Fri.May 07, 2021

article thumbnail

Customer Expectations Have Risen. Do Your RFPs Rise to the Challenge?

Sales and Marketing Management

In the new world of digital selling, it is critical that your request for proposal clearly articulates how your product meets the needs of your customer. The post Customer Expectations Have Risen. Do Your RFPs Rise to the Challenge? appeared first on Sales & Marketing Management.

Customer 244
article thumbnail

The secrets to closing a multi-million dollar deal

Zoominfo

“The summary of it is that we prospected like heck, we did probably 50 to 100 demos, we struck out a lot, and every time we struck out we just kept going and going and going. We pulled out every resource we possibly could, and we didn’t let ‘no’ defeat us, because we knew it was a good opportunity.” — Andy Lyon. When Andy Lyon started at ZoomInfo, people called him “Andy Cub.

Closing 246
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

4 Questions You Need to Ask Yourself When Building a Success Formula

Anthony Cole Training

Success Formulas help us identify certain behaviors that we need to execute week in and out to achieve our goals. But how do you know if yours is set up for greatness or failure?

Sales 158
article thumbnail

Can Quiet Sellers Gap Sell?

A Sales Guy

As Gap Selling has crossed the milestone of 50,000 copies sold , we are highlighting some of our favorite books to compliment your Gap Selling journey. Our 3rd book recommendation? Quiet!! To start…you may be wondering why the heck would I put Quiet and anything “Keenan” in the same discussion? These two words have probably never been shelved together, until now.

Energy 170
article thumbnail

Sales & Marketing Alignment: How to Synergize for Success

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.

article thumbnail

Podcast 197: Tim Clarke On Loss, Grief, And Moving Forward

John Barrows

Our guest this week is Tim Clarke, Senior Director, Product Marketing – Sales Cloud at Salesforce and Co-Founder of UNCrushed, a platform and community for mental health awareness. Success isn’t always about tactics and dollars. Sometimes success is about carrying on even though our world seems to be closing in around us. In this episode, Tim and John talk about their experiences with loss and grief and how they’ve been able to pick themselves up and move forward.

More Trending

article thumbnail

The Secrets to Closing a Multi-Million Dollar Deal

Zoominfo

“The summary of it is that we prospected like heck, we did probably 50 to 100 demos, we struck out a lot, and every time we struck out we just kept going and going and going. We pulled out every resource we possibly could, and we didn’t let ‘no’ defeat us, because we knew it was a good opportunity.” — Andy Lyon When Andy Lyon started at ZoomInfo, people called him “Andy Cub.

Closing 100
article thumbnail

Goals Without a Plan Are Useless | Sales Strategies

Engage Selling

This week, I want to explore sales goals. I know we all have them. Our companies set them for us, our leaders set them for us, and perhaps you set some for yourself. Setting goals, however, is never the problem … Read More » The post Goals Without a Plan Are Useless | Sales Strategies first appeared on The Sales Leader.

Strategy 138
article thumbnail

The Adapter’s Advantage: Mike Kunkle on Revenue Growth

Allego

Welcome to The Adapter’s Advantage: Breakthrough Moments that Lead to Success. In episode 24, sales effectiveness expert Mike Kunkle shares how he pivoted from a career as a musician to helping companies drive dramatic revenue growth through best-in-class training strategies and proven sales transformation systems. Listen and Subscribe Now: Apple Podcasts | Google Podcasts | Spotify | TuneIn.

Revenue 118
article thumbnail

Building the Right Team to Drive Revenue Growth

Sandler Training

There are two critical criteria you will want to look for in identifying top-tier salespeople: Self-awareness and drive. The post Building the Right Team to Drive Revenue Growth appeared first on Sandler Training.

Revenue 107
article thumbnail

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.

article thumbnail

Why Sales Training Cannot Fix Your Salesforce (video)

Pipeliner

The current sales consulting model focuses more on delivery than how it impacts a company. Thus, in this Expert Insight Interview, Ken Lundin discusses why sales training cannot fix your salesforce. Ken Lundin is the President of Ken Lundin and Associates, providing sales consulting to B2B companies. The interview discusses: The current model. Small constant changes.

article thumbnail

Weekly Roundup: How to Climb the Ladder, The Best Question is the One You Never Ask + More

The Center for Sales Strategy

- MOTIVATION -. "Always treat your employees exactly as you want them to treat your best customers.”. -Stephen Covey. - AROUND THE WEB -. > How to Climb the Ladder, Even When the Ground is Shaky – Medium. As we approach what is typically “performance review season” many high performers are faced with two seemingly competing inner voices: I should be grateful I even have a job.

article thumbnail

Project Management—an Essential Part of Account Management

Pipeliner

We’ve thoroughly covered many factors of account planning, such as setting goals and targets. But at the end of the day, account planning naturally evolves into creating a project, which falls into the realm of project management. A project is primarily made up of objectives. There are usually different people working on objectives, and each objective requires careful resource planning.

Account 98
article thumbnail

Three Ways to Measure Your Organization’s Growth Potential

Sandler Training

What kind of revenue growth do you want to see between now and the end of your fiscal year? The post Three Ways to Measure Your Organization’s Growth Potential appeared first on Sandler Training.

