Tue.Aug 24, 2021

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Curiosity Is A Way Of Life

The Pipeline

By Tibor Shanto. If you follow this blog, you know our tag line is “execution, everything else is just talk!”; And the one thing in abundance in B2B sales, is talk, often just for the sake of talk, not communication. One thing people talk about are the attributes of successful salespeople, let’s make that a low bar, making quota. For many, including myself, a key attribute is curiosity; but it is one thing to talk about it, different to execute.

SME 391
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3 Questions That Should Be Asked After Every Sales Training

Sales and Marketing Management

These three questions help sales teams become more acclimated to the sales application process after sales training has been completed. The questions position a sales leader to ask one final question that drives greater acceptance of sales coaching and feedback. The post 3 Questions That Should Be Asked After Every Sales Training appeared first on Sales & Marketing Management.

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Designing the Optimal GTM Model: 3 Keys to Success

SBI Growth

An effective go-to-market model has three primary benefits for a company. First, it supports a more efficient motion that minimizes your cost of new customer acquisition. Second, it enables your commercial team to capture greater wallet share from existing customers and grow their lifetime value. And third, it helps manage the expense-to-revenue (E:R) ratio of the business and ensure spend per segment is optimized.

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7 Tips for writing the perfect follow-up sales email (according to science)

Sales Pro Central Submitted Articles

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals

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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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Designing the Optimal GTM Model: 3 Keys to Success

SBI Growth

An effective go-to-market model has three primary benefits for a company. First, it supports a more efficient motion that minimizes your cost of new customer acquisition. Second, it enables your commercial team to capture greater wallet share from existing customers.

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More Trending

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7 Tips for writing the perfect follow-up sales email (according to science)

Gong.io

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Subscribe here and follow me to read upcoming research. Three days ago, I sent a flawless cold prospecting email. . It was personalized, to-the-point, and had a highly effective CTA. .

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Is it Time to Add Chatbots to Your Demand Generation Engine?

Zoominfo

You’re scrolling through a website, and bam — there it is. That little chat pop-up in the corner that’s calling your name (literally). This piece of AI technology is revolutionizing the buyer journey today. Is it time to add chatbots (or live chat) to your demand engine? Chances are you’ve probably encountered your fair share of chatbots as a buyer.

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The Secret to Building Relationships in a Virtual World

Julie Hanson

Do you struggle to build relationships virtually? You are not alone. In fact, Harvard Business Review confirms that building new relationships is especially difficult in a virtual world. While there’s no shortage of suggestions on clever rapport-builders, insightful questions, or engagement technology designed to make relationships grow more easily on-line, most of these attempts are mere band aids as they do not address this very basic fact: Relationships require certain qualities to grow and f

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The Tedium Of Change

Partners in Excellence

Change is a popular topic. Simultaneously, we celebrate, embrace, resist, and fear change. We initiate endless change initiatives. The process of recognizing the need to change is invigorating. We do a lot of analysis, there are innumerable meetings talking about the need to change, discussions of the options, planning for the change. Then we implement change initiatives, often with a bang.

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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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5 Keys to a Great Case Study Presentation in Sales

Marc Wayshak

So you’ve finally got a prospect who’s interested in what you have to say…and actually wants to hear you present. That means it’s time to jump into the features and benefits of your offering, right? Actually, no —that’s old-school selling, and it simply doesn’t work anymore. Feature and benefit selling has been around for a really long time. And while it worked for many years, today it’s outdated and ineffective.

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The 9 Soft Skills Every Sales Professional Should Master

Janek Performance Group

With the internet and social media, buyers are better informed than ever. While this can present challenges for sellers, it also presents opportunity for consultative sales pros to achieve more than a mere short-term sale. As buyers gain access and options, today’s sellers must offer more value. It is no longer enough to just emphasize a product’s features.

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Stop Wasting Time with the Wrong Prospects

The Center for Sales Strategy

The prospecting challenge is real. Sellers face it every day when making the choice to go after prospects that appear to be low-hanging fruit or quick sales — or pursue prospects with greater spending potential that will take longer to close.

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Improvise, Adapt, and Overcome: Sales Growth Tips from an Air Force Vet

Nimble - Sales

Don’t sweat it if you missed our webinar featuring Wes Schaeffer— we’ve got you covered! In this Webinar Replay, we’ll be going over Wes Schaeffer’s military secrets that you can apply to grow your sales. Nimble CEO Jon Ferrara was inspired by Wes’s willingness to speak the truth and his ability to deliver knowledge to […]. The post Improvise, Adapt, and Overcome: Sales Growth Tips from an Air Force Vet appeared first on Nimble Blog.

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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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How to Maximize Performance With Microlearning to Deliver Sales Training

Mindtickle

Today’s productive and successful seller must be a jack of all trades, mastering a variety of skills to engage buyers and close deals. . Sales onboarding and ongoing enablement activities are typically one-and-done affairs for sales reps. Reps are bombarded with information about the company, industry, customers, competitors, and sales methodologies over the span of a week or so, then left to their own devices and expected to dive in and start selling. .

