Thu.Mar 07, 2019

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What a Top Notch Sales Enablement Program Looks Like in 2019

Chorus.ai

“Can you please hire someone in sales ops to do that? I need to focus on the coaching and content side of things.”. How many times have you had to say that this month? Very few, we hope. Hope is great, but reality can be like stepping into a puddle and wetting your shoes on a cold, winter morning. CSO insights reports that 59% companies have a sales enablement function and yet 70% enablement efforts do not meet satisfaction.

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How to Effectively Follow-up After Sales Meetings

Openview

The average salesperson is losing up to 40% of their deals because they’re not following-up effectively. After a sales meeting, do you ever experience a prospect ‘going dark’ on you? Everything felt like it should have gone great – the prospect seemed interested in the meeting, they asked the right questions, your sales pitch was stellar. And then you send 2-3 follow-ups…but no response.

Follow-up 103
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5 Ways to Build Confidence to Win More Sales

Sales Readiness Group

Sales is about the transfer of confidence. In this Q&A, we discuss five ways you can build your confidence to improve your sales results.

Sales 61
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4 Ways to Increase Your Cold Outreach Response Rate

Nudge.ai

As a sales rep, there’s nothing more frustrating than feeling like your outreach efforts are going nowhere – it’s likely just as frustrating for sales leaders, too. Unfortunately, buyers today are experiencing what we can only call “sales email fatigue”. Gone are the days when persistence and a little bit of hustle were the only tools you needed to be a successful sales rep.

Report 39
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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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B2B Sales Enablement: How to Make the Case for New Technology

BrainShark

To run a successful B2B sales enablement program, leaders need technology that allows their efforts to be more effective and scalable.

More Trending

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How Sales Teams Drive Exceptional Customer Experiences

SBI

How Sales Teams Drive Exceptional Customer Experiences. Customer experience has become the basis for competition in the modern world. If you look at the major disruptions that are happening in the business world, in many cases the product itself has not been the basis for disruption, but instead it’s the experience that has changed. Take Uber as the poster child.

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Don’t Sell Yourself Short

The Pipeline

By Tibor Shanto. I think it was in Skip Miller’s book that I read that a manager should know how his year will end by the Q1. Not taking anything away from that great insight and practice in terms of creating and driving strategy for your teams, one key factor has changed, which may you be the judge, change time horizons for front line reps, and by extension, their managers, and all the calculations this impacts.

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How to Bring the Closing Magic

Anthony Cole Training

Great salespeople are masterful at asking open-ended, courageous questions of their prospects that either lead them towards, or away, from saying "yes" to their solution. There are many instances throughout the sales process where trial closes are appropriate to identify the prospects true compelling reason to make a change.

Closing 154
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A Paradox, The Sales Process And The Buying Journey

Partners in Excellence

As sales professionals we face an intriguing paradox. We know, for complex B2B buying, the buyer’s journey can best be described as chaotic. What we have always believed is a linear process–identify a challenge, commit to change, define the problem/needs, evaluate alternatives, select a solution, turns out to be chaotic, as illustrated by the picture below.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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Understand The B2B Buyer Journey To Create More Conversations, with Scott Collins, Episode #104

Vengreso

As a digital sales evangelist, I’m passionate about helping sales professionals see that the B2B buyer journey is one of the most important things for them to understand. That’s because the WAY buyers are buying has changed dramatically with the rise of digital technology. If the sales community doesn’t adopt social selling strategies that transform their online profiles into a content resource, they will miss out on the opportunity to engage in sales conversations.

B2B 93
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Building a Connection With Clients

Engage Selling

Building a connection with your clients is important. Have you ever wondered where you stand with one or more of your clients? You deliver value, help them achieve their goals, but there’s always a nagging feeling of “not enough.

Loyalty 87
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Selling More Effectively Using Financial Insights

SBI

Selling More Effectively Using Financial Insights. This webinar covers insight-led selling and why it’s important that sales professionals have greater insights into what their clients are trying to accomplish. Dr. Stephen Timme and Ross Van Dooser will cover 3 parts: Business Insights – know how executives think, make decisions, and what they really want from your solutions.

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Opening Executive Level Doors with Caryn Kopp

Igniting Sales Transformation

In this episode, I talked with Caryn Kopp AKA The Chief Door Opener at Kopp Consulting , an Inc 5000 winner, recognized for the Door Opener ® ?Service where they get their clients meetings with high level decision makers in almost every major company. If you want to know how to open doors at the executive level, this is the interview for you! We covered these questions during my conversation with Caryn: Getting in the door with executive level prospects is one of the most difficult part of the s

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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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Measuring & Reporting Your Customer Reference Program

SBI

Measuring & Reporting Your Customer Reference Program. Download this free best practices guide on assessing the effectiveness of your reference program and learn valuable ways to promote the value your program brings to the organization. You know your program is a necessary asset to the company, let this eBook serve as your guide for proving it to everyone else.

