Thu.Jun 17, 2021

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4 Questions to Ask Your Prospects and Gain Clarity

Anthony Cole Training

If we don’t fully understand the reason for a prospect's statement, the purpose of their question, or dig deeper to find the real problem, we will waste time and miss opportunities.

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Want to increase sales?

The Pipeline

Then make it safe to be ambitious and safe to miss targets. Guest Post by – Matt Roberts. Yes, you did read that correctly. I am proposing that you make it safe to miss a sales target. Hear me out. I have some research that makes this a great debate to have in your sales team right now. Psychological Safety is important to team performance. It relates directly to how goals, targets and quotas are set and hit.

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Managing Objectives, Not Tasks

Sales and Marketing Management

If a task does not serve a meaningful purpose, then the short-lived sense of accomplishment is only a fix. The post Managing Objectives, Not Tasks appeared first on Sales & Marketing Management.

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Increase Your Sales Team’s Productivity With the Use of Virtual Chatbots

SBI Growth

Digital Sales Transformation Has Accelerated: There is no debate that COVID-19 accelerated the digital transformation in the B2B world. Businesses that pivoted their Go-to-Market strategy to changing customer demands thrived while laggards were left behind waiting for the dust to settle.

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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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Why Businesses Need a Purpose Beyond Being Profitable

Sales and Marketing Management

Scott Goodson and Chip Walker believe more companies have to stretch beyond the business world to define their purpose and mission. Walker dives deeper into the process of activating brand purpose in a discussion with Editor Paul Nolan. The post Why Businesses Need a Purpose Beyond Being Profitable appeared first on Sales & Marketing Management.

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6 Actions Sales Leaders Can Take for Managing Complex Sales While Working Remote

Alice Heiman

We’ve talked in the past about the sales leader’s role in conquering the complex sale. In fact, I have a free webinar you can watch if you’re finding it harder to close large enterprise deals. But as the world adjusted to the pandemic and more sales teams began working remotely, managing complex sales became even more challenging. Today, I want to share six actions sales leaders can take to manage complex sales – even while working remotely.

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10 deal-making negotiation tips from Chris Voss

Gong.io

What do sales and hostage negotiations have in common? . Turns out, a lot more than you’d think. The stakes in a sales deal may not literally be life or death. But success in any negotiation depends on knowing what you’re doing every step of the way. . Know who’s top dog in that realm? Chris Voss. Chris was the lead international kidnapping negotiator for the Federal Bureau of Investigation, and has years of experience in international crisis and high-stakes negotiations.

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Building a Network and a Personal Brand that You Can Keep with You for Life

Predictable Revenue

Jon is a pioneer in the customer management category. He was the creator and co-founder of the award-winning customer management product GoldMine, acquired by FrontRange in 1999. After many years observing the CRM market, he created Nimble, an award-winning social sales and marketing CRM for individuals and teams that is Ranked #1 in Overall Satisfaction by G2 Crowd.

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5 Leadership Tactics That Get Results

Force Management

Great leaders are great leaders — no matter the court they operate in. On the Audible-Ready Sales Podcast, John Kaplan, Force Management President, had a chance to chat with Coach John Mosley Jr. from Netflix's Last Chance U and East Los Angeles College. Coaching inspiration can come from anywhere. Below are our top takeaways that you can apply to your own sales teams.

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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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3 Reasons You Shouldn’t Rely on Your Sales Team to Generate Leads

The Center for Sales Strategy

One of the first signs that a sales organization of a small company is growing and maturing is that they no longer rely on the sales team to generate leads. In the early stages of development, a new company requires that everyone “wear multiple hats”. Consequently, the salesperson usually plays the role of Chief Marketing Officer, Marketing Campaign Manager, and Business Development Specialist.

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Why Your SDR Team Is Leaving Money On The Table

Sales Hacker

When your SDRs are at optimal performance, it drives improvement throughout the sales process. Account executives have a pipeline full of warm leads ready to close, leaders find forecasting easier, and your prospects enjoy interacting with you. The problem is most SDR teams aren’t running at full output. Organizations are wasting their SDRs’ potential.

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Use Sales-Team Guidelines to Reduce Conflict & Uncertainty

Sales Manager Now

Let’s talk about creating sales-team guidelines so that you can reduce uncertainty, frustration and sales-team conflict. When rules have been agreed on and documented , you will reduce sales-team conflict and reduce the amount of time you spend being a… The post Use Sales-Team Guidelines to Reduce Conflict & Uncertainty appeared first on Sales Manager Now.

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The View Ahead from the Top: Selling Post-Pandemic

Mereo

Earlier this year, I detailed some key takeaways from a year of COVID-19 selling conditions. Around this time I was also invited to speak at a Top Sales World Roundtable hosted by Jonathan Farrington. Joined by fellow sales thought leaders and feet-on-the-ground CEOs Dave Mattson, Bob Apollo and Kevin Eikenberry, we had a fascinating discussion that focused on the major challenges sales leadership has faced this last year — and the outlook for challenges and opportunities ahead.

