Tue.Feb 02, 2021

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Improving Sales Performance Series: Overview of the Media Sales Report

The Center for Sales Strategy

We just launched Season 2 of the Improving Sales Performance Series , which focuses on the data and analysis of the newly-released Media Sales Report. John Henley and Jim Hopes , managing partners at CSS, joined Matt Sunshine on the first episode of the season to discuss their key takeaways from the report, how sales management and leadership can use this data, and the feelings of the future and outlook of the media sales industry.

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The Terrible Twos: Getting Your Prospects Attention

Anthony Cole Training

The pandemic has caused fewer face to face meetings, and many salespeople have yet to make the pivot (successfully) to virtual relationship building. In this article, we cover the impact and importance of speaking your prospects "love language" when setting a meeting and engaging them further in conversation.

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Good Bob, Bad Bob, The Stockdale Paradox, and Sales Success

Understanding the Sales Force

I read that Admiral James Stockdale , a Vietnam War veteran and former POW at the Hanoi Hilton , said, “You must never confuse faith that you will prevail in the end—which you can never afford to lose—with the discipline to confront the most brutal facts of your current reality, whatever they might be.”. His combination of faith and brutal reality was the difference between surviving long enough to be released from captivity, and those who died in captivity.

Leads 178
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A Web Of Success

The Pipeline

By Tibor Shanto. People in sales have come to accept that selling is no longer for lone-wolves, packs hunt much more successfully. Many of those same sellers also know that buyers generally act in packs as well. The pundits tell us there are six to a dozen people involved in a purchase of a B2B solution. So why do many salespeople continue to prospect as though they can only engage one person at a time?

ACT 169
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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Signals That Indicate Cross-Selling Opportunities

Zoominfo

“Do you want fries and a coke with that?” — We’ve all had the ultimate cross-selling experience at McDonald’s. Not to mention, the alluring temptation of Amazon’s ‘frequently bought together’ section. As a consumer, you know that cross-selling works. It works so well that Amazon once claimed up to 35% of its revenue comes from cross-selling. Last year?

More Trending

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Signals That Indicate Cross-Selling Opportunities

Zoominfo

“Do you want fries and a coke with that?” — we’ve all had the ultimate cross-selling experience at McDonald’s. Not to mention the temptation of Amazon’s ‘frequently bought together’ section. As a consumer, you know that cross-selling works. It works so well that Amazon once claimed up to 35% of its revenue comes from cross-selling. Last year? They saw a 37.4% increase in revenue to a record $96.15 billion.

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Why Being Too Helpful Hurts Sales & 5 Tactics Reps Need to Avoid

Hubspot Sales

Are you ever bothered by people overwhelming you with too much help? For instance, imagine you're at a department store, and the employee who greets you at the door doesn't just say "If you need help, let me know," and let you shop. Instead, they follow you around through every aisle, rattling off information about every article of clothing you look at, and constantly ask, "Do you need help now?".

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The 3 Ps of Successful Virtual Sales Leadership

Allego

When the pandemic first hit, sales leaders scrambled to find ways to keep their teams motivated and successful while selling in a virtual environment. Today, sales leaders recognize that the shift to virtual selling will be with us for a while, if not permanently. These leaders must again adapt and find new ways to engage their teams. During a recent webinar, Virtual Sales Management: How to Lead and Succeed in 2021 , Rob Salafia, founder and CEO of Protagonist Consulting Group and a lecturer an

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What's on my mind as we settle into Q1? Renewals.

ValueSelling

Renewals, especially when it comes to the “as a service” business model. After all, we’re living in a subscription-based world. A friend of mine just had a baby, and she gets her baby food via subscription. That’s how I get my multi-vitamins. We even have an associate who’s wild about a sock subscription service!

Account 106
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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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Crushed Your Number Last Year? Here's What You Should do Now

Force Management

Many of you had a killer year, despite its challenges. It may have been the best you’ve ever had as a sales organization and company. However, with any success, comes new challenges. Can you repeat the same success next year? How are you preparing to ensure the growth your sales organization has achieved doesn't stagnate?

Company 105
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Sales Cycle Management: Definition, Stages, and Strategies to Shorten Your Sales Cycles

Sales Hacker

Before we dive into sales cycle management, let’s first focus on what a sales cycle is and the sales cycle steps. What Is a Sales Cycle? A sales cycle is a term used to describe the sales process steps, beginning when a sales rep identifies a potential customer to follow up after closing the sale. To put it simply, a sales cycle is the journey a potential client embarks on that begins when they develop an interest in a product to when they make a purchase.

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How to Get More Leads Out of Your Lead Generation Strategy

KLA Group

The new year came and brought new sales objectives with it. One of the most common goals is, of course, to increase sales. But to do so means you need to increase the number of leads and get your B2B lead generation strategy working for you. With a pandemic on our hands, that hasn’t been […]. The post How to Get More Leads Out of Your Lead Generation Strategy first appeared on KLA Group - Denver.

