Thu.Mar 11, 2021

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12 Ways CPQ Saves Your Business Time

Sales and Marketing Management

Standardizing and automating how salespeople configure, price and quote by introducing a CPQ solution has the potential to be a true game changer for your business. More accurate quotes, increased consistency and greater visibility into processes are just some of the many benefits that come from introducing CPQ.

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3 Data-Driven Steps to Increase the Diversity of Your Salesforce

SBI Growth

Just imagine – you made the decision to diversify your salesforce and have created a more inclusive environment that retains A-players from varying backgrounds and perspectives. And because your salesforce thinks differently and challenges the status quo, you’ve improved your.

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11 Common Mistakes When Interviewing Sales Talent

Anthony Cole Training

In previous articles , I have talked about the things you should do during the hiring process to improve your success when sourcing sales talent. Today, I will specifically address things you should refrain from doing during the interviewing process.

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Whose Deal Is This?

Partners in Excellence

Who in the sales organization owns the responsibility for a deal? Who is responsible for leading the development and execution of the deal strategy? Most of us would respond, thoughtfully, “It’s the sales person’s responsibility!” Sadly, though, in practice it looks very different. To many managers, often well intended, take the deal over, they end up running the deal strategy and execution, sometimes delightfully surrendered by the sales person.

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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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Sellers Beware! Misleading Advice on Zoom Fatigue

Julie Hanson

Stanford University recently published an interesting study on the causes of ‘Zoom Fatigue.’ Researchers identified four main causes, one being: *Excessive amounts of close-up eye contact is highly intense. While I don’t disagree with the study’s overall conclusion, I do disagree with the advice springing up around it suggesting people should REDUCE their level of eye contact on video calls.

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How to Keep Your Sales Team From Killing Your Brand & Your Bottom Line

Predictable Revenue

Chad cuts through the outdated, theory-based “fluff”, and gets down to the nitty-gritty with a raw perspective to look at where there may be opportunities to drive predictable revenue growth through sales optimization. The post How to Keep Your Sales Team From Killing Your Brand & Your Bottom Line appeared first on Predictable Revenue.

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Overcoming The Virtual Engagement Trap of Remote Selling

Sell Integrity

Virtual Engagement For Remote Selling. Remote Selling Success Starts Before The Call Even Begins. By Bruce Wedderburn. What is the ‘digital disconnect’ and how effectively are you dealing with it? While salespeople across industries are settling in to a world of hybrid and remote sales , most are still working to adapt to the nuances and variables that can affect success in a virtual selling environment.

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Nimble Introduces New Custom Fields to Help Teams Track What’s Most Important to Them

Nimble - Sales

We’ve added even more custom data fields to Nimble in order to help you stay on top of everything you need to know about your contacts! Whether you want to keep tabs on all of your customers’ past transactions, employment history, or personal interests, Nimble has you covered. Custom Fields are especially useful for personalizing […]. The post Nimble Introduces New Custom Fields to Help Teams Track What’s Most Important to Them appeared first on Nimble Blog.

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4 Tips to Build Sales Relationships and Engagement in a Virtual World

Allego

“So, how do you make a decision when you’ve got not just two good options, you’ve really got 10—or a hundred—good options?”. Ami Tully Lotka, co-founder of Maximum Impact Partners and expert in sales strategy and mobilization, has a simple answer to her own question: “The relationship is what breaks the deal.”. Lotka has worked across a wide variety of roles in financial services and other industries over the last 39 years, but right now, her work is focused on one significant goal.

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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.

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STOP using Bullets Points in Cold Emails!

SalesFolk

Do you include bullet points or numbered lists in your sales prospecting emails ? . It’s fine for drip marketing emails, which people subscribed or opted into, to include lists. It’s also fine to have a list in a sales email, once you’ve had a conversation with that sales prospect or opportunity. . ( I regularly use bullet points in follow-up emails after sales demos, for example. ).

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Why We Should Care About Our Customers’ Learning Styles

Carew International

In Carew’s Dimensions of Professional Selling ® sales training program, we address four customer buyer types as a means to better understand our customers and more closely align our style of engagement with their preferences and expectations. In today’s fast-paced, increasingly digital selling world, it’s time to start thinking about how our customers learn as well.

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Leveraging Product Visualization In Store

Atlatl Software

Shopping in store can either be a favorite activity, or the most dreaded thing on the planet. While a larger and larger portion of commerce is taking place in the digital realm, there are times where there is no substitute for physical retail, or when someone just needs to wander around Target and buy random items they saw on Instagram.

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How to Sustain New Sales Behaviors

Force Management

With any strategic change initiative, there’s always the question of whether or not it will stick. If you’re tasked with ensuring your sales organization can execute against aggressive growth goals, you’re likely readying your plan. Building sales capabilities and driving on-going reinforcement is not easy. Even veteran leaders aren’t immune to the risks that come with investing coveted time and resources in a sales transformation initiative.

