Fri.Mar 27, 2020

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Selling in COVID-19: How to Talk to Prospects in the Bleakest of Times

Sales Hacker

Sales must go on. I get it. But in the face of COVID-19, everything has changed. So how do you approach sales during a global crisis? That’s what I’m going to talk about in this article. Keep reading to learn the mindset shift that MUST happen for you to sell in this environment, plus six tips for talking to people in the bleakest of times. Getting Your Mindset Right.

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How to craft an effective elevator pitch in 7 easy steps

Nutshell

An elevator pitch is a quick, 30-second statement that’s designed to educate and spark interest in a specific organization. This is how elevator pitches work: Imagine you’re dining at your favorite restaurant when a hand taps you on the shoulder. You turn to see a former colleague standing behind you, on their way to their own table. After you exchange pleasantries they ask, “So, what does your new company do?

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6 Strategies to Improve Sales Productivity

eGrabber

Sales productivity is one of those gears that propel your company towards growth. Improving sales productivity can help you increase conversion rates. Though it is a fact, it is not the reality. Sales people are always busy with a lot of things to manage. They generate their own leads , make sales calls, reply emails, attend meetings, research on the prospects, manage CRM, and other administration tasks.

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4 Ways for CMOs to Partner With Customer Success to Execute a Stellar Retention Play

SBI Growth

It costs seven times more to attract new customers than it does to retain existing ones. Research also shows that a 5% increase in customer retention can generate up to 125% in profits. Given the current economic conditions, customer retention is.

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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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5 Ways Sales Teams Can Adapt During COVID-19

Crunchbase

Disclaimer: This post was last updated on March 27, 2020. As the situation changes, we will update this post with new information. Crunchbase as an organization, like many companies across the globe, is still learning and adapting to the situation on a daily, and even minute-by-minute, basis. We hope bringing you along with us in this journey of adaptation will offer guidance, insight and perspective.

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When Crisis Hits: Keep Moving

Engage Selling

Today’s global pandemic is an extraordinary public health crisis. As we get past the immediate challenge of doing what’s necessary and wise to stay well and safe, the next big question is: “What must I do to keep going professionally?

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Best Practices For Using Vainu Under The New Circumstances

Vainu

You had everything figured out. Your goals for 2020 were set, your sales playbook was locked in, and you’d even trained the team and got them operating smoothly.

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The Ideal Time to be Rejected

Go for No!

I’ll never forget one of the worst ‘no’s’ we ever got. It was very early on in our business. After gaining a foothold in our market, things were flowing nicely. Business had been coming in fairly easily but now it had slowed to a crawl, and we were not prepared. We had few dates on the calendar. But after a lot of conversations, we finally closed an account for a workshop.

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How to Become Someone Worth Buying From

Anthony Iannarino

Of all my frameworks, Level 4 Value Creation is the oldest. It only showed up in Eat Their Lunch , my third book, because there are prerequisites to effectiveness in sales, without which you will struggle. In my first book, I published The Only Sales Guide You’ll Ever Need first because it is necessary for both of the books that followed. If you want to increases your sales, start by becoming someone worth buying from in the first place.

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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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6 Final Questions to Assess Your Leadership, Coaching Skills and Impact – Part 3

Keith Rosen

If you’ve read Part One, and Part Two , this is the final installment of this three part series. Here are six more questions to help you self-assess, reflect upon and guide you on your continued transformation into a world class leader, and salesperson. Managers, Learn How to Coach and Manage a Remote Team and Win More Sales. Online Course. Here’s Part One and Part Two of this series. 1.

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Weekly Roundup: Virtual Sales Conferences, Selling During a Pandemic + More

The Center for Sales Strategy

- MOTIVATION -. "Establishing trust is better than any sales technique.". -Mike Puglia. - AROUND THE WEB -. > Best Virtual Sales Conference and Events in 2020– Sales Hacker. In a good year, most of the best sales conferences are physical events where you can attend sessions, rub elbows with thought leaders, and make new connections. But this year….

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How to be Nimble in LinkedIn

Nimble - Sales

A few years ago, LinkedIn made a business decision to close its APIs and prevented us from directly integrating with them. What this means is that, unlike with Twitter, our users cannot see their LinkedIn messages directly under their contact records in Nimble. However, you can still download a list of your LinkedIn connections and […]. The post How to be Nimble in LinkedIn appeared first on Nimble Blog.

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Leadership Techniques for Leveraging Disruption

Pipeliner

Disruption happens in the workplace. Sometimes it’s a disruption that is caused by our own doing, but other times, disruption just lands upon you. Many workplaces are seeing this unintentional disruption currently with the Covid-19 outbreak and the international pandemonium that has followed. This kind of disruption can be toxic to an organization unless they have leaders that are prepared to leverage that disruption into strength.

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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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Is Facial Recognition a Practical Marketing Strategy in 2020?

