Tue.May 15, 2018

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Is Winning at Sales the Only Thing?

Pipeliner

Sales and the Will to Win. While I was growing up, I was a fan of the late Vince Lombardi. Not only was he one of the greatest coaches ever, but he also finished his career with my home team, the Washington Redskins. He was also the man who’s forever linked to the following words: “Winning isn’t everything; it’s the only thing.”. There is an irony to this: Lombardi did not come up with that quote, and he didn’t mean it when he said it.

Sports 65
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Storytelling with Data: 3 Steps Every Rep Can Benefit from Immediately

Hubspot Sales

Success in selling belongs to those who can balance the roles of analyst and storyteller. Doing so requires the ability to source, organize, and communicate data in a way that connects the salesperson’s solution to the buyer’s challenge. In short, salespeople must be master storytellers with data. But where to start? Here are three steps to improve your team’s ability to craft compelling sales narratives that differentiate your company’s solution and advance the sale.

Data 95
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The Easiest Path To Change

The Pipeline

By Tibor Shanto. Change is hard, and sales are all about change, and salespeople are always looking for the easiest way to get things done. Quite the mix! Add to that the fact that “change” is that it is constant, which would suggest that if you are in the business of peddling “change,” you should be inclined to change the way you work.

Education 222
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How B2B Marketing Is Impacting Sales Teams

SalesforLife

Salespeople and marketers tend to think of themselves as quite separate, with different goals, tactics, and roles within a company. The rise of the modern B2B buyer and their changing journey has forced many professionals in both sales and marketing to rethink this long-standing separation.

B2B 74
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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.

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How to Avoid the Biggest Hiring Mistakes in 2018

Zoominfo

Hiring the perfect candidate is no easy task– especially in today’s hyper-competitive, fast-paced recruiting environment. Recruiters have a lot at stake every time they fill an open position because a bad hire can hurt a business in a number of ways. Consider these statistics ( source ): 80% of employee turnover is due to bad hiring decisions. 39% of businesses report a decrease in productivity due to a bad hire. 41% of businesses estimate the cost of a bad hire to be over $25,000.

How To 178

More Trending

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10 Social Media Best Practices for Salespeople

The Center for Sales Strategy

In an ever-changing sales landscape, maintaining a healthy personal brand on social media has become a necessary tool for sales professionals to build and maintain relationships with prospects. According to a Forrester Consulting study, Social Selling: A New B2B Imperative , “49 percent of B2B enterprises have developed a formal social selling program, and 28 percent are in the process of doing so.

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5 Sample Retail Sales Audits Your Brand Can't Live Without

Repsly

Using audits to keep your brand’s growth on the right track is smart. What’s even smarter, though, is realizing that audits are not one size fits all. Even though a generic retail audit can evaluate sales amongst your brand’s retail locations, if you’re more interested in how new products are selling or how customers are responding to one of your competitors, it might be time for a more zoomed-in approach.

Retail 69
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The Best Cold Call Script Needs More Innovation Than You Think

Veelo

Imagine you’re a new sales rep. Your first few weeks are full of promise and hope. It doesn’t matter if you have a formal sales training process, or if you simply shadow a more experienced rep. At some point, you’ll learn about the best cold call script to use with prospects. “Cold calling is the […]. The post The Best Cold Call Script Needs More Innovation Than You Think appeared first on Sales Enablement Software | Veelo.

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PODCAST 07: You CAN Align Marketing and Sales (Here’s How This CMO Did It)

Sales Hacker

On this episode of the Sales Hacker podcast, we talk with Andrea Kayal , Chief Marketing Officer at Upserve and most recently Chief Marketing Officer at Signpost. We talk about how to align marketing and sales with demand generation to drive scale. Author’s note: When this interview was recorded, Andrea served as the CMO of Signpost. As of May 2018, she serves as the CMO of Upserve.

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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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How Marketing And Sales Work Together To Increase Lead Quality

Jeff Davis

Let’s face it, there often can be a disconnect between a business’s marketing and sales departments. According to at least one LeanData survey , more than 50 percent of sales and marketing professionals aren’t happy with communication and support from the other department. Any business that wants to grow, however, has to get these two teams working together.

Leads 54
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Getting Past the Gatekeeper: An Advanced Study

Janek Performance Group

One of our earliest blogs looked at dealing with gatekeepers, and there have been requests for more details and tips for how to handle the barrier to decision-makers, so we thought now would be the perfect time to revisit the topic. Here are some advanced strategies to consider. Keep in mind, however, there’s no absolute, by the numbers tactics – every situation is different.

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5 Steps that Will Make You More Approachable On LinkedIn

Hyper-Connected Selling

We’ve all experienced the online narcissist. The person who is constantly sharing what they are working on, where they are going, who they are going there with, and what they are eating when they get there. And we think, “I’m so glad that I’m not like them!” I hate to be the bearer of bad news, but you are. It’s not always as extreme, but when I look at how professionals use digital platforms for business purposes, I find they do the exact same thing.

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How to Embed A Company's Culture in Sales Training

Sales Readiness Group

A question that often comes up in our conversations with clients: "How do you embed a company's culture in a sales training program?" It's an interesting question because culture is something that's intangible, but we kind of know it when we see it.

