Mon.Aug 06, 2018

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4 Ways We become Professionally Predictable to Customers

Babette Ten Haken

Many professionals I’ve spoken with, recently, have a nagging sense that they are professionally predictable. Managers and leaders make a big fuss about why we should focus on product and service differentiation. Yet, unless we are designing, engineering, coding or selling a breakthrough innovation, customers continue to perceive us as commodities. When we have the opportunity to work directly with customers, customers really are not listening to what we have to say.

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Sales Team Coordination – the Missing Link in Implementing a Customer Experience Framework

SBI Growth

A coordinated sales team is absolutely critical to implementing a superior customer experience framework for the following three reasons: Superior Customer Experience is proven to drive more revenue. Setting up a Structure of Farmer Account Manager with an Inside Customer Success Manager.

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The 7 Best Phrases To Use With Your Prospects

MTD Sales Training

Trying to get your prospect to interact with you can often be a frustrating nightmare. Making a call that is interrupting their day, especially when it sounds like a typical sales call, can be the quickest way to get a slam-dunk from the other end of the line. What can we suggest, then, that will at least get the prospect listening for a few moments?

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Beyond A Buzzword: How to Do CSR Right

Sales and Marketing Management

Author: Lain Hensley Corporate Social Responsibility (CSR) is a management concept which strives to ensure that companies conduct their business in an ethical and responsible manner. Although once considered a strictly voluntary business strategy, over the past few decades CSR has come to be a mandatory policy at hundreds of organizations worldwide.

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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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We Can Do It Cheaper (and Better) Inside – 5 Reasons Why You Can’t

Pointclear

The misconception that building an internal team of sales development reps gives you more control and costs less is widespread. In-house tele-prospecting costs more than outsourcing and by outsourcing you can find superior services (however, you must be careful because there is a lot of mediocrity in the lead generation space). What marketing and sales executives who object to partnering with a specialized firm fail to add up are all the costs of establishing an inside team.

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How to shorten the sales cycle (and close deals faster)

Close.io

Enterprises typically have very long buying cycles. Six months or longer from initial contact to closing a deal are the norm. But there are ways to fast-forward this process and close even large enterprise deals in less time. Enterprises are typically big buyers, but they're also very slow moving organisations. Deals are worth tens or hundreds of thousands of dollars, but it takes so much time and so many steps to actually get a contract signed.

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In Sales Price Is Not Usually the Issue

Increase Sales

How often is the sales price spewed by eager or even desperate salespeople before knowing if: They have been bought? Their companies have been bought? Their solutions have been bought? The answer is probably far too often. Yes price may be a significant factor in formalized bids or for those folks seeking the quick fix at the cheapest price. However for the majority of SMB business owners and sales professionals, the sales price is the fourth “buy” from sales leads, not the first &#

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An Interview with Richard Harris — Exploring Sales Methodologies

Costello

At Costello, we’ve interviewed some of the smartest and most forward-thinking sales leaders in the industry. In April, we talked to Richard Harris, owner of Harris Consulting , about seamless SDR/AE handoff. In that article, he explained his focus on process, emphasized the importance of communication, and began to unpack his sales qualification methodology.

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Increase Sales with the Best Live Chat Tools out There [Top 10 List]

Sales Hacker

Finding the best live chat software in a crowded marketplace can be tricky. Fortunately, this just means there’s bound to be an option that fits perfectly with your business model. If you owned a store, you could directly interact with the customers who come in each day. The same principle doesn’t traditionally work with websites. Sure, you can see the visitors who pop in, thanks to tools that gather data on where they’re coming from.

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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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High Fives with Max Altschuler

LeadIQ

By Ryan O’Hara. Ryan O’Hara sits down with Max Altschuler , VP of Marketing for Outreach.io and Founder & CEO of Sales Hacker Inc. and gives tips while prospecting and how to move in your career.

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Build a Successful Sales Culture

Pipeliner

How to Build a Successful Sales Culture in 5 Proven Ways. Performance wanes. Engagement falls and morale sinks. These are tell-tale signs that your sales culture is sick and needs attention. So how do you go about fixing it? First, three housekeeping questions. What is culture? Culture describes an organization’s working environment. How people behave.

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Deconstructing the Myth of the Challenger Sale

Miller Heiman Group

In 2011, the Challenger Sale burst onto the scene, telling sales organizations to completely rethink their approach to complex sales opportunities. Instead of providing solutions to buyers’ needs, the Challenger Sale model advises sales reps to aggressively take control of the conversation and embrace friction as a strategy to win sales. But is the Challenger Sale model really the best way to convert buyers into valued, long-term customers?

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How to shorten the sales cycle (and close deals faster)

Close

Enterprises typically have very long buying cycles. Six months or longer from initial contact to closing a deal are the norm. But there are ways to fast-forward this process and close even large enterprise deals in less time.

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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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Two Words You Need To Understand To Set More Appointments

The Center for Sales Strategy

"My sellers do not go on enough sales calls.". - Every Sales Manager. I hear this all the time from sales managers. I also hear a similar version from sellers: “I could sell more if I had more quality appointments.”. - Almost Every Seller. Imagine if every seller had one additional call per week, every week of the year. That’s roughly 50 additional appointments per year.

