Tue.Feb 25, 2020

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Land and Expand: How to Turn a Small Deal into Big Results

Hubspot Sales

Let’s say you’re a salesperson, selling a B2B cloud computing solution. Your product is exceptional, but your business is relatively new and, in turn, relatively unknown. The vast majority of companies don’t know who you are, how reliable you can be, and what your product is capable of. With all that in mind, do you think you could walk into a large enterprise’s lobby, land a meeting with the CEO, and convince them to overhaul the entire company’s cloud computing infrastructure and implement you

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How NOT to Market on Facebook

The Sales Heretic

I regularly receive friend requests on Facebook. Most of them I ignore. (And many I report for being spam.) But if the person sending the request has a lot of friends in common with me—say a hundred or so—I’ll usually accept the request, because that person is typically also a professional speaker or trainer. (Many [.].

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Sales Scrum #Podcast – Episode 2

The Pipeline

Sales Scrum: Guest Warren Shapiro. In this episode, I have the pleasure to interview Warren Shapiro , a seasoned recruiter who helps both employers and employees break through the barriers to success. In the conversation, Shapiro highlights how advancements in technology and changing attitudes and client expectations, can help employers hire people more likely to succeed and stay longer.

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What Switching to a Consumption-Based Business Model Means for Customer Success

SBI Growth

Over the past two and a half decades, Cloud-based software delivery has transformed the marketplace with Software as a Service (SaaS) becoming the default way that customers purchase almost any software. This has changed the dynamics between vendor and customer.

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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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The Beginner’s Guide to B2B Marketing Attribution Modeling

Zoominfo

The modern B2B customer journey is more complex and multilayered than ever before. In a prospect’s path to become a customer, they often engage in a number of digital touchpoints—social media posts, paid advertisements, email promotions, blog posts, webinars, and eBooks to name a few. In fact, studies show it takes an average of 6 […].

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Podcast 137: Making Prospecting A Math Game With Ryan Reisert

John Barrows

We’re pleased to have Ryan Reisert on the podcast this week. Ryan’s strength is turning prospecting into a math game so you can reverse engineer the activities you need to generate the outcome you need. If you think about it, why would you not want to find out how many prospecting activities you need to perform before you book a meeting, divided by your meeting to opportunity rate and finally your close rate?

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What Your CMO Doesn’t Know About Customer Advocate Programs

SBI

What Your CMO Doesn’t Know About Customer Advocate Programs. At the change of each year, we scour thought pieces on the web for chief marketing officer (CMO) trends that we must be attuned to in the coming year. I’m always fascinated that customer advocate programs (CAP) are rarely in the various pundits’ priority lists, at least explicitly. The anticipated priorities in 2020, for instance, include some form of: Deepen customer knowledge through advanced analytics.

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Relationship Selling and the Competitive Advantage of Being Likable

Anthony Iannarino

There are bad ideas, and then there are shockingly bad ideas. Occasionally, it makes sense to stop and examine these bad ideas, the poor thinking or lack of experience that produces them, and provide better guidance on how to think about what is good and right and true in a modern sales approach. False: Relationship Selling Is Dead. You read this idea in a Harvard Business Review post by Brent Adamson and Matt Dixon , authors of what turned out to be of the most critical sales books in the last

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Why Sales Managers Struggle with Effective Hiring

Miller Heiman Group

Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. What’s the problem? Though sales organizations hire more sellers than ever to grow their business and compensate for losing salespeople, studies show that they may not be following hiring best practices: 84% of sales leaders say they lack the sales talent they need to succeed in the future.

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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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Your Unique Business Tripod Contributes To Future Success

Smooth Sale

Attract The Right Job Or Clientele: You may be curious about the ‘what is’ and ‘how’ a unique business tripod contributes to future success. We frequently hear about the importance of taking care of our mind, body, and spirit. Without good overall health, it’s challenging to get much done, let alone achieve new accomplishments. The business tripod consists of our belief, vision, and flexible plan.

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Inside Look: The Operations & Systems Track at REV2020

SalesLoft

4 tracks. 50+ sessions. 100+ speakers. 2000 attendees. REV2020 , SalesLoft’s industry conference about where sales is going , is shaping up to be a truly transformational event. With so much great content planned this year, we want to dive into each of the educational tracks and highlight some not-to-be-missed gems from the lineup. The Operations & Systems track brings data-driven frameworks and processes to support all revenue-generating teams.

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A Modern Take on Sales Coaching

Xvoyant

By : Rob Jeppsen. 6 min read. The Modern Sales Environment. To say the state of sales today is radically different than it was in 2005 would be an understatement. And it isn’t just one part of sales that has changed. Buyers have changed. Technologies have changed. Salespeople have changed. It doesn’t matter what your company sells or how it is sold, how a person sells is more important than what the salesperson sells, and because of this, the art and science of sales is evolving faster than

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The Vital Science of Relationship Mapping

Pipeliner

The crucial importance of mapping relationships became very evident to us early on in the development of Pipeliner CRM. This realization led to a totally unique CRM feature : the Org Chart and Buying Center. There is a science behind relationship mapping, though, that emphasizes and highlights its importance. Connections. Today the business world is very much like a biological organism: there are many interconnections.

