Fri.Feb 09, 2018

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5 Steps to a Precise Internal Sales Diagnostic

Sales and Marketing Management

Author: Matt Sunshine Sales leaders are responsible for more than closing deals. Teams depend on them to see the big picture, measure current strategies, and evaluate new opportunities. Sales diagnostics help leaders see their operations from all sides so they can identify bottlenecks and keep revenue climbing. These diagnostics — or audits, as some call them — go beyond the sales department to look at the whole company.

Analysis 170
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What Salespeople Can Learn from Josh McDaniels Gutsy Reversal

Understanding the Sales Force

If you follow American football even a little, then you were paying attention this week when the Philadelphia Eagles defeated the New England Patriots to win Super Bowl VII. You might have been paying attention when a day later the Patriots offensive coordinator agreed to take the head coaching position of the Indianapolis Colts. The press conference was scheduled to take place on Tuesday, but 3 hours before Josh McDaniels would be introduced as the Colts new head coach he changed his mind, left

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True Love or Bad Data? (Database Dating Advice for the Brokenhearted)

DiscoverOrg Sales

Is your relationship with your database true love … or more like love-hate? For too many marketers and sales professionals, the relationship with the database is complicated, unsatisfying, and fails to live up to its potential. To you, we say, dry your eyes: This Valentine’s day, DiscoverOrg’s data relationship advice expert is here to solve your stickiest data dilemmas.

Data 181
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Sales Leadership: Who is Holding You Accountable?

The Sales Hunter

The Winter Olympics are now underway and each of the athletes share more than a few things in common, but one major item is each one is willing to be held accountable by someone else. It might be a coach, trainer or a person with another role, but the fact is nobody gets to the […].

Account 132
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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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The Sales Playbook That's Helped PandaDoc Win 8K+ Customers

Hubspot Sales

Editor’s note: Sales managers and leaders are often faced with creating a sales playbook from scratch. The more inspiration and examples you have, the easier that task becomes. Here’s the second playbook in our series, brought to you by PandaDoc. More than 8,000 companies use PandaDoc’s document management platform to send proposals and quotes (in fact, $16 million+ worth of deals have been closed with PandaDoc).

More Trending

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To Challenge Or Not To Challenge

Partners in Excellence

Every once in a while, someone asks me, “When is it right to challenge?” At first the question bothered me, my knee jerk reaction was, “We should be challenging our customers 100% of the time.” Then I realized may have been answering a question that is different than what the person is asking. Even though Challenger was published years ago, there remains a lot of misunderstanding around the concept Challenging.

Vendor 75
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28 Surprising Stats About Prospecting in 2018 + More

The Center for Sales Strategy

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

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Effective Sales Enablement Requires Tighter Alignment Around Value Messaging

SalesforLife

Sales reps ask for more content, yet the content already created by product teams, marketing and sales enablement groups seems to sit there taking up server space and offering zero action. Some research indicates that up to 65 percent of the content created for sales teams is going to waste. Why?

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Can Virtual Sales Training be Better Than Traditional Classroom Training?

Corporate Visions

In-classroom training limitations are only exacerbated in a virtual classroom. Is there a better way? Everyone assumes that virtual sales training is a pale imitation of classroom-based training when it comes to behavior change. Especially if that virtual sales training is a bunch of self-paced online modules where a salesperson can “quiz to complete.

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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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Overcome Sales Objections – “I want to think it over…” What Every Salesperson MUST Do to Avoid This

Marc Wayshak

Overcoming sales objections is hard for most salespeople, but that is because they set themselves up to get the objections. Learn step-by-step how to deal with the common sales objections “I want to think it over.”. The post Overcome Sales Objections – “I want to think it over…” What Every Salesperson MUST Do to Avoid This appeared first on Sales Speaker Marc Wayshak.

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The True Test of a Seller’s “Rolodex” | Sales Strategies

Engage Selling

??I want to build on the tips that I discussed with you last week about the sellers that you should not hire.

