Mon.Sep 24, 2018

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A Hopscotch Client Retention Strategy will not boost Client Success

Babette Ten Haken

If you practice a hopscotch client retention strategy, do not get your hopes up. Making clients successful is hardly child’s play. Co-partnering in your client’s success involves more than adhering to a mostly-linear protocol. Rather, start by being better prepared to weigh risks against opportunities. As a result, serve your clients better and better over the duration of your relationship with them.

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Top 5 Takeaways From The Ultimate Sales Engagement Survey

Sales Hacker

How do modern buyers like to be sold to? Does cold outreach on Linkedin ever work? Is 1 to 1 video an effective selling medium? Does anyone pick up the office phone? A new sales engagement survey from The Bridge Group, Modern Sales Pros and Sales Hacker provides answers to all these questions and more, based on data from nearly 800 survey respondents.

Survey 69
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5 Ways To Sell To The Modern Day Buyer

MTD Sales Training

One of the biggest changes in sales over the years has nothing to do with selling itself. It has to do with the way that the buyer has changed their modus operandi. The process of sales is evolving as technology, globalisation and communication methods advance and progress. But the evolution of the buyer has been exponentially faster. So what do you need to do to keep up with these changes?

Buyer 308
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10 Discovery Questions to Uncover Buyer Needs

Zoominfo

Most sales professionals recommend using a sales methodology that involves uncovering a buyer’s biggest problem or pain point. While this is essential for sales success, it’s also only half of the story. This type of approach often drives sellers to employ a “find-out-what’s-wrong-and-fix-it” mindset. Sellers hear a buyer’s complaint and often jump to problem-solving far too quickly.

Buyer 241
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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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What Role Does Field Marketing and Field Sales Talent Play in Enterprise Valuation?

SBI Growth

How well an organization executes on both strategies should play a critical role in a private equity firm’s valuation of that enterprise. Read on for key inputs to your models and best practices to add to the consideration set in.

More Trending

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Prospecting is Not About Selling

John Barrows

At least it’s not about selling your products or services. Can you sell your product or service in a 30-second pitch? Can you sell it in a one-page e-mail? I hope not. If you could your company wouldn’t need you. Prospecting is about selling the next step. It’s about selling time. I’ll go old school here for a minute and talk about AIDA – the fundamental process of sales that was developed by St Elmo Lewis in 1898.

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The 5 most common mistakes you’re making in your sales email CTAs

Close.io

Sending a cold email is like stepping into the ring with your prospect. You might throw a few good punches and win their attention in the first round. But if you don’t keep fighting to the very end, you’re ultimately going to lose. Your Call To Action (CTA) is the KO punch. It’s what determines whether the person responds to your email and moves through your funnel or sends it to the trash.

Scale 126
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Uncovering Buyer Needs in Sales [10 Questions]

Zoominfo

Most sales professionals recommend using a sales methodology that involves uncovering a buyer’s biggest problem or pain point. While this is essential for sales success, it’s also only half of the story. This type of approach often drives sellers to employ a “find-out-what’s-wrong-and-fix-it” mindset. Sellers hear a buyer’s complaint and often jump to problem-solving far too quickly.

Buyer 100
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Rethinking The Sales And Marketing Organization

Partners in Excellence

We continue to organize our sales and marketing initiatives around what makes us more efficient or old views of how customers buy. Classically, marketing’s focus is on creating interest and awareness, then driving demand. The work toward MQLs, turning them over to sales, hopefully as SALs, saying “Good luck and godspeed!, we caught ’em, you skin ’em.” Sales picks up the process, SDRs call to qualify the opportunity, they hand the lead to an account manager who gets

Marketing 120
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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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Are These Words Sabotaging your Presentation?

Julie Hanson

I was excited to see one of my students present a powerful new software solution in a recent workshop. Susan (not her real name) is a smart, professional salesperson who is passionate about what she does. She presented herself well, the presentation was well-organized and tailored to the needs of the customer. So why was the reaction around the room a collective “Ho hum” after Susan finished?

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Xactly Extends AI Based Sales Planning with Acquisition of OpsPanda

Xactly

Since becoming part of Vista Equity Partners last year, Xactly has strengthened our portfolio with two strategic acquisitions. We’ve also extended our technology leadership with the introduction of an artificial intelligence (AI) based sales performance platform and brought to market the industry’s first and only machine learning (ML) algorithm to predict sales rep attrition.

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The Proper Way to Start a Business Conversation

The Center for Sales Strategy

I was lost. I had the address, I knew the destination, but I was lost. To make things more challenging, I was in a foreign country, and many of the people around me did not speak English. I approached a man on the street, address in hand, and asked, “Can you tell me how to get to 157 Rue Saint-Honoré?” In reality, I did not say the address. I merely pointed to on the paper in my hand.

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The Tao of Frost in Sales

Tony Hughes

Humor me, as there's much that seasoned enterprise sellers could learn from the enduring wisdom of Robert Frost. “The woods are lovely, dark and deep. But I have promises to keep, and miles to go before I sleep.” A testament to persistence, this quote embodies the concept that it's always lonely along the extra mile. Sticking in a deal is a remarkably winning trait.

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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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Brand Reputation Management: Make the Best Impression with Your LinkedIn Profile

Vengreso

Sales professionals are expected to follow a particular decorum. In years past that meant wearing a suit, but today you can be well-dressed without the tie. And brand reputation management now rolls over to the digital world, too. What does your LinkedIn profile say about your brand? Is it hurting your personal brand or the company that you represent?

