Thu.Jul 09, 2020

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What’s Your Margin On That Discount?

The Pipeline

By Tibor Shanto. A dollar here a dollar there, whatever it takes to get the deal and hit quota, right? Let’s worry about the future when it gets here – if we can still afford to. [link]. The post What’s Your Margin On That Discount? appeared first on TiborShanto.com.

Margin 310
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It’s Not The Customer’s Job To Figure Out How You Help!

Partners in Excellence

I am looking for some software tools to help our team. After listening to about 4 suppliers, I’m about to give up, it’s probably easier, cheaper to do nothing. As I reflect on our conversations: We’ve talked about our needs, what we are looking for, and what we hope to achieve. Sales people seem to be nodding their heads in the right direction, I take this for understanding.

Discount 170
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8 Essential Elements of Virtual Sales Training

Allego

Sales productivity has never been more important, yet sales teams today face tougher obstacles than ever as the current crisis makes most in-person interactions impossible. Almost 90 percent of sales have moved to a remote model since the pandemic began, according to McKinsey. Almost every B2B company’s products and services are now being sold virtually.

Hiring 159
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11 essential sales pipeline metrics you should be tracking

Salesmate

Your sales pipeline covers every stage of the customer acquisition process from leads to after-sales support to repeat business. While revenue is a good indicator of success, it only measures what’s coming out of the pipeline – in other words, the result. It doesn’t account for leads that have “leaked” out. To be successful in sales, you need to track specific sales pipeline metrics.

Pipeline 121
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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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Are Client Retention Folks the Best Salespeople in Your Company?

Babette Ten Haken

It just could be that client retention folks are the best salespeople in your company. You know. Professionals involved in the post-sale care and feeding of newly-acquired customers. And the pros responsible for designing (and reworking) and implementing and maintaining what new and current clients ordered. Also, the people who directly answer client questions throughout that customer’s life cycle.

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More Trending

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How to build a personalization at scale playbook

Predictable Revenue

In-the-trenches reps no longer have to choose between scale and personalization. There are tips and tricks to handle both – and get results! The post How to build a personalization at scale playbook appeared first on Predictable Revenue.

Scale 99
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Adopt These Four Steps to Improve Your Empathic-Led Selling Approach

Miller Heiman Group

In our last blog, we talked about how sellers can address emotional decision makers and those who are stuck in a fight, flight or freeze mode without resorting to what we call the three deadly sins. Today, we’ll address four steps to lead buyers away from decisions fueled by rationality rather than emotion. We’ll start by discussing the four modes where you’re likely to find your buying influences.

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How to create an enablement team and prove its return on investment

Predictable Revenue

Discovering the ins and outs of building a sales enablement team – from building an enablement org from scratch, to refining processes, to expanding enablement when the time is right. The post How to create an enablement team and prove its return on investment appeared first on Predictable Revenue.

How To 79
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A Complete Guide to Rethinking Your Brand Identity

Nimble - Sales

Every day, we interact with numerous businesses across different platforms. From social media to television ads and even in our inbox, we’re constantly interacting with various brands knowingly or unknowingly. How did we reach the point where our relationship with brands has become so intuitive that we don’t even realize it anymore? It all comes […].

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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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How to Deal with Negative Pushback

InsideSales.com

No matter how impressive your sales skills, most customers are still going to say no or at least put up a hell of a fight when you give them your pitch. Knowing how to deal with negative pushback like that is what separates bad salespeople from great ones. Here are a few expert-level tips and a few methods for dealing with no’s to help you fall into the latter category.

How To 81
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The Data Behind Sales Process Changes

Chorus.ai

Watch the Video. This week, Jim was joined by Joe Booth , the VP of Sales Operations for SecureAuth to discuss how the security segment has adapted their sales process and strategy based on the changes in the market. Our own data showed that the security segment had a big spike in activity from February to March when companies moved their teams remote.

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Selling On Video: Will Your Team Make the Cut?

Xvoyant

By Julie Hansen. 4 min read. Over the last few months, most sales teams rose to the challenge of connecting with customers in a virtual world. But let’s be honest, initially, that bar was pretty low: Got a decent background? Camera on? Know your platform? Fantastic! Those expectations have changed and the bar has been raised. It may be time to ask yourself: Will your sales team make the cut?

Video 62
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5 Tips to Get Yourself in Vacation Mode Even if You Can’t Take a Vacation

Carew International

And just like that, the days have become longer and hotter, and we’re in the midst of summer. In what seems like the blink of an eye, it’s already July and workers across the nation are likely noticing that this summer doesn’t feel quite like usual. Typically, at this point in the summer, workers have already been on a vacation or are preparing to leave for one in the coming weeks.

Travel 60
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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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4 Reasons Salespeople Should Conduct Initial Meetings on Video Sales Calls

Sales Gravy

Shifting Initial Sales Meetings From Face to Face to Video Calls One of the most effective points in the sales process to leverage video sales calls and virtual selling skills is the initial meeting. The initial meeting is first step in the sales process. It is the appointment you (or your sales development rep) set during outbound prospecting or from an inbound lead.

