Mon.Sep 21, 2020

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The Crucial Step Missing from Most Sales Training Programs

Understanding the Sales Force

Most companies don't understand that crappy customer service is really a sales issue. When a company's customer service is thoughtful, helpful, kind and thorough, that great customer service actually serves the sales organization. It becomes easier for salespeople to renew accounts, cross-sell, up-sell and succeed. When a company's customer service sucks, it has the opposite effect, creating objections, resistance, disdain and animosity.

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Sales Scrum Episode #20 – Guest Scott Gillum

The Pipeline

Sales Scrum Episode #20 – Guest Scott Gillum. Scott Gillum is the founder of Carbon Design and a fellow member of CEB’s Sales & Marketing Thought Leadership Roundtable. In this episode, Scott and I pick up a discussion we have been having for some five years, based on the age-old question of “Why do we need salespeople?” This is not the usual us-versus-them sales and marketing discussion.

Groups 369
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4 Ways to Make the Most of Virtual Sales Meetings

Sales and Marketing Management

Author: Leeatt Rothschild Virtual sales meetings have become the norm as a result of COVID-19. However, many sales reps may find themselves unsure of how to best lead a meeting with prospects over video. Given that video interactions will be the norm for a while, now is an ideal time for sales reps to start developing best practices for video interactions.

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6 Ways to Make Change Management Less Excruciating

SBI Growth

To say that change is difficult is an understatement. It explains why some of us are still proudly wearing the hole-ridden t-shirt they’ve had since college (guilty as charged). In a work environment, change is even harder. Especially when you’re.

Policies 160
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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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Selling in the New Gig Economy

Crunchbase

One of the most profound changes we’ve seen in business and labor in recent years is the growth of the gig economy. According to a Gallup study, about 36 percent of U.S. workers derive some or all of their income through independent gigs. While the U.S. Bureau of Labor Statistics admits that the number of gig workers in the country is difficult to confirm, in 2017 their best estimate was 55 million.

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Why Sales Analytics Is Essential to Navigating an Uncertain Market

Chorus.ai

If there’s one thing of value that hasn’t been changed due to the current market downturn, it’s data. In fact, data has become more valuable and even more important since the COVID-19 outbreak caused such a change in economic conditions. As price sensitivity rises, disposable income drops, and a recession looms, it’s never been harder for SaaS companies to make accurate forecasts and plot their forward course.

Analytics 114
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What Is Complex Selling? [+Examples]

Hubspot Sales

Understanding different. sales processes and their methodologies is crucial to mastering the art of closing deals. Whether you're new to sales or a seasoned salesperson, you know that sales strategies vary depending on the deal you're trying to close. While transactional sales are typical in dealing with small- and medium-sized businesses (SMBs), enterprise companies call for a different process.

Examples 120
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How to Build Leaders Who can Build Other Leaders (video)

Pipeliner

The leaders serve as a model for those who are following them. In this Expert Insight Interview, Julie Winkle Giulioni discusses how to build leaders who can build other leaders. Julie Winkle Guilioni is a founder of DesignArounds consulting company, leadership speaker, and a co-writer of a Help Them Grow or Watch Them Go Amazon bestseller. This Expert Insight Interview discusses: Modeling behavior.

Video 98
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Worst Practices for Sales

Anthony Iannarino

Many fields establish best practices: when professionals have pursued an outcome over a long period of time, they often find the best way to achieve that result. In sales, the best practice may depend on the type of sale you’re making. You wouldn’t want to engage in a complex sale with a set of practices that would be right for a simple, transactional sale.

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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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SDR’s: Cold Callers or Strategic Partners? (David Dulany)

Tenbound

David Dulany, Founder of Tenbound discusses the evolution of the SDR (Sales Development Representative) role from cold caller to marketing’s strategic partner, and how aligning with the SDR team can make or break the success of your next marketing campaign. Source.

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Business Financing Options for People with Bad Credit

Nimble - Sales

As explained by FICO, bad credit is a credit score of 300 to 629. Generally, bad credit is a typical reason that creditors turn down small-business loan applications. Consumers with bad credit scores are deemed at higher risk or more chances of defaulting on a loan. Regardless, borrowers with bad credit still have financing options. […]. The post Business Financing Options for People with Bad Credit appeared first on Nimble Blog.

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Behind the Scenes of a Major Product Launch: Keys to Success

InsightSquared

I’m James Davison, Chief Product Officer here at InsightSquared taking you behind the scenes of our Revenue Intelligence Platform launch. . Let’s start with the obvious. Product launches are HARD. There are a million details, months of work, huge investment in both capital and resources. It’s no surprise companies can’t afford to do them very often, so when you do, you want to make them count. .

