Fri.Oct 22, 2021

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Podcast 221: The Art of Closing A Deal With Danny Read (Replay)

John Barrows

Thank you for 1 million downloads of Make It Happen Mondays Podcast! We are incredibly grateful for your listenership and couldn’t be more proud of this milestone. Let’s countdown the top 5 episodes of all time! Episode #2: This week we’re pleased to have an award winning sales rep on the podcast. You may remember back at Dreamforce, Chili Piper threw a competition judged by John Barrows and other sales leaders.

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Business Development vs. Sales: Getting the Best of Both Worlds

Zoominfo

The business world is full of terms that sound similar but carry different meanings — the kind of terms that newcomers (and those who should know better) are prone to trip on. You can add “business development vs. sales” to that long list. Sales is, well, sales: bringing your product to your target market. Business development can concern anything your company does to expand its market reach.

Hiring 130
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The Customer Is NOT Always Right!

Partners in Excellence

For decades, there’s the image of the “customer is always right.” Sales people have been deferential to the customer, not wanting to seem disagreeable or contentious. Somehow, there’s a feeling that if we disagree with the customer, we become “unlikeable,” scaring the customer away. We’ve invested millions in techniques for handling customer objections and disagreements.

Customer 145
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Keeping the Prospect Engaged | Sales Strategies

Engage Selling

I recently had a conversation with a really smart sales VP who said, “I need my team to remember that our job is to provoke our customers. It’s to make people think. It’s to bring them new ideas that they … Read More » The post Keeping the Prospect Engaged | Sales Strategies first appeared on The Sales Leader.

Strategy 130
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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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The Over-Reliance of Technology in Sales

Janek Performance Group

How much would you be willing to spend on technology to have a weaker relationship with your customers? Not a penny, I would assume. But companies are allowing technology to interfere with their customer relationships every day. For example, how often have you seen an email formatted like this, “Hello John, I was doing some research and thought of you…” If you were on the receiving end of this email in which the personalized greeting was clearly amiss, it is annoying but if you

More Trending

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The ultimate guide to zero-based budgeting (ZBB)

Anaplan

What is zero-based budgeting (ZBB)? Zero-based budgeting (ZBB) is a methodology to help align company spending with strategic goals. Its approach requires organizations to build their annual budget from zero each year to verify all components of the annual budget are cost-effective, relevant, and drive improved savings. Implemented effectively, ZBB is a cost discipline enabling […].

Company 107
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The Cost & Importance of Small Business Insurance

Hubspot Sales

No matter the industry, small businesses need to protect their work and assets. While small business insurance can seem like a burden, it’s an important part of doing business. But how much should you be paying for business insurance? And how can you be sure your investments are properly protecting you? Your small business insurance costs will vary based on factors like your preferred type of coverage and industry.

Insurance 105
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The Role That Your BATNA Plays In A Risky Negotiation

The Accidental Negotiator

You need to leverage your alternatives to get the best deal Image Credit: Mike Lawrence. As a negotiator, who wouldn’t want to walk into a negotiation knowing that you had all of the cards? Knowing that you were in the position of power and the other side had few options – they were going to have to agree with whatever you told them that you wanted?

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Selling to the Chief Technology Officer

Sales Readiness Group

If you sell technology solutions, you know that meeting with Technology Officers early in the sales process can dramatically improve your odds of success. CTO’s set the technology strategy for the organization and then send the marching orders downstream. They also understand how your solution can potentially impact other departments within the organization—critical information in situations where you are navigating a complex sales process.

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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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Seller’s Remorse

Rob Jolles

At some point in our lives, we’ve all experienced the dreaded, “Buyer’s Remorse.” Quite frankly, I think it’s more of an anomaly to not feel some sort of remorse after a difficult buying decision. Usually, the larger the decision, the greater the feelings of remorse can be. When you sell for a living, you learn to pay attention to the feelings a customer can experience.

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How to Streamline Your Prospects

Selling Energy

Here are some important tips on streamlining your approach to prospects, particularly if you’re dealing with different segments and locations.

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An Extensive Sales Database Is Not Enough For Sales Success

Emissary

Global Brands features Emissary in a recent article “ Extensive Data Can Set You On The Path To Sales Success, But It Won’t Be Enough To Get You Over The Finish Line” But is all this data in your sales database enough to provide a truly tailored message that will get the right people to say yes? Read Full Article. Excerpt from Global Brands Magazine: According to Emissary, which provides insider consultants to enterprise sales and marketing teams, reams of data about a particular c

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How to Reassess the Deal You’ve Been Working On

Force Management: The Seller's Command Center

Every salesperson has worked with a prospect that has dragged their feet on making a final decision. You may be working with one right now. We covered this topic in an episode of The Audible-Ready Sales Podcast. John Kaplan shared how to reignite your stalled deals and differentiate yourself from other competition that may still have a foot in the door (including a do-nothing or do-it-internally option).

How To 52
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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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Tech Buyers Are Focused on Digital Transformation Solutions

Emissary

ProcureTech features Emissary in a recent article “ Why are 70% of tech buyers taking on more technology projects than last year?” ProcureTech features Emissary to talk how demand for digital transformation solutions and company-wide digital transformations continues. Read Full Article. Excerpt from ProcureTech: The question is: are Tech Buyers (still) ready to buy?

