Thu.Feb 04, 2021

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Survival of the Fittest or the Boldest? How Market Leaders Get Ahead

SBI Growth

Never Let a Crisis Go to Waste. As a CEO leading through the pandemic, you’ve heard “never let a crisis go to waste.” Still, what practical takeaways from 2020 will place you among the top performers emerging from one of the.

Marketing 207
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Some Assembly Required Hiring

Anthony Cole Training

How important is it that your new hire be able to identify a prospect's compelling reason to make a change or the resources they have set aside to fix their business problem? Our guess is probably pretty important. In the 4th article of our series Hiring No Assembly Required Salespeople , we discuss the questions you must ask yourself of a candidate's skills and what critical selling competencies you must look for before making a hiring decision.

Hiring 179
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Our Latest Podcasts: Hit Benchmarks Early This Year

Force Management

Our January episodes aimed to help sales teams start the year right. Each episode shares insights sales reps, managers and leaders can use to make an immediate impact on the pipeline. Listen, and share with your sales teams to support them in driving better numbers right away this year. Find each episode on your favorite podcast player, so you can easily download, listen and share.

Pipeline 148
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How to Create a Value Proposition

Predictable Revenue

Erik is a highly sought-after thought leader in the world of digital marketing and entrepreneurship. In this episode, he teaches us how to write a concise value proposition that travels through word of mouth without you spending a cent. The post How to Create a Value Proposition appeared first on Predictable Revenue.

How To 133
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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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A Better Way to Deal with Order Cancellations

The Center for Sales Strategy

The old saying “ when it rains, it pours ” seems to apply to order cancellations, and it seems like when cancellations occur, they occur in bunches. Here’s what many sellers do when they experience a bunch of order cancellations: 1. Have a negative reaction and argue with the client. 2. Panic and go after any account they can sell. 3. Look for ways to close a quick deal to make up for lost revenue—including dropping the price to close a deal. 4.

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Three Secrets to Hiring the Best Sales People

Selling Power

I’ve interviewed hundreds of salespeople in my career, and it’s a difficult task. To add to the gravity of this decision is the fact that making a bad hiring decision costs thousands of dollars and invaluable, unrecoverable time. In order to find the ideal salesperson, there are several central attributes that I look for, and I’ve found three that are the most important to me.

Hiring 98
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7 Prospecting Tips from 7 Experts

Pipeliner

Prospecting is always a topic that engenders a lot of debate and in some, a lot of angst! Sales POP! is fortunate to interview so many great experts and bring their insights directly to you. In this short video we feature seven experts offering seven different tips: Phil M. Jones. Dan McDade. Tony Morris. Mark Hunter. James Muir. Ankesh Kumar. Arvell Craig.

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The Overlooked Reason for Losing a Deal

Sales Manager Now

If you want to improve your teams’ selling percentage, don’t let them overlook the reason for losing a deal in which they have the most control. Find out if they’ve been outsold. Ask yourself the question, “Why did we lose… The post The Overlooked Reason for Losing a Deal appeared first on Sales Manager Now.

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Trade Shows in 2021: Your 5-Point Strategic Checklist

Tenbound

Good-bye 2020, hello 2021. As we collectively bid-ado to the year that was, now is the time to start making serious strategic decisions that will have an out-sized impact on 2021. But even if this year is better than the last (it has to be, right — right?!), there is still some lingering uncertainty for the business community. One of the largest uncertainties is the possible return of trade shows.

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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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The Essential Sales Skills

The Digital Sales Institute

In this article we discuss the essential sales skills that every salesperson should seek to master as selling moves into the next phase of its evolution. Nearly every sales skill that is essential for engaging buyers today can be acquired with regular sales training. The world of selling is moving fast around us, moving towards digital, moving towards soft skills and moving towards helpful consultative selling without the hard sales pitch.

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The New Age of Rep Success: What is Making Your Reps Successful Today, and How to Repeat It

Sales Hacker

Sales organizations are tracking data constantly. Whether it’s rep activity or where opportunities sit in the funnel, often sales leaders are tracking so much data in so many systems that they don’t know what or how to make the data actionable. The post The New Age of Rep Success: What is Making Your Reps Successful Today, and How to Repeat It appeared first on Sales Hacker.

