Wed.Feb 17, 2021

article thumbnail

Cold Calling Guidelines for Practical and Actionable Prospecting

Zoominfo

So you’ve got yourself a list of new leads to turn into possible customers. Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. And If you haven’t tried out cold calling scripts yet, now’s the time.

article thumbnail

Are You Confident Enough In Your Value Not To Discount?

Partners in Excellence

Discounting has reached Pandemic levels. It used to be something we used as a last resort, and only under extreme duress. Today, responding to a prospecting call earns a discount. Proposals come with a price and then either an automatically applied discount, or hints at a discount. Something like, “Buy by the end of the month and I can discount 15%!

Discount 160
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Triple Touch: A Stealth Sales Tactic for Rapid Prospect Responses

Zoominfo

Want prospects to respond with lightning speed? It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The triple touch is a tactic that salespeople use to engage prospects. The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel. .

article thumbnail

8 common prospecting problems and their solutions

Membrain

Prospecting is hard. In my experience, very few organizations have fully cracked the nut of how to do it well across the entire organization.

article thumbnail

Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

article thumbnail

Triple Touch: A Stealth Sales Tactic for Rapid Prospect Responses

Zoominfo

Want prospects to respond with lightning speed? It’s time to activate the triple touch sales tactic. What is the Triple Touch in Sales? The triple touch is a tactic that salespeople use to engage prospects. The ‘touches’ include contacting the prospect three different ways, each time building trust, getting on their radar, and moving them further into the sales funnel.

More Trending

article thumbnail

Cold Calling Guidelines for Practical and Actionable Prospecting

Zoominfo

So you’ve got yourself a list of new leads to turn into possible customers. Now comes the hard part — the cold call. Daily, sales reps (mostly SDRs) face the daunting task of turning cold calls into warm calls. Sales reps look to increase conversion rates by upping their cold call game. And If you haven’t tried out cold calling scripts yet, now’s the time.

article thumbnail

Improving Sales Performance | Media Sales Report | Sales Department Structure: Size and Compensation

The Center for Sales Strategy

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. Partner and VP Senior Consultant Stephanie Downs and VP Senior Consultant Emily Estey at The Center for Sales Strategy, joined Matt Sunshine to discuss the Sales Department Structure section of the Media Sales Report, specifically looking at data on sales department size and compensation of sellers.

article thumbnail

The Power Of Role Plays

Partners in Excellence

You are probably shocked. “Dave doesn’t write about this stuff, he usually writes about much bigger issues, WTF is happening to him?” Actually, conducting role plays has been a powerful tool that we use both in our consulting, training, and coaching. I don’t think we use them enough. There are a lot of tools that offer alternatives to role plays.

Coaching 105
article thumbnail

MindTickle Voted #1 Enterprise Product, Top of 5 Lists in G2 Best Software Companies 2021

Mindtickle

The largest software review platform, G2, recently announced the 2021 winners of its annual Best Software Awards. And, I’m humbled to announce that MindTickle has ranked at the top of five software lists including #1 for Enterprise Software Products for the second year in a row ! Our intentional focus on the success of our customers drives everything we do and stand for.

article thumbnail

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

article thumbnail

[SlideShare] 21 Sales Tips for 2021

RAIN Group

“Luck is where preparation meets opportunity.” – Seneca. If you want to generate the best opportunities and set yourself up for success in 2021, you need to prepare. And there’s no better way to prepare than by using data-backed findings on what’s working (or not!) for the most successful sellers. The RAIN Group Center for Sales Research has been leading proprietary research to discover the most effective strategies and tactics in sales for nearly two decades.

Research 105
article thumbnail

Insights on Maintaining Virtual SKO Momentum

Force Management

If you launched some type of virtual sales kickoff event this year or you’re building momentum for an upcoming sales initiative, what’s your plan to reinforce it throughout the year? Anyone who has launched a strategic sales initiative knows it’s a big effort. This year, company leaders are getting strategic with how they’re planning to maintain SKO momentum, adapting their reinforcement efforts to drive success in the increasingly remote sales environment.

Company 79
article thumbnail

Tips for Every Sales Team: Introducing Our Video Library

criteria for success

Need quick, simple sales tips and tools? We have a digital library just for you. Here at CFS, we provide sales training and management consulting for companies of any size, across all industries. We also offer an array of accessible resources such as eBooks, webinars, podcasts, workbooks and templates, and more. Our newest resource is our video library.

Video 90
article thumbnail

Imagine It to Achieve It

Selling Energy

One of the best ways to achieve success is to imagine yourself achieving it. It’s one thing to say to yourself, “I’m going to close this sale.” It’s another thing altogether to immerse all of your senses that are stimulated in the wake of a successful sale. Before you talk with a new prospect, take some time to think about what you will see, taste, hear, smell, and feel once you seal the deal.

Closing 76
article thumbnail

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.

article thumbnail

Personalization in a COVID-19 World

Cincom Smart Selling

The world has steadily been moving online for the past two decades. The COVID-19 pandemic is accelerating this move and is aggressively pushing the transition from offline to online—to digitize manual processes in an effort to minimize risk and maximize customer relationships. This has become evident globally with most employees working from home on their laptops, and all forms of communication happening virtually.

