Mon.Apr 16, 2018

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Automate Your Caring

The Center for Sales Strategy

For some sales managers who are naturally very strong in relationship talent, doing things every day to invest in relationships with their direct reports comes naturally. For the rest of us, we could use a little reminder to make sure we are taking the right actions that foster strong relationships with our people, and today’s software and app selection can help.

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5 Proven Ways to Elevate Core Performers

SalesforLife

Core performers make up approximately 70 percent of the sales team. Since they’re the majority, your core performers are responsible for the bulk of sales productivity. Even a small boost to their skills will translate into big differences in performance. In fact, some reports suggest improving core performers’ skills by a mere five percent pays off with a 60-percent boost to performance.

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Sales Ethics Reflects Company Culture

Pipeliner

It almost goes without saying that salespeople should have integrity and come from a place of truth, but why is it that we always have to spell that out? “He is a salesperson, but you can trust him” is something that I hear way too often and I always wonder why. I get it, of course. We all have encountered the salesperson who sold us a bag of goods that we didn’t want or need, but isn’t it also our responsibility to be vigilant and aware, especially today where almost everything can be researche

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4 Steps to Motivate an Underachieving Salesperson

Sales and Marketing Management

Author: Jen Wagstaff More than 10 years spent working in sales training have taught me to understand and turn around salespeople who are struggling. Here are four steps I’ve found most effective to re-motivate a salesperson who’s falling behind. 1. Start positive – identify their strengths. If you’re a manager in charge of one person, or a team of salespeople who aren’t pulling their weight, the pressure to offer a solution can be intense.

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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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New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople

Understanding the Sales Force

I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less. Theoretically, the veteran salespeople should be better and stronger in every way. But are they? Let's take a look and then let's discuss exactly what we are seeing and why.

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More Trending

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Who Owns the Pipeline, Marketing or Sales?

Pointclear

Traditionally few would contest who owns the pipeline in any organization. It’s referred to as the sales pipeline and it’s owned by sales people, right? But is this still true? With the advent of new marketing automation capabilities, AI apps and other technology, marketing is inserting itself deeper in the pipeline at almost every level. I recently talked to Dan McDade with PointClear as part of a series on SLMA Radio that I’m hosting that deals with the issue of pipeline ownership.

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Your best prospects are your present customers.

Jeffrey Gitomer

Looking for new prospects? Who isn't! You probably have hundreds you're not paying attention to. your present customers.

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Sales Motivation Video: Motivation and the Power of One

The Sales Hunter

What are you allowing to get in the way of what you can accomplish? I suspect you are distracted and going in too many directions. Embrace instead the power of one. The power of you connecting with one person at a time can be revolutionary to your sales motivation. Check out this video to see what I mean: A coach can help you excel in your sales career!

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Sales Tips: 8 Things All Sellers Should Do Now to Make the Quarterly Number

Customer Centric Selling

By Kasia Kowalska, Growbots – Sales Platform. For sales representatives, success and failure can often be measured with one metric: the sales quota. With warmer months fast approaching, now is the time to set yourself up to fight the dreaded summer slump before a bunch of “Out of Office” messages get you down. When it’s time to make the quarterly number, you’ll be glad that you put the work in now to ensure that you’ll knock it out of the park.

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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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SalesTech Video Review: @CirrusInsight

SBI

Cirrus Insight puts Salesforce inside your email client so salespeople can spend more time selling and less time entering data into CRM. They can log calls, create or update opportunities, convert leads to contacts, anything they would do in Salesforce they can do without leaving their email. Visit Cirrus Insight.

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Sales Tips: 4 Components of a Repeatable Sales Process

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling®. Henry Ford is credited with creating production lines allowing cars to be built consistently regardless of the staff that assembled them. I’ve worked with consulting companies that wanted to “cookie cutter” engagements because repetition makes people more competent and efficient. It provides the added benefit of being able to identify and share best practices.

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How Conversational Sales Optimizes Your Sales Cycle and Gets You Closer to Prospects

Drift

Imagine this: It’s the grand opening of your brand new brick and mortar store. Leading up to the big day, you tell the world about it. On the morning of the grand opening, there are hundreds of people lined up outside your store, ready to go in and buy. But instead of letting people inside, you ask everyone to fill out a short survey–their name, their address, and a couple other questions.

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PODCAST 02: The 25-Year Evolution of the Sales World

Sales Hacker

On this episode of the Sales Hacker Podcast, we talk with Steve Denton , President and Chief Revenue Officer of Collective[i]. What You’ll Learn. How to adapt in a sales world that is constantly changing. How to avoid wasting your existing opportunities and close the deals in front of you. Why you have to be the most prepared person in the room. The three biggest decisions you can make in your career.

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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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What is the Best Commission Strategy to Motivate Sales Reps?

Xactly

Everyone is familiar with the Principal-Agent Problem, whether they realize it or not: someone wants something, but they can’t get it on their own, so they pay someone else to get it for them. Where’s the problem? The difficulty arises when the person hired doesn’t want the same thing as the person who hired them, so they don’t try very hard. Rather, they exert the minimum possible energy to get paid.

