Tue.Jul 06, 2021

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How to Pitch Multiple Products

Mr. Inside Sales

Rookie mistake: You’ve got several products or services you can offer a prospect, and you start by offering the first, or main one, then hear an opening for another one so pivot to that one, and describe another—and then another. Result? Stalled sale. “Let me think about these and get back with you.”. Sound familiar? Luckily, there is a best practice around this and it is: Stick with your main product or service, close that deal first, then circle back around and pitch the ancillary product/serv

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Breaking Habits, Breaks Cycles And Predictability

The Pipeline

By Tibor Shanto. Sales like life is cyclical in many ways, some cycles help others may present headwinds. But one thing cycles have in common is their repeating nature and their predictability. No will be surprised by the back-to-school TV ads in a week or two, then Halloween, Thanksgiving, Christmas, etc. This regularity leads to people developing habits in response, action – reaction.

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Getting Aligned: The Three Non-Negotiables of Great Leadership Teams

Sales and Marketing Management

Strong leadership alignment is built on three items: common goals, role clarity and team problem-solving for better decisions. The post Getting Aligned: The Three Non-Negotiables of Great Leadership Teams appeared first on Sales & Marketing Management.

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Old School Sales vs New: The Rise of the Modern Sales Model

Zoominfo

We all know Tom: the sales guy trying to sell you something you don’t really need on a Tuesday afternoon. As soon as you answer the door, you regret it— big grin, button-down shirt, and lots of charm, despite the 90-degree weather —out of pity, curiosity, or a mix of both, you decide to hear him out. Then there’s Kate. She sits at a desk and sends emails all day.

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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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How Do You Improve Sales Performance?

The Center for Sales Strategy

It's obvious why sales performance is a crucial part of any organization. Good sales performance leads to increased sales and greater profits. These results become a motivating factor for your sales force. A motivated sales team will perform well. This creates a cycle of continued success. However, it's often hard to achieve. Poor sales performance results in lost time and increased costs.

More Trending

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These Are The Sales KPIs Your Business Should Focus On

Vainu

The most successful sales organizations are the ones working systematically. To do that you have to have clearly defined goals, sales KPIs (key performance indicators, that is), and relentlessly measure and monitor how your sales and marketing efforts contribute to help you reach them. This is why performance sales development teams have well thought out sales KPIs that are being tracked daily, weekly and monthly.

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What is a Chief Revenue Officer? & How to Become One, According to Experts

Hubspot Sales

As a growth-focused company, you want to ensure that all elements of your business are ready and able to support your scaling, especially those that impact revenue generation. This is where Revenue Operations, also known as RevOps, enters the picture. This team responsible for aligning activities and supporting sales, marketing, and service departments — all of which contribute to revenue growth.

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WEBINAR: John Barrows hosts “How to Sell to Big Enterprise Accounts” [Registration Available Soon!]

John Barrows

The post WEBINAR: John Barrows hosts “How to Sell to Big Enterprise Accounts” [Registration Available Soon!] appeared first on JB Sales.

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Episode 500: How to Succeed at Being a Lifelong Learner [PODCAST]

Sandler Training

To celebrate episode #500 and over 2 million total downloads, we flip the tables to get Mike Montague's top lessons learned from hosting the show! The post Episode 500: How to Succeed at Being a Lifelong Learner [PODCAST] appeared first on Sandler Training.

How To 102
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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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PODCAST 168: How to Take Risks and Fail Fast with George Donovan

Sales Hacker

In this episode of Sales Hacker, seasoned professional George Donovan , Chief Revenue Officer at Allego , offers up key insights distilled from his more than two decades of experience in sales, marketing, and operations. powered by Sounder. If you missed episode 167 check it out here: Announcing the Revenue Innovators Podcast. Subscribe to the Sales Hacker Podcast.

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What Is Email Marketing And How To Create Its Strategies

Pipeliner

Do you know when the first email marketing mail was sent? It was in 1978, and it resulted in a whopping $13 million in sales. So what was there in the mail that made such a passive income? Are you also interested to know more about email marketing? Stay hooked with us to get a wholesome knowledge about email marketing, and we introduce a trusted company that can help you accomplish your goals- Send Koala.

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Sales Discovery Call: 5 Ways for Its Successful Execution

LeadFuze

Sales Discovery Calls should be part of the new product launch marketing plan. The point of a sales discovery call is exactly that: to discover. You are attempting to either discover a sales opportunity or disqualify a prospect so as not to waste further time. The aim of a sales discovery call should be to gain an understanding of the prospects’ requirements in order to determine whether you can assist them or not.

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Self Compassion and the Relationship with Self (video)

Pipeliner

In this Expert Insight Interview, Kamini Wood discusses self-compassion and the relationship with oneself. Kamini Wood is a certified life coach and is passionate about working with people who are looking to heal their relationships with themselves. This Expert Insight Interview discusses: How the pandemic has forced us to reflect on our lives and relationships.