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Lead Qualification Process: A Step-by-Step Guide

Crunchbase

Sales lead qualification has always been a time-consuming and intensive process. Generating leads is a challenge in itself, then you must determine if that lead can be qualified as a sales prospect, which takes time, research and often connecting with leads directly. Find prospects that match your ICP with Crunchbase Pro – try it free. The good news is there are a number of strategies, techniques and frameworks that can make the lead qualification process a bit less daunting and help you s

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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

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The Playbooks Guide for Customer Success Managers

InsideSales.com

The handoff of the customer from sales to CSMs should be smooth and offer the same level of care and attention they’ve come to expect from your organization. CSMs are in charge of keeping customers successful and happy—they’re the key to retention. But when CSMs are overloaded with accounts, it’s easy to get bogged down by day-to-day tasks. Important events like renewals might get missed, customer messages go unanswered, and customers may feel left out of the loop when new features or problems a

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Enterprise Sales Process: Closing Deals In Niche Markets

Sales Hacker

Closing an enterprise sale in a niche market follows the same sales funnel as any other deal, but a bit more fine tuned. It represents the culmination of ‘art’ and process, where the enterprise sales process is modified to better reflect the client’s unique and specific needs. Before we dive into the nitty-gritty of it all, let’s first get into the definition of enterprise sales.

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Cold calling strategies to respond to “I don’t have time”

Salesmate

How many times have you made a cold call and received “Sorry, I don’t have time” as a reply? More times than you can count, for sure! Well, it’s disappointing when such calls get brushed off, right? Your product/service could be the best in the market, but how to convey that when the prospect isn’t ready to spare even a few minutes? You need a better strategy than the classic sales offer you make on every call.

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A Better Approach to Cold Calling

One of a Kind Sales

According to the RAIN Group, a sales training and consulting firm, 58% of prospects say they currently find cold calls useless. Wow! Are YOU wasting YOUR time making ‘useless’ calls? Here is a better approach to Cold Calling. What is a ‘useless’ call? If a prospect is finding your call ‘useless’, it is a good […].

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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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Accurate Data is At the Core of Every Business Process

Pipeliner

In the first quarter of this year, we added some incredible new features for Pipeliner CRM. Our motivation is simply to prepare companies to survive and succeed in the next years to come because we know that in the near future there will be incredible challenges for organizations. The digital transformation, now upon us, is unstoppable. In our last article , we discussed the difference between effectiveness and efficiency.

Data 76
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Transforming Communications from Paper to Digital

Cincom Smart Selling

Choosing What Types to Move and Which Channels to Prioritize. Every insurer is participating in the paper-to-digital transformation for their communications, whether they realize it or not. Some have specific initiatives to reduce paper and deliver more communications digitally. Others may not be able to identify specific budget line items or named projects, but the gradual digitization of communications is embedded throughout many projects across the organization.

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How to Motivate Your Team in the Challenging World of Virtual Sales

Sales Hacker

When your whole team goes remote, figuring out how to keep the competitive fire alive can be a challenge. You’re stuck asking yourself how many more call blitzes you can run and what will keep top-performing reps on your team. The post How to Motivate Your Team in the Challenging World of Virtual Sales appeared first on Sales Hacker.

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?? 7 Mindsets to Grow your Influence and Impact

Pipeliner

To be good at networking, we have to embrace the connector’s mindset of prioritizing relationships in everything we do. Hence, in today’s Expert Insight Interview, we welcome Michelle Tillis Lederman to discuss her new book, The Connector’s Advantage: 7 Mindsets to Grow Your Influence and Impact. Visit us on Apple Podcast You can also find SalesPOP!

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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.

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How Guru's Engineering Org Creates (and Uses) Guru

Guru

When I joined Guru in the fall of 2019, one of the things I wanted to accomplish over the next year was to put our team in a position to support remote/distributed work and culture as we grew. Little did I know what was coming, or how much it would force the conversation on many fronts. Like every other team in the SaaS world (or let’s be honest, in any industry), the past year has looked completely different than what we envisioned at our February 2020 annual kickoff.

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?? Technology Sales Jobs

Pipeliner

Although technology sneaked into almost every part of our daily lives, people still have misconceptions about technology sales that cause hesitance to work in that field. Hence, today’s guest in the Expert Insight Interview is Joseph Fung, and he discusses tech sales. . Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

Sales 52
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Email Data Quality: Compliant, Correct, Complete

Appbuddy

Validity and the Data & Marketing Association (DMA) recently published the ”Email Data Quality: Compliant, Correct, and Complete” report. It highlights how important most marketers consider data quality and its three core tenets of compliance, correctness, and completeness. We talk about data being the new oxygen, and a vital part of our industry.

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Are You Facing Sales Fatigue?

Selling Energy

Considering what all of us and the wide world are going through, it isn’t surprising that feelings of futility and helplessness spill over into what we do on a daily basis. There may be days where you don’t feel like working, particularly when it comes to reaching out to new people.

Sales 40
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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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There was much more to the last 12 months than just Covid…

Eyeful Presentations

2020 was tough – very tough – for many. But it also prompted us to reappraise the way we work, from turning sales processes on their heads to forcing a rethink of traditional marketing strategies almost overnight. Old rules had to be broken and, truth be told, many have benefited from taking a fresh new approach to engagement. Chances are we’re unlikely to ever return to the ‘old way of doing things’.

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Enterprise CRM’s Future is in Company Growth

Zoominfo

Enterprise customer relationship management (CRM) systems aren’t just an upselling gimmick from your standard CRM. Larger (enterprise) companies have different digital asset requirements compared to smaller companies, including their CRM. As companies grow in employee size, revenue, and strategy, their resource needs increase — but they come with limitations.

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A Straightforward Refresher on Price Sensitivity

Hubspot Sales

Have you ever been called sensitive? I certainly have, many times. As a personality trait, sensitivity can be a good thing — it can help us be more understanding and empathetic towards others. But when it comes to things like your teeth, or the buying habits of your customers, you’ll want to address sensitivity head-on. If even the slightest change in price causes your customers to go running towards your competitors, chances are you’re experiencing high price sensitivity.