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Gated Content: How to Use it The Right Way

Vainu

Nine out of ten marketers diss gated content. And yet, nine out of ten marketers use gated content as a way of bringing in leads.

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Speed to Lead: How to Ramp SDRs Quickly and Effectively

Sales Hacker

In this session, three SDR managers talk all things enablement, coaching and motivation—and how to get your SDRs up to speed! The post Speed to Lead: How to Ramp SDRs Quickly and Effectively appeared first on Sales Hacker.

Leads 101
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How to Establish Credibility with Customers

Sales Readiness Group

Inevitably at some point during a sales call, the customer will ask, “Who else have you done this for?” What they’re really asking is why they should believe or trust you. This is why it’s essential that early in the sales process, you establish credibility.

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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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Top Best 5 Sales Readiness Platform for 2022

Awarathon

Publish by: Sagar Pradhan (Growth Marketer, Awarathon)Publish on: 24th Aug 2021 Sales readiness, in simple terms, is providing your sales teams with the required material to enhance their work productivity and process. It includes various relevant and essential sets of offerings to improve your team’s performance and assist your managers in getting a better understanding […] The post Top Best 5 Sales Readiness Platform for 2022 appeared first on Awarathon.

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Your Market’s New Normal

Pipeliner

While turbulence remains, the major storm has passed. We huddled in basements with our families and rode out the COVID tornado. Figuratively, of course, but perhaps literally on the darkest days. Now, the sun is shining again and we’ve resumed normal selling activities, as best we can. And rightfully so, we’re primarily concerned with our clients and prospects.

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5 Ways Sales Readiness is Critical to Growth

BrainShark

Growth is a priority for most organizations. But navigating this growth and the change that comes with it can be a challenge, especially for sales reps. Whether it's new offerings, new buyers, or acquisitions, reps need to be ready to engage with buyers and prepared to succeed in the new landscape. If they’re not, it will result in lost opportunities and lost revenue.

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How to be Trusted when Selling

Go for No!

The challenge in sales is that there is a “stigma” about selling in minds of both salespeople and customers. Customers have been conditioned not to trust salespeople. Salespeople often feel bad, guilty, or ashamed for being a part of a “negative” profession. Think about going to the see doctor. When they come into the exam room do automatically assume he/she will lie to you?

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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What happens to the sale if your buyer gets internal pushback?

Selling Essentials RapidLearning Center

You’ve won over the prospect you’ve been wooing for months. He’s convinced you’re offering great value with your product and is ready to close. And now, all you need is for him to persuade his management team to sign the deal. That’s a legitimate expectation on your part, right? Well, not necessarily. Just because your contact personally likes what you’re offering doesn’t mean he’s ready to go to the mat for you with his colleagues and/or superiors

Buyer 59
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Top 23 cold calling videos you have to watch on YouTube

Close

Are you starting out as a sales rep and want to become a master cold caller? The actionable tactics and live cold calls from professionals in this article have you covered. Watch these cold calling videos to learn the best sales strategies, polish your craft, and close more deals.

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How to Maximize Performance With Microlearning to Deliver Sales Training

Mindtickle

Today’s productive and successful seller must be a jack of all trades, mastering a variety of skills to engage buyers and close deals. . Sales onboarding and ongoing enablement activities are typically one-and-done affairs for sales reps. Reps are bombarded with information about the company, industry, customers, competitors, and sales methodologies over the span of a week or so, then left to their own devices and expected to dive in and start selling. .

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Innovating Your Sales System By Integrating People, Processes, and Sales Technology

Vendor Neutral

Learn from leading sales and business experts how to take a systems-level view of your sales organization, and start building the connections between people, processes, and technology that drive sales technology adoption—and grow revenue.

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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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[eBook] A Buyer’s Guide for Account-Based Sales Solutions

Revegy

These days buyers are more informed than ever. According to Gartner, B2B buyers do so much research upfront that when they are considering a purchase‚ they spend only 17% of that time meeting with potential suppliers. When buyers are comparing multiple suppliers‚ the amount of time spent with anyone sales rep maybe only 5% or […]. The post [eBook] A Buyer’s Guide for Account-Based Sales Solutions appeared first on Revegy, Inc.

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What’s Your Affirmation?

Selling Energy

Now is as good a time as any to ask yourself, “What are my goals?” Things have changed over the past several months, and perhaps your goals have changed and shifted as well.

Sales 52
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August Product Release: BIG news at Lessonly! ??

Lessonly

This month, we have a lot going on. Hang in there with me—this read will be well worth it! . First, we announced Lessonly acquired Obie, that we’ll be calling Lessonly Knowledge from here on out. But the fun doesn’t stop there, our product team built more new enhancements to existing products like Skills, Events, and Paths to help you do better work.

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