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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

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Be Responsible To, Not For Your Sales Team

Sales Manager Now

In this Sales Leadership Quick Tip video, I want to share the difference of being ‘responsible to’ your sales team and being ‘responsible for’ your sales team. Both scenarios have a distinct impact on how we manage our teams. It’s… The post Be Responsible To, Not For Your Sales Team appeared first on Sales Manager Now.

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The Future of Sales Enablement

Vendor Neutral

Where Is Sales Enablement Headed in the Future? How to Effectively Advance Your Sales Enablement Charter. Companies that are having success today know that sales enablement is essential. Your sales team drives the revenue for your company, and if you aren’t strategically enabling them with resources, processes, and tools, you’re leaving potential profits on the table.

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Just say NO to GROW-CO FOMO!

Grant Cardone

This is probably going to be the shortest blog I’ll write all year because, in case you’ve been living under a rock, the 10X Growth Conference , the world’s biggest sales and marketing event, starts in less than 72 hours. We are on the launch pad and all systems are go, but you know that because you’re already signed to join me virtually, right? Come, on!

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How to Understand a Utility Bill

Selling Energy

I was recently asked about the best way to read a prospect’s utility bills. Fortunately, I’ve been in the energy business nearly 30 years, so I've seen my share of bills throughout my career.

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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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The Monthly Rundown, Anniversary Edition: Hot Startups from February

Crunchbase

In “The Monthly Rundown” series , I dive into a few up-and-coming startups from the past month, filtering by recent funding rounds and significant influxes of new website visitors. Stay tuned for an updated list each month and get a jump on the competition. We’re quickly approaching my favorite holiday: St. Patrick’s Day! Lucky for you, you don’t have to wait until March 17th to find your pot of gold (and by pot of gold, I mean the hottest startups from last month). .

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Five Reasons Companies Fail to Hire Top Sales Talent

Selling Power

We all know that hiring the wrong salesperson is expensive. Research shows that high-tech companies lose as much as $2 million per year on a bad sales hire. They lose revenue, damage reputation, impact market share, and hurt the culture to name a few. Below are five reasons many companies fail to hire top salespeople.

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Sales engagement: What, why, and how + 8 tools that can help

Close

To close deals, you need to engage with prospects. But for sales engagement to work, you need to have a strategy behind it. Learn more about the methods and platforms you can use to boost your sales engagement strategy.

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The Secret to Selling to the CISO Persona

Emissary

For today’s Buyer’s Seat , we’re going to have a CISO persona – based conversation. And we’re going to do a deep dive into a specific decision-maker role, namely the CISO, the Chief Information Security Officer. And to help us think through that, we are pleased to chat with Paul Johnson about it. Paul is one of your technology buyers.

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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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?? The Hero Project – How To Find Your True Self

Pipeliner

If you were trying to be someone who you are not, only to satisfy other people, it is time to have a life transformation. Thus, today’s guest in the Expert Insight Interview is Adam Jablin, and he discusses how The Hero project can help people achieve spiritual transformation. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations.

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How You Can Build a Successful Onboarding Program with Showpad

Showpad

Onboarding can be complicated. Getting your revenue teams up to speed can be a challenge in its own right, but with the right software and tools, you can create an efficient onboarding program that sets everyone up for success. With a sales enablement solution like Showpad in place, organizations are better able to scale their onboarding programs while engaging and effectively onboarding their go-to-market teams. .

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How Scaling Down Allows You To Scale Up

Pipeliner

Gardeners must cut their plants to allow them to blossom in the future. Same works in business. Thus, in this Expert Insight Interview, Jessica Jones discusses the concept of scaling back your business to scale up. Jessica Jones is a Founder of Pivot to Growth company, and she helps executives and entrepreneurs to take control and scale up their businesses.

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5 Best Practices for Upgrading Sugar

SugarCRM

As you may already know, we release updates for Sugar Sell, Serve, and Enterprise on a quarterly basis. The more frequent releases make it more important than ever to stay ahead of product updates so you can be prepared for upgrades. Here are five tips from SugarCRM to help you stay ahead of the four-yearly releases as a SugarCloud customer. 1. Stay in the Loop with Sugar Resources.

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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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5 Reasons Why It’s Time to Introduce Your Customer Success Team to Gong

Gong.io

HubSpot Reps Increase Productivity and Ramp Faster with Gong. Gong Gives Genesys Sales Managers The Ability to “Ride Shotgun” With Any Deal. Shopify Creates a Learning Environment for Their Sales Team. The above are 3 actual headlines from Gong case studies. The one thing they all have in common? Each tells a story about how Gong helped each organization’s sales team exceed its goals, increase sales productivity, help sales managers gain more insight into deals, and onboard new sales reps faster

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A Quick and Easy Sales Enablement Guide

Showpad

Looking for a crash course in sales enablement? We’ve got the quick and easy sales enablement guide you need. In this blog, we’ll run through a definition of sales enablement, some practical tips to developing a strategy and how to build a winning program. What is sales enablement? Broadly speaking, sales enablement is the practice of ensuring your reps have everything they need to efficiently and effectively sell.