Wed.Nov 01, 2017

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Six Ways NOT to Close a Presentation

The Sales Heretic

A while back I discussed six awful approaches to opening a presentation that you should avoid at all costs. However, the end of a presentation is just as important as the beginning. The last thing you say is the first thing your audience will remember. (That is, if they remember anything at all.) The way [.].

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The quest for more purposeful meetings

Sales and Marketing Management

Author: Paul Nolan Janet Sperstad, program director of Meeting and Event Management at Madison College in Wisconsin, has spent her career working toward more purposeful meetings. This fall, she released a white paper co-written with Amanda Cecil of Indiana University entitled, “Purposeful Meetings: How to Plan With Deeper Meaning, Innovation and Insight In Mind.

Meeting 162
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Successful Sales Managers NEVER Use These Phrases

MTD Sales Training

When we interview sales managers and ask how they motivate their sales teams, we often here similar stories of how they build up morale and get their teams thinking about growing and advancing in their sales prowess. But we sometimes ask them what they would NEVER say and what would be the implications if they did. It gets them thinking, and a quick poll has come up with some of the things that they would definitely shy away from.

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Sales Enablement Gets Defined

Score More Sales

It felt like history being made as more than 250 people from sales enablement practitioners, sales leaders, vendors, and industry experts gathered at University of Texas at Dallas (and a nearby hotel) to help define an industry.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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The Gray Between the Green

Sales and Marketing Management

Author: Paul Nolan A paycheck is what many think of most when they start a job and when they leave it. In between, there is a lot of gray area. Salaries matter — sometimes too much. People stay in jobs they should have long since left because of a paycheck (and their bonuses as well). That doesn’t mean they’re motivated or even close to performing at peak levels.

More Trending

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Practice what matters most

Sales and Marketing Management

Author: TIM HOULIHAN When it comes to practice, my mind reverberates with a few key quotes. Vince Lombardi, possibly the greatest coach in football history said, “Only perfect practice makes perfect.” But how can I practice perfectly in an imperfect world? His words, as profound as they are, have draped like an albatross around my neck for years. Perfection is difficult to see.

Hiring 129
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Let’s Meet up at Dreamforce #DF17 if You Want the Best SalesTech Advice

SBI

This is my favorite event of the year. First of all, Salesforce puts on a heck of a show – am I right?! And so do many of the attending partners. I won’t go into all the stats about Dreamforce. Suffice it to say, it’s huge by any measure. For instance, if you secured one of over 100K hotel rooms that will be booked for the event, consider yourself lucky!

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Practice what matters most

Sales and Marketing Management

Author: TIM HOULIHAN When it comes to practice, my mind reverberates with a few key quotes. Vince Lombardi, possibly the greatest coach in football history said, “Only perfect practice makes perfect.” But how can I practice perfectly in an imperfect world? His words, as profound as they are, have draped like an albatross around my neck for years. Perfection is difficult to see.

Hiring 120
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The Top Sales Trends of 2018

Hubspot Sales

What are the sales trends of 2018? Video prospecting. Greater emphasis on SDR training. Messaging and chat. Sales automation. End user selling. Focus on the middle of the funnel. Account-based selling. 2018 is just around the corner. And if history repeats itself, just like 2017 we’ll see major developments in the sales world. You can let these changes happen to you -- or you can prepare for and take advantage of them.

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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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The quest for more purposeful meetings

Sales and Marketing Management

Author: Paul Nolan Janet Sperstad, program director of Meeting and Event Management at Madison College in Wisconsin, has spent her career working toward more purposeful meetings. This fall, she released a white paper co-written with Amanda Cecil of Indiana University entitled, “Purposeful Meetings: How to Plan With Deeper Meaning, Innovation and Insight In Mind.

Meeting 120
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These Four Limiting Beliefs are Undermining Your Sales

Membrain

“Every salesperson has a collection of beliefs. When they are positive beliefs, they support positive sales outcomes. When the beliefs are negative, they sabotage ideal sales outcomes. Our thoughts and beliefs influence our actions, and our actions lead to outcomes.”.

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The quest for more purposeful meetings

Sales and Marketing Management

Author: Paul Nolan Janet Sperstad, program director of Meeting and Event Management at Madison College in Wisconsin, has spent her career working toward more purposeful meetings. This fall, she released a white paper co-written with Amanda Cecil of Indiana University entitled, “Purposeful Meetings: How to Plan With Deeper Meaning, Innovation and Insight In Mind.

Meeting 120
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Sales Tips: 4 Successful Best Practices for Win Loss Programs

Customer Centric Selling

Sales Tips: 4 Successful Tactical Recommendations for Win Loss Programs. By Connie Schlosberg, Primary Intelligence.

Sales 104
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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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Competition: The Invisible Enemy of Compensation Planning

SBI Growth

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Create Your W.I.L.L. To Identify Your Highest Potential Customers

SalesforLife

90 days ago, I was frustrated with our sales production. I had a call with Chad Nuss at InsideOut Sourcing, and I just vented. I explained our current sales plateau, and was hoping he could shed some wisdom from his experience. His main piece of advice was pure gold, “Have you done a W.I.L.L. analysis?”. W.I.L.L. stands for What Ideal Look Like from your past and current customer data, to help you develop your Leading, Current and Lagging indicators for the type of customers you really want to s

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Sales is About Teaching

The Center for Sales Strategy

I recently overheard a telephone conversation when traveling, and it concluded with the person saying, “Sales is all about teaching.” Well, having been in outside sales, sales management, or consulting sales organizations my entire adult career, I stopped and pondered this. My gut reaction, was "No it isn’t," but then I thought, "Well, it is." I concluded, it’s both.

