Tue.Sep 17, 2019

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Have We Lost The Art Of Decision Making?

The Pipeline

By Tibor Shanto. There is a lot written about what has changed in sales, no doubt a lot has, but when you look at results, not much evidence. Given all the noise about better ways to sell, one would expect better outcomes, but they are not. According to CSO Insights’ 2018 survey , things are flat or declining. The 47.3%-win rate is identical to the figure reported in the 2017 study.

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Impactful CMOs Develop Customer Experience Charters Instead of Agonizing over Renewal Rates

SBI Growth

Quick—why do top sales reps make big bucks? It’s because they make it easy for their prospects to buy and to feel good about buying. They personally differentiate their company and solutions at the crucial moment someone prepares to take.

Customer 175
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Direct-Dials: More Than Meets The Eye

Zoominfo

In case you haven’t heard the news, DiscoverOrg and ZoomInfo have joined forces! And as one unified company, we humbly believe there’s no one better equipped to discuss the importance of high-quality contact information. So without further ado, let’s hear from the experts from ZoomInfo and DiscoverOrg alike as they tell you all you need to know about direct dials.

Meeting 166
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Handling objections, a new way to research competitors and a quote from Mark Hunter

MTD Sales Training

Episode 35: Handling objections, a new way to research competitors and a quote from Mark Hunter. In this episode we look at some techniques to help you handle objections. Our Skills Pill looks at the latest ways to research your competitors to gain an edge. And our Inspire Me quote comes from Mark Hunter. Take a look at this episode on [link]. The post Handling objections, a new way to research competitors and a quote from Mark Hunter appeared first on MTD Sales Training.

Research 120
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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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Direct Dials: More Than Meets The Eye

Zoominfo

Today’s story features the seemingly simple direct-dial phone number. And I’m here to tell you, there’s a lot more to this piece of contact information than meets the eye. They say absence makes the heart grow fonder. Well, this story starts when I had a great opportunity at a young age to work for a third-generation entrepreneur who taught me the way to really sell business to business over the phone.

Meeting 130

More Trending

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Create a Marketing Strategy that Drives Customer Retention in These 7 Easy Steps

Nimble - Sales

Whether you’re running a multinational agency or a small local business, you must have wondered how to properly retain your customers in the long run. Highly successful businesses understand the significant difference between customer acquisition and customer retention. Both processes are equally important, though many contemporary businesses neglect the latter.

Retention 105
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What Sales Professionals Should Look For in a Tech Startup

CloserIQ

We’re currently living in the golden age of startups. San Francisco , New York , Boston , Seattle, and many other American cities are home to many innovative startups. This presents a wealth of opportunities for sales professionals. Working at a startup can offer many opportunities to learn new skills and assume significant responsibilities. But before accepting a job offer at a startup, you should thoroughly vet the company so that you can better determine whether it’s a fit for your profession

Hiring 92
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Invisible.io Launches New RevenueGrid.com Sales Engagement Platform

SBI

Invisible.io Launches RevenueGrid.com, New Sales Engagement Platform that Goes Beyond CRM, AI And Redefines What Sales Engagement Tools Should Be. Invisible.io, a global champion in sales productivity, is announcing RevenueGrid, new Sales Acceleration platform that expands the capabilities of Sales Engagement market and maximizes return on every customer engagement.

SAP 84
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5 Unexpected Ways to Crush Sales Meetings in the Field

Hubspot Sales

Field reps have one major advantage over inside reps: their ability to establish relationships with prospects. It’s far easier to build rapport and trust when you’re sitting across the table from your prospects rather than talking to them through a computer screen. But face-to-face meetings come with their own challenges. Thanks to subtle body language cues you're probably not aware of, it’s much trickier to disguise any nervousness or anxiety when you’re face to face.

