Mon.May 24, 2021

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3 Key Questions to Win the Complex Sale

Sales and Marketing Management

Great B2B salespeople focus on the right deals and leave unqualified prospects for reps who are content spinning their wheels. The post 3 Key Questions to Win the Complex Sale appeared first on Sales & Marketing Management.

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Are You Listening Now? How Sales Leaders Optimize Customer Listening Paths

SBI Growth

Inefficient activity assignment and role clarity issues within your organization can drive down important metrics such as your customer service satisfaction or net promotor scores. As a Sales Leader, you’re liable for understanding where your individual contributors need to be.

Customer 217
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Podcast 199: Galit Ventura-Rozen On The Psychology Of Sales

John Barrows

Our guest this week is Galit Ventura-Rozen, Co-Founder of Everyday Woman, real estate broker, and sales success expert. In this episode, Galit shares her experiences on the path to entrepreneurship. Investing in yourself can be frightening; Galit and John talk about the mentality and mindset needed to overcome our fears and take the steps towards what we want.

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The Remote Work Rundown: Powered by ZoomInfo

Zoominfo

The COVID-19 pandemic has fundamentally changed the way we view the office. As life gradually returns to the new normal, companies across the globe are reevaluating how and where their employees should work. Many companies are scaling back on office space while others are reinvesting in their physical footprint. Some are going entirely remote, while many are implementing a hybrid model.

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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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The 7 Step Process for Extremely Productive Sales Conversations

Hubspot Sales

Having conversations with prospects is baked into sales — in a lot of ways, it's the basis of the whole concept. You need to be able to successfully initiate and conduct productive sales conversations if you really want to thrive in a sales role. Being able to thoughtfully and adeptly communicate with prospects in-person, over the phone, and via email will set you up for a long and successful career in the field.

More Trending

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11 Red Flags to Look Out for When Interviewing Sales Reps, According to Experts

Hubspot Sales

Exceptional sales reps — the ones who are prepared to both dedicate and deliver — don't grow on trees. They're tough to find, and in many cases, it's hard to distinguish them from reps who might wind up exhausting your time and resources — only to fizzle out and leave before making an impact. When you're interviewing for a sales role, you're bound to run into both kinds of candidates, so the question becomes, "How do I tell them apart?".

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Navigating Complexity with Brandon Williams

criteria for success

Happy Monday, Let's Talk Sales listeners! This week's guest is Brandon Williams. Brandon started his career as an Air Force fighter pilot. He later became a commercial airline pilot and university professor. He’s now the founder of Lead T a c Leadership Development , where he provides training and coaching to leaders in all industries. Based in Atlanta, Brandon incorporates his fighter pilot training into leadership development.

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3 Tiers of Customer Value in the Product Management Maturity Model

Product Management University

Your product management maturity model isn’t so much about what your team can do. It’s what your team can do for the customer. From either perspective, it’s the skill level and proficiency of your team as it matures. But if customer value is always the end game, make quantifiable customer outcomes the driving force in your product management maturity model and the path becomes shorter, faster and easier to measure.

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Why Curiosity Is Essential For Business Professionals (video)

Pipeliner

In this Expert Insight Interview, Mandy Napier discusses why curiosity is essential for business professionals in 2021. Mandy Napier is known as “The Mindset Alchemist.” She is a global high-performance mindset coach, speaker, educator, and author of Creating Healthy Life Habits. This Expert Insight Interview discusses: What it means to be curious. How to become more curious through focus and attention.

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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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Are you relevant? Am I relevant? | Success in a Hybrid Selling Environment

Vendor Neutral

Have you ever scrolled through a review page for a product or service? Let’s say you’re looking at reviews for a restaurant. Even if the crowd has mostly given the place the star equivalent of approval, there are always some dissenters. I used to think: “Well, everyone has a bad day once in a while. Hopefully the restaurant doesn’t disappoint.” But what if poor reviews aren’t caused by the kitchen staff over-cooking the salmon — but that the restaurant just wasn’t relevant to the customer’s expe

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6 Sales Enablement Problems: How to Overcome These Challenges

LeadFuze

What is Sales Enablement. For those out of the loop, sales enablement is when you provide your sales reps with all the information they need. All the materials and tools. So that they’ll be successful at each stage of the buying process. They’ll also be able to answer any question their prospect throws at them, all while guiding them to the end goal (a sale!).

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WEBINAR: John Barrows hosts “How to Get High-Quality Sales Referrals You Can Use to Your Advantage” [Coming Soon!]

John Barrows

The post WEBINAR: John Barrows hosts “How to Get High-Quality Sales Referrals You Can Use to Your Advantage” [Coming Soon!] appeared first on JB Sales.

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Check Your Emotional Intelligence

Selling Energy

As most of you know, many of our teachings center on “the why,” which is the key motivator behind being a sales professional. It’s also what sets successful and effective leaders apart from their peers. In The Non-Obvious Guide to Emotional Intelligence consultant and author Kerry Goyette notes, “Emotionally intelligent leaders move beyond me , through we , and into why.”.

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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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WEBINAR: Morgan Ingram hosts “The Best Sales Email Tips of All Time” [Coming Soon!]

John Barrows

The post WEBINAR: Morgan Ingram hosts “The Best Sales Email Tips of All Time” [Coming Soon!] appeared first on JB Sales.

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Ideation, Creation, Iteration: How to Align Sales and Marketing Content Output

Sales Hacker

Whether you’re sales or marketing, putting out content is a never-ending task, a mountain with no peak. With so much competition across, it takes more and more effort to creep into the brains of your audience. You need to target your niche, answer questions; you need to tell a story. Above all, you need to apply the process. This article talks you, the reader, through ideation, creation, and then iteration of content.

