Wed.Apr 24, 2019

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Weekly Sales Management Tip #15: You Can Never Over-Communicate

Steven Rosen

During a cycle of change, you need to clearly and concisely communicate where the organization is heading to help your salespeople understand the future. What does the new structure look like? What are the new roles and responsibilities of the team members? Discuss the rationale for the change. In times of change do 3 things: Communicate, communicate and communicate!

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Promoted! New Sales Manager Tips for a Smooth Transition

Connect2Sell

Instead of selling, what’ll you do all day long as a new sales manager? Not knowing the answer to that question will lead you astray. You’ll end up becoming the “sales prevention manager” instead of a sales manager if you get in the way of sellers making sales. You want your sellers to develop so they can make more and bigger sales -- and eventually become a better seller than even you.

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6 Outdated SEO Tactics to Avoid At All Costs

Zoominfo

The Internet has long been the dominant outlet used by businesses to reach their target audience. As a result, Search Engine Optimization (SEO) has stepped into the spotlight as a vital digital marketing tactic. For those who aren’t familiar with the acronym, SEO is the art of increasing a website’s visibility and traffic through organic (non-paid) search engine results.

Lead Rank 189
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Standing Out From The Crowd, Tactics Buyers Use On You & A Quote From Vince Lombardi

MTD Sales Training

Episode 31: To my sales professional connections (and trainers). This podcast includes: How to make yourself stand out from everyone else. Tactics that your buyers can use on you. A quote from Vince Lombardi. Click on the link below for the podcast where you can also download/subscribe via iTunes, SoundCloud, Stitcher and Acast. [link]. The post Standing Out From The Crowd, Tactics Buyers Use On You & A Quote From Vince Lombardi appeared first on MTD Sales Training.

Buyer 120
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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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LinkedIn Voice Messages

John Barrows

You may have heard about the benefits of LinkedIn voice messages. Many sales reps, including Morgan, are using them with great success. Of the 125 Morgan has sent, he’s seen 50 responses and booked 25 meetings. That’s a 40% response rate, and 20% success rate in getting next steps. Here’s how you can get started with LinkedIn voice messages. Who you can send them to.

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Everything You Need to Know About Sales Commission in 2019 (For Reps & Leaders)

Hubspot Sales

Did you know 43% of workers would be willing to leave their companies for a 10% salary increase ? Compensation is an important factor in attracting and retaining employees, especially in sales. Imagine if almost half of your sales team left the company because of a poorly designed compensation plan. The results wouldn't be pretty. If your sales organization is struggling to strike a balance between company requirements and the compensation needs of employees, it's likely time to reevaluate your

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How To compete in a New Environment

Membrain

GLC Minerals is a 5th-generation family-owned company selling a product literally as old as the earth: Pure calcium carbonate. Operating in business as old-school as mined and processed minerals, and with a 75-year track record of profitability, it would have been easy for the company’s leadership to rest on its laurels and continue business as usual.

How To 118
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Warm email prospecting: How to make more sales by writing to an audience of one

Nutshell

The best sales emails sound like they came from a trusted friend. That requires the sender to understand who their recipient is and what they want. Otherwise, you’re just another stranger clogging their inbox. Creating a sense of familiarity goes a long way in email outreach, and warm emailing helps you do that. Once you understand how warm email prospecting works, you’ll be able to generate a steady stream of leads for your business, book more sales calls, and close more deals.

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Sales Strategy: 2 Ways to Determine if You’re Already Behind on Your 2012 Sales Plan

SBI Growth

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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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What’s Next? What’s Your Deal Strategy?

Partners in Excellence

In any given year, I may be involved in doing 100’s of deal or opportunity reviews. Inevitably, I end up asking many of the same questions: What are the most important things the customer needs to do next in moving through their buying process? How will you help them? What are the next most critical things you need to be doing on this opportunity?

Strategy 114
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Using Industry Insights to Get in the Door

The Center for Sales Strategy

Have you ever stopped and wondered how many other salespeople are trying to get a meeting with the same prospect as you? It’s a pretty overwhelming number when you think about it. Day-in and day-out, decision makers are being bombarded with voicemails, emails, drop-ins, and various other methods your competition is using to gain access. In today’s competitive marketplace, it’s tough to cut through the clutter.

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5 Tips for a Flawless Technical Demo Every Time

Hubspot Sales

Do you want to close the deal? I'm assuming your answer is a resounding, " Yes! ". The technical demo could make or break the success of the deal. It allows salespeople to establish value, buyers have the ability to voice questions and objections, and it should ultimately result in a technical win. Ready to learn how to perfect your technical demo? Let's dive in.

Buyer 86
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What is Office 365 CRM?

Nimble - Sales

Everything You Need To Bridge the Gaps Within Your Office 365 Workflows In today’s collaborative modern workplace, many companies still find themselves operating in walled-off silos between sales, marketing, customer service, and accounting departments. These teams are unable to communicate effectively regarding the shared company business contacts amongst themselves, allowing for missed opportunities and dropped […].

CRM 84
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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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Why Your Results Are What They Are

Anthony Iannarino

Your results are precisely what they should be—even if they are not what you want them to be, and if they are not what is required of you. The results you are producing now are the result of your beliefs and your behaviors, nothing more, nothing less. The effect follows the cause, and there is no way to reverse one of the fundamentals laws of our Universe (or at least the little cul-de-sac that is our solar system).

