Wed.Mar 20, 2019

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IF You’re Going to Make Cold Calls, This is How to Do It

John Barrows

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5 steps to get sales enablement right

Membrain

The number of companies with a dedicated sales enablement function has increased from less than 20% to more than 60% in just a few years [1]. On average, organizations that invest in a dedicated sales enablement function improve sales results by 29%, according to a study by Vantage Point Performance.

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Yes or No: The Best Sales Questions Are Open-Ended

Funnel Clarity

There is no shortage of opinions and articles on why it’s better for salespeople to only ask prospects open-ended questions. Many give the advice that to be a successful seller, you must ask open-ended questions and avoid closed-ended questions at all costs.

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The Hidden Talent in Your Ranks

Sales and Marketing Management

Author: Conner Burt The current labor market remains among the tightest in modern history. As such, many companies today are beginning to look with renewed interest at their most readily accessible talent pool when filling open roles: their own employees. Rather than battling for new hires in an uber-competitive job market, smart companies are moving to train and promote from within.

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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 a Screw-Up Can Boost Your Sales

The Sales Heretic

While hanging with a friend recently, the subject of what to eat for dinner came up. After discussing some possibilities, we agreed on pizza. The next decision—where to go—turned out to be an easy one, because in her mind, there was only one option: the local outlet of Garlic Jim’s. Curious, I asked her why. [.].

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Start With The End In Mind, The Tyranny Of More, Part 2

Partners in Excellence

I wrote, “Tilting The Numbers In Our Favor, The Tyranny Of More.” In that, I suggested we might actually be more effective if we started thinking about how we accomplish our goals by doing less. The basic premise is that to do less and still achieve our goals, we have to do much better. We have to increase our win rates, increase our average deal size, compress our sales cycles, improve our prospecting, improve how we engage our customers, create great value in every interaction.

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Human-First Sales: What Does it Mean For the SDR Role?

InsightSquared

In the 5+ years I’ve spent meeting modern sales leaders and working with SDRs within our network, I’ve learned from the front lines of 200+ SDR and sales teams about what’s really going on within the SDR function and how it could impact the role in the future. The good news is that there’s no consensus on what works and what doesn’t work, since every director, manager, and SDR for that matter thinks that they have the secret sauce of connecting with prospects.

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The Most Effective Inspirational Quotes for Salespeople

Nimble - Sales

Are you a project manager of a sales department? At one time or another, your employees need some source of motivation to cope with tasks better. The sales personnel always works under a tight deadline, which leads to a great deal of trouble and stress. Most likely, you need to take some measures to motivate […]. The post The Most Effective Inspirational Quotes for Salespeople appeared first on Nimble Blog.

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Lucidchart Returns to Ramp 2019

InsightSquared

Lucidchart is thrilled to be returning as a platinum sponsor of the revenue ops event of the year, Ramp by Insightsquared ! Last year, VP of Sales Peter Chun led an interactive discussion with ops pros on the business, sales, and marketing sides of the house. We also spoke to many sales, ops, revenue, and marketing leaders who are looking for ways to see a more holistic picture of the accounts that reps are actively working.

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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

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Why Mindfulness in Sales Will Make You Happier and More Effective

Hyper-Connected Selling

When people think of “mindfulness” their minds are often filled with images of monks calmly meditating in a lotus position next to a flowing stream. They rarely connect mindfulness with salespeople prospecting on the phone or delivering a sales presentation. But I’m going to suggest that salespeople can get a lot out of mindfulness tools.

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Increasing Engagement in Presentation Meetings

Anthony Iannarino

What follows is a true story. No names are used to protect the guilty. The salesperson was preparing for his big presentation. He had 107 slides in the deck, covering everything from the founding of the company to the executive leadership team to all of their service offerings, logos of clients, can studies, and references. When asked how intended to get through 107 slides in 90 minutes, he suggested that his presentation was complete, and he could manage the time.

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How to Win More Competitive Deals with the CI Playbook

Sales Hacker

According to the 2019 State of Competitive Intelligence, companies who share competitive intelligence with their organization on a daily basis are 84% more likely to see an increase in revenue. So how can marketing and sales teams leverage CI to win more competitive deals? Join David Donlan, Chief Revenue Officer at Crayon, to learn how to leverage competitive intelligence into your sales & marketing playbook to help you win more deals at scale.

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Build an Automated Lead Generation Machine to Fill Your Sales Pipeline

Marc Wayshak

Automated lead generation is the new frontier of sales prospecting. Watch this video to learn the 7 keys to building an automated lead generation machine to fill your pipeline with great opportunities — forever. The post Build an Automated Lead Generation Machine to Fill Your Sales Pipeline appeared first on Sales Speaker Marc Wayshak.

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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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Marketing Automation Platforms

Leading Results Rambings

You’ve probably noticed how many marketing automation tools are available, and you’re probably wondering how to choose the one that’s best for you. When contemplating marketing automation platforms, consider options that allow you to implement an inbound marketing strategy and campaigns for your business. Necessary tools include: Landing pages and lead capture forms.

