Fri.Apr 05, 2019

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5 Ways To Become A Better Negotiator

The Accidental Negotiator

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Team Selling and Team Planning

Pipeliner

Pre-call planning. As all sales managers know, there are tons of reasons why sales reps tend to avoid it like the plague. “I don’t do scripts”, “I’m best when I’m spontaneous” or “I can spend my time much more effectively doing other things” are all in the chorus. Then there’s, “It’s just a waste of time” or “Don’t worry – I got it. I’m good!”.

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4 Tips to Avoid Presentation “Robo-Delivery”

Anne Miller

What is it about presentations that makes otherwise talented people go into robot mode when they open their mouths? You know what I mean, when-the-words-come-out-in-an-unnatural-monotone-staccato fashion. Or, if not that, then the phrasing sounds like a car bumping along, starting, stopping, starting, stopping as in “One of the things — we want– to talk about — today — is how to improve — client–retention.” Why Do People Torture Themselves (&

Remedy 89
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The 21-Day Solution for the Toughest Sales Weaknesses

Understanding the Sales Force

About a year ago, I wrote a very popular article called, Persistence Over Polish , where I discussed the competencies that the top 10% of all salespeople were better at than everyone else. The article identified 5 of the 21 Sales Core Competencies that were the biggest difference makers, showed the gap in capabilities, and explained the impact of having these competencies as weaknesses.

Sales 257
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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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Sales Leadership and the Questions You Ask

The Sales Hunter

How well do your questions push the customer’s thinking? Sales leadership is about the customer seeing you differently than every other salesperson. If all you do is ask the basic questions that they’ve already been asked a thousand times, how will you stand out? Sales is about taking the customer to a different level. If you just satisfy their basic needs, you are not selling your service to the customer.

More Trending

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The Best CROs Must Also Be the Best CPOs

SBI Growth

As a CRO, you’re supposed to be the perfect blend of sales leader, marketing genius, and metrics guru. If you’re doing it right, you’ve got your sales team closing, marketing group cranking out leads and you’re tracking your MCLs all.

Groups 181
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What about the Buyer’s Process?

Women Sales Pros

Every sales training program and book about increasing sales offers a sales process. These step-by-step processes help sellers to orient themselves and move through a logical progression from opening the sale all the way through to closing the sale. Having a sales process is a good practice. Knowing and following your buyer’s process is an even better practice.

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SBI’s March 2019 CEO Newsletter

SBI Growth

2019 Q1 CEO Research Report Your 2019 strategic plan may already be in jeopardy. Two-thirds of well-formulated corporate strategies fail due to poor execution. In this report, we provide a roadmap for CEOs to identify and close execution gaps across the organization… Get.

Report 168
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Three Performance Indicators Sales Leaders Can Use to Improve the Selling Process

Miller Heiman Group

When most sales leaders think about analytics, they usually think of their CRM platform. In reality, your CRM is a means to an end—to be successful, you need to apply insights discovered from CRM analytics to improve the performance of your team. At their core, analytics change the conversation between a salesperson and a sales leader. It’s normal during a review of key opportunities in a sales pipeline for sales leaders to ask sellers for their opinion about an opportunity’s likelihood to close

Lead Rank 102
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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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SBI’s March 2019 CSO Newsletter

SBI Growth

Is Poor Execution Endangering Your Sales Strategy? Sales leaders start the year on an emotional high from their SKO, confident in their strategic plan. But conditions quickly change. Unexpected challenges arise.

Strategy 168
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Has a Prospect Ghosted You? Here’s What to Do Next

Sales Hacker

Ghosting: The practice of ending a personal relationship with someone by suddenly and without explanation withdrawing from all communication (Oxford Dictionary). “Ghosting” has become a hot topic in the world of dating in recent times, with bizarre stories emerging of people wiping their digital slates clean, simply to avoid the awkward break-up conversation.

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SBI’s March 2019 CMO Newsletter

SBI Growth

How Does the Marketing Leader Know If They Are Aligned to Sales? Often, companies miss their number because Marketing and Sales are not aligned. As a Marketing leader are you aligned with your sales counterparts? Are you driving towards the same.

Marketing 160
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How Facebook Ads Can Boost Your Sales

Smooth Sale

Attract the Right Job or Clientele: Note: Jomel Alos, Online PR Lead, Spiralytics provides today’s get blog. Facebook has an average of 1.52 billion active users daily. It is an incredible venue to tap an insane number of potential customers. You can target almost any segment your brand aims to access. As a business owner, you probably know how much boost Facebook advertisements can give your brand.

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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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How a CEO Built a Legacy That Survived Their Departure

SBI Growth

Eric Vermillion, the former CEO of BlueCat, joins us to discuss how revenue leaders can build a legacy in their company that survives their departure. Eric reflects on his role as a CEO and how his leadership through integrations allowed him.

Revenue 159
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Hold Me Accountable

Anthony Iannarino

The sales manager was speaking to his young business development representative about his results and his activity. The results weren’t there, and the activity was low, and certainly lower than the sales manager expected. When the sales manager asked the BDR why he didn’t have better results and greater activity, the salesperson told him that he was used to being held accountable for these things.

