Wed.Oct 07, 2020

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Sales Assessments, More Like Guitar Manufacturers or Ripped-Off Products?

Understanding the Sales Force

This is gonna be fun! In 2005, GM produced four mini-vans known as the Buick Terraza, Chevrolet Uplander , Pontiac Montana SV6 and Saturn Relay. These four cars were exactly the same, with the brand logos being the only differentiators. Today, some Luxury car companies dress up the cars from their primary brands as Toyota is known to do with its Lexuses, Nissan with its Infinities, Honda with its Acuras, and Ford with its Lincolns.

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Resist the Sales Rabbit Hole

Shari Levitin

In preparation for writing a new virtual sales course for LinkedIn Learning, I contacted my brother, a best selling author and neuroscientist, who focuses on productivity and the brain. . I figured he would share the science behind distraction-why we’re more prone to it today than when we grew up watching Bugs Bunny cartoons. During our Zoom call, he became visibly frustrated.

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What Is The Customer Completing In Their Buying Journey?

Partners in Excellence

Right now, open up your CRM system. Go to the opportunity tab, look at your sales process steps. It will probably reflect critical stages and selling activities, enabling you to move through your process. Probably, it also creates a “probability assessment,” that is a likelihood of winning. Unless your system has been modified, it measure your progress through the selling cycle.

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How to get closer to your clients during downtimes

Membrain

Economic downturns are almost nobody’s favorite time. For sales teams, they can signal lower incomes, more worry, and harder work that yields smaller returns.

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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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10 Ways to Keep Buyers Engaged During Virtual Sales Meetings

RAIN Group

Imagine this: You're in a live sales meeting in a conference room with three decision-makers, and one of them, while you're talking, pulls out their phone and starts responding to text and email messages. They continue to check the news and start fiddling on social media. You even hear a light snicker.

More Trending

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Here Are 5 Follow Up Email Examples (to Fix Your Follow Up Process)

Hubspot Sales

The follow-up email is a key component of sales communication. When done right, a follow-up email can keep your company top-of-mind with prospects, demonstrate your investment in your customer relationships, and convey the value of your business without being intrusive or obnoxious. Like any other sales activity or messaging, some companies do follow-up emails considerably better than their peers.

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The Monthly Rundown: Startups to Watch from Shamus the Sales Guy – September

Crunchbase

In “The Monthly Rundown” series , I dive into a few up-and-coming startups from the past month, filtering by recent funding rounds and significant influxes of new website visitors. Stay tuned for an updated list each month and get a jump on the competition. Hello, Q4. We’ve been waiting for you. From silicon chip manufacturers to virtual assistants, we’re West Coast heavy with three out of the five picks coming out of California this month.

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Uncover the Future of Sales Talent

Miller Heiman Group

What is the #1 obstacle preventing sales organizations from reaching their goals in the current crisis? Talent gaps within sales and sales management teams. Our recent research reveals that only 32% of organizations are confident that they have the talent to succeed in the future, and the constant stream of changes over this past year leaves businesses especially vulnerable if they don’t have strategies in place to help teams pivot and adapt.

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How to Successfully Cut Costs and Keep Your Team Together in Tough Times

Sales Hacker

Right now, businesses are under more pressure than ever to reduce costs. Between the downturned economy and a customer base not as willing to spend money, many boards and CEOs are demanding their companies trim a significant amount of fat to get through the hard times. But if you are a VP of Sales being told to reduce costs, what is the best way to approach these cuts to minimize damage to the company and your team?

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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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@Qstream Achieves 30% New Business Revenue Growth in 2020

SBI

Qstream Achieves 30% New Business Revenue Growth in 2020. Burlington, MA, October 7, 2020 –. Qstream, leaders in microlearning software for the remote workforce, reports that through August 2020, achieved 30% year over year new business growth and expanded its revenue by 20% in existing accounts. This momentum speaks to significant market demand in corporate enterprises seeking remote learning technology to better engage distributed teams and providing them with learning and development opportun

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Maximizing: The Formula for Sales Success

Connect2Sell

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Overcoming Sales Enablement Challenges with Interactive Content

Allego

On average, each of us creates 1.7MB of data every second. At that rate, 90% of the world’s data was created in the last two years. That means there’s a lot of information out there and having your message stand out to buyers is harder than ever before. To break through the noise, successful brands are using resonant storytelling to deliver compelling buyer experiences.

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What Do I Do With The Answers To These Questions?

Partners in Excellence

I had a fascinating call with a young sales person. He’d been reading a lot of my blogs, particularly on the “ customer’s why.” He had been trying to apply the concepts in improving his customer conversations. “Dave,” he asked, “I tried everything you suggested in your blogs. I really tried to understand what the customer faced, whey they needed to change, what the consequences of not changing might be.

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ABM Success Recipe: Mastering the Crawl, Walk, Run Approach

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

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A sales rep’s guide to customer retention: 5 ways to keep your buyers coming back

Nutshell

Most sales training focuses on prospecting , lead nurturing, and closing techniques. In other words, the things a sales rep needs to know to attract new customers. But what should a seller do after securing a new buyer? Smart salespeople know that the initial sale is small potatoes compared to the numerous sales they can make in the future if they learn to retain their current customers.

