Wed.Dec 09, 2020

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Technology Sales Team Need to Work From Home

The Center for Sales Strategy

With most of the workforce now working from home, sales managers are figuring out what the new normal is when it comes to their team’s workflow. While there are numerous benefits to an at-home, flexible work schedule (like lower stress and a higher employee retention rate), sales teams still need all the help they can get for constant communication, effective project management, goal setting, and team building.

Retention 102
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How a Mug of Dunkin Donuts Can Help You More Effectively Sell Value

Understanding the Sales Force

I won't suggest that a cup of coffee will make you more alert and more effective. It's much more helpful than that. This is another Bob story. Bob was on a sales call and the prospect told him that they were looking for the lowest price. I hope you hate it when that happens. It's a bad thing because while Bob was supposed to be selling value, a price-based conversation is transactional yet he's supposed to be taking a consultative approach to support the value he provides.

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Top 5 Recent Insights for Sales Leaders

SBI Growth

Here are the most popular posts read by our Sales subscribers… How to Lead a Digital-Oriented Sales Strategy. With the immediate impact of the COVID pandemic largely behind us, organizations are slowing shifting back from the mindset of sustainability to growth. Let’s.

Sales 285
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What is a sales pipeline and why should you care?

Membrain

Almost every sales professional uses the phrase “sales pipeline” at least several times a week. But if you ask a room full of professionals to define “sales pipeline,” you’re likely to get a roomful of different answers.

Pipeline 167
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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 to Get Creative in Sales

Alice Heiman

I have always had a creative side to me. . Many of you don’t know this, but I was actually an art major in college (yes the sales gene has always been with me but I also have that creative gene too). . One of the reasons I love sales so much is because I can be creative. Problem-solving requires creativity and so I believe it is one of my superpowers. .

How To 153

More Trending

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Your Customers Aren’t Buying Your Product, So Why Do You Keep Selling It?

Partners in Excellence

I’ve been sitting in a lot of deal reviews recently. The clients are in varied businesses, ranging from software technologies, medical devices, capital equipment, electronic components, financial services, and so forth. But in each of these reviews, there is a common pattern. Whenever I ask the questions, “What is the customer trying to do, What are they seeking to change about how they grow their businesses,” the responses follow a similar pattern. “They need to buy data

Customer 122
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3 Ways to Enable Collaboration—Even in a Virtual Meeting

RAIN Group

Stop. Collaborate. Listen. Sellers of a certain age know that rapper Vanilla Ice was actually onto something when he uttered those words at the start of his song, "Ice Ice Baby." Years later, the concept of collaboration and a seller's ability to work with buyers, instead of speaking at or simply selling to them, to close a deal has become more important than ever.

Meeting 126
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Insight is the Cornerstone of Conversational Sales

Selling Power

Perhaps you’ve heard the old saying, “This product sells itself.” Unfortunately, B2B products don’t sell themselves, and enterprise selling efforts often fall flat precisely because salespeople over-emphasize product-focused sales interactions. Thus the reason most customers do not want to meet with salespeople during the early stage of a buying process: Sellers don’t bring value to the conversation!

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Allego Expands Sales Learning and Enablement Market Leadership with Acquisition of Refract

SBI

Allego Expands Sales Learning and Enablement Market Leadership with Acquisition of Refract. NEEDHAM, Mass. December 9, 2020 – Allego , the leader in sales learning and enablement solutions, today announced its acquisition of Refract , a UK-based leader in sales engagement and multilingual conversation analytics. Refract brings to the merger deep capabilities in revenue intelligence—delivering AI-enhanced content and coaching recommendations from sales calls, demos and meetings—to improve

Marketing 109
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How Intent Data Helps Marketers Convert A-List Accounts

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

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9 Basics of Sales [EVERYONE MUST KNOW!]

Marc Wayshak

The basics of sales get overlooked far too often. Instead of trying to learn fancy sales moves, watch this video to make sure your selling fundamentals are strong. The post 9 Basics of Sales [EVERYONE MUST KNOW!] appeared first on Sales Speaker Marc Wayshak.

Video 93
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Does The Right Hand Know What The Left Hand Is Doing?

Partners in Excellence

It’s the end of the fiscal year for many. Simultaneously, sales organizations are scrambling to close deals and make this year’s number. At the same time, they are putting the finishing touches on next year’s plans. I get asked to sit in on a lot of these plan reviews. I see product management present reviews on new product announcements/plans for the coming year.

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5 Qualities I Look for When Hiring A Sales Person

Sales Manager Now

5 qualities i look for when hiring a sales person. The post 5 Qualities I Look for When Hiring A Sales Person appeared first on Sales Manager Now.

Hiring 78
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5 Questions to Reduce Your Risk of Rejection

Selling Energy

Rejection is something that every sales professional faces throughout their career. There are some things you can do to prevent it. The first step is due diligence. When you have a conversation with your prospect there are certain ways to figure out if they’re on the fence. Ask them how many energy projects have been approved in the recent past. Ask them about their process.

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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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Moving from Traditional Virtual Training to a Collaborative Learning Experience

Sales Readiness Group

COVID-19 has accelerated the move from traditional classroom-based sales training to virtual training. Participants' experience with virtual has been mixed. The unfortunate and inconvenient truth is that virtual sales training has struggled for years to produce the desired outcomes and return on investment that many programs promise. Challenges include lack of participant engagement, poor retention of concepts, and failure to create lasting behavior change in the real world.