Meeting 87
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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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Three Steps to Implement a Culture of Growth

Sandler Training

In our book THE SUCCESS CADENCE, Tom Schodorf, Bart Fanelli and I ask these questions: How can leaders scale aggressive sales growth consistently? How can they achieve rapid, dramatic growth in their company? How can they sustain that growth over time? The aggressive, sustainable growth so many company leaders seek, but few can actually point to,… The post Three Steps to Implement a Culture of Growth appeared first on Sandler Training.

Scale 83
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How to Quickly Identify Your Human Capital Expense [VIDEO]

The Center for Sales Strategy

From identifying new opportunities for growth to driving profitable revenue streams, salespeople are the fuel to your company’s fire. As sales managers and leaders, we often state that our team is our most valuable asset, but are we doing anything about it? If we’re going to take this principle seriously, then identifying your human capital expense is essential.

Video 71
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Three Steps to Implement a Culture of Growth

Sandler Training

The aggressive, sustainable growth so many company leaders seek, but few can actually point to, lies in moving yourself and your organization into a growth-driven sales culture. The following three steps are essential preliminaries to that shift. Read Time: 6 Minutes.

Company 83
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How To Optimize Your Sales Process Top To Bottom

InsideSales.com

? In this episode of Sales Secrets, I talk about how to optimize sales process and, more importantly, how to do it right, from top to bottom. Keep reading to learn more. RELATED: What Role Content Plays in the Sales Process w/Dave Koslow @DocSend In this article: How to Optimize Sales Process from Top to […]. The post How To Optimize Your Sales Process Top To Bottom appeared first on The Sales Insider.

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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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Sales Value Proposition: How to Build and Deliver a Powerful SVP

Corporate Visions

The post Sales Value Proposition: How to Build and Deliver a Powerful SVP by Tim Riesterer appeared first on Corporate Visions. Your sales value proposition, or SVP, is a powerful messaging tool for communicating the unique value of the solution you’re selling. Unfortunately, most value propositions in sales fall short of delivering on that promise.

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InsideSales.com Introduces the Revenue Acceleration Cloud

InsideSales.com

InsideSales.com Introduces the Revenue Acceleration Cloud Powered by Real Intelligence, the Cloud offering drives unparalleled revenue growth with unique collective human experience data SILICON SLOPES, Utah—September 17, 2019—InsideSales.com today introduced the Revenue Acceleration Cloud, building on its global, enterprise-grade customer base and the company’s innovative foundation.

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Peer-to-Peer Selling: Leveraging Your Customer Voices to Better Sales Enablement in Today’s Sharing Economy

SBI

Peer-to-Peer Selling: Leveraging Your Customer Voices to Better Sales Enablement in Today’s Sharing Economy. The world is moving to a peer-to-peer selling environment that also now includes the sharing of experiences. Whether it’s finding a good restaurant, choosing a hotel or purchasing a new laptop, reading about other buyers’ experiences is a prerequisite to buying.

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Elevate Customer Conversations with Industry-First SmartPage Technology

Highspot

We’re humans — not robots. A common thread that connects us all is our desire for genuine and meaningful interactions, which is why we’re proud to share that our new release is focused on exactly that. Today marks our Fall ‘19 Release , which introduces industry-first SmartPage technology, designed to provide go-to-market teams with interactive and mobile-ready guidance alongside content so they can have the most effective customer conversations.

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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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What Sales Professionals Should Look For in a Tech Startup

CloserIQ

We’re currently living in the golden age of startups. San Francisco, New York, Boston, Seattle, and many other American cities are home to many innovative startups. This presents a wealth of opportunities for sales professionals. Working at a startup can offer many opportunities to learn new skills and assume significant responsibilities. But before accepting a job offer at a startup, you should thoroughly vet the company so that you can better determine whether it’s a fit for your professional

Hiring 52
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Announcing The 2020 Startup Sales Playbook

Close.io

We've been helping startups succeed in sales for years.and today we're taking it one step further. Download the definitive playbook for early-stage sales teams : discover actionable tactics to close more deals, grow revenue, and scale a high-performing sales operation. There's plenty of great sales advice available out there—but tying the pieces together in a way that you can actually implement is hard.