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Ferris State + Tenfold: Better Call Workflow, Better Student Relationships

Tenfold

Read more about Ferris State’s success with Tenfold in the full case study here. Across industries, Tenfold’s commitment is to help organizations have better conversations. For educational institutions like Ferris State University in Michigan, building relationships with prospective students and strengthening ties with current enrollees are the top priorities.

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Sales process templates: Essential stages for 8 common B2B pipelines

Nutshell

Picking the right sales stages for the way you sell is one of the most important elements of a successful sales process. Whether you’re building your first pipeline from scratch or want to overhaul an existing process, these sales process templates will give you a great head-start. Simple Sales Process Templates. Three-Step Sales Process (aka, the Default Process).

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3 Key IT Considerations for Sales Performance Management (SPM) Solutions

Xactly

Anytime a company implements a new technology solution, it’s important to get it integrated into existing infrastructure and ramped up quickly in order to start realizing return-on-investment (ROI) quickly, for both the sales and IT teams. A fast integration means your existing IT infrastructure stays more secure and you can begin harnessing internal data more quickly.

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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The Future of Sales Onboarding: Applying Agile Methodology

BrainShark

Enablement leaders need a new approach to sales onboarding, argues Brainshark's Jim Ninivaggi - one that provides a true continuous learning path.

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Self Motivation After Rejection

Pipeliner

Handling Rejection for Salespeople With Self Motivation. As a salesperson, rejection is inevitable. It’s practically in the job description. Salespeople have to deal with a constant stream of rejection and hearing a lot of “no’s,” more than almost any other profession. Considering this obstacle, salespeople can very easily get defeated, lose motivation, and question their abilities.

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A Salesforce “Must Read” for Sales Leaders

Carew International

When it comes to trends and shifts in the world of professional sales, it can be difficult for sales leaders to see the forest for the trees. We continually hear buzz words like, “customer experience” and “sales enablement,” with ominous references to the shifting role of sales professionals. What’s often missing is clarity in defining these elements and their tangible impact on the sales world.

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Why Xactly C.A.R.E.s – How 4 Values Continue to Shape Our Company

Xactly

When I founded Xactly more than 13 years ago , I was on a mission to completely transform the world of incentive compensation. Up until that point, there had never been a SaaS offering in the space. In fact, SaaS overall was a brand new concept. So I was not only asking customers to take a chance on an unknown newcomer but to trust an entirely new form of tech delivery.

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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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High Fives with Max Altschuler

LeadIQ

By Ryan O’Hara. Ryan sits down and talks about being a sales hacker and hacking your sales career with Max Altschuler , VP of Marketing of Outreach , and CEO of SalesHacker.

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TSE 892: How Can I Better Coach My Sales Team?

Sales Evangelist

When your sales team isn’t hitting its numbers, what can you do to help them improve? How can you make sure your training process is effective? Ask yourself this: How can I better coach my sales team? On today’s episode of The Sales Evangelist, we’ll discuss sales coaching, and how you can help your sales […] The post TSE 892: How Can I Better Coach My Sales Team?

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Let’s Talk Sales! Interview with Jeremy & Jack – Episode 71

criteria for success

This episode's featured guests are Jeremy Chatelaine and Jack Reamer. They are the hosts of the podcast Cold Email Outreach With Jeremy & Jack, where they share actionable strategies to help salespeople with their cold emails. Jeremy, founder of Quickmail.io, and Jack, founder of EmailsThatSell.com, both have years of experience in improving business' email tactics [ ] The post Let’s Talk Sales!

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Treating People Well

Selling Energy

It’s easy to assume that the pressures of our jobs couldn’t get much worse, but imagine this -- what would it be like to oversee social gatherings at The White House? You’re dealing with larger-than-life personalities, visitors from other countries with various expectations and customs, and your boss is… well, the President of the United States. It doesn’t get more intimidating than that.

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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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Presenting Showtime 18: Redefining Sales Enablement

Showpad

As summer comes to a close, we’re headed into our favorite time of year – Showtime! As the largest sales enablement conference in Europe, you don’t want to miss Showtime 18. Mark your calendar for October 17 and 18 and join us at the Ghelamco Arena in Ghent, Belgium as we redefine sales enablement. Register for your spot today. At Showtime 18, you’ll discover the latest trends, research, and best practices in the realm of sales enablement, while networking with more than 350 industry exper

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Treating People Well

Selling Energy

It’s easy to assume that the pressures of our jobs couldn’t get much worse, but imagine this -- what would it be like to oversee social gatherings at The White House? You’re dealing with larger-than-life personalities, visitors from other countries with various expectations and customs, and your boss is… well, the President of the United States. It doesn’t get more intimidating than that.

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Do You Have the Power to Forgive Your “Failures”?

Selling Fearlessly

There’s plenty of content out there about the power of forgiveness; you’ve been told more times than you can count how exhilarating and liberating it is to forgive those whom you’re angry with. How it allows you to get off the hook, never mind the other guy. It’s exceedingly true, although sometimes, when someone whom you loved […].

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