Mon.Jun 25, 2018

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Sales Methodology Can Ease the ?Seller Squeeze?

Miller Heiman Group

How to balance the expectations of buyers with the demands of sales leaders. Sales research confirms what salespeople already know: It’s tough out there. Quota attainment rates have been declining for the past five years, and no one knows what the next five years will bring. Customers today enjoy unprecedented power in the buyer/seller relationship, and their heightened expectations are putting pressure on B2B solution providers.

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New Data - Are Experienced Sales Managers Better Sales Managers?

Understanding the Sales Force

Last week I wrote a revealing article which showed that Sales Managers are even worse than I thought when it comes to coaching their salespeople. That article stimulated this great conversation on LinkedIn. Following that article I dug further into the same 9,000 rows of data to look at the role that tenure and experience have on sales management effectiveness.

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Turn a hard no into a yes with the easiest follow-up technique I know

Close.io

Every sales rep hates hearing no. But it’s just part of the job, right? You can’t win every deal and when a prospect turns you down, it’s time to just move on. But hearing no doesn’t always mean you did something wrong. You might just be talking to the wrong person. This small shift in thinking can have a profound impact on your sales outreach and follow-up success.

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B2B Emotional Sales Formula - Curiosity. Obsession. Fever. Action. Passion.

Sales and Marketing Management

Author: Tony Hughes You may be struggling thinking, "What on Earth am I doing, I hate this job!". I know, you fell into sales, and perhaps from there, sales management. I think of what powers me to prevent burnout and I think of these five words. So I want to deconstruct each one as an emotional manual for sellers in this quick post in reverse chronological order.

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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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The Beginner’s Guide to YouTube for B2B Marketing

Zoominfo

Since its inception in 2005, YouTube has become more than just the most popular video-sharing platform– it’s one of the most popular websites on the internet, period. Consider these statistics ( source ): Over a billion hours of video content is watched on YouTube every day. YouTube is the third most visited site in the world after Google and Facebook. 400 hours of video are uploaded to YouTube every minute. 6 out of 10 people prefer online video platforms like YouTube to live television.

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How To Effectively Implement Your Sales Process

MTD Sales Training

One definition of ‘process’ is ‘ a systematic series of actions directed to some end: a continuous action, operation, or series of changes taking place in a definite manner’. A good sales process will give you a good framework and template for you to follow and apply. So, what steps does a good process follow to give you a chance to be successful? Here are a few: Generating Business: This often includes prospecting and marketing to get business to see you as a viable option for their needs and w

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The Best Way to Reach Out to a Prospect For the First Time, According to 20+ Sales Experts

Hubspot Sales

For years, there’s been a debate raging in the sales community: When reaching out to a prospect for the first time, should you call or email? After all, first interactions with prospects are key -- you’re aiming to establish trust, provide value , gather key information, and perhaps even secure a follow-up meeting. If you don’t use the right medium, they’ll be less receptive to your message (and that’s assuming they engage at all).

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How CEOs Leverage Due Diligence to Accelerate Value Creation

SBI Growth

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Who’s Responsible For Sales Enablement?

Partners in Excellence

Long time readers might accuse me of asking a trick question. The obvious answer is, “Duuugggh Dave, it’s Sales Enablement……” But if you think about it, sales enablement is about helping our sales people achieve the highest levels of performance/productivity in executing our business strategies in the face of the customer.

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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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#SalesChats: July 5th 9am PT with Ali Mirza

Pipeliner

Predictable Closing. Wouldn’t it be nice to get sales tips that will help you close more leads, directly from an accomplished sales master and trainer? Ali Mirza explores things like what you need to know in order to close more sales, fatal mistakes to avoid, and a template to achieve predictable closing. John Golden and Martha Neumeister host this #SalesChats.

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Six Strategies for Surviving the Summer Sales Slowdown

Janek Performance Group

Although we sometimes might not think of it in those terms, many industries have seasonal sales cycles throughout the year – whether it’s the holiday shopping season for retail, the final spending of the budget at the end of the fiscal year, or the slow, drowsy period in summer in many B2B environments. This last one can be especially challenging for sales reps, where sunny days and high temperatures induce lethargy and distraction in offices across the country.

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Slow Down To Speed Up!

KO Advantage Group

Business is growing! Coming up with new ideas is the bread and butter of your creative process and your work in general. And y ou might think it’s a good choice to ride the momentum but what if it won’t calm down anytime soon? If you’re constantly adding things to your to-do list, you’ll end up being exhausted and thus will make you more unproductive.

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Leaving Customer Care up to Customers? They don?t care!

Babette Ten Haken

Your customers do not care whether you make your quarterly numbers or fulfill your organization’s KPIs. They have their hands full with their own workplace issues, KPIs and deliverables. Why should they care about you, and your issues? It just could be that your professional urgency conflicts with your clients’. And besides, your customers do not care about creating tremendous customer experiences… for you.

