Tue.Aug 21, 2018

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6 Types of Sales Pitches Every Salesperson Should Know

Hubspot Sales

Sales Pitch Definition. A sales pitch is a salesperson's attempt to persuade their audience to buy or believe what they're offering. That offer might be the chance at another meeting, information on your product or service, or a personal pitch all about you. Whatever the subject matter, it should be quick, to the point, and attention-grabbing. The term "sales pitch" might be a little old school, but the concept is not.

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The Best Sales Managers Don’t Chase Revenue: 6 Steps to Get Goal-Setting Right

Sales Hacker

Success begins with setting goals. Without goals, your team lacks the key elements it needs to win — a direction to follow and the encouragement to stay motivated in sales. In contrast, goals lend clarity and purpose to your organization. They enable your team to track collective and individual performance. Goals also help assess the efficiency of tools and methods, and formulate strategies for improvement or growth.

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When Selling to the C-Level Goes Wrong: Responsibilities Over Titles

Funnel Clarity

It’s widely agreed that C-Level executives are the gold standard when it comes to sales interactions. Nobody has more knowledge or authority to make a deal happen. However, getting through and resonating with the C-Level can be daunting and difficult. It’s also not always the easiest or most effective way to make a sale. The reality is, when selling to a prospective account, the responsibilities of your buyer are often more important than their their title.

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When the CMO Is the CEO Successor

SBI Growth

In 2005 nearly 50% of Fortune 500 companies had a Chief Operating Officer (COO). In 2015 less than 35% had a COO. Why does this matter to you? Once thought of as the obvious successor to the CEO, the COO is.

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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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39 Ways to Make Your Business More Kid-Friendly

The Sales Heretic

How kid-friendly are you? Whether you’re marketing to children or their parents, the more hospitable your business is to children, the more sales you’ll make. For example, you might create a supervised play area where parents can leave their children while they shop. Consider putting small chairs in your waiting room so young kids don’t [.].

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5 Ways to Improve the Behavior of Your Sales People

Jeff Shore

By Amy O’Connor. When sales teams aren’t performing up to standards or expectations, sales leaders are often puzzled as to why. Sales leaders know the correct behaviors that will lead to sales – rapport building, discovery, creating the experience, closing, follow-up, etc., but they often don’t know how to get their sales people to perform those behaviors (or perform those behaviors up to acceptable standards).

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4 Habits of Highly Successful Sales Managers Who Retain Their Top Performers

The Center for Sales Strategy

SCENARIO: For the first time in a long time, you have sales positions open, but the most talented salespeople likely are already employed elsewhere. Well, this scenario is one managers often find themselves in. Even the most successful sales managers can find themselves in this situation if they aren't intentional with their management practices and focused on retention.

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Learn Top Insights from Sales Leaders

Pipeliner

Sales leadership is not an easy position, and it can be very difficult to navigate the difficulties and challenges that inevitably get thrown onto these leaders. However, hearing the expert opinions of master salespeople can provide top leaders with insights from master salespeople can make your experiences that much better, easier, and more successful.

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Selling Benefits and Features in Quest for Customer Success

Cincom Smart Selling

Engaging with your customer must always occur in the context of helping them achieve their own success. Focus on the … Continue reading "Selling Benefits and Features in Quest for Customer Success". The post Selling Benefits and Features in Quest for Customer Success appeared first on Cincom Blog.

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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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3 Steps to Nurture an Innovative Team

criteria for success

Do you have an innovative team? Unfortunately, for many leaders, their initial answer may be “no.” For some reason, they aren’t getting the levels of innovation they want from their teams. It can be hard to figure out why this is happening. Surely you can’t have hired all the wrong people, right? Here are three [ ] The post 3 Steps to Nurture an Innovative Team appeared first on Criteria for Success.

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Book Review - Sales Differentiation - by Lee B. Salz

Score More Sales

With so many options of items and services to purchase it is no wonder that buyers simply freeze sometimes and don’t make a buying decision. What’s the same, and what’s different about the companies’ services you are comparing? It seems as plain as day – a buyer needs to understand your service (or product) as compared to others and how any of the options will help the buyer.