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Don’t Make This Mistake When Selling to the C-Suite

Drift

Picture this: You’re sitting around a (virtual) conference room table, slides ready, water handy. And in comes the CEO. You’ve finally made it. Now, you know that they’re the main decision-maker for this sale. You’ve done your homework, and you know what they say goes. But so many sales reps get to this point and don’t know what to do.

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4 Tips for Running a Smooth Sales Team Meeting

Carew International

A good leader values communication and initiative within a sales team, meaning that regular meetings are necessary. However, it is not easy planning an effective meeting. The key is keeping employees engaged while plowing through large amounts of information. Proper sales training will develop managers with strong leadership and communication skills while preparing team members to utilize meetings as a tool for success.

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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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5 Tips for Welcoming New Employees

criteria for success

Just about everyone has detailed processes for hiring and firing, but how effective is your process for new hire orientation and welcoming new employees? Below are five tips for making your new employee’s first week a success, with a focus on remote work. 5 Tips for Effectively Welcoming New Employees: 1. Show that you've prepared for their onboard-ing.

Hiring 59
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Where Enablement Leaders Must Focus in 2021 to Stay Successful

Highspot

By now, most businesses are familiar with and have invested in some form of revenue enablement. As these organizations mature, enablement leaders must strategically invest in order to scale their operations and secure success in the new year. This includes everything from understanding which metrics matter most to embracing new, more flexible processes.

Scale 59
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Selling with mindfulness for greater success

Prima Resource

One of the biggest criticisms directed at sales reps is their lack of listening and understanding. Knowing that only 13% of customers believe that a seller can really understand their needs , there is a lot of work to be done to address this problem. If you can't identify the problems and compelling reasons for your customers to buy, how can you hope to sell them a solution that will interest them?

B2B 52
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7 Mindsets to Grow your Influence and Impact (video)

Pipeliner

While networking is something that you do, being a connector is about who you are. Thus, in this Expert Insight Interview, Michelle Tillis Lederman discusses her new book, The Connector’s Advantage. Michelle Tillis Lederman is among the Top 25 Forbes networking experts, author, and speaker. The interview discusses: Law of Likeability. Having a clear vision.

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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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Arm Your Internal Champion

Selling Energy

Sometimes your internal champion doesn’t have the resources or staff to shepherd your efficiency project. If that’s the case, what do you do?

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Deliver RICH Virtual Content: Part III — Does your content address complexities unique to your audience?

Mereo

No one predicted the sales environment that exists today. Likewise, no one can confidently predict the road ahead. Virtual selling presents a cost-effective solution to current selling challenges — and likely will continue to be an integral part of any future mix of sales conversations. The foundations of value-oriented selling do not change in a virtual environment — they actually become even more important.

Fashion 46
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Sales Enablement Strategies

Accent Technologies

The post Sales Enablement Strategies appeared first on Accent Technologies.

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Coaching wins championships. Here’s how to become a legendary sales coach with data.

Gong.io

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and deals using AI, then share the results to help you win more deals. Follow me to read upcoming research. Not enough time. . Don’t know where to start. . How do I even know it’s working? Most coaches struggle with those worries.

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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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10 Pro Tips for Virtual Selling

Allego

Virtual selling—working a deal remotely when you can’t be there in person—is the new normal for B2B salespeople. . In 2020, many sales teams simply moved their meetings online via Zoom or WebEx and continued to deliver new business. They met their quotas and adapted as best they could to the new normal. But could they be doing even better? As Allego’s VP of Growth, I lead our mid-market team.

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The Cost of Poor Sales Visibility

InsightSquared

The cost of poor sales visibility. Today nearly 80 percent of sales engagements are digital. That means massive troves of data about customer behavior and buying cycles just waiting for a sales team to leverage. The problem is only a very small sliver of this data makes it to the CRM—and even that which is there is typically just sitting. What’s the use of having all this data if you aren’t putting it to use. .

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5 Things That Every CRM Should Have

SugarCRM

When it comes to modern CRM technology, there is good and bad news. The good news is that CRM is now the largest software market. The bad news is that CRM is now the largest software market. I know. Mind-blowing, right? Let me break it down for you. Today, we have dozens of CRMs flooding the market, and while that means that users have more choices, it also means that there is a lot of noise and confusion.

CRM 26