Buyer 52
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Sales commission guide: How to use it as a motivational tool

Salesmate

The key to attracting and retaining top-performing sales reps is sales commission. A skilled sales rep needs recognition for his performance to stay motivated. In addition, a commission is a crucial factor for keeping the salespeople in your organization satisfied. Yes, exposure and skill development are important, but monetary benefits play a vital role in the overall development process.

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Sales Outreach Messaging Needs to Be Tuned To What Executives Want

Emissary

CEO Today Magazine features Emissary and CEO Allen Mueller in a recent article “ Research Suggests That Tweaking Sales Outreach Could Lead To More Client Meetings “ CEO Today features Emissary to talk about the importance of sales outreach messaging being fine-tuned to what C-Suite executives want to hear. Read Full Article. Excerpt from CEO Today: Craft Messaging According To What Executives Currently Want To Know.

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How Use Market Research To Gain Insights Into Customers (video)

Pipeliner

In this Expert Insight Interview, Sean Campbell discusses how market research can be used to gain insights into customers. Sean Campbell is the co-founder and CEO of Cascade Insights , a competitive intelligence and market research firm for B2B technology companies. This Expert Insight Interview discusses: What market research is and how it works. What it takes to have an unbiased process.

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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.

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Four Sales Skills and Behaviors That Tech Buyers Say Break (or Make) Deals

Emissary

Download Now. Which sales skills and behaviors, when done well, had the most positive impact on purchase decisions? And which negative behaviors were most likely to tank a deal? We recently asked the Emissary human intelligence network of Fortune 1000 technology buyers to reflect on their most recent technology purchase of $250,000 or greater. In 22 percent of these deals, they reported that the decision was easy, because the winning solution was “ideal for their needs” and far superior to compe

Buyer 52
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?? Being “Driven by Purple”

Pipeliner

There’s much more to a brand than the logo and the name. In this Expert Insight Interview, we welcome Jon Schram, a successful entrepreneur with 25 years of experience leading business-technology services. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Being “Driven by Purple” appeared first on SalesPOP!

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Frontline Manager Sales Enablement and Why It Matters

Vendor Neutral

In any sales enablement strategy, it’s easy to focus on your reps and forget managers, but here’s why frontline manager enablement is critical to your success.

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How to Multi-Thread Throughout the Organization | Amy Hrehovcik - 1499

Sales Evangelist

A common problem for salespeople is interacting solely with just one stakeholder. But in reality, involving multiple people is the perfect strategy to help deals go through (and make more people excited about them.) In today’s episode of The Sales Evangelist, Donald is joined by Amy Hrehovcik to discuss her strategy to apply multi-threading throughout your sales process.

How To 40
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Green Leads CEO, Mike Farrell, joins 'Profit From The Inside' podcast with Joel Block

Green Lead's B2B

Listen Now: Profit From the Inside with Joel Block, featuring Mike Farrell. Listen as Green Leads CEO, Mike Farrell, gives Joel Block the inside track on how he has built companies to grow pipeline and ultimately revenue. Mike discusses his extensive experience selling into B2B and public sector markets, building sales development organizations as well as developing channel partnerships.

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How to Multi-Thread Throughout the Organization | Amy Hrehovcik - 1499

Sales Evangelist

A common problem for salespeople is interacting solely with just one stakeholder. But in reality, involving multiple people is the perfect strategy to help deals go through (and make more people excited about them.) In today’s episode of The Sales Evangelist, Donald is joined by Amy Hrehovcik to discuss her strategy to apply multi-threading throughout your sales process.

How To 40
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3 Ways to Elevate the Rep Learning Experience with Online Sales Training

Lessonly

Helping your sales team create meaningful buyer connections starts with building effective sales training programs that give them the skills and resources they need. That includes everything like… Information about the portfolio of products and services they’ll be selling. General knowledge around the sales process. Skills that prepare them to work with buyers who are more sophisticated and informed than ever.

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How to Multi-Thread Throughout the Organization | Amy Hrehovcik - 1499

Sales Evangelist

A common problem for salespeople is interacting solely with just one stakeholder. But in reality, involving multiple people is the perfect strategy to help deals go through (and make more people excited about them.) In today’s episode of The Sales Evangelist, Donald is joined by Amy Hrehovcik to discuss her strategy to apply multi-threading throughout your sales process.

How To 40
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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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Why You Must Defeat the Sales and Marketing Status Quo

Allego

“You can even take marketing and sales out of the equation and, I know it sounds trite to say, put the customer at the center.”. This may seem like an unconventional comment coming from the Chief Strategy Officer at Corporate Visions, a company that—at its core—provides sales and marketing training. But Tim Riesterer doesn’t follow conventional wisdom, he listens to the research: “decision science, brain science, behavioral science research, about how humans frame value, make choices.”.

Hiring 126
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The 4 Steps of RevOps Future

Pipeliner

We have shown, throughout this series, that the new function known as RevOps—revenue operations—is uncannily similar to Pipeliner CRM. Both were created to bridge departments that previously existed in their own silos. Let’s now talk about the future of RevOps—where it is going. Risks and Benefits of Centralization. RevOps certainly means data centralization.

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Are You Ready to Improve Your Management Style?

Smooth Sale

Photo by Eden Constantino via Unsplash. Attract The Right Job Or Clientele: . One movie line brings a smile and the question, ‘Are you ready to improve your management style?’ What is the movie line that remains in my mind? ‘ Show me the money !’ Tom Cruise delivered the line in the movie Jerry Maguire. Sadly, management style too often centers on the theme, show me the money, especially in the sales profession.

Hiring 78