Mon.Mar 18, 2019

article thumbnail

Key Account Management: The Ultimate Guide

Hubspot Sales

At some point, most company leaders have looked at their list of best clients and thought, "It would be really bad if we lost any of these accounts." These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. But how do you protect those customers from the competitors who are no doubt courting them?

Hiring 120
article thumbnail

Prevent Your Revenue Desk From Becoming the Discount Approval Board

SBI Growth

If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a.

Revenue 207
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Why Sales is a Lot Like Dating

Janek Performance Group

I had the stray thought the other day that sales is a lot like dating. Although it seemed like just a funny one-liner if I ever go into stand-up comedy, the more I think about it, the more it actually makes sense.

article thumbnail

How to develop a winning sales mindset: Critical self talk vs pep talk

Close.io

We’ve all been there: you’re in the middle of a sales call, and you start rambling. You only realize it after you’ve been going on for a few minutes. You kick yourself, try to focus on the topic at hand, and wonder why you always have trouble sticking to the topic. You worry that the client is bored and question whether you’ve botched the call. That kind of critical self-talk distracts you from the task at hand, and may lead to a bad sales call that doesn’t get a deal.

article thumbnail

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.

article thumbnail

Negotiating a B2B Sale? Be Proactive versus Reactive

Sales and Marketing Management

Author: Andres Lares, Shapiro Negotiations Institute A sales negotiation is a process, not an event. Events are reactive; they require you to think nimbly on your feet. Effective sales negotiations, however, are fundamentally proactive. While you must still be able to think on your feet, it is the planning and anticipating of various outcomes that will improve your odds of success.

More Trending

article thumbnail

How Coaching Helped a Seasoned Seller Rediscover Her A-Game

The Center for Sales Strategy

There is a sales organization I work with that has a consistent track record of finding highly talented candidates to join their sales team. Time and time again, they hire and develop top talent and in turn, quickly see results from these sellers.

Hiring 67
article thumbnail

Great views from the Summit -- the Sales Summit, that is.

Jeffrey Gitomer

What makes sales happen in the real world? A few weeks ago I asked you to send me your best sales idea or philosophy. I want to share a few of the ticket winning responses from fellow sales professionals: Show–up. When the bell rings, be there. (Bob McWaters, regional partner of ReMax). I will form good habits and become their slaves. (Betsy Steinhagen, District Manager for Dun & Bradstreet Information Services).

Proposal 184
article thumbnail

A More Beautiful Question – Change

A Sales Guy

I absolutely love this. I talk about change in Gap Selling and how the discovery is critical to creating the gap. When you’re asking your buyers questions, your helping them look at things differently and are setting the stage for them to change. And that’s your job as a sales person. the brain finds ways to “reduce our mental workload” and one way is to accept without question (or even to just ignore) much of what is going on around us at anytime.

Energy 135
article thumbnail

Is Leadership Really About Solving Problems?

Partners in Excellence

All of us, me included, often think a key aspect of leadership is about solving problems. Whatever the problem–a strategy problem, a market problem, a product problem, operational problems, sales/marketing problems, people problems…… We tend to think of ourselves as problem solvers. It’s that ability to solve problems that probably got us promotion after promotion in the first place.

article thumbnail

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.

article thumbnail

Why Your Cost of Sales Generally Doubles As You Scale

SaaStr - Sales Strategy

One of the biggest things first-time founders intuit wrong is how much sales efficiency plummets … just as it is getting good. Usually, most SaaS start-ups follow a pattern where the CEO starts off doing founder-led sales. Then, after she hires a few sales reps, and makes a few mistakes. At first, those reps struggle to even close anything. But then, by trial-and-error, learning, and better training … eventually, the CEO gets the company to two trained, scaled sales reps that are pre

Scale 92
article thumbnail

Your Culture Sucks. 15 Questions To Assess Your Company Ecosystem and Coaching Effectiveness

Keith Rosen

Does your company culture re?ect your people and their personal values? Are your people a re?ection of your culture? Does the attitude and behavior within your organization re?ect your desired culture? Does your culture re?ect not just your corporate vision but your team vision, as well as your team’s and your personal vision and values? If companies are being honest, the answer for most is, “Not even close.” Here are 15 questions to assess your company culture, as well as your leade

article thumbnail

What Type of Professional Legacy are You creating?

Babette Ten Haken

Ever consider the type of professional legacy you create? As you strive to meet an organization’s KPIs for the functional role in which you serve? As I deliver my speaking programs on storytelling for STEM professionals and left brain thinkers, attendees frequently tell me they are something more than their job descriptions. And, they think that their stakeholders do not recognize their true value.

SME 83
article thumbnail

5 Best Practices To Deal With Phone Anxiety As A Sales Rep

InsideSales.com

If you suffer from phone anxiety at work, apply these five helpful practices to work better! RELATED: It’s Not the Calls You Take, But the Calls You Make In this article: Importance of Phone Calls Build Flexibility Into Your Script Full Steam Ahead Curiosity About Your Fellow Humans Study Your Sales Calls Remember, You’re Helping, And […]. The post 5 Best Practices To Deal With Phone Anxiety As A Sales Rep appeared first on The Sales Insider.

