Wed.Dec 18, 2019

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Beware of the Talk Trap

Engage Selling

There’s a menace in your sales territory today. It’s one that can drain your resources, rob you of your time, lay waste to your sales targets and sink the morale of your entire sales team…effortlessly.

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The Importance of Critical Thinking for Persuasion and Influence

Connect2Sell

Sales is all about persuasion and influence. Persuasion and influence fails are usually the result of poor-quality pre-thinking.

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“I can’t stand Christmas music”—My Interview with Santa Claus

The Sales Heretic

I recently had the chance to sit down with the CEO of one of the most successful organizations in the world—the big man himself, Santa Claus. It was a cool, fall day—before the craziness of fourth quarter set in, when St. Nick had a little time to spare. His legendary jolliness was on full display, [.].

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3 Reasons Why Branding (Really) Matters in the Modern Business World

Zoominfo

Gone are the days of the distant businesses, where complaints and comments from consumers were lodged by mail and responses from companies were slow, if they came at all. The proliferation of social media has made it easier than ever to check the pulse of your customers and create a community centered around your brand. But just what should a brand-centered community look like, and why does that matter?

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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 9th (and Final) Sales Productivity Tool: Performance Recording

Anthony Cole Training

In our 9th and final installment in the Sales Productivity Tools blog series, I dive into an essential item on the list: the Performance Recording tool.

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Are Your Sales Happening Too Slowly?

Alice Heiman

We Need More Sales Now! For every entrepreneur I know, things happen too slowly. Nothing seems to happen fast enough when it comes to sales. . So how do we speed sales up? For starters, we can change our mindset and our expectations. . It’s important with sales to clearly understand your sales cycle and the time it takes from prospect to close. Be realistic about how long it will take things to close and understand how many qualified leads it takes to keep your sales funnel full. .

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Thank you for naming us a G2Crowd leader in PRM!

Allbound

Allbound Named a Leader in Fourth Consecutive G2 Crowd Grid® Report for Partner Relationship Management. G2Crowd, the world’s leading business solutions review website, released its Winter 2019 Report on Partner Relationship Management (PRM) Software. Allbound continues to surge forward by being titled “The Leader” in Ease of Use in the Winter 2019 Grid Report based on the responses of real users for each of the grid related questions featured in the G2 review form.

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6 Sales Trends to Focus on in 2020

Repsly

Sales trends in the CPG industry have been slowly evolving over the past five years, and we are going to see the effects of those changes in 2020. We outline six of the biggest sales trends CPG brands will be seeing this year and what they can do to adapt their business plan template accordingly.

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5 Ways These Remarkable Channel Leaders are Improving Their Partnerships

Allbound

Being a channel manager isn’t an easy job. On top of having many of the same responsibilities (and quotas!) of the sales team, they’re responsible for significant and sometimes delicate relationships. How do they maintain strong relationships while also meeting business goals? How do they drive results from external sales teams and manage conflicts?

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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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7 Hacks to Create a Profitable E-commerce Sales Funnel

Nimble - Sales

When an e-commerce store struggles to generate sales, most people think it is a traffic problem. When in fact this has nothing to do with traffic. Traffic is easy to get. There are scores of both free and paid methods that can be quickly implemented to generate traffic. The culprit here is the funnel. Your […]. The post 7 Hacks to Create a Profitable E-commerce Sales Funnel appeared first on Nimble Blog.

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How to Work Smart, Not Hard According to HubSpot Sales Reps

Hubspot Sales

As a sales professional, you’re always on the lookout for ways to get more done in less time. Getting more done doesn’t have to involve clocking more hours at the office or burning yourself out. The key to improving efficiency is to work smarter not harder. But where do you go for actionable tips and advice to help you get better at your job? According to HubSpot research, over half of sales reps turn to their peers for advice on how to sharpen their skills.

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Be Like Mike: The Power of Practice for Improving Sales Performance

The Center for Sales Strategy

Besides being arguably some of the best athletes ever, what do Michael Jordan, Tom Brady, and Tiger Woods have in common? They’re all, or were, known for being the hardest workers during practice. Jordan and Brady were famous for being the first on the court and practice field and the last to leave. Tiger hit thousands of golf balls on the range every day.

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A Crash Course for Creating Client Criteria

SalesProInsider

If you want to shorten the time to a buying decision…. Work with more of the clients you enjoy. Focus your marketing efforts on the right people. And save yourself a lot of time and headaches. Identify your ideal client profile and the criteria that allows you to filter who will be ideal. First, I’ll explain the two types of criteria and then I’ll share an easy and efficient way for you to identify them.

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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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Create Massive Leverage with the Last Week of 2019: 17 Experts Show You How to Master 2020 Now

Hyper-Connected Selling

One of the things I love about the internet is that you can answer any random question you have with just a few keystrokes. And this year I wanted to learn what Yule was…as in the Yule log and Yuletide and all of the other references that pop up in Christmas songs. It turns out that it was a 12-day festival that started right after the winter solstice in German and Nordic countries when they were still pagan.