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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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Turn a hard no into a yes with the easiest follow-up technique I know

Close

Every sales rep hates hearing no. But it’s just part of the job, right? You can’t win every deal and when a prospect turns you down, it’s time to just move on. But hearing no doesn’t always mean you did something wrong. You might just be talking to the wrong person.

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Decoding the True Essence of Outbound Marketing

MarketJoy

Written By. Rahul Thakur. Share. Get a Free Quote. [contact-form-7]. Outbound Marketing – Brief Overview and Facets Around it. Ever been curious as to what exactly is “outbound marketing?” It is a marketing & sales procedure adopted by many companies to share information regarding their products & services. This method focuses on an undiscovered client-base.

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Sales Presentations Are Easy; Creating a Connection Is Hard

Selling Power

Here are a few ways to create the often-elusive connection with audiences that is so essential for every successful sales presentation.

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The One KPI Missing From Your Sales Ops Dashboard

CommercialTribe

“There are two reasons you can fire a CEO. Firstly, you can fire a CEO because they’ve done something really naughty and they’ve been caught. The only other reason you fire a CEO is they didn’t meet the forecast.” – Neil Rackham, SPIN Selling. And so CRM software was born in the early 90s—the first meaningful piece of technology used by salespeople.

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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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10 Great Online Marketplaces for E-Commerce Pros

G2Crowd - Sales Blog

As an online seller, choosing the right ecommerce marketplace can be very challenging.

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Sales Presentations Are Easy; Creating a Connection Is Hard

Selling Power

Here are a few ways to create the often-elusive connection with audiences that is so essential for every successful sales presentation.

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TSE 862: I Didn’t Think Cold Outreach Was Going To Be This Difficult

Sales Evangelist

Cold calling is always a challenge. If you’re in a role that requires you to spend all of your time doing cold outreach, it will mentally drain you. You may find yourself thinking that you can’t deal with even one more rejection. Many people discover they never knew cold outreach would be so hard. Today […] The post TSE 862: I Didn’t Think Cold Outreach Was Going To Be This Difficult appeared first on The Sales Evangelist.

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Great at Work

Selling Energy

What is expected from us as workers? In a word: work. Most folks think that if you don’t succeed, the answer would be to work harder, longer, or ideally both. In fact, add more hours to your day to get your work done. Or commit yourself to getting more done in a smaller amount of time.

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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Stress-Out Your Buyers (a little) For More Effective Product Positioning

Product Management University

Effective product positioning comes in many forms. But there’s only one outcome you’re looking for: An emotional reaction. Do it consistently and your pipeline will be chock full of qualified leads. Reminding your buyers of their biggest stressors before serving up the solutions is one way to evoke the emotional reaction that ultimately engages your salespeople with decision-makers.

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Customer Experience

Pipeliner

Evolving customer experience is a competitive advantage. It’s tough for companies for really stand out or differentiate themselves with prospects and customers without a positive customer experience. Chris Brogan, interviewed by John Golden, explore the customer experience. This expert sales interview explores customer experiences, including: Why buyer orientation is better.

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How to Create a Relationship Strategy: 5 Questions

Altify

Building long-term relationships in business matters. To succeed you need to understand how the company works, the relationships between the people, and the politics of the organization. When you access the right people in the buying committee and deliver personalized value messages (and substance) your likelihood of sales success is dramatically higher.

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Great at Work

Selling Energy

What is expected from us as workers? In a word: work. Most folks think that if you don’t succeed, the answer would be to work harder, longer, or ideally both. In fact, add more hours to your day to get your work done. Or commit yourself to getting more done in a smaller amount of time.

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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Predictable Pipeline Strategy

OutboundView

Download Our 26-Page E-Book: OutboundView Predictable Pipeline Strategy. In this Predictable Sales Pipeline Strategy we cover key B2B marketing components such as inbound marketing , outbound marketing , customer profiling, paid advertising, and content distribution. OutboundView. The post Predictable Pipeline Strategy appeared first on.

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Xactly Named a Bay Area Top Workplace for 6th Year

Xactly

What do sports legends Joe Montana and Brett Hull have in common with Xactly? As of today, we have all proudly sported the number 16! This weekend, Xactly was named a Top Workplace by The Bay Area News Group for the sixth year. While this is an impressive feat by itself, what is more notable is that this award marks the 16 th time that Xactly has been recognized for being a stellar workplace.

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5 Ways to Breathe Life Back Into Your Weekly Sales Meetings

The Center for Sales Strategy

This post was originally published on SalesHacker.com. The weekly sales meeting — you know the one. The whole crew gets together for what amounts to an hour-long discussion around menial housekeeping items or which sales rep got a little closer to nailing a sale. Certainly it’s important information in its own right. But, it’s not worthy of eating up an hour that could be better used securing leads.