Video 57
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4 Tips on Escaping the Price Driven Sale

Selling Energy

Considering our current economic situation, customers are always looking for a deal. So how do you prevent a situation where the sale is price-driven?

Sales 59
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TSE 1314: How To Turn Cold Leads Into Hot Prospects

Sales Evangelist

Shoan's mission is to help every person on the planet that has a powerful and compelling message, to overcome their challenges with getting their material out “there” and broadcast their voice with confidence, courage, and fearless determination in order to connect with the Social Media World and impact their audience with next-level engagement. Most sellers struggle with cold outreach, but those who change their mindset can convert cold leads into hot prospects.

Leads 52
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Three Examples of Situational Enablement in Action

Corporate Visions

The post Three Examples of Situational Enablement in Action by Tim Riesterer appeared first on Corporate Visions. This article describes three examples of Situational Enablement in action. What is Situational Enablement? Situational Enablement programs are flexible and responsible sales enablement initiatives you can roll out to quickly address must-win business challenges and market opportunities.

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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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Why Virtual Selling Skills are Critically Important for Commercial Bankers

Richardson

Commercial banking is facing a period of transition. In only a few months, the global pandemic has begun to reshape the industry. Responding to this upheaval has proved difficult because the challenges consist of three key parts. Commercial banks face credit losses expected to total anywhere from $400 billion and $1 trillion between 2020 and 2024, according to data from McKinsey.

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How Email Marketing Can Grow Your Business

Pipeliner

Permission-based email marketing is a well-known marketing tool, but how to differentiate it from other marketing tools? In this Expert Insight interview hosted by John Golden, Tom Kulzer talks about how email marketing can help grow your business. This interview discusses: Fundamentals of Email Marketing. Marketing Automation. Fundamentals of Email Marketing.

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Managing Loneliness and Isolation as a Solopreneur

Nimble - Sales

Remember the first time the thought of becoming an entrepreneur entered your mind? Remember the rush of fear and excitement coursing through your veins as you imagine yourself as the ruler of your own kingdom, a realm that lets you thrive and grow, and provides endless motivation? Now fast forward to today, and say hello […]. The post Managing Loneliness and Isolation as a Solopreneur appeared first on Nimble Blog.

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Seek to Serve Spotlight: How HireBetter Remained Relevant During a Worldwide Talent Upheaval

Mereo

Once COVID-19 hit in early 2020, companies around the world pushed pause on hiring. In fact, for many the situation demanded downsizing, dismissals and layoffs. For HireBetter , a leading talent management firm in Austin, Texas, this meant a sales pipeline drying up and a bleak prospect for the unknown in the months ahead. In the face of this, many professional services firms would show their desperation.

Hiring 45
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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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Obtaining Cam Ladies in Different Parts of European countries

Selling Fearlessly

If you are planning to set up a European holiday with your friends and love one then you will have to get more information on the most tropical European women. Well, here you can find a lot of amazing details. You will see many European models in the websites of leading websites that are experts […].

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Comment on Lessons I’m learning about myself & my business during COVID-19 by Sandra McDonald

Sue Barrett

Wonderful article Sue, and cause for reflection, on how I and others I know handle the crisis. I like to think of it with grace, fortitude and resolve, although the current lockdown has induced a feeling of glumness. Sometimes one needs to a bit of rolling with the punches to work out what really matters. Your article is timely.

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Solution Selling

Accent Technologies

The post Solution Selling appeared first on Accent Technologies.

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The Importance of Training in Both Super Bowls and Contact Centers

Lessonly

Take a moment to compare the two professions below and try to guess what they are. Hint: one might be about how to manage training programs, and the other works on Sundays… Profession 1. Quick to Process. Wears a Headset & Helmet. Completion Percentage. Interceptions. Touchdowns. Wins & Losses. Games Started. Seasons Played. All Pro Selection. 1 of 32.

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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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41 Expert Opinions on Data Hygiene Best Practices

Zoominfo

Long before cloud-based CRM systems, companies largely relied on manual data entry and cleanup processes. But this can leave your contact and company data fraught with errors and inconsistencies. Although most companies have now adopted some version of a data hygiene strategy, dirty data is still very much alive and well. How can it be that technology has come so far, and yet data quality issues still plague sales and marketing professionals?

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It’s About Quality, Not Quantity: What An Olympic Skier Taught Us About Grit, Patience, and Practice

Lessonly

“ It’s easy to get comfortable in what you’re doing… but a reset is what you need. ” —Morgan Schild. Friends, we’re ecstatic to welcome Morgan Schild, a professional freestyle mogul skier and Olympian, to the Practice First podcast! Morgan’s journey with practice in this episode, and we hope you enjoy hearing her story and discovering her dedication to practice as much as we did.

Intent 26
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A List of the Best Prospecting Strategies

Anthony Iannarino

You know how important it is that you acquire meetings with your prospective clients. You are also acutely aware that getting a meeting is rarely easy, and it is something that takes time and an effective approach. It’s vital that you have a strategy for prospecting that results in you sitting down face-to-face or ear-to-ear or video face to video face (as may be the case).

Strategy 112