Tue.Apr 25, 2017

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Myth Busters: 3 Sales Intelligence Assumptions Dispelled

DiscoverOrg Sales

Some information is so sensational that it gets passed around regardless of the truth: The amount of tryptophan in a Thanksgiving turkey is enough to make people sleepy. Humans only use 10% of their brains. Jimmy Hoffa is buried under Giants Stadium. Sadly, all of these dramatic statements are false, but people love to repeat them anyway. When false assumptions are the basis for business decisions, the fallout can be sudden and steep.

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The B2B Marketer’s Holy Grail for Customer Marketing

SBI Growth

Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Today’s topic is customer marketing and how to grow revenues from existing customers. We leveraged the SBI annual workbook to guide our conversation.

Workbooks 239
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Closing and Negotiating Challenges - Symptoms of Another Selling Problem

Understanding the Sales Force

Image Copyright Shironosov. I recently learned that one of OMG's clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended. Surprisingly, recruiting salespeople was not one of the topics addressed in this year's 2017 Selling Challenges Study. Steven Sparber, from Richardson , was nice enough to send me an advanced copy of the results.

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Quit Talking About You. Your Prospect Doesn’t Care.

The Sales Hunter

Yesterday I received 2 voicemails and at least 4 emails that were nothing but, “Hey look at me! I’m awesome and that’s the reason you need to buy from me!” Hmm, I didn’t care one bit about how good they were. I did the most expedient thing I could — I hit delete! Come to […].

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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So…How Do You Get The Prospect To Call You? (Here’s 11 Ways…)

MTD Sales Training

Many salespeople believe prospecting to be a one-way journey, where you make contact with the prospect and you have to do all the work to convince them they are making the right choice to talk to you, and eventually buy from you. But what if you could make yourself the target of prospects to contact? How can you make yourself well-known and show them the value of contacting you instead of the other way round?

More Trending

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Where Did the Keenan Red Plaid Come From?

A Sales Guy

Straight Keenan 2 is up and in it, I go to Topo Summit 2017 in San Francisco, I kick off The Real Deal of Sales and I answer the burning question, where did the Keenan red plaid shirts (Yes there are more than 1) come from? Hint: You can thank Jill Konrath. The post Where Did the Keenan Red Plaid Come From? appeared first on A Sales Guy.

Video 71
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How a CEO Selects a Solution to Make the Number

SBI Growth

Hiring 138
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“Fixing The Compensation Problem….”

Partners in Excellence

I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” The ensuing discussion usually focuses on, “We aren’t meeting our numbers, we need to fix the compensation/commission system in order to make our numbers.” At this point in the conversation, there is an uncomfortable back and forth: Me: “Why do you think your compensation structure is the problem in achieving your numbers?

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NYC Enterprise Sales Forum: Fireside Chat with Steli Efti

Close

Steli recently gave an interview at the NYC Enterprise Sales Forum, a community for B2B sales professionals involved in complex sales cycles. Whether you’re doing enterprise sales or not, you'll still get value out of listening.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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What to do When a Decision-Maker Leaves Your Target Account

SalesLoft

It seems like everywhere you look, your professional network is becoming more fluid. It’s becoming easier for you to find and secure new positions and it’s getting easier for your colleagues and peers to find new jobs as well. That also means it’s more likely the important decision-makers at your target accounts will leave in the middle of a sale as well.

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How to become a sales superhero

Trinity Perspectives

So you want to be a grea t salesperson, a truly great salesperson? Do you really want it? Good, you’re halfway there. The other half is learning the rules of the game, how to plan, how to prepare, how to ask intelligent questions and really listen to the answers. How to hear and capture what people are saying, but also recognise what they are not saying, how to read between the lines, interpret, recognise the nuances, the eyebrow raises, the exchange of glances between colleagues when you hit on

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The Power of Listening in Business

Lead411

The best sales people are those who listen, instead of dominating the conversation. You’ll discover the needs of your customer, dispel any concerns they have, and build a positive relationship that keeps people coming back to your company again and again. Ready to improve your sales with the simple act of listening? Here are a few tips to get your started.

Hiring 45
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Gartner: The Importance of Value, not just Benefits

The ROI Guy

According to Gartner, survey data obtained from technology buyers – both from IT and lines of business – indicates that "value assessments are among the most important sets of information within a buying process”. The key is to paint a clear and concise picture of what success looks like after the deal closes. The research shows that “contextual explanations of value delivery must be part of a salesperson’s arsenal”, and needs to be weaved into the content and tools they use to articulate value,

Benefit 45
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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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3 Events to Attend This Spring to Boost Your Sales Enablement Strategy

BrainShark

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Live Webcast: Financial Peer Comparison and the Value of “Move the Needle"

The ROI Guy

Presented by: Betty McNeil, SVP Solution Specialist, Alinean Thursday, May 18, 2017 11:00 am EDT It's more important than ever to engage earlier and higher but this can be a challenge. Executive buyers indicate that a paltry 20% of the salespeople they meet with achieve expectations and create value. As a result, only one in four salespeople ever get to meet with the executive again.

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3 Barriers to Sales Success

Sales Gravy

In sales, most people think their job is to sell a product or service. Wrong.

Exact 40
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Open Your Mind to Close More Sales

The Sales Heretic

The single biggest obstacle to closing the sale isn’t your price, your competition or your prospect. It’s you. Specifically, it’s your subconscious beliefs and fears about closing. Most salespeople are hindered by negative thoughts, beliefs and attitudes, but because they’re subconscious, we’re not even aware of them. Negative beliefs about sales in general, and closing [.].

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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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Jeb Blount & Kevin F. Davis Discuss Sales Manager's Guide to Greatness video

Sales Gravy

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How to become a sales superhero

Trinity Perspectives

So you want to be a great salesperson, a truly great salesperson? Do you really want it? Good, you’re halfway there. The other half is learning the rules of the game, how to plan, how to prepare, how to ask intelligent questions and really listen to the answers. How to hear and capture what people are saying, but also recognise what they are not saying, how to read between the lines, interpret, recognise the nuances, the eyebrow raises, the exchange of glances between colleagues when you hit o

How To 62