Wed.Sep 02, 2020

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A Complete Prospecting System

The Pipeline

By Tibor Shanto. From the time of the first salesperson, sales leaders have been trying to figure out how to get their teams to prospect. In a recent survey, 42% of sales and corporate leaders identified prospecting as a skills gap in their organizations. Consistent, effective, and efficient prospecting sufficient to deliver enough viable opportunities to retire quota, still eludes many teams.

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Building a Successful B2B Outbound Sales Strategy From Scratch

Predictable Revenue

Co-Founder and CEO of Lemlist, the coolest sales automation platform ever created, shares tips and tricks to grow a SaaS company in a B2B space, from scratch! The post Building a Successful B2B Outbound Sales Strategy From Scratch appeared first on Predictable Revenue.

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What the Best Sales Negotiators Do Differently

RAIN Group

Sales negotiation is a critical part of the sales process. It moves the deal to a close, and it's where both parties come to agree on the terms of the initiative, including the price. However, many sellers and organizations struggle with negotiating successfully. Seventy-seven percent of sellers report that negotiating with buyers virtually is challenging, and only 27% of buyers say that sellers are very effective at negotiating with them (from our Virtual Selling Skills & Challenges report)

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How to drive new behaviors at scale, one trainer’s story

Membrain

When it comes to sales performance improvement, driving behavior change is one of the stickiest challenges of them all. How do you get the people in the field to adopt and actually become good at the new techniques and behaviors you want from them?

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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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Creating Sustainability by Managing Your Time in Sales

Connect2Sell

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3 Steps to Create (TONS OF) Value During Sales Qualification

Marc Wayshak

Sales qualification success requires a counterintuitive approach—and more focus on the early part of the sale than the close. Follow these 3 steps to create tons of value during sales qualification right now. The post 3 Steps to Create (TONS OF) Value During Sales Qualification appeared first on Sales Speaker Marc Wayshak.

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How to Use a Sales Playbook with Your Sales Team

The Center for Sales Strategy

Before we get into the how to use a Sales Playbook , let’s make sure we’re all on the same page when it comes to answering what is a Sales Playbook. In its simplest terms, a Sales Playbook is a key piece to a winning sales enablement strategy that outlines your sales process and aligns it with the buyer’s journey. It provides salespeople with a collection of resources like best practices, insights into their buyers, how to approach specific sales scenarios, talk tracks, email templates, ways to

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Startup Resilience Planning For The Post-COVID World

Pipeliner

The COVID crisis is nothing like the world has ever seen before and there won’t probably be something of this magnitude ahead. Businesses are struggling to stay afloat and things can be even worse if you are running a startup. There couldn’t be a bigger challenge than could come your way, apart from the conventional ones that new ventures encounter.

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How To Get Stakeholders To Buy Into Digital Enablement

LevelJump

In order to effectively implement digital enablement, it's imperative to get all the essential stakeholders on board. Without buy-in throughout your organization, it will be difficult to roll out your digital enablement strategy. But obtaining the necessary support can seem like a daunting task when you need to convince a diverse group of people, each with their own viewpoints and objections.

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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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Prospecting in the 21st Century (video)

Pipeliner

Prospecting is still important in the 21st century. Thus, in this Expert Insight Interview, Tony Morris discusses how to do proper prospecting. Tony Morris is an experienced international sales speaker and trainer, the Founder of TMI Training Academy, and published author of five books. This interview explores: Positive Mindset. Setting Goals. Acting during Crisis.

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How to Hire the Sales Executive Your Company Needs

Hubspot Sales

Finding effective leadership in sales is every bit as difficult as it is vital. You need someone with the authority and experience to set and maintain an effective course for your sales efforts. That, in itself, is a tough task to approach, but it doesn't stop there. That same figure also has to have the personability and compassion to cultivate the kind of culture that produces motivated, dedicated sales reps.

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The Benefits of Connecting to the Right People

Adaptive Business Services

You can use either a shotgun or a sniper rifle. Early on my career, I used the only prospecting weapon that I had at my disposal was … the shotgun. I picked a street and knocked on every door hoping to find the jewel buried in the dirt. . Times have changed. I’ve grown smarter and we now have smarter tools. With a little preparation, prospecting is now much easier and more effective, to focus on those who are most likely to do business with you.

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How to Leverage Coworker Emails & Increase Sales Opportunities

eGrabber

When finding verified business email addresses of targeted prospects itself is a daunting task for busy B2B sales & marketing professionals, getting coworker emails makes things even worse. Coworker emails? Why would I need that? This is exactly what most of the B2B sales folks think. This blog post will help you to learn how you can leverage coworker emails & increase sales opportunities.

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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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What Sales Can Learn from Sports

Selling Power

Sales managers lead and guide a sales team to success, just as a coach does for a sports team. One lesson the business world can learn from sports is the value of effectively coaching a team. Since a coach helps someone achieve their personal best, a sales manager who is equipped with a coaching mindset can connect with and develop their sales reps to help them realize their full potential.

