Mon.Jul 23, 2018

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Elite Salespeople are 200% Better in These 3 Sales Competencies

Understanding the Sales Force

Professional athletes have one trait in common - they are all very athletic and their skills are among the top several hundred in the world in their particular sport. For example, in Major League Baseball, there are 30 teams with 25 players each, making those ball players the top 750 in the world. Dig a little deeper and in each sport there is an even smaller subset of players who are all-stars.

Sports 233
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5 Ways To Deal With A Picky Customer

MTD Sales Training

We’ve all had them; those customers for whom nothing you ever do is enough, or everything you do is wrong, or you’re blamed for everything that isn’t your fault. A picky customer is usually like that with every situation. It’s probably not just you. It could be that their character is simply one for whom nothing reaches the level of perfection they are looking for.

Customer 163
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Who Do You Know That Deserves A Standing O?

Score More Sales

We all have lessons we’ve learned in life as time has gone on. Certain people have influenced us. In the sales field, many of us have had mentors, peers, managers, leaders and sponsors who may have influenced us. In our homes we’ve had relatives and friends teaching us and guiding us.

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Touchpoint Analysis – Your Key to Unlocking the Secrets of the Customer Journey

SBI Growth

Leaders take the time to look at their own business practices comprehensively through the lens of their customers to understand how they measure up to their customers’ needs and expectations. They continually ask and seek answers to whether each customer.

Analysis 122
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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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9 Little-Known Ways to Find New Prospects on LinkedIn

Hubspot Sales

LinkedIn Prospecting Tips. Look at the "People Also Viewed" Sidebar. Reach Out to Prospects in New Roles. Investigate Your Competitors' Networks. Scroll Through Skill Endorsements. Use Alumni Search. See Who’s Commented On Your Prospects’ Posts. Browse Users Who Have Interacted With Your Posts. Use Boolean Google Search. Create a search alert. For most salespeople, social selling on LinkedIn is a way of life.

LinkedIn 145

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Sales Tips: Three Questions to Predict if Your Customer Will Renew

Customer Centric Selling

Courtesy of Primary Intelligence, a CustomerCentric Selling® Partner. Building a strong customer base is a game of inches, as the football analogy goes. To sell the deal, you have to find the right market, build the right product, and create a strong buying experience. But, as we all know, that’s only the first touchdown. You continue to sell and resell your product every day the customer uses it (or worse: doesn’t use it).

Scale 80
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A Framework to Achieve the Right Level of Tension in the Sales Process

Openview

As we covered in our last article , managing the tension between consistency and flexibility is key to a sales team’s success. Get this right and you’ll have sales conversations that close significantly more deals. For most sales teams, this isn’t easy to manage. If you control too much of the sales process by scripting every possible move, you turn your sales professionals into robots.

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The 4 things to do after you choke on a cold call

Predictable Revenue

This is a guest post by Sean Higgins, Entrepreneur in Residence at Techstars. The post The 4 things to do after you choke on a cold call appeared first on Predictable Revenue.

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Improve Your Performance: 10 Habits Practiced by the Best Salespeople

LevelEleven

Generally speaking, the majority of salespeople fall within one of the following performance-based groups: The Rockstars: Sales reps who consistently exceed their goals and set the standard for the entire department. This group makes up about 20% of the sales team. The Pack: Sales reps who meet most of their goals, but are not among the top producers.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Advice for Sales Managers: My Younger, Sales Manager Self

Pipeliner

Advice for My Younger, Sales Manager Self. There are several questions that I get asked in interviews that I particularly enjoy answering, mostly because they provoke introspection, humility, and thought. I am in the teaching and development profession. Part of why I am in this field, and why I excel at what I do, is because of the mistakes that I have made throughout my career, and my ability to help others not follow in my footsteps to becoming an effective sales leader, learning from my mista

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People > Processes: A Conversation with Armen Zildjian, VP Sales, Drift

Costello

Armen Zildjian, VP Sales, Drift. As you may have seen in our first collection of People > Processes articles, we featured mostly individual quota bearing sales professionals who serve their prospective customers relentlessly. We had such a tremendous response from our collection of 10 posts that we decided to create an ebook of the interviews so our readers could easily take their advice and apply it to their sales processes.

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5 Sales Coaching Tips from a Successful Player-Coach

BrainShark

Brainshark account development team lead Johnny Ocean outlines tips and strategies that have helped him become a successful SDR player-coach.

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Measuring Success: Your Renewal Depends on It

The Center for Sales Strategy

During the sales process, it’s important to have open and upfront conversations about how advertisers measures success. Clients will make their decisions to buy again based on the success, or failure, of the campaigns and solutions you sell them. Questions about success and client expectations should take place throughout the steps of the sales cycle, and your questions will differ based on where you are in the sales process.