Account 100
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SBI’s March 2019 Private Equity Newsletter

SBI Growth

Q1 Research Report for Private Equity Execution gaps threaten the 2019 strategy for your portfolio companies. The gap between strategy and execution is where value creation dies. Slow, fragmented execution is a recipe for a low exit multiple or even loss. SBI’s research has.

Report 159
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How to Transform and Grow Your CSP Practice Using Nimble + Microsoft Office 365

Nimble - Sales

This is the second webinar of a three-part series designed to help CSP and MSP partners build your digital transformation practice and modernize your go-to-market strategy using Nimble CRM + Office 365. Eamon Moore, CEO and founder of Hikari Data Solutions and former Microsoft Partner of the Year for Small & Midmarket Cloud Solutions for his […].

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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How a CRO Built a Legacy That Survived Their Departure

SBI Growth

Eric Vermillion, the former CRO of BlueCat, joins us to discuss how revenue leaders can build a legacy in their company that survives their departure. Eric reflects on his role as a CRO and how his leadership through integrations allowed him.

Revenue 149
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What’s Your 20% ?

Grant Cardone

The 80/20 Rule has been talked about by a number of people—I don’t know who first came up with the concept. But the 80/20 Rule basically says this: 80% of your success comes from just 20% of the things you do. Taken further, the 80/20 rule can be seen in different areas of society: 20% of authors sell 80% of the books. 20% of your employees make 80% of your sales. 20% of criminals commit 80% of all crimes.

Banking 81
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What Pisses Me Off About Gartner’s “Spaghetti Chart”

Partners in Excellence

My friends at Gartner published a really important chart a couple of years ago. It looked at the real buying journey and the difficulty customers have in buying. In some circles, it’s become known as the “spaghetti chart.” (Actually it gives spaghetti a bad rap). For those of you that don’t know about it, it’s pictured below.

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Website 101: (Almost) Everything You Need to Know About Websites

Leading Results Rambings

People flock to the internet … why? To meet a need. Whether it’s to answer a question, buy a product or service, or solve a problem (and often it’s all three), you need to be the one they find (assuming you have their answer, the product they’re looking for, or the solution to their problem).

Meeting 77
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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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Weekly Roundup: The Sales Resources The Never Takes a Break + More

The Center for Sales Strategy

- MOTIVATION -. "THE HARDER THE CONFLICT, THE MORE GLORIOUS THE TRIUMPH.". -THOMAS PAINE. - AROUND THE WEB -. > Inbound Marketing is the Sales Resource that Never Takes a Break [VIDEO] — LeadG2. Salespeople aren’t always very productive. In fact, according to HubSpot Research, salespeople spend just one-third of their day in sales-related activities.

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Understand Your Value Before You Communicate It To Others

KO Advantage Group

When you’re engaged in sales conversations, have you ever experienced letting a client unconsciously lead the meeting? Need I remind you: it’s you who should be in the power position. “The customer is always right.” Well, this is up for debate. Yes, our clients are special and they might always be right for some things, but we are just as special. They need us, our skillset and services, as much as we need them.

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How to Schedule an Email in Gmail (Quick Tutorial)

Hubspot Sales

Have you ever written an email but didn't want to send it immediately? I don't know about you, but this is a normal occurrence for me. I've created email drafts and let them sit in my Drafts folder in Gmail, patiently waiting to send them so they reach my contacts' inboxes at just the right moment. Does this sound like you too? Well, if not, here are a few more reasons you might want to delay sending an email.

Hubspot 67
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The Competition You’re Not Thinking Of | Sales Strategies

Engage Selling

????????????There’s the competition you’re thinking of, and there’s the competition that might be flying under your radar. Let’s take a look at who your competition truly is.

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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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9 Best Predictive Dialers For Your Business

InsideSales.com

Thinking of getting a predictive dialer for your sales team? Learn more about this technology and our top picks of predictive dialers on the market in this post. RELATED: Predictive Dialers vs. PowerDialer: Everything You Need to Know Choosing The Best Auto Dialer To Grow Your Business Predictive Dialer Definition: A type of technology for outbound […].

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Weekly Sales Enablement News Roundup – April 5, 2019

Showpad

Don’t miss these latest sales and marketing tips, tricks, and news! Four Sales Trends To Lean Into In 2019. Staying on top of these trends will help get your company ahead this year. Have many B2B companies missed the customer experience revolution? A great customer experience is key to retaining them, but still many organizations are failing to take the proper approach in improving their customer experience.

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5 Ways to Automate Your Sales Process Using LevelEleven

LevelEleven

No matter how large or small your team is, every organization can benefit from automating their sales process. In fact, if your organization has any plans to expand and more effectively compete in your industry, automation should be a critical element of your plan. Companies using sales or marketing automation can expect a 53% higher conversion rate, resulting in 3.1% higher annualized revenue growth and 10% average increase in sales-pipeline contribution with automation ( source ).