Wed.Mar 06, 2019

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3 Reasons why Post Sale Execution Experience Succeeds or Fails

Babette Ten Haken

Post sale execution experience makes or breaks customer experiences. Why jeopardize customer loyalty, success and retention by making assumptions about what happens next? When, in fact, nothing is happening, at all. Or worse, something in-between. First, when introducing new products and services to existing customers, details and nuances get lost in transition.

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4 ways ‘cramming’ is killing your sales

Membrain

When you were young, did you ever stay up all night “cramming” for a test? Did the adults in your life criticize you for this behavior, and explain to you that you would learn better if you studied a little at a time instead of all at once?

Study 83
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If You Want to Make a Sale, Stop Selling and Take These 4 Steps Instead

Sales and Marketing Management

Author: Kory Angelin If you’re a sales professional, I have news for you: there’s a good chance you’re a failure at your job. 55 percent of people who make their living in sales don’t have the skills to succeed. And there’s one key skill that you have to learn: That’s how to stop selling, and make a sale. . Turn the tables and imagine this scenario: You’re in a mall, when the sales person walks up.

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How to Be a Memorable Salesperson Part 8: Be Authentic

Connect2Sell

We’ve been hearing great feedback about this series on how to be a memorable salesperson and hope you’re finding it to be useful, too.

How To 163
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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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The Beginner’s Guide to Referral Marketing

Zoominfo

How do you convince someone to buy a product? There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. But, regardless of the products you sell or the space you sell into, nothing sways a person’s buying decisions quite like a recommendation from their trusted peers. In fact, 84% of B2B decision makers start the buying process with a referral ( source ).

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The Three-Part Formula for Sustained Happiness and Success in Sales

Shari Levitin

I, like most of you, struggle to define happiness….happy is a word we throw around a lot. The pursuit of happiness is etched into the American psyche right there next to liberty and even life. But what does happiness really mean, and more importantly, how do we achieve it? The post The Three-Part Formula for Sustained Happiness and Success in Sales appeared first on SHARI LEVITIN.

Sales 119
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Coaching Gen-Z: 7 Stats Sales Leaders Need to Know Now

Chorus.ai

If you’re a CRO or VP of Sales it’s time to start preparing for Gen-Z -- your next generation of sellers. Here are seven stats you need to know about this generation and how to coach them.

Coaching 109
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Are Traditional Sales Managers Even Necessary?

Partners in Excellence

Sometimes, I think Tim Ohai and I are brothers from different mothers. So much of what he writes is aligned with what I think. At least we are aligned, hopefully, we aren’t tragically wrong. Tim has been writing a series on sales management, Why Can’t We Build Better Sales Managers? In this particular article, Tim suggests we may not need traditional sales managers anymore.

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How to Network Like A Pro At Social Media Marketing World

Nimble - Sales

Attending conferences provides you with the opportunity to meet people in person you’ve built relationships with online over the years — as well as making new connections. Whether you’re a social marketer who’s outgoing, loves meeting new people wherever you go, or an extremely introverted person, I hope this guide helps take your networking game […].

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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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Strategic Procurement And Sales, On Parallel Paths

Partners in Excellence

Probably, ever since the first sale was made to a customer that involved a buying agent, procurement and sales professionals have viewed each other as adversaries. Every time I talk to a sales person about procurement, eyes roll, a groan escapes their lips, and the nightmare begins, “All they are going to do is beat me up on price, they don’t understand, I’ve got to hit my numbers… I don’t trust them…” When I spoke to procurement folks, the story wasn

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How to Stuff Your Sales Pipeline

Selling Power

To fill your sales pipeline, the phone should still be your primary means of connecting with prospects. The problem you’re probably having is that it takes many attempts to reach one prospect.

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Social Sales: All B2B Brands Will Soon Be Media Companies

SalesforLife

I read an interesting blog a couple of days ago titled 'Why All B2B Brands Will Be Media Companies in the Next 5 Years.' That's a catchy headline - it certainly caught my attention anyway. Could it be true? How will your B2B sales team operate in a media environment?

Media 71
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Becoming a Master Networker – Define Your Opportunities

Adaptive Business Services

It’s been said that it’s going to be difficult to get where you are going without some sort of map to plot out your course. The same can be said for selling and networking. In fact, you will have multiple maps that together should be used to create a part of your sales process. Today we are going to focus on the creation of Target Personas and I am going to suggest that you will want to create three ….

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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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Strikedeck Announces the Industry’s First Self-Service Customer Success Platform

SBI

Strikedeck Announces the Industry’s First Self-Service Customer Success Platform. New Edition of the Award-Winning Strikedeck Customer Success Solution Delivers Best-in-Class Practices and Management with Rapid Time-to-Value. Strikedeck Blitz shatters the existing barriers of cost and complexity to put a comprehensive platform for Customer Success into the hands of new or growing small and medium teams. - Shreesha Ramdas, Chief Executive Officer and Co-Founder of Strikedeck.