Nimble - Sales

Most people know of facial recognition as something used to unlock their phones. There are also security-related opportunities such as helping people get through airport queues. But one of the broad, emerging uses of facial recognition relates to marketing. Walgreens Rolls Out Ad Personalization Based on Facial Recognition Marketers face constant challenges when determining which […].

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How a Commissions Solution (SPM) Translates a Product to Value

Canidium

Without a vibrant and successful sales process, even the best and most efficient product won’t translate into value.

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How to Succeed at Sandler Rule #12 – Answer every question with a question

Sandler Training

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #12 – Answer every question with a question appeared first on Sandler Training.

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The Daily Briefing: March 27, 2020

Chorus.ai

Watch the Video. Today we discuss deal delay risks and how Sales Leaders should handle the conversations both internally and externally. Kevin Cohn, Chief Customer Officer of Brightflag, joined Chorus CEO, Jim Benton. Here is the highlight reel: Timeline Risks and Postponed Deals Aren’t Universal We are seeing that timeline risks are being mentioned more frequently.

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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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Aviso’s New Community of Advisors

Aviso

We’re excited to announce that six of Silicon Valley’s most revered tech executives have joined Aviso as advisors and investors. Joining at a pivotal moment in our company’s growth trajectory, we’re looking forward to the expertise these individuals will infuse our decision making with. Our new community of advisors brings us knowledge across many technology […].

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How to Sell Well While You Work From Home

InsideSales.com

Work from home sales representatives can make the most out of their setup with these tips. In this article: Embrace the Work From Home setup Establish a Routine Prioritize Tasks Pay Attention to Results Rather than Time Use Technology to Capture Your Work Stay Connected Listen and Learn From Calls. RELATED: 14 Helpful Tips For Working From Home While Social Distancing 7 Tips for Work From Home Sales Representatives.

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How to Measure Online Sales Training

Selling Energy

More companies are turning to virtual or e-learning programs amid the coronavirus pandemic. Taking your sales team away from their core job—selling—is sure to reduce productivity and affect your company’s bottom line, so e-learning is a way to provide training without affecting daily operations. However, you need to assess the true costs of e-learning before you can calculate online sales training ROI.

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Inspirational Quote by Steve Jobs

criteria for success

Today's quote from Steve Jobs is all about the power and influence of storytelling. Read on to learn more about this week's Let's Talk Sales inspiration! Steve Jobs Quote. Steve Jobs was the CEO and Co-founder of Apple Inc., an American business magnate, industrial designer, and inventor. He said: “The most powerful person in the world is the storyteller.

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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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1 Minute Remote Working Tips – #3 SHOWING UP

Pipeliner

Welcome to SalesPOP “ 1-minute remote working tips ” video series. This is the 5th video in the series which is the 2 parts. #3 SHOWING UP. If you missed the other 4 videos in the series you can find them below. Introductions. #1 Expectations. Sales Manager as Role Model #1. Sales Manager as Role Model #2. We will be publishing a video each day to help you with the transition of working from home to keep you motivated and productive.

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How Can You Use The Right of First Refusal In A Negotiation?

The Accidental Negotiator

Including a right of first refusal in a negotiation can create value Image Credit: Daniel X. O’Neil. Negotiators are always looking for ways that they can get more value out of their next negotiation. Although there may be many different ways to accomplish this such as using different negotiation styles and negotiating techniques, one way that we tend to overlook too often is by negotiating a right of first refusal.

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How come a Russian Bride Website Is Important to a Bride-to-be Looking for Appreciate?

Selling Fearlessly

If you are looking at a Russian star of the wedding or if you have been invited to a wedding of a Russian girl in the near future, an eastern european star of the event site will be an invaluable source of the bride’s friends and loved ones. These sites supply the bride the opportunity […].

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3 Selling Techniques to Use During Covid-19

Mr. Inside Sales

Things have changed—have you noticed? Of course you have; you’re probably working from home right now…. The question is: Have you changed the way you’re approaching your prospects and clients? Believe it or not, I’m still getting the same old emails and the same old phone calls from companies trying to sell me their products and services in the same old way.

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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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Platform vs. Project

Atlatl Software

Don’t make this mistake:

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Straight from the Experts: 6 Simple Tips for Training Your Newly Remote Sales Team

Lessonly

Before we talk about enabling your remote sales team like it’s nobody else’s business, we’ve got two things to tell you: We’re launching a sales coaching playbook in April, and we’re certifiably jazzed about it! The quotes and insights from this post are just a sneak preview of what you can expect to see in the playbook. Get excited. If you’re reading this and thinking to yourself, “Man, I’d love some new coaching ideas,” or “I could go for a new sales coaching framework right about now,” then w

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FREE Sales Training for Salespeople Made Redundant

Klozers

Reading Time – 5 minutes FREE Sales Training Edinburgh based Business 2 Business Sales Specialists Klozers have launched a FREE Training & Coaching programme for any Salespeople made redundant because of the Coronavirus. The online training programme which started as an easy way for Klozers sales trainers to share documents commonly requested by their clients, Read more FREE Sales Training for Salespeople Made Redundant.