Tue.Jun 25, 2019

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Focus on Buying Cycle to Shorten Sales Cycle

The Pipeline

By Tibor Shanto. In Good times and bad, the one thing most sales professionals try to do is shorten the length of their sales cycle. They believe that shorter sales cycles bring several benefits, some indeed materialize, most do not. When they fail, it is usually due to the wrong impetuous behind the effort. The misses generally happen when the reason for the initiative was wrong from the start.

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Data Decay & B2B Database Marketing [Infographic]

Zoominfo

Data decay happens naturally because of how often people change jobs or titles, companies go out of business, and mergers occur. Because of this, many organizations are working with a B2B database that is cluttered with outdated, invalid, or incomplete contacts. Dirty data impacts all areas of an organization, including marketing, lead generation, customer relationships, and finance.

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How to Prepare to Prospect – 10 Things You Need to Do

The Sales Hunter

If you fail to properly prepare, you are setting yourself up for failure. This doesn’t just apply to prospecting but everything you do. Prospecting is already a tough task; it’s only made tougher when you fail to prepare. Below are 10 steps you need to follow to ensure you’re prepared to prospect. Check out my video where I further discuss these 10 items: 1.

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Top Sales Mistakes: 7 Horrifying Blunders That Lose Deals

Gong.io

These 7 sales mistakes are just that: Horrifying. How many of them do YOU make? If you stop doing these, you’ll improve your calls. Big time. Once you read what NOT to do, I have something for you at the end of this post: What you SHOULD do to be successful instead. SALES MISTAKE #1: “Feature dumping”. Feature dumping is to sales what bad breath is to dating.

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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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Why Your Buyer Personas Are Obsolete

SBI Growth

More Trending

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The Must-Have Apps You Need to Amplify Your Brand on Social Media

Nimble - Sales

What specific steps do you take to promote your brand? Facebook, Twitter, Instagram, Pinterest, and other platforms hold huge potential for brand promotion. Some branding campaigns are completely built around Instagram. You probably noticed influencers promoting fitness clothes, apps, restaurants, and all kinds of brands on that network. Businesses use social media to build brand […].

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Beyond CRM Podcast: Upselling, Cross-Selling, & Improving Margins

SBI

Beyond CRM Podcast: Upselling, Cross-Selling, & Improving Margins. Today’s episode is with Brian Hirt, Director of Product Management for Zilliant. Salespeople have a lot of information and data thrown their way and CRM doesn’t make it any easier to digest or to act on. What they need are insights that can only be delivered by way of AI and machine learning like: Which customers’ orders are in decline?

Margin 94
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Want a More Efficient Sales Team? 6 Productivity Tips

Chorus.ai

No matter how great your sales team is today, there’s always room for improvement.

Sales 116
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How to Distinguish Yourself from Your Competitors in the Market… Instantly

Sandler Training

How effective are you at distinguishing your company from those you are competing against in the marketplace? Here's a quick reality check. Suppose you were talking to your number one prospect. And suppose that person looked you in the eye and asked you, "Why should I buy from you?" What would you say? Read Time: 6 Minutes.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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The 2019 World Class Sales Practices Report: Why Your Revenue Numbers Give Your Sales Team False Confidence

Miller Heiman Group

On the surface, sales organizations seem to be flying high: enjoying a third year of some notably good numbers, their revenue attainment is up to 101%, more than half of sellers made goal and win rates are on the rise. But as the Shakespearean proverb tells us, “All that glitters is not gold.”. According to the new report “ All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study ,” several indicators suggest a less-than-sparkling state of sales.

Report 75
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How Do You See Improvement?

Smooth Sale

Attract the Right Job or Clientele: How Do You See Improvement? How you see improvement and take action is more important now than ever before. However, our view of the better way isn’t always the best. Multiple questions and answers may well put us on a varying path. . My Story. Recent news about ‘trouble in paradise’ with tourists being kidnapped or murdered, gave way to the thought of taking a martial arts class.

Hiring 68
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What Role Content Plays In The Sales Process

InsideSales.com

???? In marketing circles, they say “content is king.” In this episode of Sales Secrets, I interview Dave Koslow of DocSend on the what, whys, when, and hows of content and what role it plays in the sales process. In this article: About My Guest — Dave Koslow of DocSend Your Sales Content’s Place in […]. The post What Role Content Plays In The Sales Process appeared first on The Sales Insider.

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How to Navigate the Sales Team Chaos of Mergers and Acquisitions

Janek Performance Group

One of the most turbulent times a company can go through is a merger or acquisition. Anxiety ripples throughout stakeholders who wonder what the post-world will look like, and competitors circle overhead, ready to snatch away clients and talent. We’ve discussed this previously, but wanted to expand on the topic with more suggestions and guidelines in the wake of the industry-shaking news that Salesforce has acquired Tableau.

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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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New Pipeliner Sales Model

Pipeliner

A Global Win-Win – Pipeliner Strategy. The world is in the midst of a major sea-change when it comes to business, brought about because of that great equalizer: the internet. This transformation will bring equality to people and places where it has previously not been possible. A Real Choice of People and Skills. At Pipeliner, one of the platforms we’re currently utilizing is global freelancing platform Upwork.