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Best Sales Books: 10 More Titles to Supercharge Your Sales Strategy

Sales Hacker

Rev up your sales process with the best sales books. Need a reason to pick up a new sales book? Here’s one: learners are earners. In fact, a five-year study of self-made millionaires from author Tom Corley found that 88% of respondents read for at least 30 minutes a day. That’s not a coincidence. To kickstart your reading habit, set aside 30 minutes in your daily routine to dive into the titles that interest you most.

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How Sales Teams Can Help Stop Revenue Leakage

Janek Performance Group

Revenue leakage, or the loss of income from customers spending less than expected over the lifetime of the relationship, is a subtle but significant negative influence on gross income, with most studies showing a 1 to 5% decrease in gross income due to revenue leakage. It’s a problem that falls under the purview of multiple departments, but it’s also something sales can help address.

Revenue 63
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Sales Voicemails – The 5 Keys to a Perfect Sales Voicemail

Marc Wayshak

Your prospects are flooded with sales voicemails every day. How can yours stand out? Follow these 5 keys to a perfect sales voicemail. The post Sales Voicemails – The 5 Keys to a Perfect Sales Voicemail appeared first on Sales Speaker Marc Wayshak.

Sales 62
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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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Book Review: “Sales Differentiation” by Lee Salz

Topline Leadership

A book review of "Sales Differentiation". The post Book Review: “Sales Differentiation” by Lee Salz appeared first on TopLine Leadership.

Sales 64
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Mistakes to Avoid When Expanding Your Sales Department

Pipeliner

These days I remembered something I’ve read back in 2006 and somehow kept in the back of mind all this time: ‘’Everyone wants to be the VP of marketing and do the cool stuff like advertising and promotion. This is fine if your product is already being bought. [.] For selling to work, you need face-to-face, personalized and intense contact. Advertising can’t do this, so for most organizations the best lead-generation methods are seminars, presentations by company executives and schmoozing‘’ said

Scale 56
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Let’s Talk Sales! CFS Roundtable on Creating a Learning Culture – Episode 85

criteria for success

All September, we've been writing and talking about learning and development both on the blog and in the podcast. So in this "CFS Talks Sales" roundtable, we share best practices for creating a learning culture. In this episode of Let's Talk Sales, you'll hear from Arianna Miskel, Charles Bernard, Rebecca Smith, and me, Elizabeth Frederick. Arianna recently published [ ] The post Let’s Talk Sales!

eBook 45
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TSE 927: Don’t Be Too Desperate

Sales Evangelist

Sales can be a little bit like dating in high school. When relationships go south, it’s tempting to try to hang on. The other person won’t answer your phone calls. It’s like you never existed. The same thing sometimes happens with inbound leads, and in both cases, remember this: don’t be too desperate. On today’s […] The post TSE 927: Don’t Be Too Desperate appeared first on The Sales Evangelist.

Inbound 40
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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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Veelo Announces Sales Enablement Webinar Series

Veelo

Veelo, Inc. announces its Sales Enablement Webinar series for sales and marketing leaders at small and medium businesses. These free educational webinars will expand upon best practices and lessons learned in sales enablement. In these sales enablement webinars, registrants will learn tactics for aligning sales and marketing, building continuous training programs for sales excellence, and […].

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TSE 928: The New Era of Effective Prospecting

Sales Evangelist

The process of prospecting constantly changes. It has evolved over the last 5, 10, 15 years, and it continues to evolve today. Buyers are more educated than they used to be, so we’re entering a new era of effective prospecting. On today’s episode of The Sales Evangelist, we talk to Ryan O’Hara, VP of marketing […] The post TSE 928: The New Era of Effective Prospecting appeared first on The Sales Evangelist.

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Why Helping Others Drives Our Success

Selling Energy

The world of business is often described as “cutthroat” and competitive, earning the stereotype of attracting people who “are in it for themselves” or “aren’t here to make friends.” But as anyone in the business world knows, the industry is more varied than the bad behavior that dominates headlines. There are people who succeed by taking, giving, or a little bit of both.

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Are You Feeling Sorry for Yourself, Oh You Poor Baby?

Selling Fearlessly

A middle-aged woman I know has been going through some tough times lately; everything fell apart all at once: she lost her job as an inside salesperson; broke up with her latest boyfriend again (there are only so many sports events on TV a 55-year-old woman can tolerate before going stark raving mad, to say […].

Sports 38
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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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Sales Engagement: The Intersection of Sales and Science

Sales Hacker

Sometimes, simple ideas can spark revolutions. What if I can bring and use a phone anywhere I go? (Hello cellphones; goodbye phone booths !). What if my friend can receive my letter as soon as I send it? (Goodbye snail mail; hello email!). What if sales reps can really harness the full potential of the pricy software tools we thought would turn us into sales superstars?

Scale 81
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5 Strategies to Reverse Your Sales Productivity Problem

Hubspot Sales

For more than 30 years (yikes!), I’ve been directly involved in selling, managing, and leading salespeople, and providing advisory services to sales organizations. There are two trends that have persisted: The increased prominence and investment in sales technology and sales force automation. The consistent decrease in sales rep productivity, or the time salespeople actually spend selling.

Strategy 120
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5 Proven Tactics That Will Boost Your Email Marketing ROI

MarketJoy

Email is an essential part of every digital marketing strategy in today’s era; no matter whether you’re an SMB or enterprise business. Every marketer wants to increase their conversions from this channel, and that’s why they keep trying new tweaks, tips, and tactics to squeeze a lot more ROI from this channel. But not everyone is getting the desired results from it.