Tue.Jul 20, 2021

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To Research Or Not To Research?

The Pipeline

By Tibor Shanto. One of the reasons I like sales is you don’t need an MBA to succeed. It helps, no doubt, but a lot of MBAs fail at sales. Mostly because it is about what you do, not about what you think or believe. Which is why it is a surprise that many who avoided academic endeavours in the past, want to do so much research. Ask most sellers their view on research, most will respond without a thought, “it is an absolute must.

Research 386
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Spectacular Summer Sale!

Mr. Inside Sales

Summer kind of slow? Top pros are using this time to sharpen their sales skills so they can make a killing in the fourth quarter. They’re using the summer to learn better ways of responding to the objections that hurt them in the first part of the year. Why not invest a little money and time so YOU can finish the year strong, too? For a proven way to make more money, with less rejection, and a way to become more confident and make more sales, take advantage of our Summer Sale!

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3 Steps to Sell More In the New Virtual Sales World

Sales and Marketing Management

Three words: require, practice and score. Learn what role these play in preparing reps to have more success in the new virtual sales world. The post 3 Steps to Sell More In the New Virtual Sales World appeared first on Sales & Marketing Management.

Sales 136
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Building a Sales Tech Stack? Start With Data

Zoominfo

When it’s time to build a technology stack, sales teams are faced with hundreds of solutions that offer lofty promises of automation, efficiency, and higher revenue. But without high-quality data to connect them all, many of those tools can essentially turn into empty boxes that fall short of their goals. When layers of data are tightly integrated with software, sales reps and marketers have the most effective way to successfully engage with prospects and find their next buyers.

Data 130
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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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3 Imperatives for Engaging Today’s B2B Buyer

Allego

B2B buying has changed, possibly forever. Are you ready for today’s new buyer? If you’re skeptical about whether you need to prepare for a new era, consider the story of Michael. Michael exemplified a veteran B2B salesperson. As a perennial top performer for twenty-five years in the pre-pandemic, in-person selling era, Michael was skeptical about whether he should embrace the concept of virtual selling when his company announced a work- from-home policy in March 2020.

Buyer 133

More Trending

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Building Sales Confidence is Everything

Sell Integrity

In many ways, building sales confidence is about expanding belief boundaries, addressing some underlying perceptions and providing the type of sales training and coaching that maximizes strengths, encourages risk taking and helps your customers think differently. Confident salespeople believe in themselves. They’re secure in the knowledge that they have what it takes to deal with whatever challenges or setbacks come their way—and they behave accordingly.

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The Sales Olympics: How to Win Gold with Account-Based Sales

Revegy

Have you ever noticed the grace and finesse of the women’s gymnastics team? Have you ever wondered what kind of teamwork they put into planning, training, and performing? We all know it’s a demanding sport that requires hours of effort, constant support, and ongoing coaching. Account-Based Selling isn’t much different in concept when you think […].

Account 111
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Email Response: 3 Reactions You Should Avoid

LeadFuze

We always talk about needing to send follow-ups in your cold outreach. Sending 4-6 messages in a sequence maximizes your email response. We spend a lot of time writing about sales emails that get responses. That said, we’ve not covered how to react when someone actually responds to your email. This post will remedy the problem. Here’s what we’ll cover.

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If More Salespeople Did This One Thing They’d Close More Sales | #askjeb

Sales Gravy

If more sales reps would do this one thing (hint: talk to people) their sales would instantly increase. On this short, powerful episode of the Sales Gravy Podcast, Jeb Blount answers a fan question while dropping a major sales truth bomb! Listen above or watch the video below. Pro Tip: Play this at your next weekly sales meeting. Got a question for Jeb just text it to 1-706-397-4599 or CLICK HERE TO TEXT.

Closing 98
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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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How to Retain Top Talent and Drive Productivity with Sales Training

Selling Power

Sales managers can engage their remote/hybrid sales teams, provide development that’s demanded by top performers, and drive sustainable results with customized and actionable sales training.

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PODCAST 170: Building a Company from the Ground Up with Zach Rego

Sales Hacker

This week on the Sales Hacker podcast, we speak with Zach Rego , VP of Sales & Marketing at Unstack. Building a company from the ground up comes with its set of challenges: calling hundreds of leads, setting up the website, and learning skills as you go. With the right vision, and keeping an eye out for professional opportunities in your current job, you can position yourself for success. powered by Sounder.

Company 88
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The Buyer’s Journey – Never underestimate the power of Cold Calling

One of a Kind Sales

I recently read an article on lead generation and how to drive sales and was surprised – no, I would? say SHOCKED! – to see absolutely NO reference to Cold Calling. Granted the post was listing ‘4 ways’, not ALL ways, to generate leads and drive sales but I think it is a disservice to leave out one […]. The post The Buyer’s Journey – Never underestimate the power of Cold Calling appeared first on One of a Kind Sales.

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Beneath the Surface Benefits

Selling Energy

For most businesses, you might think that the primary driver for energy efficiency projects is saving money on the utility bill. However, if you view all proposed projects through the energy-cost-savings lens alone, you’re probably overlooking some of the most compelling motivations to proceed.