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Gong.io + Outreach: Make Every Sales Call Better Than Your Last One

Gong.io

The team and I at Gong are excited to bring you a direct integration with Outreach. That means two things: Your Outreach calls are now analyzed by Gong, helping you transform your team into quota-shattering super sellers. (Coming soon) You can access Gong calls directly from your Outreach interface. Having a list of an account’s previous calls at your fingertips helps you nail your next call or meeting.

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Long Read: What Company Data is all About and Why it's so Valuable to Salespeople

Vainu

What if you could fill your B2B sales pipeline with nothing but the best potential customers? For that to be possible, you need to know what the best potential customers for your business look like. Without having defined your ideal customer profile , you won't be able to distinguish a great prospect from a poor one. And without access to detailed, real-time company data , you’ll never be able to define a detailed and accurate ideal customer profile.

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ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

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TSE 903: How To Get More Time Back As A Sales Manager To Exceed Quota

Sales Evangelist

Regardless of your industry, you’re probably invested in helping your sales team optimize its performance. Ultimately, we need our teams to hit their quotas and perform at their peak. So how do you help your team get more time back in order to exceed quota? Jason Loh visits The Sales Evangelist podcast today to help […] The post TSE 903: How To Get More Time Back As A Sales Manager To Exceed Quota appeared first on The Sales Evangelist.

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Using LeadIQ vs. Your Database Solutions

LeadIQ

By: Cody Stevens. There are plenty of sales prospecting tools to pick from. Everyday, there seems to be new data tools emerging with their own different ways of getting data. . Some teams may even be using more than one source for data. A good way to think about Database solutions vs. LeadIQ is sort of like a fish market vs. a fishing rod. When you Google fish market, this is what comes up.

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Be a ROQSTAR

Selling Energy

I was given an excellent suggestion from one of my students regarding a sales program of his own! Since he and I have similar sensibilities it isn’t surprising that it goes hand in hand with our teachings at Selling Energy.

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Would You Buy From Your Salespeople? A Note to Sales Leaders -by Gary Hart

Selling Fearlessly

It’s a wonder I closed any sales in the first few years. My B2B sales career began right out of high school in Midtown Manhattan. I worked on 5th Avenue during the day and went to college at night. I was green and knew much of the business I closed were gifts of kindness. Many […].

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Salesforce’s 8th State of Marketing Report

Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp

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How to Craft the Perfect Cold Email in 4 Easy Steps

CloserIQ

When was the last time you replied to a generic sales email that had a boring subject line, listed vague features but promised no benefits, and lacked personalization? You probably can’t remember, because you probably never have replied to an email like that. If you want to hear back from the leads you’re prospecting, you need to strike a balance between writing up an easy-to-follow template and communicating a genuine desire to help your potential customer get what they want.

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Nobody Puts PRM in the Corner

Allbound

Dirty Dancing hit its 30th anniversary last year, and continues to prevail in pop culture as a timeless classic. It seems this movie has been a major influence on both personal and professional life as its themes and quotes intertwine into our lives regularly, teaching us when to lead and when to follow. Just like in a successful dance routine, you and your partners must work together to provide a seamless, enjoyable experience for your audience and users.

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Do You Confidently Tell the Truth?

Smooth Sale

Attract the Right Job or Clientele: According to one person in the news, “The truth isn’t the truth.” Today’s headlines have many of us wondering which way is up! But, the news does guide business for better or for worse; it is a marriage of sorts. My Story. Observation is the best indicator for knowing whether someone is telling the truth. Long ago, I put it to the test.

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6 Types of Snackable Content for the B2B Marketer

Zoominfo

Your goal as a B2B marketer is to capture the attention of potential buyers with informational resources and content. Yet, in a world of information overload, how can you cut through the digital noise to reach your prospects? Enter, snackable content. For those who aren’t familiar with the term, snackable content is essentially the same as traditional marketing content—but condensed.

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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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Allego’s Modern Learning Platform Drives Stronger Messaging for Becton Dickinson

Allego

The global medical technology company uses Allego to cost-effectively train its sales reps as well as boost message consistency in the field. This case study is from a presentation at LTEN 2018 titled “Changing the Learning Culture at Becton Dickinson with Mobile Video Technology” by Joe Baker, Sales Development and Training Manager for Becton Dickinson.

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