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Introducing Momentum by Chorus: Transform Deal & Relationship Visibility Inside Your CRM

Chorus.ai

Q4 is well underway and you’re leading the charge on the deals that are most likely to close. These are the moments that matter. It’s time to prioritize those deals that have momentum, and leave the ones that are idling for the next quarter. Even in this unprecedented year, there’s one thing you can count on: the End of Year madness to close deals, solidify relationships, and crush your numbers.

CRM 62
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Allego Acquires Refract: Adds Rocket Fuel to Vision for Virtual Sales Learning, Enablement, and Engagement

Allego

I’m pleased to announce that Allego has acquired Refract , a UK-based leader in sales engagement and multilingual conversation analytics, to help organizations succeed in the virtual world. The combination of Allego and Refract strengthens our current market-leading position as an all-in-one solution provider for sales enablement, including sales learning and content management, and forms the foundation for critical new sales engagement capabilities that will empower sales professionals who must

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How Should I Be Tracking Employee Progress?

Pipeliner

To ensure that your business is on track towards your targets, you need to measure progress. Not only should you track your financial, sales, and production data to track the progress of your company, but you need to track employee progress too. Your team are the heart of your business. It’s crucial that you ensure that they are productive in their work and that they are progressing in their role in the company.

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The New GTM Playbook: 18 Ways to Future-Proof Your Sales Team

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

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Everest Reaches New Heights

Appbuddy

Have you heard the big news? Huge news, in fact? Yes, Mount Everest is now a little bit higher. I can only surmise this change is in response to our news about Everest , the email platform, and how it is bigger and better than anything else we’ve seen yet. To share in Mount Everest’s magnificent joy, here are the top three new features the Everest platform offers users, unavailable in any of our previous products (and head-and-shoulders above anything else like it).

Everest 52
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?? How to Overcome the Fear of Success

Pipeliner

To become successful, we first have to overcome our unconscious fear of it. Thus, our today’s Guest in Expert Insight Interview is Daniel Mangena, and he discusses how we can choose to change our lives to become more abundant, joyful, and purpose-driven. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 How to Overcome the Fear of Success appeared first on SalesPOP!

How To 52
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Evolving to Product-Led Growth in 5 Steps

Product Management University

If you’re starting a new company, building and funding it around a product-led growth model is much different than transforming a mature company that was built for direct sales and evolving it to product-led growth. First of all, you don’t have the baggage of a product portfolio that was built for direct sales. Second, you don’t have to go through the culture change and infrastructure makeover.

Scale 52
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Recruiting in the Age of Googlization

Pipeliner

The term Googlization represents the merging of people, business, and technology. Thus, in this Expert Insight Interview, Ira Wolfe discusses recruiting in the Age of Googlization. Ira Wolfe is a Chief Googlization Officer at Success Performance Solutions, helping companies to perform faster recruiting and smarter hiring. The interview discusses: Changes in the application process.

Hiring 52
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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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Productivity: "I Feel Unproductive Every Day" | Andres Esocbar - 1379

Sales Evangelist

There are times that we feel unproductive. How do you combat that feeling? Join Donald and Andres as they talk about the lack of productivity and how to overcome it. What unproductivity looks like Andres has subscribed to many methods and ways to become productive. Entrepreneur on Fire ’s John Lee Dumas is one of the podcasts he listens to. There’s also the Freedom Mastery Journal where you write down four things that you want to accomplish in a day.

Scale 45
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How Marketing Content Can Help Drive Sales

SugarCRM

How much revenue does your marketing content generate? In many companies, revenue generation is more of a salesperson’s duty. And while marketers and content are not directly involved in the sales funnel, they can help reduce friction between departments and, most importantly, equip their sales peers with the type of content that grabs attention and closes deals. .

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Interracial Marriages

Selling Fearlessly

In the last ten years, many Taiwanese male couples have become married away from Taiwan, with women out of various other countries. According to the federal statistics, [link] over one-fourth of all the men who wedded in this past year had been previously committed with international women, which includes women supply by china manufacturer and […].

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“I worry how my teammates interpret my vulnerability.”

Lessonly

Two weeks ago, I spoke with managers at Goodwill about the principles of Better Work. . A man said, “I appreciate vulnerability, I appreciate being able to say, ‘I don’t know’ when I don’t know. But I worry how my teammates interpret my vulnerability. I worry they won’t trust my leadership if I’m honest about all the things I have left to learn.”. I wanted to hug the man.

Exact 37
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3 Sizzling Ways to Warm up Cold Calls

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

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Digital Sales Transformation

SalesStar

Sales 52
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8 Questions That Separate Prospects From Suspects

Hubspot Sales

Well-managed pipelines are a salesperson’s North Star, their bread and butter. Poorly-managed pipelines are an entirely different story, as they may affect deal closure and make it challenging to create accurate sales forecasts. Sales trainer Mark Hunter thinks he knows why — poor prospecting. “We wind up with prospects in our pipeline that aren’t prospects,” Hunter said.

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9 Basics of Sales [EVERYONE MUST KNOW!]

Marc Wayshak

Ever find yourself in a selling situation where you thought things were going well… but then suddenly the prospect disappeared , or the sale just didn’t go the way you expected? Most of the time, sales situations that unexpectedly go wrong are the result of missing a fundamental step in your sales approach. Salespeople often want my advice on how to deal with specific sales problems that arise, asking “How do I overcome this exact objection ?