Fri.Sep 11, 2020

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3 Ways to Handle: “I Don’t Have Time for the Presentation”

Mr. Inside Sales

We’ve all been there – you call your prospect back at the appointed time for your presentation and they tell you any of the following: This isn’t a good time, OR. I’ve got another meeting in 10 minutes, OR. “How long will this take?” OR. What to do? First, understand what’s happening here: Remember the law in sales: Leads Never Get Better! If you sent out the hottest lead ever, a “10” on a scale of 1 – 10, when you call them back, have you ever noticed that now they’re about a “7”?

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Leveraging Sales Intelligence in the Dog Days of Summer

Zoominfo

I hate the Dog Days of Summer excuse – it always felt like a cheap way for an underperforming sales rep to make an excuse for a slow month. Sales Rep : Yeah, just not a lot of movement in my pipeline – it’s the dog days of summer. You get it. What your sales rep is really saying is that many of their prospects and customers are out-of-office (OOO) — more so than any other time of the year.

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How to Be Your Best on a Video Call | Sales Strategies

Engage Selling

Although it’s crucial to be technically competent with video calls during these uncertain times, it’s also imperative that you don’t neglect the personal aspect of video calls.

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How to write a 30-60-90 day sales plan

Salesmate

80% of all sales are made by 20% of salespeople. The winners sell to prospects that losers gave up on. . You surely would want to prove your sales manager or seniors in the new company that you are amongst the 20% who have the potential to win. Entering a new workplace is like free-falling out of an airplane. The experience can be deadly if you do not know what you are doing.

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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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Don’t Forget The Basics in Sales!

Engage Selling

It’s easy to get wrapped up in shiny new prospecting methods or techniques. But, let’s not forget about the basics in sales! The sales landscape has (obviously) changed over the past few months.

More Trending

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How to successfully close cold leads?

MarketJoy

Imagine you are calling a bunch of cold leads. Just after you start talking, they end your call or do not consider lifting your call. You are saddened by this incident and lose your temper. You go to the next lead, and the same thing happens again. Neither the caller nor the callee indeed enjoys engaging in cold calls. Because you are talking to someone who doesn’t express any interest in your company or the services you offer.

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Weekly Roundup: Get Salespeople to Use the CRM, Sell Anything to Anybody + More

The Center for Sales Strategy

- MOTIVATION -. "Whether you think you can, or you think you can't, you're right.". -Henry Ford. - AROUND THE WEB -. > 6 Ways to Get Salespeople to Actually Use the CRM– LinkedIn. What’s in it for me? If sales could be boiled down to a quintessential question, this might be it. Throughout our careers, we’ve been taught to examine “What’s in it for me?

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Empathy & Sales: The Emotional Time that Sells More. Faster.

KO Advantage Group

The client still says "no" even though "logically, it makes sense". Why? Because people buy with emotions and justify with logic. Even in business-to-business settings. If you're a premium service-based company, and you're not bringing the emotional charge, and power into the conversation, you've increased the chances of a delayed sales cycle. Learn how to naturally bring emotions into the sales conversation in order to Sell More.

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5 Ways Crunchbase Makes Prospecting More Efficient

Crunchbase

There has never been a more challenging time to close deals. With downsizing, leadership changes, and budget tightening across the board, every minute counts. We know that strategic, account-based selling is the most efficient way to hit quotas. That’s why we’ve created the tools you need to target the right accounts at the right time and fill your pipeline faster.

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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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Are You Ready To Redesign Your Results?

Pipeliner

When ready to take your career to the next level, it is possible to redesign your results. The idea of reverse engineering comes from Silicon Valley. Embracing the concept can improve your current circumstances with greater ease. Even better, engineering talent is not a requirement. How can you apply reverse engineering to redesign your results? Review the steps you took to arrive where you are today but in backward order.

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A Brief History of David Letterman’s Top Ten Lists as it Relates to Considerations for Your Next CPQ initiative

Cincom Smart Selling

On September 13, 1988, a small but mighty team of writers were sitting around a table in a smoky boardroom in the basement of a building adjacent to Times Square (here’s a clip of me playing sax there), or at least that’s how I’m imagining it in my head. They were trying to figure out how to capture additional market share for a television show we now all affectionately (or not so affectionately) know as “ The Late Show with David Letterman ,” or the NBC version at the time, “ Late Night with Da

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How To Get A Collective Vision and Keep Your Team Motivated (video)

Pipeliner

Do you have an entrepreneurial mind, but you are not quite familiar with the business process and practice? In this Expert Insight Interview, Jeff Chastain discusses the Entrepreneurial Operating System or EOS. Jeff Chastain is the founder and CEO of Admentus, Inc., creator, problem solver, and professional EOS implementor. This Expert Insight Interview explores: Importance of implementing your vision.

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How to Master a Customer-Centric Approach to Your Business

Nimble - Sales

In this webinar, Nimble CEO Jon Ferrara is joined by the queen of marketing metrics Laura Patterson. Laura talks about how to refine your marketing strategy by using the concepts from her book, Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market Growth. Laura is a recognized and trusted authority for enabling companies to apply […].

