Wed.Aug 04, 2021

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Top 5 Takeaways from Our Conversation with John McMahon

Force Management

Five-time CRO John McMahon’s book, The Qualified Sales Leader: Proven Lessons from a Five Time CRO , has been at the top of sales leaders’ reading lists since it was published in April. McMahon recently joined John Kaplan on The Audible-Ready Sales podcast to discuss the book’s themes and key takeaways for sales leaders. Listen to their conversation here.

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Six Types of B2B Website Visitors and How to Greet them with Chat(bots)

Zoominfo

In the world of B2B buying, delivering personalized, relevant, and timely conversations can impact how well and quickly visitors convert. You understand the value of real-time interaction and its influence on your buyer’s journey. An integrated chat platform onto your website can kickstart this interaction and continue to be a touchpoint as your buyers move from leads to customers.

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Are You Guilty of “Distracted Selling”?

SalesProInsider

Has This Ever Happened to You? Have you ever had a conversation scheduled with someone and yet you were distracted by something right up until the time of the meeting? Maybe something was happening on your phone or in your office. Maybe there was a television screen in the background that kept capturing your attention. That distraction is a detriment to having a productive conversation, to having the kind of information exchange that is needed to help somebody who is considering your service or

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Give Your Sales People What They Need!

Partners in Excellence

My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement Mistakes To Avoid. His first point was stunning in it’s simplicity, we fail to give sales people what they need. It’s a critical issue, we have to understand, at a deep level, what sales people need to perform at the highest levels possible. But, too often fail and as a result, actually adversely impact performance or waste money, time, resources.

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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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WEBINAR: John Barrows and Leslie Douglas host “Data-Driven Coaching Strategies For Helping Your Salespeople Win More Deals” Sponsored by SalesForce

John Barrows

The post WEBINAR: John Barrows and Leslie Douglas host “Data-Driven Coaching Strategies For Helping Your Salespeople Win More Deals” Sponsored by SalesForce appeared first on JB Sales.

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How to Make Sales and Marketing Meetings More Effective and Impactful

Sales Hacker

There’s a common misconception that both sales and marketing are not equally important. This can easily result in challenges between marketing and sales alignment. Sales and marketing might be different instruments, but they are all part of the same orchestra. If they are aligned well, there will be a special type of cohesion that will allow a business to flourish.

Meeting 126
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Improving Sales Performance - How We Built Our Company Culture

The Center for Sales Strategy

Having a great company culture in today’s economy is not just a luxury, it’s a necessity. The Center for Sales Strategy (CSS) is known both internally and externally for our incredible culture — especially as a fully remote company. How do we do it? How did we build our company culture? This LIVE broadcast is from our annual staff meeting in Dallas, TX.

Company 118
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Introducing the New Guru Community

Guru

One of our core values at Guru is to seek and share knowledge. This rings true for everything we do—and build—at Guru, and it rings true for Guru admins and authors who work to build out a central knowledge source at their companies. As our user base grew and more and more customers asked us to connect with each other, talk through strategic approaches, and share Card examples, we realized it was time for a new era of Guru knowledge sharing: the Guru Community.

Examples 117
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Email marketing myth about sending email on a particular day busted!

Salesmate

Email marketing is something that’ll never get old. So, marketers are always trying to find ways of how they can make email marketing effective for their company. It doesn’t matter how much the technology evolves; emails will still remain prevalent. In fact, 73% of millennials prefer communications from businesses to come via email. Now that’s a number that no marketer can ignore.

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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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Sales Talk for CEOs: Get to Know Your Host (S1: EP1)

Alice Heiman

I’m excited to announce the very first episode of my brand-new podcast, Sales Talk for CEOs. . When I decided to add podcasting to my already very busy schedule, I wanted to make sure that the content I provided wasn’t like any of the other thousands of podcasts talking about sales (as wonderful as they may be). And it’s not! . #CEOs – Check out the new Sales Talk for CEOs podcast to discover how CEOs scaled their sales organization through successes and challenges.

Scale 107
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The Important Difference Between MQLs and SQLs

KLA Group

When business owners talk about leads, marketing qualified leads, or sales qualified leads, you need to stop them immediately and ask for a definition. Everyone will define these terms differently. My husband and I have an inside joke from when we were first married. I used to call the pockets on the outside of a […]. The post The Important Difference Between MQLs and SQLs first appeared on KLA Group - Denver.

