Fri.Nov 08, 2019

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Have Your Best Sales Quarter Ever - through Focus

Score More Sales

Now is the time of year where distractions happen. It is easy to blame others for your lack of success - but in sales, it always comes down to how well you perform regardless of the obstacles. To do well this quarter, you need one thing more than anything else - focus. Focus on your sales goals. Focus on your KPIs. Focus on your activity.

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Creating Your Ideal Week: The 6th Sales Productivity Tool

Anthony Cole Training

In our next edition of Football & 9 Sales Productivity Tools That Will Change Your Results, we bring you our 6th tool, which is "Creating Your Ideal Week".

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Win Back Your Lost Customers by Following These Tips

Nimble - Sales

Do not give up on the customer if you lose them. It is much easier for a business to retain a customer than find a new one. Rejection is difficult to deal with, how customer relationship management (CRM) is crucial for any thriving business. Be honest with yourself and your team when a customer is […]. The post Win Back Your Lost Customers by Following These Tips appeared first on Nimble Blog.

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Expecting Our People To Think For Themselves

Partners in Excellence

I’ve not been following my normal cadence of blog posts the past couple of weeks. Normally I publish 4-5 a week, in the past two weeks, I published about a third that number. Part of the reason is I’ve been consumed with doing my “day job,” which is helping clients drive higher levels of sales performance than they have ever experienced.

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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.

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How You Make It Easy For Your Client To Say No

Anthony Iannarino

I tried to convince my publisher to name my second book, The Art of Commitment-Gaining. They called it The Lost Art of Closing. Some people equate the word “closing” with a self-oriented, pushy, high-pressure form of selling that is now so rare as to be remarkable when you experience it. Even though the word “closing” still carries a negative connotation, success in sales is, in large part, built on gaining commitments.

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The Competitive Advantage of Revealing Your Higher Price

Anthony Iannarino

Salespeople who sell a product or service with a higher price complain that it is more difficult to sell , believing their competitors with a lower price have it better. Many withhold their pricing as long as possible because they are worried the high price will cost them their deal when that strategy is the very thing that makes it more difficult for them to win.

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Making “Land and Expand” Work for You | Sales Strategies

Engage Selling

I want to highlight a sales strategy I’ve noticed perform incredibly well as of late. We started calling this the “land and expand” strategy. What is the “Land and Expand” Strategy?

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Weekly Roundup: Metrics for Tracking Goals, How Millennials Are Transforming Sales + More

The Center for Sales Strategy

- MOTIVATION -. "Everyone lives by selling something.". -Robert Louis Stevenson. - AROUND THE WEB -. > The 5 Sales Metrics That Every Sales Rep Should Be Tracking As Goals – Databox. Sales management is not for the faint of heart. Not only are managers responsible for recruiting, retaining, and training high-quality teams – they’re ultimately responsible for showing the results of those efforts.

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Gong Labs Live: 5 Reasons Deals Get Stuck (and Sales Techniques to Treat It)

Gong.io

We’ve all had a deal get stuck. You thought your deal was on its way to a signature. Your prospect seemed interested. Maybe they even gave you the verbal greenlight. . And then…nothing. . Good sales reps are self-starters and self-motivated. But the most important trait of a great sales rep? They’re Proactive. . But even the most proactive sales reps hit a snag and their deals get stuck. .

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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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From Moving Big Rocks to Granting Wishes: How Chuck Marcouiller, Reflektive’s Senior Director of Sales Enablement, Does It All

Chorus.ai

Chuck Marcouiller is a graduate of West Point, a former artillery officer and a combat vet. He’s also the “dog that caught the car.” Well, that’s how he refers to his path into sales, anyway. After leaving the military, Chuck went into business, working for an HR administration software company in operations. When payroll giant ADP acquired that firm, the company turned to Chuck for help in identifying and acquiring similar businesses to the department he was running.

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The Time Value of Selling Value

Pipeliner

You are probably aware of the time value of money, but did you know that there is also a time value of selling value? In the finance world, when someone talks about the time value of money , they mean that a dollar received now is worth more than a dollar received in the future. This is true even when that future dollar is absolutely a sure thing.

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How To Close A Deal When You Are Negotiating

The Accidental Negotiator

After you’ve tried everything, you need some suggestions on how to make a close happen Image Credit: Thomas Weidenhaupt. The reason that we are willing to invest the time in a negotiation is because we believe that by using our negotiation styles and negotiating techniques we’ll be able to eventually reach a deal with the other side. However, in order to make that happen, at some point in time the negotiations have to come to an end.

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Putting Strategic Account Planning Into Practice

Richardson

When mapping a hike, some calculate the mileage “as the crow flies.” That is, the mileage doesn’t represent the additional distance of summiting and descending the peaks and valleys in between the start and end points. Nothing about strategic account development is “as the crow flies.”. The sales professional must traverse every contour of the landscape.