Study 86
article thumbnail

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.

article thumbnail

Why an Industry Giant Left Their Traditional CRM

SBI

Why an Industry Giant Left Their Traditional CRM. Global Marine Group is a market leader in offshore engineering and underwater services. The company has a legacy of 165 years in deep and shallow water operations, and operates all over the globe. In a recent sales effectiveness review, the organization’s leadership determined that their existing CRM was not serving their team’s needs.

article thumbnail

Gaining the Attention of Executives by Selling to Value

Selling Power

If you want your salespeople to have conversations prospects find valuable, then your team needs to learn the Selling to Value approach.

article thumbnail

Managing the EOQ Scramble (And Minimizing Deal Slippage)

Sales Hacker

Sales cycles are getting longer and more complex. Buyers are more informed (and demanding) than in the past, and reps are busier than ever – in fact, on average, only 34% of a rep’s time is being spent on selling each week. What steps can you take to more effectively manage the EOQ scramble? How can you minimize the risk of slipped deals? And how can you do this without overwhelming your reps?

article thumbnail

Unify Your Company’s Contacts into a Team Relationship Manager with Nimble

Nimble - Sales

In today’s collaborative modern workplace, many companies still find themselves operating in walled-off silos between sales, marketing, customer service, and accounting departments. These teams are unable to communicate effectively about the shared company business contacts amongst themselves, allowing for missed opportunities and dropped balls. In today’s update, Nimble has embedded the ability to synchronize over […].

article thumbnail

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.

article thumbnail

Business-Friendly Admin

Pipeliner

CRM Administration has become its own cottage industry over the years – with expensive certifications and all-powerful administrators demanding large salaries and often even support staff. This has somewhat taken control over the CRM away from those working in the business everyday, (i.e. sales managers and other sales support staff). At Pipeliner we take the view that sales should be looking after their sales CRM which is why we have put administration back in the hands of end users ̵

Hiring 71
article thumbnail

Get the Most from Your Channel Sales Process with These 5 Tips

The Brooks Group

When executed effectively, channel sales can allow your company to grow and expand rapidly. But the approach doesn’t just mean shipping your products off to a third party and hoping for the best. In order to be successful, you must strategically build your distribution channel network and follow the right steps to develop a strong, ongoing relationship with each channel partner.

article thumbnail

PODCAST 49: KPIs to build World-class Customer SuccessOrganisation w/ Roger Scott

Sales Hacker

This week on the Sales Hacker podcast, we interview Roger Scott , Chief Customer Officer at New Relic. Roger is a world class technology executive who has spent the last 25 years in customer facing roles, first at Oracle and now at New Relic. Roger discusses the key philosophies driving effective customer engagement and how to build a global organization while preserving culture and alignment. .

Oracle 69
article thumbnail

Last Chance to Uncover What World-Class Selling Means in 2019 Survey

Miller Heiman Group

As sales professionals, it’s in your blood to push the envelope and continue to explore opportunities to take your skills to the next level. In order to be the best, it’s important go back to the basics and understand what’s working and not working with your current sales process by tracking, measuring and analyzing your performance. Those who take the time to uncover this are the people who will ultimately win more business.

Survey 63
article thumbnail

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

article thumbnail

The Top 5 Things Unleash Taught Me About the State of Sales Tech in 2019

Sales Hacker

I still have not recovered my voice from last week’s Unleash Conference put on by Outreach. The gorgeous venue – an amazing resort in San Diego – was second only to the caliber of attendees and conversations that I was able to have. 1200 people, 50 speakers, 3 days, ~500 different engaging discussions… So was it worth sounding like Gollum for four days after?

article thumbnail

Effective Questions To Uncover Customer's Needs

KO Advantage Group

“What goals would you like to achieve this year?”. Don't you think it’s better to start every conversation in a positive note? Well, actually, it is better. Instead of asking about their problems, the issues they face each day, and the roadblocks that hinder them from success, try approaching your client meetings in an optimistic manner. Ask about the goals they want to achieve this year, the target revenue they aim to reach, and their aspirations.

article thumbnail

Could You Sell Without the Tools and Trappings

Anthony Iannarino

What if you didn’t have access to email as a medium available to you as a sales tool? What if you couldn’t send an email as a way to warm yourself up to make an unexpected phone call to your prospect to ask for an appointment? What if you couldn’t email information to your clients, especially the unwanted emails, the ones where you expect your company and product to do all the value-creating you are supposed to be doing?

Tools 63
article thumbnail

How to develop a winning sales mindset: Critical self talk vs pep talk

Close

We’ve all been there: you’re in the middle of a sales call, and you start rambling. You only realize it after you’ve been going on for a few minutes. You kick yourself, try to focus on the topic at hand, and wonder why you always have trouble sticking to the topic.

How To 52
article thumbnail

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.

article thumbnail

Key Requirements of a Sales Enablement Platform in the Life Sciences Industry

Bigtincan

Sales enablement platforms are becoming an increasingly critical ingredient to success for Life Science organizations. The most successful organizations have a comprehensive sales enablement strategy and are moving away from custom applications and siloed solutions that are cobbled together, upgrading to innovative and comprehensive sales enablement platforms. 59.2% of companies now have a dedicated sales […].

article thumbnail

Let’s Talk Sales! Interview with Jane Laino Episode 135

criteria for success

This episode's featured guest is Jane Laino. Jane is the owner of DIgby4 and has spent most of her life helping organizations with the challenge of managing communications technology. From her days of explaining bills and processing orders for the Bell system to the present where her firm assists large global clients, Jane Laino and [ ] The post Let’s Talk Sales!

eBook 51
article thumbnail

4 Ways Automation Improves the Commission Process

Xactly

Learn how automation improves the sales commission process and improves performance.