Thu.Jun 24, 2021

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Why More Salespeople Are Being Recommended for Difficult Selling Roles

Understanding the Sales Force

We are finally doing things we haven't done for quite a while including dining inside restaurants, flying, staying in hotels, going to and hosting parties, attending packed stadiums for sporting events and more. Something else we haven't done for quite a while is revisit Objective Management Group's (OMG) sales selection statistics on the percentage of people that are recommended for various selling and sales management roles.

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Answering Your Most Burning Referral Selling Questions

No More Cold Calling

How to ask for referrals and other FAQs. After more than 25 years as an expert on referral sales, I’m still asked exactly the same referral selling questions today. (Maybe even more frequently than before.) I’m going to answer them right now. In no particular order, here are the most common referral selling questions I hear … 1. How do I get over my reluctance to ask for referrals?

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Feedback Requires An Understanding of How to Give and Receive It

Sales and Marketing Management

The goal of feedback is to give it thoughtfully and professionally and to receive it thoughtfully and professionally. Too often, one or both sides of that equation don't grasp how to make feedback effective. The post Feedback Requires An Understanding of How to Give and Receive It appeared first on Sales & Marketing Management.

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Asymmetric Selling

Predictable Revenue

Joe Paranteau is a leading expert on sales and author of Billion Dollar Sales Secrets. In his book, he shares fifteen secrets to help inspire salespeople to rise to meet today’s challenges. He has led nearly 30K sales meetings in his 28-year career with Fortune 500, SMBs, and startup businesses, and once generated $1B in a span of just 5 years. The post Asymmetric Selling appeared first on Predictable Revenue.

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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 Sales Ops Strategies to Prevent Deals from Stalling at Closing

Sales Hacker

Are your sales org’s deals getting stuck in the proposal stage more often than not? If so, it’s not a rep problem. It’s a process problem. Stalled deals are usually a result of placing too much emphasis on optimizing the top-of-the-funnel at the expense of the bottom. Adding insult to injury, that imbalance means all that time and money it takes to get prospects to the closing phase goes to waste.

More Trending

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What is Scope Creep & How to Navigate It

Hubspot Sales

Any project manager can vouch — almost any project can get away from you if you don't stay on top of it. Shifting client demands, needing to add additional features and functions, and a range of other unforeseen hitches can complicate and prolong what might have started as a seemingly straightforward project. In many cases, the sum of those "unforeseen complications" amounts to something known as scope creep.

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Why Love Haters and Trolls

Grant Cardone

Haters— No matter what you call them, you need to love them. I don’t care what they called you, how many times they disliked your post, or what they said about your mama, you have got to love them. I have had haters all throughout my professional life. I’ve had them from my very first sales job after college all the way through becoming a New York Times best-seller.

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The Sales Management Benefit of Solving Core Issues

Sales Manager Now

In this article, I want to help you leverage the skill of solving core issues to make your sales management efforts more efficient and a motivator for your team. I don’t want you to be the person everyone goes to… The post The Sales Management Benefit of Solving Core Issues appeared first on Sales Manager Now.

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The five key elements of sales emails

Salesmate

Anyone can write an email, even a school-going kid. It’s easy to whip up a write-up and send it off without giving it a second thought, and the fact that we send and receive so many emails every day makes us think that not all individual emails hold much importance. This mindset is not entirely wrong though if we think about it. I have written over hundreds of emails in my professional life, and even personally.

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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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5 Powerful Open-Ended Questions For Your Sales Cycle

KO Advantage Group

Did you know that there are better questions to ask? How would you know that there are better questions to ask when you're in the sales cycle? Is there a better question to ask? Are you sure there are better questions to ask? I just put you through a terrible little sales cycle. The questions I was asking were closed-ended questions. They simply gave me a yes or no answer.

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Elevate Your Product Roadmap Governance for Sustainable Revenue Performance ROI

Mereo

Solution strategies set intentions. Product roadmaps define the execution plan. Governance ensures these investments stay on track. One of the main failures of the Airbus A380 was not that the product idea came to life — it was that there was a lack of product roadmap governance that should have shown clear indicators the strategy was headed for a nosedive.

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Reinvent demand planning to drive alignment

Anaplan

The work of demand planning managers has become incredibly complex in recent years as consumers became increasingly exacting and fickle, the path to reaching customers seemed less clear, and critical data about both a company’s customers and its supply chain grew trickier to gather. Traditional demand planning doesn’t work anymore, a fact that was magnified by the pandemic.

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Why Post-Sale Service Matters to a B2B Salesperson's Success

The Center for Sales Strategy

As an effective sales professional, you can’t just close the book on clients after they’ve signed the deal, even if the bulk of the work then shifts to other departments. How your team executes the post-sale experience has important implications for the company as a whole, as well as your relationship with the customer. What occurs during this phase can result in the customer being even more satisfied than before (including with their experience during the sales process), or it can derail what w

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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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Give Business Users a More Active Role in Developing Communication Templates

Cincom Smart Selling

Responding quickly to customer needs and creating personalized communications are important elements of a great customer experience. While the speed of doing business continues to increase, so do the constraints on IT resources, which makes it increasingly difficult for them to keep up. At the same time, internal branding or industry-specific compliance requirements drive the need for maintaining tight control of customer communications.