Report 74
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If I was Prime Minister for a day

Sue Barrett

Imagine you are asked to complete the statement ‘If I was Prime Minister for a day…’ what would you say? It is a very interesting task. It gets you thinking big. It got me thinking big. So in honour of International Women’s Day, 8 March 2019, I thought I would share with you my response […]. The post If I was Prime Minister for a day appeared first on Barrett Sales Blog.

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Don’t Just Check the Box, Business Insights to Build a Better Account Plan

SBI

Don’t Just Check the Box, Business Insights to Build a Better Account Plan. This webinar covers observations and lessons learned to make your account planning season less painful. Dr. Stephen Timme and Melody Astley discuss broad account plans – what they observe in account planning, what looks good and what doesn’t, how to make a more effective one, how to break the cycle so you aren’t perpetuating bad behavior, and how to make it an evergreen plan.

Account 69
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The Data of Effective Business Models

Pipeliner

Over the last decade, data’s role in running an efficient business has become more and more crucial. There are vast pools of data available to the aspiring entrepreneur, and there are now more ways than ever to interpret and implement it for the benefit of a business. Both customer-facing and internal resource data are more important than ever, and it is vital for a business to find ways to effectively manage and protect that information.

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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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Developing diversity on sales teams: in conversation with #GirlsClub’s Margaret Weniger

Predictable Revenue

On this edition of The Predictable Revenue Podcast, co-host Collin Stewart welcomes Margaret Weniger, executive director of #GirlsClub, a growing mentoring and training organization focused on expanding the presence of women in sales. The post Developing diversity on sales teams: in conversation with #GirlsClub’s Margaret Weniger appeared first on Predictable Revenue - The Outbound Success Company.

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Women in Sales: The Importance of Competitive Sales Compensation

Xactly

Discover how performance differs between male and female sales reps and how competitive fair pay can help attract and retain top sales talent.

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4 strategies for managing the customer conversation

Zendesk Sell

The relationship between sales and customers has changed dramatically. The salesperson was once in control, sharing exactly what the product/service could do for the customer without really asking about needs or wants. He or she got the customer to purchase the product and that was that. Thanks to the information and technology we have at our fingertips, a customer-centric relationship has emerged, with customers recognizing they are in control.

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American Idol & the Benefits of Self-Awareness

criteria for success

So how does American Idol demonstrate the benefits of self-awareness? Think back to the spring of 2007. The tech bubble was booming, everything was going global, and the most popular show on US television was American Idol. Did you watch the show? Maybe you were one of those people in it for the journey, tuning [ ] The post American Idol & the Benefits of Self-Awareness appeared first on Criteria for Success.

Benefit 63
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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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A Simple and Easy Way to Enjoy ALL the Benefits of Collaborating

Mobile Locker

More and more, businesses are seeking out safe and controllable ways to quickly share information and encourage dialogue across their organizations. There are countless reasons why businesses have identified collaboration as a TOP priority: Knowledge and data. Having ready access to it — and being able to ask questions about it — empowers workers to […].

Benefit 57
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What a Top Notch Sales Enablement Program Looks Like in 2019

Chorus.ai

“Can you please hire someone in sales ops to do that? I need to focus on the coaching and content side of things.” How many times have you had to say that this month? Very few, we hope. Hope is great, but reality can be like stepping into a puddle and wetting your shoes on a cold, winter morning. CSO insights reports that 59% companies have a sales enablement function and yet 70% enablement efforts do not meet satisfaction.

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Get Full Visibility Into Every Deal. Introducing Clari + Gong.io

Gong.io

We’re thrilled to announce our integration with Clari’s Connected Revenue Operations platform. Clari helps increase win rates, shorten sales cycles, and improve forecast accuracy. How? It automatically captures and analyzes opportunity data and predicts which deals will close and which are at risk. Before now, Clari didn’t look inside sales conversations, let alone feed conversation data into its predictive modeling.

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Goodbye USP, Hello UBE - 10 steps to create a Unique Buying Experience (UBE)

Infoteam Consulting

What’s the USP for the product or service you are selling? My guess is you don’t have one. In fact, very few vendors have a selling proposition that is really unique. So where does this leave you, the sales person, with many competitors selling very similar things? Where do you look to find a way to differentiate yourself from the competition? Look in the mirror.

Vendor 49
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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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10 Reasons to Implement Account Based Marketing (ABM)

The SalesPro Leader

The article, 10 Reasons to Implement Account Based Marketing (ABM) originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

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Assemble a Story Archive

Selling Energy

It is my studied observation, having been in the business for over 25 years, that the most effective sales professionals in the industry are the ones who can tell their prospects stories about helping people in similar circumstances.

Study 45
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[New Complimentary Report] 3 Daily Habits to Increase Sales Motivation

RAIN Group

The topic most commonly discussed and linked to sales motivation is compensation. However, compensation is only one piece—often not the most important piece—of the sales motivation puzzle. There are daily habits anyone can employ that contribute significantly to motivation.