Hiring 53
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Highspot Launches Industry-First SmartPage Technology to Turn Sales Strategy into Action

Highspot

Fall ‘19 Product Release Introduces New SmartPage Marketplace, Data Slices and Web Apps, Enabling Go-to-Market Teams to Elevate Customer Conversations. SEATTLE, September 17, 2019 — Highspot, the sales enablement platform that reps love , today announced its Fall ‘19 Release introducing the general availability of SmartPage technology, which gives go-to-market teams context alongside content so they can have the most effective customer conversations.

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How to Define and Leverage Indirect Channels to Maximize Manufacturing Sales

Miller Heiman Group

Channel sales present a challenge for several industries, but it’s a particular concern for manufacturers. For instance, the added layer between your organization and your end-user means you have less access to understand their behaviors and needs and track associated KPIs. Additionally, some organizations struggle to clearly define the difference between channel customers and the end-user.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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Your Knowledge Management Horoscope

Guru

As part of our company charter to make sure that the knowledge you need to do your job finds you, we thought you might want to see all your bases covered. As we were looking to seek and share knowledge, we wondered what the universe has in store for everyone, knowledge management-wise. We consulted the stars to uncover your knowledge management horoscope, see how you can excel at work, and let you know about any obstacles the planets might be putting in your way.

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Boost Your Email Effectiveness With This Email 2.0 Tool

Fill the Funnel

Pretty much every client I work with understands that email is the most powerful tool in their arsenal when it comes to generating business results. I know this post will bring some immediate improvements to the emails you send out. This cool new software just launched that could help transform your email marketing results…Check out […].

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4 Common Myths About Creating a Sales PlayBook

criteria for success

Have you been thinking about creating a sales playbook? If so, you're not alone. In a recent conference I attended, three speakers on completely different topics talked about playbooks. The idea of a playbook is used in a lot of different business contexts, but one of the most popular uses is a sales playbook. As with [.]. The post 4 Common Myths About Creating a Sales PlayBook appeared first on Criteria for Success.

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What Does My Listener Need to Know?

Selling Energy

I talk a lot about communication strategies on this blog because effective communication is vital to success in sales (see last week’s “ Take Responsibility for the Quality of Your Communication ” blog). There are so many well-intentioned technologists, well-intentioned scientists, well-intentioned building experts, and even well-intentioned salespeople who take a haphazard approach to communication.

Intent 40
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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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TSE 1184: Sales From The Street: "The Heart Flow Sales Process"

Sales Evangelist

Sales From The Street: "The Heart Flow Sales Process" Sales is a process and every salesperson has to master the heart flow sales process before expecting results. Janet Clark’s company, The Freedom Shift , is a sales matchmaker. Janet matches high-ticket salespeople with coaches and consultants who want to expand their sales team. She is also helping the coaches with their lead generation and figuring out their qualified leads because this part of marketing can be difficult.

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Virtuous Cycle vs. Death Spiral with Scott Sands {Hey Salespeople Podcast}

SalesLoft

What is the death spiral and how do you avoid it? Aon’s Sales Force Effectiveness Practice Leader, Scott Sands , breaks down what happens when you grow earnings but miss revenue expectations. Using empirical evidence and lessons learned from the last few major financial crises, Scott shares his advice on how companies can avoid repeating history and stay on the path of success.

Hiring 40
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Fundamental #3 – Guiding Versus Telling

CommercialTribe

Fundamental #3 – Guiding versus Telling , is part of our series, The Making of a Highly Effective Sales Manager. I’m stepping through each of the 5 Fundamentals of a Highly Effective Sales Manager , offering depth around what each means to me. Catch up here and here. . Be it a deal or an opinion, sellers wanna sell. The great ones do it confidently and with what can sometimes be construed as aggressive conviction.