Wed.Feb 28, 2018

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4 Ways Technology Has Changed B2B Selling

Zoominfo

Technological advancements have the ability to transform any industry or job function overnight—including B2B sales. Although these changes are often exciting, keeping up with the evolving technological landscape can feel like a full-time job. If you fall behind on the latest and greatest in technology, you fall behind your competitors. Don’t let this happen to you!

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Leadership Behaviors Are the New Selling Skills

Connect2Sell

Maybe you’ve felt this way as a sales professional. Stereotypical selling skills take away from the joy of selling in a way that helps other people. Or maybe you’ve mastered traditional selling skills, but something is still missing. Our research with buyers and stories from sellers will show you how to use leadership behaviors to enhance your selling skills.

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Every Purchase is a Compromise

The Sales Heretic

Every salesperson wishes they sold the perfect product or service. And some salespeople believe they sell the perfect one. But “perfect” doesn’t exist. Because the reality is that every purchase we make is a compromise. From food, to clothing, to where we live, to legal representation, everything we buy is a compromise among myriad factors. [.].

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The CEO Road Map – Slow Down to Speed Up

SBI Growth

The best CEO’s not only motivate their teams to hit aggressive goals, they oversee a process that gives their functional leaders a road map. You and your team need be in lock step on how much growth will come from.

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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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How to Sell Anything to Anybody

Hubspot Sales

In Jill Konrath's opinion, the salesperson is the primary differentiator in purchases today. As products and services become increasingly commoditized, buyers are aware they can get a similar offering from another company. But what they can't get from just any vendor is the same sales experience, which is created by the sales rep. This means salespeople have almost complete control of their own destinies.

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5 Overused Phrases to Cut From Your Sales Emails

Hubspot Sales

When it comes to email, using cliches isn’t the worst sin you can commit (that dubious honor probably belongs to misspelling basic words or getting your prospect’s name wrong.) But overused words and phrases don’t help you achieve your number one goal: Making your email stand out in the buyer’s mind and eventually earning their time. To improve your response rates, the Grammarly team recommends avoiding these email cliches. 1.

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Worst Case Scenario

John Barrows

One of my 12 Guiding Principles used to be “Always have a Plan B” which was added to the list based on my reaction to getting fired from the company that acquired my first start up. I didn’t have a Plan B so when I was fired, I was caught flat footed not knowing what to do with my career and it freaked me out. However, I’ve replaced “Always have a Plan B” with “Be OK With The Worst Case Scenario” for more than a few reasons that I thought were worth sharing.

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9 Tips for Building a Competitive Sales Compensation Plan

Hubspot Sales

When it comes to recruiting, hiring, and retaining great sales talent -- few things are more persuasive and important than maintaining a competitive sales compensation plan. Pay too little and you’ll lose good salespeople to competing companies. Pay too much and your salespeople will get complacent and stop growing revenue. Below, I’ve compiled nine tips for making good decisions about base salary, commission, bonuses, and more.

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50 Must-Know Heavy Hitters: Winners of the Sales Hacker Top 50 Awards 2017!

Sales Hacker

In January, we announced a new initiative called The Sales Hacker Top 50 Awards. The Sales Hacker Top 50 Awards are an effort to show some love to the actual reps and practitioners on the front lines. They don’t often get the widespread recognition they deserve, since most other online sales awards often become influencer popularity contests. During the 6 weeks of open voting, over 5000 votes were placed.

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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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9 Quick Sales Presentation Tips All Salespeople Must Know

Marc Wayshak

By implementing these 9 quick sales presentation tips, you’ll master the habits of superstar salespeople, every time you present to a prospect. Check it out now. The post 9 Quick Sales Presentation Tips All Salespeople Must Know appeared first on Sales Speaker Marc Wayshak.

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Essential Tools for Tracking the ROI of Social Selling

SalesforLife

Show, don't tell. In business, that translates as, “Where are the metrics?” Sales reps can clearly observe that social selling works, but their bosses want metrics. They need hard numbers that capture the ROI of social selling at the corporate level, but also how to take it down to the level of individual performance for sales professionals.

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This is Why You Must Break Away from the Day to Day

Alice Heiman

Develop Yourself. As sales leaders, especially when we are also running the company, we need to take time to develop ourselves, even though our lives are crazy busy. We need time to innovate so we can transform our organizations. . We need to develop our leadership skills and learn ways to continue to develop our sales teams. Stay on Top of Trends .

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Can These Gamification Secrets Improve Your Sales Results?

Membrain

Over the past few years, countless apps have been developed to harness the benefits of gamification. There are games for helping you get to the gym, games for helping you divvy up household chores, even games to help you reduce anxiety and boost your mood.

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Customizing for Every Customer: How 1:1 Personalization Drives ROI

Personalization has moved beyond segmentation. It’s now a proven strategy to transform customer relationships, drive business growth, and increase marketing ROI. In this eBook, Salesforce explores why it’s important to communicate with your customer as an individual and how you can: Create personalized experiences across channels with data, AI, and machine learning Increase the ROI of every site visit Build customer loyalty with trust By submitting this form, you agree to have your contact infor

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4 Common Pieces of Advice You Should Be Avoiding in Your Sales Emails

SalesFolk

Bad sales email can happen to anyone. That’s why it’s so important to stay vigilant when it comes to taking advice from the internet. There are lots and lots of tips out there that, despite being completely ineffective , are fast becoming gospel in the sales world. The best way to avoid making mistakes that could ruin your email outreach is to know the difference between an actual best practice and a misleading tip.

