Wed.Dec 01, 2021

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Four Risks Growth Leaders Must Consider for 2022, Part Four: Too Much Agility

SBI Growth

While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit from showing commitment to the shortlist of growth initiatives that matter most to their annual plans as opposed to shifting gears with the market. SBI Research found that lower-growth companies are 250% more likely to take an agile approach to 2022 planning than their peers.

Benefit 302
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Avoid These Mistakes When Asking for Referrals

Sales and Marketing Management

Getting qualified sales leads is the fastest way to sales success, but these common mistakes in pursuit of referrals can be career-ending. The post Avoid These Mistakes When Asking for Referrals appeared first on Sales & Marketing Management.

Referrals 136
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Our Latest Podcasts: Prepare for a Record-Setting Year

Force Management

Each of our November episodes share ways sales leaders, managers and reps can prepare for a successful new quarter or year. Each episode digs deep into tactics your salespeople can use to plan for aggressive growth goals, reduce competitive losses, and minimize margin cuts. Peruse each episode to find those worth listening to or sharing with your sales team.

Margin 122
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How to smell the difference between BS and a lie

Membrain

BS stinks, and everybody knows it. When you’re just trying to get a straight answer and you know you’re being sold a “bill of goods,” it can be frustrating.

How To 130
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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WEBINAR: Morgan J. Ingram hosts “Alternative Prospecting Tactics to Help You Book More Meetings” SPONSORED BY SENDOSO

John Barrows

The post WEBINAR: Morgan J. Ingram hosts “Alternative Prospecting Tactics to Help You Book More Meetings” SPONSORED BY SENDOSO appeared first on JB Sales.

More Trending

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How to Be An Effective Servant Leader to Your Sales Team

Janek Performance Group

For many, “servant leadership” seems like another amusing oxymoron, a figure of speech that joins contradictory terms like “jumbo shrimp,” “serious fun,” and “awfully good.” However, like most oxymorons, the juxtaposition of opposites can provide a clearer image or express a deeper meaning. Far from the idea of traditional leadership, in which an all-powerful CEO rules supreme from atop their high-rise corner office, servant leadership empowers people to build the company up.

Hiring 114
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The Customer Focused Sales Process

Partners in Excellence

We’ve long known (whether we use it or not) about the “sales process.” Virtually every organization has some variant of a sales process with stages we move through and, possibly, critical activities we should be executing within each stage. Usually, these are all focused on what we have to do to achieve our goal–getting a PO.

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How to Build a High Performing Sales Team

The Center for Sales Strategy

It's more important than ever to engage with your sales team. Sales teams that are not engaged are much more likely to underperform, experience low budget attainment, and unwanted turnover. Data shows that less than 30% of today's workforce is truly engaged. This is especially true for end-of-the-quarter and end of the year! According to HubSpot, if a seller is disengaged and underperforming, it costs 150% of their salary to replace them.

Salary 113
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Are We Accomplishing Enough In Customer Meetings?

Partners in Excellence

Ideally, we are spending as much time as possible, working with our customers to help move them through their buying process. At the same time, customers are engaging sales people for only a small time in their buying process. This raises the questions, “Are we accomplishing as much as we can in each engagement? Are we maximizing our contribution to the customer in those ‘meetings?

Meeting 118
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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Uplead Competitor – Lead411 vs. Uplead

Lead411

Uplead Competitor – Lead411 vs. Uplead. Uplead Competitor Lead411 – an in-depth side-by-side comparison. Reputable data providers are hard to find these days. Some companies make empty claims about data accuracy, and customers don’t learn the truth until after the contract is signed and the platform reveals the truth. It’s important for customers to take a deeper look at B2B data providers to ensure they are getting what is advertised.

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Buzzword Bingo, Sales Edition

Partners in Excellence

Some years ago, partly to overcome the boredom of PowerPoint pitches, Buzzword Bingo was developed. Whether at a conference listening to speakers wax on about how fantastic their technology and companies were, investor meetings, sales pitches, people played this game. It came from the endless buzzwords that presenters injected into their presentations to feign credibility.

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WEBINAR: Morgan J. Ingram hosts “How Top Sales Reps Run Their Sales Discovery Calls” [Registration Available Soon!]

John Barrows

The post WEBINAR: Morgan J. Ingram hosts “How Top Sales Reps Run Their Sales Discovery Calls” [Registration Available Soon!] appeared first on JB Sales.

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On Giving Thanks

Partners in Excellence

In the US, we have this custom of reserving one day each year of giving Thanks. It’s a time to get together with family and friends, over indulge in eating and watching football (The American version). And we do take moments to reflect and give thanks. There is a lot that we, and specifically me, can be thankful about at this time of year. A year ago, we reflected on a year that most of us have never encountered–health, economy, social and other challenges causing us to rethink every

Journal 118
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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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5 Ways To Improve Your Customer Retention Rate

Apptivo

As quoted by Shep Hyken, “ A brand is defined by the customer’s experience. The experience is delivered by the employees ”. This statement is a powerful one that defines the complete relationship between a company’s employees and their customers. Employees bridge the gap between customers and a business. They connect the dots, assist in overcoming the drawbacks associated with a product, and convey the message of the management or the customers to the counterpart.

