Fri.Oct 18, 2019

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Checking In: How Well-Aligned Is Your Sales Enablement Strategy?

Guru

Perceptions of Sales Enablement can be ambiguous, but the bottom line is simple; sales enablement empowers your salespeople to be the best they can be. Simply managing your sales assets as an enablement strategy doesn’t cut it anymore. Enablement strategies should arm reps with the information they need to have impactful conversations with customers — where they are.

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Why Sales Is Not a Profession

The Sales Hunter

Recently, I had a discussion with a sales manager about how to connect with customers. This was no casual conversation; it was serious, because he was with a start-up company who had 18 months at best, to achieve critical mass. The sales manager knew me well from my work with him at a previous company. The longer the conversation, the more animated we both became.

Hiring 178
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Setting Sales Managers to Fail

Engage Selling

Are you setting your sales managers up to fail? A few years ago, I met an executive running sales teams who had recently been promoted to the role. He gave new meaning to the term “hands off.

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Why Your Sales Reps Can’t Automate Referral Leads 

Women Sales Pros

Everyone loves a good shortcut. We live in microwave time—tapping our fingers because 15 or 30 seconds is just too slow. While there’s much to be said for efficiency, there are no shortcuts when it comes to relationships with customers. And without strong relationships, you can forget about getting referral leads. Top salespeople know existing clients are their best source of referrals to new clients.

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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 Magic Power in Setting Goals So Big They Scare You

Anthony Iannarino

Big goals are magic. Little goals, when they are not milestones on the way to big goals, are something less than magic. While they may not be completely impotent, they lack the power of big goals. There is a magic power in goals so big they scare you. The Problem with Small Goals. A small goal doesn’t require you to transform. It doesn’t possess the power to cause you to take massive action.

More Trending

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How to Use Customer Experience to Supercharge Your Sales

G2Crowd - Sales Blog

In a world where digitization leads the way in almost every sector, customers have developed a lean toward engaging online rather than visiting establishments to get their needs.

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6 Ways Sales Professionals Can Succeed in a Slowing Economy

Pipeliner

Uncertainty is resurfacing among business leaders. The Business Confidence Index is at its lowest point in more than three years, and the Global Economic Policy Uncertainty Index reached its highest-recorded point this year. Measurements like these suggest that we are entering a new phase of the business cycle. Previously robust business conditions are receding.

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Weekly Roundup: Tips For Closing More B2B Sales, Delivering Tough Feedback + More

The Center for Sales Strategy

- MOTIVATION -. "Determine that the thing can and shall be done, and then we shall find the way.". -Abraham Lincoln. - AROUND THE WEB -. > 9 Insider Tips for Closing More B2B Sales - HubSpot. It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling.

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Why Top Performers Are Team Sellers | Sales Strategies

Engage Selling

????????????????????????????????? I’ve been working with organizations to help them understand what their internal best practices are for selling and what behaviours are really driving top performance.

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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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How to Succeed at Team Selling

Sandler Training

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders. The post How to Succeed at Team Selling appeared first on Sandler Training.

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What the Future of Sales Onboarding Looks Like (SaaS Sales)

Sales Hacker

Many sales leaders think their onboarding process stinks… . And it’s true. . According to Bridge Group, 26% of sales leaders list ramping new reps as their top concern. Yet 3 out of 5 reps will not fully ramp for seven months. One in five will take nearly a year to develop all of the skills and behaviors they need to be successful. . That’s troublesome when efficient onboarding programs can improve employee performance by 11.5% and drive a massive impact on revenue. .

Film 42
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?? Digital Selling

Pipeliner

As things shift to more digital platforms, so too has the sales world. Salespeople are exploring traditional selling versus digital selling, and how to adapt to a more technological world. Digital sales expert Mario Martinez talks traditional versus digital selling in this video interview, hosted by John Golden. This podcast is also a recorded live event you are welcome to view here: Digital Selling. iTunes Podcast .

Video 40
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Getting Your Customers Involved in Creating Solutions

Paul Cherry's Top Sales Techniques

QUESTIONS BEYOND THE QUESTION Recently when working with a b2b sales team, a customer raised the question: “Do you have __ in stock?” The sales rep responded, “Yes, we do.” This (order-taking) sales rep response elicited basic customer follow-up inquiries like: How much? Is it available? Yada, yada, yada… Pretty typical stuff, nothing to “write home about.

