Fri.Apr 23, 2021

article thumbnail

Average Value is No Value

A Sales Guy

As Gap Selling has crossed the milestone of 50,000 copies sold , we are highlighting some of our favorite books to compliment your Gap Selling journey. Today’s book highlight goes to The End of Average. Like Execution , this isn’t a sales book at all. Written by Todd Rose , a professor of developmental psychology, this book breaks down the history and failures of boiling life and decisions down to averages.

Hiring 112
article thumbnail

“I Need to Think About It.”

Mr. Inside Sales

If this objection frustrates you, then all that will end after you read this blog post. First, remember: Most objections are smokescreens hiding the real reason a prospect isn’t moving forward. Real objections can include things like: They can get it cheaper somewhere else. Their boss/spouse/purchasing won’t let them buy. They like a different solution.

Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Automation: The Secret to Next-Level Go-To-Market Strategy

Zoominfo

ZoomInfo’s recent webinar, Automation: The Secret to Next-Level Go-To-Market Strategy , highlighted why automation powered by data is a proven tactic to accelerate win rates and better enable go-to-market plays. In this recap of the webinar, we’ll review the importance of incorporating automation into key parts of your sales cycle, give you a peek into ZoomInfo’s best go-to-market plays, and present new time-saving selling strategies.

article thumbnail

Weekly Roundup: Reinvent the Office Watercooler, What's Shaking Up Sales + More

The Center for Sales Strategy

- MOTIVATION -. "Leadership is doing what is right when no one is watching.”. -George Van Valkenburg. - AROUND THE WEB -. > How to Reinvent the Office Watercooler in a Hybrid Workplace – Medium. It turns out that there’s more to miss abou t going into the office than some of us may have thought. Research indicates that when we transition to hybrid work, what we miss most is the relationship-building that happens spontaneously in our workplaces — “watercooler moments.”.

Handbook 141
article thumbnail

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.

article thumbnail

Automation: The Secret to Next-Level Go-To-Market Strategy

Zoominfo

ZoomInfo’s recent webinar , Automation: The Secret to Next-Level Go-To-Market Strategy , highlighted why automation powered by data is a proven tactic to accelerate win rates and better enable go-to-market plays. In this recap of the webinar, we’ll review the importance of incorporating automation into key parts of your sales cycle , give you a peek into ZoomInfo’s best go-to-market plays , and present new time-saving selling strategies.

More Trending

article thumbnail

How To Build A Perfect Sales Workflow

Vainu

Books have been written and debates held on what is the best way to run companies’ new business development. And with an increase in the volume of new tools and technologies, the debate seems to get all the more complicated every year.

How To 118
article thumbnail

“They Are Just Cars, The Sales Process Is The Same….”

Partners in Excellence

Imagine talking to a bunch of car sales people. Imagine making the claim, “Selling cars is the same, regardless of the vehicle, they are all cars.” In the audience you have people selling Honda’s, Toyota’s, Nissan’s, Renault’s, Kia’s, Ford’s, Chevrolet’s, Jeep’s. Porsche’s, Ferrari’s, Rolls Royce’s, BMW’s, Mercedes’, McLaren’s, and Bugatti’s.

article thumbnail

Account Management, Quotas and Forecasting

Pipeliner

Another important foundational aspect of account management—and sales itself—is the handling of quotas and forecasting. From my observation, only a few companies manage the problems for quotas and forecasting well. This is because there are two groups with seemingly conflicting interests: the sales team and company and sales management. Salespeople say that quotas are too high and are not achievable, whereas management insists that quotas are not high enough.

article thumbnail

2 Reasons Why Video Conferencing Is Here to Stay | Sales Strategies

Engage Selling

This week, I want to examine the power of video meetings. Now, I’m not saying that you’re going to replace all of your in-person meetings, but a fraction of them need to be on video because of two important statistics … Read More » The post 2 Reasons Why Video Conferencing Is Here to Stay | Sales Strategies first appeared on The Sales Leader.

Video 78
article thumbnail

5 Inspiring B2B Marketing Campaigns to Take Yours to the Next Level

Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con

article thumbnail

How to Build a Personal Brand Online

Pipeliner

In the past 12 months, we experienced a massive transformation to the digital world in almost all areas of life. Thus, in this Expert Insight Interview, Mark Hodgson discusses building a personal brand online. Mark Hodgson is a CEO, mentor, coach, speaker, and author at Mark Hodgson Leadership Consultancy. This Expert Insight interview discusses: Having an online professional brand.

How To 92
article thumbnail

Build a Winning Sales Development Attainment Strategy and Actually Hit Your Quota

InsideSales.com

Sales organizations are struggling to align their objectives and quotas with their strategy. While organizations continue to grow, sales attainment is slipping. According to Forrester’s research , “From 2011 to 2019, the average revenue for the companies in the S&P 500 has grown over 24%, but average sales quota attainment has dropped from 63% to 43% by some estimates.

