Thu.Apr 19, 2018

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Why Awesome Salespeople Fail to Sell Themselves

Sales and Marketing Management

Author: Kostas Chiotis While it might not be a secret, the fact is you need to sell yourself if you want to land that dream job. It doesn’t matter if that position is a sales position with a high-growth company – one that comes with a great package and a company car – or if you are seeking a way to break out of safe harbor job that you can no longer endure.

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Eight Ways to Make Your Sales Meetings More Valuable

The Sales Heretic

In my seminars and workshops, one of the most frequent complaints I hear from salespeople is that regular sales meetings are a waste of their time. Unproductive sales meetings not only drain the morale of your sales team, they can actually cost you sales, because your people are sitting in a meeting room rather than [.].

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How to Create a Sales Territory Plan with a Buyer-Centric Approach

DiscoverOrg Sales

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. It’s a critical team effort to determine the best place to win.

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A B2B Sales Rep’s Guide to Meeting with the C-Level

Zoominfo

Have you ever tried to set up a meeting with a senior-level executive? If so, you know how tough it is to connect with busy executives who are never in their office, rarely answer their phones, and seldom reply to voicemail or e-mail. To add insult to injury, executive-level assistants are trained to be gatekeepers. They are paid to protect the C-level from unnecessary interruptions— meaning, if you don’t reach your intended target directly, your message might never make it to them.

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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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5 Prospecting Steps To Fill your Pipeline with Gold

SBI Growth

The number one reason a sales rep fails is an empty pipeline. The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. So how do.

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How Snowboarding Taught Me to Ask Better Closing Questions

Jeff Shore

By Jeff Shore. You can read about closing techniques in my book, Closing 2.0. You can join me at the Closing 2.0 Academy. And there is always YouTube. But on top of all those amazing resource, there is one more high-impact method of perfecting your closing technique: Teach Yourself. The fact is that too many salespeople struggle in their closing attempts because they are not analyzing and reinventing their own approach.

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How to Make Prospecting Calls When You Hate Calling

Hubspot Sales

" But why do you want to join a sales boot camp? You hate calling! ". I have always hated talking on the telephone. Even as a reluctant child, writing thank-you letters after the holidays was a preferable chore to a simple call. Looking back, it still makes me shudder. So, when I started my own business, I vowed never to make outbound calls -- I would wait until people contacted me.

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Cold Call Opening Lines that Work, According to New Data

Gong.io

Many salespeople swear this is one of the best cold call opening lines: “Did I catch you at a bad time?”. At one point, they were right to think so. Here’s the theory behind it: People like to say “no.”. It makes them feel in control. So when you ask “Did I catch you at a bad time,” they want to say “no.”. It opens the door to a successful cold call.

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5 Reasons Not to Outsource Sales Development (and 3 Reasons You Should)

Hubspot Sales

What is Sales Outsourcing? Sales outsourcing can be a good way for organizations to increase lead generation and sales without investing in onboarding and the cost associated with full-time sales reps. There are important things to consider before outsourcing sales, including familiarity with the product/service, your business model, and your company's views on cold calling.

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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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12 Ways You’re Making Your Boss Look Bad (And You, Amateurish)

Sales Hacker

I work with many salespeople across multiple industries every month in my role of mentoring and data driven sales coaching. Many meetings feel like Groundhog Day or maybe I’m just becoming grumpy in my old age. But here are 12 common drivers of poor sales performance I see in salespeople that make them worthy of being fired. If you’re a sales manager or CEO, send this to the entire sales team and put them on notice that they will be held to account.

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10 Tips for Building a Strong Sales Pipeline

SalesLoft

Technology has evolved, but has your approach to your sales pipeline? This list of 10 Tips for Building a Strong Sales Pipeline includes modern approaches and shows you how to apply technology to update a few classics that never go out of style. No matter your organization’s size or industry, the need for a robust pipeline is something every salesperson has in common.

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What Happens When You Add 187 LinkedIn Connections at Once

LeadIQ

By: Ryan O’Hara. A few weeks back, I asked followers what I should do with the 187 LinkedIn connection requests that I’ve had. Some folks asked me to add them all, and report my findings.

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Why Your Sales Onboarding Process Needs To Be Top Of Mind

Veelo

“An ounce of prevention is worth a pound of cure.” You’ve probably heard this dozens of times throughout your life. But how often do you apply this wisdom to your sales team? It’s one thing to fill your funnel with qualified leads and prepare reps for new demos. However, what are you doing about your […]. The post Why Your Sales Onboarding Process Needs To Be Top Of Mind appeared first on Sales Enablement Software | Veelo.

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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 Sales Rejection Myth

Pipeliner

Every year companies spend tens of thousands of dollars on training their sales teams in areas like prospecting, questioning and closing more sales/deals. While this type of training is clearly valuable, it fails to address a key factor impacting sales performance. That is, the ability of the salesperson to manage the rejection they face on a daily basis.

