Thu.Aug 02, 2018

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It’s Your Job: 5 Things Every Sales Professional Must Do

SalesLatitude

As a sales professional, you may think your job is all about selling products and services, making quota, and driving revenue for your company. Sure, ok – that’s true. But that’s not the whole picture. Your job is really about helping buyers solve their problems and achieve their goals. Whenever I coach sales people and sales managers, I ask them specific questions to see how much they know about their customers and prospects, with an eye towards understanding the quality of their pipeline.

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15 Things Every Great Sales Manager Knows

The Center for Sales Strategy

I may have the greatest job in the world. Seriously! Here’s what I do every day: talk with people who are actively engaged in sharing important information with me, figure out what makes those people “tick,” work with sales managers to understand the talents of the people they are interviewing, help them to hire the very best people for the job , focus on the unique strengths of individuals, and help managers to coach their direct reports to become wildly successful.

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Relationships Rule, but Data Drives Sales, Too

No More Cold Calling

The odds might not be in your sales team’s favor … yet. I’ve interviewed many sales reps over the past two months, trying to better understand the challenges they face in today’s fast-paced, digital-first sales environment. They tell me they’re overwhelmed. Projects get thrown at them with no additional support or designated priorities. They recognize that customer experience is key, but they’re burdened down with reports, cold leads, and spending time with clients who are losers, which makes it

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Positional Perseverance

The Pipeline

By Tibor Shanto. Many of you are familiar with Stu Heinecke , Author/Host of “How to Get a Meeting with Anyone,” if are not familiar with Stu, you need to be, now. Stu reached for a discussion on persistence in pursuit of a client, in pursuit of success, and other steps one can and should take in engaging with prospects where you can deliver mutual value.

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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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Transform Your Tactical Sales Operations Group into a Strategic Revenue Operations Function

SBI Growth

Nobody wants to be the bad guy. Setting up rules and guidelines for the sales force to follow feels an awful lot like being a parent to a group of rowdy teenagers. Enter this information here, follow this new process.

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More Trending

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How Slack’s Sales Team Uses Slack to Close More Deals

Troops

Tom Pae knows how salespeople can use Slack to close more deals. How? Because for more than 2 years, Tom was the Sales Ops Manager at Slack’s Sales HQ in San Francisco. Tom Pae: former Sales Ops Manager for Slack. As part of his responsibilities, he worked to help Slack’s sales team get the most of out of their own product. He was also part of the team that launched Troops—our Slack-to-Salesforce automation tool.

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Sales Tech Game Changers: @VanillaSoft – How to Dramatically Speed Up Sales Productivity

SBI

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Darryl Praill , CMO for VanillaSoft. Nancy: What are the top 3 ways your solution changes the game for a sales organization? Darryl: VanillaSoft provides a sales engagement platform that enables sales development teams to respond to new leads faster, interact with leads more consistently, across more channel

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Do You Use Diplomacy in Difficult Situations?

Smooth Sale

Attract the Right Job or Clientele: If you have ever wanted to tell off a client, management, or someone you know, first clear all emotions. Exercise helps, especially in the great outdoors. But if you don’t have time to leave the scene, give pause to figure out the next best steps. My Story About Diplomacy. I will be forever grateful for the Dale Carnegie public speaking program I took at the start of my career.

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Five Elements of an Effective Sales Territory Map

Xactly

The sales territory is a geographical area that is managed by a sales rep or sales team. A territory can be defined by sales potential, history, geography, or a combination of the above. The objective is to make sure sales territories are balanced to help increase revenues. . As a result, sales territory design is a critical process for your sales performance management (SPM).

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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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How to Frustrate Your Prospects

Engage Selling

This is a great way to frustrate your prospects. Have you ever been excited to call a brand and inquire about their services, only to have a horrible experience?

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Sales Course Online

The Digital Sales Institute

More and more salespeople are taking a sales course online to further their sales career and learn new valuable sales skills. So, what are the benefits of taking a sales course online? The goal of taking any sales course is to become an even more successful salesperson by learning new selling techniques, how to develop relationships with customers or prospects and most importantly how to close more sales.

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3 Innovative Sales Ideas to Motivate Your Team

criteria for success

Looking for innovative sales ideas that will motivate your team to sell better? Look no further. Sales is a tough industry to be in. The protocol for outreach is constantly changing. Buzzwords are exploding and disappearing within weeks, advice from one person contradicts that from another, and prospects just don’t want to talk to your [ ] The post 3 Innovative Sales Ideas to Motivate Your Team appeared first on Criteria for Success.

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What Did The Customer Learn As A Result Of Our Meeting?

Partners in Excellence

Usually, after a sales call, we ask ourselves, “Did I accomplish my objectives?” (That is if you assess yourself after the sales call.). It’s a critical question, we need to be purposeful and focused in each of our meetings with the customer. At the same time, it’s self-centered–we sales people tend to be very self-centered focused on our goals, rather than the customers’ Perhaps there are a couple of more important questions: What did the customer learn as

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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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Are You Showing the Big Picture When Overcoming Your Customers Objections?

