Mon.Feb 05, 2018

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How to Execute a High Performance SDR Team

SBI Growth

Our guest today is Gabe Larson, the VP of InsideSales Labs for InsideSales.com. Gabe provides a behind-the-scenes look at building and operating one of the best sales development rep teams that we’ve ever had the benefit of examining. InsideSales.com has.

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Direct Dials: The Secret to B2B Sales Success

Sales and Marketing Management

Author: Molly Clarke If we told you just one direct dial phone number could help your sales team generate a million dollars in revenue, you probably wouldn’t believe us. Although it’s not that simple, it isn’t far from reality. Today we explain exactly how direct dial phone numbers can improve your team’s connect rate, their productivity, and ultimately the amount of revenue they generate for your company.

B2B 179
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6 Business Questions To Ask Your Prospects To Build Rapport

MTD Sales Training

One of our trainers asked on a sales course recently how they open their visits with customers. Many offered the idea that they should build rapport with customers by commenting on the weather, some items the prospect has in the office, what their journey was like that day, and so on. Our trainer asked how long they take to ask these ‘rapport’ questions.

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Why Motivation Isn’t Enough

Mr. Inside Sales

As the next week rolled around, I was very motivated to meet with my boss and find out what the missing ingredient to performance was. I had spent a few weeks identifying all the things I could do – that I had the ability and potential to do – if I choose to. And during the last week, I explored many areas where I had a lot more knowledge, and even training, than my results in those areas showed.

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Sales & Marketing Alignment: How to Synergize for Success

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

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The Sales Rep’s Guide to Prospect Research

Zoominfo

Abraham Lincoln once said, “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” The sentiment here is clear: Task preparation is just as important as task execution. To achieve success in the B2B sales world, this is a rule you must live by. Consider this: only 13% of buyers feel like salespeople understand their needs ( source ).

Research 113

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Your Guide to Sales Prospect Research

Zoominfo

Abraham Lincoln once said, “Give me six hours to chop down a tree and I will spend the first four sharpening the axe.” The sentiment is clear: Task preparation is just as important as task execution. To achieve success in the B2B sales world, this is a rule you must live by. Consider this: only 13% of buyers feel like salespeople understand their needs ( source ).

Research 100
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Are You Limiting Your Business Success Opportunities?

Increase Sales

Each day thousands of business owners and executives read their profits and loss statements, financial records to sales reports to confirm they are on the road to business success. Searching and scanning for increases in sales, orders and profits while hoping for decreases in cost of goods sold or other direct costs as well as indirect costs. Yet, through all this, they are limiting their opportunities for additional success because they are probably missing one figure that never shows up on f

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What It Takes To Be An Overperforming Salesperson

SalesforLife

Sometimes, giving 100 percent is just not enough. Overperformers are sometimes defined as sales professionals who bring back at least 125 percent of their quota. That was the starting point for a survey by the Harvard Business Review that looked at the motivations and personal attributes of overperformers in the sales arena.

Survey 88
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6 Templates That Give Your Pre-Call Email Sequence New Life

Hubspot Sales

Call sequencing has been shown to increase contact rates by up to 110%. So, isn’t it time you implement the same approach to your email outreach? Email sequences save time, create a consistent experience for your prospect, and can even speed up your sales cycle. Begin by identifying your goal for the sequence. If you’re contacting a prospect for the first time, your goal might be to educate them about pain point solutions.

Hiring 90
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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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How to Be a Leader that Inspires Your Sales Team

Openview

As a sales leader, you are evaluated by the success of your team – for better or worse. As John Greene at PhoneBurner put it: “Sales managers must take ownership of the success or failure of their sales team…As the leader of your business unit, it’s your job to educate , motivate , and provide a productive workplace…This is critical for your company’s growth and success.”.

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Blocking Sales Competition

Pipeliner

Why is there so much talk about sales competition? How to build a competitive strategy, tips for analyzing your competition, how to attain a cost leadership position against your competitors and how to outsell your competitors pervade the thinking of most business people. The underlying strategic intent is to build barriers to competitive entry; erect a massive wall to prevent the hordes from entering your markets and taking your customers.

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Guess Who’s Not Coming to Dinner?

Engage Selling

I’ve often said to B2B sales audiences “If they can’t find you, they won’t buy from you!” This is why I embrace a ubiquitous marketing approach for sellers. (Chapter 3-4 in Nonstop Sales Boom).

B2B 58
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Influence of Content Marketing

Pipeliner

Many think that content marketing only recently came about, but it’s actually been around forever. You can even go back to caveman times for writing on stone tablets, or the famous John Deere ads of the 20th century. It’s become more popular because of the way marketing has been looked at recently: earning trust and adding more value for the customer than usual.