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Debunking the Boy’s Club with Bernadette McClelland, 3 Red Folders

Igniting Sales Transformation

In this episode, I talked to Bernadette McClelland, CEO of 3 Red Folders about Debunking the Boys Club, which was an interesting and lively conversation. It was not a discussion about bashing the men! Like me, Bernadette has an interest in supporting and helping women in sales. We start the conversation by talking about why that is important to her.

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An Unconventional, Yet Effective Guide To Making Your Conference Visits Count In 2018

Sales Hacker

In this guide, I will break down 11 unconventional conference tips that will help you make the most out of your experience. Let’s dive in. I say this often…. Pixels will NEVER replace face to face. With each conference I attend, I’m reminded of this over and over. Sure, Slack is cool and social networks make the world go ‘round, but those are just tools and they only help graze the surface when it comes to building strong relationships — especially business/professional relationships.

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The Single Most Important Thing To Drive Sales

Partners in Excellence

I read dozens of articles outlining the single thing sales people or managers need to do to drive sales success. It’s. Constantly prospect. Constantly be developing referrals. Focus on target customers/ICP. Viciously qualify. Understand your customers’ businesses and problems. Develop strong relationships. Engage with insight. Facilitate their buying process.

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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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What Air Crash Investigations Didn't Tell You About QF32 (Airbus A380)

Tony Hughes

This is an unlikely but true story about iconic brands being protected by an amazing airline captain , the power of social media, and how to create customer-centric culture. Every enterprise can learn much from this story as it exemplifies the incredible benefits of empowering and trusting employees to not only do their job but also represent the brand – in this case, also save lives.

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Time for a Presentation Check Up?

Anne Miller

We go to the doctor for annual health check-ups, so, why not take a few minutes for an annual presentation check-up as well? It is reassuring to hear the doctor confirm that we are okay in most areas, but it is also really important to learn where.

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Sell Smarter with Social Selling on LinkedIn

The Center for Sales Strategy

Social selling. It’s not just an industry buzzword. It’s a legitimate technique that salespeople should use to build and maintain relationships within a social network that a salesperson and their customers already trust.

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Rainmaker 2018 Panel Preview: Unpacking The Complex Sale

SalesLoft

Have you ever wondered why enterprise sales is becoming increasingly complex? For starters, companies now have a decreased tolerance for risk; no one wants to be responsible for making a bad decision. Toss in security concerns, and you’re looking at a changing sales environment with more decision makers and longer sales cycles. From the customer’s perspective, a growing array of solutions coupled with tons of data and information lead to stress and uncertainty throughout the buying process

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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 to perfect your cold email outreach with Sujan Patel of Mailshake and Evan Santa of Vidyard

Close

Today, we've got a recording of yesterday's value-packed webinar about perfecting your cold email outreach with Sujan Patel (Mailshake), Evan Santa (Vidyard) and Steli.

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Sales Negotiation Strategies for Dealing with Reverse Auctions

RAIN Group

Reverse auctions (also called e-auctions) are a common negotiation technique used more and more frequently by large organizations. For the most part, sellers don't dislike reverse auctions—they loathe them. The point of a reverse auction is to drive down supplier prices to their absolute lowest while driving expectations of suppliers to their highest.

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Chorus for the Product Team: Voice of the Customer On-Demand

Chorus.ai

As a product manager, it has been incredibly valuable to be able to immediately access the voice of the customer using Chorus. Last week I was working on a new feature; I started by using Chorus to search hundreds of recorded meetings with our prospects and customers for mentions of keywords and phrases that might indicate the feature or topic was discussed.

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That Marketing Tactic Don’t Work On Me

Adaptive Business Services

First let me say that my area of expertise revolves around selling. When it comes to marketing, my skills range from nothing to nada. All I have to go on is my perception of how effective any marketing tactic is on me. Every day I get hit up with multiple offers via email or on one of the social channels. Only a very small fraction of these will move me to even read, let alone respond to, the originating party.

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Solving the Biggest Tech Challenges in RevOps

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

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How good Sales Forecasting can improve your reputation

Infoteam Consulting

If the most important thing a Sales Professional can do is sell, why do Sales Leaders put so much emphasis on forecasting? And how do you forecast accurately and how does pipeline coverage tie in? I will answer these questions with help from Derek Loh of Unit4. Unit4 is a leading global provider of enterprise applications for Professional Service Organisations and Derek is in charge of sales operations in the Asia- Pacific region.

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Prospects Who Suddenly Go Cold

Paul Cherry's Top Sales Techniques

Re-Engaging the Dis-Engaged What do you do about that hot prospect that suddenly turns cold on you? You’ve left numerous emails and voicemails and nothing seems to work. The solution. Take a firm approach. Leave a voicemail that goes something like this… John, this is Paul from ABC Corporation… Please, do me the favor and give me the courtesy of a return phone call.

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Make 2018 Your Best Sales Year Yet! (Panel Discussion)

Pipeliner

MUST WATCH PANEL DISCUSSION. According to many experts, we’re in an economic upswing. In addition to a great economy, what is needed to make 2018 your best sales year yet? What skills do you need? What insight do you need into today’s sales landscape? What process changes might be on the horizon for buyers and sellers? Join us as our panel of experts, along with host John Golden, explore the factors needed for an outstanding sales year.