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F.I.F.O. or L.I.F.O. to Close More Sales?

Adaptive Business Services

Most people are familiar with F.I.F.O. or L.I.F.O. as inventory control terms … First In First Out or Last In First Out. However, they are also applicable in selling. There are two schools of thought. Proponents of F.I.F.O. would suggest that, in any competitive deal, he who is in first can seal that deal and avoid competitors altogether. L.I.F.O. aficionados prefer to give competitors their best shot and then rise above them and walk out with the sale.

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Sales Training 101 [All Beginners MUST Master]

Marc Wayshak

With the right sales training basics, even a beginner salesperson can outperform advanced salespeople in no time. Watch my latest video on Sales Training 101 to learn how. The post Sales Training 101 [All Beginners MUST Master] appeared first on Sales Speaker Marc Wayshak.

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Sales Enablement Maturity Model - What Level Are You?

LevelJump

Sales enablement is a broad term that covers a wide gamut of efforts, ultimately aimed at driving more revenue. This includes stuff like tools and processes, but also content, coaching frameworks, and practice spaces for sales to get better at their jobs.

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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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Sales Training 101 [All Beginners MUST Master]

Marc Wayshak

Are you relatively new to selling? Or maybe you’ve been in sales for a while, but you’d still consider yourself a sales beginner. If that’s the case, it’s not a bad thing. In fact, acknowledging that you’ve still got a lot of sales training basics to learn is the first step to starting to crush your sales. Once you’ve come to that realization, you can follow one of two paths…. 1) You can try to figure out sales training basics out on your own— banging your head against the wall as you keep doing

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The Top 3 Ways AI Guided Forecasting Beats Spreadsheets

Aviso

Rigorous revenue forecasting is crucial to driving growth and to conveying confidence to your Board or Wall Street that your business is supported by a reliable forecasting machine that will scale well for future successes. However, most companies rarely meet forecasts. By making lowball forecasting a self-fulfilling prophecy, companies are leaving substantial value on the […].

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How to Increase Sales 30% in 90 Days

Sales Lead Management Association

Increasing sales by 30% in 90 days is a bold statement. This program is an authentic, unscripted, exchange of ideas that broadcast live on October 8th, 2015. It is brought back to you because it is one of our more popular shows that are timeless. .

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TSE 1352: 4 Steps to Systematic Sales Growth

Sales Evangelist

4 Steps to Systematic Sales Growth Salespeople and business owners employ different strategies to achieve sales growth. In this episode, Jimmy Burgess talks about steps to systematic sales growth. Jimmy has been in real estate for 27 years and the years have let him experience all the different marketing cycles. He was able to build a time and had over a million dollars income in a year and he’s also experienced bankruptcy with just $500 to his name.

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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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Q4 is here. So what now?

Atlatl Software

Several months ago, we were early in a national shutdown amidst the rapidly escalating pandemic. I wrote then , as we were entering Q2, that “what you do now will determine the rest of your year.and beyond.”.

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How to run a successful discovery meeting using the right sales deck

Close

Discovery meetings are like the first dates of the sales world: Here is where you either make or break the relationship. Learn how to set a clear discovery meeting agenda, the types of questions you should ask, and how a discovery sales deck can help you improve your process.

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Bigtincan acquires Agnitio to fast track remote selling and create digital sales rooms

Bigtincan

On October 7th, we announced our latest acquisition – Agnitio A/S, a leader in e-detailing, remote selling, and creating digital sales rooms with world-class expertise in the Life Sciences Industry. We could not be more excited to have them and their customers join our growing family. Our overarching vision is to empower people to be […].

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Building the Customer’s Confidence in the ROI of the Solution

Richardson

During the initial panic of the pandemic, businesses made quick and aggressive moves to cut costs. Data from PwC reflects just how pervasive this early response was. In a survey of 871 CFOs, the research shows that 81% planned cost-containment measures as a reaction to COVID-19. In recent months, however, something started to change; businesses began to soften the intensity of their cuts.

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Retail Tech: Empower Associates, Optimize CX, and Boost Productivity

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

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Build A Great (Not Just Good) Sales Team

Braveheart Sales

Last article , I mentioned I’ve been re-reading “ Good to Great ” by Jim Collins. Continuing with the theme of how the book can apply to sales organizations, I am fascinated by the data around the 11 “good to great” companies Collins’ research team studied as they determined what made the great ones so great. Hire for the Who and the Team. In chapter two (I’m reading the book slowly to really absorb all the detail this time), there is a focus on company leaders and the executive teams they built

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?? Branding in Regards to Packaging

Pipeliner

With the rise in the number of products offered for retail purchase, the significance of packaging rose as well. So, in today’s Expert insight Interview, we discuss branding regarding packaging with our guest, Michael Keplinger. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Branding in Regards to Packaging appeared first on SalesPOP!

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Highspot Launches Unified Revenue Enablement Platform

Highspot

SEATTLE, WA — October 7, 2020 — Highspot, the revenue enablement platform that makes every customer conversation count, today announced at Spark 2020, its inaugural global user conference, the launch of the industry’s only natively-built end-to-end revenue enablement platform. This platform introduces new training and coaching capabilities and Scorecards that provide left-to-right analytics on business impact. “The majority of companies miss revenue opportunities every da

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