Wed.Jul 07, 2021

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Your Cold Calling Math of Sales is Lying

Score More Sales

That’s right – you are probably going about phone prospecting wrong, and blaming your low success on an “ancient” and “out of date” prospecting strategy of cold calling. You may have just written it off – “no more cold calling” OR you may just accept that your reps are not productive during this block of occasional time but you ask them to do it anyway.

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Your Numbers Have To Add Up

The Pipeline

By Tibor Shanto. Want to split a room of salespeople, just ask if “sales is a numbers game or not?” The debate has raged on for years with few converts. Ultimately, neither can convince the other that they were wrong, but neither can say they were right. Full disclosure, I came from the sales is a numbers game camp. While it is safe to say I have evolved, I have not abandoned my “sales is a numbers game” friends.

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Is Your Sales Process Backwards, Upside Down or Stupid?

Understanding the Sales Force

My wife and I recently watched the new funny but sad movie, Here and Now , written and directed by Billy Crystal, who stars as comedy writer Charlie Burnz. In one scene, Charlie recalled a happier time when his family used to have what they called "upside down day." On upside down day they started the day by eating dessert, had dinner for lunch, and finally ate breakfast for dinner.

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How to Improve the Recruiting Process

Zoominfo

Recruiters face a multitude of challenges. From building and maintaining a talent pipeline to targeting passive candidates, the hiring process can feel daunting. However, improvement in areas such as targeting candidates, hiring for more diversity, and enhancing the interview experience can have a significant impact on your talent pipeline and company culture.

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Brick & Mortar Retail Relevance: How to Stay Ahead of the Curve

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

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Is empathy a more powerful indicator of success than sales numbers?

Membrain

Lisa McLeod, author of five best-selling books including Selling with a Noble Purpose, says the sales industry is focusing on the wrong targets. Sales quota attainment is a lagging indicator, and over-focusing on it can actually damage your team’s ability to perform.

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Improving Sales Performance - IMPACT Your Sales Planning: Target Drives

The Center for Sales Strategy

To set your organization up for long-term success, you need more than just a goal. You need a strategic plan, and that’s where target drives come in. How do you do a target drive? Why do you need help with them? And a question many sales leaders want to know, what does "good" look like? In this episode, Alina McComas, VP / Senior Consultant at The Center for Sales Strategy, discusses how sales leaders can make an IMPACT on their sales planning through Target Drives.

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SaaS sales: 8 Step Process On How To Sell SaaS Products

SalesHandy

You might be new to SaaS products, or even been doing it for awhile – SaaS Sales aren’t easy. Figuring out how to generate sales for SaaS products might seem like a pretty daunting task. Selling software products might seem very lucrative, but it’s really challenging to generate leads and close them. . What SaaS sales is all about, and how do you go about selling your SaaS to qualified leads?

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CapEx Reserves

Selling Energy

Yesterday, we talked about the types of Profit & Loss benefits you might choose to discuss with your prospects. Today, we’ll delve into the concept of Cap Ex Reserves, a topic you should really understand when approaching an income-producing property with an efficiency project… especially one where the tenants presently pay the utility bills and would benefit from efficiency maneuvers.

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How to Maximize Your Networking Group Investment

Adaptive Business Services

I have personally been involved with networking groups, aka leads groups, since the early 90’s when I created my first member-run group. In 2007, I created NetWorks! Boise which is run as a for-profit business ( get the how-to book on Amazon ). At one point I had three of these groups but, as I am semi-retired, I scaled that back to the one. As an owner, I assume all of the functions that would typically be shared in a member-run group.

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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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Cold Calling Needs a New Name

One of a Kind Sales

Cold Calling has a terrible reputation! Salespeople avoid making cold calls because they fear being rejected. This reticence leads to fewer calls being made and in the end, fewer sales being closed. Prospects too, dislike cold calls. They are turned off by the thought of being ‘sold’ to and don’t want their time wasted. And […].

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Why Some Sales Negotiation Training Programs Work and Others Don't

Force Management

A defined negotiation strategy is a critical component to an organization’s success.

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The 9 Steps to Winning Sales: As Told by Indiana Jones

Revegy

You have made hundreds if not thousands of sales in your lifetime. You’ve been through the process more times than you can count. The nuances of a sale are not lost on you. However, are your sales managers hiring new reps? Or do you just like the idea of comparing your work to that of […]. The post The 9 Steps to Winning Sales: As Told by Indiana Jones appeared first on Revegy, Inc.