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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Join Us Tuesday, June 29th to Blast Your Sales Growth Goals Away

SalesProInsider

Figuring out what to do for sourcing and converting new clients can feel a little like taking shots in the dark, can’t it? It doesn’t have to. Executing a strategic approach hits the target faster than a shotgun blast. That’s the subject of our free monthly workshop (virtual of course) on Tue sday, June 29th at 2 :00 p.m. Central. Strategy vs Shotgun: Blast Your Sales.

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Bonus Episode: Exploring the Role of Revenue Operations

Sales Hacker

On this bonus episode of the Sales Hacker podcast, we have Jen Nelson, the Director of RevOps at Blueboard, the world’s leading experiential reward and recognition program and there Jen created a RevOps role in which she now serves. With a growth-focused approach, Jen seeks to standardize reporting, increase transparency and communication, and optimize tech solutions.

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Don't Make These Motivation Mistakes

Selling Power

If not done properly, attempts at motivating your sales team could fall flat, leaving you with less than desirable results and an unhappy workforce.

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Mastering The Art of Asynchronous Communication

Guru

Guru is far from the only company switching to a hybrid environment once we reopen offices. A lot of businesses are choosing to embrace hybrid work or even switch to a fully remote environment, and it’s easy to see why they’re doing so.

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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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What’s the Use in Waiting?

Selling Energy

There are some prospects who are going to insist on putting off improvements when it’s obvious their current equipment is in bad shape and it’s only going to get worse.

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Curiosity: Your Secret Weapon for More Engaging Sales Emails

Sales Hacker

Want to know the one thing you need to increase the open rate on your emails? If you’re still reading, then we’ve just proven it works — curiosity. Creating a sense of curiosity and fascination is one of the best ways to capture the attention of your prospect whether you’re on email, phone, video call, or in-person. In this workshop, the former G2 lead copywriter and founder of Very Good Copy shows you his personal formula for building fascination.

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How to Create Engaging Sales Presentations

Vendor Neutral

Adapting Sales Presentations for Better Customer Engagement. What Engaging Sales Presentations Look Like in Today’s Landscape. When you go into a sales presentation, are you still armed with your set-in-stone slide deck? Are you looking to hit, bullet point by bullet point, every item on your preset agenda? Are you always racing against the clock as you try to fit every detail about your product into the allotted time?

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8 Universal Knowledge Transfer Rules

criteria for success

This past week, we wrapped up our 3-part webinar series with DialAmerica on Creating Growth with a webinar on knowledge transfer. We wanted the series to serve as a blueprint for promoting growth in numerous areas of an organization. With each webinar, we introduced processes and tools that could create new growth opportunities. Our first webinar was titled Leadership Pivots in Changing Times , and was the foundation to the series.

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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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How to build a CRM in Excel

Close

Learn how to build a CRM in Excel, and use our free downloadable Excel CRM template to make it happen in minutes. We break down a simple 4-step process to start keeping track of your leads, including some key tips to effectively using Excel as your CRM lead tracking system.

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?? The Importance of Being Passionate About Your Sales Niche

Pipeliner

If you are an entrepreneur at heart, the only thing left is to find your niche. In this Expert Insight Interview, we welcome Brian Burke to discuss how having passion and dedication for a specific sales niche can lead to long-term business success. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 The Importance of Being Passionate About Your Sales Niche appeared first on SalesPOP!

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The Most Overlooked Elements of a Winning Sales Culture That Scales

Sales Hacker

How do you build a sales culture where winning is the way, not just the end result? Join us for an open, honest conversation with three experienced sales leaders as they share what they’ve learned are the most commonly overlooked techniques to building an enduring culture of winning! The post The Most Overlooked Elements of a Winning Sales Culture That Scales appeared first on Sales Hacker.

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Sales Coaching – Why it’s more important than ever

Klozers

Sales Performance Coaching Find out more & book.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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8 Scarcity Examples to Get Better B2B Sales

LeadFuze

What are B2B Scarcity Examples. B2B scarcity examples are a powerful way to get your prospective customers’ attention. In marketing, scarcity examples are sometimes used as a psychological tactic that marketers use in order to convince prospects of their urgency and importance by making them scarce. These tactics can be applied in the form of limited-time offers or products with only a few remaining items left for sale.

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4 Performance Metrics To Get Positive Feedbacks – Apptivo

Apptivo

Customer service is the foremost concern of businesses, and there is no scope for any business without happy customers. According to Microsoft , 96% of consumers consider customer service as an important characteristic in their choice of brand loyalty. This is a huge number that can’t be simply ignored. Furthermore, this is something that companies will certainly not leave off.

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Personalizing Sales Experience to Build & Accelerate Pipeline

Crunchbase

This article is part of the Crunchbase Community Contributor Series. The author is an expert in their field and a Crunchbase user. We are honored to feature and promote their contribution on the Crunchbase blog. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. .