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Is The Future Of Selling PLG?

Partners in Excellence

I read a lot of commentary from “experts” about PLG–Product Led Growth. Apparently, much of the “future of sales,” will be driven by PLG initiatives. I get why sales people revel in this. It leaves all the heavy lifting of “buying” to the customer. PLG is great for sales. We don’t waste our time inciting people to change, to consider doing things differently.

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4 Best Practices for Better Targeting

criteria for success

Why is better targeting important? We often see that companies start to grow by getting whatever business they can. They stretch themselves outside their areas of expertise to fund growth. Depending on how far they go, this isn’t always a big deal. In fact, sometimes it can help companies identify opportunities to develop solutions the market needs.

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It’s Prediction Season Again

Partners in Excellence

It’s that time of year where it’s fashionable to make predictions about the big issues for sales, marketing, and customer experience. Various experts and “gurus” discuss their view of the “big issues,” we face and changes for the coming year. Many are very good, some are intended to stir up controversy, some are promoting the offerings of the guru.

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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 to attract top sales talent in the post-pandemic marketplace

Close

In the midst of the Great Resignation, top talent can be more selective. You want to make sure they're selecting you. Here are five actionable ways to attract and retain the best sales talent in the market.

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Virtual Sales Training vs In-Person | Funnel Clarity

Funnel Clarity

Virtual sales training has become an extremely popular choice for most sales teams. The shift away from in-person sales training towards virtual sales training was already happening, a trend that was accelerated by the COVID-19 pandemic.

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"Who Do You Work For?”

Partners in Excellence

My friend Rene Voorhorst and I were having one of our periodic conversations. He’s been leading his team through a remarkable journey. We were talking about an initiative focused on deepening the strategic insights and value with their major customers. He relayed a story from one of his people. This salesperson was in a meeting with a customer, they were talking about a business strategy the customer was looking to implement.

Lead Rank 118
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5 [Must-Know!] Sales Presentation Techniques that Close Deals

Marc Wayshak

Have you ever been presenting to a prospect when you start to notice that they’re losing interest ? Maybe they’re looking around, or checking their phone? When this happens, it’s because you’ve followed a presentation approach that’s led you down a bad path. It’s important to make sure your presentations are tight and succinct , and that they leverage the best sales presentation techniques available to you.

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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Our Selling Process Can Help Our Customers Buy

Partners in Excellence

From my earliest days as a salesperson, I’ve been taught the “sales process,” and have tried to execute that process as effectively as possible. It’s always a structured approach to engaging the customer, working with them to make a buying decision. The process has always reminded me of critical things I should be considering, to maximize my impact in working with the customer.

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Sales Talk for CEOs: Aligning Your Go-to-Market Team with Pouyan Salehi (S1:E18)

Alice Heiman

Product. Sales. Marketing. Customer Success. If you want to grow your business, your entire go-to-market team has to be in perfect alignment. Providing a seamless experience makes such a huge difference to customers, but it’s often hard to achieve. Luckily, you’ll get plenty of ideas and inspiration in the latest Sales Talk for CEOs podcast. My guest for this interview is Pouyan Salehi, CEO of Scratchpad , a workspace designed specifically for sales and revenue teams.

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It’s Not What You Sell, It’s How You Sell That Matters

Sales Gravy

It's How You Sell That Matters Most On this episode of the Sales Gravy Podcast, Jeb Blount Jr. and Larry Levine, author of Selling From the Heart, discuss why how you sell is often more important than what you sell. Larry and JBJ break down why sales professionals who demonstrate authenticity and empathy gain a clear competitive advantage and what it really means to sell from the heart.

Video 79
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Always Have a Reason to Be in Front of the Customer

Adaptive Business Services

Successful selling has always been tied directly to the ability to create, maintain, and build relationships with customers. These relationships will be tied to two variables …. The frequency of the interaction. The quality of the interaction. Therefore, the formula is pretty simple. He who spends the most quality time in front of the customer, all other things being at least equal, wins.

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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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Strategy for Winning B2B Sales: What is Most Important Before Closing

Prima Resource

In the sales process, closing a sale is often seen as the most important part of it. However, that's not true. A lot more goes into closing a sale than just using good closing techniques - and in some cases, what happens before that is much more important! A lot of sales reps focus their closing techniques and strategies on getting the customer to say "yes".

Closing 74
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What is a Sales Rep Scorecard and How is it Different from Business Intelligence? The users and use cases for each

BrainShark

In this article, we’ll look at the differences between business intelligence dashboards and sales rep scorecards, who they’re made for, and ways to use them at your organization. .

Sales 62
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ABM Myth #3: If Your Solution Isn’t Included in the Information Technology Budgeting Process, It Isn’t Happening

Emissary

This is the third in a four part series where we look at common account-based marketing (ABM) myths. In this episode of the podcast we seek to better understand how to leverage today’s information technology budgeting process and planning cycles and how marketers and sellers can get, and keep, the attention of key decision-makers during the entire fiscal year. .