Mon.Sep 14, 2020

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Why B2B Appointment Setting Should Be Part Of Your Sales Strategy

Hubspot Sales

Salespeople tend to be highly motivated and scrappy, reaching their goals by any means necessary. However, just because a rep can tackle every aspect of the sales process as one person, that doesn’t always mean they should all on their own. After all, different reps have different strengths and areas of expertise. Some reps are amazing prospectors who can initiate meaningful conversations with potential buyers with ease.

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6 Steps To Optimizing Your Sales Process

Zoominfo

You know the saying, “if it ain’t broke, don’t fix it?” Well, what if you don’t know it’s broken? In the world of B2B, things change quickly. So something that worked a year ago (*cough* your current sales process *cough*), probably isn’t as effective presently. Sales process optimization isn’t a one and done activity. Rather, it’s something you have to regularly maintain and update.

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Stop Talking!

Partners in Excellence

So much of our training and our engagement strategies involve our talking. We’re taught how to pitch our solutions. We’re given scripts outlining what we should say to our customers. As managers, we too often get into “tell” mode. Even when we ask questions, they are carefully constructed to elicit the answers we want. Alternatively, we listen for triggers to talk more.

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Did Blackout Tuesday impact corporate America? Data says yes.

Zoominfo

On June 2nd, the online world — specifically that of Instagram — woke up to a flood of black squares on their feeds. ( Over 28 million by 11:14 am , to be exact.) The photos were a part of Blackout Tuesday, a movement intended to show online support for the black community in the aftermath of George Floyd’s alleged murder. While the sheer volume of participation caused a major disruption in the online world, not everyone felt that it was positive.

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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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Effective Networking for Entrepreneurs: How to Build a Network That Keeps on Giving:

Nimble - Sales

Networking in 2020 made a 180-degree turn due to the COVID pandemic. It stalled altogether in the first part of the year. It’s now catching up slowly but surely. About a decade ago, this unforeseen u-turn in the nature of networking was preceded by another major milestone in its genesis: the dawn of social media. […]. The post Effective Networking for Entrepreneurs: How to Build a Network That Keeps on Giving: appeared first on Nimble Blog.

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Podcast 164: Jason Bay On Cold Calling Strategy

John Barrows

Jason Bay is one of the first guests on the podcast to come back for a second episode… and this time he and John are covering how you can overcome cold call reluctance. One of the biggest factors that determine your success on cold calls is the mentality and confidence you begin the call with. This is a great episode if you want to up your cold calling game!

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6 Steps To Optimizing Your Sales Process

Zoominfo

You know the saying, “if it ain’t broke, don’t fix it?” Well, what if you don’t know it’s broken? In the world of B2B, things change quickly. So something that worked a year ago (*cough* your current sales process *cough*), probably isn’t as effective presently. Sales process optimization isn’t a one and done activity. Rather, it’s something you have to regularly maintain and update.

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5 Questions Sales Leaders Ask to Improve Sales Performance

The Center for Sales Strategy

Inquiry is a powerful motivator. We use it to fuel conversations, problem-solve, and, ultimately, improve sales performance. High-value questions are a driving force to much-needed mental shifts — especially in today’s environment. When your mindset changes, so does your behavior. As sales leaders, we can’t control market conditions, but we can influence a few things — like choices.

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Two Days to Free Webinar

Anne Miller

Everyone talks about the importance of telling stories while you sell (including me – see recent blog ), but did you realize that the ultimate sales short story is a metaphor? Find out why, and how to create winning metaphors to help you close business faster in my webinar “Metaphor: The Ultimate Short Story for Selling” on Sept. 16 at 1PM east coast time.

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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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The Good, The Bad, and The Ugly: When to Respond to Requests for Proposals, and When to Run Away

Sales Hacker

Requests for proposals are a mixed blessing. Completing them can be a tedious, unpleasant task, but they can’t be completely ignored because they can lead to significant sales revenue. The key is to identify which RFPs give you the greatest probability of being chosen, and respond only to those. It seems simple, but let’s start with the foundational: what an RFP is, how to separate the good opportunities from the bad, and then how to begin responding to an RFP.

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Collaboration and Communication Go Hand In Hand: How to Harness Their Power

Guru

Humans are social creatures. While the image of the lone genius — the person who works night and day alone in singleminded pursuit of greatness — persists, if there’s anything the last year has taught us, it’s that, well, being alone is hard. Working alone is hard too (ask anyone who’s ended up owning a group project at school), and while many of us still quote the mantra of “If you want something done right, do it yourself,” that lonely experience takes a real toll.