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How SecurityScorecard Decreased No-Show Rates by 10%

Troops

As Director of Business Development at SecurityScorecard, Ronen Pessar’s job is directing the lead generation efforts with a team of 12 business development reps. Ronen joined the team in 2017 and quickly learned that in order to succeed, he’d need to spend time creating a new language for companies to communicate and understand security. This would become the training for his team — and the communication over emails, calls, and LinkedIn inspired everyone’s interest in a solution.

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Online Sales Training Platform

The Digital Sales Institute

The use of an online sales training platform can have multiple benefits within any sales organization. Due to time pressure, cost and changing learning preferences, classroom-based or day long sales training is becoming obsolete. Today, many sales leaders and trainers see the use of an online sales training platform as the best solution to improve sales performance, no matter the size of the sales team.

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Attract Great Candidates and Get More Mileage Out of Your Job Postings on Social Media (VIDEO)

The Center for Sales Strategy

In this video, Kim Alexandre , VP/Senior Consultant at The Center for Sales Strategy, shares tips to get more engagement and attract great candidates from your job postings on social media.

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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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Are You Self-Aware? Not According to This Expert!

criteria for success

Are you self-aware? According to organizational psychologist, researcher, and New York Times best-selling author Dr. Tasha Eurich, probably not! In fact, she cites that while 95% think we’re self-aware, in actuality, only 10-15% of us actually are. Now you might be wondering: what does it mean to be self-aware? And what can I do to [ ] The post Are You Self-Aware?

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Managers and Reps Disagree On Value of Current Coaching Efforts

Allego

Sales coaching is a hot topic these days. Everyone wants to coach–and do it well–but Allego’s “State of Coaching 2019” survey uncovered a major disconnect between how sales managers and reps view the quality and impact sales coaching. In the poll of nearly 300 managers and salespeople, coaches give themselves higher marks for improving reps’ results and skills than salespeople.

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Remember the Priceless Factor

Anne Miller

The famous author and poet Maya Angelou said “I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel. I was reminded of her famous remark when I went to pay a lunch check at a local diner earlier this week and saw this big beautiful arrangement of roses on the counter.

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Weekly Roundup – Mar 06, 2019

CloserIQ

The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams. Featured Article. 14 Questions to Ask Your Interviewer at a Sales Job Interview. It happens at every sales job interview. Towards the end, the interviewer will turn to you and ask if you have any questions.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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8 Signs You Need to Re-Evaluate Your Sales Enablement Platform

Bigtincan

Change can be scary. We as humans are preferential to the status quo. However, what’s needed to push us to change is when the cost of doing the same thing, or doing nothing, becomes too high. If any of the following 8 struggles hit home for you with your existing sales enablement platform, it may be […].

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What is a Sales Cycle?

Frontline Selling

Process makes perfect. No matter what product or service you’re selling, your sales process usually follows the same basic steps. By focusing on each of your phases individually, you can. The post What is a Sales Cycle? appeared first on FRONTLINE Selling.

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Revenue Recognition Principle: Frequently Asked Questions about ASC 606

Xactly

Learn everything you need to know about ASC 606 (IFRS 15) compliance in this FAQ.

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What is Sales Enablement?

Frontline Selling

Imagine you’re a baseball player. What tools do you need to succeed? A solid baseball bat. A comfy mitt. A safe helmet. You’ll also need extensive training and plenty of. The post What is Sales Enablement? appeared first on FRONTLINE Selling.

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Coaching Gen-Z: 7 Stats Sales Leaders Need to Know Now

Chorus.ai

If you’re a CRO or VP of Sales it’s time to start preparing for Gen-Z — your next generation of sellers. Here are seven stats you need to know about this generation and how to coach them. ebook. The Epic One Week Sales Onboarding Plan: How to Ramp Gen-Z Reps. 1. Gen-Z is Already a Part of Your Workforce. Chances are you already have at least one member of Gen-Z on your sales team.

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How to Plan for a Sales Call

Funnel Clarity

Many would agree that successful sales people are flexible during sales calls. But being nimble and responsive is very different from being unprepared and simply quick on your feet. There is a certain level of improvisation that needs to occur on every sales call, but it is still critical for sellers to start every meeting with a well-crafted call plan.

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Sales Negotiating

Pipeliner

The Art of Negotiating Effectively. Brandon learned from a very young age from his father, Christopher Voss who is a former FBI hostage negotiator, how to communicate with people. He has adapted those lessons to the sales world and discusses how to set yourself up for the most effective negotiations. He details the importance of understanding the different negotiator types and how adapting to each unique situation is key.