Tue.Apr 10, 2018

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It Depends Less Than You Think

The Pipeline

By Tibor Shanto. Given that sales is partly art and science, or more accurately “a science artfully executed,” we need to the create the right balance between the two. The best way to do that is to nail down the science part, freeing up maximum bandwidth, focus and creative thinking possible committed to mastering and improving the evolving art side of sales.

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3 Times to Avoid Scripted Social Media

Zoominfo

From the time social media became a viable marketing channel, B2B companies have been looking for ways to automate social processes. Although social media tools have made this easier—with features like post scheduling, conversation monitoring, and hashtag tracking—some aspects of social selling can’t be pre-planned. Today we’re covering a topic that B2B marketers have disputed for years—scripted social media.

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Physically Involving the Prospect = More Sales.

Jeffrey Gitomer

When I sold franchises in 1972, I drove a big new Cadillac. I would pick up the prospects at their home, and as I walked toward my car I would say, "Gee, I have a headache, do you mind driving?".

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3 Steps to Make Your First 90 Days in Sales Amazing

Jeff Shore

By Jeff Shore. ?Congratulations. You’ve begun your journey into the wonderful, scary, thrilling, ill-defined, mysterious world of sales. Here’s the bad news: ain’t nobody gonna take you by the hand and guide you to success. That’s also the good news, because it is best left to you to determine what your definition of success is. You will want to figure that out on your own.

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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.

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7 Tips to Get an Unresponsive Prospect Talking Again

Hubspot Sales

How to Get a Prospect to Respond. Don't refer to the past. Change your close. Engineer an opening with someone else. Vary your contact attempts. Throw a Hail Mary. Get personal. Ditch the break-up email. Sometimes a salesperson gets lucky with an ultra-responsive prospect. Every time the rep sends an email, a response follows within the hour. When they call, the prospect picks up and makes time to chat.

More Trending

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Success in Sales and Sales Coaching are Not So Different

Xvoyant

Last week I had the opportunity to attend the American Association of Inside Sales Professionals (AA-ISP) 2018 Leadership Summit. This was a fantastic event where Bob Perkins and team hosted sales leaders from around the world. Amazing leaders from established heavyweights and scrappy startups joined together to share best practices and lift the sales profession.

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Sales Enablement Tools: Not Sure What’s the Hype? We Break It Down for You in These 5 Simple Tips

Contact Monkey

Sales Enablement Tools: Not Sure What’s the Hype? We Break It down for You in These 5 Simple Tips. Hearing a lot about sales enablement lately? If you’re in the B2B selling space, you most definitely have. While some may think it’s just another broadly used term, recent findings suggest that sales enablement is an extension of the selling space that continues to evolve and gain importance.

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5 Probing Questions Guaranteed to Derail Your Deal

Hubspot Sales

Probing Questions. “ I've heard [insert relevant industry trend]. Is that affecting your business at all? ”. " Your website lists X,Y, and Z as company priorities, is that still the case? ". " I've seen [breaking news] about your company. How are you doing? ". " That's an interesting question, and one I'm happy to answer. Can we set it aside for a moment as we continue to explore your current energy situation?

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How to Use Data to Put an End to Sandbagging

People.ai

I recently had a conversation with a VP from a massive public technology company who asked me if we push deals into the next quarter if we’re over the current quarter’s goal. Basically, if we enable sandbagging. For those of you not familiar with the term, in sales, “sandbagging” is when someone hides deals or pushes out close dates to limit expectations on the company or an individual in order to.

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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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The SaaS Executive’s Guide To Building A Winning Go-To Market Strategy

Sales Hacker

The Winning By Design Blueprint Series provides practical advice for every part of a SaaS sales organization. In this blueprint, we take a tactical approach on how to build a go to market strategy. This will then help you diversify your revenue, make your business more resilient to economic setbacks and help you plan for growth. 5 Steps To Building Your Go To Market Strategy. 1.

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First 90 Days In A Sales Enablement Role

SalesHood

If you’re new to the role of sales enablement or in your first ninety days in a new sales enablement role, here’s a list of fifteen activities I would do if I were you: #1: Talk to as many salespeople and sales managers as you can to understand what’s really going on in their [ ] The post First 90 Days In A Sales Enablement Role appeared first on SalesHood.

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SaaS Sales Enablement Will Make You More Fearless

Veelo

SaaS sales has never been more challenging. Every year, buyers get more savvy. Old competitors lurk in the wings, and new competitors are popping up all the time. And sales reps need to keep track of all of this while learning new products and pricing. Reps might think they’re fighting an uphill battle. But SaaS […]. The post SaaS Sales Enablement Will Make You More Fearless appeared first on Sales Enablement Software | Veelo.

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Explorers Needed

The Center for Sales Strategy

Marco Polo, Christopher Columbus, and Magellan. These are legendary explorers who set out to discover the great unknown of our world! These men were brave, bold, and courageous. They feared nothing. They were willing to risk it all for the sake of discovering a new world!

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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.

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How Watching Netflix Will Make You a Better Salesperson

Hyper-Connected Selling

It’s a Friday night. It’s been a long week, but you’re finally at home and ready to unwind. You sit in front of the TV, open up Netflix (or Amazon Prime, Hulu, or your favorite streaming option), and BAM…all of a sudden you are faced with a massive number of choices. Lists and lists of movies, TV shows, documentaries, shorts…they keep coming.

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“But That’s More Than We Planned To Pay!”

