Wed.Jun 27, 2018

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5 Things I Vowed Never to Do as a Sales Keynote Speaker

Connect2Sell

I'm fortunate to be invited to lots of conferences and events as a sales keynote speaker. I get great opportunities to learn from others while I'm at these events. Even before I became a keynoter and regular at sales conferences, I’d go to them whenever I could -- even if it meant spending money out of my own pocket. That's because I see the value in learning from others who are up there on stage.

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30 Shocking Influencer Marketing Statistics

Zoominfo

In today’s digital era, innovative marketing tactics have begun to overtake the traditional methods that have worked for years. Take influencer marketing for example. This strategy relies on the power of industry influencers and thought leaders to achieve critical business goals. Typically brands work with influencers who have a large, dedicated following, particularly on social media.

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How to Start a Real Estate Business: 8 Essential Tips

Hubspot Sales

Starting a real estate business ain't for the faint of heart. What other industry requires you to cold call dozens of leads every day -- only to close approximately five deals in your first year (if you're lucky)? By most estimates, 87% of real estate agents fail within the first five years. But for those who have what it takes, starting your own real estate business can absolutely give you the seven-figure job of your dreams.

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The Sales Leader’s Role in Conquering the Complex Sale

Alice Heiman

Too often we leave salespeople out in the field to fend for themselves on some very complex and challenging high dollar deals with companies 10 to 100 times our size. Crazy, right? In our organizations, we need to be clearer about the sales leader’s role in the complex sale. So here is what they need: To clearly understand the complex sale and what makes it challenging.

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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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Are you promoting the wrong salespeople?

Membrain

It’s a tale as old as time: You’ve got a high performing salesperson shredding through all their goals, and you want to reward them with a big, fat promotion. But within six months of the promotion, your high-flying performer is miserable, your sales team is doing worse than before, and you’re at risk of losing some of your best people.

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The Purpose of Process

Pipeliner

The purpose of process is to ensure consistency. A good process is like a checklist that ensures the right things get done by the right people at the right time. Unfortunately, sales is a discipline that often lacks documented processes. Consequently, sales results are often unpredictable from one quarter to another. Many organizations are now making the effort to document their sales process.

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Episode #071: The Winner’s Edge with Johnny Quinn

Jeff Shore

In This Episode of The Buyer’s Mind with Jeff Shore: Johnny Quinn and Jeff talk about success. From tryouts in the NFL to becoming an Olympic athlete, Johnny Quinn knows about success and failure. As a sales professional, which voices you listen to can make all the difference. As Winston Churchill said, “Success is not final, failure is not fatal; it is the courage to continue that counts.”.

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The Power Of The Discovery Process

Partners in Excellence

There are two fundamentals to maximizing your ability to win a deal–unfortunately, both tend to be executed very poorly. The first is Qualification, or as I like to call it, Disqualification. This focuses us on pursuing the right deals with customers that are committed to changing. The second is the Discovery Process. Too often, sales people skip right over this, going straight to pitching their products/solutions.

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Sales Management: Four Ways to ‘Pull the Plug’ on a Sales Rep

SBI Growth

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Outrun Your Competition: Best Practices for Accelerating Sales Processes

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

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When Professional Elitism becomes a divisive Workplace Force

Babette Ten Haken

Professional elitism is alive and well in far too many startups, businesses, associations and larger organizations. I won’t even get into the role(s) it plays in academia. Where do pockets of professional elitism exist in your own organization? This elitism takes many different forms. Often, it is communicated both subtly, as well as overtly. Unfortunately, this mindset enables and embeds elitist professional habits into organizational culture.

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Four Work-Life Balance Tips From CEOs and Clients

criteria for success

Some of the best work-life balance tips come from those you know the best! A friend of mine at breakfast recently said, “life would be great if I didn’t have to work! All I do is deal with problems.” She happens to be the CEO of a successful and growing Ad Agency. Five minutes later, [ ] The post Four Work-Life Balance Tips From CEOs and Clients appeared first on Criteria for Success.

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The Sky’s the Limit: How, and Why, Sumo Finally Embraced Outbound Sales

Predictable Revenue

On this edition of The Predictable Revenue Podcast, we welcome Anton Sepetov, San Francisco-based VP of Sales at Sumo.com. The post The Sky’s the Limit: How, and Why, Sumo Finally Embraced Outbound Sales appeared first on Predictable Revenue.

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Your Offerings Don't Matter (Or Do They?)

RAIN Group

Sell the product benefits. Book the demo. Get them a free trial. Present the pitch deck. We hear these ideas from sales pundits all the time. We want buyers to experience our product or service and see everything it has to offer. We develop long presentations and demos showing them the ins and outs and the numerous fancy, flashy things our offering can do for them.