Benefit 88
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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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If Salespeople Did This One Thing They’d Close More Sales #AskJeb

Sales Gravy

If more sales reps would do this one thing (hint: talk to people) their sales would instantly increase. On this short, powerful episode of the Sales Gravy Podcast, Jeb Blount answers a fan question while dropping a major sales truth bomb! Listen above or watch the video below. Pro Tip: Play this at your next weekly sales meeting. Got a question for Jeb just text it to 1-706-397-4599 or CLICK HERE TO TEXT.

Closing 69
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My top 10 LinkedIn tips

Trinity Perspectives

I was lucky enough to make the list of Top 100 LinkedIn Sales Voices list again, as curated by Scott Ingram , coming in at number 86 this time. In case it helps with your LinkedIn strategy, I thought I’d unpack a few of the LinkedIn tips I’ve adopted to help shape my content: Focus on your niche – Although I’ll often tackle different business-related topics, there’s almost always a B2B sales flavour to my content.

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How to Remove Legal Review Bottlenecks to Accelerate Deal Cycles

Sales Hacker

Learn best practices to increase alignment with the legal team to streamline collaboration, improve quality, eliminate unnecessary delays, and speed up your overall deal flow. The post How to Remove Legal Review Bottlenecks to Accelerate Deal Cycles appeared first on Sales Hacker.

How To 72
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How the emotional impact of money can ruin a sale – and what to do about it

Selling Essentials RapidLearning Center

Human beings have long been conflicted about money. It’s been called “the root of all evil.” And when it comes to our relationships, it’s just something we’d rather not talk about a lot. But in sales, we have to think and talk about money, right? After all, a sale is all about money: You’re proposing a solution to a customer problem, for which the customer will pay you.

Scale 59
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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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Building Confidence in Sales is Everything

Sell Integrity

In many ways, building confidence in sales is about expanding belief boundaries, addressing some underlying perceptions and providing the type of sales training and coaching that maximizes strengths, encourages risk taking and helps your customers think differently. Confident salespeople believe in themselves. They’re secure in the knowledge that they have what it takes to deal with whatever challenges or setbacks come their way—and they behave accordingly.

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Rules of Marketing that You Need to Break (video)

Pipeliner

In this Expert Insight Interview, Kami Guildner discusses the rules of marketing that you need to break. Kami Guildner is the founder of Extraordinary Women Ignite, Extraordinary Women Connect, and Extraordinary Women Radio. She believes women’s voices matter and is a connector, storyteller and business coach for women with influence. This Expert Insight Interview discusses: The five rules of marketing and how to break them.

Video 52
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The Scoop: Bringing Omnichannel Communications to Sales

SugarCRM

Our quarterly release is here and is very special. The new features and enhancements we share with you today are specifically designed to improve intelligence and productivity within your CX environment. And that means no blind spots, no busywork, and no roadblocks! data-secret="n9iVwMFAeL" frameborder="0" scrolling="no" width="500" height="281">. This release brings an enhancement that your sales teams are definitely going to love.

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?? Embracing a Nomadic Mindset to Expand Personal and Professional

Pipeliner

Going Nomadic describes spiritual and mental travelings of your mind. Thus, today’s Expert Insight Interview welcomes Kevin Cottam to discuss a nomadic mindset and how it can help you expand and evolve both personally and professionally. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Embracing a Nomadic Mindset to Expand Personal and Professional appeared first on SalesPOP!

Travel 52
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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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Presentation Design 2.0 – It might be easy, but is it right?

Eyeful Presentations

Mentions of Canva, the free and easy to use online design tool, are like buses. Nothing for ages and then suddenly you can’t move for them…. Last week, I was honoured to be talking to a large group from APMP India regarding the art of the pitch presentation. The topic of Canva and Haiku Deck (remember that?) came up, and I was asked my opinion of them as alternatives to PowerPoint.

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July Product Release: New Events Enhancements

Lessonly

What’s new in Lessonly this July? I’m so glad you asked. Here is the primary update: Events Enhancements. L ast year, we introduced the ability to create and track in-person and online training events within Lessonly. What we discovered was an opportunity to enhance how admins create and manage events. Today, we have two new product features that will help you operationalize your training event strategies. .

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How to Send the Perfect Friendly Reminder Email (Without Being Annoying)

Hubspot Sales

Knowing how to write a friendly reminder email is one of the best tools for being efficient with your time. It's perfect for nudging people about upcoming meetings, missed payments, job applications, important events, and more. But to come across as friendly and helpful, instead of impatient and pushy, you have to land on the right tone and timing. If you get both right, an email reminder can actually be a relief to recipients when the week gets jam-packed.

How To 129
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What is Leadership Coaching & How is it Beneficial

Steven Rosen

What is Leadership Coaching & How is it Beneficial. Leadership coaching empowers sales leaders to do exceptional work in times of struggle and change. Leadership coaches can establish a solid relationship that uncovers the strengths and weaknesses of sales executives like yourself. This unbiased relationship allows for maximum results because leadership coaches have experience and are empathetic to leading a sales team’s difficult and ever-changing lifestyle.

Coaching 432
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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.