Mon.Jun 04, 2018

article thumbnail

New Data Shows How Relationships and the Need to be Liked Impact Sales Performance

Understanding the Sales Force

In my most recent article, I shared data that showed a chain reaction would occur when salespeople have more than one major weakness in their Sales DNA and the second major weakness is their tendency to become emotional. As a trigger, the first major weakness causes the salesperson to become emotional, at which time their listening skills become compromised.

Data 233
article thumbnail

Does Your Professional Urgency conflict with Your Clients’ Priorities?

Babette Ten Haken

Professional urgency impacts how we behave with our clients. Often, our behavior sabotages our efforts to move sales, engineering, service, IT and Quality initiatives forward. Why? Because our professional sense of urgency conflicts with our clients’ priorities. Consider the factors impacting professional urgency. Go on. Make a list. Often, professional urgency has a lot to do with “making our numbers” in some manner.

SME 58
Insiders

Sign Up for our Newsletter

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

article thumbnail

Will GDPR Impact How You Interact with Prospects and Customers?

Selling Power

Here's advice from a sales enablement expert on how B2B sales professionals can manage their data about prospects and customers without a GDPR misstep.

article thumbnail

How to Manage Expectations Around Marketing Vanity Metrics

Zoominfo

B2B marketers beware: Marketing vanity metrics are easy on the eyes but only skim the surface when it comes to actual value. Although vanity metrics make you feel good about your marketing efforts, these surface-level metrics only reveal part of the story. But, fear not dear marketer! If you turn your attention to the metrics that matter, you can improve your marketing strategy and communicate the important insights to leadership.

article thumbnail

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

article thumbnail

Closing the Gap Between Sales and Marketing Starts With Better Communication

Sales and Marketing Management

Author: Courtney Beasley, Director of Marketing at Walker Sands Successful and repeatable sales processes hinge on the alignment of your organization’s sales and marketing functions. In fact, when sales and marketing are aligned, companies experience a 25 percent increase in revenue. But when sales and marketing are out of sync, companies often struggle to close deals and nurture lasting relationships with customers.

Closing 161

More Trending

article thumbnail

Driving Sales Growth and Asset Management – A Blinding Glimpse of the Obvious Part II

Anthony Cole Training

In my previous blog article, I discussed the importance of looking at your sales production in terms of the 80/20 rule and flipping it so you can see the impact your bottom performers are having on your overall sales growth goal. If you have not already done so, click here to read the article.

Sales 138
article thumbnail

Outsourced Tele-prospecting: 10% less cost, 90% more revenue

Pointclear

Remember the old light beer tagline: “Tastes Great, Less Filling”? It was a best of both world’s brand promise, and part of a hugely successful campaign. There's another win-win value proposition that applies to outsourced tele-prospecting: “Costs Less. Generates More.” Outsourcing inside sales really does save you money while at the same time providing you the leads and revenue you need to be successful.

article thumbnail

How to turn a bully prospect into a paying customer

Close.io

The last thing any inside sales rep wants to hear when they pick up the phone is: You suck! Sure, not every sales call is going to go smoothly. But when a prospect turns into a bully, listing off all the reasons your product and company is terrible. It’s hard not to feel discouraged and not know what to do. But there’s a mantra you can use in these situations to regain your confidence and turn a bully prospect into a paying customer.

article thumbnail

24 Phrases Guaranteed to Make Intro Emails Successful

Hubspot Sales

Intro Email Phrases. After researching your business …. Hi [name], It looks like you’re attempting to do [X]. Is that correct? Why did you decide to download our resource? What’s your top priority right now? How can I help? I really enjoyed …. I read what you wrote/shared/commented on on social media and was wondering …. I’m curious to get your thoughts on ….

Guarantee 108
article thumbnail

2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

article thumbnail

16 Steps to be a Great Sales Leader

Pipeliner

How to be a Brilliant Sales Leader in 16 Easy Steps. We get besieged with mountains of advice on how to be a good sales leader. A sales leader who practices their craft according to principles espoused by the crowd of academics, consultants, and other self-proclaimed experts. Whereas guidance from pundits can be useful, it stops short of enabling someone to separate themselves from the herd and become a memorable leader who is different than others.

article thumbnail

GDPR is here – do you know whether you are a data controller or data processor? (Hint: you’re probably both!)

Predictable Revenue

A guest post by Daniel Barber, Co-Founder and CEO of the software compliance firm, DataGrail. The post GDPR is here – do you know whether you are a data controller or data processor? (Hint: you’re probably both!) appeared first on Predictable Revenue.

Data 72
article thumbnail

How to Clean Your Data in 6 Steps

Connext Digital

You’ve been gathering data throughout the years to help your company amass information that will power up your marketing and sales strategies. Your business database is one of your most valuable assets, but now, you’re drowning in huge pools of data that may damage your business. Bad data in the form of duplicate contacts, outdated information, irregularly formatted files, and junk records can infiltrate your system.

Data 65
article thumbnail

6 Creative Recruiting Ideas to Help Keep Your Talent Bank Full

The Center for Sales Strategy

Managers often reach out to us looking for creative ways to recruit people to their companies. Unfortunately, most wait until they are in need, when in reality, consistent searching and recruiting to keep their talent banks full would not only prepare them for the future, but also save them money and time when the time comes to fill a position on their team.