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[Upcoming Webinar] Maximizing Sales Motivation: 3 Habits and 9 Hacks to Get More Motivated

RAIN Group

Date: Thursday, March 28, 2019 Time: 2 PM ET Presenter: John Doerr Cost: Free. There's no denying that having a highly motivated sales team ready to give their full energy and effort day in and day out has a huge impact on your organization's success. But how exactly can you increase your motivation and that of your team? In this webinar, RAIN Group President John Doerr will share 3 Habits and 9 hacks proven to boost sales motivation.

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Top Tips For Sales Development

InsideSales.com

The onboarding process allows your team to learn and practice sales in a more effective way. Learn some tips to how to conduct effective onboarding sessions that’ll turn newbie reps into star sellers. RELATED: How to Win at Sales Development – 27 Tips from the Experts In this article: The Importance of the Onboarding Process […]. The post Top Tips For Sales Development appeared first on The Sales Insider.

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How You Can Instantly Close More Deals by Being More Likeable

Selling Power

You can learn to be more likable and close more deals if you know the right behaviors and practice them daily.

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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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How Technology Can Prompt Cross-Selling

Bigtincan

Everyday companies are finding innovative ways to leverage technology for more effective cross-selling in the field. What methods have been proven successful? Your products and services are constantly evolving to keep up with customer demands. And as your product catalog improves, your sales team must learn and retain new information — which is easier said […].

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Pragmatic PRM Data Analysis: An Allbound + Sisense Partnership

Allbound

Increased data collection, visualization, and analysis for your Partner Channel are about to get a whole lot easier…. The Allbound + Sisense partnership coming in the fall of 2019 will change the way Partner Channels visualize data; we’re bringing you analytics that are unimaginable in other PRM platforms. With Sisense capabilities integrated into Allbound’s already premier PRM tool, you will have capabilities to create customized dashboards with metrics that align to your overall business goals

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Weekly Roundup – Mar 20, 2019

CloserIQ

The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Featured Article. 6 Tips for Improving Your Sales Team’s Customer Service Skills. One thing that nearly every sales team needs to prioritize is constantly improving their customer service skills.

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7 Advanced Features to Specify in a Pricing-and-Quoting Solution

Cincom Smart Selling

Pricing-and-quoting systems for complex products are built around three major functionalities: Price Query Quotation Management Product Configuration These three elements … Continue reading "7 Advanced Features to Specify in a Pricing-and-Quoting Solution". The post 7 Advanced Features to Specify in a Pricing-and-Quoting Solution appeared first on Cincom Blog.

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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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Is it Time to Bring Cold Calls and Donuts Back?

Adaptive Business Services

I have spent a lot of time recently contemplating the state of outbound prospecting. To be fair, most of what I am about to discuss is based on my experience as a buyer vs. as a seller. As a salesperson, I see this as a very serious concern. I also need to make it very clear that, as we discuss these methodologies, we are looking at them for use in cold prospecting.

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Growth and Retention Impact Property/Casualty Insurers’ IT Plans

Cincom Smart Selling

Growth and Retention: The Top Business Goal Impacting Property/Casualty Insurers’ IT Plans for 2019 Each year, Celent (www.celent.com), a leading … Continue reading "Growth and Retention Impact Property/Casualty Insurers’ IT Plans". The post Growth and Retention Impact Property/Casualty Insurers’ IT Plans appeared first on Cincom Blog.

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7 Best Self-Help Books for Sales Leaders

criteria for success

Looking for the best self-help books for sales leaders? Well, you’ve come to the right place! We’ve compiled a list of some of the best self-help books that are all about growth, self-development, self-awareness, overcoming challenges, living a life of purpose, and more. Keep reading to check out the list! 7 Best Self-Help Books for [ ] The post 7 Best Self-Help Books for Sales Leaders appeared first on Criteria for Success.

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Life & Leadership: Books Recommended by Bill Gates

Carew International

By just about any measure – success, wealth, intelligence, humanity, integrity – Bill Gates is an exceptional individual. A recent article on Inc.com identified six leadership books recommended by Gates, and I knew it was worth reading and sharing since there is a direct application to effective sales leadership. Here is a link to the article: Bill Gates Reads 50 Books Per Year.

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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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8 Cold Sales Email Tips to Boost Your Response Rate

G2Crowd - Sales Blog

I think we can all agree that nobody likes receiving emails they didn’t sign up for.

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Sandler Enterprise Selling: Complex Decision Structures

Sandler Training

In enterprise selling, making decisions becomes a much more complex endeavor. Watch Brian Sullivan, Vice President of Sandler Enterprise Selling describe how the Sandler Enterprise Selling Program addresses this common enterprise sales challenge. Watch Time: 2 Minutes.

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Reluctant Buyer

Selling Energy

Many buyers have a tendency to talk themselves out of the sale. Your job as an energy sales professional is to make sure they don’t find a reason not to buy. Say you have a prospect that is interested in purchasing window films. Chances are they've never touched a window film in their life except maybe unconsciously putting their nose against the glass of a store window to look at the merchandise.

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