Company 48
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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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GDPR Update– Base Is Ready

Zendesk Sell

Back in March, we shared that we were committed to becoming fully GDPR compliant by the May 2018 deadline. We are happy to report that we are ready for GDPR and will be fully compliant by May 25th, 2018. We’ve worked with independent experts in data security and privacy laws to analyze our processes, evaluate vendors and educate our company on the importance of data privacy.

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TSE 834: Sales From The Street: “Selling With Twitter”

Sales Evangelist

One of the challenges sales professionals face when selling with Twitter is staying focused on the task at hand. There’s so much noise and there are so many distractions that it’s difficult to avoid falling into the entertainment trap of social media. On today’s episode of The Sales Evangelist, we talk to Michael Sardina about […] The post TSE 834: Sales From The Street: “Selling With Twitter” appeared first on The Sales Evangelist.

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Proposal Writing Tips

Selling Energy

The way in which you frame your product or service in a proposal can mean the difference between a “yes” and a “no.” Here are eight tips to keep in mind when writing a proposal: Focus on results rather than methods or processes. Be generous with innovative ideas. Make it about the client, not about your company. Make it easy to read and evaluate. Accuracy is essential in both content and form.

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Ethics in Sales

Pipeliner

Richard Forrest talks ethics in sales in our Sales Experts interview, hosted by John Golden. Ethics in sales has been a big discussion in the business world. Many people don’t think of salespeople as honest and ethical. The general public often typecasts them as slippery people to be wary of. Moral salespeople are more common than the stereotype suggests, and for a significant reason.

Exact 40
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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.

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Proposal Writing Tips

Selling Energy

The way in which you frame your product or service in a proposal can mean the difference between a “yes” and a “no.” Here are eight tips to keep in mind when writing a proposal: Focus on results rather than methods or processes. Be generous with innovative ideas. Make it about the client, not about your company. Make it easy to read and evaluate. Accuracy is essential in both content and form.

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Product Backlog vs. Sprint Backlog

Product Management University

What’s the difference between a product backlog and a sprint backlog? There are two key differences between a product backlog and a sprint backlog. A sprint backlog typically covers a few sprints whereas a product backlog covers a much longer timeframe like one or two quarters. The second difference is the content and context within each document. The content in a product backlog should be more WHO, WHAT & WHY – who is the user, what job task will you help them improve, why is it important

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Avoid A Summer Sales Slump With These 16 Tips

Sales Gravy

How do you inspire Millennials to produce in the summertime when they are distracted by all the outdoor fun? It's not easy, but here are a few suggestions that can help! Inside sales is an indoor activity. When summer time comes, that?

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8 Sales Enablement Insights to Elevate Your Strategy

BrainShark

Learning how others practice sales enablement can help you form a rough outline of your own successful strategy.

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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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Sales Is A Confidence Sport

Factor 8

If you’re reading this, you’ve probably made an outbound sales call. You’ve probably made thousands. Stop and think for a second just how many things about this take guts. Calling […]. The post Sales Is A Confidence Sport appeared first on Factor 8.

Sports 39
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The STA Sales Mastermind Group–57 Extraordinarily Talented People Who Will Change Your Life!

Selling Fearlessly

Periodically I list the names and books of a fantastic group of people, the STA Sales Mastermind Group—incredible sales experts all—I’m blessed to be part of. So strongly do I want all of you to follow and pay attention to, listen to, these amazing people, I’ve decided to remind you about them twice a year. […].

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5 Productivity Hacks for Salespeople

Circleback

If you’re in sales, you are always on the go. For you, time is a scarce resource, but thankfully, plenty of productivity apps on the market will get you organized and help win more deals. The idea is to help increase sales velocity, identify promising leads and shorten sales cycles. However, choosing the right set of apps is no light task. So, we have made an attempt to narrow the list to only the most useful must-have apps that can help you reach your sales objectives faster. 1.

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Smart Selling Tools Digital Magazine is out! 9 Top Sales Executives Answer This Very Important Question.

SBI

game chang·er. noun. an event, idea, or technology that causes a significant shift in the current manner of doing or thinking about something. “a potential game changer that could revitalize the entire US aerospace industry” There have never been as many game-changing sales technologies as there are today. These game changers can help you sell more, in less time, at the right price, and with fewer salespeople.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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Virtual Management: Coaching Remote Sales Employees

SalesLoft

We are more connected now than ever before. Technology allows us to have face-to-face conversations in an instant, and businesses are adapting to enable remote options within their organizations. This creates a whole new set of challenges for sales managers who are coaching remote sales employees. They must ensure remote sales teams remain engaged, efficient, and utilize the coaching tips without being physically present.

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4 Steps to Shorten Your Sales Cycle and Bump Up Low-Touch Conversions by 70%

Sales Hacker

Here’s how we scaled our approach to converting low-touch leads at Appcues. We call them “low touch,” although you may refer to them as semi-qualified, self-service, low-ACV, etc. It’s a framework you can use to create your own product activity-based automation workflows. This will massively increase the effectiveness of individual sales reps and help you shorten your sales cycle.

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Can You Reprogram Your Mindset?

Go for No!

We often say that we want people to reprogram how they think about the word “No.” But really, is this possible? Imagine a large fish bowl filled with water. Imagine that someone puts a small drop of BLUE DYE into the water. Would the SINGLE drop make the the entire fish bowl BLUE? No. The drop would dissipate and disappear in the water, almost as if it were never there.