Tue.Oct 09, 2018

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Arrogant Cold Calling – If Doctors Talked Like Salespeople – by Townsend Wardlaw

Selling Fearlessly

Have you ever heard (or used) a call opening similar to this? “Will you give me one minute to share how I can help ABC COMPANY achieve INSERT BOLD AND AUDACIOUS CLAIM HERE.“ Now think back to the last time you visited a doctors office. Do you remember the seemingly endless barrage of questions you […].

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What Should You Include In Your Sales Onboarding Program?

LevelJump

What should you include in your sales onboarding? Right now, imagine that you're tasked with getting your reps to quota. How are you going to do it with all of these new reps that just started at your organization? What content are you going to use? What training is going to help these reps ramp quickly?

Quota 55
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Do You Use These Strategies for Improving Business?

Smooth Sale

Attract the Right Job or Clientele: No matter the type of business services you provide, the concerning word is ‘service.’ The sales profession teaches many excellent lessons from which all business may learn. Unfortunately, many professionals ignore the unfavorable effect the lack of excellence in service may bring. Declining sales follow declining client care.

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Get Out Of Yourself!

The Pipeline

By Tibor Shanto. We all would agree, I hope, that actions speak louder than just talk; that success in sales comes from action or execution. So when what one says is in direct contrast to their action, how they execute, it is a concern, but also an explanation as to why despite all the advice available, many in sales are stuck in a rut, sustained only by a healthy market.

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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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How to Boost Your Credibility at a Trade Show

The Sales Heretic

A trade show is a challenging sales environment. You don’t have the natural advantages you have when talking with a prospect on your own turf. Your competition is everywhere. And all the exhibits look so similar. How do you stand out and effectively compete? Especially against larger competitors that may be able to buy a [.].

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6 Pricing KPI’s for Your Growth Strategy

SBI Growth

If you opened this blog post looking for the perfect answer to setting pricing KPIs… I hate to tell you that the perfect answer is: There is no answer. However, I do have some guidance for you. Let’s think of pricing.

Strategy 192
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How to deal with objections

MTD Sales Training

Episode 24: To my sales professional connections (and trainers). This podcast includes: How to deal with objections (before they even arise). How to get prospects to follow you on social media. A quote from Jim Rohn. Take a look at this episode on [link]. The post How to deal with objections appeared first on MTD Sales Training. Episode 24: To my sales professional connections (and trainers) This podcast includes: How to deal with objections (before they even arise) How to get prospects to foll

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How to Write a Business Proposal [Tips & Examples]

Hubspot Sales

You've started a new business and you're building up your customer base. But how can you reach the prospects who might benefit from your product or service? A business proposal can bridge the gap between you and potential clients. It outlines your value proposition, and its primary purpose is to persuade a company or organization to do business with you.

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Artificial Intelligence and Marketing

Zoominfo

Over the last several months, artificial intelligence (AI) has taken the business world by storm. From industry events, to blog posts, B2B professionals can’t stop talking about this trending topic and its potential to revolutionize marketing. But, does AI live up to all the hype? Or is it just another martech fad? In today’s post, we’ll take a further look into the concept of AI and see how this new technology can have a real impact on your marketing strategy.

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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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3 Common Scenarios that Make Your Customer the Sales Person

Jeff Shore

By Jeff Shore. ?. ?I am going to propose three scenarios that are similar to ones you might come across fairly often in your sales career. ??Scenario #1: You sell life insurance. You are having a conversation with a friend in a social setting, and the talk turns to your friend’s insurance coverage. He says to you, “I would switch our policy over to you and your company, but my wife picked our life insurance and she likes the agent we are using now.”.

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The Comfort of Consistency

The Center for Sales Strategy

Many of us seek new things in our lives to stay engaged and motivated, but even the most adventurous among us value certain things that are consistent. There are obvious consistencies we depend upon like gravity, the sun coming up in the east and setting in the west, or a manager who is very consistent in setting expectations. You probably didn’t see that third example coming, did you?

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The Ingredients For Successful Selling

Tony Hughes

The ability to sell is especially important in leadership and business because failure creates the most severe problem an enterprise can face – lack of revenue. Almost every commercial problem is manageable except terminally low revenue, and forced cost-cutting inevitably moves a business into negative momentum. Sales people are therefore essential in driving the health of most organizations by providing the revenue needed to employ those in manufacturing, logistics, services, support, finance a

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Empathy: The Most Difficult and Valuable Sales Skill

Janek Performance Group

One of the sales skills we think deserves more attention and conversation than it currently gets is empathy. It’s a vital trait to develop in work and in life, allowing you to develop your emotional intelligence to a high level. It’s also perhaps the most difficult skill to develop in sales.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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AI Is Nothing to Be Afraid of – How Should Employees Feel About Activity Capture?

People.ai

In the same sense that FitBit tracks fitness activities in steps, heart rate, and calories to encourage better overall health, People.ai captures sales, marketing, and customer success activity data to help employees be more productive and increase their performance. That being said, not everyone wants a Fitbit. So how should employees feel about their activity being tracked?

Data 76
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4 Dynamite Sales Coaching Techniques for Sales Development Reps

BrainShark

When player-coaches understand their sales reps on a personal level, they'll have the insight needed to coach and motivate them effectively.