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Frost & Sullivan Discusses Chorus' Conversation Intelligence Award

Chorus.ai

In April 2021, global research and consulting firm Frost & Sullivan selected Chorus.ai as the recipient of its North American Conversation Intelligence Customer Value Leadership Award. Frost & Sullivan VP of Research Tonya Fowler recently sat down to give her perspective on the significance of the award, and why Chorus is the leader in Conversation Intelligence.

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Your CRM close date isn’t giving you the full picture. Here’s what you’re missing.

Gong.io

This article is part of the Gong Labs series, where I publish findings from our data research team. We analyze sales conversations and outcomes using AI, then share the results to help you win more deals. Follow me to read upcoming research. A CRM forecast is no crystal ball, but it’s the closest thing you’ve got. . (That and your gut, but it’s hard to tell if that’s ‘swing deal optimism’ you’re feeling or the chile verde you had for lunch.).

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Workshop: Demos

Sales Hacker

Converting a prospect to a demo is hard; leading an engaging demo is even harder. In his workshop filled with real-world examples, Demo-litions co-host and Replayz CEO Dave Kennett walks you through how to hone both your content and your presentation skills for a demo that speaks to exactly what your prospect needs. Come with questions, walk away with a fresh approach for your demos and disco calls.

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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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How to Write Sales Introduction Email (with templates)

Salesmate

Making a strong first impression is undoubtedly an important part for you and your brand. And it usually starts with a sales introduction email. A study reveals that 75% of the population believes in having communication on other modes rather than calls and finds emails a better option. The reason is that emails are crisp, to the point, and have the option for the user to get entertained by the same as per their convenience.

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How to Turn a No Into a Yes

Selling Energy

What do you do when a prospect tells you that they are not interested in your product or service? Many salespeople would just say, “Thank you for your time,” and move on to the next prospect. A sales professional, on the other hand, would attempt to get to the bottom of it before deciding whether or not to walk away.

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12 different types of sales emails to increase customer engagement

Salesmate

Keeping your email subscribers engaged is not an easy feat; you need fresh ideas and perspective to craft effective sales emails. But, how many types of sales emails are you actually using in your company? You’d be surprised to know that there are numerous types of sales emails for every step of your sales process. Yes, if you want to send an email at the early stage of the sales process, you can easily do that.

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audio How Thought Patterns are Blinding and Holding Us Back

Pipeliner

Certain thought patterns are blinding our brilliance and holding us back. In this Expert Insight Interview, we welcome Naketa R. Thigpen, psychotherapist, trauma specialist, sexologist, and relationship expert. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post audio How Thought Patterns are Blinding and Holding Us Back appeared first on SalesPOP!

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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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9 effective sales email tools for every sales rep

Salesmate

Sales emails are invitation envelopes, and most of your prospecting highly depends on it. They are one of the most effective ways to reach and engage with the audience. . Sending out cold emails is a predictable and reliable way of prospecting and converting. It’s an efficient way to generate more leads and close more deals. In the recent few years, with the growth of emails, developers also eyed this effective sales and marketing tool and created platforms for sending better emails and helping

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?? Business Succession and Succession Planning

Pipeliner

As difficult as it may be, business succession planning is essential. In this Expert Insight Interview, we welcome Steven Goodman, CEO of SHG Planning, and an estate planning and business-succession specialist. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Business Succession and Succession Planning appeared first on SalesPOP!

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How to write perfect introduction sales emails? Get templates for reference

Salesmate

A study reveals that 75% of the population believes in having communication on other modes rather than calls and finds emails a better option. The reason is that emails are crisp, to the point, and have the option for the user to get entertained by the same as per their convenience. . You might have seen or sent lots of emails, but the point is, do you know what is the first step to the email journey?

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Email: The Swiss Army Knife of Marketing

Appbuddy

During our “Train Your Email Brain” webinar featuring Anna Frigerio from the DMA, Alex Fadahunsi from Trainline, and Validity colleagues Elliot Hogg and Ignacio Lecuona, we reviewed key findings from this year’s Marketer Email Tracker report. Email budgets benefitted in 2020 as spending was diverted from non-digital channels and they now represent over 20% of total marketing budgets.

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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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Role of sales emails in the sales process

Salesmate

Warning, reading ahead will change your perception and make you better at sending sales emails. Every business wants growth. And how does one grow? By narrowing down your customers and selling them your product. Sounds easy? In reality, it is not. Selling is an amalgamation of art and science. You need to know what your customers need to succeed. . But how can one sell?

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Top 7 tools to improve your outreach game: email outreach tools and tricks as discussed by the co-founder of Lavender

PandaDoc

On Episode 3 of the Customer engagement lab podcast , hosts Patrick and Travis spoke with Will Allred , the co-founder of Lavender , to discuss email outreach tools and how to improve your overall outreach game. Today, we’ll take a deep dive into some of the outreach strategies enumerated in that podcast so you can implement Allred’s advice ASAP. Tool 1.

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The Secret to Scaling Your Team, Hitting Your Numbers, and Choosing Sales Training Software SDRs & AEs Will Love

Lessonly

This is one of those sales training topics that’s for all of you out there who’ve suffered through one too many semi-helpful workshops, role play exercises, instructor-led training sessions, or online learning modules. I’m here to tell you that there’s a way—and a good one—to deliver personalized training to impact your bottom line and hit the numbers you care about.

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