Wed.May 13, 2020

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Sellers’ Remorse

The Pipeline

By Tibor Shanto. We are all familiar with the concept of buyer’s remorse. It is the feeling of regret after a purchase, which usually grows with the value and importance of the purchase. Usually, these fade as the solution is implemented and some of the expected changes and benefits present themselves. Some sellers cope with this challenge better than others, many are about to experience their own form of regrets, namely Sellers’ Remorse.

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The Secret to Unrivaled Customer Experience Isn’t Technology, It’s People

SBI Growth

In an increasingly commoditized marketplace, what are you doing to ensure one of your biggest differentiators is setting you apart from your competitor’s customer experience? Do you have a purposeful end to end strategy for acquiring, onboarding, and training this.

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Quotes to Inspire You

Selling Energy

Bite-sized wisdom can go a long way. This is why I include quotes in our daily emails, on social media, in presentations and, occasionally, in these blogs. They’re simple and short, but always impactful. They often give us encouragement at just the right time, urging us to stay on the right path and continue striving for success.

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Tell Your Prospect How You Failed

The Sales Heretic

Stories and case studies are powerful sales tools. They give us opportunities to showcase how wonderful our product or service is. They provide proof of our abilities and enable our prospects to see themselves benefitting just as our previous customers have. There’s just one problem with them. Everyone’s stories are the same. Here’s what I [.].

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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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One Thing Your Company Must Do Right Now to Increase Sales

Understanding the Sales Force

Most in the cherry-picking news media are continuing to pound us with bad stuff: record unemployment, 80,000 dead, lockdowns into August, 30 trillion in debt, economy will be slow to recover, you'll be jailed if you open your business too soon, schools to remain closed in September, people will die, etc. But there is good stuff going on that they aren't talking about because, for the most part, the media doesn't care about sharing the good stuff.

Hiring 330

More Trending

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Here's why your salespeople will love Membrain

Membrain

When talking with one of our sales training partners recently, we were asked for content to help salespeople understand “what’s in it for them.”.

Training 158
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How to Eliminate the Baggage In Your Life and Career That’s Dragging You and Your Team Down

Keith Rosen

Sales lagging? Coaching suffering? Ever find it difficult to get out of bed in the morning? It’s not just due to exhaustion, the economy, working remotely, you and your team’s sales and coaching acumen, or how much you physically weigh. There is a ton of hidden overhead in your life you’re unnecessarily putting up with that’s causing stress, distractions, and costing you time, money, sales, and energy.

Energy 139
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Three Ways Sales Leaders Can Shape What's Next

Force Management

The main goal right now for many organizations, including Force Management, is to effectively lead through the turnaround while supporting customers, employees and communities in the best way possible. That’s why we wanted to share some of the insights in this recent article by McKinsey & Company on how marketing and sales leaders can shape the next normal.

Company 127
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16 Ways to Grow Your Top Line and Bottom Line Revenue

G2Crowd - Sales Blog

When you hear the terms top line and bottom line, you probably think of a profit and loss (P&L) statement that’s scoured over every month by your company’s finance department with thoughts on how to decrease overhead, especially in these days of a tightened economy with limited bandwidth and resources.

Revenue 137
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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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18 Things to Control When Things Are Out of Control

Anthony Iannarino

These things are within your control. Focusing on the things that are within your control is the best response to a world that is out of control. Sleep: If you want to feel a lot better, have much more energy, be a lot more productive, and do better work, there may not be anything more important than getting a good night’s sleep. We underestimate how important sleep is to our overall health and our performance.

Intent 125
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Make Time – and a Plan – to Grow in Your Channel Role

Allbound

When you’re working with channel partners, so much focus goes into ensuring they’re equipped with the tools and knowledge they need to succeed. There’s no doubt that’s important, but are you also putting aside bandwidth to focus on your professional growth? It can be hard – especially when you’re in a leadership position. You’re busy, stretched thin, and responsible for the growth and well-being of your ecosystem.

Channels 118
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How to Be Ready to Serve Customers in the New Normal

Sell Integrity

What’s next – in how we’ll serve customers, lead teams, and collaborate with each other? Originally Published As a Guest Blog on SellingPower.com By Mike Fisher. In the mere months since the start of the COVID-19 pandemic, much has been written about the need to adjust to a new normal in how we’re doing business – and from where. We get it: We’re all working from home.

Customer 121
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The 5 Most Common Sales Problems Salespeople Experience

criteria for success

Our list of common sales problems salespeople experience is about a mile long. As sales leaders, we're often faced with challenges or obstacles. It's our job to see the opportunities in those challenges and lead our team to do so, too. We’d like to help you and your sales team identify and solve common sales problems —so, we’ve plucked out what we believe to be the five most common sales problems salespeople experience and offer some tips on how to solve them.

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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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3 Steps to Build a Great Sales Team

InsideSales.com

A winning sales team cannot be established overnight, but there are easy steps to take to build a killer sales force. Your sales team should be the best it can be! Recruit Well build sales team RELATED: 11 TIPS TO BUILD A SUCCESSFUL SALES STRATEGY PLAN In this article: Recruit Well Offer Extensive Onboarding, Training & Coaching Build an Excellent Sales Culture .

