Thu.Aug 23, 2018

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3 Ways to improve Your Customer Retention Scorecard

Babette Ten Haken

Do you have a customer retention scorecard? You know what I am talking about. Any of the plethora of scoring systems which measure customer satisfaction and loyalty. Chances are, your organization already has a scorecard or two. And your own performance is measured and compared with the ratings customers provide on a quarterly basis. Do you know which factors these scorecards measure?

Retention 154
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Social Selling is Just … Selling: A Contemporary Guide

DiscoverOrg Sales

The average American will spend up to 50 minutes browsing through social media today. This means the average user spends approximately 6 hours a week, or 303 hours a year, browsing over Facebook updates, Linkedin notifications, and an abundant amount of tweets. More important: Those 303 hours of social browsing are sales opportunities for you. Social selling is when sales professionals use their social network to communicate with prospects and develop relationships to solve problems and achieve

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Prospecting is Dead… Long Live Prospecting

The Center for Sales Strategy

Did you know that your chances of making a sale go up a gazillion percent when the prospect actually asks to be contacted by you? Of course you knew that! So how do you make this happen?

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Social Selling: What You Should and Should NOT Do

No More Cold Calling

A Complete Guide to Putting the “Social” Back in Social Selling. Social selling has finally (and dangerously) reached buzzword status. Dangerously, because there are misperceptions about what it means, how to do it, and just as importantly, how not to do it. Misperceptions, because salespeople have forgotten the social part of social selling. Instead, they pitch, spam, annoy their contacts, and think that’s actually helping them sell.

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Streamlining Salesforce for Maximum Impact: A People-Focused Pocket Guide

Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

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Can Artificial Intelligence Make Sales More Human?

Sales and Marketing Management

Author: Steve Woods, Nudge.ai Co-founder and CTO The fear-mongering is everywhere; artificial intelligence will replace humans and kill jobs by automating the things that we do. It’s effective click-bait because it seems like the plot of a Hollywood action movie pitting robots against humans. But, is it reality? To get to the answer of that question, we need to dig beneath the surface and understand what artificial intelligence is all about, and what it is likely to do to each industry that it a

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The 11 Best Virtual Staging Services and Software for Real Estate Agents

Hubspot Sales

In a 2018 survey of more than 4,000 homes, 68% of staged homes sold for at least 9% more than those of their unstaged neighbors’. Whether you’re starting a real estate business or have been selling homes for a while, there’s clear and increasing benefit to professionally staging your clients’ homes. But the future of home staging goes beyond just hiring a designer.

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Need More Leads? Stop Using List-Building Methods From 2019

Fill the Funnel

Need More Leads? Stop Using List-Building Methods From 2019! Do you feel list-building is dead for you? Finding it harder and harder to earn leads and grow your subscriber list? Many of those tactics like offering bonuses or signing up for a webinar have been so overused and poorly executed that those tactics don’t work […]. The post Need More Leads?

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How to Talk About The Competition

Engage Selling

Let’s face it, your competition inevitably comes up every so often while you speak with prospects and clients. You need to know how to talk about the competition.

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Fill Your Sales Pipeline by Finding “The Entry Point” (Interview with Craig Rosenberg)

Troops

When Craig Rosenberg conducted training for sales reps at an enterprise software company, he pushed them to consider alternate points of contact to fill their sales pipeline. Part way through, a salesman interrupted his presentation and said, “Craig, I just want you to know that I only go high. I only go to the C-level.”. In response, Craig asked, “That’s great.

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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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Agile Reporting: How to Save Time While Uncovering Trends From the Field

Repsly

You know how it goes. You spend hours each week trekking through email threads and one-off spreadsheets trying to make sense of what’s going on in your accounts. Sometimes that data is missing key information or is wrongly attributed. Even with all this information at your disposal, it’s not easy to get answers to your most pressing questions. Enter agile reporting - the system disruptive brands are using to gather insights about their team’s work in the field.

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Are You Using BAMFAM to Increase Your Sales?

Jeff Shore

By Ryan Taft . Recently I was working with a sales rep, I will call Nancy, who had fallen behind on her sales goals. After going through Nancy’s presentation and her strongest leads, I realized a major flaw. She wasn’t using BAMFAM. What’s BAMFAM? It stands for: Book. A. Meeting. From. A. Meeting. Like Nancy, a lot of sales professionals are fairly weak when it comes to follow-up.

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Selling Skills, AI and the Future of Sales Enablement [Q&A with Jim Dickie]

BrainShark

One sales expert sees a new breed of reps emerging – one with key business skills and AI tools at its disposal.

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3 Stages of Competitive Channel Programming

Openview

Crafting your channel program should be a very deliberate activity. Although you may start with the channel in an opportunistic model, building a program with careful thought and purpose will serve the business in the long run. I’d like to offer you a simple three-stage process model to help you build strategic, competitive channel programs and put you on the path to sustainable revenue from your indirect channels.

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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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Do You Groom Your Connections?

Smooth Sale

Attract the Right Job Or Clientele: Prior to entrepreneurship, I saw competition in every regard, including my connections. Becoming creative to secure sales and be at the top of the scoreboard was an exciting mind game. I relished every challenge. Frequently the female upset led to my next job interview. . The practice of job interviews pointed the way to community service. .