Hiring 76
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SalesLoft User Meetups: From Sea to Shining Sea

SalesLoft

That’s a wrap. We ended our pre-Rainmaker user meetups in Seattle, the Emerald City. And it certainly did *sparkle*. We’ve had a great time visiting you, hearing your stories, and connecting you to other Salesloft stars! ( Shoutout to SportsRecruits & Zipwhip for amazing experiences!). The Longest Distance Across America. …is 2,800+ miles from coast to coast!

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Sales Skills Course

The Digital Sales Institute

Taking a sales skills course is the most purposeful route in enhancing a wide range of selling skills including cold calling, telephone sales, business development, closing, social selling, sales prospecting and sales presentations amongst others. When deciding to undertake a sales skills course ensure that what you are being taught actually works for today’s savvy customers, in other words – What is working now so you understand what selling really is about in the sales 3.0 era.

Course 56
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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 to Sell More in Less Time

Engage Selling

Improving productivity to be a more profitable seller – everyone wants to do it, but few actually succeed at it. I’m providing some simple (but extremely powerful) strategies in this live video that you can apply to sell more in less time.

How To 48
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Maximize your Marketing Results with Rich Data about Sales Prospects

Vainu

We have been fortunate to have lot of success in Vainu when it comes to sales prospecting, thanks to our own prospecting platform. Our sales teams are able to identify the right prospects at the right time and significantly increase conversion rates. Vainu’s key to growing so fast?

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8 Great Sales Enablement Systems

Pipeliner

The America’s Cup race team is highly selective about which sailors are allowed to crew the ship. If the team wants to win, the best people are needed. A company should be equally selective about who sells its products or services. Your salespeople are your face to the customer and they play a large role in the growth of the company. Having the right people at the helm and in every support position on your sales team leads to great wins.

System 45
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TSE 762: The Main Reason Why You Feel Your Leads Are Not Qualified!

Sales Evangelist

Qualified leads are some of the most important things to salespeople. However, often times when leads come in, they are not qualified effectively. Today, I’m sharing some business development concepts to help you get to the next level of success. You will learn my most leads seems they are not qualified. Listen and learn more. So […] The post TSE 762: The Main Reason Why You Feel Your Leads Are Not Qualified!

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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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How to Sales Network with Anyone

Pipeliner

It is often said that for business success, sales networking is essential. But if we’re honest, there are few of us that are actually good at it. Networking is either avoided altogether, or presented with a face-to-face networking situation, we fail to really engage and exploit the opportunities the encounter offers. Why does this happen? I believe that a key reason is just fear–a simple fear of conversation.

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TSE 763: Stop Selling & Start Leading Movement

Sales Evangelist

Are you just selling or are you leading? During this interview, Deb Calvert shares with us why the movement of becoming leaders in the eyes of our prospects is so critical. Listen and learn why and how we should do this. Deb is an activist in the sales arena, specifically around the idea that we have […] The post TSE 763: Stop Selling & Start Leading Movement appeared first on The Sales Evangelist.

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The Rambler Sales Pitch

Sales Gravy

Answering the question "What do you do?" seems like it would be easy, but it's more difficult than you think - especially if you haven't put much thought into how you would respond.

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TSE 764-Sales From The Street-“Don’t Make Them Feel Stupid”

Sales Evangelist

As a seller, our job is to ensure we make our prospects feel comfortable with us. During this episode, I share why and how we should help our prospects feel comfortable. In a Perfect World As a new sales professional, you want to get a templated script and be able to follow along. You want […] The post TSE 764-Sales From The Street-“Don’t Make Them Feel Stupid” appeared first on The Sales Evangelist.

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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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Simplify Your Selling: Tackling the 3 Major B2B Sales Hassles

LeveragePoint

Digital transformation has moved 83% of the buying journey out of the hands of sales reps and into the “internet of things”. The way businesses buy products and services is no longer controlled by sales teams. Selling B2B products within the ever-changing buying environment is often a complex undertaking, meaning smaller deals, bigger discounts and slower growth.

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TSE 765: TSE Hustler’s League-“How Do I Ask?”

Sales Evangelist

Are you open to getting referrals from clients? Do you ask for referrals? “Who do you know will benefit from what we offer?” This is actually the most common question people ask when asking for referrals. But there’s a better, more effective way of doing this. I have come to recognize that many salespeople do […] The post TSE 765: TSE Hustler’s League-“How Do I Ask?