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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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The Definitive Guide to Sales Development

Tenbound

In the beginning, there was sales. For a long time, it was as simple as that. Salespeople would work their Rolodex and run the full sales process with just one goal: ABC, Always Be Closing. However, the idea that one role can address all the complexities of modern sales has changed. Over recent years, the Sales Development role has exploded in popularity, spreading from Silicon Valley companies to.

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Selling into Startups 101: What You Need to Know to Find a Unicorn

Sales Hacker

Imagine having the opportunity to sell into a company like Lyft in 2011. Imagine growing with them on their journey to becoming a publicly-traded company with an $11+ billion market cap. Back then, in 2011, Lyft was a small Series-A startup called Zimride with under 50 employees. Today, Lyft ($LYFT) has 5,000+ employees, operates dozens of offices around the globe, and went public on March 28, 2019.

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How (and Why) to Drive Informal Learning with Video

Allego

Informal learning happens all the time at work—and that’s a good thing. Every time an employee searches for a definition of a new word, asks an experienced colleague to explain a process, or watches a video message from an executive, they’re learning. Informal learning comes in many forms: viewing videos, reading articles, participating in discussions, spending time on social media, coaching, and mentoring sessions.

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Achieving real trust with clients and prospects

Nutshell

Building trust is the best way to enhance any relationship in your life, whether it’s with your friends, loved ones, and especially when dealing with your clients. If your potential clients trust you, they’re going to be more likely to purchase from you. According to The LinkedIn State of Sales report, trust is one of the key factors in closing a deal.

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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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Empathy & Sales: The Emotional Time that Sells More. Faster.

KO Advantage Group

The client still says "no" even though "logically, it makes sense". Why? Because people buy with emotions and justify with logic. Even in business-to-business settings. If you're a premium service-based company, and you're not bringing the emotional charge, and power into the conversation, you've increased the chances of a delayed sales cycle. Learn how to naturally bring emotions into the sales conversation in order to Sell More.

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Achieving real trust with clients and prospects

Nutshell

Building trust is the best way to enhance any relationship in your life, whether it’s with your friends, loved ones, and especially when dealing with your clients. If your potential clients trust you, they’re going to be more likely to purchase from you. According to The LinkedIn State of Sales report, trust is one of the key factors in closing a deal.

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TSE 1341: How to Reach Executive Decision Makers, and Why They are Listening Right Now

Sales Evangelist

How to Reach Executive Decision Makers, and Why They are Listening Right Now In previous episodes, we’ve covered that sales reps have to touch base with several people within their industry, especially the executive decision-makers. This may seem a daunting task in today’s climate but it’s necessary. In this episode, we talk to Jeremy Miller, the founder of Sticky Branding.

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Five tips for Getting the most out of a Virtual Conference

Showpad

Traditional in-person conferences are a thing of the past — at least for the time being. But thanks to technology, it’s still very much possible to access learning and networking opportunities that’ll help you to be more effective and efficient in your professional role. At Showpad, the safety of our employees, customers and partners is our top priority.

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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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Migrating the Discussion

Selling Energy

When you’re selling an energy product or service, it’s pretty much a given that your prospect will raise some concern or objection during the negotiation. It’s your job as a sales professional to migrate the discussion away from that concern or objection and toward something that is more positive and productive. One of the tactics I teach in all of my energy-solutions-focused sales trainings is how to use certain words and phrases that move the prospect’s focus from whatever the roadblock might

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How to create sales training that gets reps excited with collaborative learning

PandaDoc

Sometimes, it can be a challenge to generate excitement for sales training. Your reps already have a lot going on, and you need to find new ways to create a buzz around the next learning module – especially when your teams are working remotely. . Collaborative learning is a great way to grab attention and build excitement for your sales training.

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?? How to Become a Business Owner By Buying Already Established Business

Pipeliner

There are different types of self-employment. Thus, today’s guest in Expert Insight Interview is Carl Allen, and he discusses Leverage Buyout as a strategy to become a business owner. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 How to Become a Business Owner By Buying Already Established Business appeared first on SalesPOP!

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How to Build a Dynamic Sales Process

Richardson

In recent years, the viability of using a defined sales process has come into question. Many selling organizations cite increased complexity and fluidity in selling as reasons for abandoning the perceived rigidness of a prescribed sales process. This position is understandable. Factors like the broader availability of information, an increasing number of stakeholders, and a changing economy have all made selling a more iterative enterprise.

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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.

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Pipeline Forecasting

Accent Technologies

The post Pipeline Forecasting appeared first on Accent Technologies.

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How to Wow Your New Hires (For Real) By Optimizing Your New Employee Onboarding Software

Lessonly

Having worked at Lessonly for over 3 years in Services and now Account Management, I’ve had the privilege to partner with dozens of our customers as they’ve constructed and reconfigured their employee onboarding process. In fact, onboarding is still the most common initiative new customers are interested in focusing on. They understand the importance of not only retaining new talent, but fueling that initial enthusiasm and drive that’ll support the long-term success of that individual on their t

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Obstacles to Being Truly Consultative

Anthony Iannarino

This list is not in any particular order, and many of the attributes or character traits depend on others. Similarly, while no single item listed here prevents you from being consultative, the more of them you possess, the less likely you are to be consultative. 1. Lack of Experience. There is a certain unfairness to this obstacle: how can you be expected to have experience before you have an opportunity to gain that experience?

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