Wed.Aug 07, 2019

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How Customer Experience Impacts Financial Performance

SBI Growth

Many customer-oriented initiatives come with a significant price tag, and customer success leaders question their ROI. Brad Christian, Chief Customer Officer of Market Force, joins us to discuss the impact that customer experience has on a company’s financial performance. In the.

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Automated Data Hygiene: 2019 Database Maintenance

Zoominfo

Our stance on B2B data is no secret. Although we’ve said it before, we feel it’s worth repeating: Prospect and customer data is the most critical asset a B2B organization can own. Think about it, without contact information, how would you sell, market, or provide quality customer service? The short answer is—you wouldn’t be able to. If you’re like most modern companies, you already have access to some sort of contact database.

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Promoted! What Is Strategic Sales Management?

Connect2Sell

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Here are 5 reasons your sales process will fail

Membrain

Sales process often fails. You may be surprised to hear me say that. You know I preach process, process, process every day on my blog and in person. But the reality is that process alone won’t save your organization, and it could actually be hurting you.

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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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19 Sales Tips from Influence ‘19

The Sales Heretic

After twenty years of going to “Influence”—the National Speakers Association’s annual conference—“Influence” finally came to me! That’s right, Influence 2019 was held in the city I happily call home: Denver, Colorado. More than 1200 of the world’s top professional speakers and trainers came to Denver to admire the spectacular scenery and enjoy the beautiful weather. [.].

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6 Best Digital Marketing Strategies for B2B Businesses

Nimble - Sales

B2B, known as business to business, is a creative and diverse marketing model. It’s quite tricky to leverage your brand in this highly competitive market. So, looking out for strategies which will boost your business and hence revenue is a must. Without following a proper business marketing plan, your business might suffer and would not […]. The post 6 Best Digital Marketing Strategies for B2B Businesses appeared first on Nimble Blog.

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6 Steps of a Successful Sales Process: Understanding the Buyer's and Seller's Perspective

RAIN Group

How would you rate your organization's sales process? Ad-hoc: No consistent process. Emerging: Some consistency and planning framework. Defined: Guides sellers to plan for—and win—opportunities. Managed (adoptive): Well-defined and easy to use, offering specific details and guidance for selling. World-Class (adaptive): All of the above—and then some!

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Leadership: What You Accept is the Standard

Anthony Iannarino

The CEO of the company I grew up in would often chastise employees for walking past a small scrap of paper on the floor. She knew you saw the debris and walked by it without making the little effort of throwing it away. She would confront the person directly, asking them to pick it up and throw it away. If you would ignore the environment, you’d ignore all kinds of other things.

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Energize and Appreciate Your Sales Team to Boost Performance

Alice Heiman

As a sales leader or business owner, you want every member of your team motivated, excited and committed to hitting goals and bringing in revenue. Usually, the positive attitude you seek from each salesperson starts with you. Each person on your team looks to you for guidance, affirmation, and appreciation. . Below are my top three tips on how to improve your sales team’s performance. . 1.

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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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All Clients are NOT Created Equal

The Center for Sales Strategy

My favorite book in high school was George Orwell's Animal Farm. If you haven't read it, it is an allegorical novel that tells the story of how Communism took over Russia and ultimately ruined their economy. I loved this book because a) it's brilliant, and b) it's a great defender of capitalism, which I LOVE!

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What Is Retail Merchandising? (+3 Tips from Winning Brands)

Repsly

(This article originally appeared on G2: Source ). Brick-and-mortar retail isn't going anywhere. Despite the clamor surrounding the so-called retail apocalypse, studies show that more than half of consumers are motivated to visit a physical retailer because they want to see and touch an item before buying it. Savvy retail brands know this and are taking action to keep their products top-of-mind for buyers.

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What If We Talked About Our Customers?

Partners in Excellence

Recently, the CEO of a company shared the agenda for his management offsite meeting. Agenda: – Review key metrics (30 min) – Discuss service growth plan (30 min) – Discuss 2020 product vision (30 min) – Discuss pricing / packaging (6 hours) – Harbor boat ride (90 minutes). I see dozens of these every year. Some for meetings I’ve been invited to participate in, some from my coaching clients.

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Custom Landing Pages: The Unlikely Answer to Low Email Lead Conversion

Sales Hacker

Did you know the probability of selling to a new prospect is only 5-20% ? What if I could help you beat that statistic, raising your probability to 20% or more? It is possible — if you understand the problem and adopt the simple solution I’ll share with you in just a minute. First, the problem… To be honest, this isn’t anything you don’t already know.

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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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“Executives and Salespeople Are Misaligned — and the Effects Are Costly,” according to Harvard Business Review

Allego

This article originally appeared on hbr.org. Authors: Frank V. Cespedes and Christopher Wallace. Frank V. Cespedes is a senior lecturer at Harvard Business School and author of “Aligning Strategy and Sales.” Christopher Wallace is the founder of Incite Sales and a managing director for GrowthPlay, a sales effectiveness firm. U.S. companies spend over $900 billion on their sales forces.