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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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?? Power of Service Creates Customer Loyalty in Sales

Pipeliner

In our next podcast on SalesPOP!, we are interviewing Chris Widener, who is an American author and motivational speaker. Widener has written several books on motivation and business. He is named one of the top 50 speakers in the world and he is also a part of Inc. Magazine’s Top 100 Leadership Speakers. Today we will talk about the following points: • Everyone has his or her own perception of influence.

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How Sales Training Should be Like Football Training

Frontline Selling

Football season is here! Most diehard football fans know that are the great lessons from the game that apply to situations in real life. For instance, the strategy and preparation. The post How Sales Training Should be Like Football Training appeared first on FRONTLINE Selling.

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?? Concept of Syntegration in Sales

Pipeliner

John Golden interviewed Professor Fredmund Malik who is an Austrian economist with a focus on management science and the founder and chairman of a management consultancy (Malik Management) in St. Gallen. Malik applies systems theory and cybernetics to analyze and design management systems. Today we will talk about the following points: • What is the exact meaning or definition of the concept of Syntegration or super Syntegration?

Scale 40
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Let’s Talk Sales! Inspirational Quote by Andy Rooney – Episode 196

criteria for success

Today's quote from Andy Rooney is all about growth! Read on to learn more about this week's Let's Talk Sales inspiration! Andy Rooney Quote This month's theme is Assessing the State of Your Business. And today's quote comes from Andy Rooney, an American radio and television writer best known for his broadcast A Few Minutes [.]. The post Let’s Talk Sales!

eBook 40
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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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?? Bottlenecks & Accelerators in the Sales Process

Pipeliner

Judy Frank talks sales bottlenecks and accelerators in the sales process with John Golden. Bottlenecks, also referred to as speed bumps or potholes, are things that come up in the sales process that slow the entire method down, or negatively impact it in some way. Accelerators, on the other hand, are things that speed up the sales process and lead to a quicker close.

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Sales Enablement News Roundup – October 18, 2019

Showpad

Fall is upon us! These news and tips will help you revamp your Sales and Marketing strategies for continued success into the end of the year. How Marketers Can Tackle Sales Pipeline Ownership. Most organizations are increasingly relying on Marketing teams to bring in leads and grow the Sales pipeline. But with the two teams historically at odds, how can you bring the two together for more efficient operations and better buyer experiences?

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Circling Back with Your Customers

Selling Energy

One of the most important parts of the sales cycle remains overlooked. It’s imperative that you “circle back” to every one of your customers and ask them how it went.

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What Really is Good Customer Service?

Lessonly

What is it that makes some people go to the same coffee shop each morning to get their day rolling? Is it the taste and quality of the coffee? Is it conveniently located across from their office or just steps outside their front door? Is it the fact that with tax included, their prices are always on the dollar, and they don’t have to dig for loose change?

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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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Blog Post Title

Klozers

What goes into a blog post? Helpful, industry-specific content that: 1) gives readers a useful takeaway, and 2) shows you’re an industry expert. Use your company’s blog posts to opine on current industry topics, humanize your company, and show how your products and services can help people. The post Blog Post Title appeared first on Klozers.

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A Twist of Fate That Ignited a Hot Career: How AdRoll’s Jake Kanatsiz-Rohan Discovered His Passion for Sales

Chorus.ai

A Day in the Life of Jake Kanatsiz-Rohan - Senior Mid Market Account Executive at AdRoll Working in sales can be very intense. But when sales pro Jake Kanatsiz-Rohan was growing up, he had a very different intense career path in mind: firefighting. “I wanted to be one of the ‘hotshots’ — the firefighters who are flown in to combat wild forest fires,” he says.

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How to Use Webinars Throughout the Buyer’s Journey

Zoominfo

Every form of content has unique advantages, so it’s difficult to say any one type of content is head and shoulders above the rest. But, if you were to declare the webinar the ‘king’ of marketing content , you wouldn’t be alone. After all, 73% of B2B marketers and sales leaders say webinars are the best way to generate high-quality leads ( source ).

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How Good Of A Negotiator Is President Donald Trump?

The Accidental Negotiator

He wrote a book, but how good is he really at negotiating? Image Credit: Michael Vadon. So first off let’s all agree on something: I don’t really care if you love or hate President Donald Trump. That’s not what I’m talking about. Instead, considering that he’s in a very powerful position in which he gets to talk to world leaders on a daily basis , I’m interested in how good of a negotiator he is.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.