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How to Distinguish Yourself from Your Competitors in the Market… Instantly

Sandler Training

How effective are you at distinguishing your company from those you are competing against in the marketplace? Here's a quick reality check. Suppose you were talking to your number one prospect. And suppose that person looked you in the eye and asked you, "Why should I buy from you?" What would you say? Read Time: 6 Minutes.

How To 69
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4 Things ‘The Bachelorette’ Teaches Us About Effective Selling

BrainShark

Believe it or not, the average salesperson can learn a lot from the Bachelorette’s over-the-top take on modern love.

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Recruit a Sales Superstar Using an Employment Value Proposition

The Center for Sales Strategy

World-class managers know that adding a sales superstar to the team is a great way to improve sales performance. They also know landing a superstar seller involves a recruitment process just like it does for a top-performing college football team (go figure, teams like Alabama and Clemson win national championships after they compile great recruiting classes).

Sales 64
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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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How Real Estate Commission Works: Who Pays What?

G2Crowd - Sales Blog

Real estate is a desirable career path for many people because of the earning potential.

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How to Expose Business Pains Using ONE Simple Tool

criteria for success

Are you a sales leader seeking how to expose business pains? Keep reading! Exposing business pains is lucrative for pretty much every function of sales. Maybe you are exposing business pains internally and looking to rethink processes that aren’t as successful as they used to be. Or maybe, you’re working to discover why there is [ ] The post How to Expose Business Pains Using ONE Simple Tool appeared first on Criteria for Success.

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B2B Email Marketing Techniques to Avoid Poor Sales Practices

LeadFuze

Before I started researching the content for this article, I thought that email was going to be a critical channel for B2B content marketing. But what I found wasn’t exactly what I had anticipated. Some of the most surprising findings came from The State of B2B Email Marketing report , released earlier this year. It found that 59 percent of B2B companies DID NOT use email marketing.

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Want a More Efficient Sales Team? 6 Productivity Tips

Chorus.ai

No matter how great your sales team is today, there’s always room for improvement. You could hire more salespeople to increase volume, but with no guarantee that your new hires will work out, you might see a bigger return on investment by teaching better productivity habits to your existing sales team. Research from Salesforce last year found that salespeople spend 66% of their work time on tasks that don’t lead to more deals.

Hiring 48
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2 Retail Sectors That Are Completely Changing the Game: FMCG & Q-Commerce

Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)

Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.

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Dawn Ambrose Interview

Allbound

“My name is Dawn Ambrose , I’m a Channel Director at Kenna Security , headquartered in San Francisco. My job is helping our partners understand Kenna and the problems we solve for clients, so it’s developing business; new business for my partners, and new business for Kenna.”. Q: Describe what it’s like being a woman in leadership. A: It’s exciting and rewarding.

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#52: Matt Marino of Global Payments – Using Your Customers’ Outcomes as a Measurement for Success

Xvoyant

Matt Marino, VP of Sales for Global Payments, teaches us to set the standard for success based on the success of your customers’ experiences. He shows us that passion is the rocket fuel for performance and that as you add value to the careers of each of your reps, you increase that passion and performance.

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Why You Should Consider Marketing on Quora - AJ WIlcox Talks to JD Prater

Sales Lead Management Association

JD Prater from Quora shares why you should consider marketing on Quora, and some of his best strategies for driving inexpensive, high-quality leads. Don't miss the chance to break through the clutter on a channel that your competitors haven't found yet.

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How to Stack the Deck in Your Favor, Part One

Selling Energy

When you’re going to market with a new product or service, what niches and value propositions would allow you to stack the deck in your favor? In determining an answer to this question, there are three key questions you should first ask yourself: Why should a particular prospect or group of prospects be interested in what I have to say? How might I reframe the value so it resonates specifically at their frequency?

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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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TSE 1123: Tactically Leveraging Relationships to Land Your Biggest Customers

Sales Evangelist

Many sellers assume that experience makes them good at building valuable relationships, but there’s an art to tactically leveraging relationships to land your biggest customers. Zvi Band is the co-founder and CEO of Contactually, a relationship-oriented CRM designed to help businesses build and maintain relationships with their networks. He was an introvert in college who hardly ever left his room, but that was before he discovered that relationships would be his best asset.

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Metro Bank Signs 3 Year Agreement for Artesian Solutions’ New Risk & Compliance Hub

Artesian Solutions

LONDON, England, June 25, 2019 – Metro Bank, the revolution in British Banking, has signed a three year deal with Artesian Solutions that will help catapult the fast growing UK based software company – better known for its sales engagement technology, into a new segment – technology-driven compliance and KYC management. Following a successful pilot process that delivered extremely positive results, Metro Bank has become the first major financial institution in the UK to announc

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What’s So Different About Sales in the UK? w/ James Ski {Hey Salespeople Podcast}

SalesLoft

The Hey Salespeople podcast hosted by Jeremey Donovan, SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, is going global this week discussing sales in the UK. Episode five features James Ski, founder of the UK’s top professional organization for salespeople, Sales Confidence. As SalesLoft expands our presence across the pond , we have been studying the ways in which sales in the UK is different than in the US.