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5 Ways Sales Readiness Impacts Your Business Positively

Awarathon

Publish by: Sagar Pradhan (Growth Marketer, Awarathon)Publish on: 5th Aug 2021 Many businesses might still be confused between the whole sales readiness vs sales enablement debacle. And while both can bring positive results to your business, sales readiness is different from sales enablement. It is also different from sales training. By learning how sales readiness […] The post 5 Ways Sales Readiness Impacts Your Business Positively appeared first on Awarathon.

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Why Bother with Team-Building for Sales?

criteria for success

We often write with the assumption that our readers are invested in sales team-building. However, we realize that not everyone is on board with team-building activities. You might think: if my sales team is made up of individuals based in their territories, do I really need to worry about team-building? And isn’t some competition between salespeople a good thing?

Scale 98
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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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Assemble a Story Archive

Selling Energy

It is my studied observation, having been in the business for over 25 years, that the most effective sales professionals in the industry are the ones who can tell their prospects stories about helping people in similar circumstances.

Study 95
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I’m Going Back to What I Know

Adaptive Business Services

I’ve written a few articles over the past year which have chronicled my foray into the dark art of marketing. This is an area where I have no prior experience. On top of that, I have always avoided it outright since my gut feeling has been that there would be nothing about it that I would enjoy. Even remotely. Well, I was correct on all counts and my efforts have been an abysmal failure.

CRM 87
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Is “being present” the next big sales skill your team needs to develop?

Membrain

When you think of skills your sales team needs, the words “being present” probably don’t pop to mind. But when I spoke with Colleen Stanley, author of Emotional Intelligence for Sales Success and president of the sales leadership development firm Sales Leadership, she listed “being present” as the key skill salespeople and their managers need in order to build trust with each other and with buyers.

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Cold Calling Examples: 6 Must-Ask Questions For Your Next Cold Call

Gong.io

7 seconds is all you get on a cold call. And that’s on a good day. That’s why I put together these 6 cold calling examples. The first two examples are like a one-two punch. Hit your prospect with them inside of 7 seconds and you’ll grab their attention from “hello” until “speak to you next week.”. Disclaimer: These examples rely 100% on hard data on hundreds of thousands of successful cold calls and 0% on opinions, it’s what you need to actually stand a chance of hitting quota.

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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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July Round Up

Shari Levitin

Before we bid farewell to summer and usher in the arrival of fall, enjoy my most popular videos from the month of July. Some may help you to rethink your approach while others may reinforce what you already know. In the words of Charles Darwin, “Ignorance more frequently begets confidence than does knowledge.” The Rare Skill Every Thought Leader Must Master.

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The ultimate comparison between value selling vs solution selling

Close

Pushing value before anything else is a good way to build expectations and help close more deals. But how does value-based selling compare to solution selling? With two models that are so similar, what are the real differences?

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12 B2B Sales Enablement Tools from Content Management to Sales Intelligence and More

Bigtincan

Traditional B2B sales enablement tools are all about helping sellers get the information and assets they need to sell effectively without wasting time navigating tools or trawling through endless content repositories. But while sales enablement has its roots in helping sellers manage content, today it covers other processes that either help save sellers time on […].

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Assemble a Story Archive

Selling Energy

It is my studied observation, having been in the business for over 25 years, that the most effective sales professionals in the industry are the ones who can tell their prospects stories about helping people in similar circumstances.

Study 52
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Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor

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#1 Sales Prospecting Tool to Book More Demos & Increase Sales

eGrabber

Sales prospecting is one of the most tedious and time-consuming tasks for B2B companies. Most of the sales & marketing professionals say that sales prospecting is the most challenging stage in their sales process. But, you don’t have a choice and you can’t afford to ignore it. Yes, without an audience whom will you reach out to sell your products & services?

Tools 52
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5 Effective Training Methods to Propel Sales Reps from Good to Great

Lessonly

Ready for a truth bomb? A recent article in Forbes reported that companies with highly engaged employees outperform their competitors by a staggering 147%. . Some of you might be thinking “sweet, that’s my team!” And if that’s you, you’re awesome. We’re proud of you. Hopefully, you’re here to round out your repertoire of training methods and techniques. .

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How to Create a Winning Sales Deck (Plus Examples to Get You Started!)

Growbots

Pitch decks are a tool to help make your sales calls more effective. A deck can tell a story, illustrate key points, provide social proof, and display impressive data. If you’ve been having a hard time closing deals on recent sales calls, you may need to rework your pitch deck for more visual impact. Here’s our step-by-step process for making a successful sales deck — plus tools and examples to make it easy!