Fri.Mar 12, 2021

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Four Ways to How to Handle: We Already Have Someone

Mr. Inside Sales

Prospects are good at blowing sales reps off the phone. Believe it or not, they have scripts just like you do, and one of their favorites is: “We already have someone who handles that.”. This is an easy stall to get around—if you know how. And after reading today’s post, you’ll have several ways to get past this stall and earn the right to have a conversation: Approach One: “I understand and I’ll try not to make too many waves here.

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How’s That 80/20 Working For You?

The Pipeline

By Tibor Shanto. The key difference between a tribe and a herd is that the former walk on two legs. Herd mentality persists in both. Sales like most tribes being a bit more civil than antelopes, prefers the 80/20 rule, over herd mentality. I have always been fascinated by how willing sales types are to accept the 80/20. Some years ago, I wrote a piece suggesting that we should elevate the tribe and go for 70/30.

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How to Keep Institutional Knowledge from Falling Off the Demographic Cliff

Sales and Marketing Management

You may have heard about the “demographic cliff” that’s looming over our country’s workforce. This is the point at which the number of people leaving the workforce will outpace the number of new entrants. This cliff means a loss of long-held expertise and customer relationships that have taken years to foster. The challenge facing organizations is to capture, preserve and share this wisdom – before it’s too late.

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Understanding Your Customer

Engage Selling

Is your sales team taking the time to truly understand your customer? Sales, in one form or another, is as old as humanity itself. People have been exchanging goods or purchasing services since the dawn of civilization. And while sales … Read More » The post Understanding Your Customer first appeared on The Sales Leader.

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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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Weekly Roundup: Companies Fail to Hire Top Sales Talent, Remote Work Forever + More

The Center for Sales Strategy

- MOTIVATION -. "Employers and business leaders need people who can think for themselves - who can take initiative and be the solution to problems.". -Stephen Covey. - AROUND THE WEB -. > Five Reasons Companies Fail to Hire Top Sales Talent – Selling Power. We all know that hiring the wrong salesperson is expensive. Research shows that high-tech companies lose as much as $2 million per year on a bad sales hire.

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More Trending

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3 LinkedIn Prospecting Tips for Identifying the Right Buyers

Vengreso

B2B sales professionals are missing out if they’re not using social media, and especially, in their LinkedIn prospecting efforts. If your sales reps don’t know how to use LinkedIn as a prospecting tool, we have some sales prospecting tips for you, and also you can check other sales prospecting tools that can help you grow your sales pipeline. Modern B2B buyers are now harder to reach through traditional channels than before.

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Why Do We Innovate? It’s Called Account Management

Pipeliner

We explored the vital importance of account management in our previous article on account management —the idea being that obtaining new accounts is far more costly than maintaining and expanding existing accounts. How do companies hang onto accounts? In examining this, we find that the primary way is through innovation. You’ll be able to hang onto accounts only so long as you are innovating in a way that’s important for your customers.

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4 Common Mistakes That Can Derail Your Virtual Prospecting Efforts

BrainShark

These days, with people working, buying, and living virtually, making new connections with buyers is not as easy as it used to be.

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The Critical Mistake Sales Managers Make | Sales Strategies

Engage Selling

The most successful organizations I work with right now are nimble. That means they are quick to conduct meetings and action important ideas. If you want to successfully come out of the economic crisis, you have to embrace nimbleness. Conduct … Read More » The post The Critical Mistake Sales Managers Make | Sales Strategies first appeared on The Sales Leader.

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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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Navigating the 5 Stages of the Sales Pipeline Like a Seasoned Sales Pro

Sales Hacker

Every sales professional has a unique way of approaching the sales process. But you’ll find that the stages of their sales processes are strikingly similar. Your sales pipeline consists of every stage of the sales process. Its primary goal? To close the deal in the final stage. Even if you’ve never thought about it in a formal way, you probably follow the same basic pipeline with every prospect.

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WEBINAR: Chris Merrill hosts “Optimal Sales Engagement Plays from the Expert’s Playbook” [Coming Soon!]

John Barrows

The post WEBINAR: Chris Merrill hosts “Optimal Sales Engagement Plays from the Expert’s Playbook” [Coming Soon!] appeared first on JB Sales.

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The Road to Recovery

Sandler Training

There’s been a lot of discussion in recent months about exactly what the road to recovery looks like, doesn’t look like, or should look like. And there are a multitude of competing opinions on this subject. The post The Road to Recovery appeared first on Sandler Training.

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Take Control of Your Sales Reports with InsightSquared & HubSpot SalesHub

InsightSquared

You’ve spent untold hours setting up your HubSpot SalesHub , customizing it with fields relevant to your business and your desired outcomes. Now the question is—are you getting the answers you need, or is the lack of flexibility holding you back? Your sales reports are suffering, but it doesn’t have to be that way! . Say Goodbye to Static, Inflexible Sales Reports.

