Thu.Sep 27, 2018

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Would You Encourage Your Children to Pursue Sales?

No More Cold Calling

If not, what does that say about the state of sales ethics? The facilitator asked a provocative question: How many of you would tell your children to pursue a sales career? Everyone laughed, but no hands went up. A surprising response, since the participants were all tenured and successful sales leaders. (My hand went halfway up, but that didn’t count.).

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Logic, Emotion and Why Your Sales Process Isn’t Working For You – by Stephen Lahey

Selling Fearlessly

As a Star Trek fan from way back, I have always enjoyed Leonard Nimoy’s iconic character, Mr. Spock. Perhaps this is because deep down I wish that we humans were more logical creatures. Over the years, I’ve observed that even our business decisions are driven as much by emotion as logic. On a personal level, […].

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8 Tips to Successful Sales Meetings and Presentations

Selling Energy

Students often ask me about how to conduct sales meetings and presentations. We spend half a day on this subject during our Efficiency Sales Professional Boot Camps , which is much more comprehensive and in-depth.

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Where Can You Find the Best Salespeople?

Understanding the Sales Force

Maybe you drink the finest wines, stay at the most luxurious hotels, dine at the best restaurants, purchase the best brands and drive the fanciest cars. Or not. Either way, you'll at least want to know where you can find the best salespeople in the world, right? To accomplish this I looked at data from the most recent 435,000 sales evaluations and assessments from Objective Management Group (OMG) and broke it down into 6 regions of the world.

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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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Driving Blindly Isn’t an Option, Leverage Dashboards for Unprecedented Clarity

SBI Growth

210 Miles per Hour. That’s how fast NASCAR stock cars pummel into Turn One at Daytona International Speedway during the prestigious annual 500-miler; bumper-to-bumper, three-wide with the pack.

More Trending

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9 Strengths of Consultative Sellers

Anthony Cole Training

“It’s not you, it’s me!” I love that scene from Seinfeld.

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30 Inspirational Quotes From "How to Win Friends and Influence People"

Hubspot Sales

How should you treat a prospect when you’re on a sales call? Be nice. Be respectful. Don’t criticize them. It’s a no brainer. But while it’s common sense, sometimes even the best of us forget to put these guidelines into practice. These principles were popularized by Dale Carnegie in his classic book How to Win Friends and Influence People which has sold over 15 million copies worldwide.

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Don’t Let Your Team Give Up

Engage Selling

Some sales reps give up too easily. That is, they’ll reach out twice, perhaps three times to a prospect before throwing in the towel and moving on. The issue?

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Here’s How to Decide if You’re Ready to Bring in Sales Leadership

Openview

To sell or not to sell – that is the question among startup founders. As a founder and former sales leader, I get asked all the time how I decided to step back from my sales role and add a layer between me and my sales reps. When I founded ion interactive, I just sort of organically moved into the sales role. Why not? I had a strong sales background, and who knew the product better than me?

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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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Does Quota Matter?

Partners in Excellence

There are a lot of posts, some of them very thoughtful, about whether “Quota” is a reasonable measure of sales performance. I have to admit, I’m torn by this issue, but tend to think Quota is an important measure–though not the only measure. If you’d allow me to think out loud. Everyone in an organization is accountable for producing “outcomes” they are responsible for producing.

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Why Buyers Stop Responding After They Hear Your Pitch

G2Crowd - Sales Blog

We’re roughly six minutes and 34 seconds into your rep’s sales pitch , and I instinctively reach for my phone and begin to check my email, Twitter, and Facebook.

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A Simple, Straightforward Guide to IDX in Real Estate

Hubspot Sales

A 2017 small business study reported 71% of small businesses have a website to market their products and services. It’s clear a web presence is crucial to small business success in today’s consumer-driven market. Just like small businesses , the internet and web-based technology has changed the way homes are marketed and sold. So, how can real estate professionals leverage these tools to their greatest advantage?

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High-Performing Sales Teams Are Cultivated, Not Hired

The Center for Sales Strategy

This post was originally published on Business.com. Top sales managers don't just look for candidates when they need them – they keep in contact with potential team members to build an internal pipeline of interested and engaged salespeople.

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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.

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Team Diversity is Key to Growth and Success in Sales

Xactly

As part of Denver Startup Week, Xactly CFO Elizabeth Salomon participated in the Denver Startup Week Ladies Night Panel to discuss how women address failure and how they can use it to strive for new lengths of diversity in the workplace. In this piece, she reflects on the importance of diversity in the workplace, and taking data from the Xactly Insights data-driven platform, how diversity impacts the success of sales teams.

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3rd Quarter One Millimeter Mindset™ Zinger Blog Posts

Babette Ten Haken

These third quarter zinger blog posts focus on how “what we do” impacts the customers we serve. So often, all of us get caught up going through the “steps” of someone else’s process or “how to” formula. Yet, our actions fall short. We, ourselves, do not feel authentic, sincere or genuine in talking their talk. As far as walking their walk, well, forget it.