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WEBINAR: John Barrows hosts “Using Video In Sales Cadences” with Vidyard and SalesLoft [Coming Soon!]

John Barrows

The post WEBINAR: John Barrows hosts “Using Video In Sales Cadences” with Vidyard and SalesLoft [Coming Soon!] appeared first on JB Sales.

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How to Establish Your Credibility on a Virtual Sales Call

Sales Readiness Group

Whether your selling virtually or in-person, the first minutes of an initial sales call with a new prospect are critical. This is when you build rapport with the buyer. The COVID-19 pandemic has radically changed the ability of field reps and account executives to build rapport during face-to-face meetings. See here for how to connect with customers virtually.

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WEBINAR: John Barrows hosts “Differentiated Discovery” with Ashley Welch

John Barrows

The post WEBINAR: John Barrows hosts “Differentiated Discovery” with Ashley Welch appeared first on JB Sales.

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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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Why the Human Data Disconnect Matters

Troops

Data Disconnect Matters" class="hs-featured-image" style="width:auto !important; max-width:50%; float:left; margin:0 15px 15px 0;">. The way businesses collect and use data is broken. We understand the importance of data, particularly for go-to-market and revenue-operations teams that contend with shifting markets, competitors, and customer demands.

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Chorus Launches New Outcome-Based Analytics Capabilities

Chorus.ai

We have been working tirelessly to start Q3 off with a bang. We raised our Series C, gave our product a makeover, and welcomed Thiago Sa’ Freire to the Chorus crew. And we’re just getting started. Advanced Analytics Light the Way to Better Sales The biggest benefits to using Conversation Intelligence are the insights that it brings. CI can help sales leaders understand why top reps perform better, if the team is following their sales process, which competitors are coming up in their deals, and m

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Why You Believe There Are No Good Salespeople

Anthony Iannarino

Entrepreneurs and leaders often complain that there are “no good salespeople” available in their market. Maybe you’ve muttered that yourself. But even if the salespeople you hired didn’t produce good results, the truth is that there are good salespeople in every market! As a leader, it’s your responsibility to attract them and get their best performance.

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Join Me Sept. 16 – Complementary Webinar

Anne Miller

Everyone talks about the importance of telling stories while you sell (including me – see recent blog ), but did you realize that the ultimate sales short story is a metaphor? Find out why, and how to create winning metaphors to help you close business faster in my webinar “Metaphor: The Ultimate Short Story for Selling.” Sign up toda y at Brighttalk.

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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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Selling Your Song

Selling Energy

Before you interact with a prospect or customer, ask yourself, “What is my goal right now?” As sales professionals, our end goal is usually to make a sale; however, there are many steps that come before you “seal the deal,” and in order to stay on track, it’s important to consider what you intend to accomplish with each step.

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Sales managers' challenges with accountability

Prima Resource

As we have often discussed, sales managers have 4 main roles in the day-to-day management of their sales team. This involves coaching, which should represent 50% of their work, holding their reps accountable, motivating them and ensuring the recruitment of the best talent. Among these essential responsibilities, accountabilty is generally the one that causes the greatest discomfort for many managers who fear resistance or even their sales representatives quiting.

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The Final Interview: Transparency for the Win

Crunchbase

You’ve been invited to do a final round of interviews for an enterprise sales executive role. The role feels right, you’ve been through the initial stages, and it’s down to this final step. Here’s the problem, the job description has this sentence as its first bullet listed under “Requirements:”. 5+ years of experience in a business-to-business SaaS sales role.

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Comment on TMBO Talks – A Conversation With Keith Rosen On Sales Leadership Coaching with the NBA & WNBA – Pt 1 by Keith Rosen

Keith Rosen

In reply to Nathan Bugiera. Hi Nathan, You have a few options to get the link. Click on the logo, below the logo, you’ll see the three links to each session, or just below that, you’ll see the player and just click play! Hope this helps. Enjoy!

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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Sales Chaos: Recognize, Embrace, Take Control (Practical Guide)

OnePageCRM

Essential Guide to Focused and Actionable Sales. The pipes were old, so you’ve lost a deal. Wait, what? Bear with me. Today, you’re finally supposed to have a meeting with a prospect (Jack), head architect in a firm you’ve been trying to score a deal with for months. Jack’s colleague (Tom) happens to live in an apartment with old pipes that haven’t been checked in a while.

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Comment on TMBO Talks – A Conversation With Keith Rosen On Sales Leadership Coaching with the NBA & WNBA – Pt 1 by Nathan Bugiera

Keith Rosen

In reply to Keith Rosen. Ok, Something must not be loading properly on my computer. I will try again later on different computer. Thanks. I don’t see the player or play button.

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Choosing the Right Sales Motion for Your Business (28 Real-World Examples)

Sales Hacker

The best sales teams don’t just sell — they keep customers happy and drive serious upsell, cross-sell, and expansion revenue. They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. In this article we’ll review the four main sales motions B2B SaaS teams use: Field sales ( outside sales ).