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How to Stay Competitive in the Evolving State of Martech

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

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How to Succeed at Creating a Proactive Social Selling Plan [Podcast]

Sandler Training

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. The post How to Succeed at Creating a Proactive Social Selling Plan [Podcast] appeared first on Sandler Training.

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Things to Consider When Planning Your Annual Sales Meeting

Funnel Clarity

Whenever sales leaders tell me they are planning their sales kickoff (SKO) or annual sales meeting, my first question is, “what’s the purpose of the meeting?” To be more specific, nearly all meetings serve to do one of four things: celebrate, provoke, inform or review. Upon sharing these themes, the reaction I almost always hear is, “we want to do all four!

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How to Succeed at Creating a Proactive Social Selling Plan

Sandler Training

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. The post How to Succeed at Creating a Proactive Social Selling Plan appeared first on Sandler Training.

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What to Consider When Developing Annual Sales Meeting Topics | Funnel Clarity

Funnel Clarity

Whenever sales leaders tell me they are planning their sales kickoff (SKO) or annual sales meeting, my first question is, “what’s the purpose of the sales meeting?” To be more specific, nearly all annual sales meeting topics serve to do one of four things: celebrate, provoke, inform or review. Upon sharing these themes, the reaction I almost always hear is, “we want to do all four!

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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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?? Amazement in Sales

Pipeliner

Want to learn how to be amazing at customer service? It’s actually not that difficult. Wouldn’t it be nice if everyone regarded you as being amazing in sales? Or a wonderful leader? What if you could transform yourself into a person who was always amazing – in almost every area of life? “Always be amazing.” That is the motto of Shep Hyken, who tells us why it’s crucial to be amazing when working in the sales world.

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Things to Consider When Planning Your Annual Sales Meeting

Funnel Clarity

Whenever sales leaders tell me they are planning their sales kickoff (SKO) or annual sales meeting, my first question is, “what’s the purpose of the meeting?” To be more specific, nearly all meetings serve to do one of four things: celebrate, provoke, inform or review. Upon sharing these themes, the reaction I almost always hear is, “we want to do all four!

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Let’s Talk Sales! Inspirational Quote by Melody Beattie – Episode 202

criteria for success

Today's quote from Melody Beattie is all about benefits of gratitude! Read on to learn more about this week's Let's Talk Sales inspiration! Melody Beattie Quote This month's theme is Gratitude. And today's quote comes from Melody Beattie, a best-selling author. She said: “Gratitude turns what we have into enough, and more. It turns denial [.]. The post Let’s Talk Sales!

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?? Consistency in Sales

Pipeliner

The benefit of consistency in sales is very simple. We know that consistent sales activities produce consistent sales results. Random sales activities produce random sales results. Many salespeople use a sales process to guide their buyers from lead to close, but others opt for strategies that produce more inconsistent results. Weldon Long, interviewed by John Golden, explores the power of consistency in sales.

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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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What Do You Value?

Hyper-Connected Selling

The post What Do You Value? appeared first on David J.P. Fisher.

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Be An Opportunity Maker

Selling Energy

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This Manager Got Fired After Checking-In for a Flight at JFK Airport

Keith Rosen

What do you do when you observe someone blatantly disrespect another person in some way? Do you intervene or idly stand by? Here’s one manager who took matters into his own hands, and the difficult stand to do what’s right. If you’re an avid traveler like me, you’ve probably lost count of how many flights you’ve taken in your life, only to be reflected in your airline member status or the stamps (old-school) in your passport.

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10 Essential Traits of Highly Successful Salespeople

Sales Hacker

The most successful salespeople think and act differently than your average sales rep. What sets them apart? They’ve discovered the traits that ensure selling success, and work incessantly to cultivate those traits in themselves. We’re going to share with you their secret sauce. We’re going to tell you the top 10 traits of successful salespeople — and how you can use them to up to go from a good salesperson to a great one.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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How Top-Tier Revenue Leaders Guarantee ‘People Success’

Gong.io

At Gong’s #celebrate conference, sales leaders tackled three pillars: People Success, Deal Success, and Strategy Success. In the coming month, I’ll reveal golden nuggets from their talks. First up, People Success. . “People Success” isn’t what you think. . It’s not happiness, motivation, fulfillment, or other important personal metrics. People Success is where your business processes and people meet.

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10 Best Business Card Scanner Apps in 2020

Hubspot Sales

Picture this — you’re at a major conference connecting with leads left and right. At the end of a stellar conversation with an executive whose company is the ideal fit for your product they hand you their business card and tell you to keep in touch. Cue the record scratch — business card? In 2020? Yes, you heard that correctly. Even with 2020 around the corner, business cards are still in circulation.

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Tribe, Brand, Domain (TBD) — How to Think about Building Career

InsideSales.com

Managing a career is confusing at best. Did I take the right job? Have I stayed at this job too long? What should I do next? 100% of people who have ever had a career have asked these questions and more. Maybe you’re considering your career strategy right now? In a cruel twist of irony, charting a career gets harder the more options you have. We build experience and skills to open up the world of possibilities, but the very existence of those possibilities can be daunting.

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