Mon.Dec 18, 2017

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Tackling the Impossible Sales Challenge

Jill Konrath

How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas. After all, they face a very difficult, if not insurmountable, challenge that would stop most fisherman entirely.

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3 Lessons that Apply to Every Sales Call No Matter What You Sell

Understanding the Sales Force

It's a family tradition that each December we attend the Boston Ballet's performance of the Nutcracker. It's truly a magical show and even though the primary dancers change from year to year, the execution of the show's script and musical score is flawless. Several years ago, during one of the performances, it dawned on me that the orchestra's role in the show correlated very nicely to an effective sales presentation.

Sales 229
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Selling To Sybil

The Pipeline

By Tibor Shanto. I always find it amusing listening to sales people or marketing people talk about buyer persona, seems half have no idea what the word means, and if not for fashion could care less. I worked with a company that had very clear and detailed outline of the various personas (or is it personae?), they sold to, each based most on their corporate roles.

Fashion 198
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7 Conditions to Create a High-Performance Sales Environment

Sales and Marketing Management

Author: Bob Junke, CEO, Adventace A vice president of sales recently said to me, “Creating a high-performance sales environment is what sales leaders dream about, but most have no idea how to do it.” But the dream is not as elusive as it might seem. A high-performance sales environment is one where the conditions conducive to a successful sales culture have been put in place – resulting in predictable, continuous, metric-based performance improvement.

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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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How to Building a Data-Driven Marketing Plan for 2018

DiscoverOrg Sales

The road to landing your product or service in customers’ hands is not a direct route. There is much twisting and turning along the way to close-won. At first glance, it might seem random, but every account won has a rhyme and a reason – if you dig into it. Taking control of each step helps to better evaluate and scope your needs. Our latest eBook shows you how to navigate your book of business, craft a well-calculated marketing plan, add more places of interest on the map, and direct pote

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The Revenue Marketer’s Guide to B2B Field Events

SBI Growth

B2B marketing leaders drive hyper-growth by bridging the gap between the corporate office and the field. If you are investing in field events, and not generating desired outcomes, consider thinking like a B2C marketer. To do this, you need to.

B2B 169
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The 12 Days of Increase Sales Leadership Questions - Day 7

Increase Sales

Many believe to increase sales leadership begins with sales training, learning more stuff to improve existing known weaknesses, but in actuality the foundation for sales success lies within the strengths of each salesperson, not their weaknesses, This leads to question number 7: If people succeed because of their strengths, then do you know with absolute crystal clarity what are your strengths?

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Selling to C-Level Executives: 8 Tips for Unlocking Access to the Busiest Buyers on Earth

Sales Hacker

Selling to c-level executives is a different ball game. You have to be concise, respectful of their time, and really think about how to differentiate yourself in order to break through the clutter and earn the right to ask for something. Here is a message to sellers from a real c-level buyer: Outbound tactics without strategy are sheer lunacy. We must lead with an insight-driven value narrative (‘hypothesis of value’), otherwise hammering away in blended channels is worthless.

Buyer 108
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The 12 Most Popular Sales Leaderboard Songs of 2017

InsightSquared

Sales teams are notorious for their traditions that spark friendly competition among their reps — gongs, chants, spiffs and more. To up the competitive ante just a bit more, sales organizations also use leaderboards. Each time a rep wins a deal or hits a goal, the leaderboard activates on large screen TVs, triggering the reps’ “song” to play. The songs — some are more crowd pleasers than others — can be heard throughout the office, which often elicits excessive cheering and cla

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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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Five Ways To Get More Case Studies

The Center for Sales Strategy

A lmost everywhere I go I hear managers and salespeople say, “Yeah, case studies are very valuable. We need to get more case studies.” So why don’t more sales operations have more case studies? What’s holding them back? I can tell you what prevents most sales teams from having enough case studies: Case studies require some level of client participation.

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The 21 Best Google Inbox Shortcuts

Hubspot Sales

Inbox by Google is the newer, cleaner, and (in my opinion) easier-to-use version of Gmail. Not only does it auto-categorize your messages into “Updates,” “Purchases,” “Trips,” and so on, it also prompts you to follow up on unanswered mail. Best of all, it comes with useful keyboard shortcuts that, once you memorize them, will skyrocket your productivity.

Google 86
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Video Review: @OpsPandaInc

SBI

OpsPanda lets you understand the underlying factors that are impacting your actual ability to hit targets so you can correct course, as often as needed, before it’s too late. You’ll know how to turn your Sales Capacity dials to impact ability to achieve targets. Visit OpsPanda.

Video 78
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What happens when you make a “How’s it going” sales call?

Pipeliner

Why are most sales people always selling? Why does the role call for a specific agenda to be played out when a customer is engaged with “make the sale” or “heat ’em up for the close” as the prime objective? Typically, to push for the sale requires a sales agenda-driven conversation to be one-way FROM the sales person TO the customer.

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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 Hire The Sales Talent Behind A $3.7 Billion Sales Organization

Zendesk Sell

At Forecast 2017, we sat down to chat with sales leader Dali Rajic, the man responsible for managing the team that transformed AppDynamics from a $100 million company to a $3.7 billion titan is just 4.5 years. Rajic shared his tips and tricks on how to scale and enable an effective team, the processes and methods he relies on for success, and the lessons he’s learned along the way.

