The Pipeline

NOVEMBER 30, 2017

By Tibor Shanto. As we head into 2018, we are heading into a year that could make the current economic cycle the longest since the great depression. Currently the longest is the 120 months, from March 1991 to March 2001. This could well mean that there is more than a real possibility that the next 12 – 18 months will see an economic slowdown, at the same time many market pundits also point to age of the current bull market, and real possibility of a pull back.

Sales 193

Sales Marketing 193

MTD Sales Training

NOVEMBER 30, 2017

Many salespeople fear the ‘close’ of the sale, as they think it might be putting too much pressure on the decision-maker. Use these 19 tips to reduce this fear and build confidence when you get to this strategic part of the sales cycle. 1) Get rid of sales objections before they come up. By anticipating and dealing with objections early on in the sales cycle, there is more chance you will hit the buyer’s purchase decision with a clean run. 2) Don’t think of the close as a close; think of it as a

Closing 186

Closing Decision Maker Sales Cycle Objections 186

Sales and Marketing Management

NOVEMBER 30, 2017

Author: Staff Yogi Berra apparently said, “In theory, there is no difference between practice and theory. In practice, there is.” Whether or not Yogi actually said this, it sits well within his canon of malapropisms. More importantly, there’s a keen truth to the phrase: practice is about action, not theoretics. In this online-only feature, I’m sharing three additional tips to keep in mind as you prepare to practice.

Sports 185

Sports Analytics Account Revenue 185

SBI

NOVEMBER 30, 2017

For Account Based Sellers (ABS) and Account Based Marketers (ABM) the amount of irrelevant, vacuous content being created by businesses presents a huge opportunity to get noticed. With inboxes, social feeds, and voice mails drowning in content that is neither wanted nor asked for, to suddenly come across a piece of relevant, personalized content is a rare experience.

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Account Based Marketing Intent Data Customer Intent 139

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

Sales and Marketing Management

NOVEMBER 30, 2017

Author: Staff. Super Heroes: Beatles: 10,000 hours of performing to be great – who has 10,000 hours and such talent? Fighter Pilots: Can listen to combat instructions on the radio while they’re engaging an enemy plane in a dogfight while paying attention to the controls – who has that rare set of skills? Vince Lombardi: “Only perfect practice makes perfect,” – how can you practice perfectly in an imperfect world?

Lead Rank 185

Lead Rank Insurance Insurance Leads 185

Openview

NOVEMBER 30, 2017

The most decisive factor separating your superstar reps from everyone else on your team comes down to their sales conversations. The sooner you understand this, the sooner you can begin closing the quota attainment gap between the two groups. Gong’s data science team has used our conversation intelligence platform to analyze almost one million conversations between B2B salespeople and buyers.

Data 119

Data Quota Call-back Face-to-face 119

InsightSquared

NOVEMBER 30, 2017

Guest blog by Joe Rodden, Sales Systems Manager at Catalant Technologies. In sales operations, we do a lot. Putting out reactive fires, supporting reps, managing territories, reporting, building new functionality and processes in the CRM, and much more. However, trouble may come in actually measuring our success in these things. A sales team typically has a quota so their success is easily measurable, but how do you measure your success?

Sales Operations 79

Sales Operations Report SalesForce Survey 79

Hubspot Sales

NOVEMBER 30, 2017

Internet outages, bad phone connections, products that stop working … chances are, you’ve experienced plenty of technical snafus in the middle of a demo. There’s always something new that can and will go wrong. The good news is that these challenges don’t have to derail your deal or even your demo. Avoid the seven blunders below, and impress your prospects with your honesty, professionalism, and adaptability.

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Face-to-face Distribution Conference Call-back 81

Zendesk Sell

NOVEMBER 30, 2017

The following is a guest post by Sven Riehle of Userlike , a live chat provider for website and mobile support. For the archetypical salesperson, any tactic or technique that leads to a sale is the right one, as long as it’s not outright fraud. And a prospect that can’t parry his tricks should either gear up or expect to become easy game. This approach to sales is both outdated and obsolete because there is a growing overlap of the ethical and the economic perspective in today’s transactions.

Intent 77

Intent Vendor Lead Rank Lead Scoring 77

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.

Sales

BrainShark

NOVEMBER 30, 2017

Q4 can be a stressful time for sales teams to try to wrap things up and hit their year-end targets. Here are 13 thoughts you can probably relate to at the end of the year!

Relationals 62

Relationals Sales 62

SalesforLife

NOVEMBER 30, 2017

It blows my mind when I think about how dynamic the ever-evolving world of startups, sales, and recruiting is. No longer is finding a remarkable sales opportunity just about having a good resume and knowing how to interview well. If you want to succeed in sales these days you need to know “why” you do what you do (i.e. “vision). And, you can’t just talk the talk… you’ve got to walk the walk as well, because social media is making everything much more transparent.

Social Media 66

Social Media How To Media Opportunity 66

The Center for Sales Strategy

NOVEMBER 30, 2017

If you are a sales manager, there are probably a number of metrics that you look at or are asked to examine by your leadership in order to determine how your sales team is performing. At times, you can go overboard, looking at too many metrics and spending more time pulling numbers and reports than coaching your team out in the field. So where is the happy medium?