Travel 64
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Are you data rich, but insight poor?

InsightSquared

Guest blog by Mike George, Business Systems Analyst at Toast. Don’t over-serve your executive team. We like to think we’re data-driven. To support that belief, we tend to gather as much data as possible — because more data equals more insights, right? Don’t give yourself a pat on the back just yet. With more data than ever before at our fingertips, we’re at risk of creating cluttered dashboards and wasting our time on the wrong numbers.

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Nuance, So Subtle, We Often Miss It

Partners in Excellence

Nuance is important to our ability to connect with impact to our customers and our people. Yet, too often, we miss it, or completely ignore it. Let’s start with what nuance is: 1 :a subtle distinction or variation. “Nuances of flavor and fragrance cannot be described accurately …” —Scott Seegers. “… these terms have certain nuances of meaning …” —Ben F.

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3 Easy Ways SalesLoft Streamlines Your Sales Process

SalesLoft

Most of the sales leaders we speak with tell us that optimizing and streamlining the sales process is one of their biggest struggles. With the number of tools, touchpoints, and technology increasing daily, it’s hard to prevent your sales process from growing more complex right along with them. But the right sales platform and strategy can help you keep the sales process tight and refined from first touch to close.

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Social Selling: 5 Ideas to Increase Your Social Presence

BrainShark

Focus on adding value to everyone you connect with when looking for ways to improve your social selling strategy.

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How To Use A Scorecard To Find Your Dream Sales Gig (Scorecard Series: Part 2)

Sales Hacker

Editor’s Note: This article features a downloadable job scorecard template to help you find your dream gig! Part 1 of this series features a scorecard template for hiring managers. We hope you find both of them useful! As someone who has had a few sales jobs over the past 20 years (and not all of them blew my socks off), I can say with confidence that it’s easy to lose sight of what’s important in the interview process when you’re scoping out a new gig.

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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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How to Close a Sale – 7 Reasons Clients Don’t Buy From You

Marc Wayshak

Do you know how to close a sale in any selling situation? Avoid these top 7 reasons that clients don’t buy from you, and you’ll be on your way to closing every sale you go after. The post How to Close a Sale – 7 Reasons Clients Don’t Buy From You appeared first on Sales Speaker Marc Wayshak.

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What Marketing Can Do for Sales to Help Them Win! [Podcast]

Jeff Davis

I was extremely excited to have the opportunity to have a conversation with Will Barron over at The Salesman Podcast about Sales and Marketing Alignment. I had the chance to share my thoughts on how salespeople can leverage their marketing colleagues to close more business. In this episode, I talk about the following: What exactly Marketing can do for salespeople, the information Sales can ask for and how Marketing can directly support Sales in prospecting.

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Whatever Happened To MBWA?

Partners in Excellence

Decades ago, Tom Peters and Bob Waterman articulated the concept of MBWA–Management By Wandering Around in their classic book, In Search Of EXCELLENCE (Caps mine–EXCELLENCE must always be in caps!). The principle is that leaders must get away from their desks, their cloistered offices, and meeting rooms. They must wander through their organizations, meet their customers and suppliers.

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#3 Qualifying the Right Opportunities – Disrupting Entrenched Competitors

Paul Cherry's Top Sales Techniques

New web-based program Welcome back to our latest segment on How to Disrupt Entrenched Competitors and Win The Business You Deserve! One of the more difficult challenges in disrupting or upsetting an entrenched competitor is qualifying the right opportunities. Too often you hit a brick wall. You present your prospect with an awesome solution, at a terrific price — but they won’t budge.

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Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor

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3 Ways Your Salespeople Can Make a Great First Impression with Prospects

The Brooks Group

People tend to be automatically suspicious of anyone trying to sell them something. That’s why one of the primary goals of a salesperson is to form a bond with their potential customer and establish trust quickly. In this regard, it’s essential to make a good first impression with prospects, especially in face-to-face meetings. Research shows that we make up our minds about a person within the first 30 seconds of meeting them—and that once that first impression has been formulated, it’s almost i

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TSE 694: Sales From The Street-“What You Must Know Before Taking A Commission Only Job Part 2”

Sales Evangelist

This is part two of the other day’s episode where we talked about things you should consider before taking a full commission job. The first six have already been discussed back in Episode 692 and so I’m going to discuss the last two points today. Work Ethic If you haven’t done a full commission job […] The post TSE 694: Sales From The Street-“What You Must Know Before Taking A Commission Only Job Part 2” appeared first on The Sales Evangelist.

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Make the Sales Process About the Buyer

Sales Gravy

I want to believe that sales professionalism has evolved. I want to believe that at this time, everyone “gets” that the buyer matters most in the sales conversations. Yet, that isn’t what I’ve experienced.

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