How To 75
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4 Secrets to Getting the Best Salary Possible

Pipeliner

Searching for a job can be a grueling process—especially if you’ve been unable to land a decent job for a while. When the phone finally does ring and they want you to come in for an interview, your primary focus should be on securing the position, rather than negotiating the salary. As recruiters, it is so disheartening to see a candidate put the cart in front of the horse when they are not in any position to talk about what it will take to gain their employment, and by doing so derail their cha

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Are You Contemplating A New Direction?

Smooth Sale

Attract the Right Job Or Clientele: As the cold weather arrives, it becomes an excellent time for contemplating a new direction. Realizing what will excite us in the new year brings warmth and smiles. Along with the fuzzy feelings, the time comes to examine our previous reality. A review of prior highs and lows is essential for the next part of the journey to work well.

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How To Maximize In-Store Sales

Pipeliner

Are you sick of having all of your sales come through online whilst the sales instore are dwindling? This is a problem that many store owners are facing across the different industries but it is not something that cannot be helped. Maximizing sales instore can be easy if you use the tools available to you. Not everyone will want to go through with the purchase instore, but you can increase your numbers.

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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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Infographic: 3 AI-Verified Signs Your Prospect is Going to Sign

Gong.io

We all have ways to gauge whether or not a prospect is going to sign. You probably check your CRM, look for nonverbal clues, or maybe you trust your gut. But what if there was a data-backed way you could tell whether or not your deal was going to sign? There is. And it all starts in your inbox. We analyzed over 500,000 emails sent during sales opportunities and applied AI to isolate the sellers’ and buyers’ patterns.

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Three Keys To Improving Your Customers’ Experience

Miller Heiman Group

The phrase “defining moment” can be defined as any moment in time when your customer has the opportunity to evaluate how well you have met their expectations. Buyers now expect the innovation they’ve experienced as consumers when they’re buying solutions at the workplace—and less than one-third report that B2B sellers exceed their expectations. A skilled customer success team is especially critical to sales success because they touch an account 10 times more than the sales team.

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Empower 2020 Speakers Spotlight

Guru

Over here at Guru HQ, our #1 New Year's resolution for 2020 is to put on a kick-ass conference. The good news is that we’re getting a jump on our goals. We’ve already locked down some incredible speakers for our Empower 2020 conference, and as a holiday treat, we are giving you a sneak peak of who you can look forward to hearing from at Empower.

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Are Your Sales Happening Too Slowly?

Alice Heiman

We Need More Sales Now! For every entrepreneur, CEO and sales leader I know, things happen too slowly. Nothing seems to happen fast enough when it comes to sales. . So how do we speed sales up? For starters, we can change our mindset and our expectations. . Check your mindset. Is it holding your team back? Do you have a negative mindset about sales?

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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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3 Habits of Highly Successful Salespeople

Allego

Today’s post is by Jake Miller, Senior Product Marketing Manager at Allego. . “If only we had 10 more reps like [top performer], we’d blow our competition out of the water.”. A common refrain among sales managers, this implies that selling is more magic trick than science, and that great salespeople are born, not made. Of course, most of us know this isn’t true.

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Hacks to Increase Your Pitch Acceptance Rate

Adaptive Business Services

You’ve built up your book of business, your marketing is a fine-tuned lead generating machine, but are your pitches closing as many deals as they should be? For many of us in B2B sales, the opportunity lies not in generating additional prospects, but in closing more of the potential deals that already come across our desks (or inboxes) on the daily.

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Why Discounting At The End Of The Year Fails

Anthony Iannarino

Every year, at about this time, salespeople and their companies begin the process of offering discounts to their prospective clients as a way to compel them to sign a contract before the end of the year. Those behind on their goal offer to lower their price in exchange for the possibility of making their number. Others do so to run up an already good result, punctuating their year with a strong closing number.

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How Stakeholder Mapping Helps Crush Your Competitors

Sales Gravy

Building relationships with stakeholders who make and influence buying decisions in your deals is key to gaining a competitive advantage. Building relationships with stakeholders who make and influence buying decisions in your deals is key to gaining a competitive advantage.

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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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Coaching Salespeople: Here’s the #1 Obstacle for Sellers

criteria for success

When it comes to coaching salespeople, it’s important to understand the obstacles that stand in their way. Many salespeople struggle with the following: Poor (or no) prospecting process Difficulty asking prospects the right questions No process for following up after a meeting Lack of support from their sales team (not sharing best practices) Selling is [.].

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Psyched Up for Sales

Sales Gravy

In this podcast, Jeb Blount discusses how to get Psyched Up for sales with psyched up Dan McGinn. In this podcast, Jeb Blount discusses how to get Psyched Up for sales with psyched up Dan McGinn.

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Frosty the Salesman: A Christmas Parody

KLA Group

By Kendra Lee I love Christmas if only because I get to re-write a Christmas classic into a sales “song!” (Well, I do love Christmas for other reasons, but this is fun, too.) This year I took Frosty the Snowman and created our beloved “Frosty the Salesman” who is every sales manager’s dream prospector. Sing. Read more.

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