Fri.Aug 28, 2020

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A Way to Improve Your Listening Skills

Selling Energy

I’ve written in the past about the importance of listening carefully to everything your prospects say to you. One thing that you should be sure to take note of when listening is repetition. When people repeat words or ideas, it usually signifies importance. The things your prospects choose to repeat provide insight into their world (which is certainly valuable to have when you’re selling).

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The Best Solutions for Hiring Great Salespeople for Your Company

Understanding the Sales Force

Would you fly on a huge jet from Minneapolis, Minnesota to St. Paul, Minnesota, usually a 15-minute drive? Would you take a train between intersections of the same city block, usually a 2-minute walk? Would you take a bus to the bottom of your driveway - usually a 1-minute walk or less? Would you walk from Boston to Miami - a 3-hour plus plane flight?

Hiring 275
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6 Lessons for Sales Organizations I Learned on Summer Vacation: Part 1

Anthony Cole Training

Everyday, there are things that can be learned that can impact our personal and professional lives.

Sales 317
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Accelerating Software Sales in a No-Touch World with Virtual PoCs and Demos

Sales and Marketing Management

Author: Annie Reiss, Chief Marketing Officer, CloudShare While businesses determine how to safely return to something resembling a pre-COVID world, software sales teams are still racing to meet their quotas and keep business moving. Today, the stakes are higher than ever for them to make a good impression. . According to Gerry Brown, customer experience (CX) research director at IDC, 80% of buyers will disengage from a vendor if they grow dissatisfied with the sales and marketing team, even if t

Software 177
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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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3 Levels of Earned Income

Grant Cardone

3 Levels of Earned Income. At some point in your career you’ll want a raise…. You’ve been with the company long enough, you’ve taken on extra projects, and you’ve proven your worth… Now, when it comes to asking your boss for a raise I want to show you what you need to do… DON’T ASK YOUR BOSS FOR A RAISE, ask for a bonus. Think about it… .

Hiring 131

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Micromanaging Your Sales Metrics

Engage Selling

Make no mistake about it. Right now, you must be micromanaging your metrics. Micromanaging has been given a bad rap.

Quota 135
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The Problem with Over-Qualifying Prospects

Anthony Iannarino

There is no reason to spend time with people and companies who cannot benefit from what you sell. When you target individual companies, you eliminate the kind of companies that do not need what you sell or can in no way benefit from your general value proposition. Targeting is a way of disqualifying non-prospects and focus on those companies who will benefit from the better outcomes you can offer them.

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The fear of cold calling: 5 precise tips to get over it

Salesmate

“Cold calling” is one of the sales tasks that most salespeople wish to skip. Why? Well, because it is the first contact with a prospect who has no prior knowledge about the call. Most sales professionals dread that first interaction with the prospect as they have no clue how the prospect would react to the cold call. They fear that the call will end in rejection, or they might infuriate the prospects by disturbing them. 48% of sales are afraid to make cold calls.

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5 Tips for a Successful Video Call | Sales Strategies

Engage Selling

I have spent the last few months participating in a large number of video conferences. Sometimes, as many as six or seven video conferences a day because most of us are, indeed, now utilizing video.

Video 103
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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Lessons Learned: Tales from a Virtual Business Review

Mindtickle

This month, we held our second all-virtual sales QBR (Quarterly Business Review) here at MindTickle, and like the one we held last quarter, we had some successes, but more importantly some lessons learned. These points are what I want to focus on here in order to help fellow enablement professionals as they are thinking about executing all-virtual events , especially ones that hold as much importance to field reps as a QBR does. .

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Weekly Roundup: Sales Trends COVID-19 Has Accelerated, Adaptability in a Remote Sales World + More

The Center for Sales Strategy

- MOTIVATION -. "Always do your best. What you plant now, you will harvest later.". -Og Mandino. - AROUND THE WEB -. > 5 Sales Trends COVID-19 Has Accelerated: And Why they're Here to Stay– Sales Hacker. When COVID-19 first hit the United States in March, many sales organizations thought the adjustments they had to make would be temporary. But as the crisis continues, it’s becoming increasingly clear that many of the changes brought on by the pandemic will be permanent.

Trends 94
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7 Tips for Hacking Sales Enablement to Drive Readiness in a New Era

Mindtickle

A lot has changed since March — the way we interact, the way we work, the way we live. But as a SaaS-based company with high growth and high sales velocity, SecurityScorecard’s goals are one thing that hasn’t changed. Rather, what’s changed are the tactics we use to achieve our goals. Now more than ever, sales organizations need smart and practical engagement, which probably looks a little different than it did at the beginning of the year.

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How to Search with the SAP CPQ Product Catalog

Canidium

SAP CPQ enables users to easily search and add products to a quote. This eliminates human error and the use of outdated spreadsheets for products and pricing. By using the effective dates feature, for instance, discontinued products will be automatically hidden from user search results after the specified date. Read on to learn more about the benefits and capabilities of SAP CPQ.

SAP 98
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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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The Role of Senior Leaders Emerging from Crisis

Pipeliner

Executive leadership today faces challenges it has never faced before. Thus, in this Expert Insight Interview, Shona Elliott discusses how senior leaders can create a value for the organization. Shona Elliott has more than 15 years of experience in senior leadership, and she also wrote a book on the same topic. The interview discusses: New moments for leadership.