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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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Should Marketing Be Measured On Revenue?

Partners in Excellence

As a disclaimer, I’m a “sales guy,” and may misunderstand marketing. But I often see discussions about marketing needs to be measured on revenue. I think revenue might be a component of a marketing metric, but I wonder as we aren’t focusing too narrowly on a metric. losing sight of the bigger picture. (Much of what I talk about in this post can equally be applied to sales focusing purely on revenue.).

Revenue 63
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B2B Selling with Stories – Part 1

Bigtincan

Ever feel underappreciated by your prospects or customers? Do they see you as a commodity? I have certainly felt it – and understand why. Not because I offered a very basic commodity solution – but because most B2B buyers are inundated with solutions and are all too happy to view your or my solution in […].

B2B 52
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Your 2018 Not To Do List

The Center for Sales Strategy

It’s February. We’re well into the New Year, and your resolutions may have already fizzled out like most people. With a new year (or a new month), comes a time for new thinking and new habits. I suggest you start with a "not to do list." You might have one thing on it or a few, but the best way to make a meaningful change this year is to determine what you won't do and to make room for what you will do.

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Learn how to power your sales organization to new heights at Hub 2018

Anaplan

As we count down to Hub 2018 in Las Vegas—my very first Hub experience—the anticipation is building for sales professionals. With strong breakout sessions, it promises to be an unparalleled opportunity for sales leaders to connect and learn from Anaplan’s customers and partners about the journey toward connected planning. Those who attend can expect to. read more ?.

How To 49
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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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Sales Techniques

The Digital Sales Institute

Sales techniques are many as they are varied. They can be as much psychological as functional when it comes to engaging customers. In a heavily influenced digital sales world where inbound leads seem to rule the roost, lots of valid sales techniques have been overlooked. This has had the effect of salespeople not really understanding the nuances involved in making successful sales calls, presentations or pitches.

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Sales Tips: Are You Delivering Noise or Your Message?

Customer Centric Selling

Sales Tips: Are You Delivering Noise or Your Message? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company.

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“It Was a Journeyman’s Day”

Hyper-Connected Selling

That’s how I respond to my wife’s questions about my day on those days when I put in the work, but nothing particularly noteworthy happened. Nobody called to offer me a book deal, a speaking gig contract didn’t come through, and no, one of my articles didn’t go viral. But these days are the ones I’m most proud of. My writing time got done.

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The evolution of sales performance management

Anaplan

The trend is unmistakable: The workforce is aging. While economists contemplate the impact of this trend on the economy, I think about how an aging workforce—and the coming cohort of new, younger employees—affects sales tools and technologies such as sales performance management (SPM) software. (That is my job, after all.)Here’s what I see: As SPM. read more ?.

Trends 45
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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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7 Key Responsibilities of Sales Managers

Pipeliner

The B2B buying process is shifting, and as a result, selling as we know it has shifted, too. Until lately, salespeople had a lot of control. Armed with a territory, price structure, and targets, they could roam, free-range style. As long as they managed their territory and produced results. Sales management provided oversight, bridged with corporate, and could be hands off unless support was needed.

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The 6 Best Practices of Sales Leadership

Circleback

In this constantly evolving market of talent, millennials constitute the largest share of the American workforce according to the new Pew Research Centre analysis. This indicates that a new type of sales team is on the rise, requiring an entirely different kind of sales leadership to help it grow and comply. To deal with this new sales legion, as well as the GenX population, sales leaders must have the necessary passion, enthusiasm and an ability to constantly motivate their diverse team.

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Leveraging Inside Sales

Pipeliner

A variety of industries use inside sales as a popular high-growth sales model. According to Harvard Business Review , 46 percent of high-growth tech companies are expanding through inside sales, as compared to 21 percent growing through outside sales teams. The reasons for inside sales (SDR/BDR) team growth vary, but one fact is clear: buyers seem to be fine with alternatives to face-to-face meetings.

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12 Creative Ways VPs of Sales De-Stress and Re-Energize for Peak Performance

Sales Hacker

It’s no secret – the Head of Sales/VP of Sales role might be the most stressful job in any organization. And that’s exactly why I’m organizing the first ever Surf & Sales Summit , to give sales leaders an exciting yet unconventional way to reduce sales stress and re-energize for peak performance. Real Answers, From Real Sales Leaders.

Exercises 104
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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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How we reduced our chat response time from two hours to two minutes

Nutshell

Around the middle of 2017, I realized that my team was busier than we should have been. Every month, I look at Nutshell’s contact rate—the percentage of our customers that are reaching out to us with support requests—and it had crept up to 61%, from an average of 50% earlier in the year. That’s way too high, considering that the middle of the year is a fairly slow time for new business.