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?? The Framework for Building Repeatability into Your Business

Pipeliner

Anyone wanting to start and build a long-term sustainable business should know that it is hard work and requires having a proper framework. Thus, today’s guest in the Expert Insight Interview is Amos Schwartzfarb, discussing his new book Levers: The Framework for Building Repeatability into Your Business. Visit us on Apple Podcast You can also find 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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Your Best Accounts – Getting More from Less

Jonathan Farrington

For a long time, the only objectives I used for major accounts were very specific business objectives: “We will increase turnover by X%” or “We will introduce two new programs and increase our profitability by Y%” Then, one day, I had what could only be described as a “minor epiphany” – I began to understand that […].

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Sales and Service Training Courses

Klozers

If your business is typical, up to 80% of next years revenues will come from this years customers. Despite this many organisations give little or no thought to customer service, viewing it merely as a cost to the business. In many cases customer service is a cost to the business, however, survey after survey shows. Read more.

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Clear Eyes, Full Hearts, Can’t Lose: How to Guide Rep Towards Success with Sales Performance Coaching

Lessonly

Is it your fault if you’re a bad sales rep? Well, it depends. If you’re knowingly in a sales role just for the cash, but you don’t really care about helping customers and prospects solve their problems, then you’re in the wrong business. If you’re trying to do right by the customer, but you lack the skills and know-how, then there are plenty of ways to grow and improve. .

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A Step-by-Step Guide to the Modern Recruitment Process

Zoominfo

Over the past three years, recruiters have experienced seismic shifts to a recruitment process that hadn’t changed in a long time. Not only did the pandemic reduce the size of talent acquisition teams , but the whole industry had to shift towards virtual recruiting and onboarding. According to CNBC , in 2020, 84% of recruiters adapted their hiring processes to facilitate remote communications.

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Drive GTM Efficiency with Tech Stack Consolidation

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

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Apptivo Product Updates as of July 06, 2021

Apptivo

Good Day! Welcome back to Apptivo’s newest product update for the month of July. This update provides you an easy-to-use workflow between our applications. We have also introduced some interesting features to automate existing applications with better enhancements. Let’s go through short notes about these updates. Updates and Enhancements.

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What Is Deal Management and How It Can Help Reps Close More Deals

Hubspot Sales

When it comes to sales deals, there's always a variety of moving parts such as deal tracking, prioritization, organization, analysis, and more. On top of that, sales reps work on more than one deal at once and speak to different people with unique needs across each of those deals. This is where deal management comes into play — the process by which you can simplify and organize different aspects of your sales deals to improve efficiency, performance, and conversions.

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Mailchimp vs Mailerlite: The email marketing stand-off

Nutshell

Mailchimp and Mailerlite are both awesome email marketing tools that have a place in any marketing team’s arsenal. . In a world where it feels like there are a million solutions to each business need, you might be unsure on which to choose. You’re not alone. With so many options available, it’s difficult to navigate product pages, schedule demos, and read through pages and pages of features to find the right solution. .

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What Is the Buyer’s Journey? (And Why It Matters)

Sales Hacker

The buyer’s journey seems simple: awareness, consideration, decision. But implementing these steps requires a lot of planning and coordination. We’re diving into how and where to get started by sharing a few different frameworks so you can map your buyer journey to your sales process. What is the buyer’s journey? The buyer’s journey is an engagement model that takes a customer through three stages of evaluation before making a purchase.

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Gone in 8 Seconds: Overcoming Buyers’ Shrinking Attention Spans

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

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How Validity’s Customers Are Turning Improved Email Performance Into More Revenue

Appbuddy

The 2020/21 pandemic has seen an upheaval in how email marketers interact with their subscribers. Message relevance and trust are the new cornerstones, and early adopters of these new best practices have benefitted in a big way. By using quality data to demonstrate empathy and build trust, they have reaped the rewards of greater engagement with their programmes – as well as more revenue.

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Achieve The Greatest Return on Manager Time with Structured Sales Coaching

CommercialTribe

Sales managers are the single greatest lever to improve the success for your sales teams. They can make the difference in converting new hires to productive reps and shifting low to middle performers to high performers. But as a sales leader, how can you actually make this happen? When we interviewed 40+ sales leaders we discovered a profound opportunity to improve manager efficiency and shrink the delta between actual vs. desired manager time spend.