Partners in Excellence

Too often, we get to the end of a buying cycle and pricing becomes the issue. The deal stalls, the customer may discuss a competitor’s lower price, they are looking for concessions. The “D” word–discount–dominates the discussion. Price will always be an issue, but it becomes the winning/losing issue when we fail to establish a strong based of differentiated value, and because we have failed to focus the customer on the goals they are trying to achieve.

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VP of Sales Success Comes Down to These Two Levers

Gong.io

I’ve had a blast watching our VP of Sales grow revenue faster than any SaaS company I know. Unfortunately, his results aren’t typical. Here’s what most VPs of Sales are in for : If this is your first crack at the VP of Sales job, bullseye is on your back. Fortunately, generating more revenue is simple. (Notice, I didn’t say easy.). It can be deconstructed into two levers : More sales conversations.

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Design Your Sales Training for ROI

Allego

CEOs have good reason to expect sales training programs to produce better business outcomes, but many training programs don’t measure these. How can sales training and enablement professionals improve what they don’t measure? What CEOs Want from Sales Training, But Don’t Get. In fact, the kind of training-outcomes data that executives most want to see is rarely provided.

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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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Motivating Sales Teams Without Money

SalesLoft

It’s no secret that salespeople are motivated by money. When you’re looking to reward reps outside of a structured commission program, other incentives may actually be even more effective. Think outside of the box when it comes to motivating sales teams without money. Recognition, senior-level exposure, and extra vacation time can all be used as currency.

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Why Data-driven Sales Strategies Work to Turn Prospects into Customers

Mindtickle

Selling is no longer about giving lectures or presenting well-crafted powerpoint decks, it’s about helping customers find a solution to their problem. The answer to helping your reps provide a solution based on a customer’s needs doesn’t lie in reams of notes either, it lies in data-driven sales strategies. New technologies allow you to automate tasks and work smarter, but they also collect data.

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Elevate Preview: How Sales Enablement Helps Sales Organizations Adapt to Changing Business Buyers

Miller Heiman Group

As more consumers make purchases without the help of salespeople (think of either online purchases or walking out of a physical Amazon Go store without talking to a cashier), it’s no surprise to see the self-serve experience continue to replace traditional interactions in the B2B buying space. When you consider the fact that Alibaba sells complex industrial machinery to business buyers without engaging in any live interactions, a world without B2B salespeople doesn’t seem all that far-fetched.

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Why Data-driven Sales Strategies Work to Turn Prospects into Customers

Mindtickle

Selling is no longer about giving lectures or presenting well-crafted powerpoint decks, it’s about helping customers find a solution to their problem. The answer to helping your reps provide a solution based on a customer’s needs doesn’t lie in reams of notes either, it lies in data-driven sales strategies. New technologies allow you to automate tasks and work smarter, but they also collect data.

Data 52
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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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VP of Sales Success Comes Down to These Two Levers

Gong.io

I’ve had a blast watching our VP of Sales grow revenue faster than any SaaS company I know. Unfortunately, his results aren’t typical. Here’s what most VPs of Sales are in for : If this is your first crack at the VP of Sales job, bullseye is on your back. Fortunately, generating more revenue is simple. (Notice, I didn’t say easy.). It can be deconstructed into two levers : More sales conversations.

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CRM Implementation Best Practices: Your Nifty 4-Point Checklist

Sales Hacker

There’s dirty data everywhere— especially in your CRM. Your CRM implementation best practices checklist may talk about data cleansing but does it cover how to make sense of what data and when? This quick post talks about: 1. What a successful CRM implementation looks like. 2. A sales manager’s role in this successful implementation. 3. The CRM implementation best practices framework. 4.

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Creating the Ultimate Customer Experience Starts With Being a Customer

Product Management University

It’s the little things that matter most when it comes to raising the customer experience from good to great. Sometimes there’s no substitute for just being “the customer” yourself. As a bona fide road warrior, I spend more than my fair share of time in hotels. I have to say, the hotel industry has done so many things over the years to create a better experience for the business traveler.

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Managing Good Salesperson Behavior – by John Smibert

Selling Fearlessly

A John Smibert discussion with Tony Hughes. We need our salespeople to engage with our customers in a constructive and positive manner with their underlying intent being to help that customer achieve their desired outcomes. And yet too often, we as sales managers, unwittingly encourage the opposite behaviour through our dialog with our sales team and […].

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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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TSE 809: Sales From The Street-“My Creative Lazy Ideas”

Sales Evangelist

Sometimes the sales basics feel mundane. Sometimes we burn ourselves out making phone calls and sending emails, and we feel like we’re spinning our wheels. Without regard for how effective it is, we want to try something different. On today’s episode of Sales From The Street, I share my own experience with burnout and the […] The post TSE 809: Sales From The Street-“My Creative Lazy Ideas” appeared first on The Sales Evangelist.

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3 Tactical Steps for Advocate Job Change Alerts Turning into New Logo Leads

SalesforLife

There are three pillars of digital activities that great social sellers use:

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Ein Blick in die Zukunft jenseits der Schlagzeilen

SugarCRM

In den letzten Wochen und Monaten ist in der Tech-Branche viel passiert. Ganz vorne mit dabei sind die andauernde Vorbereitung auf die kommende DSGVO oder Skandale, wie die aktuelle Facebook-Datenaffäre. Während 2018 nun in das zweite Quartal startet, lohnt es sich jedoch, auch noch einmal einen genaueren Blick auf Trends zu werfen, die die Tech- und CRM-Branche jenseits der Schlagzeilen und über den 25.

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