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Step 1 to Establishing a Channel Sales Model: Find Your Candidates

Allbound

Out of countless companies, only a handful will make good partners. This section will teach you how to identify and pursue top candidates for your channel program. The process starts with creating an Ideal Partner Profile or a list of criteria that’ll give you the most value for the effort. This research calls for a lot of upfront planning. It’ll take time but, ultimately, the extra effort you put in will help you find success over the long-term.

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#SalesChats: 19th April 2018 9am with Daniel Strunk

Pipeliner

Developing Tomorrow’s Sales Professionals. DePaul University’s Center for Sales Leadership stands far and above other sales education programs. An average salesperson spends an average of a year-and-a-half on the job, whereas 75 percent of Center for Sales Leadership graduates are still with their initial company 3 years later, and moreover 70 percent have been promoted at least once.

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Step 1 to Establishing a Channel Sales Model: Find Your Candidates

Allbound

Out of countless companies, only a handful will make good partners. This section will teach you how to identify and pursue top candidates for your channel program. The process starts with creating an Ideal Partner Profile or a list of criteria that'll give you the most value for the effort. This research calls for a lot of upfront planning. It'll take time but, ultimately, the extra effort you put in will help you find success over the long-term.

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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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How to Measure Sales Training ROI

SalesforLife

Improving sales performance and driving growth in the sales department are important objectives, and sales leaders must spend wisely to maximize any sales investments they make. Whether it’s technology or personnel, the expenditure must contribute to growing the bottom line.

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Are You Guilty of Using Filler Words with Executives?

SalesLatitude

Filler words are meaningless words, phrases or sounds that mark a pause or hesitation in speech. Some of the common filler words we typically use are um, uh, er, ah, like, okay, right, and you know. I, for one, am totally guilty of using them both in my professional and personal life. Are you? As I’ve said before, when preparing for a key meeting with a key executive stakeholder, you should always role play and say everything out loud rather than rehearse it in your head.

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Is Professional Overthink part of Your Professional Toolkit?

Babette Ten Haken

Professional overthink causes us to think too long, and too hard, about solving problems (and other things). Which isn’t necessarily a bad thing. Especially if you are a professional who does not think things through, thoroughly, when problem-solving. Perhaps you should start thinking longer, and harder? So, are you a professional overthinker? Me, too.

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Driving Sales at Executive Level: Value Assessments

Pipeliner

It’s certainly no surprise that the landscape of sales is changing dramatically. Neil Rackham of SPIN selling talks about the new landscape for sales and the outlook is not pretty. Transactional business is quickly being squeezed through the hiring of low cost offshore groups, as well as technology and artificial intelligence (AI) solutions. It should be noted that Alex Karp, CEO of Palantir, a big data company in Palo Alto, was recently interviewed and made a compelling statement that most tech

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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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Cold Call Opening Lines that Work, According to New Data

Gong.io

Many salespeople swear this is one of the best cold call opening lines: “Did I catch you at a bad time?”. At one point, they were right to think so. Here’s the theory behind it: People like to say “no.”. It makes them feel in control. So when you ask “Did I catch you at a bad time,” they want to say “no.”. It opens the door to a successful cold call.

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Customer Success by the Numbers (Infographic)

LevelEleven

Key Performance Indicators From LevelEleven Customers. LevelEleven helps companies of all sizes across all industries focus on the behaviors that lead to results. To illustrate how LevelEleven delivers a measurable impact, we’ve compiled this infographic with a few winning results from LevelEleven customers. Want to learn more about LevelEleven? Click the button below to take a virtual tour of our top-rated sales solution!

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Cold Call Opening Lines that Work, According to New Data

Gong.io

Many salespeople swear this is one of the best cold call opening lines: “Did I catch you at a bad time?”. At one point, they were right to think so. Here’s the theory behind it: People like to say “no.”. It makes them feel in control. So when you ask “Did I catch you at a bad time,” they want to say “no.”. It opens the door to a successful cold call.

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How Video Prospecting Can Boost Your Reply Rates

DialSource

A common scenario in this day and age: it’s way past time for bed, but you have to check your phone one more time. A few hours later, you find yourself watching yet another recipe video that you will never attempt. And oh, look at that cute dog footage. And well, that video about saving sea turtles started playing as soon as you scrolled past it, so you might as well take two minutes to finish it off.

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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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[Webinar Preview] My Journey From Sales Rep to Compensation Manager

Xactly

Compensation is one of the most strategic functions of any sales organization. Unfortunately, commissions and Sales Performance Management (SPM) practices in general are often treated as a side project and do not receive the attention they deserve. As a result, sales activities are misaligned with executive and corporate objectives, distrust brews between sales and finance, productive employees churn, and revenue targets are missed.

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Simplify Your Sales!

Engage Selling

I’m touring Japan for a couple weeks (or should I say eating my way through Japan), and I’ve noticed that the best meals are also the simplest.

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How To Get Unresponsive Prospects Talking Again

Carew International

We are all familiar with feelings that range from disappointment to desperation when a customer or lead becomes unresponsive. Why won’t they return my calls? What did I do wrong? More often than not, a customer’s lack of response is related to things going on in their world more so than any missteps on our part – they get busy, are waiting on feedback/input from someone else, or their priorities have shifted.