Fri.Oct 27, 2017

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How to Handle: “I want to speak to some references.”

Mr. Inside Sales

How do you deal with the “I need to speak to some references” objection? Do you cave in and happily send your prospect two or three clients who are satisfied with your product or service? And if you do, have you ever found that some of those prospects never call you back? As you already know, when someone asks for references there is usually something they are not sold on.

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Sales and Super Mario

Anthony Cole Training

Last week, my fiancé and I were gifted a new Super Nintendo Classic with all the originals preloaded- Donkey Kong Country, Street Fighter, Zelda and of course, Super Mario World. Now I realize only a certain group reading this will know the exact system I am referring to but my theory still applies to Atari lovers, Gameboy enthusiasts and even those of you who know nothing about gaming and gaming consoles.

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The “Why” of What You Do Each Day

The Sales Hunter

I’ve written before about the need to know why you sell. In my own life, my sales performance changed dramatically when I realized why I was in sales, and that was to help others see and achieve what they didn’t think was possible. Take a moment and let the last sentence sink in, and ask […].

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3 Ways to Go From a Missed Quota to Your Best Month Ever

Hubspot Sales

Bad months can be debilitating when feelings of inadequacy take root. I have a mentor who reminds me, “ Sales is a game that’s played between your ears. ” Negative thinking makes it difficult to succeed, and your insecurity can turn one bad month into bad months. Many times, you’re on track to hit your goal, doing everything right -- and then several deals you were certain would close just don’t.

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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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How to Earn Brand Preference with Your Content Marketing

SBI Growth

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We Claim To Be Data Driven, Yet We Ignore The Data

Partners in Excellence

Recently, I heard someone say, “We claim to be data driven, yet we ignore the data.” Nothing could be more true of much of what I see in the practice of sales and marketing. We are surrounded by data about what drives sales and marketing effectiveness. Hundreds of market research reports, done by thoughtful researchers provide stunningly depressing news about sales and marketing performance.

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Effectiveness Vs. Efficiency: How Sales Leadership Can Optimize Team Performance [Roundup]

SalesforLife

Welcome to your weekly roundup for Oct -27. In this week's roundup, we've gathered insights from several different articles around one topic: optimizing your sales team's performance. In this installment, you'll learn how sales coaching can optimize your team's prospecting efforts, four opporunities sales enablement can help with your sales force and what skills are necessary for a top performing sales rep.

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Simplify and Increase Your Win Rate! | Sales Strategies

Engage Selling

Nothing kills a proposal faster than when you add so much value and so many extra benefits that the client says, ” Hey, I don’t need this much. This will be too expensive. This company doesn’t understand my needs.

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There is Power in Email Personalization

Velocify

Did you know companies that personalize marketing emails experienced a 27% higher unique click rate and an 11% higher open rate than those that do not? While a lender’s marketing brand, messaging, and disclosures should all be consistent, the person closest to the borrower should always be the one driving the conversation. After all, it is their knowledge and expertise of the mortgage process that borrowers rely on to make smart decisions about getting a mortgage.

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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The Future of Sales: What You Need to Know

Engage Selling

The end of selling as we know it – you need to know what the future looks like so you can continue to produce results. Watch this live video where I share in-depth insights on the future of sales!

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CSO Insights: The ROI / Business Value Justification Gap

The ROI Guy

ROI / business value justification is not getting the emphasis it should, and remains a challenge for most organizations. This a finding from over 1,000 surveyed as part of CSO insights annual Sales Enablement Optimization Report for 2017. According to the research, ROI / Business Value Justification Training and Enablement are in aggregate need of a major redesign and improvement for the majority of respondents (almost 60%).

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A Seller’s Guide to Digital Transformation: Themes from the CEB, Now Gartner Conference

LeveragePoint

I spent last week in beautiful Las Vegas, where LeveragePoint sponsored the CEB, Now Gartner’s Sales and Marketing Summit. I met so many great people, and listened to incredible thought leaders share their expertise on the past, present, and future of sales and marketing. From all that information, I took away three key themes: “Digital is going to take us on a journey whether we like it or not.”.

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3 MORE Takeaways from Using Video in Our Sales Process

SalesLoft

If you’re not using video somewhere in your sales process, you should be. That’s not an empty declaration designed to catch your attention. That’s a fact based on a myriad of new stats on video effectiveness that get published every day. It’s also based on our own experience at Salesloft. Earlier this year, we doubled down on our belief in the importance of video by releasing a full integration with the Vidyard platform (pssst, that integrations about to get even better.

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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.