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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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Scale Your Sales Career in 2023 With This Old-School Approach

Close

Growth is easy in the early days of your sales career. You have unlimited potential, and simply learning the technology, methods, and sales strategies that work will help you move up quickly. But this only works to a point.

Scale 52
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Research: Align Your Customer Service, Marketing, and Sales Teams to Drive Revenue

The Brooks Group

Today, customer experience dictates how successful a company will be in the long-term. That’s why it’s key that your salespeople use a customer-focused, consultative selling process with every prospect and customer they interact with. But your customer-centric strategy should go beyond the sales team. To truly be successful in today’s competitive landscape, your organization must have a strong alignment between the Customer Service, Marketing, and Sales departments.

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Global, Digital Buyer & Seller – don’t let geolocation or language be your excuse

SalesforLife

Whether you like it or not, you can’t stop your buyer from learning. They will learn using their peer networks, and/or they will conduct online research. While they won’t buy a complex solution online like it’s Amazon Prime (the eternal excuse people use to not practice Social Selling is “my buyer doesn’t BUY on LinkedIn”), a PORTION of their buying journey will leverage digital insights, referrals and triggers.

Buyer 51
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Controlling Your Destiny

Partners in Excellence

For those who may not have already guessed, I’m a control freak. It can be a terrible characteristic if it is manifested in micro-management, constantly being in tell mode, not listening. Over years, I’ve spent a lot of time looking at what I can control–and makes sense to control, and letting go. As much as we like to think we can control things, there is so much beyond our control.

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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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How to Get Meetings with CEOs

Selling Power

Most salespeople claim they’re proficient at getting meetings with C-level executives.

Meeting 75
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Facebook Live Video: How to Make Your Offer Impossible to Refuse

Engage Selling

Want to make your offer impossible to refuse? Here’s how to quadruple your value. So, are you ready to make your offer irresistible to your prospects and clients?

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Bridging the Gap Between Sales and Finance

Xactly

In the blue corner we have our CRO, or Sales Director, whose function invariably involves spending company money to attract new clients and customers to the business. And in the red corner, we have the CFO, or Finance Director, whose greatest responsibility is to keep a tight rein on spending. Both roles are equally vital to an organisation. So how do we make sure that they aren’t arch rivals each fighting their own corner, but are colleagues working collectively to make their business successfu

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Top 5 Benefits of Manufacturing Configure, Price, Quote

Atlatl Software

QuoteBooks CPQ is a manufacturing-specific tool for rules-based product configuration, accurate pricing, and efficient quoting. But when it comes down to it, what are the best benefits of leveraging CPQ solutions?

Benefit 40
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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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#4 Relationship Question: What is the Relationship Gap?

Altify

In a prior post I outlined the 5 key questions to develop a relationship strategy and in the last three posts I explained #1: Who Matters? , #2: How Do They Think? and # 3: What is your Current Relationship? Now we know our starting position. In this post I will help you to understand the difference between where we are and the desired state and that’s not always what you expect.

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Cold Calling: The Do’s and The Don’ts

LeadIQ

By Jack O’Hara. The art of cold calling takes a minute to learn and a lifetime to master. Although cold emailing has taken place as the norm for cracking into a prospect’s account, cold calling is still as valuable a skill as it used to be. Throughout my internship this summer, I have seen some very carefully crafted cold emails that happened to convert prospects to opportunities.

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The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline

Selling Energy

I am often asked about the best ways to prospect for new clients. I always say the same thing: it’s all about attitude and thinking ahead. But while for some salespeople it may be the most intimidating part of the sales process, it’s also the most rewarding. You’ve got to convince someone you’re bringing value to their business and prove you’re worth their time!

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#4 Relationship Question: What is the Relationship Gap?

Altify

In a prior post I outlined the 5 key questions to develop a relationship strategy and in the last three posts I explained #1: Who Matters? , #2: How Do They Think? and # 3: What is your Current Relationship? Now we know our starting position. In this post I will help you to understand the difference between where we are and the desired state and that’s not always what you expect.

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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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The New Product Manager Persona

Product Management University

How has the product manager persona changed over the past 20 years? The short answer is that most product managers today come into their role from technical backgrounds. 20 years ago most product managers came from customer-facing roles. That shift means that today’s product managers need to work harder at three things to make sure they’re delivering value to the organization.

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Cold Calling: The Do’s and The Don’ts

LeadIQ

By Jack O’Hara. The art of cold calling takes a minute to learn and a lifetime to master. Although cold emailing has taken place as the norm for cracking into a prospect’s account, cold calling is still as valuable a skill as it used to be. Throughout my internship this summer, I have seen some very carefully crafted cold emails that happened to convert prospects to opportunities.

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The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline

Selling Energy

I am often asked about the best ways to prospect for new clients. I always say the same thing: it’s all about attitude and thinking ahead. But while for some salespeople it may be the most intimidating part of the sales process, it’s also the most rewarding. You’ve got to convince someone you’re bringing value to their business and prove you’re worth their time!