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5 Minute Selling System (video)

Pipeliner

How to become proactive rather than reactive in sales? In this Expert Insight Interview, Alex Goldfayn discusses a five-minute selling system. Alex Goldfayn is a global sales consultant on creating systematic and predictable sales growth and the author of his new book 5 Minute Selling. This Expert Insight Interview discusses: Being Proactive. Positive Mindset.

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Making Connections: iPaaS vs. Troops

Troops

There are platforms and tools in the market today that make it easier to connect disparate systems. The challenge remains that most iPaaS tools are made for tech teams that know how to speak to systems. Even the ones claiming to being “code-free” and “user friendly” expect users to understand some pretty sophisticated technical concepts, like APIs and Oauth.

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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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TSE 1342: Knowing the Right Time to Ask for the Sale

Sales Evangelist

Knowing the Right Time to Ask for the Sale Sales is about the timing - when to pitch, when to close, and when to ask for the sale. Sales reps need to learn how to nail down this timing to get the desired outcome. Tim Kintz is the president of the Kintz Group, a training and consulting company for the automotive industry. He’s been in the car businesses for 30 years and recently published his book, Frictionless , which talks about closing and negotiating with purpose.

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Ideal customer profile vs buyer persona: What’s the difference?

Close

The eternal debate of ideal customer profile vs buyer persona finally has an answer. Learn about the main differences between these two types of personas, and find out which one is right for your business.

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The Hard Thing About Hard Things

Selling Energy

If you run a business or are involved in one, there will always be times when the going gets tough, especially now during COVID-19 and the recession. If you’re in charge, it can be a heavy weight on your shoulders, and sometimes navigating your problems seems impossible. What should you prioritize? How should you instruct and motivate your employees during social distancing, especially if your people are working from home?

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?? 5 Minute Selling System

Pipeliner

If you use a proactive technique constantly, you can make systemic and predictable sales growth. In today’s Expert Insight Interview, Alex Goldfayn discusses this topic through his new book 5 Minute Selling. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 5 Minute Selling System appeared first on SalesPOP!

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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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Your Meeting Agenda and the Value You Create

Anthony Iannarino

This post is sponsored by INBOUND2020. On September 22nd and 23rd, pick the brains of leaders like Bob Iger (CEO of Disney), Alicia Garza (Principal at Black Futures Lab), Sandy Carter (VP of Amazon Web Services), and Sasan Goodarzi (CEO of Intuit) and learn about how the Sales and Marketing landscapes are changing. INBOUND2020 is an immersive digital event hosted with love by HubSpot.

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How to Succeed at Sandler Rule #36 – Only Decision Makers Can Get Others to Make Decisions [PODCAST]

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #36 – Only Decision Makers Can Get Others to Make Decisions [PODCAST] appeared first on Sandler Training.

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The Value of Winning Your Dream Client on the Second Try

Anthony Iannarino

This week, we’re talking about all the ways you can prepare for a Q4 — yes, even in 2020. And one thing you can do for a more fulfilling fall this year: find actually-worthwhile professional development opportunities, even from the comfort of your couch. INBOUND2020 is an immersive, interactive digital experience uniting forward-focused professionals (like you!

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The Present Is Understandably Occupying Most of Our Thoughts, But …

Sandler Training

As we learn to live with COVID-19, all action that sales management takes must be predicated on the necessity not only to create an effective management relationship, but also to maintain it. The post The Present Is Understandably Occupying Most of Our Thoughts, But … appeared first on Sandler Training.

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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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The Best Customers are Recurring Customers

SugarCRM

At its heart, business is about people. You have a person with a problem: your customer. And you have a person with a solution: your employee. Connecting those two is where the magic happens, and once that connection is made, you can rely on it to bring customers back time and time again. When it comes to making the kind of connection that turns customers into recurring customers, CRM (customer relationship management), is key.

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How the Pandemic is Reshaping Sales and Service

Sales and Marketing Management

Author: Reza Soudagar The pandemic drove many businesses to quickly realign. Some sales organizations saw their pipelines disappear overnight, so they began to reevaluate processes in an attempt to preserve them. While some businesses had already invested in digital transformation and were in better standing than others, their weaknesses were exposed – and they took a hit. .

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The 5 Key Steps to Starting a Sales Career in Digital Marketing

Hubspot Sales

Digital marketing is one of the hottest fields for young professionals entering the workforce. The practice — leveraging digital mediums like email, video, and social media to facilitate customer acquisition — has multiple facets, including elements related to sales. Some sales roles lean heavily on the tactics and strategies that characterize digital marketing, and if you're interested in pursuing one, it helps to have some specific skills, knowledge, and experience under your belt.

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Sales Engagement Review is Comprehensive

Sales Lead Management Association

A sales engagement platform is the single most important sales tool a company can implement. If you have an SEP you will win more deals than your competitor. This report will help you choose a platform.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.