Banking 56
article thumbnail

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.

article thumbnail

3 Killer Strategies to Create Your Perfect Client Hit List

KO Advantage Group

If you’re like me (when I started), your hand likely nervously reaches for the phone as you prepare to cold call potential clients. Stop! Let your nerves subside. Don’t focus on the idea that you MIGHT get a negative response. Focus on the positive outcomes that a new business connection WILL bring to your sales success. Calling on your targeted clients will allow you to gain laser focus on the conversation and create more value for you and the person on the other line.

article thumbnail

5 Quick Tips for Increasing Sales Technology Adoption

Bigtincan

There are countless technologies that have been developed to accelerate the sales process and increase revenue for sales organizations. These technologies aim to improve sales effectiveness and efficiency by automating manual processes, digitizing and organizing sales content, finding the best prospects to target, and more. With so many solutions available, sales organizations have been leaving […].

article thumbnail

How to Best Share the Multitudes Within You

Hyper-Connected Selling

I had a bit of an existential crisis recently. OK, maybe “crisis” is a little heavy-handed, but it was definitely a bit of a conundrum. For the past ten months, I’ve been working on a side project: a book of haiku. I’m trying to get back to my poetry-writing (I used to slam poetry here in Chicago) and I’m writing one poem a day.

How To 56
article thumbnail

Facebook Live Video: Avoid a Summer Slump!

Engage Selling

At this time of year, the weather is warm (for the most part!), sellers are anxiously awaiting their vacation, and they also seem to buy into the idea that making sales is next to impossible.

article thumbnail

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.

article thumbnail

Driving Consistent Sales Messaging with Modern Learning

Allego

“Why should I buy this product?”. That’s the feeling behind every question a prospect asks throughout the sales process. After a certain amount of time with a given product in their bag, a good rep can deliver compelling answers to pretty much every manifestation of it you can think of. When that’s the case, they’ve got their messaging together and they’re likely doing well in life.

article thumbnail

The Future of Finance: 10 Things CFOs Need to Consider About Technology

Xactly

Technology is becoming more and more important in corporate businesses as both an enabler for competitive advantage and a means to successfully reach sales goals and drive growth. In turn, this has increased executives’ roles in the technology adoption process, specifically CFOs. In the accounting and finance worlds, companies are beginning to dip their toes into automation tools.

Remedy 48
article thumbnail

Will GDPR Impact How You Interact with Prospects and Customers?

Selling Power

Here's advice from a sales enablement expert on how B2B sales professionals can manage their data about prospects and customers without a GDPR misstep.

article thumbnail

How To Survive and Thrive in a Long-Distance (Business) Relationship

Sales Hacker

This article outlines the dos and don’ts along with examples of how to build better business relationships as remotely-operating teams. . When it comes to choosing a romantic partner, we often let our gut instincts take over. We know who we like, who we don’t, what we want and what we want to avoid. One major obstacle for many would-be lovebirds? Distance.

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

TSE 847: My Two Newest Sales Outreaching Tools

Sales Evangelist

The odds are not in your favor. There are 100,000 ideal prospects in the U.S., but there are also 100 competitors. You aren’t sure when your prospects will be ready to buy. You aren’t even sure if they already have a solution to the problem you’d like to help them solve. But what if you […] The post TSE 847: My Two Newest Sales Outreaching Tools appeared first on The Sales Evangelist.

Tools 40
article thumbnail

Performance Partnerships

Selling Energy

The digital world has opened all sorts of possibilities when it comes to promoting your product. In the energy solutions business, these sales tactics are key. There are plenty of platforms that will grant you access to prospects you wouldn’t normally reach, but they do so at a cost. In order to be effective, you’re going to have to take risks.

Energy 40
article thumbnail

TSE 849: Sales From The Street:”We Had To Be Different”

Sales Evangelist

Jaron Rice found himself facing a challenge that he didn’t create. His industry had a horrible reputation for being less-than-transparent, and even deceptive. In order to succeed, his struggle was two-fold: he had to find new prospects, and he had to be different. On today’s episode of Sales From The Street, Jaron explains how he […] The post TSE 849: Sales From The Street:”We Had To Be Different” appeared first on The Sales Evangelist.

article thumbnail

Call Recordings are the Secret to Better Customer Support

ExecVision

Unlock Vital Data in Your Call Recordings with Conversation Intelligence Technology. According to Zendesk, 67% of customers prefer self-service over speaking to a company representative when they need assistance. There’s a reason for this, and it doesn’t take a rocket scientist to figure out what it is. Customer Support has developed a reputation that is anything but stellar, and most people will do just about anything to avoid a direct interaction with them.

article thumbnail

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

article thumbnail

How Does LeadIQ Get Our Data?

LeadIQ

By: Ryan O’Hara. I get a lot folks always asking where does LeadIQ get their data? We do provide an array of cell phones, direct dials, email addresses, and company data. I can’t give you all the secrets we use, but I can go into it a little bit.

Data 40
article thumbnail

Neuromarketing and Sales

Pipeliner

The Persuasion Code: How Neuromarketing Can Help You. About 17 years ago, a new branch of marketing called neuromarketing hit the sales world. It was an exciting idea that promised to change the foundation of marketing. Interviewed by John Golden, Patrick Renvoise discusses the impact that neuromarketing has made, and how it can be taken to the next level.

article thumbnail

How Sales Enablement Leaders Can Impact (and Measure) Sales Velocity Improvements

Costello

Sales enablement leaders have a tough job. Not only do they have the responsibility of onboarding each new sales professional—regardless of their role in the broader sales organization—but they also have to juggle research, competitive analysis, new product or service offering education, quarterly product updates, and more. Some sales enablement leaders oversee hundreds of reps, each with varying quotas, geography focuses, and sales acumen.