Tue.Jan 24, 2017

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What You Can Do to Help Your Salespeople Succeed and Make You a Pile Of Money!

Steven Rosen

January is a crazy month, with national sales meetings, new comp plans, new marketing programs and the annual performance review process. The rest you had over the holidays is long forgotten. You are very busy. What if there was one thing that you could do now that would help your salespeople succeed this year? The good news is that you don’t have to drop anything.

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Nine Ways to Correct a Customer Without Insulting Them

The Sales Heretic

In my last post, I wrote about the fact that—contrary to a popular business cliché—customers are often wrong. In those situations, it’s up to us to correct them, so they don’t make a mistake, or at least prevent them from making the same mistake again. How we correct people though, is critical. It’s imperative to [.].

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Why Can’t Selling Be Like Taking Candy from a Baby?

SBI Growth

Today in this post we will demonstrate how to understand how executives make purchase decisions. Failure to understand exactly how executive decision makers inside your target accounts buy will result in poor win rates, long sales cycles, and you missing.

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Account-Based Customer Success: The Refrain Remains the Same

DiscoverOrg Sales

I come to the Account Based Everything movement as a long-time proponent. I had a special opportunity to learn Sales early on from a mentor that practiced many of the non-technology tenets of ABE – accounting for multiple stakeholders, personalizing messages by function and role, coordinating multi-modal follow-up as an integrated account plan, all against a named list of target – ideal – accounts.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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Why Good Storytelling Beats Good Selling

SBI Growth

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Sales and the art of storytelling

Trinity Perspectives

People aren’t buying what you’re selling, they’re buying you and your stories. In our media saturated world, cutting a path through the forest of fake news and content clutter can be a herculean task. Even now, as I sit down to write this post, I’m pausing to wonder what image I should use to grab your attention, as you casually scroll through your LinkedIn feed on the way to work.

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Sales Tips: Exposing the Hurt

Customer Centric Selling

Sales Tips: Exposing the Hurt, Offering the Fixes. By John Holland, Chief Content Officer, CustomerCentric Selling®. Bad things happen early in calls when sellers mention products. The two buyer responses that seem most common: “I don’t need it.”. “How much does it cost?”. These seller wounds are self-inflicted. Little good comes of referring to products prematurely.

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Sales and the art of storytelling

Trinity Perspectives

In our media saturated world, cutting a path through the forest of fake news and content clutter can be a herculean task. Even now, as I sit down to write this post, I’m pausing to wonder what image I should use to grab your attention, as you casually scroll through your LinkedIn feed on the way to work. And in that moment of fleeting attention, I’m weighing up the title and tagline I’ll craft to entice you to actually read this post.

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Pick Up The Damn Phone!

Partners in Excellence

Unconsciously, I’ve fallen into a terrible trap, all of it has been a result of trying to maximize my efficiency, managing my time more effectively. I’ve started to rely on email, texting, DMs in Twitter and all sorts of other tools as the primary mechanism to engage with clients, colleagues, and people in the community. It’s terribly convenient and very efficient.

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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

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More Sales Less Time

Your Sales Management Guru

More Sales/Less Time. -A book review-. If want to exceed your sales goals this year-read this book…. I am not sure how some people do it? Jill Konrath has written three other sales related books and now she hits the mark again with More Sales/Less Time published by Penguin books. This book sets a different tone from her past books, Selling to Big Companies, SNAP Selling and Agile Selling.

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The Sales and Marketing Alignment Dictionary

Jeff Davis

I had the honor of recently being published in Quotable, which is Salesforce's weekly online magazine featuring helpful, thought-provoking, and entertaining articles that benefit sales leaders, managers, and reps. Take a look at the article at the link below: " Translating Marketing Speak for Salespeople ".

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Anticipating the Aftermath of a Sales Comp Plan Rollout

OpenSymmetry

“This change means that you might not be able to pay your mortgage this quarter.” Those weren’t your words, but that’s what the salesperson heard as you launched the new comp plan. In a recent article for WorldatWork , I wrote about how not to roll out a new sales compensation plan, touching on the fact that people don’t like change.

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Restaurant Results // Good Eats in West Texas

Sales Result

Our team has collectively spent months in West Texas over the past year, with a client headquarted in Odessa. For those who are unfamiliar, Odessa lies just above the Permian Basin, which is a major production region for oil and natural gas in the U.S. The Permian is the second largest oil field in the world, with output totaling more than 2 million barrels per day.

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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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TSE 493: The New Secret Weapon For Sales Teams Helping Them Close Deals In 50% Less Time

Sales Evangelist

What if you could reduce the time it takes for you to close deals into half? And what if there was a way for you to better understand a particular organization so you could increase your chances of closing deals? Our guest today is David Hammer. He shares with us great insights into what you […] The post TSE 493: The New Secret Weapon For Sales Teams Helping Them Close Deals In 50% Less Time appeared first on The Sales Evangelist.

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Prospecting: Don’t Start What You Can’t Finish

The Sales Hunter

Buying a single lottery ticket is not going to make you rich, and making a single prospecting call is not going to result in you getting a customer. Too many salespeople think that prospecting for customers simply doesn’t work in today’s environment. When I probe them on how they’re prospecting, I discover they’re not following up. […].

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TSE 494: Sales From The Street-“Change The Way You Look At Revenue”

Sales Evangelist

Today’s guest is John Lagoudakis an online marketer full time since 2008. He’s going to drop some valuable insights into the challenges he faced, how he changed his business model, and the results he got. Here are the highlights of my conversation with John: The biggest challenges John faced as a seller: Not having total control […] The post TSE 494: Sales From The Street-“Change The Way You Look At Revenue” appeared first on The Sales Evangelist.

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Why Product Managers Become Practice Managers in an Agile Environment

Product Management University

Wealth made simple: news and articles from IRC Wealth. If you’re a product manager, how fun would it be if you actually got to steer the product ship as outlined in your job description! Well, good news: If your development team is using or implementing Agile, the stars are aligned in your favor. Incorporate these responsibilities into your next agile product manager job description and have fun doing product management the way it was meant to be!

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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.