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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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How To Walk Away From A Business Deal Without Burning Bridges

Sales Hacker

I know what you’re thinking. “How to walk away from a business deal.? Wish I had the luxury to have a few of those…”. I get it. As salespeople, and especially as salespeople in today’s world, the pressure is greater than ever to deliver. Unattainable sales goals are very prevalent. Salespeople are missing their targets more than ever before. But here’s the truth—no matter how high the pressure or the stress , my 20 years of experience in sales has shown that bad business is never worth pur

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3 Ways Sales Enablement Can Support New Sales Managers

BrainShark

Even with sales enablement programs on the rise, many organizations still fail to teach sales managers the skills needed to effectively lead and coach reps.

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Using LinkedIn to Dominate Any Sale

SalesLoft

LinkedIn is one of the most widely used social media websites for professionals today. With over 500 million users worldwide, utilizing the platform to enhance sales engagement can really make an impact on any sales process. In this video, Austin Kerr, an enterprise sales team member at Salesloft, shares with us how to use LinkedIn to dominate the sales process.

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Executive Scorecard: Real-Time Intelligence for Sales Leaders

LevelEleven

Here at LevelEleven, we are dedicated to making the sales process easier and more productive. A big part of doing so involves listening to the needs of our customers and using that information to improve our solution. LevelEleven’s Scorecard and Manager Scorecard have always been popular solutions for front-line sales managers and individual contributors but our customers told us that senior leaders still needed better insight into how their entire organization is performing in real time.

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The Ultimate Guide to Sales Outreach

Sales outreach is an art and a science. The art is what you bring to the table—your flair for conversation, your work ethic, your dedication. We bring the science—proven tactics, strategies, and methods that really work. In this eBook, we’ll cover: How you should respond to inbound leads Tactics for engaging outbound leads (cold calls, email automation, and gifts) The key to keeping a prospective account alive for the long haul Buckle up!

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Why Confidence in Selling Matters with Lauren Bailey, Factor8

Igniting Sales Transformation

In this episode the focus of our conversation was all about developing confidence in selling. This episode was especially fun because I asked my good friend and colleague, Carole Mahoney to join me as a co-host. Our guest is Lauren Bailey, President and Founder of Factor8. We started by asking Lauren how she got into a career in sales and why she became a supporter of women in sales.

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The 4Ps of Interactive Content Marketing

The ROI Guy

Back in the day, as a product line manager, I was responsible for launching several new computer storage management products, and always leveraged the 4Ps of Marketing as my guide. The 4Ps made sure you were positioning your solutions correctly and differentiating from the competition, by balancing the four elements of Product, Price, Promotion and Place.

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Using Your Intuition Is the Great Differentiator in Sales

Selling Power

While sales metrics can be tracked better than ever, it’s the relationship with your buyer that will always be the key ingredient in winning sales.

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X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Allergan)

Xactly

Sales compensation plan can be a complex process. From compiling a team to piecing together metrics and goals, the job carries an incredible amount of responsibility. Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth.

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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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How to Prevent a Prospect Going Silent After Your Proposal

Sales Readiness Group

Don't let prospects go silent after responding to a Request for Proposal (RFP). In this Q&A we discuss strategies you can use to increase your chances of closing the deal.

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3 Rules for Building Outbound Sales Development Teams

Funnel Clarity

When sales are slow or new opportunities in the funnel are low, many sales leaders scratch their heads. “We have a rich compensation plan and a differentiated service, so why isn’t my team killing it?” they say.

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Using Your Intuition Is the Great Differentiator in Sales

Selling Power

While sales metrics can be tracked better than ever, it’s the relationship with your buyer that will always be the key ingredient in winning sales.

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Summertime Slowdown

John Barrows

The days are long, the temperature is hot and the Red Sox and Yankees are battling it out, which means summer is here. Unfortunately for us in sales that means a summer slowdown is coming before the hockey stick of Q4 hits. Instead of falling victim to the slowdown and struggling to get by in the summer there are some things we can to do drive both short and longer-term results if we’re willing to put in the effort.

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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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X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Allergen)

Xactly

Sales compensation plan can be a complex process. From compiling a team to piecing together metrics and goals, the job carries an incredible amount of responsibility. Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth.

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3 Tips for Retaining Preferred Position with Customers

Carew International

Your hard work, tenacity and superior professional selling skills have paid off, and you have finally secured Preferred Position at ABC client. Congratulations! Now what? What does a sales professional need to do to keep his/her coveted spot at the top of the customer’s resource list? Here are 3 Tips for Maintaining Preferred Position with customers: Stay tuned in.

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TSE 864: Sales From The Street: “Drink Your Own Kool Aid”

Sales Evangelist

Sales From the Street gives us an opportunity to hear from other sales professionals about the challenges they face and how they approach them. Today’s challenge is scaling a sales force. On today’s episode of The Sales Evangelist, Dimitar Stanimiroff explains how he handled building and scaling a sales force while he was still managing […] The post TSE 864: Sales From The Street: “Drink Your Own Kool Aid” appeared first on The Sales Evangelist.

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