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The Emotional Vs Logical Quandary in Sales

Janek Performance Group

Ask 10 different sales professionals whether it’s better to sell a customer on logic or emotion, and most of them will probably say you need to use both. But Gerald Zaltman, professor at Harvard Business School notes that 95% of our buying decisions are done subconsciously, and there’s near-unanimous consensus among neuroscientists that our rational mind plays a comparatively small part in our decision-making process.

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How to Make Your Sales Strategy Easier to Execute by Systematizing “Your Way of Selling”

SBI

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview George Brontén , Founder & CEO of Membrain. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? GEORGE: Unlike most solutions, our platform is custom built for complex B2B sales, where sales cycles are longer and more stakeholders are involved.

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What Happened To The Follow-Up?

Partners in Excellence

One of the biggest mistakes managers make is lack of follow-up. Recently, I sat in a review meeting. Almost surprisingly, it was very productive. The team was actively engaged, they were talking about important shifts in their strategies and how they would execute with the customers. There was great discussion to make sure everyone was aligned. They agreed on specific next steps and actions (though I had to hint a little at doing this.).

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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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Are Sales Managers Coaching Reps to the Right Outcomes?

SalesLatitude

What is more important in sales, closing deals or building pipelines? I would say the answer is both, but the actions of sales people on average seem to say differently. Why is that? Are sales managers coaching to the right outcomes? Here are three typical scenarios that demonstrate the right and wrong ways to close deals and build the pipeline simultaneously.

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What Not to Do in B2B Sales — 7 Signs You’re About to Kill the Deal

Sales Hacker

One of the reasons why B2B sales is so complicated is because of the many blind spots it involves that can ambush sales deals. You might optimize your prices and meet compliance regulations or you might have the best sales tools at your disposal. Yet, all else can fail if you don’t know what to do and what not to do in B2B sales. And no matter how much it’s drummed up about, I don’t believe there are any shortcuts to accelerating your sales funnel.

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Need More Leads? Stop Using List-Building Methods From 2009

Fill the Funnel

Need More Leads? Stop Using List-Building Methods From 2009! Do you feel list-building is dead for you? Finding it harder and harder to earn leads and grow your subscriber list? Many of those tactics like offering bonuses or signing up for a webinar have been so overused and poorly executed that those tactics don’t work […]. The post Need More Leads?

Leads 48
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4 Ways to Get your Salespeople Comfortable on Camera

Allego

A young Carly Simon once fainted head-first into a table full of businesspeople eating pasta because she was so overcome by stage fright. Performance anxiety can trip up even future mega stars, so it’s easy to see why a salesperson might not love the idea of their manager critiquing their performance on camera. Team members sensitive to getting on camera often experience anxiety at the thought of using a modern learning platform.

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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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7 Creative Sales Ideas to Boost Sales Team Motivation

criteria for success

Creative sales ideas don't have to be far-fetched or make your sales reps uncomfortable. As a sales leader, one of the biggest challenges is motivating your sales reps to be their best. It's not that they don't want to be, it's just that sales can be tough! Whether your reps are getting hung up on, [ ] The post 7 Creative Sales Ideas to Boost Sales Team Motivation appeared first on Criteria for Success.

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Your Frontline Sales Managers are a Key Cog in the Coaching Process

Showpad

Sales managers at any organization are in a position to guide and motivate those they lead, similar to the coach of a sports team. So it would make sense to give managers the proper training for sales coaching, right? It may seem obvious, but a study by ATD discovered that only 11 percent of organizations train their sales managers to a high extent.

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3 Reasons to Drop Manual Sales Territory Planning for Good

Xactly

When it comes to sales performance management (SPM) functions, the difference between “nice to have” and “need to have” can seem difficult to determine. There’s no doubt that sales performance has the most tangible effect on your business success, and yet, deciding where and when to invest in your sales process can seem both risky and convoluted. Sure, you know you need ICM to handle accurate and timely payments, but do you really need automated sales territory planning as well?

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5 Areas Of Hidden Waste In The Sales Revenue Production System

BrainShark

Unfortunately, the revenue production system is clogged with waste -- activities leading nowhere -- at many companies.

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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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How Product Marketing Roadmaps Drive Sales | Shifting Market, Shifting Strategy | Agile: We’ve Come Full Circle

Product Management University

The B2B Product Manager Magazine August 2018 is now available. This month we explore the value of a product marketing roadmap to sales. It’s not a staple in most B2B organizations but it’s just as important to your near-term revenue as a product roadmap is to your longer-term growth. We also look in the rear-view mirror at Agile and discuss what’s changed and what hasn’t along with tips for dealing with flat growth and shifting market conditions.

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Embracing Leadership

Pipeliner

Embracing Leadership in a Management Dominanted World. Leadership and management both have their roles in the professional world, but people are managed four times more than they are led. Embracing leadership can be challenging for many reasons, and can hinder progress and success in an organization. Tom Flick, interviewed by John Golden, discusses the ways that salespeople and business professionals can truly embrace leadership in a world where management is more prominent.

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Vote for Jeremy Leveille as SDR of the Year

LeadIQ

We love Jeremy. So should you. Here’s why: Vote for Jeremy as SDR of the year. They announce winners at the Sales Development Conference next week!