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PODCAST 03: Creating a Revenue Model—Why Your CFO Isn’t the DRI

Sales Hacker

On this episode of the Sales Hacker podcast, we talk with Jess Hun t , Head of Global Marketing, Sales & Strategy for Axiom about creating a revenue model. What You’ll Learn. Why your CFO shouldn’t own the revenue model. Real world advice on how to successfully grow your company’s revenue. How to develop a sophisticated sales recruiting engine. Why training is crucial to successful enablement.

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Body Language: Watch for Signals That You're Close to Agreement

Selling Power

In any sales process, the ability to recognize the buyer’s readiness to buy is the most critical principle of all. You need to watch for when the buyer changes his or her point of view and decides to go with you and your offering. You can do this by monitoring body language.

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Recording Sales Calls: 3 Ways Marketers Can Use This Data to Help Win Deals

Sales Hacker

Recording sales calls gives both salespeople and marketers a goldmine of information to help influence the sale! For example, how to close more deals with words that sell or the talk-to-listen ratio. Marketers are known for their gift of gab. After all, a marketer’s job is to persuade, to influence. If you’re familiar with DISC assessments and have ever reviewed team profiles, you know your marketers will likely exhibit a high “I” (influence) on their reports.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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The One Thing Every Sales Manager Needs Coaching On

Chorus.ai

Coaching is one of the most important things any manager can do. Harvard Business Review published a great piece summarizing why this is true. Here’s a nice excerpt. “First, extremely talented people are hard to find and recruit. If you are known as a manager who will help those people thrive, they will gravitate to you. Second, an organization cannot be successful on the backs of the extremely talented alone.

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Why BANT Is Not Enough Anymore: A New Prospect Qualification Framework

MarketJoy

Share. Get a Free Quote. [contact-form-7]. With changing times comes the need to change strategies. What once worked flawlessly has become outdated and in need of replacement. In the era of Google, social networking, and online information, the old mantra of Budget, Authority, Needs and Timeline just no longer fits the bill for successful sales and marketing techniques.

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PODCAST 01: Walking the Road from Individual Contributor to Management

Sales Hacker

In this inaugural episode of the Sales Hacker podcast, we talk with Kiva Kolstein , Chief Revenue Officer at AlphaSense. . In Today’s Episode: How to map your career from individual contributor to manager. Why you should spend time with and invest in your new hires. How to know if a company is a good fit for you and your skills. How a cohesive leadership team should function.

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TSE 813: How To Use Your Wardrobe To Fake Confidence If You’re New To Sales

Sales Evangelist

If you’re new to sales, you may already lack confidence simply because you lack experience. On today’s episode of The Sales Evangelist, personal stylist Rayne Parvis teaches how to use your wardrobe to fake confidence if you’re new to sales. First impression If you’re not hitting your style or looking your best, your client may […] The post TSE 813: How To Use Your Wardrobe To Fake Confidence If You’re New To Sales appeared first on The Sales Evangelist.

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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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The Vital Importance of Building Trust in Sales

Pipeliner

Why is ethics and building trust so important in sales? Why is building trust so critical in today’s sales environment? What is the real way to get around commoditization of products and services? Are honesty and trustworthiness the same thing? Today it’s a highly competitive sales environment—and it truly requires building trust and an element of ethics to survive, let along succeed.

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Are You Taking the Time to Set the Stage?

Selling Fearlessly

A salesperson is to a sales presentation what a director is to a movie or stage production. Here’s the ideal stage setting for a sales presentation: you and the prospect(s) isolated in an inner sanctum—office; conference room; in a residence, the dining room. You want comfort, control, and privacy; and each time you present, it’s […].

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How the World Trade Centers Association Streamlined Business Operations With CRM

SugarCRM

(Editor’s Note: the following is a guest post from Kinear Young , the Member Information Manager at World Trade Center Associations. Kinear wrote this post for Upshot, a place for Sugar Insiders to tell their stories). When I was drafting our CRM proposal, one path was a completely custom-built solution. But to build a solution from scratch would be a huge undertaking in terms of funds and time.

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New! 41 Sales Solutions Make Our Top Sales Tools of 2018 Guide

SBI

Give it up for our 2018 Top Sales Tools of the Year recipients! It’s an exciting time to be sure. With more than 500 sales technologies on our most recent 2018 SalesTech Landscape , there’s no question but that that the impact of digital technologies will be far reaching. Indeed, it has the potential to reshape every step in the sales process and impact every customer interaction.

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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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The 15-Minute Meeting Request Rule

Pipeliner

Today’s Digital Sales Tip has to do with the 15 minute meeting request. It’s dumb! Stop! If you are meeting a prospect for the first time, and requesting to meet for just 15 minutes…look, you can’t build a rapport, understand their business pain, provide a preliminary overview of how you help, who else you’ve helped, and receive a commitment to move to the next step—in 15 minutes.

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Ideal Customer Profile: Positive Impact Potential

Altify

We are now onto the final of the three categories of attributes that describe your Ideal Customer Profile. Firmographics: Who should you call? (See here ). Customer Business Problem: What problem do they have? (See here ). This post addresses Positive Impact Potential: Will they be successful?, possibly the most important category of the three for companies who want to build sustainable customer relationships.