Quota 81
article thumbnail

How to Avoid Making Bad Decisions In Negotiating Scenarios

The Accidental Negotiator

Using incorrect information can create poor decisions during a negotiation Image Credit: Martin Börjesson. I think that all of us would be willing to admit that we don’t know everything. When it comes to a negotiation, if we’ve never negotiated with the other side before, we understand that it would be wise to go have a talk with someone who has negotiated with them before.

article thumbnail

Sales Call Recording: 5 Ways Uber-Successful Teams Use Game Tape

Gong.io

“A region of spacetime where gravity is so strong that nothing — no particles or even electromagnetic radiation such as light — can escape from it” ( Wikipedia ). A black hole. Too often, sales teams spend a significant chunk of their workday in a black hole of subjectivity. The antidote? Game tape. Professional athletes review past performance to constantly improve their game.

article thumbnail

ABM Evolution: How Top Marketers Are Using Account-Based Strategies

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

article thumbnail

Sales is a Process | Jeb Blount & Diane Helbig | Part Three

Sales Gravy

On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss why sales is a process. You will learn about pre-call planning, the science of selling and why winging it on sales calls is wickedly stupid. Listen to Part One - Selling Without Selling Listen to Part Two - Intentional Empathy On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss why sales is a process.

Intent 62
article thumbnail

Build a Winning Sales Development Attainment Strategy and Actually Hit Your Quota

InsideSales.com

Sales organizations are struggling to align their objectives and quotas with their strategy. While organizations continue to grow, sales attainment is slipping. According to Forrester’s research , “From 2011 to 2019, the average revenue for the companies in the S&P 500 has grown over 24%, but average sales quota attainment has dropped from 63% to 43% by some estimates.

Quota 52
article thumbnail

Being Elite: Four Lessons Learned From a Sales Veteran

Force Management: The Seller's Command Center

We recently caught up with Force Management’s Senior Director of Consulting Patrick McLoughlin on the Audible-Ready Sales Podcast. He shared some lessons learned in his 30+ year sales career. Here are our top takeaways from that conversation.

article thumbnail

Sales Readiness vs. Sales Enablement: What’s the Difference?

Showpad

It can be easy to get lost in the world of sales terminology. As with any field, when you’re first introduced to the lingo, it can feel like learning a new language. Understanding the key differences between similar terms can be a challenge in its own right. That’s where sales readiness and sales enablement come in. At first, “readiness” and “enablement” seem like they’re nearly synonyms, and adding the word “sales” in front of both may make it seem like the two phrases are entirely interchangea

article thumbnail

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.

article thumbnail

Potential Prospects Are Just a Few Connections Away

Selling Energy

LinkedIn is a phenomenal resource for making connections, especially now that many of us are networking from the comfort of our home. There are currently more than 500 million users, which means you have an incredible opportunity to reach a bounty of current customers and potential prospects who are just a few connections away.

article thumbnail

Are You Really Listening to Your Customers? 3 Ways to Enhance Your Listening Skills | Michael Reddington - 1437

Sales Evangelist

On today’s episode, we welcomed Michael Reddington, a certified forensic interviewer and President of InQuasive, Inc. His company integrates components of effective interview techniques with current business research to show others how to use the truth to their advantage. The topic for today? Why listening is critical to sales. Why is listening important?

article thumbnail

The Best Sales Training Programs, IMHO

Lessonly

I have the pleasure of working with 20+ Lessonly customers, and many are executing various types of sales training programs. I’ve realized it’s not uncommon that teams find themselves developing and conducting sales training programs that feel like they aren’t making the impact intended. So, which companies have the best sales training programs?

article thumbnail

Are You Really Listening to Your Customers? 3 Ways to Enhance Your Listening Skills | Michael Reddington - 1437

Sales Evangelist

On today’s episode, we welcomed Michael Reddington, a certified forensic interviewer and President of InQuasive, Inc. His company integrates components of effective interview techniques with current business research to show others how to use the truth to their advantage. The topic for today? Why listening is critical to sales. Why is listening important?

article thumbnail

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.

article thumbnail

29 Tools & Resources for Today's Entrepreneur

Hubspot Sales

Time is an entrepreneur's most precious resource. One of my previous clients, a serial entrepreneur, joked that his first hire was an accountant. He excelled at talking with clients and needed help crunching numbers. Trying to do it all as a business owner will quickly lead to burnout. That's why the entrepreneur resources and tools below are essential to running a company and keeping your sanity.

article thumbnail

Are You Really Listening to Your Customers? 3 Ways to Enhance Your Listening Skills | Michael Reddington - 1437

Sales Evangelist

On today’s episode, we welcomed Michael Reddington, a certified forensic interviewer and President of InQuasive, Inc. His company integrates components of effective interview techniques with current business research to show others how to use the truth to their advantage. The topic for today? Why listening is critical to sales. Why is listening important?

article thumbnail

How to Create an Informative Lead Scoring System in 6 Steps

LeadFuze

What Is Lead Scoring? Lead scoring is a way of ranking leads to determine which ones are more likely to become customers. It’s usually based on the data you have collected about your lead over time and can take a variety of different forms, depending on how much information you collect from that person. A reputable company with an effective marketing strategy will be able to accurately assess if someone is a good lead or not, even if they don’t have all the information.

article thumbnail

Addressing Your Biggest Customer Service Challenges with SugarCRM

SugarCRM

What do companies like Trader Joe’s, Southwest Airlines, and Zappos have in common? They’re all known for delivering excellent customer service. No matter how good a company is at controlling costs, hiring talented employees, and developing innovative products, few brands succeed without putting customers first. With major brands extending their service hours and assisting customers via telephone, email, online chat, and other methods, customer expectations are higher than ever.

article thumbnail

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