Hiring 77
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The Importance Of Small Changes In Improving Performance

Partners in Excellence

Too often we think of performance and continuous improvement incorrectly. While we and our managers (who are trying to coach us) may be well intended and highly motivated, we set ourselves up for failure from the outset. One of the problems is we try to change too much. It’s kind of like some bad coaching I got on my golf swing. Rather than going to a professional and paying for coaching, I asked a friend who had a very low handicap advice me on my swing.

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InsightSquared Staff Picks: Favorite Leaderboard Songs of 2017

InsightSquared

The votes have been counted — we have InsightSquared’s favorite leaderboard songs of 2017. The list includes songs across all genres, and time periods. ( Check out the top 12 most popular leaderboard songs of 2017 among our customers here. ). #1 Timber by Pitbull ft. Ke$ha. #2 Y’All Ready for This from Space Jam. #3 Livin La Vida Loca by Ricky Martin. #4 Here Comes The Money by The Mellow One. #5 Numb/Encore by Jay-Z and Linkin Park. #6 How You Like Me Now by The Heavy. #7 Let’s Get

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Increasing Channel Partner Engagement by Creating a Better Partner Program Experience

Allbound

In a previous Allbound Podcast , Diane Krakora , Principal at PartnerPath , discussed partner profitability, structuring a channel program, and three things that partners care about. As she claims, many SaaS companies share a similar challenge: They’re fast-growing, and because of their successful—and obviously attractive—product, many companies have a strong value proposition for why a channel partner should work with them.

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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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The Most Important Sales Question You Can Ask

Pipeliner

What would you say if I told you that there is actually one one sales question you can ask, that will tell you more about someone that any other question you could ask? When trying to learn about another individual, there are a few indisputable facts. To start with, it all begins with trust, and here is what I know to be true: If someone doesn’t trust another, they’re not going to open up to that other person.

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Increasing Channel Partner Engagement by Creating a Better Partner Program Experience

Allbound

In a previous Allbound Podcast , Diane Krakora , Principal at PartnerPath , discussed partner profitability, structuring a channel program, and three things that partners care about. As she claims, many SaaS companies share a similar challenge: They're fast-growing, and because of their successful—and obviously attractive—product, many companies have a strong value proposition for why a channel partner should work with them.

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I’ve Got That Syncing Feeling (Explainer Video)

SalesLoft

In the modern sales landscape, data is king. Your organization is measured by activity metrics, sales cycles, and revenue. With it, you monitor individual success and improvement, gauge organizational goals, and measure progress. The importance of having clean data in your CRM can’t be overstated. We’ve even heard the dogma: If it’s not in Salesforce, it never happened.

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When It Comes to Sales Process, a Standardized Approach Won't Work

Sales Result

Some sales consultants will tout a proven methodology that if followed, will yield results to you. They’ll proceed to unveil a complicated-looking template, put your logo on it, and promise if you follow it exactly you’ll be wildly successful.

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5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

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The 9 Sales Reference Check Questions You Need to be Asking

The Brooks Group

When hiring for a sales position, the candidate’s reference check is often treated as a formality. That’s a mistake. While it can be tough to get a professional reference to be honest about a candidate’s strengths and weaknesses, asking the right open-ended questions can yield valuable information to help you make the best sales hiring decision. Start by asking applicants to provide at least two Manager references and two Peer references from a previous employer.

Hiring 49
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How to make the transition from services to software

Close

When you run a services business, it’s only natural to think, “You know, this would be a whole lot easier if we were a software company.

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Deep Work – Cal Newport

Hyper-Connected Selling

In a world that seems more and more superficial, the idea of “Deep Work” is very attractive. I often have this nagging feeling that many of us are struggling to get to the heart of our work. Our focus is constantly being pulled away by a world that that is moving faster and bursting at the seams with information. How then can we slow down and put our attention on the important activities that will help drive the success?

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How to Handle the Prospect Who Says, “Call Me Back”

Paul Cherry's Top Sales Techniques

When a prospect tells you to call them back, ask this question to find out if they’re serious or politely dismissing you… The post How to Handle the Prospect Who Says, “Call Me Back” appeared first on Paul Cherry Sales Training & Coaching.

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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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What if Marketers Were Incentivized Like Salespeople?

Pipeliner

Maribeth Kuzmeski, marketing strategist, best-selling author and president of Red Zone Marketing, makes a very interesting proposition: what if marketing personnel were compensated for sales just as salespeople are? It would certainly go a long way to solving today’s issues of sales and marketing alignment, and could certainly lead to materials that really assist salespeople in closing more sales.

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TSE 727: Is There a Proper Way to Push My Customer to Make a Decision?

Sales Evangelist

How can you push your product without being too pushy? Of course, we all want close deals. Who doesn’t? But the last thing you want is to come off a too push with your clients. So how do actually make the sale without tarnishing the relationship with your clients? Today, I’m sharing some thoughts and insights […] The post TSE 727: Is There a Proper Way to Push My Customer to Make a Decision?

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How to build a newsletter that turns readers into buyers

Nutshell

Sales organizations have long lamented the ineffectiveness of email newsletters compared to personalized emails. However, recent evidence suggests that not only is the email newsletter alive and well, it’s leading to increases in sales. If you’ve done the hard work of creating email newsletters that people actually read , then you’re ready to turn those readers into paying customers.

Buyer 84