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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 Best Customer Discovery requires Storytelling Patience

Babette Ten Haken

Today we’re talking about the importance of having storytelling patience when conducting customer discovery interviews. Customer discovery is a methodology used for building startups, new corporate ventures / intrapreneurial activities, design and engineering projects, and sales. Actually, in my storytelling for STEM professionals and left-brain thinkers playbook, you and I are never quite finished with customer discovery.

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Tailoring Your Sales Message

Revegy

The average size of a buying group has gone from 5.4 stakeholders in 2014 to 10.0 in 2018 [footnote 1], which highlights the need to tailor sales messages for each buyer persona. Yet, a recent survey by FinListics Solutions, the solution for financial analytics that power Insight-Led Selling® and Revegy, a leading technology platform for customer revenue optimization, reveals that only 26 percent of sales organizations believe they do this very well.

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10 Tried-and-Tested SaaS Marketing Tactics That You Should Try

Pipeliner

Your marketing approach will differ based on the industry that you are in. That’s because each industry has its own set of target demographics. Mind you, some of our clients at VoyMedia SaaS Marketing Agency find it daunting to look for clients in their target market. Although you know that you have built a great product, sometimes your marketing efforts will not pay off.

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Tired of Being Ghosted by Top Prospects? Try These Tips!

The Center for Sales Strategy

As sales professionals, one of the biggest challenges we face is trying to connect with a new prospect. With so many different touchpoints, it’s easy for a prospect to avoid or ignore your voicemails, emails, texts, or LinkedIn request. If you want your message to stand out, it’s critical that you have a solid valid business reason (VBR) that establishes you as trusted and valued.

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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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The Problem With Projecting [Podcast]

Sales Gravy

Projecting, which is all too common for salespeople, will cost you dearly at the sales negotiation table. A few years back, my wife and I bought our dream home. It was on a stretch of farmland—exactly what we’d always wanted. We both knew in our hearts that it would be the last home we ever bought. This was where we planned to spend the rest of our lives.

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How to Improve the Performance of Your Sales Team

Nimble - Sales

No matter whether it is a small or prosperous company, everybody wants to sell more. But how to achieve that result? How to increase sales team performance? What techniques can be applied to sell more? Let’s have a look at this question in greater detail. What Is Sales Performance? This term means how effective the […]. The post How to Improve the Performance of Your Sales Team appeared first on Nimble Blog.

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Your Attitude is Contagious

Xvoyant

In this clip from Episode 86 from The Sales Leadership Podcast, Thiago talks about how your attitudes, both positive and negative, are contagious.

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TSE 1256: Best Sellers In History Series 10 - "Oprah Winfrey"

Sales Evangelist

The Best Sellers in History Series 10 - “Oprah Winfrey” Welcome to yet another episode for the Best Sellers in History series. For this episode, we are featuring one of the most influential individuals in our century. She isn’t only known among the African-American community. Her fame reaches worldwide and this individual is now worth over $3.5 billion.

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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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Four Sales Coaching Keys to Delivering Winning Feedback

The Brooks Group

Sales Coaching Starts with Feedback. We’ve all had those moments when a colleague or manager approached us with what they called “constructive feedback” – then unloaded on us with a list of grievances didn’t seem at all to be constructive. That said, feedback is an indelible part of sales coaching – and when it comes to evaluating and sharing perspectives with your sales team, finding the right venue and message for your reflections is absolutely critical.

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5 pivotal additions in February product updates

Salesmate

As an extension to our February updates, Salesmate is bringing some small, yet important changes in the system. Check out the summary of what new you will see inside Salesmate: Share multimedia files with text messages. Now, you can send MMS with text messages. That means, the communication is not just limited to text, but you can also attach images, videos, documents, and audio files as well.

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Das Geheimnis hinter effektivem Onboarding

Showpad

Es ist geschafft, der „ War for Talents “ gewonnen und die offenen Stellen besetzt. Damit ist die Arbeit jedoch noch nicht getan. Denn die neuen Mitarbeiter brauchen ein effektives Onboarding. Es legt den Grundstein für eine erfolgreiche Zusammenarbeit zwischen Unternehmen und Mitarbeiter. Hierzu zählen alle ab Vertragsunterzeichnung anstehenden Prozesse.

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Hire People Better Than You

Xvoyant

In this clip from Episode 86 from The Sales Leadership Podcast, Thiago talks about why he always tries to hire people who are better than him in some way.

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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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Why Frontline Teams Could Benefit From Making Training Mobile

Lessonly

This blog post is by our friend, Alexa Lemzy. Alexa is the content author at TextMagic. She is passionate about the ways to improve customer experience and boost B2B marketing. You can reach her on Twitter @Alexa_Lemzy. Introduction. Frontline customer service and sales teams see better employee performance, satisfaction, and retention when employees have genuine, convenient opportunities to develop their skills.

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Mission Mentality

Xvoyant

In this clip from Episode 86 from The Sales Leadership Podcast, Thiago talks about creating a mission mentality for your sales team.

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The True Value of Automation to the Recruitment Industry

SugarCRM

As the recruitment and staffing industry continues to evolve with new technologies, new strategies and new points of innovation, it’s worth questioning how leadership’s priorities change. Our native integration partner, Bullhorn, shared the opinions and insight of more than 2,000 recruitment industry professionals in their recent Global Recruitment Insight & Data Report, outlining the Top Priorities of Recruitment Professionals.