Fri.Aug 19, 2022

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Selling a High-Dollar Intangible

Selling Energy

When you sell energy solutions, you’re selling a high-dollar intangible. Whether or not you can physically touch the chiller or the LED lights or the solar panel or whatever, you’re essentially selling an intangible because your customers aren’t really buying metal chillers, LED circuit boards, or silicon encased in large rectangular slabs. They’re buying the concept that their lives will be better in the wake of installing these technologies.

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Successful Salespeople Understand that the Small Stuff Does Matter

Anthony Cole Training

I will have to agree to disagree with Richard Carlson, Author of Don’t Sweat the Small Stuff. My view is that the little and or small things do matter and often they matter a great deal.

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The Right Outside and Inside Sales Team Structure | Sales Strategies

Engage Selling

??????????? What’s the right outside and inside sales team structure? I recently had a conversation with an exceptional sales leader I work with. We discussed the growth trajectory of his … Read More. The post The Right Outside and Inside Sales Team Structure | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

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5 Benefits of Using Location Mapping in Retail

Pipeliner

Location mapping uses Location Intelligence (LI) technology to extract location-based data from consumers. Since retailers get most of their business from local consumers, it’s important for them to know where they are and what they are buying. The process through which this data is extracted is called location mapping. The retail industry had taken a huge hit during the pandemic but is steadily recovering now.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Sales Content Managers: Here’s How to Diagnose & Repair Your Content Strategy

Sales Hacker

Content is one of the most critical components of your sales engagement strategy. To ensure long-term content strategy success , it’s best to periodically evaluate your team’s content requirements and workflow alignment. As a sales content manager, it’s strongly recommended to review your content strategy if you’ve been using the same sequences, templates, and snippets that you initially launched with.

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A Foolproof Framework for Better Incentive Communication

The Spiff Blog

Developing an effective sales compensation plan requires a lot of brain power. It makes sense to focus on behaviors you’d like to incentivize, or pulling certain levers to impact other components of your sales engine. But how much time do you spend ensuring reps actually understand how their comp plan works? Too many organizations pull out the big guns to build comp plans, but fall short when it comes to clearly communicating compensation changes to reps.

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5 Tips For New Sales Managers

Janek Performance Group

Congratulations, you are now a sales manager. First be proud of your accomplishment! Earning the title of sales manager is an important step in your sales career, regardless of the size of your sales team. There is plenty that new sales managers need to learn on their journey to become a sales leader. In this article, we will provide five of the important tips for you to help you on your sales leadership journey.

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?? The Art & Science of Lead Generation and Lead Magnets

Pipeliner

What if, instead of chasing prospects, you could get them to chase you? In this Expert Insight Interview, we welcome Luke Charlton, also known as The Aussie Hermit, a master of marketing, student of persuasion, and drinker of whiskey. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 The Art & Science of Lead Generation and Lead Magnets appeared first on SalesPOP!

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How to Boost Your Marketing ROI Right Now

Highspot

“We’ve got to do more with less.” Marketers are no stranger to this phrase – and know better than most that it’s far easier than said with done. . At least that’s been the assumption. But as economic headwinds shift and marketers are once again tasked with making budgets stretch, new data reveals that marketing teams have a unique opportunity to rethink strategy, overcome old challenges, and yes, achieve more with less.

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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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What Is Your Negotiation Style?

The Accidental Negotiator

There are different styles of negotiating that you can use Image Credit: turboyRuno. When we enter into a negotiation, we bring to the table our own particular style of negotiating with its associated negotiation styles and negotiating techniques. How the negotiation turns out may at least in some part be based on our style. What this means is that we need to make sure that we are both aware of what our negotiating style is and what other styles are available to us.

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What is Data Stewardship, and Why is it Important for Your Business?

Appbuddy

Businesses rely more than ever on data to improve processes, increase revenue, and make strategic decisions. But with bigger dependency comes bigger risk. Poor data organization, low-quality data, and lack of data security can outbalance the opportunities data collection brings. On top of that, there is no point in gathering large sets of data if they’re not being put to action.

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Selling the Price Increase | Jeb Blount - 1587

Sales Evangelist

In today’s episode of The Sales Evangelist, Donald is joined by frequent guest and CEO of Sales Gravy, Jeb Blount, to discuss an important (and often avoided) topic: selling a price increase to clients. The price increase conversation is awkward, especially if you’ve never done it before. A seller’s main priority is to get the increase without losing the customer or order.

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Everything You Need to Build an Engagement Strategy

SalesLoft

Your company’s go-to-market (GTM) strategy likely includes dozens of touch points from the time a buyer is a prospect until they are renewing as a customer. An engagement strategy will help you manage these complex moments throughout the customer lifecycle. What is an Engagement Strategy? An engagement strategy considers who you are engaging with, how you do it (collectively), and lays out the best-in-class sales motions for scenarios like prospecting, beginning renewal discussions early,

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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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Why People Should Tackle Complex Challenges (video)

Pipeliner

In this Expert Insight Interview, Jerry Holl discusses his bestselling book and the journey that inspired it. Jerry Holl is the author of the three-time international award-winning bestseller Downhills Don’t Come Free: One Man’s Bike Ride From Alaska to Mexico. This Expert Insight Interview discusses: What gave Jerry Holl the impetus to write his bestselling book.

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The Art & Science of Lead Generation and Lead Magnets (video)

Pipeliner

In this Expert Insight Interview, Luke Charlton discusses getting more leads. Luke Charlton is known as The Aussie Hermit. He is a master of marketing, a student of persuasion, and a drinker of whiskey. This Expert Insight Interview discusses: How Luke Charlton got started in the world of marketing and lead generation. The art and science of lead generation and lead magnets.