Tue.May 23, 2023

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How Intent Data Helps Sellers Convert A-List Accounts


It’s enough to ruin any sales professional’s quarter: that prospect your team has spent months engaging — scheduling demos, addressing concerns, comparing features — suddenly decides they’re not ready to buy after all. You can’t stop every account from getting cold feet or misreading their company’s appetite for new solutions. But today’s best-performing go-to-market (GTM) teams are increasingly using intent data to focus their efforts on the accounts that are the most likely to close a deal.

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Why Deals Get Stuck in the Sales Pipeline and What to Do About it

Understanding the Sales Force

My wife chose some beautiful new shrubs and flowers and I was digging the holes to plant them in the garden. The largest shrub required the largest hole and it was to be placed in an area of the garden that I knew was quite rocky. Sure enough, after just three shovel fulls of dirt, I hit rock and it was bigger than both my shovel and the hole. I was stuck.

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Telemarketing World: How Businesses Succeed in It

Sales and Marketing Management

Telemarketing remains an effective means to go to market in the B2B world. Here's how businesses can be successful in the telemarketing world. The post Telemarketing World: How Businesses Succeed in It appeared first on Sales & Marketing Management.

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Finding The Pain

Partners in Excellence

For decades, sellers have been instructed to “find the pain!” We’ve been trained, almost like doctors, to diagnose our customers’ pains; “Does it hurt here? What about when I do this? How often do you experience it? Is it most severe after a poor earnings report? Once we and the customers have diagnosed the pain, we prescribe a solution.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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Shut Up and Listen! 3 Reasons Why Salespeople Should Talk Less to Sell More

The Center for Sales Strategy

New business meetings are exciting. It's easy to get caught up in the excitement of closing deals, showcasing your product, and convincing prospects that you have the perfect solution. You want to start selling, pitching your product, and showing off your brilliant product knowledge. DON'T DO IT! Just shut up and let your prospect talk. The secret to successful sales is not just about talking but also about mastering the art of listening.

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8 Insider Tips for Selling to Founders

Sales Hacker

There are many different types of people you come across in your sales career. Founders are a unique animal, but they aren’t all built the same way. This makes selling to founders a bit more nuanced than other personas. But founders are the final decision-makers at their company — so working directly with founders is a great way to cut through the noise and sell directly to the person who will be signing the check.

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How Sales Professionals Are Using Artificial Intelligence (New Data)

Hubspot Sales

On average, salespeople save two hours and 15 minutes a day using AI. Based on this stat alone, it's no surprise why so many sales teams are folding AI into their workflow — and saving time in the process. Here, we'll explore how salespeople are harnessing the power of AI in their day-to-day work with insights from our 2023 State of AI Report. Let's dive in.

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? Mastering Hybrid Leadership: Navigating the Changing Nature of Work


In this podcast episode, John Golden from Sales POP Online Sales Magazine and Pipeliner CRM interviews Matthew Brackett, a leadership resilience educator and coach, about the concept of hybrid leadership in the context of the changing nature of work and organizations. They discuss the challenges of building a culture in a hybrid workplace, the importance of agility and presence in leadership, and the need for intentional and effective communication in a diverse workforce.

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The Sales Engagement Landscape – The Big Three Shaping Up


The Sales Engagement landscape is undergoing significant changes and consolidation right now. According to Dan Gottlieb’s recent insights, the various individual solutions in this space are transforming into a comprehensive “Seller Action Hub” that caters to the needs of sellers and their managers, everything except for a CRM, in order to achieve their targets.

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Connect, Care, Convert: Secrets to Establishing Trust with Niche Markets and Turning Them Into Clients

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

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Mastering Hybrid Leadership: Navigating the Changing Nature of Work (video)


The Art of Hybrid Leadership: A Holistic Approach In today’s ever-changing workplace, hybrid leadership has become the new norm. But what exactly is hybrid leadership, and how can we approach it in the best way possible? In this podcast episode, John and Matthew discuss the importance of going back to the basics of leadership, which is a dynamic process whereby someone influences a group of individuals to reach a common goal.