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Nikolaus Kimla Talks About The Next Big Disruption Has Arrived

Pipeliner

Nikolaus Kimla spoke at the Sales POP! & Pipeliner CRM Power Breakfast in Vienna on October 2nd 2018. Digital Automation is the biggest disruption since Cloud Computing (and may even be bigger) yet most people do not yet understand the magnitude of its impact. Nikolaus Kimla will explain how Digital Automation will finally enable systems to work seamlessly together and for businesses to achieve levels of efficiency never seen before.

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7 Ways to Accelerate Sales Onboarding

Gong.io

Faster sales onboarding is your lowest hanging fruit for generating more revenue. Unfortunately, onboarding new salespeople can be both time- and labor-intensive. The good news here? Sales onboarding is not table stakes. It is a revenue-driving activity and should be treated as such. 7 Ways to Accelerate Sales Onboarding. The sooner your new hires ramp to quota, the more revenue you’ll have on your books.

Hiring 59
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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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Planning Your Sales Calls

Pipeliner

So many salespeople miss out on revenue and potential deals because they don’t plan for their sales calls. Learn why this is such a crucial part of being in the sales profession, and get actionable insights to make planning a part of your daily routine. Importance of Sales Call Planning: If you fail to plan, plan to fail. One of the reasons that sales call planning is so important is because it gives sellers a backdrop to understanding the buying motives of their client.

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These 6 Secrets on Your Label Are the Key to Better Retail Demos

Repsly

What you see is what you get. At least to the human mind, that’s how it works. Human beings rely heavily on our sight as our main way of perceiving and understanding the world around us. For this reason, brands focus a lot of energy and resources into creating attractive, informative, and impactful product labels. While a good label is valuable on its own, labeling becomes especially important for field reps.

Retail 54
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2 Data-Driven Frameworks We Use to Optimize Sales Engagement

SalesLoft

For almost a decade, I had the good fortune of working for former McKinsey consultants. They taught me two simple, yet valuable, data-driven frameworks. Below, I’ll explain how we applied these frameworks to optimize sales engagement at Salesloft. The First Framework: Issue Tree. The first framework is called an issue tree. Here, you start with an end-goal.

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Why do Sellers Lose Key Accounts?

SalesforLife

One of the worst nightmares faced by sellers in B2B sales is when a key account goes from an active stage to a closed stage, in other words when it is lost to a competitor.

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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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Work Life Balance in Sales: How to Lead Your Best Life in a Sales Role

Sales Hacker

The post Work Life Balance in Sales: How to Lead Your Best Life in a Sales Role appeared first on Sales Hacker.

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Model What You Sell

Anne Miller

How do you feel when professionals don’t model what they are selling? For example, the image consultant who looks like she just tumbled out of bed, or the wedding planner who shows up late for your meeting, or the dentist who starts to fill the wrong tooth in your mouth? A bit outraged? Incredulous? This happened to me this week and was a good reminder how important it is to model what you sell.

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The Sales and Marketing Alignment Program You Need to Know: This is How You Get Them Working Together

Hyper-Connected Selling

When the topic of “sales and marketing alignment” comes up in a room there tends to be one of a few reactions by the sales and marketing leaders who are present. The “sure sure, yeah yeah” head bob. – “Of course creating alignment is important in this customer-first, connected environment! We must do everything we can to bring sales and marketing together”… and then they go back and things continue as usual. “We’re just not ready for

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5 Email Marketing Tactics Proven to Work in Sales

criteria for success

With Facebook and Instagram seemingly taking over every segment of the marketing industry, it’s easy to forget the swiftness and efficiency of email marketing. This simple, but effective way of getting your message across to your customers has become underrated in recent years. The reason behind this is the unwillingness of many marketers to commit [ ] The post 5 Email Marketing Tactics Proven to Work in Sales appeared first on Criteria for Success.

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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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8 Key Characteristics to Look for in a B2B Sales Rep

Sales Result

Building an all-start sales team starts with your judgment. Because you’re hiring for sales reps, it can be difficult to distinguish true talent from sales talk. Therefore, having a well-define profile that outlines key characteristics you’re looking for, and corresponding questions to test for those skills, will help avoid poor judgment calls.

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John Golden Talks About Being The Best You!

Pipeliner

John Golden spoke at the Sales POP! & Pipeliner CRM Power Breakfast in Vienna on October 2nd 2018. John Golden will talk about how to prepare for any professional engagement whether sales-related or other. What to do when you actually engage, plus what pitfalls to look out for and how to ensure you leave a positive, lasting impression. These 5 ways are simple and easy to implement and will lead to more successful, productive and valuable engagements.

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TSE 938: How Today’s Buying Journey Has Drastically Changed And Why It Matters To You!

Sales Evangelist

The buying journey has changed, and sellers must change with it. Sellers must address the gap between how people buy and how people sell. We must uncover why it matters that today’s buying journey has changed. On today’s episode of The Sales Evangelist, we talk to Martyn Lewis, founder of Market Partners, about how today’s buying […] The post TSE 938: How Today’s Buying Journey Has Drastically Changed And Why It Matters To You!