Revenue 91
article thumbnail

How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

article thumbnail

The Eternal Motivator

Sales Manager Now

Motivating others comes easy for some and can be more challenging for others. But there are moments we can provide an Eternal Motivator, but only if we act on……watch the video for the rest of the story. What can you… The post The Eternal Motivator appeared first on Sales Manager Now.

article thumbnail

Not Only Do Opposites Attract…

Rob Jolles

… They Must Attract. I’ve always loved the game of basketball. I played the game at a pretty high level as a kid, coached kids when I got older, and even played in a handful of adult leagues. Strangely enough, it was the last league I played in that made me a more complete player and coach. I also became more empathetic to one other person in the game; the referee.

article thumbnail

What is a Virtual Sales Platform?

Showpad

The present and future of sales is virtualization. . Traditionally, sales has been an on-the-go profession, with reps often traveling between client meetings and pitches. However, the COVID-19 pandemic didn’t so much dent that level of activity as it did force more businesses to adopt remote workforces on the fly. . The result is a fundamental shift in how sales operates.

Hiring 59
article thumbnail

Flourish or Flounder? Soft Skills Make the Difference in Sales

Highspot

We’ve all had to make significant changes in response to the global pandemic, and sales teams are no exception. As the global economy was upended, the pandemic forced a shift to both virtual selling and virtual sales training. Some companies floundered while others flourished. Sales teams that were able to adapt to life during COVID-19 showed their resilience.

Pivotal 59
article thumbnail

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

article thumbnail

How to Be a Great Consultant

Selling Energy

I was asked if I had any advice for someone who was trying to build a consulting practice, particularly given that social distancing is limiting outreach activities to remote selling. Your local bookstore and the internet are both great places for helpful insights into business development in general. Fortunately, much of the advice is very applicable for growing a service business like consulting.

How To 52
article thumbnail

All A/Bout Split Testing

Appbuddy

A recent Validity report showed programs achieving 90% inbox placement rates or above are 25% more likely to have A/B split testing as part of their overall strategy. However, testing presents its own challenges: what hypotheses should be tested, how should tests be built, and how should results be measured? In the latest episode of our popular State of Email Live webinar series, it was a pleasure to be joined by Charlie Wijen , Digital & CRM Specialist at Philips, and my Validity colleagues

article thumbnail

5 Sales Enablement Tech Tools to Leverage in 2021

Vendor Neutral

5 Impactful Sales Enablement Technology Solutions in 2021. Leveraging Trends for Greater Prospect Engagement. 2020 changed many things, including totally redefining those tech clichés of “disruption” and “transformation.” Sales enablement and content management solutions help you communicate and engage with prospects, and the value of leveraging content within these solutions has vastly increased.

article thumbnail

All A/Bout Split Testing

Appbuddy

A recent Validity report showed programs achieving 90% inbox placement rates or above are 25% more likely to have A/B split testing as part of their overall strategy. However, testing presents its own challenges: what hypotheses should be tested, how should tests be built, and how should results be measured? In the latest episode of our popular State of Email Live webinar series, it was a pleasure to be joined by Charlie Wijen , Digital & CRM Specialist at Philips, and my Validity colleagues

article thumbnail

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.

article thumbnail

Sales Best Practices: 5 Ways to Prepare for Your Next Sales Meeting

Force Management: The Seller's Command Center

When you’re pursuing an opportunity and you earn that coveted time with a decision maker, you have to be ready to uncover their needs and articulate your value. Oftentimes, you only get one chance to get it right. Ensure you achieve your desired outcomes in your next sales conversation. Do the work up front to make it happen.

article thumbnail

Why Canada Is An Excellent Country to Secure Second Home (video)

Pipeliner

Have you ever considered living in another country? In this Expert Insight Interview, Brandon Miller discusses the benefits of securing a safe and secured alternative home in Canada and getting a second passport. Brandon Miller is a Managing Director at Maple Immigration Services, helping Immigration and Settlement of Newcomers to Canada. The interview discusses: Why Canada?

Video 52
article thumbnail

Happy Learners = Delighted Customers: Why Today Is The Day to Adopt Modern Training Delivery Methods

Lessonly

In our fast-paced, modern world, the demand for efficiency and personalized everything has never been higher. We expect information to be at our fingertips so that we can use that information to further our personal agendas. We can’t ignore how this is impacting organizational training and coaching. Employees crave personalized training and coaching, so long as it’s efficient and specific to their responsibilities and needs.

article thumbnail

3 Things You Should Know Before Your First BDR Role | Donald Kelly - 1443

Sales Evangelist

Today on The Sales Evangelist, Donald gives three tips to consider before your first BDR role. Success doesn’t happen overnight, but using Donald’s tips will pave the path to your success as you begin your sales career. Don’t take it personally. There will be times people hang up on you are simply not interested - it happens to everyone. But don’t let that unmotivate you!

article thumbnail

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.

article thumbnail

Tips On Avoiding Turf Battles When You Negotiate With Multiple Parties

The Accidental Negotiator

Negotiators need to know how to reach agreements during a group negotiation Image Credit: Jakub T. Jankiewicz. Let’s face it – negotiating is not an easy thing to do. If you want to make it even harder, then instead of just negotiating with one party, invite multiple parties to the same negotiation. When this kind of negotiation is going on, turf battles – heated conflicts over territory, control, rights, or power -are all too common.

article thumbnail

3 Things You Should Know Before Your First BDR Role | Donald Kelly - 1443

Sales Evangelist

Today on The Sales Evangelist, Donald gives three tips to consider before your first BDR role. Success doesn’t happen overnight, but using Donald’s tips will pave the path to your success as you begin your sales career. Don’t take it personally. There will be times people hang up on you are simply not interested - it happens to everyone. But don’t let that unmotivate you!

article thumbnail

3 Things You Should Know Before Your First BDR Role | Donald Kelly - 1443

Sales Evangelist

40