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Do You Sometimes Feel Invisible?

Smooth Sale

Photo by Couleur via Pixabay Attract the Right Job Or Clientele: Do You Sometimes Feel Invisible? Productive businesspeople learn to welcome and treat those they meet as equals. Sadly, however, even the more inclusive types sometimes feel invisible as email, messaging, and calls never receive a response. If you sometimes feel invisible, you will likely know that the better sales goal is to allow each person to express themselves fully.

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The Top 10 Hunter Sales Skills You Need for 2023

KLA Group

By Kendra Lee Your pipeline is looking thin. The sales process is longer than last year. Prospects ghost your sales team. Your business is missing key targets.

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How to Get Your Foot in the Door

Selling Energy

As I’m sure many of you know, in addition to energy-focused professional sales training, I also teach benchmarking workshops (both online and in-person). One of the workshops I teach is called, “Leveraging Benchmarking to Build Your Business.” As the title suggests, offering a benchmarking service is a fantastic way to build your existing energy-solutions business.

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6 Proven B2B Marketing Strategies and How to Use Them

What happens when strong partnerships, cross-channel strategies, and compelling content come together in a B2B marketing campaign? Happier customers. Higher revenue. A healthier bottom line. Get an in-depth look into six successful B2B marketing campaigns across a wide range of industries. You'll learn: Tips for inspiring your own strategy. How to make the most of every campaign.

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AI for AEs: Top Performer Hacks Unveiled

Sales Hacker

Ready to make AI (Artifical Intelligence) your secret weapon? The future belongs to reps that choose to embrace it. Guest: Connor Morello , AE at Outreach In this 30-minute session, we’ll show you: AI that a top performing reps use Native AI in the Outreach platform Resources on how to use AI to your advantage as a seller The post AI for AEs: Top Performer Hacks Unveiled appeared first on Sales Hacker.

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Managing Your Human Operating System with Tommy McNulty

criteria for success

Today's guest is Tommy McNulty, the founder and CEO of Rhythm , helping scaling sales teams expand their bottom line. He's had an extensive career in sales and sales leadership – at one point, he led a team of about 100 sales reps at NerdWallet! He’s based here in NYC. We hope you enjoy this insightful conversation. Discussion with Tommy McNulty: In this episode, we discuss: The importance of empathy in sales leadership Why you can't just depend on what works best for you The value of pre

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The Art of Success: How J.L. Nave Transforms Arts and Cultural Consulting with Nimble

Nimble - Sales

Name: J.L. Nave, III Company Name: Nave Strategies Company URL: www.navestrategies.com Location: Nashville, TN Title: Principal About J.L. Nave III Rooted in his time as president/CEO at the Baton Rouge Symphony and Fort Wayne Philharmonic, J.L. Nave launched Nave Strategies to work alongside nonprofits to focus them on an institutional vision to build positive momentum. […] The post The Art of Success: How J.L.

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Top 10 Coaching Tools & Techniques to Use with Clients

Sell Courses Online

Creating lasting change for your coaching clients requires that you know them and help them know themselves.

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Strategic ABM Gifting: A CMO’s Silver Bullet to Engage the Enterprise

Today’s customers are hungry for human connections, but how do you break through the digital noise? How do you connect on a more personal level? A strategic ABM gifting campaign can help. You can target accounts and prospects by sending gifts or direct mail. It will help you stand out from the crowd and increase your chances to connect. Download Sendoso’s complimentary eBook to learn: Effective ways to level up your gifting strategy for the enterprise customers.

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5 Core Service and Customer Support Features Your CRM Needs


In our previous two blog posts, we discussed the core features of sales automation and lead management that a CRM needs to deliver complete functionality. Continuing on the same note, this blog post will discuss the core service and customer support features a CRM needs. Relationship management is more than sales and lead management. You will probably have customer interactions that demand your guidance and support.

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