike any State of Sales report from prior years. This year’s survey of 6,000 professional sellers analyzed how the COVID-19 pandemic created seismic shifts for sellers, and how these conclusions may continue to develop in the years to come. We’ve detailed 3 key takeaways from this year’s State of Sales Report that we anticipate will have a lasting impact on B2B buyers and sellers. #1 - Relationship-Building Takes Cent

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Cue the Confetti: Introducing Lessonly Certifications, Our Biggest Launch of 2020

Lessonly

Sound every a-llama and roll out the confetti cannons because today’s product launch (as the title mentioned) is our biggest one of the year over here at Lessonly. 2020 has been a certifiably challenging year, but that didn’t’ stop our fearless Product team from building… drumroll please… Lessonly Certifications! Certifications is paving the way for a whole different level of learning inside of Lessonly.

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Let’s Get Personal: What Role Does Personalization Play In Sales?

Zoominfo

Let’s face it: in today’s B2B buying landscape, we’ve got options. If one company doesn’t make the effort to address your specific pain points, there’s another one that will. The whole point of personalization in sales is standing out among the competition. You might have a great product, but it’s not enough to be noticed by potential buyers. If you don’t find a way to connect with them, it won’t matter how useful your product or service actually is.