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How to Build Trust and Get the Best Results from Your Team Members

SalesLatitude

Why do we not treat our team members the same way we treat our clients? Whereas I am more comfortable than most in shaking things up to try to get people to think outside of their comfort zone, too many times I have led and/or attended internal team meetings where the interactions have gone way beyond negative. Sarcastic comments, eye rolls, finger pointing, yelling… lots of frustration that can put up walls.

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5 Ways to Help You Rock Your Next Sales Rally

Jeff Shore

By Amy O’Connor. ?Who likes weekly sales meetings less – the poor salespeople being forced to attend them or the overworked sales managers who dread planning and running them? Hard to say. I suggest that both parties often find these weekly sales meetings excruciatingly uncomfortable – even painful. You’ve probably heard the old saying “come to the meeting to get your beating!

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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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3 Hacks to Becoming Impossible to Distract

Pipeliner

Ever hear of Nir Eyal? (Most people haven’t.). He wrote the book, Hooked: How to Build Habit-Forming Products. You know who has heard of him? Almost everyone at every technology, gaming, and social media company trying to get you addicted to their products. They do it well. Two decades ago when I started working, I was selling. Prospecting. It was just me, a phone on my desk, and a ticking clock.

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Lincoln, FDR & You

Anne Miller

Fast Company magazine posed this question to Pulitzer Prize winning biographer Doris Kearns Goodwin: Whats the most important lesson that business leaders can take from [Presidents Lincoln, Teddy Roosevelt, FDR, and LBJ]? You neednt be a senior executive.

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Interconnection: The Revolutionary Breakthrough

Pipeliner

In the last article in this series , Nikolaus Kimla covered the history of integration between applications, and the serious programming and IT effort it has required. Now, in a major technological evolution, all that is changing. Because technology is moving forward at such a frantic pace, and because there are so many people working within it, we’ve known for some time that the methods for interconnecting applications need to come up to speed in a major way.

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Tailoring Training for Different Sales Roles

Funnel Clarity

How well do adults transfer training into actual on-the-job performance? In other words, what carries the professional sales person from their participation in training to the point where they are comfortable and fluent in using what they learned? Surprisingly, it is a big question with only a few answers.

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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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Xvoyant in Engagement Strategies Media

Xvoyant

Xvoyant's Mission: Transform the Way Companies Use Salesforce. Founded in 2016 in Salt Lake City, Xvoyant has developed a unique technology that aims to transform the cloud-based Salesforce CRM platform from a ‘system of record into an Enterprise Sales Engagement platform to drive action and engagement,’ explains CEO Rob Jeppsen.

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4 key concepts for setting intelligent sales quotas

Anaplan

If you’re like most sales leaders, you spend a lot of time thinking about quotas and how hard they are to get right. At the very least, you set sales goals and hope that the sales team meets them.

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6 Characteristics of a Learning Culture That Improve Performance

criteria for success

Are you a sales leader looking to establish a learning culture on your sales team? If so, you're in the right place. In this blog post we're going to discuss six characteristics of a learning culture. These characteristics will help you as you plan out your own learning culture. Sales managers and salespeople who continually [ ] The post 6 Characteristics of a Learning Culture That Improve Performance appeared first on Criteria for Success.

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TSE 931: How To Use LinkedIn for Inbound and Developing Process

Sales Evangelist

LinkedIn is a powerful tool for sales professionals, but you must have a strategy in order to use it well. If you have a plan, you can use LinkedIn for inbound and developing process. On today’s episode of The Sales Evangelist, Rebecca Brizi, strategic consultant to small businesses and solopreneurs, talks about using social media to […] The post TSE 931: How To Use LinkedIn for Inbound and Developing Process appeared first on The Sales Evangelist.

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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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Lead Distribution Showdown: Chili Piper’s Routing vs LeanData vs Distribution Engine

Chili Piper

Chili Piper’s Concierge enables prospects to connect in real time or schedule a time with a rep after filling out a form. To find the right rep, Concierge includes routing. Concierge will also route the few prospects who exit the page before triggering a call or a meeting. We often get asked how this routing functionality compares versus other platforms that companies are using to route and distribute their leads.

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Sales Training Tips & Advice with Tim Haller

Pipeliner

Sales Training Tips & Advice with Tim Haller. Sales training is at the heart of any successful sales organization. It’s one of the most crucial components for setting salespeople up to perform better and sell more. Tim Haller is the president and founder of the sales training company Sales Gauge. Sign up and tune in to get his top tips for sales leaders.

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Lead Distribution Showdown: Chili Piper’s Routing vs LeanData vs Distribution Engine

Chili Piper

Chili Piper’s Concierge enables prospects to connect in real time or schedule a time with a rep after filling out a form. To find the right rep, Concierge includes routing. Concierge will also route the few prospects who exit the page before triggering a call or a meeting. We often get asked how this routing functionality compares versus other platforms that companies are using to route and distribute their leads.