Wed.Jun 10, 2020

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4 Steps to Run Better Video Conferencing Meetings

Sales Hacker Training

During the week of March 14th to March 21st, 2020, video conferencing apps hit a record number of 62 million downloads. For years, companies have been gradually discovering the benefits of replicating face-to-face interactions with video. However, in 2020, video meetings quickly evolved from something that was nice to have into something that is a critical tool.

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Stalling Tactics To Use On A Sales Call

InsideSales.com

Sales calls can be difficult when your prospect stalls the sale. Read on to learn stalling tactics, how to deal with prospects who refuse to answer, have objections, and delay the purchase. RELATED: THE SEVEN RULES OF COLD CALLING [INFOGRAPHIC]. In this article: Understand Why Prospects Stall Preparation is Key Start with a Clear Objective Needs Analysis Qualify a Stall or a Delay Be Strong but Not Pushy Time is Precious Teach Your Customers Know How to Handle Difficult Prospects.

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Coaching the Sales Process: Overlooked Points in the GROW Step

The Center for Sales Strategy

Grow, t he sixth and final step in the Sales Accelerator Process is often-overlooked and underutilized—despite having hidden revenue-generating opportunities. Closing deals is the ultimate goal in sales, but it’s not where the work ends with clients. Salespeople should start to care about the renewal the moment they make the sale. It costs five times more to attract a new customer than it does to retain an existing one.

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67 Quotes for Getting Through Tough Times

The Sales Heretic

A global pandemic. Record unemployment. Business closures. Racial protests. To say these are tough times is an understatement. We’re all stressed, frustrated, anxious, and discouraged. Which means we can all use some words of encouragement. Here are some of my current favorites for helping me stay in the right frame of mind. 1. “Don’t let [.].

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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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How a CRO Balances Growth from Legacy and New Products

SBI Growth

For a CRO leading a transformation, one of the major challenges of evolving a product portfolio is preserving the core customer base while innovating. In his final interview segment, Steve King, CRO of Hexagon PPM, shares his experience in not only retaining.

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More Trending

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How to Survive and Thrive in the post-Covid Era

For Entrepreneurs

Covid and the associated lockdowns are likely to be the biggest disruptive event to occur in most of our lifetimes. There are huge global changes coming as a result. The OECD is forecasting the worst recession in a century. But expect to see far more change than just a recession.

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How to use account planning to improve customer success

Membrain

When most sales professionals talk about account planning, they immediately think of how they can maximize the revenue from their existing accounts. Or how they can prevent accounts from selecting a competitor.

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The What, Why and How of Trigger Events in Outbound Sales

Vainu

In sales, being lucky is in your hands. Your expertise, your networks, and your contacts will boost your luck-o-meter, but when the stars are not aligned—and usually they aren't, tapping into modern technologies and data will undoubtedly increase your chances of closing a deal. A study by CSO Insights shows that almost half of salespeople feel they don't have enough information before reaching out to a prospect.

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7 Ways to Enable a Virtual Sales Team

Allego

Before March 2020, at least 70% of sales calls were virtual, according to Forbes. With the effects of the current pandemic, that number has skyrocketed. As the country begins to reopen, we’re still far from business as usual—especially for sales teams. In-person meetings, sales kickoffs, and training sessions simply aren’t happening. Many companies face the reality of supporting a virtual sales force.

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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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Make MEDDICC Work for Your Sales Organization

Force Management

Over the past few months new challenges may have forced the need for changes and shifts in your sales process. As you consider ways to help reps faster qualify opportunities, improve forecast accuracy, and increase win rates, make sure you’re looking beyond the process.

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Email tracking pixels 101: How do they work and why are they used?

Nutshell

According to SmarterHQ , 72% of consumers say they won’t engage with emails that don’t have personalized content. Email tracking pixels are a safe and secure tool that you can use to supercharge your marketing campaigns while giving your recipients exactly what they want. Although privacy-minded critics sometimes refer to them as “spy pixels,” the truth behind what email tracking pixels do and how they work may surprise you.

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Massively Increase Sales Doing Just This

Go for No!

A popular sales phrase is, the fortune is in the follow up. This is an undeniable sales strategy with verifiable statistics. If you’ve ever done it at well, you know it to be true. Most people talk about following up but never actually never do it. Why? We believe it’s because they don’t know how coupled with a general discomfort. If the prospect didn’t say yes before, what could I possibly do or say now that would move them to action?

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My Salespeople Are Slacking Off Working from Home! Myths of the Remote Workplace – Part 3

Keith Rosen

For those micromanagers out there, fear not! You can still micromanage your team remotely. I’m joking of course, but the fact is, the next two powerful remote workplace myths focus on observation and how you can observe your team effectively and proactively to uncover previously unrecognizable coaching and developmental opportunities that will boost personal productivity and sales.

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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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Use a Scorecard to Qualify Leads and Improve Your Remote Sales Strategy (Part 1)

Miller Heiman Group

As a result of the coronavirus pandemic, everything seems different, but sales fundamentals haven’t changed that much, if at all. What’s most different is our time: each moment seems more precious, which means sellers must be conscious of how they spend their time preparing for interactions and of how they spend their buyers’ time. Because every moment matters, foundational selling and questioning skills are more critical now than in the past.