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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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Best-in-Class Prospecting is A BAD HABIT: The Calendar 1st Approach Changes Everything

Sales Hacker

For far too long sales has been optimizing a prospecting process that makes life easier for the rep, but hasn’t put that same focus on the buyer’s experience. In this session, you will learn how to change normal sales prospecting conventions in a way that will impact your conversion rates and pipeline immediately. So, if you want to see how to take a more buyer-centric approach that saves 31% of your reps time, while exponentially driving more revenue, join our session.

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8 Expert Tips for Pitching to Investors

Hubspot Sales

So you have a million-dollar idea. Naturally, you're thrilled and ready to make your bold, big-time vision a reality — that much you're clear on. What's less clear is how, exactly, you're going to get the funding you need to set your plans in motion. New businesses generally can't kickstart and sustain the momentum they need to thrive solely through elbow grease and power of will — they usually need some serious cash to get things going.

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WEBINAR: John Barrows & Meghan Forgoine host “Financial Buyer Q&A” [Registration Available Soon!]

John Barrows

The post WEBINAR: John Barrows & Meghan Forgoine host “Financial Buyer Q&A” [Registration Available Soon!] appeared first on JB Sales.

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P&L Benefits to Discuss with Prospects

Selling Energy

Energy efficiency can affect many line items on a business’ Income Statement (also known as the “Profit and Loss Statement” or “P&L”). If you look at the full picture through the lens of business acumen, you’ll see how effective it can be to discuss the potential P&L benefits of your efficiency project with your prospects.

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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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My top 10 LinkedIn tips

Trinity Perspectives

I was lucky enough to make the list of Top 100 LinkedIn Sales Voices list again, as curated by Scott Ingram , coming in at number 86 this time. In case it helps with your LinkedIn strategy, I thought I’d unpack a few of the LinkedIn tips I’ve adopted to help shape my content: Focus on your niche – Although I’ll often tackle different business-related topics, there’s almost always a B2B sales flavour to my content.

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What is a sales trainer job? + 6 steps to find one and get hired

Close

If you love building other people’s skills and confidence, you may be considering a sales trainer job. But to do that, you’ll need to do more than train new reps—you’ll be expected to build and implement a structured plan for sales training across the team, plus measure and report on the results.

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B2B Product Manager June 2021

Product Management University

B2B Product Manager June 2021 Issue. When you look at the maturity curve for your product management team, don’t focus so much on the skills they have. Pay more attention to the business outcomes customers get from products your team is delivering. Also, read on to see how product management can earn its way into the driver’s seat on strategic direction until someone else proves they know it better.

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?? Self Compassion and the Relationship with Self

Pipeliner

No relationship is more important than the one we have with ourselves. In this Expert Insight Interview, we welcome Kamini Wood, a certified life coach specializing in helping people heal their relationships with themselves. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Self Compassion and the Relationship with Self appeared first on SalesPOP!

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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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Ways automation can help in creating more B2B selling opportunities

PandaDoc

Sales teams are constantly under pressure to drive quality sales for their brand in the fastest possible way. However, there are several roadblocks that kill sales opportunities even before the sales team gets a chance to converse and convert. The ultimate target for any B2B sales team is to convert a lead into a quality sales lead. It is not new that a B2B sales cycle is a lot longer than that of a B2C , but once converted, these are high-value selling opportunities.

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Brand Essentials for New and Growing Businesses (video)

Pipeliner

The core of branding is not only logo or creatives but understanding a brand vocabulary. Thus, in this Expert Insight Interview, Randy Herbertson discusses brand essentials for new and growing businesses. Randy Herbertson is a recognized brand strategist, conceptor, creative director with over 20 years of experience in marketing and innovation, and a Principal at The Visual Brand.

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Increase your visibility to the location options and the composition of future workforces

Anaplan

This post summarizes Anaplan’s HR approach in using our own product to implement flexible workforce location strategies.

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Announcing the CustomerCentric Selling Podcast!

Customer Centric Selling

The post Announcing the CustomerCentric Selling Podcast! appeared first on CustomerCentric Selling®.

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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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5 Pricing Strategies Every Sales Proposal Should Use

LeadFuze

What is a Pricing Strategy? Pricing strategies don’t just come down to what you charge, it can come down to how you present your prices. You’re trying to win the client who tops all clients; you’ve been burning the midnight oil obsessing over every last detail: What is going to impress them? How can we make ourselves stand out from the crowd trying to win them over?

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Everything You Need For Successful Customer Management

Apptivo

There is no substitute for good customer service. Your corporation might offer multiple discounts, coupons, offers, and whatnot. But, it can never replace the feeling that the customers experience after good customer service. Customers are the backbone of businesses and it is the responsibility of owners and managers to make sure that they are never left disappointed.

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Smart Social Media Selling: Breaking Down 3 Barriers that Affect Your Sales

LeadFuze

Include Social Media Selling in Your New Product Launch Marketing Plan. Social media selling has emerged as an increasingly popular concept in the modern sales environment. Indeed, social selling can improve overall sales effectiveness. By affording salespeople the chance to leverage social media, forge deeper, more meaningful relationships with clients, reps establish themselves and their organizations as experts.