MTD Sales Training
JANUARY 25, 2018
No matter how good your sales technique, even the best of us will not get a 100% closing ratio. Be it a buyer who isn’t ready yet to make a decision, or a poor meeting where the sales person doesn’t listen effectively, or a myriad of other reasons, it’s possible that the sale has been lost when it could have progressed efficiently. This can have a negative effect on many salespeople.
SBI Growth
JANUARY 25, 2018
Most new product launches fail to meet their full, forecasted potential. These launches often fail because companies take their new products to market with the same sales org structure that was built to sell their legacy products. Evaluating your current.
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Hubspot Sales
JANUARY 25, 2018
Case studies and testimonials are useful to have on hand. They help you earn a prospect’s trust, show them what life would be like as your customer, and validate that your product or service works. Consider creating a library of customer stories your sales team can use to share targeted and relevant content with your prospects via your website and sales proposals.
Score More Sales
JANUARY 25, 2018
Referrals in the sales world are the very best way to grow your sales book of business for many reasons. The first one is that if someone whom you respect refers you to work with someone else, nearly half the “work” in building trust has been done.
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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.
Go for No!
JANUARY 25, 2018
When you get a ‘no’ from someone, never react poorly. You might be frustrated, angry, annoyed, irritated or just exhausted. You might feel despondent, upset, sad, and at the end of your rope. When you reach the end of your rope, tie a knot in it and hang on. – Franklin D. Roosevelt. But you cannot show it. The very thing that most people fear about telling a salesperson or business owner ‘no’ is a bad reaction.
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Hubspot Sales
JANUARY 25, 2018
Building a program for underperforming sales reps is pretty atypical. But that’s exactly what I did in 2017 -- I ran a bootcamp called Project Finish Line (PFL) for reps who had averaged less than 95% quota attainment last quarter. The goal? Get them to reach 100% quota attainment as quickly as possible. And it went well. On average, the reps improved quota attainment by 31%.
Partners in Excellence
JANUARY 25, 2018
Regular readers of this blog know that I’ve become very interested in the concept of Micro Improvements. I’ve written about the concepts in these posts: Plateauing and The Importance Of Small Changes In Improvng Performance. For the last couple of months, I’ve been using myself as a guinea pig in making micro improvements in my own performance.
Mereo
JANUARY 25, 2018
Social selling has been a sales industry buzzword for the past few years, gaining steam in some circles the last six months – some even espousing it is the silver bullet to make selling (especially prospecting) “easy.” While these media may be relatively new to sellers and the sales industry as a whole, one thing remains and will always remain: The buyer demands to be seen, heard and genuinely served.
SalesforLife
JANUARY 25, 2018
The modern sales process has moved from analog to digital, and if your company and your sales team aren't moving in that direction, you're missing opportunities to sell smarter by leveraging the power of social selling to drive sales outcomes.
Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker
Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.
Allego
JANUARY 25, 2018
Sixth in a series of posts about the ROI of sales training. Most sales training ROI assessments stick to the basics: cost savings and revenue growth. But sales training and sales training technology investments deliver two additional types of return that are often overlooked. My previous blog covered reduced business risk. The other “hidden” source of ROI comes from better sales rep retention and employee engagement.
Nyden on Negotiation
JANUARY 25, 2018
My client was preparing to make a counteroffer to a vendor asking them to reduce their price, when an announcement to close a division of my client’s organization was made public. The closure impacts the vendor’s relationship with the organization, but doesn’t eliminate the relationship. My client’s line-of-business stakeholders are demanding price reductions, but at […].
The ROI Guy
JANUARY 25, 2018
Proper discovery is vital to winning deals. In fact, research shows that almost 60% of sellers who win competitive deals demonstrate that they effectively understand their buyer’s needs (with losses showing the exact opposite). Despite the importance of discovery to winning more deals, buyers clearly feel that their sales reps aren’t doing enough discovery to understand their needs, with: • Only 43% —less than half of the over 10,000 interviewed buyers—rating their sales reps as “excellent” in u
Pipeliner
JANUARY 25, 2018
Off the Cuff Instant Interview Question: How can asking questions to gain knowledge of your buyer’s process also assist you in establishing a relationship with your buyer? All too often today we hear about different sales styles: Challenger, Solutions, Target account, Value selling, Whale hunting, the list goes on and on and on. However, there is a time and place for each of those in every sale.
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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.
Sales Evangelist
JANUARY 25, 2018
Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is about how you can face your fear of asking for referrals. Did you know that 91% of customers are willing to offer a referral if asked by a seller? Unfortunately, only 11% of salespeople are asking their clients if they’re […] The post TSE 755: TSE Hustler’s League-“Fear of Asking” appeared first on The Sales Evangelist.
Sales Gravy
JANUARY 25, 2018
Prospects begin building a relationship with you the minute they find you online ? for better or worse. The sales game today is played much differently than it has been in the past.
DiscoverOrg Sales
JANUARY 25, 2018
As a business grows, the role of the CEO changes. Leaders who are able to evolve their mindset from survival to strategy are a lot more likely to find themselves among those 20% of businesses who survive beyond the first 18 months. It’s a transition Henry Schuck knows well. DiscoverOrg’s CEO has led the company for a decade – since its creation in 2007.
Sales Gravy
JANUARY 25, 2018
How do you know when it?s time to give up on a prospect and stop hounding them, especially when you?re tasked with drumming up new business? Sometimes it?s hard to give up on prospects who you?ve called, and called, and called. You?
Advertiser: ZoomInfo
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
No More Cold Calling
JANUARY 25, 2018
Sales leaders must take the rap. We used to hire account based sales reps, indoctrinate them with product knowledge and a smattering of business culture, and give them a few lead generation tools. Then we gave them a phone, a list, and, a desk, and expected them to figure out how to book meetings. They ended up cold calling. Frustrated, many of them left, and we started the process again.
Sales Gravy
JANUARY 25, 2018
It's not too late to pinpoint your goals for the upcoming year. What changes will you make? It?s that time of the year when people set New Year?s resolutions and goals. Setting goals really boils down to making new and better choices. It?
Cincom Smart Selling
JANUARY 25, 2018
CPQ Perspectives is a series of blogs designed to look at configure-price-quote (CPQ) systems through the eyes of those who encounter them. We spend so much time talking about CPQ as it relates to the selling organization, we thought it might be beneficial to look at how CPQ benefits the actual “feet on the street” sales reps. Sales managers and the sales force, in general, enjoy many benefits from CPQ and other sales-enablement tools.
Sales Gravy
JANUARY 25, 2018
These self-evaluations will give you a "ground zero" beginning to understand the NOW position of your attitude, and where to work on getting to YES!
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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.
The Center for Sales Strategy
JANUARY 25, 2018
Here it is, the beginning of another new year and the perfect time to make sure you are setting yourself up for success in 2018. If you manage people, one of the best ways you can do this is to ensure that you have a strong talent bank — even if you do not plan on making a single hire. A strong talent bank allows you to set the bar high for your team, hold people accountable to meeting expectations, and move forward without missing a beat if one of your people chooses to leave.
InsightSquared
JANUARY 25, 2018
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