Scale 62
article thumbnail

Strategic Sales Planning to Drive Growth

Revegy

Strategic Sales Planning to Drive Growth. Sales planning, whether it’s at a company, department, or team level, is a documented strategy for hitting key targets. A sales plan should show you where you’re at, where you want to be, and the path for getting there. The best sales plans make it possible for everyone on the revenue-generating team (sales, executive sponsors, marketing, and customer success) to understand the big picture, align on objectives, and collaborate on the same plan to achieve

article thumbnail

Customer Retention: Is your radar picking up the iceberg dead ahead?

Selling Essentials RapidLearning Center

Everybody knows that 90% of an iceberg lies beneath the surface of the ocean. That’s what makes icebergs so dangerous — like the one that sank the Titanic, they can open a hole in your craft before you’re aware of it. But did you know that when talking to customers, you may be navigating iceberg-filled waters? Imagine this scenario: You’re reviewing the account of a big, longtime customer.

article thumbnail

Mindtickle Voted #1 Enterprise Product, Top of 5 Lists in G2 Best Software Companies 2021

Mindtickle

The largest software review platform, G2, recently announced the 2021 winners of its annual Best Software Awards. And, I’m humbled to announce that Mindtickle has ranked at the top of five software lists including #1 for Enterprise Software Products for the second year in a row ! Our intentional focus on the success of our customers drives everything we do and stand for.

article thumbnail

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.

article thumbnail

The power of perfection

Awarathon

Publish Date: 18th Feb, 2021Publish By: Sagar Pradhan, Growth Marketer Practice sales pitch online is an art to master till you perfect. There are various definitions and meanings to the term perfection. As we all know, perfection is a continuous process as it takes time, so learners often ignore it. Perfection requires practice. Before practicing, […].

article thumbnail

?? What Marathon Running Can Teach Us In Our Professional Life

Pipeliner

Being an ultra-marathon runner means having the endurance to fight and overcome challenges until you reach the finish line. Thus, today’s guest in the Expert Insight Interview is Andrew Johnston, and he discusses lessons from marathon running that can apply to our everyday lives. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

52
article thumbnail

How to Get Started with 3D Commerce: How Does 3D Visualization Work in eCommerce?

Atlatl Software

This is Part 3 of the 5 Things You Need to Know About Visual series. Click to see parts 1 and 2.

How To 54
article thumbnail

Social Media Strategies to Convert Followers to Customers (video)

Pipeliner

How can we develop a brand, strategy, and system to grow and scale our business? In this Expert Insight Interview, Henry Kaminski discusses social media strategies to convert followers to customers. Henry is a Founder and CEO at Unique Designz, helping businesses strengthen their online presence and increase their profits. Interview discusses: Choosing which social media to approach.

article thumbnail

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.

article thumbnail

Discovery Meeting: Why Your Discovery Meeting is the Most Critical of All | Donald Kelly - 1409

Sales Evangelist

In today’s episode, Donald Kelly talks about the reasons why your discovery meeting is the most critical of all when it comes to sales. The challenging part of the sales process Many people make the mistake of taking discovery meetings for granted during the sales process. There are typically two sides of the sales process: the prospecting side and the closing side.

Meeting 40
article thumbnail

Video Game Energy

Lessonly

My friend has three nephews—4, 8 and 13 years old. One Sunday morning, he watched their mother try everything in her power to get them to cooperate for a church video. The boys were ungovernable. Later that day, my friend watched those same boys play Fortnite, the video game. He was struck by their focus and synchronization. They coordinated their moves, supported one another, and got things done.

Energy 26
article thumbnail

Discovery Meeting: Why Your Discovery Meeting is the Most Critical of All | Donald Kelly - 1409

Sales Evangelist

In today’s episode, Donald Kelly talks about the reasons why your discovery meeting is the most critical of all when it comes to sales. The challenging part of the sales process Many people make the mistake of taking discovery meetings for granted during the sales process. There are typically two sides of the sales process: the prospecting side and the closing side.

Meeting 40
article thumbnail

10 LinkedIn Tips for Booking More Sales Meetings

Vengreso

At the time of this post publishing, LinkedIn ® has more than 740 million users. That makes it the largest professional networking platform in the world and that is why I couldn’t be more excited to deliver these LinkedIn tips to help you book more sales meetings. With so many active users, many B2B companies are beginning to recognize the potential that LinkedIn offers to reach their target customers.

article thumbnail

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

article thumbnail

Discovery Meeting: Why Your Discovery Meeting is the Most Critical of All | Donald Kelly - 1409

Sales Evangelist

In today’s episode, Donald Kelly talks about the reasons why your discovery meeting is the most critical of all when it comes to sales. The challenging part of the sales process Many people make the mistake of taking discovery meetings for granted during the sales process. There are typically two sides of the sales process: the prospecting side and the closing side.

Meeting 40
article thumbnail

Nimble CRM for B2B Salespeople – Repeat and Referral Business

Adaptive Business Services

Selling is based on creating relationships. Lasting relationships = repeat business and referrals. Relationships, like referrals, must be earned and they require consistent engagements. Nimble CRM has been designed to increase your effectiveness with both! You will first want to identify those who are most likely to do business with you or to refer you to those who will.

Referrals 127