Jeff Shore

by Ryan Taft. ?Years ago, I was selling newly constructed homes in a community that had – let’s say “less than optimal size homesites.” Meaning the backyards were tiny! If I had a dollar for every time I heard someone say, “The backyard seems too small,” I would be retired and living on a beach somewhere. What my customers were really saying was that they couldn’t visualize using the backyard space.

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To discover the Customer Experience Gap think Laterally

Babette Ten Haken

Businesses have a customer experience gap. Do you know where your gap is located? I’ve spoken with many business owners, consultants, sales people or post-sales support professionals. Each individual I’ve spoken with is adamant that: “W e stick close to the customer to create great experiences.”. Which is great, in theory. However, stuff gets messy , in practice.

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5 Sales Tasks That Should Be Automated

SalesLoft

If you have an active imagination, the term “sales automation” can conjure a variety of images. It could be an image of tiny robots completing sales tasks along an assembly line, or a computer spewing out countless emails day and night. Both are nice ideas, after all, an army of tiny robots never take bathroom breaks or ask for a raise. Unfortunately, sales automation has nothing to do with an army of tiny robots.

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Building Sales Capabilities for the Digital World

Mindtickle

As technological disruption and change impacts companies and ultimately, their revenue, it’s absolutely crucial for your sales enablement strategy to be adaptable. But with a team of seasoned sales professionals who have years of experience under their belts, just starting to make that change can seem daunting. You can’t teach an old dog new tricks, right?

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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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Sales Prospecting Strategies

Pipeliner

Prospecting strategies can be difficult for many individuals in a sales organization. It makes salespeople break out into an immediate sweat, and perplexes sales managers, marketers, and upper-level management alike. This article will help you learn actionable insights into how to improve your prospecting. Defining Prospecting: Prospecting, put simply, is the opportunity to identify and qualify potential buyers for your product.

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Sales Call Recording Laws & Regulations

Gong.io

DISCLAIMER: The information provided on sales call recording laws is for informational purposes only and is not legal advice. If you have specific questions on compliance with any relevant laws, please consult your legal counsel. . One-party vs. Two-party Consent in the United States. When it comes to sales and business call recording laws and regulations in the United States, each state adopts either a one-party or two-party consent policy.

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What to Present

Anne Miller

On the people-are-more-interested-in-their-kids-than-in-yours theory, meaning that listeners do not want to hear everything you know about your offer, but only what is relevant to them, here is a quick method for figuring out what will have the greatest.

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How Allego Streamlined My Onboarding

Allego

For new Customer Success professionals in enterprise software, the first day on the job is all about information overload. Besides memorizing your new coworkers’ names and familiarizing yourself with new surroundings, you have to wade through stacks of onboarding packets and worksheets ASAP to get ready for the field. When I went through this recently here at Allego, I was glad the new company I’d joined actually drank their own champagne.

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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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Outreach.io Acquires Sales Hacker: Two Heavyweights Join Forces To Dominate B2B Sales

Sales Hacker

I love sales and the sales profession. As a kid, I was a terrible student. I got put in remedial classes and was told I needed prescription ADHD pills in order to focus. I didn’t go to a top college. But sales doesn’t care about any of that. The sales profession accepts all regardless of grades or education. On top of that, the amount of money you make will often directly correlates to how hard you work.

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How to Ensure You're Audible-Ready in Your B2B Sales Conversations

Force Management: The Seller's Command Center

When you hear "audible-ready", the first thing you probably think of is football. Specifically, when a quarterback steps to the line and changes the play call to one that takes advantage of weak defense. In a matter of seconds, the quarterback analyzes the defense and changes the play. Being able to recognize the strengths and weaknesses of the defense is crucial to how successful the offense will be.

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Three R’s of Informed Selling

Selling Energy

When you approach an organization with a proposed energy project, you have to be prepared to knock out the competition. You’re competing against not only other product/service providers, but also non-energy-related projects that are competing for the organization’s management bandwidth and capital.

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TSE 890: TSE Hustler’s League-“It’s About The Inches”

Sales Evangelist

There’s always room for improvement. It’s why you listen to podcasts like this one. Sometimes successful sellers get so focused on the big stuff that they lose sight of the fundamentals. In sales, though, it’s about the inches. On today’s episode of The Sales Evangelist Hustler’s League, we’ll review sales fundamentals that can help you […] The post TSE 890: TSE Hustler’s League-“It’s About The Inches” appeared first on The Sales Evangelist.

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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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Three R’s of Informed Selling

Selling Energy

When you approach an organization with a proposed energy project, you have to be prepared to knock out the competition. You’re competing against not only other product/service providers, but also non-energy-related projects that are competing for the organization’s management bandwidth and capital.

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Is New Employee Orientation Good Business Strategy? Insights from MindTickle Research

Mindtickle

Today’s businesses – big and small – are under tremendous pressure to deliver profitable growth year after year. Equity markets, private investors, competition – you name it. Add to this, the uncertain elements of risk. It is pretty tough out there for most businesses – global and local. To address these challenges with confidence, businesses need the dependable lever of high-performing engaged employees.

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Sometimes It’s Just a Grind

Hyper-Connected Selling

The post Sometimes It’s Just a Grind appeared first on David J.P. Fisher.

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