Sales Management 59

Sales Management Report Coaching Revenue 59

Mindtickle

NOVEMBER 30, 2017

Sales enablement initiatives are only as effective as the people who utilize them. According to CSO Insights , 94.3% of sales enablement initiatives are focused on salespeople and account managers, and 63.1% are also focused on sales managers. But no matter how brilliant your enablement initiative is, if you build it they may not come – this isn’t a fun trip to Vegas.

Sales Enablement 52

Sales Enablement Lead Rank Lead Scoring Survey 52

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

Partners in Excellence

NOVEMBER 30, 2017

In a sales world that seems to be dominated by ever increasing volume, it’s ironic to realize one of the greatest sales hacks is actually to have fewer but more impactful conversations. Some years ago, conducted a survey of buyers and sellers. One of the findings in that research was that sales people tended to make 37% more calls than necessary to close.

Conversion 52

Conversion Call-back Meeting Sales 52

Mindtickle

NOVEMBER 30, 2017

Sales enablement initiatives are only as effective as the people who utilize them. According to CSO Insights , 94.3% of sales enablement initiatives are focused on salespeople and account managers, and 63.1% are also focused on sales managers. But no matter how brilliant your enablement initiative is, if you build it they may not come – this isn’t a fun trip to Vegas.

Sales Enablement 52

Sales Enablement Lead Rank Lead Scoring Survey 52

Vainu

NOVEMBER 30, 2017

Yes, there are cases in which the stars align and decisions are made quickly that result in closed deals. Cases where it turns out you’ve reached out with impeccable timing and where decision makers nod enthusiastically at everything you say and cheerfully ask if you have the ability to read their minds or — more specifically — their dreams.

Decision Maker 48

Decision Maker Closing B2B Sales 48

Sales Hacker

NOVEMBER 30, 2017

The post How to Increase Sales 8x with Multi-Channel Marketing and Sales Automation appeared first on Sales Hacker.

Sales Automation 59

Sales Automation Channels Marketing How To 59

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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.

Sales

Sales Evangelist

NOVEMBER 30, 2017

Today’s snippet from one of our sessions over at the TSE Hustler’s League is about the principles behind emailing fundamentals. Reasons for sending emails: Letting them know you exist Gathering information Setting appointment Closing the deal Strategies for grabbing your prospect’s interest: Send an awareness email. Also, saying “Hi, name!” can come off as too […] The post TSE 715: TSE Hustler’s League – Send Powerful Emails appeared first on The Sales Evangelist.

Closing 40

Closing Strategy Sales 40

Nyden on Negotiation

NOVEMBER 30, 2017

Getting to We is a process. After partners assess the levels of trust and compatibility between two partners, and agree that there is enough trust and compatibility, they are ready to move on to the next step in the process: developing a shared vision for the relationship. It is vital that the parties view each […].

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Engage Selling

NOVEMBER 30, 2017

Like many sellers, you’re wrapping up your fiscal year soon, so it’s time to close-out your year strong.

Closing 50

Closing Customer Service Up-Sell Loyalty 50

Mereo

NOVEMBER 30, 2017

Most sales professionals approach the discovery stage of the sales process as a time to gather information about their prospect. This is absolutely a critical component of discovery, but there is a much more important objective to accomplish: Sales must put themselves in the shoes of their buyer and the buyer’s current journey. Employ empathy for the buyer.

Objections 37

Objections Sales Process Buyer Follow-up 37

Advertiser: ZoomInfo

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

Lead Qualification

Hyper-Connected Selling

NOVEMBER 30, 2017

The post Hyper-Connected Selling Idea #20 appeared first on David J.P. Fisher.

45

45

No More Cold Calling

NOVEMBER 30, 2017

Here’s what you might have missed from No More Cold Calling this month. My pharmacy sent a text that my prescription would be ready at noon on Saturday. The last thing I felt like doing on a Saturday was standing in line at the pharmacy, but I decided to get it over with. When I finally got to the cash register, the technician looked puzzled. She went to another computer, came back, and told me that insurance didn’t cover my prescription, so it wasn’t filled.

Referrals 176

Referrals Cold Calling Sales Qualified Lead Lead Rank 176

Babette Ten Haken

NOVEMBER 30, 2017

Simple storytelling takes a lot of honesty: with ourselves, our employees and our clients. In addition, crafting a simple story involves introspection as well as insight. Consequently, there’s a lot of work involved in determining the best – and most simple – way to tell your story to the world. And it is worth it. You see, telling a simple story about a customer’s success is far more believable – and compelling – to clients than describing an action-packed success story.

ACT 91

ACT Buyer Decision Maker SME 91

PandaDoc

NOVEMBER 30, 2017

When you’re searching for the right document automation tool for your business, the number of options can be overwhelming. So, we’ve broken down some of the most common options as compared to PandaDoc. Nitro. Nitro works specifically with existing PDF documents, rather than allowing you to create your own customized documents. Also, Nitro does not offer a native mobile solution, which can make staying on top of the status of your documents a challenge while you’re away from your desk.

SalesForce 70

SalesForce Proposal Collateral Microsoft 70

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.

Retail

Sales Hacker

NOVEMBER 30, 2017

It’s a Friday night at the local singles bar, the “meet/meat” market where packs of single men and women mingle in the hopes of finding Mr. or Mrs. Right. You probably know of a few of these places, either from your past or because you’re going to one with your friends next weekend. If you look around carefully, you’ll notice that they’re packed with mini-case studies of the sales process.

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Closing Prospecting ROI Proposal 82