Hiring 98
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How to Succeed at Emotional Intelligence

Sandler Training

Mike Montague interviews Sandra Crozier-McKee on How to Succeed at Emotional Intelligence. The post How to Succeed at Emotional Intelligence appeared first on Sandler Training.

How To 92
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Coaching the Sales Process: Overlooked Points in the CONNECT Step

The Center for Sales Strategy

While technology and buyer behaviors have caused businesses to modernize their sales process, basic principles such as qualifying prospects, defining needs, and understanding buying patterns haven’t changed that much. Every business is different, but most follow a progression with comparable sales stages. Recognizing the need to humanize the sales process, our Sales Accelerator series is known for being more in-step with how real selling is done today while applying basic fundamentals.

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Don’t Be a Sales “Zoombie”: How to Relate Personally in a Virtual World

The Brooks Group

Humans are an interesting lot – in order to feel more, well, “human,” we need a certain level of personal connectedness. We’re talking handshakes-and-hug, three-dimensional fellowship – not this digital, pixelated surrogate that has stood in for connectedness during the COVID-19 pandemic. Indeed, as sales professionals, it’s becoming painfully apparent that the limitations of virtual selling stem largely from the inability of our virtual landscape to effectively replicate the real world.

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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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Beating Quarantine Fatigue: Seeking Balance in an Emergency

Guru

Like many other SaaS companies, Guru shifted to a fully remote workforce in March. It was an easy decision; we wanted to make sure our employees were able to stay healthy, comply with state and local public health directives, and take care of their families without worrying about job stability. We were proud when our CEO, Rick Nucci, signed Mark Benioff’s no layoffs pledge , and even more so to close our Series C round , and to be able to announce new features.

Closing 75
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How to Use Practice Management Software & CRM for Physical Therapy

Nimble - Sales

Practice management software solutions have been helping the physical therapy industry to evolve for decades: to organize, segment, forecast, plan, and optimize physical therapy practices world over. Nimble, a cloud-based CRM, is affirming itself as an adroit alternative solution to the medical practice management software. This networking-centered customer relationship management system won the hearts of […].

Software 109
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Why SAP Commissions Could be the Right Fit for Your Business

Canidium

Choosing an SPM solution can be hard given that there are so many options for SPM software on the market. We would like to tell you Why SAP Commissions could be the right fit for your business!

SAP 78
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Why Marketing Still Matters for Your Business in Quarantine

Nimble - Sales

The COVID-19 pandemic has forced you and your co-workers to mix up how you work. You’ve also probably been trying to find ways to boost your business. As your business tries to survive the global crisis, you should know your marketing matters more than ever. Even though money is tight and there are a lot […]. The post Why Marketing Still Matters for Your Business in Quarantine appeared first on Nimble Blog.

Marketing 107
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Redefining the CDP: 8 Data-Driven Designs for Successful Customer Journeys

In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

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When (and How) to Fire a Customer

Marc Wayshak

Knowing how to fire a customer is a must-have skill for top-performing sales reps. Stop wasting your time and energy on bad customers. Check out this video to learn how to fire a customer the right way. The post When (and How) to Fire a Customer appeared first on Sales Speaker Marc Wayshak.

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Make Time – and a Plan – to Grow in Your Channel Role

Allbound

When you’re working with channel partners, so much focus goes into ensuring they’re equipped with the tools and knowledge they need to succeed. There’s no doubt that’s important, but are you also putting aside bandwidth to focus on your professional growth? It can be hard – especially when you’re in a leadership position. You’re busy, stretched thin, and responsible for the growth and well-being of your ecosystem.

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The Daily Briefing: May 13, 2020

Chorus.ai

Watch the Video. Jim Benton was joined by Michael Erickson , Associate Director Sales Enablement at AT&T , on this morning’s Daily Briefing. They discussed how AT&T is navigating a work from home culture and adapting their coaching programs to enable success across their inbound and outbound engines. Here are the numbers: Cold call dials are +11% week over week, though own 32% since COVID-19 68% More Leadership Attendance on the Selling-side 54% Execs, 78% Directors 65% More Leadership A

Hiring 62
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Webinar-on-Demand: Cracking the Code on Sales During a Global Pandemic

SalesLoft

B2B sales are already complex. Throw in a global pandemic and cracking the code on the sales process feels like trying to solve the Rubik’s Cube. We invited Spencer Wixom, SVP of Marketing & Business Development at Challenger , to speak about how to reach, connect and influence buyers right now, when important business decisions are weighing heavily on the collective minds and wallets of B2B buyers. .

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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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Virtual and In-Person Training Are Different in These 6 Ways

RAIN Group

Ask the question, “What needs to happen at your company for successful virtual training now that sellers are working remote?” and you’re likely to get answers like this: Facilitators need to engage participants. Content needs to be relevant to the buyers and scenarios sellers face. Sellers need to practice the new skills. Training needs to be dynamic and interactive.

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Get a Big Sales Coaching Boost for Your Salespeople Right Now

Selling Power

Sales coaching can help B2B salespeople find their footing and yield the best performance even during a pandemic.

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Master the Transition to Digital Selling

Sales Hacker

The post Master the Transition to Digital Selling appeared first on Sales Hacker.