Tue.Jun 30, 2020

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Why Your B2B Company Needs A Revenue Operations Strategy

Hubspot Sales

Sales-marketing alignment is a hot topic for most sales and marketing organizations and has been since the beginning of business. Here on the HubSpot blog, we’ve published several posts outlining ways sales and marketing organizations can work better together. For many companies, sales and marketing alignment efforts have been in place for a while, and in order for the business to grow, scale, and better support its customers, customer support organizations also need to be a part of the conversa

Revenue 136
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Do You Have a Great Sales Culture? | Funnel Clarity

Funnel Clarity

What is sales culture? Sales culture is the attitude, behaviors and habits your sales team exemplifies at a particular time and place. An organization’s sales culture is important when sales and appointments are up, and when they’re down. A positive, successful sales culture can bring out the best in your team. The opposite is also true.

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6 Tips to Source and Recruit Highly Qualified Candidates for Any Role

LeadFuze

For instance, if you’re looking to hire people for your sales team , you know you want sales-savvy, qualified candidates from the get-go, people who’ll help your company grow with excellent sales a nd conversion skills. Sourcing and recruiting top talent can be an ongoing challenge, however. Where do you even begin to look? How do you know someone is worth getting in touch with?

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A Barrier To Trust

The Pipeline

By Tibor Shanto. We have seen the predictable deluge of newly minted experts pontificating on virtual learning. But once you are tired of the hype, you can consider some fact and science-based findings of working and selling remotely. As an example, how do we make up for a barrier to trust in online meeting platforms? [link]. the piece on cbc.ca: [link].

Up-Sell 267
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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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Targeting Hit or Miss Storytelling Yields Hit or Miss Clients

Babette Ten Haken

Why rely on a hit or miss storytelling strategy to acquire and retain clients? Stories which, at least your clients know, are generic stories. Serving nothing more substantial than an inside-out marketing and sales purpose, via a pre-packaged library. So you do not have to think about a thing! Just select the next story and tell it to as many clients as you can.

More Trending

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How To Upscale Your Home Business With Little Investment

Predictable Revenue

The future looks uncertain, and many businesses are battening down the hatches in anticipation of a rocky few months.But for many, this disruption is temporary. Things will return at least to a new normal in which you can still thrive. It’s important to use this time wisely, spend some time adjusting and finessing your business so you can hit the ground running when they do.

How To 127
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What You Can Accomplish in 26 Weeks

Anthony Iannarino

Twenty-six weeks is a lot of time. That number multiplied by five working days minus six holidays gives you one hundred and twenty-four working days. That’s enough time to rack up a tremendous amount of accomplishments. The variable is what you decide to do with the time you have available to you. Some are going to decide their year is shot by this point because of the crisis.

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How to Succeed at Vision-Based Execution [PODCAST]

Sandler Training

Mike Montague interviews Pete Oliver on How to Succeed at Vision-Based Execution. The post How to Succeed at Vision-Based Execution [PODCAST] appeared first on Sandler Training.

How To 103
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Sales POP! & Pipeliner Bring Realtime Thought Leadership To CRM Users

Pipeliner

For well over 4 years now, Sales POP! has brought our readers and viewers the best in sales, marketing, leadership, and motivational thought leadership content from around the world. We have been fortunate to engage with over 1000 experts from multiple fields and multiple countries to provide actionable insights and unique perspectives. Today we are delighted to announce that we are taking this one step further and embedding Sales POP!

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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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Three Steps to Take Now to Rebound From the Crisis

Miller Heiman Group

In normal times, sales managers carry the heavy weight of many responsibilities, including coaching their sales team, ensuring a positive customer experience and improving financial results. To achieve these goals, they must overcome a series of hurdles—including limited resources, a lack of support and conflicting priorities. But now, they face one more hurdle: the challenges posed by the COVID-19 crisis.

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Top 6 Mistakes to Avoid when Importing Contacts into Your CRM

Nimble - Sales

We try to make it virtually painless for our users to import their contacts from various different sources. Most people import their Outlook or Google Contacts, their LinkedIn Contacts, and either a CSV file of their prospect and customer’s contact information; they can also use our PieSync integration to bring the data in from another […]. The post Top 6 Mistakes to Avoid when Importing Contacts into Your CRM appeared first on Nimble Blog.

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Negative reverse selling: An effective strategy for more wins

Salesmate

We are used to the things that happen in the usual way like the sun sets in the east and rises in the west. Stars appear during the night. We experience rains during the monsoon season. We are prepared to react to things that happen to us often. However, a sudden change can make us think. For instance, instead of snowfall, it suddenly starts raining in December.

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Why Customer Support Teams Need Extra Love

Guru

It’s probably not surprising that the best customer support experience I’ve ever had was with Amazon. The company is known for setting the bar on customer delight, and with good reason.