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?? Watch “Getting Ready For Recovery”

Pipeliner

Getting Ready For Recovery was a live event that was broadcast on YouTube on May 26th and featured 10 experts from 10 different fields. Watch the recorded event now. This unique 90-minute live event focused on practical advice for how to best set up for the recovery from multiple different perspectives. Each expert provided input based on their field of expertise and the collective knowledge promises to deliver the most holistic approach possible.

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Land Bigger Deals Faster by Selling Straight to the C-Suite

Sales Hacker

An increasing number of our clients are coming to us and telling us they can’t sell to C-suite because it’s too difficult. And that’s simply not true. While it has never been easy to sell to the C-level, there are several tricks you can use to make it easier. And the potential rewards make it more than worth the extra trouble. The difficulty lies with the fact that salespeople forget the true value of a C-suite sale.

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Strategic Humor in Sales

Pipeliner

Many salespeople aim to be strategic in their endeavors, but it’s unlikely that anyone has ever considered strategic humor as a method of growing sales. What is strategic humor? Strategic humor is using humor intentionally for the desired outcome. Many people think that the purpose of humor is entertainment. While this is true, it’s only one of the three main purposes of humor.

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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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Why Consider a Cloud Solution for Agent and Compensation Management

Canidium

There has been no better time to invest in an insurance incentive compensation solution in the cloud. Some argue that, with the current pandemic, there has been an increased demand in medical insurance services.

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How Vulnerability in Sales Can Help You Close More Deals, From a Sales Training Expert

Hubspot Sales

I've made this comparison to sales skills before, but for me, it always rings true. Salespeople, just like Liam Neeson in " Taken ," need a particular set of skills to be successful. One of those skills is vulnerability. After researching how vulnerability can impact sales, I decided to talk to CeCe Aparo , Vice President and GM of Corporate Training at Hoffman , a sales management training organization.

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7 (Quick) Tricks to Sound Great on Sales Calls

Marc Wayshak

If you want to sound great on sales calls—all the time—check out these 7 quick tricks to mastering the art of phone selling. The post 7 (Quick) Tricks to Sound Great on Sales Calls appeared first on Sales Speaker Marc Wayshak.

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How Vulnerability in Sales Can Help You Close More Deals, From a Sales Training Expert

Hubspot Sales

I've made this comparison to sales skills before, but for me, it always rings true. Salespeople, just like Liam Neeson in " Taken ," need a particular set of skills to be successful. One of those skills is vulnerability. After researching how vulnerability can impact sales, I decided to talk to CeCe Aparo , Vice President and GM of Corporate Training at Hoffman , a sales management training organization.

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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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[RESEARCH REPORT] Pandemic Impact on Sales Development 2020

Tenbound

You don’t need me to tell you that, over the last few months the whole world has gone a little crazy. Thanks to Covid-19, everything’s changed, and that includes Sales Development. But while everyone is trying to adapt, what has been the actual impact? How has Sales Development changed over the last three months? What can we expect in the near future?

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How AI Is Improving Web Accessibility

Nimble - Sales

With each passing year, Artificial Intelligence (AI) is growing at an ever-increasing pace. What was once considered possible only in science fiction is now making waves in computer science and the workplace. From smart appliances to smart cars, it continues to make new strides in almost every aspect of our lives, especially in the digital […].

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Top 10 Tactics To Rock Your Sales Development Tech Stack

Tenbound

By Justin “The Machine” Michael There’s been a Cambrian Explosion of vendors in the SDR-AE Industrial Complex as defined in 2011 by Aaron Ross in the prescient Predictable Revenue. What’s coming next? Greater specialization of SDR roles. Even in the face of M&A whereas I predict CRM Clouds will gobble up the major Sales Engagement platforms, top SDR organizations will have a dedicated role for.

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Risks, Rules, and Regulations: Data Management Trends in Financial Services

Emissary

This week we connected with Sandy, the former SVP of IT and Enterprise Head of Strategy Management at Wells Fargo, who spent over 12 years as a transformative thought leader at that organization. Here, Sandy shares insights on the vendor values that matter to organizations like Wells Fargo, as well as the unique needs of financial services acting as industry disruptors. .

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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How to Survive and Thrive in the post-Covid Era

For Entrepreneurs

Covid and the associated lockdowns are likely to be the biggest disruptive event to occur in most of our lifetimes. There are huge global changes coming as a result. The OECD is forecasting the worst recession in a century. But … The post How to Survive and Thrive in the post-Covid Era appeared first on For Entrepreneurs.

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Pandemic Impact on Sales Development

Tenbound

You don’t need me to tell you that, over the last few months the whole world has gone a little crazy. Thanks to Covid-19, everything’s changed, and that includes Sales Development. But while everyone is trying to adapt, what has been the actual impact? How has Sales Development changed over the last three months? What can we expect in the near future?

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How to Choose the Right VILT Platform

RAIN Group

We’re asked all the time about which platform for use for virtual instructor-led training (VILT). With all of the choices out there—Zoom, Adobe Connect, Microsoft Teams, Cisco Webex, GoToWebinar, On24, etc.—which one is best? Like any good consultant, my answer to this question is, “It depends.”. There isn't a straightforward answer because different platforms excel at different things.