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Summer Slowness is Over: 5 Ridiculously Easy Sales Hacks to Stay Hot!

Sales Hacker

How do you avoid stagnation? Simple: Stay “hot” during your day-to-day selling with the help of DiscoverOrg and Outreach! Join this webinar panel as these sales experts discuss cultivating strategies for. The post Summer Slowness is Over: 5 Ridiculously Easy Sales Hacks to Stay Hot! appeared first on Sales Hacker.

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How To Manage Your Pipeline & Forecast Call

InsideSales.com

Finding it tricky to manage your pipeline? In this episode of Inside Sales, I shared some quick tips that can surely boost your sales management. Keep reading to find out more. RELATED: 5 Strategies For More Accurate Sales Forecasting In this article: How to Manage Your Pipeline with Ease The Hockey Stick Effect Determining Your Sweet […]. The post How To Manage Your Pipeline & Forecast Call appeared first on The Sales Insider.

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Sales Leaders: How to Close More Deals Using LinkedIn (Part 2!)

Sales Hacker

Back by popular demand, three social selling experts are getting together for a special online event to discuss best practices and etiquette to building relationships and closing deals via LinkedIn. LinkedIn is the largest social networking platform for business professionals. But you already knew that. What you may not know as a sales leader is whether or not you’re effectively using it to build your brand and move the needle for your business.

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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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Move the Deal Episode 7: Sales Coaching in the Flow with Tim Conroy

Miller Heiman Group

In the latest Move the Deal episode, host Greg Moore sits down with Miller Heiman Group Icon Tim Conroy. He’s spent the bulk of his career with Applied Materials , crediting his longevity to being open to learning and change. He focuses on sales processes (training and methodology) and enablement to support training and effectiveness, along with learning and development.

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How to Become a More Coachable Sales Rep

Janek Performance Group

As a sales rep, you can read all the sales books and blogs, watch all the instructional videos, and become something of a minor theoretical knowledge expert. And while this is both valuable and helpful, what will likely make the biggest impact in your sales career is receiving expert sales coaching.

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Three Capabilities Your Sales Enablement Tool Should Have

Highspot

Most people who change the world don’t set out to do so. Innovation expert and New York Times contributor Pagan Kennedy has found genius often unexpectedly strikes those “in a position to see a problem that needs fixing in a very personal way.” The evolution of sales enablement technology follows this pattern. For decades, salespeople have wasted precious hours searching for sales assets while marketers have been beset by countless inbound content requests.

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How to Align Your Organization with a Sales Focus

Selling Power

Here’s how leading companies align their organization with a sales focus to achieve exceptional revenue growth.

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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eBook: The Definitive Guide to Account Based Collaboration: Part 1

Troops

Companies that are winning are about delivering the ultimate customer experience. But the reality is, you can’t deliver a great customer experience on your own, especially in a complex sale. And that’s where collaboration comes into the picture. In fact, an overwhelming majority of 77 percent of salespeople say selling collaboratively is important.*.

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#58: James Buckley of Ringlead – The Formula For Sales Excellence

Xvoyant

James Buckley, Business Development Manager and Brand Ambassador for Ringlead talks with Rob about how being courteous, professional, patient and persistent will drive success in both sales and life. He believes that if you are working, you need to learn to work “right” because for most of us the end of work will never come. James shows us how to help each sales representative build a personal brand, and create unlimited potential.

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Karen Rubin - 5 Minutes on Deciding what's Important and What's Not

Sales Lead Management Association

Karen Rubin, VP of Grwoth for Owl Labs talked about the learning curve of operations with start ups. With startups, it's the 80/20 rule where 20% of the tasks take the most amount of time.

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The Cost of Employee Disengagement

Xactly

Disengaged employees perform at a lower level. Learn how disengagement impacts morale and the true cost of employees who aren't motivated to do their job.

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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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What Value Can You Bring to the Table?

Selling Energy

Most people plan their pricing from the perspective of cost when they should be pricing their offerings based on the value they create. Perhaps you’ve heard the story about a guy who takes his car into the shop, watches the mechanic as he fixes his engine in a jiffy, and says, “Wow, that was easy. How much do I owe you?” The mechanic says, “That will be $100, thank you.

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How to Use LinkedIn Prospecting, Email Marketing, and Sales Development Phone Prospecting to Drive B2B Sales

The SalesPro Leader

The article, How to Use LinkedIn Prospecting, Email Marketing, and Sales Development Phone Prospecting to Drive B2B Sales originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

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3 Ways to Overcome Objections in Sales

criteria for success

Having to overcome objections is a common problem in today's ultra-competitive market. Despite having top of the line products and a killer sales force, prospects will still object to purchasing your products and services. Don’t fret! It's important to be proud and confident of your offerings to show them what you're made of. Most importantly, [ ] The post 3 Ways to Overcome Objections in Sales appeared first on Criteria for Success.