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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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Getting Your Money’s Worth from Your Configure-Price-Quote Solution: Business Benefits of CPQ

Cincom Smart Selling

CPQ solutions have been around for quite some time and most customers of these solutions, industry analysts, system integrators, scholars, and CPQ vendors agree that these solutions can make a big difference to a company’s bottom line. This is great, but how does a customer determine what “Return on Investment” (ROI) they can actually achieve with a CPQ solution?

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6 Ways to Not Have People Tune You Out

Selling Energy

When you’re giving a presentation or pitching a sale online, you’re always at risk of losing the attention and focus of the listeners. So, what can you do to keep people from tuning out?

Sales 52
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? Creating Passive Income

Pipeliner

Investing in rental properties is a great way to create cash flow and have multiple income streams that you generate every month. In this interview by John Golden, real estate investment expert Lane Kawaoka advises you how to enter this business and start earning passive income for yourself. Visite us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

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21 Sales Memes Everyone Doing B2B Sales in 2023 Will Get

Close

If you’re looking for some comic relief to the misery that is selling nowadays, here are 21 sales memes only B2B salespeople will understand.

B2B 52
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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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Flipping and Investing in Land Properties

Pipeliner

In today’s Expert Insight Interview, John Golden is joined by Joachim Bosch, the founder of the ”Land Profit Generator” method and the same-named website focused on earning profit by flipping and investing in land property. You can learn more about: The Advantages Of Land Investments. The Types Of Properties For Investing. Possible Pitfalls.

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Are You Having Race Discussions At Work?

Factor 8

Open Bars may be my new favorite thing. A new monthly feature for our “Friends of Factor 8” Community, this private executive-only forum is a place to learn from peers and share best practices. Last month we talked about COVID selling and back to work plans, this month we tackled race conversations. So you know, light stuff. Here’s the background: I had no plans to have these conversations nor make any statement.

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6 Must-Have Tools for Remote Sales Professionals

Lessonly

Working from home can be difficult, especially if you aren’t used to it. Being a remote sales professional can be even harder if you have to keep track of your appointments, host video conferences, and collaborate with your coworkers all from your computer. Before you know it, your workday can become overwhelming and stressful. . To make remote work more manageable, you can use these digital tools, software platforms, and online applications to make your workday easier and more efficient. .

Tools 26
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PODCAST 116: How to Form Great Habits and High Impact Behaviors at Work? w/ Andrew Sykes

Sales Hacker

This week on the Sales Hacker podcast, we’re incredibly excited to have Andrew Sykes. Andrew is a career salesperson, but he’s also a lecturer at Northwestern University’s Kellogg School of Business. He also runs a company called Habits at Work, and that’s really what we’re going to be talking about. And Habits at Work is all about how you form great habits.

How To 79
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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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Llama Lunch: Poppin 7/22

Lessonly

The post Llama Lunch: Poppin 7/22 appeared first on Lessonly.

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How to Build a Better B2B Sales Tech Stack

Zoominfo

You’ve probably heard the buzz around the B2B sales tech stack. And if you want success in sales, you need to put one together. Sales professionals experience serious pressure to perform and sell. If they don’t, they’re easily replaced with someone who can outperform them. Every sales professional needs tech solutions to aid performance and help them attain their quotas.

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Micro Improvements, An Update — Losing My Way

Partners in Excellence

Long time followers of this blog know that I’m a tremendous fan of the concept of micro improvements. The underlying concept is “how do I get 1% better each day.” Cumulatively, if I improve 1% every day, I will be over 37 times better at the end of the year. I’m a huge fan of Marshall Goldsmith’s approach, and have adapted some of his principles to my continuous learning/improvement process.

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The Quick Guide to Sales Commission Draw

Hubspot Sales

While there is no single factor that keeps all sales reps motivated, compensation remains an important discussion topic when companies consider ways to attract, develop, and retain top sales talent. Sales commission is standard practice when it comes to rep compensation. Using a commission-based structure, the amount of money a sales rep earns is directly related to how many sales they made (or the dollar value of the sales they made) during a specific period of time.

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Integrated Products or Integrated Workflows: What Your Customers Really Want

Product Management University

Your customers don’t care about integrated products as much as you think, but you’d never know it. They don’t miss an opportunity to tell you “your products need to be better integrated.” In reality, it’s just their way of telling you what they ultimately want – integrated workflows. Years ago, I was facilitating a customer advisory board for one of my clients.

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How to Navigate the New Selling Reality 

Highspot

Today marks our Summer 2020 Release , bringing to bear robust enterprise capabilities that empower revenue teams to make every customer conversation count. The new features improve sales performance, empower digital selling and virtual enablement, and deliver an unmatched Salesforce experience. What’s perhaps most unique about this product release is the environment in which it has been delivered.

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Integrated Products or Integrated Workflows: What Your Customers Really Want

Product Management University

Your customers don’t care about integrated products as much as you think, but you’d never know it. They never miss an opportunity to tell you “your products need to be better integrated” In reality, it’s just their roundabout way of telling you what they ultimately want – integrated workflows. Years ago, I was facilitating a customer advisory board for one of my clients.