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How to Eliminate Cold Calling By Talking With People You Know | 5 Minute Selling – Part Two

Sales Gravy

On this episode of the Sales Gravy podcast, Jeb Blount's (Virtual Selling) and Alex Goldfayn (5 Minute Selling) teach you how to eliminate cold calling by talking with people you already know. Jeb: On Why Talking to People You Know Can Eliminate Cold Calling “Welcome back to part two of my conversation with author Alex Goldfayn about 5 Minute Selling Skills.

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Four Ways to Utilize Data to Inform Your Sales Process

Sandler Training

For as long as there have been salespeople, there has been data to analyze about the process they use to bring in business. The post Four Ways to Utilize Data to Inform Your Sales Process appeared first on Sandler Training.

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CIENCE Announces Marcus Underwood as a New Vice President of Global Operations

Cience

On August 26th, CIENCE announced Marcus Underwood, Sr. as Vice President of Global Operations. In his new role, Marcus will oversee the new CIENCE location in Lexington, KY, and lead the key global operations amidst rapid company growth. About CIENCE. CIENCE is a top-ranked B2B lead generation company that provides the orchestrated outbound services backed by its notable machine-driven, people-powered People-as-a-Service.

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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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How Sales Teams Can Make the Most of Their Meetings and Sell to the C-Suite

Chorus.ai

Watch This Week's Episode. CLICK TO VIEW. Watch the Video. On this week’s Briefing, Jim Benton was joined by Pete Kazanjy. Pete is the Co-Founder of Atrium , Founder of Modern Sales Pros, and the author of Founding Sales, among many other titles and achievements. They came together to discuss the latest work patterns of sales teams, who’s joining their meetings, and how leaders can best support them.

Meeting 62
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Here’s What You Need to Know About Field Sales Engagement

G2Crowd - Sales Blog

Let's be honest, sales is difficult.

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How Insurance Agents Can Grow Their Practice with CRM Software

Nimble - Sales

Among the top insurance industry issues that PWC put on top of their profound insurance domain analysis are: Digitizing small commercial Improving customer experience with data analysis Driving change with InsurTech Getting value from the digital journey When half of the issues raised in this comprehensive 42-page review are about the digital transformation of the industry, […].

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Lessons Learned: Tales from a Virtual Business Review

Mindtickle

This month, we held our second all-virtual sales QBR (Quarterly Business Review) here at Mindtickle, and like the one we held last quarter, we had some successes, but more importantly some lessons learned. These points are what I want to focus on here in order to help fellow enablement professionals as they are thinking about executing all-virtual events , especially ones that hold as much importance to field reps as a QBR does. .

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1st, 2nd, and 3rd Party Intent Data: Which Is Right for You?

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

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?? Leadership Quality Communications

Pipeliner

How do well-known leaders talk? They talk with confidence and passion. So, in today’s Expert Insight Interview, Joe Yazbeck will discuss quality communication for leadership. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Leadership Quality Communications appeared first on SalesPOP!

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7 Tips for Hacking Sales Enablement to Drive Readiness in a New Era

Mindtickle

A lot has changed since March — the way we interact, the way we work, the way we live. But as a SaaS-based company with high growth and high sales velocity, Security Scorecard’s goals are one thing that hasn’t changed. Rather, what’s changed are the tactics we use to achieve our goals. Now more than ever, sales organizations need smart and practical engagement, which probably looks a little different than it did at the beginning of the year.

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?? 14 Principles How To Grow Your Business Like Amazon with Steve Anderson

Pipeliner

The biggest risk for companies nowadays is to try to eliminate the risk. In today’s Expert Insight Interview, Steve Anderson explains why taking the risk turns out to be good for growing your business. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 14 Principles How To Grow Your Business Like Amazon with Steve Anderson appeared first on SalesPOP!

How To 52
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Is Net Promoter Score (NPS) still a relevant success metric?

SugarCRM

Since its conception in the early 2000s, Net Promoter Score (NPS) has been a widely used metric to help businesses identify their most loyal customers. In simple terms, the NPS system creates an opportunity to ask customers whether they would recommend a business to others and then asks why or why not. This powerful data can help businesses identify their most passionate customers (aka promoters) and has been widely regarded as a vital indicator of growth potential.

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Solving the Biggest Tech Challenges in RevOps

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.

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?? Cognitive Marketing

Pipeliner

Behavioral science can help us to improve our marketing and sales processes. Thus, in today’s Expert Insight Interview, Sean Doyle discusses cognitive marketing to support our sales processes. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Cognitive Marketing appeared first on SalesPOP!

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Discover ways to Meet Young ladies Online

Selling Fearlessly

What are the easiest ways to match girls internet? This question has been asked by millions of guys who want to know the real technique on how they will attract heated women. You will find that it’s as hard as you believe. The most more information discussed question top 10 mail order catalogs in the […].

Meeting 53
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?? How To Make These Hard Times Into A Positive Experience

Pipeliner

Do you have the right approach to solving problems? In this Expert Insight interview hosted by John Golden, Kevin Popovic discusses how to make these hard times into a positive experience in the long run. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 How To Make These Hard Times Into A Positive Experience appeared first on SalesPOP!