Travel 76
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Introducing Group Demos

Accent Technologies

We're excited to announce Accent Group Demos. We will be covering a variety of modern challeneges that sales enablement faces each week in a brief webcast. Here at Accent Technologies, we’re excited to announce the launch of group demos! (more…).

Groups 74
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Do You Have a Personal Marketing Plan?

Pipeliner

How does your market perceive your business? How does your market perceive you? How would you like them to perceive your business, and you? What are you doing about it? Keep in mind that your market is what makes your living. You have to react to their needs and desires. So how are you positioned in your market? Are you getting the respect you deserve or are you just like the rest of them?

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How To Be Remarkable, Memorable, And Compelling In A Remote Call

InsideSales.com

Yes, you can still impress your client even in a remote call! Here are some tips to help you boost sales through remote calling. RELATED: Cold Calling Secrets: How To Eliminate Fear, Failure, And Rejection In this article: Remote Calling Your Business to Success Delivering Great Conversations in Remote Meetings Verbal-Only Web Link with PowerPoint Dynamic […].

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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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TOPO Summit 2019 Learnings: How Effective Sales Enablement Allowed Procore to Successfully Scale Their Sales Team

Mindtickle

I spent two days last week at the TOPO Summit, meeting with and hearing from leaders at some of the world’s best marketing and sales organizations. Based on the conversations with these industry leaders, practitioners, and TOPO analysts, it’s clear we’re making some progress toward creating better and more engaging experiences for prospects and customers.

Scale 66
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What Would You Be on Time’s 100 Most Influential List?

Anne Miller

How do you distinguish yourself from competition in the minds of prospects? Get some ideas from this week’s Time Magazine’s 100 Most Influential People issue. Not unlike your business challenge, the editors needed to create catchy phrases and metaphors to capture the essence of each person on their list. What crisp, memorable description can you create to describe the essence of what you do or who you are?

ACT 61
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How to Calculate Lead Response Time

BrainShark

Lead response time measures the average amount of time between when leads are created, and when they are first responded to by your sales team.

Leads 62
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Retail Promotion Analytics: 3 Ways to Get More Out of Your Data

Repsly

So, your retail promotion strategy isn’t working out the way you’d hoped, and you aren’t quite sure why. Next time, you could anticipate out of stocks before they happen, understand the underlying reason for a jump in sales, or shake things up a little from one store to the next. How you decide which to do depends on the analytics you can gather about your retail promotions.

Retail 59
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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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Get Ready for Elevate 2019 North America

Miller Heiman Group

We’re just two weeks out from Elevate 2019 North America: Framing the Future and we want to make sure you join us! Experience three days of learning and strategizing from experts during dynamic breakout sessions, inspiring keynotes and client success stories. By attending Elevate 2019 North America, you’ll get an exclusive preview of our forthcoming 2019 World-Class Sales Practices Study results from CSO Insights Chief Research Officer, Seleste Lunsford— before they’ve been published.

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12 of The Most Effective Email Subject Lines We’ve Ever Seen

Funnel Clarity

When sending sales emails to your prospects, one of the most important elements is the email subject line —in fact, according to Salesforce, 64% of people open an email because of the subject line alone. The purpose of the subject line is to prevent the prospect from skipping or deleting your email and incite enough curiosity to get them to open it and start reading.

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The Future of Video Selling: 4 Essential Sales Video Trends Salespeople Will Turn to in 2020 (and Beyond) to Grow Revenue and Close Deals Faster

Drift

For the past decade, salespeople have typically relegated video to the “nice-to-have” category. It’s something they know has potential, but many still haven’t taken the time to invest in it as a legitimate channel for sales outreach. After all, with phone, email, and now chat available to help bridge the communication divide between buyer and seller, is there really a need for salespeople to add.

Video 54
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Sales Coaching vs. Sales Training: What’s the Difference?

Bigtincan

I’m often reminded of a common conversation between a CEO and CFO. The CFO asks how much will it cost us if we train a rep and they leave? To which the CEO responds, “How much will it cost us if we don’t train them and they stay?” Sales training and sales coaching are two completely […].

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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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Sales Leadership – How a World-Class Sales Leader Must Adapt to the Future of Selling

Marc Wayshak

Sales leadership today has totally different requirements than just a few years ago. And the changes keep coming. To learn how a word-class sales leader must adapt to the future of selling, watch this interview with HubSpot VP, Katie Ng-Mack. The post Sales Leadership – How a World-Class Sales Leader Must Adapt to the Future of Selling appeared first on Sales Speaker Marc Wayshak.

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TSE 1079: Sales From The Street - "Brief Compelling Stories In Sales Emails"

Sales Evangelist

Many sellers understand the challenge of using emails to reach out to prospects, but Chad Sanderson tells us that using brief, compelling stories in sales emails can leave a memorable impression on a prospect who is inundated with noise. Chad has worked as a marketer, seller, sales leader, and entrepreneur, so he understands the perspective of everyone listening to this podcast.

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Dr. Howard Dover and UT Dallas

Xvoyant

Xvoyant is being used in an academic setting at the University of Texas at Dallas. Professor Howard Dover has been using the platform in his sales classes this semester to help measure activities and goals that correspond to the curriculum. Dover is a Clinical Professor of Marketing and Director of the Center for Professional Sales and Sales Coaching at the Naveen Jindal School of Management at the University of Texas at Dallas.