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How to Analyze Sales Call Recordings to Uncover Valuable Customer Feedback

Mindtickle

When a deal is lost or goes cold, sales leaders often have no visibility into what went wrong. On top of that, sellers often can’t explain why deals don’t work out, which gives sales managers even less insight into how they can help improve rep performance. It’s critical to know the “why” behind the customer’s decision. Did sellers fail to articulate the value of your solution?

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How to Find Past Prospects Who Moved Companies – They Close 10x Faster

eGrabber

Do you want a fast way to be a sales star and your team to crush sales quotas? Following are some effective methods. Targeting past customers (and prospects) who moved to new companies are likely to close 10x faster. Here’s Why and How: Leverage point #1: According to career change statistics , 30% of the current workforce will change careers or jobs every year (12 months).

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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 Analyze Sales Call Recordings to Uncover Valuable Customer Feedback

Mindtickle

When a deal is lost or goes cold, sales leaders often have no visibility into what went wrong. On top of that, sellers often can’t explain why deals don’t work out, which gives sales managers even less insight into how they can help improve rep performance. It’s critical to know the “why” behind the customer’s decision. Did sellers fail to articulate the value of your solution?

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If Your Sales Prospects are Companies in Growth Mode, How are You Finding Them?

eGrabber

Prospecting on a random list of companies that are barely surviving not only wastes your time but efforts and budget as well. Here are ways you can build your list of CEOs/VPs in companies that are hiring and growing: #1 – USE THIS SALES NAVIGATOR FILTER. Sales Navigator has “Job Opportunities” filter that is barely visible. It will show you only companies currently hiring on LinkedIn.

Hiring 52
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?? Digital Transformation And Automation

Pipeliner

Automation can help us focus on more creative, high-value tasks. In this Expert Insight Interview, we welcome Daniel Cooper, managing director at Lolly, a company that helps businesses scale through digital transformation and automation. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Digital Transformation And Automation appeared first on SalesPOP!

Scale 52
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3 Effective Tips to Close Sales Deals Faster

eGrabber

Do you want a fast way to be a sales star and your team to crush sales quotas? Following is a effective way… Target past customers (and prospects) who moved to new companies. They are likely to close 10x faster. Here’s Why and How: #1 Leverage point: According to career change statistics , 30% of the current workforce will change careers or jobs every year (12 months).

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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Reopening After COVID: How Can My Small Business Survive? | Annie P. Ruggles - 1450

Sales Evangelist

Today on The Sales Evangelist, we’re joined by the Founder and Dean of The Non-Sleazy Sales Academy, Annie P. Ruggles. Annie has spent the last decade harnessing her Hulk-like disdain for hard sales and tacky self-promotion to help others sell their services without feeling slimy, queasy, or untrue to their ethics. And on today’s episode, she’ll explain how we can maneuver these tactics for sales in a post-COVID world.

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How to Find Your Best Sales Prospects from Fast-Growing Companies

eGrabber

Prospecting on a random list of companies that are barely surviving not only wastes the time of your sales and business development representatives but also their efforts and your marketing budget. A prospecting method must help you set up sales appointments faster and hit quotas. Here are ways you can build your list of CEOs/VPs in companies that are hiring and growing: #1 – USE SALES NAVIGATOR FILTER.

Hiring 52
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Reopening After COVID: How Can My Small Business Survive? | Annie P. Ruggles - 1450

Sales Evangelist

Today on The Sales Evangelist, we’re joined by the Founder and Dean of The Non-Sleazy Sales Academy, Annie P. Ruggles. Annie has spent the last decade harnessing her Hulk-like disdain for hard sales and tacky self-promotion to help others sell their services without feeling slimy, queasy, or untrue to their ethics. And on today’s episode, she’ll explain how we can maneuver these tactics for sales in a post-COVID world.

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4 Best Practices For Purchase Order Management System

Apptivo

Purchase orders are official documents issued by a buyer to the seller promising to pay the seller for the purchase of goods or services. It is issued before delivery, and it specifies the characteristics of the products or services. A verbal commitment regarding the order between a buyer or seller may look sufficient. But, the use of purchase orders changes the way your business operates and gives an additional advantage to your business.

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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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Reopening After COVID: How Can My Small Business Survive? | Annie P. Ruggles - 1450

Sales Evangelist

Today on The Sales Evangelist, we’re joined by the Founder and Dean of The Non-Sleazy Sales Academy, Annie P. Ruggles. Annie has spent the last decade harnessing her Hulk-like disdain for hard sales and tacky self-promotion to help others sell their services without feeling slimy, queasy, or untrue to their ethics. And on today’s episode, she’ll explain how we can maneuver these tactics for sales in a post-COVID world.

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How to Find Prospects That Changed Jobs on LinkedIn: 3 Easy Steps

LeadFuze

Why You Should Learn How to Find Prospects. It’s inevitable. You send an email to a seeming prospect. Something like this: Hey Jane, Still considering changing platforms? We just came out with some solid content, based on research, that I thought you’d enjoy. . Love to hear your feedback. Talk again soon, John. Jane isn’t a cold email lead.

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Everything You Need to Know About Building an Impactful Skills Matrix

Lessonly

Are you still using an Excel spreadsheet template as a way to track and measure your team’s training and development progress? I mean…sure, training tracker Excel files and good ol’ training spreadsheets can work, but they make it difficult to tie training progress to results and ultimately provide metrics that the company can use to grow and improve.

Scale 26