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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

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Using Emotions to Sell

Selling Energy

I've often said that most buying decisions are made emotionally and then justified financially. I'm not suggesting “emotional” as in someone crying on the couch holding a box of tissues, but rather emotional motivation. Ask yourself, what is your customer focused on achieving? What are they most concerned with? Where are their time and effort invested?

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Another achievement for the recognizable features- A new set of awards for Salesmate in 2021

Salesmate

It’s always ‘Customer-first’ for Salesmate, and that is the philosophy that has made us shine through such a competitive niche so far. From providing the best user-experience to being a pocket-friendly yet feature-rich software, Salesmate has brought in many awards already throughout its tenure as an emerging CRM software. This year, Salesmate has again been recognized and awarded by three of the most prestigious software review platforms- Capterra, SoftwareAdvice, and GetApp, for its outs

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Showpad Ranked in Top Ten in G2’s 2021 Best Software Lists

Showpad

Delivering a superior, engaging customer experience is deep in Showpad’s DNA. In fact, as our CEO PJ Bouten has said, we’re a bit “ customer obsessed.” One measurement of that obsession is when customers share their positive experiences using our platform and interacting with our team. That’s why we’re so proud to share that Showpad has been named to several “Best Of 2021 software” lists by G2.

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The Hero Project – How To Find Your True Self (video)

Pipeliner

Feeling pressured to live up to someone else’s expectations can lead to self-destruction. Thus, in this Expert Insight Interview, Adam Jablin discusses self-discovery and recovery through The Hero Project. Adam Jablin is a best-selling author, speaker, and transformational life coach. The interview discusses: Finding yourself. The Hero Project.

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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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Selling to More Decision Makers

Force Management: The Seller's Command Center

Making the shift from selling smaller deals to enterprise solutions that require multiple decision-makers is a common career progression path. If you’re at this crossroads, congratulations, you’ve done the hard work to progress your sales career to this point. Now, make sure you’re prepared to adjust your sales process in a way that accounts for more complicated deals.

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Optimize Costs & Improve Revenue with Sales AI

Accent Technologies

The post Optimize Costs & Improve Revenue with Sales AI appeared first on Accent Technologies.

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Leveling the Playing Field for Women in Sales | Lorraine Ferguson - 1419

Sales Evangelist

Some people perceive that there is a power struggle between the men and women in the sales industry. In this episode, Lorraine Ferguson talks about leveling the playing field for women in sales. Getting to know Lorraine Ferguson Lorraine Ferguson started her career in sales back in the 80s with a startup technology company. She never thought that she’d see herself in sales.

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Sales Isn’t Selling but Why?

SugarCRM

Our lives revolve around data from our computers to mobile phones to wearable technology, they tell us the time, what we should be doing, and help us find our way in a busy world. The reason we love this data is it’s easy and we don’t have to do much more than set it up and forget it. It’s seamless and effortless, everything we want when it comes to technology.

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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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Leveling the Playing Field for Women in Sales | Lorraine Ferguson - 1419

Sales Evangelist

Some people perceive that there is a power struggle between the men and women in the sales industry. In this episode, Lorraine Ferguson talks about leveling the playing field for women in sales. Getting to know Lorraine Ferguson Lorraine Ferguson started her career in sales back in the 80s with a startup technology company. She never thought that she’d see herself in sales.

Hiring 40
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What Do Olympians and Online Sales Training Courses Have In Common?

Lessonly

They say the world’s greatest Olympians had athletic potential from a young age, and I definitely believe this. I also know and respect the blood, sweat, and tears each Olympian goes through to get to where they are today, even if they had some pretty incredible skills to start. Countless hours in the packed gym, thousands of runs from the top of a mountain, or an exponential number of dives into the ice cold pool; these athletes give their best effort in their training because they know how imp

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Leveling the Playing Field for Women in Sales | Lorraine Ferguson - 1419

Sales Evangelist

Some people perceive that there is a power struggle between the men and women in the sales industry. In this episode, Lorraine Ferguson talks about leveling the playing field for women in sales. Getting to know Lorraine Ferguson Lorraine Ferguson started her career in sales back in the 80s with a startup technology company. She never thought that she’d see herself in sales.

Hiring 40
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9 Sales Tips for Introverts [Outsell Those Extroverts!]

Marc Wayshak

If you’re not a naturally “ outgoing ” person, it can be easy to feel like a fish out of water in sales. But guess what? Being an introvert can actually be a huge advantage to selling…. So what if people don’t typically describe you as having the gift of gab ? Maybe you really don’t relish social situations at all. Don’t worry— many top performers in sales are introverts at heart.

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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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What Can Today’s Negotiators Learn From Britain’s Tony Blair?

The Accidental Negotiator

Tony Blair is a master negotiator Image Credit: Oklahoma State University. As negotiators we’d all like to find ways to become better at this critical skill. One way to make this happen is to find people that we know do it well and then ask them questions – how did they become so good. When they negotiate, what do negotiation styles and negotiating techniques do they use in order to get the deal that they are looking for?