Sun.Mar 01, 2020

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Why Would I Refer You if You Don’t Follow Up? [February Referral Selling Insights]

No More Cold Calling

Don’t ghost people. You’ll end up paying for it. A woman I know from my business group met me for coffee. She wanted to discuss having me speak to her team about referrals. We brainstormed the topic and discussed her investment. She made it clear that she wasn’t the final decision-maker and said she would follow up. I agreed to send her a topic outline and pricing.

Follow-up 344
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Do’s and Don’ts of People Management from a Turnaround CEO

SBI Growth

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.

Segment 156
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Prisoners Of Our Own Experience

Membrain

Recently, I had separate discussions with two very good sales executives. Each was taking a very strong position on particular aspects of selling. As the discussions progressed, I could see their perspectives were limited by their experience.

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Executive Interview with Rich Lanchantin, CEO, @Qstream: Sales as a Buying Experience

SBI

Q: SHOULD SELLING BE VIEWED AS A BUYING EXPERIENCE AND WHY. RICH : Buyers are more informed, smarter in terms of how they purchase, and better at identifying authenticity or hype in a sales process. For that reason, companies who don’t start by considering a client’s buying experience first are at risk of the types of sales process misalignment that risk lost sales, unnecessary discounts, shorter contract terms and similar consequences.

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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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8 Myths About Modern Selling That Destroy Growth

Anthony Iannarino

The internet is full of content, much of it designed to capture attention—and clicks, likes, and shares. The more controversial the idea, the more attention it is likely to garner. The most commonly used strategy is to describe something as “dead” as a way to drive traffic, infecting those who are susceptible with the idea they should avoid doing the work required of the result they seek.

More Trending

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Resources to Help Your Salespeople Enable Champions

Force Management

Champions are a key component to selling high-level enterprise deals. If you know how to effectively enable and test a champion, you have an effective tool to advance your opportunities. We have covered Champions in a variety of our content. Here are a few of our most popular resources.

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Banking Fintech In an Increasingly Global Society

Pipeliner

The world keeps getting smaller as technology continues to shrink barriers to conducting business internationally. Financial technology—or fintech for short—is making it easier and simpler to do everything from making bank deposits on your cell phone from anywhere in the world to getting the latest currency conversion rates via an app. Sales are increasingly made on a global stage.

Banking 64
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Our Top Resources For Giving Effective Feedback

Force Management

Developing effective feedback skills is an important component of being an effective leader. How can you coach your teams to success if you don't possess the ability to provide feedback in a way that's constructive and actionable. Below are some of our most often used resources on giving effective feedback.

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TSE 1258: Selling SaaS To Doctors vs. Selling Traditional SaaS Solutions

Sales Evangelist

Selling SaaS To Doctors vs. Selling Traditional SaaS SaaS stands for Software as a Service. In this episode, Justin Welsh will teach us how to sell SaaS to doctors and how the language in these transactions can be applied in other areas of selling. Although Justin Welsh is an accomplished seller, he is also a buyer who makes note of his purchasing experiences.

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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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Our Best Resources for Aligning Your Executive Team on the Sales Strategy

Force Management

Many companies underestimate the importance of alignment, especially when it comes to the growth strategy and the overall sales execution process. Without alignment, it's difficult to scale and keep a buyer-focus throughout your organization. If your cross-functional leadership team isn't aligned on what the focus is for your customers, how can your sales team effectively execute?

Scale 78
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Executing a Successful Automation Strategy with Sugar

SugarCRM

“We have finally done it! We attended meetings, toiled over designs, and delivered a new process that is going to streamline our operations while simultaneously improving our customer experience. We just need the team to adopt it, so we would like you all to…read this memo! Even better, the memo outlines the painstaking nuances to remember every day for the rest of your employment, or until we change the process again with a new memo, which we will.

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Keep the Focus on Your Buyer in Your Sales Process

Force Management

The only way your reps are going to be consistently successful is if they're able to effectively align with their buyer's needs and desired outcomes throughout the sales process. We've compiled our best resources for uncovering customer needs in discovery and aligning your sales process with your buyer's process below.

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Weekly Recap, March 1, 2020

Selling Energy

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs.

Energy 52
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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.