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Smart Hacks To Build Brand Awareness Without Investing A Fortune

Pipeliner

The competitive business landscape makes it essential for brands to pay extra attention to generating awareness about themselves. But brand awareness sounds daunting, considering that you will need to beat a large number of rivals to achieve it. Still, it isn’t something that will always cost a fortune as you can manage it without burning a hole in your pocket.

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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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TSE 1345: How to Reach Decision-Makers When Selling to Enterprises

Sales Evangelist

How to Reach Decision-Makers When Selling to Enterprises When selling, we want to talk to the decision makers but how do you reach them in order to qualify them as a prospect? Let’s talk about that in this episode. Erik Kostelnik is the CEO of Postal.io, a sales marketing engagement platform that generates leads, increases sales, and improves customer retention by optimizing offline engagement and interactions.

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Customer profile analysis: Methods and hacks to boost your sales process

Close

Ready to turn your ideal customer profiles into something that actually helps your sales team close more deals? Discover our customer profile analysis hacks to gather & understand data, and use it to boost revenue.

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3 Metrics That Matter for Today’s Data-Driven Sales Coach

CommercialTribe

Which sales management metrics matter? The most progressive sales organizations understand that the mark of a highly-effective sales manager is not whether they make their number, but the percentage of reps they get to theirs. But what managerial activities drive those results? It may not be obvious to your leaders who manage frontline managers, but who, where, and how managers spend their time matters.

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Four can’t-miss customer panels at TRANSFORM 2020

Showpad

Summer is officially over. And in many parts of the world, the temperatures are starting to drop. That can only mean one thing: TRANSFORM, the world’s largest sales enablement event, is just around the corner. In fact, TRANSFORM is next week! On October 1-2, 5,000 sales, marketing and enablement professionals from around the world will gather (virtually) for inspiring keynotes, informative breakouts and productive networking sessions.

Scale 52
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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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The Qualities of a True “Superboss”

Selling Energy

What are the qualities in a boss that you admire the most? Is it how they set an example? How they drive you to do better? How they utilize your strengths while making you work on your weaknesses?

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Susan Finch Buys the Funnel Media Group Podcast Agency

Sales Lead Management Association

The twelve-year-old Funnel Media Group (FMG) that produces live-streaming internet radio programs and follow-on podcasts has been sold for an undisclosed sum to Susan Finch of Beaverton, OR.

Funnel 62
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5 Benefits of Sales Enablement Software That You Can’t Ignore

Lessonly

A well-trained sales rep is one of the most important investments your team can—and should—make. The better-trained someone is, the better they’ll perform. Period. In fact, we’ve found that the top sales training programs improve rep engagement, retention, and productivity. Your sales reps are the backbone of a great sales program, which is why a tool like sales enablement software is a vital piece to your company’s success.

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7 Benefits of a Salesforce Native Sales Engagement Platform

Groove.co

Sales engagement platforms (SEPs) are known for increasing the productivity and effectiveness of sales and customer-facing teams, but they also play an essential role in helping organizations increase the adoption and value of Salesforce?. There are two different approaches for integrating sales engagement platforms with an existing CRM system and understanding the differences will help you determine the right one to maximize effectiveness and ease of management.

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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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Your Roadmap to Go from SDR to CRO (and How to Succeed at Every Step Along the Way)

Sales Hacker

There’s no single path to the top in Sales. In some ways, it’s kind of like selling deals — you have playbooks and guides on how to win, but at each step of a deal, you have to ask the right questions and pick a next move that’s specific to that deal. So I can’t offer a paint-by-numbers guide or a single specific approach. But what I can do is give you real-world guidance to move to the next stage of your career, and actionable tips on maximizing your opportunity.

Scale 73
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InsightSquared Unveils Industry’s Most Complete and Flexible Revenue Intelligence Platform, Now with Conversational Intelligence

InsightSquared

BOSTON — SEPT. 21, 2020 — InsightSquared , a leading provider of revenue intelligence solutions, today introduced the industry’s most complete Revenue Intelligence Platform —featuring Activity Capture, Guided Selling, Interactive Reports, AI Forecasting, out-of-the-box Dashboards—and now, Conversational Intelligence, adding rich call and video meeting data to the company’s machine learning analytics engine.

Revenue 62
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Getting Finance Behind Your Digital Transformation Project

Cincom Smart Selling

Chief Financial Officers (CFOs) and finance departments in general are critical to the success of almost any digital transformation project. After all, in the world of business, support for a project can be quantified in terms of dollars made available for that project. It doesn’t matter if you are a department manager who is trying to fund a project to automate a specific manual process or a unit vice president overseeing a more widespread project that involves hundreds of processes and thousan